Description : _________ are items offered free or at minimal cost as a bonus for purchasing a product 1. Rebates 2. Premiums 3. Samples 4. Merchandise allowances 5. Coupons
Last Answer : Premiums
Description : Realizing that her firm's sales promotion budget was small last year and was cut by 30 percent for the coming year, Stacey Baron almost immediately rules out __________ as playing a role in her sales promotion plan. A)samples B)coupons C)point-of-purchase materials D)money refunds E)premiums
Last Answer : A)samples
Description : Which of the following is most likely to stimulate customer loyalty? A)Coupons B)Sweepstakes C)Frequent -user incentives D)Samples E)Premiums
Last Answer : C)Frequent -user incentives
Description : Competitions, free samples, and rebates are examples of A)advertising. B)sales promotion techniques. C)publicity. D)personal selling techniques. E)advertising.
Last Answer : B)sales promotion techniques.
Description : he marketing mixes of organisations that market services include product, price, promotion, place and: A)Packaging B)Premiums C)People D)Purchasing
Last Answer : C)People
Description : A temporary price reduction to resellers for purchasing specified quantities of a product is: A)premium money B)a merchandise allowance C)a buying allowance D)a buy -back allowance E)a money refund
Last Answer : A)premium money
Description : Fraudulent usage, inability to attract potentially brand -loyal customers, and use by current customers but not new customers, are believed to be disadvantages of which of the following? A)Sweepstakes B)Money refunds C)Frequent -user incentives D)Coupons E)Premiums
Last Answer : D)Coupons
Description : A specialty product A)requires minimal effort to purchase. B)is purchased frequently. C)requires purchase planning, and the buyer will not accept substitutes. D)is generally less expensive than ... items in the same product class. E)prompts the purchaser to make comparisons among alternatives.
Last Answer : C)requires purchase planning, and the buyer will not accept substitutes.
Description : Based on what he has heard regarding the profitability of such items, Fred Goldstein is considering adding a fresh shellfish case in his grocery store. Fred knows very little about this product or ... )Limited -line B)Specialty -line C)General merchandise D)Rack jobber E)Limited -service merchant
Last Answer : B)Specialty -line C)General merchandise
Description : Sometimes resellers are offered a temporary price reduction for purchasing specified quantities of a product. Such offers are used to provide them with an incentive to handle a new product, to achieve a ... sales promotion? A)Push money B)Buy -back allowance C)Buying allowance D)Money -off offer
Last Answer : C)Buying allowance
Description : Proctor and Gamble periodically sends out coupons and free samples of products. This illustrates P & G's use of which one of the following elements of the promotion mix? A)Advertising B)Personal selling C)Sales promotion D)Publicity
Last Answer : C)Sales promotion
Description : Products that are relatively inexpensive and are purchased frequently with minimal effort can be classified as ___________ products. A)shopping B)convenience C)industrial D)specialty E)unsought
Last Answer : B)convenience
Description : When Jif mailed out free four -ounce samples of its new lemon juice product it was focusing on moving prospective customers into the __________ stage of the product adoption process. A)awareness B)interest C)evaluation D)trial E)adoption
Last Answer : D)trial
Description : The marketing mixes of organizations that market services include product, price, promotion, place and : 1. packaging 2. premiums 3. people 4. purchasing 5. none of these
Last Answer : people
Description : Which of the following is most likely to stimulate customer loyalty ? 1. corruption 2. sweepstakes 3. frequent-user incentives 4. samples 5. premiums
Last Answer : frequent-user incentives
Description : Which of the following accounts has a normal debit balance? a. Merchandise Inventory b. Sales Returns and Allowances c. Cost of goods sold d. Sales
Last Answer : d. Sales
Description : he journal entry to record a return of merchandise purchased on account under a perpetual inventory system would include a. Accounts Payable Sales Returns and Allowances b. Purchase Returns and ... Accounts Payable c. Accounts Payable Inventory d. Merchandise Inventory Cost of Goods Sold
Last Answer : d. Merchandise Inventory Cost of Goods Sold
Description : In a perpetual inventory system, a return of defective merchandise by a cash customer is recorded by crediting a. Accounts Payable and Cash. b. Merchandise Inventory and Cost of Goods Sold c. Purchases Returns and Allowances and Merchandise Inventory. d. .Cash and Cost of Goods Sold.
Last Answer : d. .Cash and Cost of Goods Sold.
Description : The use of the multiplier: A)allows a seller to increase prices without the buyers' being aware of it.> B)determines totals for groups of items that are priced similarly.> C)allows the seller to ... )aids a supplier in keeping an accurate record of how many customers are purchasing a group of items.
Last Answer : C)allows the seller to change prices without having to issue new price sheets.
Description : When a retailer adds unrelated products and product lines to the existing product mix this is termed A)range expansion B)mix scrambling C)merchandise extension D)scrambled merchandising
Last Answer : D)scrambled merchandising
Description : The strategy of identifying an attractive market segment and serving it in a way that differentiates the retailer from others in consumers' minds is termed: A)product positioning B)niche retailing C)retail positioning D)merchandise policy
Last Answer : C)retail positioning
Description : ___________ provide a convenient and effective method of selling small items to customers in remote areas that other wholesalers might find unprofitable to serve. A)Mail -order wholesalers B)Specialty -line wholesalers C)Cash -and -carry wholesalers D)Truck wholesalers E)Desk jobbers
Last Answer : A)Mail -order wholesalers
Description : Payment made by an employer to employee monthly, other than salary is called …………. A) Bonus B) Allowances C) Benefits D) None of these
Last Answer : B) Allowances
Description : Which of the following is NOT a factor used to classify wholesalers? A)Whether the wholesaler is owned by the producer B)Whether the wholesaler takes title to the products it handles C)The ... products carried by the wholesaler E)The breadth and depth of the product lines carried by the wholesaler
Last Answer : D)The price range of the products carried by the wholesale
Description : The depth of a product mix is measured by the average number of A)convenience products as compared with the number of specialty products. B)different product lines offered by the company. ... products as compared with the number of convenience products. E)product features that the company offers.
Last Answer : C)different products offered in each product line.
Description : Jose Suarez has been promoted to sales manager at a new firm and is trying to come up with a sales -force compensation method. He would like to have selling expenses relate directly to ... B)Straight salary C)Straight salary plus generous fringe benefits D)Straight commission E)Salary plus a bonus
Last Answer : D)Straight commission
Description : When a seller grants credit for returned goods, the account that is credited is a. Sales. b. Sales Returns and Allowances. c. Merchandise Inventory. d. Accounts Receivable.
Last Answer : d. Accounts Receivable.
Description : A Sales Returns and Allowances account is not debited if a customer a. returns defective merchandise. b. receives a credit for merchandise of inferior quality. c. utilizes a prompt payment incentive.
Last Answer : c. utilizes a prompt payment incentive.
Description : The Sales Returns and Allowances account does not provide information to management about a. possible inferior merchandise. b. the percentage of credit sales versus cash sales. c. inefficiencies in filling orders. d. errors in overbilling customers.
Last Answer : b. the percentage of credit sales versus cash sales.
Description : The journal entry to record a return of merchandise purchased on account under a perpetual inventory system would credit a. Accounts Payable. b. Purchase Returns and Allowances. c. Sales. d. Merchandise Inventory.
Last Answer : d. Merchandise Inventory.
Description : During her first call on Becker Industries, Rhonda is told by the senior purchasing agent that this firm, like most industrial buyers, has two major complaints with its suppliers. If Rhonda's firm is to ... A)low prices. B)stable prices. C)packaging problems. D)sales support. E)on-time delivery.
Last Answer : E)on-time delivery.
Description : Kevin tells his wife, Karen, that his last sales call of the day at DuPont was a disaster. He explains that he never really figured out what the purchasing agent was looking ... listening skills B)overcoming objections. C)prospect evaluation. D)product demonstrations. E)closing the sales encounter
Last Answer : E)closing the sales encounter
Description : Which one of the following is MOST likely to be a product for which both the purchasing decision and the brand decision are strongly influenced by reference groups? A)Canned peaches B)Instant coffee C)Jeans D)Bed linen E)Soap
Last Answer : C)Jeans
Description : 1) If Kraft General Foods offered you a position in which you would have total marketing responsibility for all of its cheese products, this position would probably hold the title of __________ manager. A)brand B)area C)product D)sales
Last Answer : C)product
Description : The marketers of Bic razor blades are using a strategy that includes large advertising expenditures and more price flexibility within the various types of blades offered. Based on this example, razor ... the __________ stage of the product life cycle. A)decline B)growth C)introduction D)maturity
Last Answer : D)maturity
Description : A product mix is best described as: A)all products offered by a firm B)product, distribution, promotion, and price C)all products of a particular type D)a group of closely related products
Last Answer : A)all products offered by a firm
Description : Sandra, a new salesperson for Brenham Foods calls in an order for twice the amount of merchandise that Corner Market requested because she knows that it will increase her sales and will not ... in ethical decision making. A)opportunity B)exposure C)significant others D)peers E)external rewards
Last Answer : A)opportunity
Description : When an organisation sets a limited number of prices for selected groups of merchandise, this idea is commonly referred to as A)prestige pricing. B)price lining. C)customary pricing. D)odd-even pricing. E)ethical pricing.
Last Answer : B)price lining.
Description : If a retailer orders a quantity of merchandise to be delivered to his store in Dublin and is quoted a price that does not include transport costs, the retailer is paying a price called: A)F.O.B. destination. B)F.O.B. factory. C)geographic price. D)freight absorption price. E)base -point price.
Last Answer : B)F.O.B. factory.
Description : A __________ is a gift to a retailer who purchases a specified quantity of merchandise. A)dealer loader B)premium C)dealer listing D)merchandise allowance E)count and recount
Last Answer : A)dealer loader
Description : Cash -and -carry wholesalers are __________ wholesalers. A)full -lineB)specialty -line C)full -service D)limited -service E)general merchandise
Last Answer : D)limited -service
Description : 11) The only service that both rack jobbers and cash -and -carry wholesalers perform is A)personal sales calls on customers. B)providing credit to customers. C)delivering merchandise to customers. D)providing advice to customers. E)physical possession of merchandise.
Last Answer : E)physical possession of merchandise.
Description : When Benetton, the sportswear designer and manufacturer, decided to open its own specialty shops to sell its merchandise, the firm was engaging in A)channel repetition B)vertical channel integration. C)a conventional marketing channel. D)horizontal channel integration. E)channel expansion.
Last Answer : B)vertical channel integration.
Description : Shortly after purchasing a product, the postpurchase evaluation may result in cognitive dissonance. Cognitive dissonance is best defined as A)the congruence between external and internal searches for ... occur because the buyer questions whether the decision to purchase the product was right.
Last Answer : D)doubts that occur because the buyer questions whether the decision to purchase the product was right.
Description : By using a wholesaler, Inversoft Ltd. has a distinct advantage because the specialised services performed by the wholesaler allow the firm to: A)focus on developing and manufacturing ... capacity and efficiency C)reduce manufacturing costs to retailers and provide quality merchandise to consumers.
Last Answer : A)focus on developing and manufacturing products that match consumers' needs and wants.
Description : Following a hurricane, a tremendous demand for gas-powered generators occurs. Gotts Hardware holds a large stock of these items and it faces major ethical decisions with regard to the ------ issue. A) product B) advertising C) personal selling D) publicity E) pricing
Last Answer : E) pricing
Description : Nestle wants to expand its line of food products. The managers sent surveys to customers to determine which food items would appeal to customers. Nestle is currently in the _________ phase ... development. A)business analysis B)product development C)test marketing D)screening E)idea generation
Last Answer : E)idea generation
Description : A group of closely related product items that are considered to be a unit because of marketing, technical, or end-use considerations is a product A)category. B)dimension. C)extension. D)line. E)mix.
Last Answer : D)line.
Description : Items that are purchased routinely, do not become part of the final physical product, and are treated like expense items rather than capital goods are called A)raw materials. B)major equipment. C)accessory equipment. D)component parts. E)process materials.
Last Answer : C)accessory equipment.
Description : A specialty product 1. requires minimal effort to purchase 2. is purchased frequently 3. requires purchase planning, and the buyer will not accept substitutes 4. is generally less expensive ... items in the same product class 5. prompts the purchaser to make comparisons among alternatives
Last Answer : requires purchase planning, and the buyer will not accept substitutes