BA 332 Exam 4 ULTIMATE Review

Business Administration 332 with Moon/zondag at University of Tennessee - Knoxville

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Created: 2009-11-15
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_____________ includes all the activities involved in selling products or services directly to consumers for their personal use.

Retailing

True or False: Retailers are classified based on the amount of service they offer, the breadth and depth of product lines, relative prices charged, and how they are organized.

True

______________ retailers usually carry more specialty goods for which customers need to be "waited on."

Full-service

_____________ stores carry narrow product lines with deep assortments within those lines.

Specialty

A ______________ is a large, low-cost, low-margin, high-volume, self-service store that carries a wide variety of food, laundry, and household products.

supermarket

_______________ are much larger than regular supermarkets and offer a large assortment of rountinely purchased food products, nonfood items, and services.

Superstores

___________ ____________ are giant specialty stores that carry a very deep assortment of a particular line and are staffed by knowledgeable employees.

Category Killers

A __________ ____________ is a retail institution that sells standard merchandise at lower prices by accepting lower margin and selling at high volume.

discount store

Factory outlets and warehouse clubs are examples of _____________ _____________.

Off-Price retailers

True or False: The distinction between large retailers and wholesalers is clear.

False

The distinction between large retailers and wholesalers is blurry.

____________ wholesalers are the largest group of wholesalers.

Merchant

True or False: The two broad categories of merchant wholesalers are Full-service Wholesalers and Limited-Service Wholesalers.

True

______________ includes all activities involved in selling goods and services to those buying for resale or business use.

Wholesaling

___________ ____________ consist of two or more outlets that are owned or controlled, have central buying and merchandising, and sell similar lines of merchandise.

Chain stores

A ____________ ______________ is a wholesaler-sponsered group of independent retailers that engage in bulk buying and common merchandising.

Voluntary chain

A ____________ is a contractual association between a manufacturer, wholesaler, or service orgnization and independent businesspeople who buy the right to own and operate one or more units in the franchise system.

Franchise

Retailers cannot make meaningful decisions related to the retail marketing mix until they first __________ and ___________ their target market.

define , profile

In regards to a stores "Services Mix", different numbers and types of services are key to non-price store _________________.

differentiation

The ____________ _______________ is the physical layount and "feel" of the store.

Store Atmosphere

____________ _____________ are smaller malls with upscale stores and nonretail activities such as dining and a movie theatre in affluent areas. These are a current trend in retailing.

Lifestyle Centers

True or False: Nonstore Retailing is becoming less popular.

False

Nonstore Retailing is becoming more popular.

True or False: Retail Life Cycles are shortening.

True

Firms are doing ________ broadcasting and ________ narrowcasting.

less, more

A strong need for _____________ _____________ _____________ exists because conflicting messages from different sources can create confusion or blur brand perceptions.

Integrated Marketing Communications (IMC)

List the five components of the Marketing Communications Mix.

1. Advertising

2. Sales Promotion

3. Public Relations

4. Personal Selling

5. Direct Marketing

A/an ______________ _______________ is a specific communication task to be accomplished with a specific target audience during a specific period of time.

advertising objective

Advertising objectives are classified by ____________.

purpose

Setting the advertising budget to match competitors is known as _____________-_____________.

Competitive-Parity

Setting the advertising budget to equal the sum of task costs is known as __________-and-___________.

Objective-and-Task

The Advertising Strategy consists of creating advertising _____________ and selecting advertising ___________.

message, media

In regards to the Message Strategy, advertising appeals should be ____________, _____________, and ____________.

meaningful, believable, distinctive

A Compelling Creative Concept is known as the "_________ _________."

Big Idea

True or False: Scientific Evidence is a typical approach to Message Execution.

True

_________ is the percentage of people exposed to an ad.

Reach

True or False: Frequency is a term used for the number of times a person is exposed to an advertisement.

True

The qualitative value of a message exposure through a given medium is known as ___________ ____________.

Media Impact

True or False: The type of message is a factor to consider when a company is choosing a media type.

True

A specific media within a general media type is known as a ____________ ___________.

Media vehicle

___________ and ____________ are the two pattern types of advertisements.

continuity, pulsing

Measuring the communication effects of an advertisement is known as ___________ ____________.

Copy Testing

There is a greater need for _____________ of global brand advertising strategies.

standardization

_____________ ______________ involves building good relations with the company's various publics by obtaining favorable publicity, building up a good corporate image, and handling or heading off unfavorable rumors, stories, and events.

Public Relations

What was the example used in class of a Public Relations strategy that attracted millions of tourists to a particular city?

The "I Love New York" campaign

True or False: Lobbying is a Public Relations Function.

True

True or False: Buzz Marketing is a Public Relations Function.

False.

Buzz Marketing is a Public Relations Tool.

Salespeople want to build ________-________ customer relationships.

long-term

A department store clerk is an example of an order __________.

taker

An order _________ demands creative selling and relationship building.

getter

____________ _____________ is a paid, personal form of promotion.

personal selling

The __________ ___________ serves as a critical link between a company and its customers.

Sales Force

What are the two main goals of a company's Sales Force?

1. Customer Satisfaction

2. Company Profit

A ____________ Sales Force Structure involves salespeople who are assigned to an exclusive area and sell a full line of products.

Territorial

A ____________ Sales Force Structure is a combination of serveral types of structures.

Complex

A ___________ Sales Force Structure involves the sales force organizing along cusomer or industry lines.

Customer

The __________ Sales Force conducts business from office telephones and visits from perpective buyers.

Inside

_________ selling is used to service large, complex accounts.

Team

______________ is when the salesperson identifies qualified potential customers.

Prospecting

_____________ is when the salesperson meets the customer for the first time.

Approach

____________ is when the salesperson asks the customer for an order.

Closing

A ____________ _____________ consists of short-term incentives to encourage the purchase or sale of a product or service.

Sales promotion

___________ are consumer sales promotion tools that offer the customer savings when purchasing specified products.

coupons

Reduced prices marked on the label or package by the producer are known as __________ ___________.

Price Packs or "Cents-Off Deals"

Goods offered free or low cost as an incentive to buy a product are known as _____________.

premiums

Cash or other awards offered for regular use of a product or service are known as ____________ Rewards.

Patronage

A _____________ is when consumers submit an entry to be judged by a panel.

contest

____________ are when consumers receive something each time they buy which may help them when a prize.

Games

True or False: Salespeople spend most of their time actively selling.

False

Salespeople spend most of their time performing admistrative tasks. They are only actively selling 10% of the time.

Compensation = salary + ___________ _________.

something else

Mostly _________ companies recruit college students.

large

What is the objective of a sales promotion?

to encourage consumer to buy right now!

When discussing Inside Sales Force what company did he use as an example in class?

DuPont

Consumer Promotions use a _________ strategy.

Pull

Trade Promotions use a __________ strategy.

Push

In class, when discussing Trade Promotions, which two companies did he use in an example?

Proctor and Gable (P&G) and Kroger

All promotional spending creates __________ demand signals across the supply chain.

false

Groups of nations organized to work toward common goals in the regulation of international trade are known as ___________ ____________ ___________ ____________.

Regional Free Trade Zones

_____________ ______________ shapes a country's product and service needs, income levels, and employment levels.

Industrial Structure

True or False: International Trade accounts for 5% of U.S. GDP.

False

International Trade accounts for 25% of U.S. GDP.

In regards to global marketing, there are _________ risks with globalization.

higher

Companies that understand ___________ ____________ can use them to their advantage when positioning products internationally.

cultural nuances

__________ Exporting involves working through international marketing intermediaries.

Indirect

___________ Exporting involves the company handling its own exports.

Direct

Joining with foreign companies to produce or market a product or service is known as ___________ ____________.

Joint Venturing

The Market Entry Strategy that involves the development of foreign-based assembly or manufacturing facilities is known as ____________ ____________.

Direct Investment

____________ _____________ involves not changing the product nor the promotion.

Straight extension

____________ ______________ involves adapting the product but not changing the promotion.

Product adaption

_______________ _______________ involves adapting promotion but not changing the product.

Communication adaption

____________ _____________ involves adapting the product and promotion.

Dual adaptation

______________ ______________ involves developing a new product and promotion.

Product invention

Fully adapting an advertising message for local markets is known as ______________ _______________.

Communication adaption

With regards to Global Promotion Strategies, comanies can use a standardized theme globally, but may have to make adjustments for ____________ or _____________ differences.

language, cultural

International prices tend to be __________ than domestic prices.

This is because of ____________ _____________.

higher

price escalation

______________ is when a foreign subsidiary charges less than its costs or less than it charges in its home market.

dumping

About this deck

By: Go Vols
Created: 2009-11-15
Size: 93 flashcards
Views: 1070

About StudyBlue

“I have used this website for three exams, and I see a huge difference in my test results.”
Naj