Question 1

Abercrombie and Fitch, a nationwide clothing store, in a(n) _____.
A)independent retailer
B)department store
C)discount store
D)chain retailer
E)catalog showroom

Accepted Answer

Abercrombie and Fitch is a chain retailer with multiple locations throughout the United States.

Question 2

When has Natalie, an industrial supplies salesperson, completed her job with a particular client?
A)When she overcomes the objections of the client.
B)When she closes a sale with the client.
C)Never, as long as she maintains a working relationship with the client.
D)When she follows up with the client to ensure that a correct and timely delivery was made.
E)When she thanks the client for the business and asks for other prospects.

Accepted Answer

As an industrial supplies salesperson, Natalie's job with a particular client is never truly completed as long as she maintains a working relationship with the client. She may continue to provide customer service, offer additional products, and maintain contact to ensure satisfaction and encourage future business. While closing a sale and following up on delivery are important aspects of the sales process, they do not signify the end of the relationship between the salesperson and the client.

Question 3

Susan Smith, ad campaign manager for Coca-Cola, is making final changes to the content of an ad's message. She is talking with network distribution companies about when the ad will air, and she is discussing expected effects of the ad on consumers with commercial artists. Thus, she is in which stage of the ad campaign development process?
A)Development of the media plan.
B)Creation of the advertising message.
C)Evaluation of the advertising's effectiveness.
D)Analysis of the advertising target audience.
E)Execution of the campaign.

Accepted Answer

Susan is in the execution of the campaign stage, as she is finalizing the ad content, coordinating with distribution companies, and discussing the ad's impact, all of which are part of executing the campaign.

Question 4

Ryan Witz sells vacuum cleaners door-to-door. After showing Mrs. Davis several models and demonstrations, Ryan can tell she is hesitant but interested. Which trial closing is Ryan likely to use to ensure a sale?
A)"Here's my card.Give me a call if you would like to place an order."
B)"Will you be placing an order, Mrs.Davis?"
C)"Do you want the standard model, or the one with the special options package?"
D)"Shall I give you a week to consider the offer?"
E)"I'll put you down for the deluxe model.Is that your natural hair color?"

Accepted Answer

C) "Do you want the standard model, or the one with the special options package?" is a trial close that assumes a sale and only asks for the type of product the customer prefers, which can help move hesitant buyers towards making a decision.

Question 5

Sandy is a specialist in crude oil. She represents buyers or sellers and is generally hired on a temporary basis. She is known for her expertise in crude oil. Sandy in a(n) _____.
A)agent
B)limited-line wholesaler
C)broker
D)commission merchant
E)full-service wholesaler

Accepted Answer

Sandy is a broker, as she represents buyers or sellers on a temporary basis and is known for her expertise in crude oil. A broker acts as an intermediary between buyers and sellers and facilitates transactions without taking ownership of the products being traded.

Question 6

When the campaign with the slogan "The Other White Meat" encouraged Americans to increase pork consumption, this was an example of ____ advertising.
A)selective-demand
B)institutional
C)immediate-response
D)primary-demand
E)reminder

Accepted Answer

The campaign with the slogan "The Other White Meat" encouraged Americans to increase their overall demand for pork, not just to choose one brand or seller over another (selective-demand), promote the company itself (institutional), prompt an immediate response (immediate-response), reinforce a brand's existence (reminder). This is an example of primary-demand advertising, which focuses on increasing demand for an entire category of product.

Question 7

T J Maxx, Burlington Coat Factory, and Marshalls are examples of
A)superstores.
B)off-prices stores.
C)department stores.
D)specialty stores.
E)independent retailers.

Accepted Answer

T J Maxx, Burlington Coat Factory, and Marshalls are examples of off-price stores, which specialize in selling merchandise at lower prices than traditional retail stores by purchasing overstock or out-of-season goods from manufacturers and wholesalers.

Question 8

When Fashion Fair Cosmetics offers marketing assistance to resellers that buy its products, it is engaging in what type of promotion technique?
A)Bribery.
B)Consumer sales promotion technique.
C)Consumer product promotion technique.
D)Trade sales promotion method.
E)Bait-and-switch method.

Accepted Answer

Fashion Fair Cosmetics is offering marketing assistance to resellers that buy its products, which means it is engaging in a trade sales promotion method.

Question 9

Advertising appropriations may be based on all of the following except:
A)the ad agency's compensation.
B)executive judgment.
C)last year's sales.
D)what competitors spend on advertising.
E)next year's forecasted sales.

Accepted Answer

Advertising appropriations may be influenced by executive judgment, last year's sales, what competitors spend on advertising, and next year's forecasted sales. However, the ad agency's compensation is not a relevant factor in determining the advertising budget.

Question 10

In a typical day working for Coors Brewing, Alan will deliver beer, restock shelves, clear out old beer, take orders for the next day's delivery, and set up promotional displays. Alan is both a ____ and an ____.
A)missionary salesperson; order getter
B)trade salesperson; order taker
C)technical salesperson; order getter
D)trade salesperson; order getter
E)missionary salesperson; order taker

Accepted Answer

Alan's role involves delivering beer, restocking shelves, clearing out old beer, taking orders for the next day's delivery, and setting up promotional displays. These tasks align with the responsibilities of a trade salesperson, who supports retail activities, and an order-taker, who processes customer orders without actively seeking new sales opportunities.

Question 11

Whirlpool Appliances would most likely use _____ distribution to sell its products.
A)intensive
B)selective
C)patterned
D)exclusive
E)comprehensive

Accepted Answer

Whirlpool Appliances sells its products through various retailers such as home appliance stores, department stores, and online retailers. This indicates that they use a selective distribution strategy, where they carefully choose the most appropriate retail partners to sell their products. This strategy helps maintain brand image and target specific customer segments.

Question 12

Simpson Micro owns warehouses that stock computer software. They offer net terms to retail stores, offer specials and promotions, and provide customer service. Simpson Micro is a(n) _____ wholesaler.
A)general specialty
B)general merchandise
C)rare-service
D)specialty-line
E)agent

Accepted Answer

Simpson Micro specializes in a specific line of products, computer software, making them a specialty-line wholesaler. Their services, including net terms, specials, promotions, and customer service, are all focused on meeting the specific needs of their niche market.

Question 13

In preparing for summer sales, Sunsheen Tanning Products is placing in its retail outlets life-size cardboard cutouts of this year's Miss Tan America that attach to existing store displays. The cutout, featuring Miss Tan America in a bikini holding a bottle of lotion, is an example of a(n) _____.
A)deceptive advertising practice
B)outdoor advertisement
C)point-of-purchase display
D)trade sales promotion method
E)in-store demonstration

Accepted Answer

The life-size cardboard cutout of Miss Tan America is a point-of-purchase display, as it is placed in retail outlets to encourage sales and promote the product. It is not a deceptive advertising practice, as it accurately represents the product being sold. It is not an outdoor advertisement, as it is placed within the store, and it is not a trade sales promotion method or in-store demonstration, as it is not specifically targeting sales representatives or customers within the store.

Question 14

Driscoe, Inc., is in the process of developing an advertising campaign for its new product. It has identified the group to whom it will direct advertisements and has drafted the advertising objectives. Which of the following is not an advertising objective and thus should be deleted from the list?
A)Increase product awareness.
B)Hire a marketing manager within one year.
C)Convey product information.
D)Increase sales by 10 percent.
E)Expand the market share by 5 percent.

Accepted Answer

Hiring a marketing manager is a business objective, not an advertising objective. The other options are all advertising objectives that can be achieved through the development of an effective advertising campaign.

Question 15

The mode of transportation that offers the greatest frequency is _____.
A)airplanes
B)pipelines
C)railroads
D)ships
E)trucks

Accepted Answer

The answer of The mode of transportation that offers the...

Question 16

As John walked down the aisle of a supermarket one Saturday, he encountered a lady at the end handing out bite-sized portions of a new brand of sausage. This lady is trying to accomplish what?
A)Neutralize competitive promotional efforts.
B)Stabilize irregular sales patterns.
C)Reinforce advertising.
D)Encourage trial purchases of the product.
E)Draw new customers.

Accepted Answer

The lady is offering bite-sized portions of a new brand of sausage with the intention of encouraging trial purchases of the product. This is a common promotional strategy used to get customers to try out a new product, hoping that they will like it enough to purchase it again in the future.

Question 17

Advertising geared toward attracting not only customers but also potential investors and employees is classified as ____ advertising.
A)institutional
B)personal
C)selective-demand
D)political
E)comparative

Accepted Answer

Institutional advertising is designed to build a company's image and reputation with a variety of stakeholders, including customers, investors, and employees. It promotes the overall brand, values, and culture of the company, rather than specific products or services. Therefore, this type of advertising is the best fit for the given scenario.

Question 18

The primary concern of the media planner is to:
A)ensure that the budget is large enough to pay for the various media chosen for the campaign.
B)reach the largest possible number of persons in the advertising target for each dollar spent.
C)ensure that the words and illustrations used in the ad are meaningful and appealing to the target market.
D)ensure that the choice of words and illustrations used are appropriate for the choice of medium being used.
E)execute a successful ad campaign without going over the budget.

Accepted Answer

The primary concern of the media planner is to allocate the advertising budget in a way that reaches the largest possible number of persons in the advertising target for each dollar spent. This means that the media planner must select the most effective and efficient media channels to achieve the desired reach and frequency goals within the given budget.

Question 19

Like newspaper ads and unlike magazine advertising, television advertising:
A)provides for a combination of sight and sound.
B)provides for excellent photography.
C)has a short life.
D)is the most accessible medium.
E)has a long life.

Accepted Answer

The answer of Like newspaper ads and unlike magazine advertising,...

Question 20

James Rodriguez, an advertising manager for Verizon, has chosen the words for the company's new magazine ads and is now determining which illustrations will best complement the words. Therefore James is in which stage of developing the advertising campaign?
A)Defining the advertising objectives.
B)Developing the media plan.
C)Creating the advertising message.
D)Executing the campaign.
E)Identifying the advertising target audience.

Accepted Answer

James is in the process of creating the advertising message by choosing illustrations that will complement the words in the magazine ads.

Quiz 13: Distributing and Promoting Products

Abercrombie and Fitch, a nationwide clothing store, in a(n) _____.

When has Natalie, an industrial supplies salesperson, completed her job with a particular client?

Ryan Witz sells vacuum cleaners door-to-door. After showing Mrs. Davis several models and demonstrations, Ryan can tell she is hesitant but interested. Which trial closing is Ryan likely to use to ensure a sale?

Sandy is a specialist in crude oil. She represents buyers or sellers and is generally hired on a temporary basis. She is known for her expertise in crude oil. Sandy in a(n) _____.

When the campaign with the slogan "The Other White Meat" encouraged Americans to increase pork consumption, this was an example of ____ advertising.

T J Maxx, Burlington Coat Factory, and Marshalls are examples of

When Fashion Fair Cosmetics offers marketing assistance to resellers that buy its products, it is engaging in what type of promotion technique?

Advertising appropriations may be based on all of the following except:

In a typical day working for Coors Brewing, Alan will deliver beer, restock shelves, clear out old beer, take orders for the next day's delivery, and set up promotional displays. Alan is both a and an .

Whirlpool Appliances would most likely use _____ distribution to sell its products.

Simpson Micro owns warehouses that stock computer software. They offer net terms to retail stores, offer specials and promotions, and provide customer service. Simpson Micro is a(n) _____ wholesaler.

In preparing for summer sales, Sunsheen Tanning Products is placing in its retail outlets life-size cardboard cutouts of this year's Miss Tan America that attach to existing store displays. The cutout, featuring Miss Tan America in a bikini holding a bottle of lotion, is an example of a(n) _____.

Driscoe, Inc., is in the process of developing an advertising campaign for its new product. It has identified the group to whom it will direct advertisements and has drafted the advertising objectives. Which of the following is not an advertising objective and thus should be deleted from the list?

The mode of transportation that offers the greatest frequency is _____.

As John walked down the aisle of a supermarket one Saturday, he encountered a lady at the end handing out bite-sized portions of a new brand of sausage. This lady is trying to accomplish what?

Advertising geared toward attracting not only customers but also potential investors and employees is classified as ____ advertising.

The primary concern of the media planner is to:

Like newspaper ads and unlike magazine advertising, television advertising:

James Rodriguez, an advertising manager for Verizon, has chosen the words for the company's new magazine ads and is now determining which illustrations will best complement the words. Therefore James is in which stage of developing the advertising campaign?