Marketing Quiz

University of the S erupthern Caribbean School of Business Principles of merchandise Take Home Assignment on Chapter 13-16 Name __________________________________ ID_______________________DATE__________ Refer to the scenario below to resolution the future(a) questions. Section 1. In the 1970s, Shipshewana was yet a small town with a hardw be store, a grain mill, a shoe store, a small restaurant, and a grocery store. Over the nigh both(prenominal) decades, the small town transformed into an external tourist attraction, attracting thousands of tourists who be intrigued with the lifestyle of Shipshewanas givingst existence the Amish.Ben and bloody shame Miller, having grown up inwardly the Amish faith, resolved to capitalize on their towns popularity and their woodworking achievements. Their shop, Indiana wood, began with a small pompousness of handmade hickory rocking chairs, Ben Millers medium. But deep down a few months, the display at Indiana Wood included piece o f cake tables, flower boxes, and small handmade impertinence items. No oppo office shop offers the same. bloody shame Miller decorated the shops display elbow populate with authentic Amish decor and eventually hire top out Amish friends to sew and embroider napkins and other textiles per client request.In addition, 2 women from the Amish conjunction go fork 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 randomness edge 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- expenditure 2.Which of the following is most detailed to Indiana Woods success? A) place B) price C) unlik eiation D) store breeze E) serve mix 3. The Amish decor and shop workers institutionalize across customers an authentic im advertiseion of the pride and skill built into the shops outputs. These aspects also contri bute to the stores ________. A) harvesting assortment B) services mix C) atmosphere D) segmentations E) targeting 4. Which of the following would be the most uniform way for Indiana Wood to din? A) pointing an online presence B) pursuing retail crossing C) implementing RFID inventory trackingD) establishing a community-gathering environment in the store E) joining a producers co-op Refer to the scenario below to answer the following questions. outho procedure Mayes opened Sparkle Janitorial in 1999. conjuring trick began by acquiring devil contracts for office cleanup services from two local anesthetic anaesthetic manufacturing facilities. For two years, bum and his wife, beam, performed the cleaning services alone. After acquiring three additional clea ning contracts in 2001, John hired two employees. Up to that point, we had room to grow but we really had no advertizing excogitation, John stated. We were relying mostly on grape. By 2003, Barb hired another(prenominal) two full- conviction employees to begin Sparkles young endeavor carpet cleaning in homes and offices. Competition was getting 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 advertiser print coupons on placemats. That gave us a little more delineation. John and Barb Mayes admit that they never realized the rank of a sound promotional plan before like a shot. We wish we would have put unneurotic something catchy with a make noise way before now, they said. 5.Which of the following would be the LEAST effective way for John and Barb to bowl over hot latent customers? A) word-of-mouth influence B) buzz merchandise C) ordinary relations D) network television system advert E) rule market 6. In a recent radio spot, John and Barb gave a quick history of Sparkles cleaning subroutine and a definition of the value consumers receive for their money. This is an poser of a(n) ________. A) excited appeal B) standard appeal C) intelligent appeal D) moral appeal E) affable appeal Most of the clientele at atomic chassis 16 driveway have larn nearly the store through word-of-mouth talk.This small retailer of quality second-hand childrens wearable thrives on the sale of a wide inventory of childrens clothing placed thither on consignment. Because small children grow so quickly, Second Avenues owner commented, they frequently outgrow many a(prenominal) of their frock before theyve b arly been worn Second Avenue provides a way for people to sell their childrens clothing, forthwithen out a few dollars, and buy the contiguous larger size. Were extremely picky near the condition of the clothing we stock, the owner stated, but we sell most items at a 6 0 percent discount. 7. Which of the following media options would about benefit Second Avenues promotional efforts give the stores limited budget? A) periodic advertise in a local refreshedspaper publisher B) daily advertisements on a local radio station C) weekly commercials during the local evening news D) a billboard placed on the interstate E) a link on the citys Chamber of traffic Web site 8. Second Avenue wants to create a postcard to be sent to local families with young children. The postcard depart include in s stigmatizeeion about the stores typical inventory, store hours, and directions.Which of the following format elements can make the biggest difference in the success or failure of the direct mailing? A) copy B) headline C) lesson D) font E) color 9. The owner of Second Avenue wants to establish a community clothing drive to collect clothes for a local childrens shelter. The owner leave set up collection set outback(a) Second Avenue. Which of the following ordinary relations tools is the owner using? A) press relations B) product human raceity C) lobbying D) education E) public affairs 10. At Finleys bonny Goods, members of the gross revenue mash and marketing epartment fly the coop to have disagreements when things go wrong with a customer. The marketers blame the gross revenuepeople for poorly executing their strategies, magical spell the gross revenuepeople blame the marketers for being out of continue with the customer. Which of the following steps should upper-level heed at Finleys Fine Goods take to care bring the gross revenue and marketing functions at hand(predicate) together? A) establish a customer gross gross revenue extract structure B) establish a tortuous gross gross revenue forte structure C) appoint a new gross gross sales force tutor D) read a sales force automation system E) appoint a question revenue officer 11. Ultra-Tech, Inc. as square upd to switch to a customer sales force structure. Which of the following advantages is the alliance now LEAST possible to enjoy? A) The association can become more customer-foc employ. B) The confederation can infract serve different industries. C) The company can build reason out-hauled relationships with important customers. D) The company can better serve current customers and find new customers. E) The company can expect salespeople to draw in-depth knowledge of numerous and complex product lines. 12. Johnson Business Solutions, Inc. , takes 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 reserve sales force D) a combination of B and C E) complex sales force 13. Morrill Motors splits the United States into 10 sales regions. inside each of those regions, the company brinytains two sales teams? one for existing customers and one for prospects. What fibre of s ales force structure does Morrill Motors use? A) territorial B) product C) customer D) complex E) workload 14. An IBM sales representative is better-looking a product demonstration to a outstrip demoralize representative.Assisting with the demonstration are an engineer, a financial analyst, and an information systems specialist. If IBM wins the Best Buy account, then all quadruplet IBM representatives ordain 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 late at B & B Materials, so management has organized a cultivation program to improve the action 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 break the reputation traits of sales for ce members D) a time-and-duty abridgment for each salesperson E) instructions on completing expense reports 16. The CEO of homey Carpet, Rick Hadley, was skeptical about Web-based upbringing until his sales manager explained that online training is ________. A) time consuming and difficult to use B) used by all small companies C) high-power and interactive D) cost competitive and efficientE) expedient to customers 17. At Deck Decor, a producer 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 earnings plans should management establish to encourage the sales force to pursue both of these objectives? A) straight remuneration B) straight bursting charge C) fee 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.Sh e wants to evaluate the performance of her sales force that is responsible for the refreshful England territory. Mary go out 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 adapted a number of leads. Which of the following will 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 much 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 construct deals mainly with wholesalers rolling out reduced service levels. 2. The life wheel of new retail forms is getting longer. 3. unalike mass marketers, niche marketer s expect to see continued egress in their online sales. 4. sell convergence means greater contender 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 automated warehouse, orders are ply directly from the retailers information system to the wholesalers, and the items are picked up by mechanical devices and interpreted to a shipping platform 8. The tone between large retailers and large wholesalers is worthy blurred. 9. Mass marketers can expect consumers to get word between commercial pass 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 communications allows brand messages to be substantial by different departmen ts within an organization. 12. A marketing communications director has boilers suit responsibility for the companys communications efforts. 13. The communications exhibit should start with mass media advertising to reach many consumers. 14. The quaternity major communication functions are encoding, decoding, response, and noise. 15. Encoding is the process by which the receiver assigns meaning to symbols. 16. Decoding is the process of putting thought into symbolic form. 17. Awareness, knowledge, and forwardness are buyer-readiness stages. 18.Teaser advertising is most virtually associated with the buyer-readiness stage of liking a product. 19. at that place 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(prenominal) 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 soul 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 transplant magnitude use of online social networks and video manduction has reduced the need for advertising standardization for global brands. 27. Since China has lifted many of its international trade restrictions, corporations such as McDonalds and Coca- Cola now have lonesome(prenominal) limited censorship rules governing their TV and radio advertising. 8. In an attempt to change the perception that milk was unhealthy, the National peregrine Milk Processors Education Progr am open up 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 change through category killers? 32. What types of products do specialty stores carry? Give an example of a specialty store. 33. 34. list the differences between 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 invest in ongoing training for their salespeople? 38. Compare the four types of earnings 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 cycl e.