Exam 3 MC Flashcards
Consists of individuals and firms involved in making a product or service available for use or consumption by consumers or industrial users.
A) Logistics
B) Marketing Channel
C) Retailer
D) Wholesaler
Marketing Channel
Refers to the overall process of managing how resources are acquired, stored, and transported to their final destination.
A) Logistics
B) Marketing Channel
C) Retailer
D) Wholesaler
Logistics
Consists of all activities involved in selling, renting, and providing products and services for the purpose of resale or business use.
A) Logistics
B) Marketing Channel
C) Retailer
D) Wholesaler
Wholesaler
Consists of all activities involved in selling, renting, and providing products/services and utility to ultimate consumers for personal, family, or household use.
A) Logistics
B) Marketing Channel
C) Retailer
D) Wholesaler
Retailer
A level of distribution density whereby a firm tries to place its products and services in as many outlets as possible.
A) Intensive distribution
B) Selective distribution
C) Exclusive distribution
D) Disintermediation
Intensive distribution
A level of distribution density whereby a firm selects a few retailers in a specific geographical area to carry its products.
A) Intensive distribution
B) Selective distribution
C) Exclusive distribution
D) Disintermediation
Selective distribution
A level of distribution density whereby only one retailer in a specific geographical area carries the firm’s products.
A) Intensive distribution
B) Selective distribution
C) Exclusive distribution
D) Disintermediation
Exclusive distribution
Channel conflict that arises when a channel member bypasses another member and sells or buys products direct.
A) Intensive distribution
B) Selective distribution
C) Exclusive distribution
D) Disintermediation
Disintermediation
The two-way buyer-seller electronic communication in a computer-mediated environment in which the buyer controls the kind and amount of information received from the seller.
A) Interactive Marketing
B) Bot
C) Choiceboard
D) Collaborative Filtering
Interactive Marketing
Electronic shopping agent (robot) that combs websites to compare prices, products, or services.
A) Interactive Marketing
B) Bot
C) Choiceboard
D) Collaborative Filtering
Bot
An interactive, Internet-enabled system that allows individual customers to design their own products and services by answering a few questions and choosing from a menu of product attributes, prices, and delivery options.
A) Interactive Marketing
B) Bot
C) Choiceboard
D) Collaborative Filterin
Choiceboard
A process that automatically groups people with similar buying intentions, preferences, and behaviors and predicts future purchases.
A) Interactive Marketing
B) Bot
C) Choiceboard
D) Collaborative Filtering
Collaborative Filtering
Consumer-initiated practice of generating content on a website that is consumer-specific.
A) Personalization
B) Permission Marketing
C) Cookies/Behavioral Targeting
D) Dynamic Pricing
Personlization
The solicitation of a consumer’s consent (called “opt-in”) to receive e-mail and advertising based on personal data supplied by the consumer.
A) Personalization
B) Cookies/Behavioral Targeting
C) Permission Marketing
Permission Marketing
Computer files that a marketer can download onto the computer or mobile phone of an online shopper who visits the marketer’s website.
A) Personalization
B) Permission Marketing
C) Cookies/Behavioral Targeting
D) Dynamic Pricing
Cookies/Behavioral Targeting
The practice of changing prices for products and services in real time in response to supply and demand conditions.
A) Dynamic Pricing
B) Permission Marketing
C) Cookies/Behavioral Targeting
Dynamic Pricing
Internet-enabled promotional strategy that encourages individuals to forward marketer-initiated messages to others through e-mail, social networking, websites, and blogs.
A) Viral Marketing
B) Spam
C) Showrooming
D) Webrooming
Viral Marketing
Consists of communications that take the form of electronic junk mail or unsolicited e-mail.
A) Viral Marketing
B) Spam
C) Showrooming
D) Webrooming
Spam
Occurs when a shopper visits a retail store to inspect merchandise but then goes online to compare prices from other retail and online sellers to attempt to make the best purchase.
A) Viral Marketing
B) Spam
C) Showrooming
D) Webrooming
Showrooming
Occurs when an online consumer researches offerings online and then purchases them at a retail store.
A) Viral Marketing
B) Spam
C) Showrooming
D) Webrooming
Webrooming
Convenience – Choice – Customization – Control – Cost - Communication
A) The (6) Cs of Online Shopping
B) The (7) Cs of Website Design
C) The 4 Utilities
The (6) Cs of Online Shopping
Context – Content – Customization – Connection – Commerce – Community - Communication
A) The (6) Cs of Online Shopping
B) The (7) Cs of Website Design
C) The 5 Promotional Mix Elements
The (7) Cs of Website Design
Name the 4 Utilities.
A) Form – Time – Place – Possession
B) Convenience – Choice – Customization – Control
C) Context – Content – Customization – Connection
D) Sales Promotions, Advertising, Public Relations, Direct Marketing, and Personal Selling
Form – Time – Place – Possession
The process of conveying a message to others and requires six elements: a source, a message, a channel, a receiver, and the processes of encoding and decoding.
A) Communication
B) Field of Experience
C) Noise
D) Feedback Loop
Communication
A mutually shared understanding and knowledge by the sender and receiver, which is necessary for the message to be communicated effectively.
A) Communication
B) Field of Experience
C) Noise
D) Feedback Loop
Field of Experience
Includes extraneous factors that can work against effective communication by distorting a message or the feedback received.
A) Communication
B) Field of Experience
C) Noise
Noise
Refers to the responses or reactions that are provided after a message is interpreted by the receiver. It allows the sender to understand how their message was received and whether it achieved its intended effect
A) Communication
B) Noise
C) Feedback Loop
Feedback Loop
The combination of one or more of the promotional elements it chooses to use.
A) Promotional Mix
B) Push Strategy
C) Pull Strategy
D) Target Audience
Promotional Mix
Directs the promotional mix to channel members to gain their cooperation in ordering and stocking the product.
A) Push Strategy
B) Pull Strategy
C) Target Audience
Push Strategy
Directs the promotional mix at ultimate consumers to encourage them to ask the retailer for the product.
A) Promotional Mix
B) Push Strategy
C) Pull Strategy
D) Target Audience
Pull Strategy
Identified through market research and market segmentation, it is the group of prospective buyers toward which a promotion program is directed.
A) Promotional Mix
B) Push Strategy
C) Pull Strategy
D) Target Audience
Target Audience
The sequence of stages a prospective buyer goes through from initial awareness of a product to eventual action, either trial or adoption of the product.
A) Hierarchy of Effect
B) Reach
C) Ratings
D) Frequency
Hierarchy of Effect
The number of different people or households exposed to an advertisement.
A) Reach
B) Ratings
C) Frequency
Reach
The percentage of households in a market that tune into a TV show or radio station.
A) Hierarchy of Effect
B) Reach
C) Ratings
D) Frequency
Ratings
The average number of times a person in the target audience is exposed to a message or ad.
A) Hierarchy of Effect
B) Reach
C) Frequency
Frequency
Cost per Thousand - Cost of reaching 1,000 individuals or households with the advertising message in a given medium.
A) CPM
B) CPC
C) CPA
CPM
Name the 5 Promotional Mix Elements.
A) Sales Promotions, Advertising, Public Relations, Direct Marketing, and Personal Selling
B) Convenience, Choice, Customization, Control, Cost
C) Context, Content, Customization, Connection, Commerce
D) Form, Time, Place, Possession
Sales Promotions, Advertising, Public Relations, Direct Marketing, and Personal Selling
Percentage of Sales, Competitive Parity, All You Can Afford, and Objective and Task are types of:
A) Marketing Strategy
B) Promotion Budget
C) Sales Plan
Promotion Budget
Uses direct communication with consumers to generate a response in the form of a request for further information, a visit to a retail outlet, or an order.
A) Direct Marketing
B) Lead Generation
C) Traffic Generation
D) Order
Direct Marketing
The result of an offer designed to generate interest in a product or service and a request for additional information.
A) Direct Marketing
B) Lead Generation
C) Traffic Generation
D) Order
Lead Generation
The outcome of an offer designed to motivate people to visit a business.
A) Direct Marketing
B) Traffic Generation
C) Lead Generation
D) Order
Traffic Generation
The result of offers that contain all information necessary for a buyer to decide to purchase.
A) Order
B) Lead Generation
C) Traffic Generation
Order
Any paid form of nonpersonal communication about an organization, good, service, or idea by an identified sponsor.
A) Advertising
B) Publicity
C) Sales Promotion
Advertising
Also known as PRODUCT PLACEMENT, it is a form of advertising in which branded products and services are noticeable within a production or show.
A) Embedded Marketing
B) Publicity
C) Sales Promotion
D) Public Relations
Embedded Marketing
Methods of obtaining nonpersonal presentation of an organization, good, or service without direct cost, usually in the form of a news release or a public service announcement.
A) Embedded Marketing
B) Publicity
C) Sales Promotion
D) Public Relations
Publicity
Sales tools used to support a company’s advertising and personal selling directed at ultimate consumers.
A) Consumer Oriented Promotions
B) Trade Promotions
C) Cooperative Advertising
D) Public Relations
Consumer Oriented Promotions
Sales tools (allowances & discounts) used to support a company’s advertising and personal selling directed to wholesalers, retailers, or distributors.
A) Consumer Oriented Promotions
B) Trade Promotions
C) Cooperative Advertising
D) Public Relations
Trade Promotions
Programs by which a manufacturer pays a percentage of the retailer’s local advertising expense for advertising the manufacturer’s product.
A) Consumer Oriented Promotions
B) Trade Promotions
C) Cooperative Advertising
D) Public Relations
Cooperative Advertising
The promotion of a favorable image: the practice or profession of establishing, maintaining, or improving a favorable relationship between an institution or person and the public.
A) Consumer Oriented Promotions
B) Trade Promotions
C) Cooperative Advertising
D) Public Relations
Public Relations
Consists of online media where users submit comments, photos, and videos—often accompanied by a feedback process to identify “popular” topics.
A) Social Media
B) User Generated Content
C) Passive Receiver
D) Active Receiver
Social Media
Content is no longer seen as being created and published in final form exclusively by one author; instead, content can be modified continuously by all users in a participatory fashion.
A) Social Media
B) User Generated Content
C) Passive Receiver
D) Active Receiver
(UGC) User Generated Content
Found in traditional media, it consists of one-way communication from sender to receiver. Marketers hope consumers will buy what is advertised and the communication is ended.
A) Passive Receiver
B) Active Receiver
C) Influencer Marketing
D) Blog
Passive Receiver
Found in social media, it seeks to ensure that the message does not end with an individual receiver. The goal is to spread favorable messages.
A) Passive Receiver
B) Active Receiver
C) Influencer Marketing
D) Blog
Active Receiver
The practice of focusing on the identification and recruitment of influencers to advocate a company’s products, services, and brands rather than focusing exclusively on prospective buyers.
A) Passive Receiver
B) Active Receiver
C) Influencer Marketing
D) Blog
Influencer Marketing
A contraction of “web log,” it is a web page that serves as a publicly accessible personal journal and online forum for an individual or organization.
A) Passive Receiver
B) Active Receiver
C) Influencer Marketing
D) Blog
Blog
Small, downloadable software programs that can run on smartphones and tablets.
A) Apps
B) Bots
C) Cookies
D) Widgets
Apps
Measures the number of times the ad loads and a user might see it, but not whether the user has actually reacted to it.
A) CPM (Cost per Thousand)
B) CPC (Cost per Click)
C) CPA (Cost per Action)
D) ROI (Return on Investment)
(CPM) Cost per Thousand
Measures the rate the advertiser pays every time a visitor clicks on the ad and jumps from the page to the advertiser’s website.
A) CPM (Cost per Thousand)
B) CPC (Cost per Click)
C) CPA (Cost per Action)
D) ROI (Return on Investment)
(CPC) Cost per Click
Ties the cost of the social media ad to the sales revenue it generates.
A) CPM (Cost per Thousand)
B) CPC (Cost per Click)
C) CPA (Cost per Action)
D) ROI (Return on Investment)
(CPA) Cost per Action
Possible through a computer-based network (Smart System) that triggers actions by sensing changes in the real or digital world. Smartphones and their apps are speeding up the convergence.
A) Convergence
B) Media Richness
C) Self Disclosure
D) Sales Management
Convergence
Facebook (Meta), Instagram, X (Twitter), YouTube, Pinterest, TikTok, LinkedIn.
A) Prominent social media platforms
B) Media Richness
C) Self Disclosure
D) Sales Management
Prominent social media platforms
The degree of acoustic, visual, and personal contact.
A) Convergence
B) Media Richness
C) Sales Management
Media Richness
The degree of disclosed thoughts, feelings, likes, and dislikes.
A) Media Richness
B) Self Disclosure
C) Sales Management
D) Convergence
Self Disclosure
Involves planning the selling program and implementing and controlling the personal selling effort of the firm.
A) Sales Management
B) Media Richness
C) Self Disclosure
D) Convergence
Sales Management
What are the 2 Salesforce Evaluation & Control Methods?
A) Quantitative and Behavioral
B) Qualitative and Behavioral
C) Quantitative and Qualitative
D) Behavioral and Qualitative
Quantitative and Behavioral
Canvas, Leads, Prospects, Qualified Prospects.
A) 4 Levels of Prospecting
B) 4 Approach Objectives
C) 4 Closing Methods
D) 4 Sales Plan Formulation Tasks
4 Levels of Prospecting
Involves the two-way flow of communication between a buyer and seller. It consists of six stages: prospecting, pre-approach, approach, presentation, closing, follow-up.
A) Self Disclosure
B) Sales Management
C) Media Richness
D) Personal Selling
Personal Selling
What are the 3 Approach Objectives?
A) Get Attention, Stimulate Interest, Build Foundation
B) Trial, Assumptive, Urgent
C) Setting Objectives, Organizing the Salesforce, Develop Account Policies
D) Quantitative and Behavioral
Get Attention,Stimulate Interest, Build Foundation
What are 3 Closing Methods?
A) Get Attention, Stimulate Interest, Build Foundation
B) Setting Objectives, Organizing the Salesforce, Develop Account Policies
C) Trial, Assumptive, Urgent
Trial, Assumptive, Urgent
What are the 4 Levels of Prospecting?
A) Canvas, Leads, Prospects, Qualified Prospects
B) Get Attention, Stimulate Interest, Build Foundation
C) Trial, Assumptive, Urgent
D) Setting Objectives, Organizing the Salesforce, Develop Account Policies
Canvas, Leads, Prospects, and Qualified Prospects
What are 3 Sales Plan Formulation Tasks?
A) Get Attention, Stimulate Interest, Build Foundation
B) Canvas, Leads, Prospects, Qualified Prospects
C) Setting Objectives, Organizing the Salesforce, Develop Account Policies
D) Trial, Assumptive, Urgent
Setting Objectives, Organizing the Salesforce, and Develop Account Policies
Stimulus Response, Formula Selling, and Needs Satisfaction (Adaptive and Consultative) are types of:
A) Sales Plan Formulation Tasks
B) Pre-Approach Considerations
C) Presentation Types
D) Objection Handling
Presentation Types
Objectives, Time, and Money are types of:
A) Pre-Approach Considerations
B) Presentation Types
C) Sales Plan Formulation Tasks
D) Objection Handling
Pre-Approach Considerations
Name 3 Sales Plan Implementation Tasks.
A) Recruit & Select, Training, and Motivation & Compensation
B) Setting Objectives, Organizing the Salesforce, and Develop Account Policies
C) Canvas, Leads, Prospects, Qualified Prospects
D) Get Attention, Stimulate Interest, Build Foundation
Recruit & Select, Training,and Motivation & Compensation
Acknowledge/convert, Postpone, Agree/neutralize, Accept, Deny, Ignore – are considered part of:
A) Presentation Types
B) Objection Handling
C) Pre-Approach Considerations
D) Sales Plan Formulation Tasks
Objection Handling
Uses social networking sites like Facebook and blogs which allows a customer to get involved and be aware of the products.
A) Influencer Marketing
B) Social Media
C) User Generated Content
D) Digital Marketing
Digital Marketing
What are the four elements of digital marketing?
A) Excitement, Education, Experience, Engagement
B) Convenience, Choice, Customization, Control
C) Context, Content, Customization, Connection
D) Sales Promotions, Advertising, Public Relations, Direct Marketing, and Personal Selling
A) Excitement, Education, Experience, Engagement
Ability to reach both large and niche audiences, Training and number of people involved, Expense and access, Time to delivery, Permanence, Credibility and social authority.
A) Comparison of Social and Traditional Media
B) The (6) Cs of Online Shopping
C) The (7) Cs of Website Design
D) The 4 Utilities
Comparison of Social and Traditional Media
What are the 5 Functions of Logistics?
A) Sorting, Assortments, Warehousing, Order Processing, Material Handling
B) Buying, Selling, Risk Taking, Financing, Information, Grading
C) Warehousing, Order Processing, Material Handling, Inventory, Transportation
D) Convenience, Choice, Customization, Control, Cost, Communication
Warehousing, Order Processing, Material Handling, Inventory, Transportation
What are the 3 Functions of Intermediaries?
A) Warehousing, Order Processing, Material Handling
B) Transactional (Buying, Selling, Risk Taking), Facilitating (Financing, Information, Grading), Logistical (Sorting, Assortments)
C) Convenience, Choice, Customization,
D) Context, Content, Customization, Connection
Transactional (Buying, Selling, Risk Taking), Facilitating (Financing, Information, Grading), Logistical (Sorting, Assortments)
Form – Time – Place – Possession.
A) 4 Retailing Utilities
B) The (6) Cs of Online Shopping
C) The (7) Cs of Website Design
D) The 5 Promotional Mix Elements
4 Retailing Utilities
Wholesaler that does not take title and generally works on commission (Manufacturing Rep, Selling Agent, Brokers).
A) Extensions
B) Merchant
C) Agent/Broker
D) Retailer
Agent/Broker
Divisions of the parent organization (Branch Office, Sales Office).
A) Extensions
B) Agent/Broker
C) Merchant
D) Retailer
Extensions
Wholesaler that is independently owned, takes title and risk, and is either limited or full service (Limited Service: Rack Jobbers, Truck Jobbers, Cash and Carry, Drop Shippers; Full Service: General, Specialty).
A) Merchant
B) Agent/Broker
C) Extensions
D) Retailer
Merchant
Form of Ownership (Independent, Corporate, Contractual (Franchise)), Level of Service (Self service, Limited service, Full Service), Merchandise Line (Depth, Breadth), Non-Store Retailers (Direct Sales, Direct Mail, Auto Vending, TV, Telemarketing, Online).
A) 4 Retailer Classifications
B) 4 Retailing Utilities
C) The (6) Cs of Online Shopping
D) The (7) Cs of Website Design
4 Retailer Classifications
What are the Retailing Mix Considerations?
A) Pricing (Shrinkage, Mark Up/Mark Down, Off Price), Place (location) (Downtown, Malls), Promotion (communication) (Multichannel)
B) Form – Time – Place – Possession
C) Convenience, Choice, Customization, Control, Cost, Communication
D) Context, Content, Customization, Connection, Commerce, Community, Communication
Pricing (Shrinkage, Mark Up/Mark Down, Off Price), Place (location) (Downtown, Malls), Promotion (communication) (Multichannel)
Pretest to allow for modification.
A) Setting Objectives
B) Controlling the Promotion
C) Post testing and evaluation
D) Implementing the Promotion
Implementing the Promotion
Post testing and evaluation.
A) Controlling the Promotion
B) Implementing the Promotion
C) Pretest to allow for modification
D) Setting Objectives
Controlling the Promotion
