Question 1

Trade shows are different than major trade promotions.

Accepted Answer

A) True 
 B)False

Question 2

MATCHING
Complete the following using the terms listed.
-_____consists of displays or demonstrations that promote products when and where consumers buy them.

Accepted Answer

A) breakeven analysis 
B) promotional mix 
C) Volume objectives 
D) Institutional advertising 
E) discount pricing
F)Creative selling
G)Point-of-purchase advertising
H)skimming pricing
I)pushing strategy
J)penetration
K)integrated marketing communications
L)cooperative advertising
M)odd pricing 
A) breakeven analysis 
B) promotional mix 
C) Volume objectives 
D) Institutional advertising 
E) discount pricing
F)Creative selling
G)Point-of-purchase advertising
H)skimming pricing
I)pushing strategy
J)penetration
K)integrated marketing communications
L)cooperative advertising
M)odd pricing

Question 3

Sales personnel employed by companies, such as IBM and Microsoft, who offer technical assistance through consulting in order to promote goodwill for their employers are primarily involved in _____.

Accepted Answer

A)  missionary selling 
B)  creative selling 
C)  nonpersonal selling 
D)  order processing 
A)  missionary selling 
B)  creative selling 
C)  nonpersonal selling 
D)  order processing

Question 4

Andrew is allowed to purchase a reasonably priced notebook computer for graduation. He sees one at Excel Electronics for $999.99 and calls his parents to assure them the computer costs "less than a thousand." Both Andrew and Excel Electronics are using _____ to downplay the price of the computer.

Accepted Answer

A)  cost-based pricing 
B)  personal selling 
C)  price fixing 
D)  odd pricing 
A)  cost-based pricing 
B)  personal selling 
C)  price fixing 
D)  odd pricing

Question 5

The method of determining the minimum sales volume needed at a certain price level to cover all costs is _____.

Accepted Answer

A)  market share analysis 
B)  equilibrium pricing analysis 
C)  return on sales analysis 
D)  breakeven analysis 
A)  market share analysis 
B)  equilibrium pricing analysis 
C)  return on sales analysis 
D)  breakeven analysis

Question 6

Hammich, a burger restaurant, recently announced plans to drop the price of its double cheese burger from $1.99 to just 99 cents in order to match its competitor's pricing. This is an example of a _____.

Accepted Answer

A)  volume strategy 
B)  prestige objective 
C)  profitability strategy 
D)  price war 
A)  volume strategy 
B)  prestige objective 
C)  profitability strategy 
D)  price war

Question 7

Differentiate between pushing strategies and pulling strategies.

Accepted Answer

A pushing strategy relies on personal se

Question 8

Describe how the Internet has changed advertising and provide examples.

Accepted Answer

Online and interactive media have alread

Question 9

Craig, a public relations manager of GBS bank, creates an advertisement that explains how GBS bank has positively influenced the economy of his country. Craig has used _____ advertising.

Accepted Answer

A)  institutional 
B)  cause 
C)  product 
D)  corporate 
A)  institutional 
B)  cause 
C)  product 
D)  corporate

Question 10

To gain a competitive advantage, marketers that utilize integrated marketing communications should always narrow their focus on promotional strategies.

Accepted Answer

A) True 
 B)False

Question 11

Don-its, a coffee shop, uses _____ advertising when it tells people that "hard-working" people prefer its coffee over the coffee sold by its competitor, Moon-beverage.

Accepted Answer

A)  comparative 
B)  informative 
C)  reminder-oriented 
D)  corporate 
A)  comparative 
B)  informative 
C)  reminder-oriented 
D)  corporate

Question 12

MATCHING
Complete the following using the terms listed.
-In _____, the costs of local advertising are shared among channel partners.

Accepted Answer

A) breakeven analysis 
B) promotional mix 
C) Volume objectives 
D) Institutional advertising 
E) discount pricing
F)Creative selling
G)Point-of-purchase advertising
H)skimming pricing
I)pushing strategy
J)penetration
K)integrated marketing communications
L)cooperative advertising
M)odd pricing 
A) breakeven analysis 
B) promotional mix 
C) Volume objectives 
D) Institutional advertising 
E) discount pricing
F)Creative selling
G)Point-of-purchase advertising
H)skimming pricing
I)pushing strategy
J)penetration
K)integrated marketing communications
L)cooperative advertising
M)odd pricing

Question 13

MATCHING
Complete the following using the terms listed.
-A(n) _____strategy sets an intentionally high price relative to the prices of competing products.

Accepted Answer

A) breakeven analysis 
B) promotional mix 
C) Volume objectives 
D) Institutional advertising 
E) discount pricing
F)Creative selling
G)Point-of-purchase advertising
H)skimming pricing
I)pushing strategy
J)penetration
K)integrated marketing communications
L)cooperative advertising
M)odd pricing 
A) breakeven analysis 
B) promotional mix 
C) Volume objectives 
D) Institutional advertising 
E) discount pricing
F)Creative selling
G)Point-of-purchase advertising
H)skimming pricing
I)pushing strategy
J)penetration
K)integrated marketing communications
L)cooperative advertising
M)odd pricing

Question 14

Trade promotion is sales promotion geared to marketing intermediaries rather than to consumers.

Accepted Answer

A) True 
 B)False

Question 15

A pulling strategy relies less on advertising than does a pushing strategy.

Accepted Answer

A) True 
 B)False

Question 16

Marketers rarely try to combine pushing and pulling strategies in the same promotional campaign.

Accepted Answer

A) True 
 B)False

Question 17

A promotional mix consists of two major components-personal selling and nonpersonal selling.

Accepted Answer

A) True 
 B)False

Question 18

Coupons offer cash back to consumers who mail in required proofs of purchase.

Accepted Answer

A) True 
 B)False

Question 19

Manufacturers of B2B products typically spend more on personal selling than on advertising.

Accepted Answer

A) True 
 B)False

Question 20

Advertising, sales promotion, direct marketing, and public relations are examples of _____.

Accepted Answer

A)  order processing 
B)  personal selling 
C)  nonpersonal selling 
D)  creative selling 
A)  order processing 
B)  personal selling 
C)  nonpersonal selling 
D)  creative selling

Trade shows are different than major trade promotions.

MATCHING Complete the following using the terms listed. -_____consists of displays or demonstrations that promote products when and where consumers buy them.

Sales personnel employed by companies, such as IBM and Microsoft, who offer technical assistance through consulting in order to promote goodwill for their employers are primarily involved in _____.

Andrew is allowed to purchase a reasonably priced notebook computer for graduation. He sees one at Excel Electronics for $999.99 and calls his parents to assure them the computer costs "less than a thousand." Both Andrew and Excel Electronics are using _____ to downplay the price of the computer.

The method of determining the minimum sales volume needed at a certain price level to cover all costs is _____.

Hammich, a burger restaurant, recently announced plans to drop the price of its double cheese burger from $1.99 to just 99 cents in order to match its competitor's pricing. This is an example of a _____.

Differentiate between pushing strategies and pulling strategies.

Describe how the Internet has changed advertising and provide examples.

Craig, a public relations manager of GBS bank, creates an advertisement that explains how GBS bank has positively influenced the economy of his country. Craig has used _____ advertising.

To gain a competitive advantage, marketers that utilize integrated marketing communications should always narrow their focus on promotional strategies.

Don-its, a coffee shop, uses _____ advertising when it tells people that "hard-working" people prefer its coffee over the coffee sold by its competitor, Moon-beverage.

MATCHING Complete the following using the terms listed. -In _____, the costs of local advertising are shared among channel partners.

MATCHING Complete the following using the terms listed. -A(n) _____strategy sets an intentionally high price relative to the prices of competing products.

Trade promotion is sales promotion geared to marketing intermediaries rather than to consumers.

A pulling strategy relies less on advertising than does a pushing strategy.

Marketers rarely try to combine pushing and pulling strategies in the same promotional campaign.

A promotional mix consists of two major components-personal selling and nonpersonal selling.

Coupons offer cash back to consumers who mail in required proofs of purchase.

Manufacturers of B2B products typically spend more on personal selling than on advertising.

Advertising, sales promotion, direct marketing, and public relations are examples of _____.

The Changing Face of Business

Business Ethics and Social Responsibility

Economic Challenges Facing Contemporary Business

Competing in World Markets

Forms of Business Ownership and Organization

Starting Your Own Business: the Entrepreneurship Alternative

Management, Leadership, and the Internal Organization

Human Resource Management: From Recruitment to Labor Relations

Top Performance Through Empowerment, Teamwork, and Communication

Production and Operations Management

Customer-Driven Marketing

Product and Distribution Strategies

Using Technology to Manage Information

Understanding Accounting and Financial Statements

The Financial System

Financial Management

Filters

Exam 13: Promotion and Pricing Strategies

Trade shows are different than major trade promotions.

MATCHING Complete the following using the terms listed. -_____consists of displays or demonstrations that promote products when and where consumers buy them.

Sales personnel employed by companies, such as IBM and Microsoft, who offer technical assistance through consulting in order to promote goodwill for their employers are primarily involved in _____.

Andrew is allowed to purchase a reasonably priced notebook computer for graduation. He sees one at Excel Electronics for $999.99 and calls his parents to assure them the computer costs "less than a thousand." Both Andrew and Excel Electronics are using _____ to downplay the price of the computer.

The method of determining the minimum sales volume needed at a certain price level to cover all costs is _____.

Hammich, a burger restaurant, recently announced plans to drop the price of its double cheese burger from $1.99 to just 99 cents in order to match its competitor's pricing. This is an example of a _____.

Differentiate between pushing strategies and pulling strategies.

Describe how the Internet has changed advertising and provide examples.

Craig, a public relations manager of GBS bank, creates an advertisement that explains how GBS bank has positively influenced the economy of his country. Craig has used _____ advertising.

To gain a competitive advantage, marketers that utilize integrated marketing communications should always narrow their focus on promotional strategies.

Don-its, a coffee shop, uses _____ advertising when it tells people that "hard-working" people prefer its coffee over the coffee sold by its competitor, Moon-beverage.

MATCHING Complete the following using the terms listed. -In _____, the costs of local advertising are shared among channel partners.

MATCHING Complete the following using the terms listed. -A(n) _____strategy sets an intentionally high price relative to the prices of competing products.

Trade promotion is sales promotion geared to marketing intermediaries rather than to consumers.

A pulling strategy relies less on advertising than does a pushing strategy.

Marketers rarely try to combine pushing and pulling strategies in the same promotional campaign.

A promotional mix consists of two major components-personal selling and nonpersonal selling.

Coupons offer cash back to consumers who mail in required proofs of purchase.

Manufacturers of B2B products typically spend more on personal selling than on advertising.

Advertising, sales promotion, direct marketing, and public relations are examples of _____.

The Changing Face of Business

Business Ethics and Social Responsibility

Economic Challenges Facing Contemporary Business

Competing in World Markets

Forms of Business Ownership and Organization

Starting Your Own Business: the Entrepreneurship Alternative

Management, Leadership, and the Internal Organization

Human Resource Management: From Recruitment to Labor Relations

Top Performance Through Empowerment, Teamwork, and Communication

Production and Operations Management

Customer-Driven Marketing

Product and Distribution Strategies

Using Technology to Manage Information

Understanding Accounting and Financial Statements

The Financial System

Financial Management

Filters