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7/30/2019 MKT 100 final 3
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Question 1 True/False out of 1 points
Product adaptation involves changing the product to meet local conditions or wants.
Given Answer: True
Correct Answer: True
Question 2 True/False out of 1 points
A specialty store is a retail store that carries a wide product line with a narrow
assortment within that line.
Given Answer: False
Correct Answer: False
Question 3 True/False out of 1 points
The greatest involvement in a foreign market comes through direct investment.
Given Answer: True
Correct Answer: True
Question 4 Multiple Choice out of 1 points
A _______________________ is a retail store that carries a narrow product line with
a deep assortment within that line.
Given Answer: c. specialty store
Correct Answer: c. specialty store
Question 5 Multiple Choice out of 1 points
When one or more independent producers, wholesalers, and retailers operating as
separate businesses make up the channel of distribution, it comprises which type of
distribution channel?
Given Answer: d. conventional
Correct Answer: d. conventional
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Question 6 Multiple Choice out of 1 points
Working through independent international marketing intermediaries is called:
Given Answer: b. indirect exporting.
Correct Answer: b. indirect exporting.
Question 7 True/False out of 1 points
Too many retailers fail to define their target markets and positions clearly.
Given Answer: True
Correct Answer: True
Question 8 Multiple Choice out of 1 points
International trade system devices that limit the amount of foreign exchange and the
exchange rate against other currencies are called:
Given Answer: b. exchange controls.
Correct Answer: b. exchange controls.
Question 9 True/False out of 1 points
Throughout history, the most common pricing approach was to install a fixed-price
policy (setting one price for all buyers).
Given Answer: False
Correct Answer: False
Question 10 Multiple Choice out of 1 points
Personal selling is an expensive form of promotion. For example, research shows that
personal selling costs companies _______ per sales call.
Given Answer: a. $170
Correct Answer: a. $170
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Question 11 Multiple Choice out of 1 points
All of the following would be considered to be pitfalls of team selling EXCEPT:
Given Answer: a. honesty on selling teams is always open to question because of
the number involved in the selling process.
Correct Answer: a. honesty on selling teams is always open to question because of
the number involved in the selling process.
Question 12 Multiple Choice out of 1 points
All of the following have contributed to a growing problem of complaints about
product safety EXCEPT:
Given Answer: a. a desire to produce abroad.
Correct Answer: a. a desire to produce abroad.
Question 13 Multiple Choice out of 1 points
Which of the following consumer-promotion tools is the most effective, but most
expensive, way to introduce a new product?
Given Answer: d. samples
Correct Answer: d. samples
Question 14 True/False out of 1 points
An argument against product obsolescence as a marketing sin is that consumers like
style changes and are often ready to get rid of the "old."Given Answer: True
Correct Answer: True
Question 15 Multiple Choice out of 1 points
Introducing the new product into the market takes place in which stage of the new
product development process?
Given Answer: d. product development
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Correct Answer: a. commercialization
Question 16 True/False out of 1 points
Companies selling in global industries have no choice but to internationalize their
operations.
Given Answer: True
Correct Answer: True
Question 17 Multiple Choice out of 1 points
The promotional tool that marketers tend to underuse or use only as an afterthought is
best described as being which of the following?
Given Answer: c. public relations
Correct Answer: c. public relations
Question 18 Multiple Choice out of 1 points
All of the following are benefits to society that can result from company acquisition
of other companies EXCEPT:
Given Answer: d. the acquisition may reduce competition.
Correct Answer: d. the acquisition may reduce competition.
Question 19 True/False out of 1 pointsAn infomercial lasts about five minutes, which is considerably longer than the 30-
second commercial.
Given Answer: False
Correct Answer: False
Question 20 Multiple Choice out of 1 points
Nonregulated monopolies are free to price at what the market will bear. However,
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they do not always charge the full price for a number of reasons. One of those reasons
is the:
Given Answer: b. desire to penetrate the market faster with a low price.
Correct Answer: b. desire to penetrate the market faster with a low price.
Question 21 True/False out of 1 points
Selling is one of the oldest professions.
Given Answer: True
Correct Answer: True
Question 22 True/False out of 1 points
Integrated direct marketing is a direct-marketing campaign that uses multiple
vehicles and multiple stages to improve response rates and profits.
Given Answer: True
Correct Answer: True
Question 23 Multiple Choice out of 1 points
A distribution channel moves goods and services from producers to consumers. It
overcomes the major time, place, and ______________ gaps that separate goods and
services from those who would use them.
Given Answer: a. possession
Correct Answer: a. possession
Question 24 Multiple Choice out of 1 points
Before going abroad, the company should try to define its international marketing
objectives and policies. For example, it should decide on all of the following
EXCEPT: (Pick the LEAST LIKELY.)
Given Answer: c. what currency it wants to use.
Correct Answer: c. what currency it wants to use.
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differences in their value, it is a form of:
Given Answer: b. product-form pricing.
Correct Answer: b. product-form pricing.
Question 30 Multiple Choice out of 1 points
The purpose of a(n) _________ is to conserve on foreign exchange and to protect
local industry and employment.
Given Answer: d. embargo
Correct Answer: a. quota
Question 31 Multiple Choice out of 1 points
Building selective demand is the objective of which type of advertising?
Given Answer: b. persuasive advertising
Correct Answer: b. persuasive advertising
Question 32 Multiple Choice out of 1 points
The Samuels Company, a company that makes performance racecars for dirt tracks,
charges high prices to cover higher performance quality and the high cost of R&D
necessary to stay on top of the performance racing field. Which of the following
pricing objectives would the Samuels Company most likely be following as a course
of action?
Given Answer: b. product quality leadership
Correct Answer: b. product quality leadership
Question 33 Multiple Choice out of 1 points
One of the benefits of the most recent round of GATT talks (concluding in 1993) was
that the agreement extended GATT to cover:
Given Answer: b. agriculture.
Correct Answer: b. agriculture.
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Question 34 Multiple Choice out of 1 points
If a government uses barriers to foreign products such as biases against a foreign
company's bids, or product standards that go against a foreign company's product
features, the government is using:
Given Answer: d. nontariff trade barriers.
Correct Answer: d. nontariff trade barriers.
Question 35 Multiple Choice out of 1 points
All of the following are considered to be major logistics functions EXCEPT:
Given Answer: a. promotion to wholesalers and retailers.
Correct Answer: a. promotion to wholesalers and retailers.
Question 36 Multiple Choice out of 1 points
Which of the following international product/promotion strategies involves changing
the product to meet local conditions or wants?
Given Answer: b. product adaptation
Correct Answer: b. product adaptation
Question 37 Multiple Choice out of 1 points
Shaping and fitting the offer to the buyer's needs, including activities such as
manufacturing, grading, assembling, and packaging, describes which of the followingkey functions performed by members of the marketing channel?
Given Answer: d. matching
Correct Answer: d. matching
Question 38 Multiple Choice out of 1 points
A(n) _________________ is a channel that contains one or more intermediary levels.
Given Answer: b. indirect marketing channel
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Correct Answer: b. indirect marketing channel
Question 39 True/False out of 1 points
The need-satisfaction approach calls for a quick close since consumers will have
already solved their own problem and are looking to exit the sales situation with a
minimum of difficulty.
Given Answer: False
Correct Answer: False
Question 40 Multiple Choice out of 1 points
When a company chooses to use an animated character such as the Jolly Green Giant
or Garfield the Cat in their commercial, they are using which of the following
advertising execution formats?
Given Answer: d. personality symbol
Correct Answer: d. personality symbol
Question 41 Multiple Choice out of 1 points
When Dell Computer runs an advertisement that boosts "Superior Quality, Superior
Service, and Unbelievable Price," they are most likely using which of the following
new product pricing strategies?
Given Answer: d. market-competitive pricing
Correct Answer: a. market-penetration pricing
Question 42 Multiple Choice out of 1 points
IBM, Kellogg cereals, and Heineken beer are all examples of companies that have
been able to sell their products around the world successfully using which of the
following international product/promotion strategies?
Given Answer: a. straight product extension
Correct Answer: a. straight product extension
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Question 43 True/False out of 1 points
An indirect marketing channel has no intermediary levels.
Given Answer: False
Correct Answer: False
Question 44 Multiple Choice out of 1 points
Which of the following statements is MOST TRUE about the growth of non-store
retailing?
Given Answer: b. More non-store retailing is conducted by "click-and-brick"
retailers than by click-only" retailers.
Correct Answer: b. More non-store retailing is conducted by "click-and-brick"
retailers than by click-only" retailers.
Question 45 Multiple Choice out of 1 points
If a company sells its product directly to the consumer without using any
intermediaries, it is using a(n):
Given Answer: d. hybrid channel.
Correct Answer: a. direct marketing channel.
Question 46 True/False out of 1 points
Market fragmentation has also resulted in profit fragmentation.Given Answer: False
Correct Answer: False
Question 47 Multiple Choice out of 1 points
"Greed is good" and "Shop 'till you drop" are slogans that might characterize which
of the following social criticisms leveled at marketing?
Given Answer: d. too much political power
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Correct Answer: a. false wants and too much materialism
Question 48 Multiple Choice out of 1 points
In an attempt to keep production steady during an entire year, especially for products
whose use is for only part of the year, sellers often use which of the following?
Given Answer: d. seasonal discounts
Correct Answer: d. seasonal discounts
Question 49 Multiple Choice out of 1 points
Which of the following factors is spurring a new movement in pricing toward
dynamic pricing?
Given Answer: b. strong retailers
Correct Answer: b. strong retailers
Question 50 Multiple Choice out of 1 points
The fastest-growing sales force technology tool is:
Given Answer: d. the Internet.
Correct Answer: d. the Internet.
Question 51 True/False out of 1 points
According to research, the best salespeople have among their characteristics theability to close a sale.
Given Answer: True
Correct Answer: True
Question 52 Multiple Choice out of 1 points
Which of the following promotional budget methods wrongly views sales as the
cause of promotion rather than as the result?
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Given Answer: b. percentage-of-sales method
Correct Answer: b. percentage-of-sales method
Question 53 Multiple Choice out of 1 points
A company is in the ______________ stage of the new-product development process
when the company develops the product concept into a physical product in order to
assure that the product idea can be turned into a workable product.
Given Answer: a. product development
Correct Answer: a. product development
Question 54 Multiple Choice out of 1 points
Companies with ___________ can set lower prices that result in greater sales and
profits.
Given Answer: c. lower costs
Correct Answer: c. lower costs
Question 55 True/False out of 1 points
B2B marketers tend to use a push strategy (push more), putting more funds into
personal selling, followed by sales promotion, advertising, and public relations.
Given Answer: True
Correct Answer: True
Question 56 Multiple Choice out of 1 points
The stage of the PLC characterized by overcapacity, greater competition, and the
eventual elimination of weaker competitors is called the:
Given Answer: d. maturity stage.
Correct Answer: d. maturity stage.
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Question 57 True/False out of 1 points
One of the chief limitations of the Internet with respect to communication is format
and quality constraints.
Given Answer: True
Correct Answer: True
Question 58 Multiple Choice out of 1 points
From the societal perspective, bad-tasting and ineffective medicine would be
considered to be a part of which type of product category?
Given Answer: d. deficient products
Correct Answer: d. deficient products
Question 59 Multiple Choice out of 1 points
After idea generation has occurred in the new-product development process, the next
stage is most likely to be:
Given Answer: b. idea screening.
Correct Answer: b. idea screening.
Question 60 True/False out of 1 points
Snowboarding using a Burton Snow Board could be a theme incorporated into a
lifestyle commercial.
Given Answer: False
Correct Answer: True
Question 61 True/False out of 1 points
If you want to get a mass audience, newspaper is where you have to be.
Given Answer: False
Correct Answer: False
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Question 62 Multiple Choice out of 1 points
A(n) ________________ is a price reduction to buyers who pay their bills promptly.
Given Answer: c. cash discount
Correct Answer: c. cash discount
Question 63 Multiple Choice out of 1 points
With respect to setting pricing amounts, the belief that individual digits in a product's
price have symbolic and visual qualities that should be considered in setting price is
linked to:
Given Answer: a. psychological pricing.
Correct Answer: a. psychological pricing.
Question 64 Multiple Choice out of 1 points
The stage in the product life cycle where the strategic focus is on maximizing profit
while defending market share and pricing to match or beat the competition is called
the:
Given Answer: d. maturity stage.
Correct Answer: d. maturity stage.
Question 65 Multiple Choice out of 1 points
_____________ is the sum of the values that consumers exchange for the benefits of
having or using the product or service.Given Answer: d. Value estimate
Correct Answer: a. Price
Question 66 Multiple Choice out of 1 points
Determining the promotion budget on the basis of financial availability of capital is
characteristic of which of the following budget methods?
Given Answer: a. affordable method
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Correct Answer: a. affordable method
Question 67 Multiple Choice out of 1 points
The concept of ______________ suggests that the company must blend the
promotion tools carefully into a coordinated promotion mix.
Given Answer: c. integrated marketing communications
Correct Answer: c. integrated marketing communications
Question 68 Multiple Choice out of 1 points
Conflicts between different levels of the same channel of distribution are referred to
as:
Given Answer: b. vertical conflicts.
Correct Answer: b. vertical conflicts.
Question 69 Multiple Choice out of 1 points
A small store, located near a residential area, that is open long hours seven days a
week and carries a limited line of high-turnover convenience goods is called a:
Given Answer: d. convenience store.
Correct Answer: d. convenience store.
Question 70 Multiple Choice out of 1 pointsA ____________ is a group of independent retailers that bands together to set up a
jointly owned, central wholesale operation and conducts joint merchandising and
promotion efforts.
Given Answer: b. retailer cooperative
Correct Answer: b. retailer cooperative
Question 71 Multiple Choice out of 1 points
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In recent years, facing intense competition from other discounters and department
stores, many discount retailers have:
Given Answer: a. traded up.
Correct Answer: a. traded up.
Question 72 Multiple Choice out of 1 points
Overlapping steps in the new-product development process to save time and increase
effectiveness across the various departments involved is called:
Given Answer: c. simultaneous product development.
Correct Answer: c. simultaneous product development.
Question 73 True/False out of 1 points
One of the critical problems with the territorial sales force structure is that because of
extensive travel, travel expenses are relatively large.
Given Answer: False
Correct Answer: False
Question 74 True/False out of 1 points
Most new products that fail in the consumer goods category are called line
extensions.
Given Answer: True
Correct Answer: True
Question 75 Multiple Choice out of 1 points
The type of store cluster that consists of a group of retail businesses planned,
developed, owned, and managed as a unit is called a:
Given Answer: d. shopping center.
Correct Answer: d. shopping center.
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Question 76 Multiple Choice out of 1 points
The strategy used during maturity to attempt to increase the consumption of the
current product is called:
Given Answer: b. market modification.
Correct Answer: b. market modification.
Question 77 True/False out of 1 points
Reach is a measure of how many times the average person in the target market is
exposed to the message.
Given Answer: False
Correct Answer: False
Question 78 Multiple Choice out of 1 points
According to "Mr. Failure's Lessons for Sweet Success," all of the following would
help to prevent failure on the part of new products EXCEPT:
Given Answer: d. always be the lowest priced.
Correct Answer: d. always be the lowest priced.
Question 79 True/False out of 1 points
If a company chose to harvest from its product life cycle, this would most likely
occur in the growth phase of the product life cycle.
Given Answer: FalseCorrect Answer: False
Question 80 Multiple Choice out of 1 points
As mentioned in the text, there are six distinct major steps in sales force
management. Which of the following is the first step in that process?
Given Answer: c. designing sales force strategy and structure
Correct Answer: c. designing sales force strategy and structure
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Question 81 Multiple Choice out of 1 points
When Intel develops a strategy whereby they develop and introduce a newer, higher
margin microprocessor chip every 12 months and send the older models down the
industry food chain to feed demand at lower price points (their new chips can sell for
as much as a $1,000 apiece), they are using which of the following pricing strategies?
Given Answer: d. market-skimming pricing
Correct Answer: d. market-skimming pricing
Question 82 Multiple Choice out of 1 points
"Is there potential to realize major improvements through new technology?" This
statement would be found in which of the following environmental sustainability grid
cells?
Given Answer: b. new environmental technology
Correct Answer: b. new environmental technology
Question 83 Multiple Choice out of 1 points
The use of more than one, but fewer than all, of the intermediaries who are willing to
carry the company's products is characteristic of which of the following distribution
formats?
Given Answer: c. selective distribution
Correct Answer: c. selective distribution
Question 84 Multiple Choice out of 1 points
All of the following are examples of nonstore retailing EXCEPT:
Given Answer: b. selling jewelry in a clothing store.
Correct Answer: b. selling jewelry in a clothing store.
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Question 85 Multiple Choice out of 1 points
If Kodak uses different sales forces for its film products than for its industrial
products, which of the following sales force structures would Kodak most likely be
using?
Given Answer: b. product sales force
Correct Answer: b. product sales force
Question 86 True/False out of 1 points
Retailing is defined as being all activities involved in selling goods and services to
those buying for resale or business use.
Given Answer: False
Correct Answer: False
Question 87 True/False out of 1 points
A straight product extension occurs when a company creates a new product or service
for a foreign market.
Given Answer: False
Correct Answer: False
Question 88 Multiple Choice out of 1 points
The integrated direct marketing campaign begins with a(n):
Given Answer: a. paid ad with a response channel.
Correct Answer: a. paid ad with a response channel.
Question 89 Multiple Choice out of 1 points
Disagreement over the goals and roles of marketing channel members is called:
Given Answer: d. channel conflict.
Correct Answer: d. channel conflict.
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Question 90 Multiple Choice out of 1 points
When Ford sells a "world car" it is following a(n) _________________ strategy.
Given Answer: a. standardized marketing mix
Correct Answer: a. standardized marketing mix
Question 91 True/False out of 1 points
Virtual reality is now being used to test product concepts.
Given Answer: True
Correct Answer: True
Question 92 Multiple Choice out of 1 points
A ____________________ is the way consumers perceive an actual or potential
product.
Given Answer: b. product image
Correct Answer: b. product image
Question 93 Multiple Choice out of 1 points
Integrated marketing communications involves identifying the target audience and
shaping a well-coordinated promotional program to elicit the desired audience
response. Too often, however: (Select the MOST CORRECT statement.)
Given Answer: c. marketing communications focus on overcoming immediate
awareness, image, or preference problems.Correct Answer: c. marketing communications focus on overcoming immediate
awareness, image, or preference problems.
Question 94 Multiple Choice out of 1 points
The form of international business that consists of one company joining forces with
foreign investors to create a local business in which they share ownership and control
is called:
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Given Answer: d. joint ownership.
Correct Answer: d. joint ownership.
Question 95 Multiple Choice out of 1 points
A price reduction to buyers who buy in large volumes is called a:
Given Answer: a. quantity discount.
Correct Answer: a. quantity discount.
Question 96 Multiple Choice out of 1 points
The element of the compensation mix that repays salespeople for undertaking job-
related selling efforts is the:
Given Answer: c. expense allowance.
Correct Answer: c. expense allowance.
Question 97 Multiple Choice out of 1 points
In the ___________, a firm faces a trade-off between high market share and high
current profit.
Given Answer: c. growth stage
Correct Answer: c. growth stage
Question 98 Multiple Choice out of 1 pointsIf Cheerios includes a free toy from a Disney movie in its cereal boxes as an
incentive to purchase cereal, which of the following forms of sales promotion was
used?
Given Answer: b. premiums
Correct Answer: b. premiums
Question 99 Multiple Choice out of 1 points
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The measure of how many times the average person in the target market is exposed to
the message is called:
Given Answer: b. frequency.
Correct Answer: b. frequency.
Question 100 Multiple Choice out of 1 points
From the economic system's point of view, the role of marketing intermediaries is to
transform:
Given Answer: d. assortments of products made by producers into the assortments
wanted by consumers.
Correct Answer: d. assortments of products made by producers into the assortments
wanted by consumers.
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