Deck 12: Distributing and Promoting Products and Services

Question 1

A distribution channel is a series of marketing entities through which goods and services pass on their way from producers to end users.

Answer 1

True

Question 2

A retailer is showing concern for a store's atmosphere when he considers the type of store fixtures to have, the size and type of signage to use, the type of background music to play, and the number and type of employees to hire.

Answer 2

True

Question 3

An example of nonstore retailing is the vending machine from which you purchased a soda.

Answer 3

True

Question 4

Leon Georges works in the warehouse for a manufacturer of air-purification systems.He is responsible for the transportation of metal components, preformed plastic, etc.used to manufacture the systems as well as the efficient movement of the finished systems from the manufacturing facility to the warehouse to distribution trucks.Georges is involved in:

A)distribution
B)intermediation
C)countertrading
D)component logistics
E)centralized transportation

Question 5

Agents are sales representatives for manufacturers or wholesalers and usually are hired on a commission basis.

Question 6

Public relations is the term used for any communication or activity designed to win goodwill or prestige for a company or person.

Question 7

For most corporations, physical-distribution activities are usually the responsibility of the marketing department.

Question 8

Blogs provide marketers with a real-time dialogue with customers and an avenue to promote their products.
REFERENCE: Trends in Promotion and Distribution

Question 9

The frequent reference to Chili's restaurants on the television show The Office is probably an example of co-marketing.
.

Question 10

Sales promotions are marketing events or sales efforts that stimulate consumer buying.

Question 11

Internet retailing is also called e-retailing.

Question 12

The goal of all promotion is to stimulate action.

Question 13

Salespeople typically use brainstorming to look for sales prospects, those people who are most likely to buy the seller's offerings.

Question 14

Publicity is any information that a company issues to the media that is paid for by the company.

Question 15

The _____ is a series of marketing entities through which goods and services pass on their way from producers to end-users

A)industrial channel
B)distribution channel
C)consumption channel
D)inventory control process
E)vertical integration process

Question 16

Types of promotional goals include creating awareness, increasing the use of products, and identifying potential customers.

Question 17

An intermediary that takes possession and title of goods is called a merchant wholesaler.

Question 18

The final stage of the selling process is closing the sale.

Question 19

Supply chain management plays a dual role.Its first role is as a communicator of customer demand that extends from the point of sale all the way back to the supplier.The second role is as a physical flow process that engineers timely and effective movement of products.

Question 20

Information promotion is more common in the early stages of the product life cycle.

Question 21

A manufacturers' representative is sometimes called a(n):

A)cash and carry wholesaler
B)limited-service wholesaler
C)industrial distributor
D)manufacturer' agent
E)merchant broker

Question 22

The process of packing 3 16-ounce bottles of Hershey chocolate syrup in super-sized packages like those sold at Sam's and Costco is an example of:

A)allocating
B)adaptive packaging
C)accumulating
D)sorting out
E)accruing

Question 23

What is the primary difference between a merchant wholesaler and an agent?

A)the types of products it carries
B)the types of customers it serves
C)the location of its offices
D)whether it takes title to the product
E)whether direct or indirect communication is used in the transaction

Question 24

_____ are distribution channel members that buy finished products from manufacturers and sell them to retailers.

A)Manufacturers
B)Wholesalers
C)Service providers
D)Market managers
E)Product managers

Question 25

How do distribution channels improve product distribution?

A)Channel intermediaries perform all of the functions needed to get the product from its raw material state into the hands of its final user.
B)Distribution channels eliminate the need to store products.
C)Distribution channels reduce the number of transactions needed to get the product from the manufacturer to the consumer
D)Channel intermediaries eliminate the need for the manufacturer to provide customer service.
E)Channel intermediaries take title to the products as they move through distribution channels.

Question 26

A person who works as a sales representative for a manufacturer or wholesaler and gets paid a commission on any sales is classified a(n):

A)broker
B)merchandiser
C)merchant wholesaler
D)agent
E)distribution captain

Question 27

Channels of distribution make distribution easier by performing all of the following functions EXCEPT:

A)sorting out
B)production
C)accumulation
D)storage
E)allocation

Question 28

American Pet Pro purchases pet grooming supplies from various manufacturers, sorts them, and resells them to retailers.American Pet Pro is a(n) _____ wholesaler.

A)merchant
B)agent
C)manufacturers'
D)functional
E)vertical

Question 29

Within the distribution channel, retailers and wholesalers are called:

A)inventory control agents
B)marketing intermediaries
C)movement facilitators
D)logistical managers
E)industrial users

Question 30

Roy Petrie is a flower wholesaler.He buys fresh flowers from countries in South America, divides the large batches into small bunches, and delivers them to independent florists.This process is called:

A)breaking bulk
B)lot dispersal
C)inventory separation
D)product diffusion
E)inventory diffusion

Question 31

A(n) _____ is an independent wholesaler who buys related product lines from many manufacturers and sells them to industrial users.

A)industrial manufacturer
B)distribution leader
C)industrial distributor
D)market manager
E)product manager

Question 32

A(n) _____ are go-betweens that bring buyers and sellers together.

A)consumer marketer
B)broker
C)wholesaling agent
D)channel captain
E)distribution linchpin

Question 33

Manufacturers' representatives usually:

A)do not take title to goods
B)receive commissions on sales
C)act as independent agents
D)represent noncompeting manufacturers
E)do all of the above

Question 34

Victorinox is the name of the company that manufacturers Swiss army knives.The _____ channel the company utilizes to get its knives to market is to wholesalers, than to retailers, and finally to consumers.

A)promotional
B)service
C)consumer
D)industrial
E)distribution

Question 35

The chain of manufacturer, agent, wholesaler, and retailer through which items like x-ray machines, dental equipment, and safety goggles flow is called a(n) ______ channel.

A)industrial
B)consumer
C)service
D)distribution
E)promotional

Question 36

The two types of distribution channels are:

A)industrial and consumer
B)wholesaler and retailer
C)centralized and decentralized
D)manufacturing and marketing
E)functional and networked

Question 37

Geraldine Fadsi's job in the entertainment industry is to bring together entertainers and organizations looking to hire entertainers.Fadsi is paid a commission, usually by the entertainer.Fadsi is acting as a:

A)merchant wholesaler
B)agent
C)distributor
D)distribution captain
E)marketer

Question 38

Independent wholesalers that buy goods from manufacturers on their own account and then resell them to other businesses are:

A)brokers
B)agents
C)horizontal marketing systems
D)merchant wholesalers
E)vertical marketing systems

Question 39

A retailer would separate children's clothing purchased from Carter's into various sizes and types of clothing, such as size 6 shirts, size 2T shorts, and size 4T sun dresses.This process is called:

A)allocating
B)adaptive packaging
C)accumulating
D)sorting out
E)accruing

Question 40

_____ is the breaking down of large shipments of similar merchandise into smaller, more usable quantities that can be sold to consumers and end users.

A)Lot dispersal
B)Breaking bulk
C)Inventory dispersion
D)Product separation
E)Product diffusion

Question 41

_____ bring buyers and sellers together, do not title to merchandise, receive commission on sales; and have little say over company sales policies.

A)Agents
B)Wholesalers
C)Cash and carry wholesalers
D)Brokers
E)Sales representatives

Question 42

The _____ is the combination of advertising, personal selling, sales promotion, and public relations used to promote a product.

A)marketing mix
B)distribution strategy
C)promotional mix
D)product strategy
E)sales mix

Question 43

National Geographic Magazine brought a bit of nature to New York as part of a week-long event promoting the magazine's October 2006 cover story on parks.The magazine hosted an interactive photography exhibit, which celebrated international and national parks.Invitations to representatives of the news media were an attempt to use which element of the promotional mix?

A)advertising
B)personal selling
C)public relations
D)sales promotion
E)distribution

Question 44

Abercrombie & Fitch stores are aimed at college-aged consumers.The parent company also operates retail clothing stores under the name Hollister, which are targeted to 14- to 18-year-olds and under the name Abercrombie, which sell children's wear.Abercrombie & Fitch operate:

A)hypermarts
B)factory outlets
C)convenience stores
D)specialty stores
E)department stores

Question 45

A(n) _____ is a retail store that sells at prices 25 percent or more below traditional department store prices in spartan environments.

A)discount store
B)warehouse store
C)off-price retailer
D)factory outlet
E)convenience store

Question 46

Which goal are airlines trying to achieve when they use frequent flyer programs, which give customers points that can be redeemed for free travel, rental cars, and other merchandise?

A)increase the amount and frequency of use
B)provide information
C)create product awareness
D)get consumers to try their product
E)identify target market(s)

Question 47

Which of the following is an example of nonstore retailing?

A)factory outlet
B)hypermart
C)home shopping network
D)catalog store
E)convenience store

Question 48

_____ is the act of informing, persuading, and reminding the target market about a product.

A)Marketing
B)Distribution
C)Promotion
D)Operations
E)Motivations

Question 49

Which of the following is NOT an example of a promotional goal?

A)creating awareness
B)providing information
C)delivering the product
D)retaining customers
E)increasing the use of products

Question 50

Which of the following factors can be used to create an atmosphere in a store that sells sports memorabilia?

A)life-sized pictures of famous athletes mounted on the wall
B)store clerks dressed in referee uniforms
C)bright lights
D)the rebroadcasting of famous sports events as background noise
E)all of the above

Question 51

The two types of retailing are:

A)functional and non-functional
B)in-store and out-store
C)centralized and decentralized
D)in-store and nonstore
E)virtual and concrete

Question 52

Which of the following is NOT an element of the promotional mix?

A)advertising
B)personal selling
C)sales promotion
D)distribution
E)public relations

Question 53

Which of the following is NOT a typical task performed by a supply chain manager?

A)coordinating the sourcing and procuring of raw materials
B)maintaining an inventory control system
C)coordinating customer service activities
D)hiring packers and drivers
E)scheduling production

Question 54

In which of the following industries are you most likely to find a broker?

A)furniture
B)real estate
C)toy
D)hardware
E)petrochemical

Question 55

When Canada Dry first introduced Wink soda in the 1960s, it used the slogan, "Join the cola dropouts." The purpose of this advertising campaign was most likely to:

A)retain loyal customers
B)act as reminder advertising
C)move the cola into the maturity stage of its product life cycle
D)get customers to try the new product
E)support a mass marketing strategy

Question 56

The owner of Mercury Appraisal Company held a ribbon-cutting event when he opened his new business.He invited city dignitaries, representatives from all the news media, and anyone who might have need of his services to the event.The goal of his promotion was most likely to:

A)increase the use of his services
B)keep loyal customers
C)show how his services were improved
D)retain customers
E)create awareness

Question 57

Which of the following is NOT a type of retailer?

A)factory outlets
B)discount stores
C)supermarkets
D)manufacturers' representative
E)department stores

Question 58

Integrated marketing communications (IMC):

A)is a careful coordination of all promotional activities
B)produces a consistent and unified advertising message
C)produces a customer-focused advertising message
D)is typically overseen by a marketing communications director
E)is accurately described by all of the above

Question 59

Which of the following is an example of in-store retailing?

A)an Internet purchase from an Internet bookseller
B)a Tupperware party
C)the purchase of a bag of corn chips from a vending machine
D)the purchase of a bottle of Anna Pavlova perfume that is only available at Saks Fifth Avenue stores
E)none of the above

Question 60

Compassion International is a nonprofit organization dedicated to releasing poor children from spiritual, economic, social and physical poverty.What would be the most likely goal for an advertising campaign for this international organization?

A)increase the amount and frequency of use
B)provide information
C)create product awareness
D)get consumers to try their product
E)identify target market(s)

Question 61

A face-to-face sales presentation of a good or service to a prospective customer is called:

A)market research
B)personal selling
C)institutional selling
D)sales promotion
E)comparative selling

Question 62

CPM in advertising terms means:

A)critical path method
B)customer product media
C)cost per thousand
D)consumer path message
E)customers per medium

Question 63

Which of the following is NOT a popular form of sales promotion?

A)coupons
B)samples
C)premiums
D)advertising
E)contests

Question 64

What is the final step in the selling process?

A)closing the sale
B)handling objections
C)writing up orders
D)following up on sales
E)congratulating your new customer

Question 65

_____ is the number of times an individual is exposed to an ad.

A)Interaction
B)Frequency
C)Selectivity
D)Connectivity
E)Reach

Question 66

The channels through which advertising is carried to prospective customers are advertising:

A)waves
B)routes
C)segments
D)media
E)conduits

Question 67

The first step in the selling process is to:

A)present the product
B)handle objections
C)demonstrate the product
D)prospect and qualifying
E)close the sale

Question 68

In August 2006, the manufacturer of Cross pens introduced the golden toned Verve pen as featured in the Stormbreaker film.In James Bond fashion, the Cross pen serves as one of the key gadgets in the film.The use of the Cross pen is an example of:

A)advocacy marketing
B)co-marketing
C)supportive advertising
D)collateral marketing
E)product placement

Question 69

_____ is any paid form of nonpersonal presentation by an identified sponsor.

A)Sales promotion
B)Branding
C)Advertising
D)Guerrilla marketing
E)Publicity

Question 70

What is the salesperson doing when, after his presentation is over, he asks, "May I call the company and place your order for 20 cases of Ecco brand golfing shoes?"

A)approaching the customer
B)prospecting for customer
C)looking for sales leads
D)asking qualifying questions
E)closing the sale

Question 71

Which of the following statements describes an advantage that personal selling has over other forms of promotion?

A)The sales message cannot be modified during the sales presentation.
B)Personal selling can and should be directed to everyone.
C)Personal selling costs can be adjusted by controlling the size of the sales force.
D)Personal selling is considerably less effective at creating a satisfied customer than other forms of promotion.
E)All of the above statements describe how personal selling is superior to other forms of promotion.

Question 72

What are the two distinct markets toward which sales promotions can be targeted?

A)consumers and members of the marketing channel
B)external and internal customers
C)domestic and foreign
D)retailer and manufacturer
E)rural and urban

Question 73

Which of the following is a type of sales promotion?

A)loyalty marketing programs
B)sweepstakes and contests
C)bonus packs
D)product sampling
E)all of these

Question 74

In the newspaper comics, Cathy is often seen talking to a department store clerk who is trying to persuade her that she needs to buy a new wardrobe.The clerk is engaged in:

A)market research
B)personal selling
C)institutional selling
D)sales promotion
E)services marketing

Question 75

Which of the following statements describes an advantage that personal selling has over other forms of promotion?

A)The sales message can be varied according to the motivations and interests of each prospect.
B)Personal selling can be directed only to qualified prospects.
C)Personal selling costs can be adjusted by controlling the size of the sales force.
D)Personal selling is considerably more effective at creating a satisfied customer than other forms of promotion.
E)All of the above statements describe how personal selling is superior to other forms of promotion.

Question 76

The brand name Cover Girl appeared in a young adult novel called Cathy's Book: If Found Call [phone].One sentence in the book reads: "a killer coat of Lipslicks, a line of Cover Girl lip glosses.Procter &Gamble promoted the novel at beinggirl.com Web site in exchange for the mention.This is an example of"

A)advocacy marketing
B)co-marketing
C)supportive advertising
D)collateral marketing
E)product placement

Question 77

Which of the following is an example of an advertising medium?

A)newspapers
B)television
C)magazines
D)direct mail
E)all of the above

Question 78

_____ is the number of different target consumers who are exposed to a commercial at least once during a specific period, usually four weeks.

A)Interaction
B)Frequency
C)Selectivity
D)Connectivity
E)Reach

Question 79

Which of the following is a type of sales promotion that can be used if the organization's goal is to increase brand loyalty?

A)frequent-buyer programs
B)event sponsorship
C)direct mail advertising
D)advocacy advertising
E)sweepstakes and contests

Question 80

Advertising can be found:

A)on television
B)on radio
C)in direct mail
D)on billboards
E)in any of the above media