Question 1

A trade promotion where the manufacturer gives a retailer a case allowance price for products in their warehouse, which prevents shelf stock from running down during the promotional period, is referred to as a ________ stock protection program.

Accepted Answer

A floor stock protection program is a trade promotion strategy where manufacturers offer retailers a case allowance to ensure that the retailer maintains a certain level of inventory during a promotional period, preventing the shelf stock from running down.

Question 2

A hardware store owner placed an advertisement for Sylvania LED bulbs in the local newspaper. Sylvania provided the storeowner with several high-quality, camera-ready sample advertisements. In addition to supplying the advertising formats, Sylvania also paid 50 percent of the cost to place the ad in the paper. Sylvania was using ________ to promote its products.

Accepted Answer

Cooperative advertising is when a manufacturer and a retailer share the cost of advertising the manufacturer's product, as seen with Sylvania paying 50% of the ad cost.

Question 3

Trade promotions are

Accepted Answer

Trade promotions are sales tools used to support a company's advertising and personal selling directed to wholesalers, distributors, or retailers.

Question 4

In the film Runaway Bride, Julia Roberts boarded a FedEx truck. Another actor gave voice to FedEx's service guarantee, saying she will arrive "by 10 a.m. the next business day." This is an example of

Accepted Answer

This is an example of product placement, where a brand or product is featured prominently within a film or television show as a form of advertising.

Question 5

A discount on each case ordered during a specific period of time is referred to as a

Accepted Answer

A case allowance is a discount given on each case ordered during a specific period, often used as a sales promotion strategy.

Question 6

________ reimburses a retailer for extra in-store support or special featuring of a brand.

Accepted Answer

A merchandise allowance is a financial incentive provided by manufacturers to retailers to encourage them to provide extra in-store support or special featuring of a brand.

Question 7

Tom Cruise wore Bausch and Lomb's Ray-Ban sunglasses in the movie Risky Business, and sales skyrocketed. The appearance of the sunglasses in the film is an example of

Accepted Answer

The appearance of the sunglasses in the film is an example of product placement, where a brand's product is featured prominently in a movie or TV show to increase its visibility and sales.

Question 8

Which of these is one of three common trade-oriented sales approaches are targeted uniquely to wholesalers, retailers, and distributors?

Accepted Answer

Cooperative advertising is a trade-oriented sales approach where manufacturers and retailers share the cost of advertising to promote the manufacturer's products, targeting wholesalers, retailers, and distributors.

Question 9

A variation of the case allowance is the ________ approach, whereby retailers receive some amount of the product free based on the amount ordered, such as 1 case free for every 10 cases ordered.

Accepted Answer

The "free goods" approach involves giving retailers additional products at no cost based on the quantity they order, such as receiving 1 free case for every 10 cases purchased.

Question 10

Product placement refers to

Accepted Answer

Product placement involves the intentional integration of a brand-name product into entertainment media, such as movies or TV shows, often as a form of advertising.

Question 11

Advertising programs in which a manufacturer pays a percentage of a retailer's local advertising expense for advertising the manufacturer's products are referred to as

Accepted Answer

Cooperative advertising programs involve a manufacturer sharing the cost of local advertising with a retailer to promote the manufacturer's products.

Question 12

The consumer sales promotion that involves the use of a brand-name product in a movie, television show, video game, or a commercial for another product is referred to as

Accepted Answer

Product placement is the practice of integrating a brand-name product into entertainment media, such as movies or TV shows, to promote the product subtly.

Question 13

After the release of the movie E.T., sales of Hershey's Reese's Pieces soared while Mars, the makers of M&M'S, regretted not permitting its product to be used in the film. The use of Reese's Pieces in the movie is an example of

Accepted Answer

The use of Reese's Pieces in the movie E.T. is an example of product placement, where a brand or product is strategically placed in a film or television show to increase its visibility and promote sales.

Question 14

While reading the newspaper, Jordan noticed an advertisement containing a coupon from Bayer that is redeemable only at Target stores. This ad is an example of

Accepted Answer

Cooperative advertising is when a manufacturer and a retailer share the cost of advertising, which is what is happening with Bayer's coupon being redeemable only at Target stores.

Question 15

A variation of product placement, called ________, brings fictional products to the marketplace.

Accepted Answer

Reverse product placement involves creating real-life versions of fictional products that were originally seen in movies, TV shows, or other media.

Question 16

Cooperative advertising refers to

Accepted Answer

Cooperative advertising is when a manufacturer pays a percentage of the retailer's local advertising expense for advertising the manufacturer's products.

Question 17

All of these statements regarding the training of distributors' sales forces are true except which?

Accepted Answer

Resellers' sales forces may not always be the most sophisticated and knowledgeable about a manufacturer's products, as they often handle multiple product lines from different manufacturers.

Question 18

Sales tools used to support a company's advertising and personal selling directed to wholesalers, distributors, or retailers are referred to as

Accepted Answer

Trade-oriented sales promotions are specifically designed to support advertising and personal selling efforts directed at wholesalers, distributors, or retailers.

Question 19

A trade promotion that involves paying retailers for financing costs or financial losses associated with consumer sales promotions is referred to as a

Accepted Answer

A finance allowance is a trade promotion where manufacturers compensate retailers for the financial costs or losses incurred due to consumer sales promotions.

Question 20

A trade promotion that compensates retailers that transport orders from the manufacturer's warehouse is referred to as a

Accepted Answer

A freight allowance is a trade promotion that compensates retailers for the cost of transporting orders from the manufacturer's warehouse.

Quiz 19: Using Social Media and Mobile Marketing to Connect With Consumers