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Which is a lack of all the items a customer needs to receive full satisfaction from a product or products?
- Transactional, logistical, and facilitating
Three basic functions channel intermediaries perform:
What is the efficient and cost-effective forward and reverse flow and storage of goods, services, and related information, into, though, and out of channel member companies?
Which level of distribution intensity is the most restrictive and entails establishing only one or a few dealers within a given geographic area?
- Channel Power
The capacity of a particular marketing channel member to control or influence the behavior of other channel members is known as:
- Systems Approach
Which is a key principle of supply chain management that means multiple firms work together to perform tasks as a single unified system, rather than as several individual companies acting in isolation?
- Activity-Based Costing
Which assists supply chain members in achieving measurement integrating by assessing the costs associated with each supply chain activity?
- Electronic Data Interchange
What is the direct electronic transmission, from computer to computer, of standard business forms between two organizations? When this technique is used, orders can become virtually paperless, and information about the order is available to both firms.
What are standard measures that can be used repeatedly to assess performance on a supply-chain related process?
A discrepancy of _____ is the difference between the amount of the product produced and the amount an end user wants to buy.
- Merchant wholesaler
A (n) ___ is an institution that buys goods from manufactures, takes title to these goods, and resells them to businesses, government agencies, and/or other wholesalers or retailers.
- Do not take title to merchandise
Agents and brokers:
One configuration of a marketing channel entails producers selling to consumers with no intermediaries involved. This is called a:
- Intensive distribution
_____ is distribution aimed at maximum market channel coverage. It is used for many conveniences goods and supplies that need to be available in every outlet where the potential customer might want to buy them.
- Channel captain
A channel leader is also called a(n):
- Supply chain
The connected chain of all the business entities, both internal and external to the company, that perform or support the logistics function is known as the:
- Bench markets
The standards set by measuring the best, quickest, and most efficient work practices are called:
- Radio-frequency identification (RFID)
Which of the following technology is an automatic identification method that works with scanned codes to identify products?
- Materials requirement planning (MRP)
Which of the following is the inventory control system that manages the replenishment of raw materials, supplies and components from the supplier to the manufacturer?
A (n) _____ discrepancy is created when a product is produced but a consumer is not ready to purchase it.
- Taking title?
When an intermediary in the channel of distribution owns the merchandise and controls the term of the sale, this is referred to as:
- Agents and brokers
____ are wholesaling intermediaries who facilitate the sales of a product form the producer to the end user by representing retailers, wholesalers, or manufactures, and providing little input as to the terms of the sale.
____ describes the process of strategically managing the efficient flow and storage of the raw materials, in-process inventory, and finished goods from point of origin to point of consumption.
_____ Distribution is achieved by screening dealers to eliminate all but a few in any single geographic area. Shopping goods and some specialty products that consumers are willing to search for are sold in this way.
- Channel control
A situation that occurs when one marketing channel member intentionally affects another members behavior is called:
- Supply chain management
_____ coordinates and integrates all of the activities performed by channel members into a seamless process, form the source to the point of consumption, resulting in enhanced customer and economic value.
- Activity-based costing
All of the falling activity groups are related closely to internal operations integration success EXCEPT:
- Trade promotion
All of the following are logistics components of the supply chain EXCEPT:
Because supply chain management is concerned with the performance of all firms in the system simultaneously, any performance measurement system used to evaluate a supply chain must address both the chain itself and all of the processes and firms that added together compose it. One method used is called the:
- Promotional Strategy
A plan for the optimal use of advertising, personal selling, sales promotion, and public relations is called a:
- Mass and interpersonal
The two major categories of communication are:
Anything that interferes with, distorts, or slows the transmission of information in the communication process is referred to as:
- Public Relations
The marketing function that evaluates public attitudes, identifies areas within the organization that are of public interest, and executes a program of action to gain public understanding is:
- Intergrated marketing communications
___ is the careful coordination of all promotional activities to produce a consistent, unified message that is customer focused.
___Advertising is designed to enhance a company’s image rather than promote a particular product.
Which form of advertising involves an organization expressing its views on controversial issues responding to media attacks?
- Alternative media
Ads on shopping carts at grocery stores and in video games are examples of:
Placing advertising messages in Web-based or video games to advertise or promote a product, service, organization, or issue is known as:
- Product Placement
Which of the following is a public relations strategy that involves getting a product, service, or company name to appear in a movie or television show?
___ is the process by which we exchange or share meaning through a common set of symbols. People also assign meanings to feelings, ideas, facts, and attitudes.
-direct face-to-face communication between two or more people
Interpersonal communication is:
The person who decodes a message in the communication process is called the:
- informing, persuading, and reminding
What are the three basic tasks of promotion?
The use of aggressive personal selling and trade advertising by a manufacturer to convince a wholesaler or retailer to carry and sell its merchandise is known as a ____ strategy .
Which type of advertising is used to stimulate demand for a new product or product category?
- Competitive advertising
Which form of advertising is designed to influence demand for a specific brand?
______ advertising compares two or more specifically named or shown competing brands on one or more specific attributes.
- Crisis Management
___ is used by public relations specialists to handle the effects of unfavorable publicity.
What is communications by marketers that inform, persuade, and remind potential buyers of a product in order to influence an opinion or elicit a response?
Communication to large audiences, usually through a medium such as television or a newspaper, is called _____________ communication?
What is the originator of the message in the communication process?
What is any form of impersonal (one way) paid communication in which the sponsor or company is identified?
A manufacturer using the ____________________ promotional strategy focuses its promotional efforts on the consumer?
What is any form of impersonal, sponsor-paid, one-way mass communication?
Unlike advertising that establishes or maintains a company’s identity, __________ advertising touts the benefits of a specific good or service.
- Social media marketing?
What is the collaboration and sharing of online content between the sender and the receiver-- the brand and the consumer?
Public information about a company, good, or service appearing in the mass media as a news item is:
Which public relations tool involves a company spending money to support an issue, cause, or event that is consistent with corporate objectives?
- Sales Promotion
_____ is marketing communication activities in which a short-term incentive is offered to induce the purchase of a particular good or service.
A certificate that entitles consumers to an immediate price reduction when they buy the product is called a(n):
- Point-of-purchase displays
_____ are promotional exhibits set up at the retailer’s location to build traffic, advertise the product, or induce impulse buying. They are targeted to consumers.
- Personal selling
_____ is direct communication between a sales representative and one or more prospective buyers for the purpose of make a sale.
- Emphasizes a win-win outcome
_____ is a process of finding out about potential clients from friends, business contacts, coworkers, acquaintances, and fellow members in professional or civic organizations
- Learn as much as possible about the prospect’s organization and its buyers
During the preapproach, the salesperson would:
- Sales proposal
A_____ is a written document or professional presentation that outlines how a company’s product will meet or exceed the client’s needs.
- Closing the sale
When a salesperson asks for the sale, he or she is:
Salespeople ensure that delivery schedules are met, that the good or service performs as promised, and the buyers are trained in the use of the product. All of those functions are part of ____, the final step in the selling process.
- Frequent buyer program
Which type of consumer sales promotion rewards loyal consumers for making multiple purchases of a particular good or service?
- Relationship selling
____ is a sales practice that involves building, maintaining, and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.
- Lead generation
_____, or prospecting, is the identification of those firms and people most likely to buy the seller’s offerings.
The____ is a process that describes the homework that must be done by a salesperson before he or she contacts a prospect.
- The customers and their needs
- The competition
- The industry in which he or she is selling
- All the choices
As part of the needs assessment, the consultative salesperson must learn everything there is to know about:
A(n) _______ is an extra item offered to the customer, usually in exchange for some proof that the promoted product has been purchased.
Which sales promotional tool allows the customer the opportunity to try a product or service for free?
- Personal selling
____ is direct communication between a sales representative and one or more prospective buyers for the purpose of making a sale.
- Sales process
The set of steps a salesperson goes through to sell a particular product is called the:
- Lead qualification
______ involves of determining which sales prospects have a recognized need, buying power, and receptivity and accessibility.
- Sales Proposal
A _____ is a written document or professional presentation that outlines how a company’s product will meet or exceed the client’s needs.
- Closing the sale
When a sales person asks for a sale, he or she is:
_____ is the process during which both the salesperson and the prospect offer specific concessions in an attempt to arrive at a sales agreement.
Salespeople ensure that delivery schedules are met, that the good or service performs as promised, and that buyers are trained in the use of the product. All of these functions are part of ________. The final step in the selling process.
- Discrepancy of quality.
Kraft Foods produces millions of packages of Chips Ahoy cookies each year, but consumers only want to purchase one package at a time. This difference between the amount Kraft produces and the amount a consumer wants to buy is refer to as a:
TKK slide fasteners (zippers) are made in Macon, Georgia, yet manufacture clothes, luggage, shoes, and other items. Wholesalers around the work primarily help to overcome a _______ discrepancy.
- Merchant wholesaler
Long Island Lefty provides retailers and other businesses with the latest and the best products for left-handed consumers. It buys all types of products from a variety of manufactures and stores the merchandise in its New York warehouse until purchased by buyers. Long Island Lefty does not sell to end users and is an example of a:
Customers can purchase HP computers from retail stores like Best Buy and Office Depot, online directly from HP, and through various catalogs. HP is using a ________ distribution arrangement.
- M&M candies
Which of the following manufacturers most likely uses intensive distribution?
Caterpillar, the manufacturer of tractors and other earthmoving equipment, has an extremely high market share, which means customers seek the dealers out regardless of where they are. There are approximately 50 Caterpillar dealers in the United States—one in each state. From this information, you can surmise that Caterpillar uses _______ distribution.
- Supply Chain Management
Peachtree Windows does not make a window until an order si received. It can promise delivery in five working days, because of the excellent relationships it has established with its suppliers. The partnering relationship that Peachtree Windows has established with its suppliers indicates the use of:
- Role Specificity
Wal-Mart, Inc. has selected nine Bell Buckle products from two of the Company’s award-winning brands for placement in its Dallas regional division stores. Because Wal-Mart is the leader, Bell Buckle and its distributors are the follower, and each knows its role(s), this is an example of _______________________ within a channel?
- The warehouse in which the cotton was temporarily stored, the ad agency that develops the promotion for the clothing, the farmer who picks the cotton, & the trucking company that hauls the cotton to the clothing manufacturer (All of them).
Which of the following is a member of a supply chain team that moves just-picked cotton to finished clothing and then to the consumer of that clothing?
- Motor Carriers (trucks)
The growers of Vidalia onions have determined that their chief priority for choosing a transportation mode within the United States is transit time. However, this must be tempered by practical cost considerations. In light of these considerations, Vidalia onion growers should use ________________ to ship their onions?
- Promotional Strategy
The Americans for Balanced Energy Choices has spent $1.3 million on billboard, newspaper, television, and radio ads to rally public support for coal-fired electricity. The council has developed a(n) ____________ that sets out how it will use all of the elements of the promotional mix to create a coordinated plan that will become an integral part of the organization’s marketing strategy?
- Integrated Marketing Communications
Promotion for a brand like Bounce fabric softener includes advertising, sales promotion, and public relations. To successfully launch its new product that attaches to the inside of the dryer and dispenses fabric softener, marketers of this brand need to coordinate all the promotional elements to assure consistency of the message at every contact point where a company meets the consumer. In other words, the marketers of Bounce would need to use:
The marketing campaign for Purina One dog food uses posters in the veterinarians’ offices, radio and tv ads, and a website to promote benefits of the dog food. In terms of the communication process, Purina One used several different:
The manufacturer of Robitussin cough and cold medicine provides sturdy displays for retailers, such as Walgreen’s, Kroger, and Wal-Mart, to help merchandise all the Robitussin products consumers might need for the cold and flu season. Robitussin is using a(n) ____________ promotional strategy.
When Heinz introduced its ketchup globally, it first had to deal with the fact ketchup is not a household staple outside the U.S. Heinz had to show foreign users how ketchup can be used. Globally, Heinz has had to rely primarily on ________________ advertising to convince consumers to want the product?
An ad for a prescription-only antihistamine that does not make its users sleepy like many other allergy medications was run in several health and fitness magazines. The ad said that if you were interested in learning more about the new product or trying it out, you should ask your physician. The manufacturer of the drug was using a _________________ promotional strategy?
Procter & gamble has run ads that promote is Children’s Safe Drinking Water program in which it shows its employees teaching people around the world how to purify their water. The program was instituted because 5,000 children die every day from disease caused by unsafe water. These ads are examples of ____ advertising.
Instead of sendy artfully arranged flower bouquets, an entrepreneur has developed fresh fruit bouqets and is marketing them under the name Edible Arrangements. The premium fruit is cut to mimic flpwers, arranged in a basket, and carefully delivered to the recipient’s home. One of the problems is convincing people that it is not a novelty product, but an attractive way to show how you feel about someone. Edible Arrangements will be using ____ advertising to promote its fruit bouquets.
Verizon runs ads that have a map floating over cellphone users’ heads showing where they have 3G network capabilities and the red coloring on the map shows that Verizon’s coverage is almost everywhere in the United States. The ads also show an unfortunate AT&T customer with a blue shaded map showing much less 3G network coverage throughout the US. Verizon is using _____ advertising.
- doesn’t generate buzz
All of the following are true regarding stealth marketing EXCEPT:
- product placement
Stormbreaker, a spymovie details the story of Alex Rider who, after the death of his uncle, is recruited as an M16 spy. Armed with a special set of gadgets, Rider’s mission is to save millions of lives. In James Bond fashion, the Cross pen serves as one of the key gadgets in the film. The maker of Cross pen paid to have its pen featured in his movie. This is an example of:
A news story on the bonuses received by executives of a bank that received bailout money from the Federal government is an example of:
All of the following statements describe an advantage of personal selling over other forms of promotion EXCEPT:
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