Chapter 13 Quiz Flashcards
A sequence of organizations that directs a product from the producer to the ultimate user is called a(n) _____.
a. intermediary network b. transporter c. distribution channel d. distributorship e. traditional channel
c. distribution channel
Marketing organizations that link producer and consumer within a marketing channel are called _____.
a. distributorships b. shopping centers c. marketing intermediaries d. supermarkets e. warehousing groups
c. marketing intermediaries
A general term for a middleman that actually buys from producers or other middlemen and then resells goods to consumers is a _____.
a. broker b. retailer c. functional middleman d. sales agent e. merchant middleman
b. retailer
All of following are basic factors in the selection of a channel of distribution except the
a. firm’s production capability and marketing resources. b. product itself. c. buying patterns of potential customers. d. type of transportation to be used. e. target market.
d. type of transportation to be used.
Convenience goods such as candy, gum, and cigarettes are normally distributed using _____ distribution.
a. selective b. exclusive c. intentional d. intensive e. patterned
d. intensive
A sales agent provides all of the following advantages except
a. immediate entry into a territory b. a predetermined selling expense c. a warehouse d. regular calls on customers e. selling experience
c. a warehouse
_____ refers to the set of activities involved in receiving and storing goods and preparing them for reshipment.
a. Transportation b. Order processing c. Warehousing d. Materials handling e. Physical inventory
c. Warehousing
The mode of transportation that offers the highest frequency is _____.
a. ships b. railroads c. airplanes d. pipelines e. trucks
d. pipelines
All of the following are categories of promotion except:
a. public relations. b. advertising. c. sales promotion. d. managerial relations. e. personal selling.
d. managerial relations.
Any nonpersonal promotional message that is paid for by an identified sponsor and directed to a selected audience is called _____.
a. public relations b. personal selling c. publicity d. advertising e. sales promotion
d. advertising
If a company sends a representative to your home who tries to sell you a vacuum cleaner, this company is using _____.
a. sales promotion b. public relations c. integrated marketing communications d. personal selling e. advertising
d. personal selling
Advertising that is used to sell a particular brand of product is known as _____.
a. selective-demand advertising b. publicity c. primary-demand advertising d. direct-mail advertising e. institutional advertising
a. selective-demand advertising
Selective-demand advertising aimed at persuading consumers to make purchases within a short time is called ____ advertising.
a. reminder b. immediate-response c. cooperative d. comparative e. primary-demand
b. immediate-response
Advertising geared toward attracting not only customers but also potential investors and employees is classified as ____ advertising.
a. institutional b. comparative c. personal d. selective-demand e. political
a. institutional
An order getter is responsible for selling products to new customers and increasing sales to present customers. Thus, he/she is responsible for:
a. promoting products. b. maintaining long-term relationships with current customers. c. creative selling. d. missionary selling. e. taking orders.
c. creative selling.
Both inside and outside order takers produce most of their company’s sales through:
a. persuading new customers to try their product or service. b. aggressive solicitation of new customers. c. successful handling of repeat sales. d. locating prospects. e. creative selling techniques.
c. successful handling of repeat sales.
____ is essential to the selling process because it leaves a good impression and eases the way toward future sales.
a. Making the presentation b. Following up c. Closing the sale d. Prospecting e. Answering objections
b. Following up
A _____ is a typed page of about 300 words provided by an organization to the media as a form of publicity.
a. feature article b. cooperative advertisement c. press conference d. news release
d. news release
A ___ is a temporary price reduction to resellers for purchasing specified quantities of a product.
a. premium b. coupon c. frequent-user incentive d. buying allowance
d. buying allowance
A(n) ____ has information about the product and encouragements to buy it. It is often prepared and set up by manufacturers and wholesalers.
a. point-of-purchase display b. end-cap display c. trade show d. frequent-user incentive
a. point-of-purchase display
