Marketing Quiz

University of the Southern Caribbean School of Business Principles of Marketing Take Home engagement on Chapter 13-16 Name __________________________________ ID_______________________DATE__________ Refer to the scenario below to answer the future(a) questions. Section 1. In the 1970s, Shipshewana was only a small town with a hardw be store, a grain mill, a shoe store, a small restaurant, and a grocery store. Over the beside two decades, the small town transformed into an international holidaymaker attraction, attracting thousands of tourists who are intrigued with the lifestyle of Shipshewanas largest population the Amish.Ben and Mary Miller, having obtainn up within the Amish faith, decided to capitalize on their towns popularity and their woodworking skills. Their shop, Indiana forest, began with a small expose of over customizen hickory rocking chairs, Ben Millers specialty. But within a few months, the display at Indiana Wood included picnic tables, flower boxes, and smal l handmade novelty items. No other shop offers the same. Mary Miller decorated the shops display room with authentic Amish decor and eventually hired three Amish friends to sew and embroider napkins and other textiles per customer request.In addition, two women from the Amish community sought permission from the Millers to display home-baked pastries and jellies on Tuesdays and Wednesdays, the towns busiest tourist days, when Shipshewana attracts swarms of visitors to its flea market on the south contact of town. Shipshewana is full of specialty shops, Mary Miller stated. People dont come here to buy things made in China or Taiwan. They want real, Amish-made goods. 1. Indiana Wood is best classified as a(n) ________ retailer. A) full-service B) self-service C) limited-service D) discount E) off-price 2.Which of the following is most critical to Indiana Woods success? A) place B) price C) differentiation D) store zephyr E) make out mix 3. The Amish decor and shop workers give cu stomers an authentic impression of the pride and skill built into the shops harvests. These aspects also contribute to the stores ________. A) product assortment B) services mix C) atmosphere D) segmentations E) targeting 4. Which of the following would be the most logical way for Indiana Wood to expand? A) establishing an on credit line presence B) pursuing retail convergence C) implementing RFID scroll trackingD) establishing a community-gathering environment in the store E) joining a producers cooperative Refer to the scenario below to answer the following questions. caper Mayes opened Sparkle Janitorial in 1999. John began by acquiring two contracts for office cleaning services from two local manufacturing facilities. For two years, John and his wife, Barb, performed the cleaning services al angiotensin-converting enzyme. After acquiring three additional cleaning contracts in 2001, John hired two employees. Up to that point, we had room to grow but we really had no advert pl an, John stated. We were relying mostly on word-of-mouth. By 2003, Barb hired another two full-time employees to begin Sparkles fresh endeavor carpet cleaning in homes and offices. con lamer was acquiring tough for both of our services at that point, Barb added. We ran a local radio spot three times each week. Then we had an advertizer print coupons on placemats. That gave us a little more exposure. John and Barb Mayes admit that they never realized the value of a sound promotional plan before now. We wish we would have put unneurotic something catchy with a jingle way before now, they said. 5.Which of the following would be the LEAST efficacious way for John and Barb to reach new potential customers? A) word-of-mouth influence B) buzz merchandise C) existence dealings D) network television publicise E) direct marketing 6. In a recent radio spot, John and Barb gave a quick explanation of Sparkles cleaning process and a commentary of the value consumers receive for their m oney. This is an example of a(n) ________. A) emotional appeal B) standard appeal C) rational appeal D) moral appeal E) social appeal Most of the business at Second Avenue have learned about the store through word-of-mouth communication.This small retailer of quality second-hand childrens clothing thrives on the deal of a vast inventory of childrens clothing placed there on consignment. Because small children grow so quickly, Second Avenues owner commented, they often outgrow some(prenominal) of their clothes before theyve hardly been worn Second Avenue provides a way for people to sell their childrens clothing, earn a few dollars, and buy the next larger size. Were extremely picky about the condition of the clothing we stock, the owner stated, but we sell most items at a 60 percent discount. 7. Which of the following media options would MOST benefit Second Avenues promotional efforts given the stores limited budget? A) periodic advertising in a local newspaper B) daily advertis ements on a local radio station C) weekly commercials during the local evening news D) a billboard placed on the interstate E) a inter-group communication on the citys Chamber of Commerce Web site 8. Second Avenue wants to create a post card to be sent to local families with young children. The postcard forget include information about the stores typical inventory, store hours, and directions.Which of the following format elements tush make the biggest difference in the success or misadventure of the direct mailing? A) copy B) headline C) illustration D) font E) color 9. The owner of Second Avenue wants to establish a community clothing amaze to collect clothes for a local childrens shelter. The owner will set up collection barrels outside Second Avenue. Which of the following public relations tools is the owner using? A) press relations B) product publicity C) lobbying D) development E) public affairs 10. At Finleys Fine Goods, members of the gross revenue effect and marketi ng epartment tend to have disagreements when things go wrong with a customer. The marketers blame the salespeople for poorly executing their strategies, while the salespeople blame the marketers for being out of touch with the customer. Which of the following steps should high-altitude management at Finleys Fine Goods take to help bring the sales and marketing functions closer together? A) establish a customer sales personnel office structure B) establish a complex sales draw out structure C) appoint a new sales force manager D) adopt a sales force automation system E) appoint a chief revenue officer 11. Ultra-Tech, Inc. as decided to switch to a customer sales force structure. Which of the following advantages is the company now LEAST potential to enjoy? A) The company can become more customer-focused. B) The company can better serve different industries. C) The company can build closer relationships with important customers. D) The company can better serve current customers and find new customers. E) The company can expect salespeople to develop in-depth knowledge of numerous and complex product lines. 12. Johnson Business Solutions, Inc. , maintains one sales force for its copy machines and a separate sales force for its computer systems.Johnson Business Solutions utilizes a ________ structure. A) product sales force B) customer sales force C) territorial sales force D) a combination of B and C E) complex sales force 13. Morrill Motors splits the United States into 10 sales regions. Within each of those regions, the company maintains two sales teams? one for existing customers and one for prospects. What type of sales force structure does Morrill Motors use? A) territorial B) product C) customer D) complex E) workload 14. An IBM sales representative is giving a product demonstration to a Best Buy representative.Assisting with the demonstration are an engineer, a financial analyst, and an information systems specialist. If IBM wins the Best Buy account, t hen all four IBM representatives will service the Best Buy account. This is an example of ________. A) team selling B) territorial selling C) inside selling D) prospecting E) sales promoting 15. Sales have been slow deep at B & B Materials, so management has organized a training program to improve the performance of its sales force. Which of the following would most likely lead to improved sales for B & B Materials?A) tests to measure the analytic and organizational skills of the sales force B) information about the marketing strategies used by competitors C) tests to identify the personality traits of sales force members D) a time-and-duty analysis for each salesperson E) instructions on completing expense reports 16. The CEO of Comfy Carpet, pile Hadley, was skeptical about Web-based training until his sales manager explained that online training is ________. A) time consuming and difficult to use B) used by all small companies C) kinetic and interactive D) cost competitive an d efficientE) useful to customers 17. At Deck Decor, a manufacturer of outdoor furniture and accessories, the marketing and sales force objectives are to grow relationships with existing customers and to acquire new business. Which of the following compensation plans should management establish to encourage the sales force to pursue both of these objectives? A) sequential salary B) straight commission C) salary plus bonus for new accounts D) commission plus bonus for new accounts E) salary plus commission plus bonus for new accounts 18. Mary Conti is sales manager for National Computer Training.She wants to evaluate the performance of her sales force that is responsible for the New England territory. Mary will most likely review all of the following in her evaluation EXCEPT ________. A) call plans B) sales reports C) call reports D) expense reports E) territorial sales and profit reports 19. The sales force of Conway Pools has qualified a number of leads. Which of the following wil l most likely occur next? A) The outside sales force will call on all prospects. B) The outside sales force will close the deal with one of the prospects. C) The outside sales force will learn as oftentimes as possible about the prospects.D) The inside sales force will attend meetings with qualified prospects. E) The inside sales force will put together a presentation for the prospects. Section 2 1. The wheel-of-retailing concept deals mainly with wholesalers rolling out reduced service levels. 2. The life cycle of new retail forms is getting longer. 3. Unlike mass marketers, niche marketers expect to see continued growth in their online sales. 4. Retail convergence means greater competition for retailers and greater difficulty in differentiating offerings. 5. The number of retailers creating communities for their customers is declining. 6.Like retailers, a wholesaler must decide on segmentation and targeting, differentiation and positioning, and the marketing mix. 7. In an automa ted warehouse, orders are fed in a flash from the retailers information system to the wholesalers, and the items are picked up by mechanical devices and taken to a shipping platform 8. The distinction between large retailers and large wholesalers is change state blurred. 9. Mass marketers can expect consumers to distinguish between commercial message sources to maintain a clear image of a company and its brands. 10. The integrated marketing concept ties together all of the companys messages and images. 1. Integrated marketing communication theory allows brand messages to be developed by different departments within an organization. 12. A marketing communications director has overall responsibility for the companys communications efforts. 13. The communications process should start with mass media advertising to reach many consumers. 14. The four major communication functions are encoding, decoding, response, and noise. 15. Encoding is the process by which the receiver assigns mea ning to symbols. 16. Decoding is the process of putting thought into symbolic form. 17. Awareness, knowledge, and preparation are buyer-readiness stages. 18.Teaser advertising is most well associated with the buyer-readiness stage of liking a product. 19. There are three types of appeal from which marketers may choose as they design their message content. These types are rational, emotional, and moral appeals. 20. The Stop. Think. Tylenol. ad is an example of a moral appeal. 21. Although television advertising is expensive for corporations, the cost per exposure is relatively low. 22. Direct mail is one of the least expensive media on a per exposure basis. 23. The communication effects of advertisements and ad campaigns are more difficult to measure than the sales and profit effects. 4. In small and large companies, advertising is typically handled by an individual or team in the sales department. 25. Todays advertising agencies are staffed with specialists who can often perform advertising tasks better than a producer or retailers own employees can. 26. Recently, the increased use of online social networks and video sharing has reduced the need for advertising standardization for global brands. 27. Since China has lift many of its international trade restrictions, corporations such as McDonalds and Coca- Cola now have only limited censorship rules governing their TV and radio advertising. 8. In an attempt to change the perception that milk was unhealthy, the National Fluid Milk Processors Education Program established an advertising campaign featuring celebrities with milk mustaches and the tag line Got Milk? 29. A company typically spends comparable budgets on public relations and advertising. 30. A companys Web site can be an important public relations vehicle. 31. What types of products may be sold through category killers? 32. What types of products do specialty stores carry? Give an example of a specialty store. 33. 34.Describe the differences betwe en chemical chain stores and franchises. 35. Describe public relations and three of its main functions. 36. Identify four of the major media types and identify some of the strengths and weaknesses of each type. 37. Why do many companies vest in ongoing training for their salespeople? 38. Compare the four types of compensation plans available to salespeople. 39. Name and define the four major communication functions. 40. Explain how advertising may change as a product moves from the introductory stage to the growth stage of the product life cycle.