Question 1

A recent newspaper article reported that the CEO of Brown & Smith Corporation has been accused for accounting fraud. This article is an example of publicity.

Accepted Answer

A) True 
 B)False  True

Question 2

Explain breakeven analysis.

Accepted Answer

Breakeven analysis is a method of determining the minimum sales volume needed at a certain price to cover costs. It involves a consideration of how revenues and costs are related to sales volume. Marketers can use this type of analysis to determine the profits or losses likely to result from different prices, thus helping determine the most appropriate price for a product.

Question 3

Jiffy Lube puts a sticker on your windshield to remind you when you are due for your next oil change. This is an example of which promotional strategy objective?

Accepted Answer

A)  Accentuate the product's value. 
B)  Provide information. 
C)  Stabilize sales. 
D)  Differentiate the product. 
A)  Accentuate the product's value. 
B)  Provide information. 
C)  Stabilize sales. 
D)  Differentiate the product. C

Question 4

A company is selling condominiums in Aspen. It is likely to rely more on advertising in its promotional mix than personal selling.

Accepted Answer

A) True 
 B)False

Question 5

Melissa is a marketing manager for the Small Business Network at American Express and regularly sends materials to various companies to participate in credit card promotions. Melissa is employing a ______ strategy.

Accepted Answer

A)  sales promotion 
B)  pulling 
C)  public relations 
D)  pushing 
A)  sales promotion 
B)  pulling 
C)  public relations 
D)  pushing

Question 6

Elizabeth and Tom have had an in-ground swimming pool installed in their backyard. About one week after installation, the salesperson telephoned and asked if everything about the pool met with their approval. The salesperson is ______.

Accepted Answer

A)  prospecting 
B)  trying to get a repeat order 
C)  conducting a follow-up 
D)  overcoming objections 
A)  prospecting 
B)  trying to get a repeat order 
C)  conducting a follow-up 
D)  overcoming objections

Question 7

Burger King recently announced plans to drop the price of its double-cheese burger from $1.99 to just 99 cents in order to match McDonald's pricing. This is an example of a ______.

Accepted Answer

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

Question 8

It is NOT uncommon that consumers correlate prestige, quality, and high price.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

When a firm tries to differentiate its products, it often applies a concept known as ______.

Accepted Answer

A)  positioning 
B)  the marketing mix 
C)  personal selling 
D)  product valuation 
A)  positioning 
B)  the marketing mix 
C)  personal selling 
D)  product valuation

Question 11

What is Integrated Marketing Communication?

Accepted Answer

Integrated marketing communication targe

Question 12

Penetration pricing is often used when there are no close competitors and none are expected to enter the market for some time.

Accepted Answer

A) True 
 B)False

Question 13

Most marketing managers believe that the price-quality relationship holds for a wide variety of prices.

Accepted Answer

A) True 
 B)False

Question 14

______ involves an unpaid placement of information used to stimulate demand for a product or service.

Accepted Answer

A)  Point-of-purchase advertising 
B)  Publicity 
C)  Specialty advertising 
D)  Cause advertising 
A)  Point-of-purchase advertising 
B)  Publicity 
C)  Specialty advertising 
D)  Cause advertising

Question 15

A pushing strategy is designed to motivate wholesalers and retailers.

Accepted Answer

A) True 
 B)False

Question 16

A company following a competitive pricing strategy relies heavily on price as a competitive weapon.

Accepted Answer

A) True 
 B)False

Question 17

Employee volunteers clean up a neighbourhood playground. In the process, employees hand out free product samples from the company. This is an example of a publicity campaign.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following typically shows the seven sequences of the sales process in order of generic application?

Accepted Answer

A)  approach, prospecting and qualifying, presentation, demonstration, handling objections, closing, and the follow-up 
B)  prospecting and qualifying, approach, presentation, handling objections, closing, and the follow-up, demonstration 
C)  handling objections, prospecting and qualifying, approach, presentation, demonstration, closing, and the follow-up 
D)  prospecting and qualifying, approach, presentation, demonstration, handling objections, closing, and the follow-up 
A)  approach, prospecting and qualifying, presentation, demonstration, handling objections, closing, and the follow-up 
B)  prospecting and qualifying, approach, presentation, handling objections, closing, and the follow-up, demonstration 
C)  handling objections, prospecting and qualifying, approach, presentation, demonstration, closing, and the follow-up 
D)  prospecting and qualifying, approach, presentation, demonstration, handling objections, closing, and the follow-up

Question 19

T-shirts Unlimited is conducting a breakeven analysis on unbleached cotton tops. Fixed costs are $100,000 and the per-unit contribution to fixed costs is $20. To break even, the company must sell ______ units.

Accepted Answer

A)  20,000 
B)  5,000 
C)  500 
D)  200 
A)  20,000 
B)  5,000 
C)  500 
D)  200

Question 20

Jamal, the service manager for a local Ford dealer, makes a point of sending out letters to all customers asking whether or NOT they are satisfied with their purchase. Jamal is conducting a follow-up.

Accepted Answer

A) True 
 B)False

A recent newspaper article reported that the CEO of Brown & Smith Corporation has been accused for accounting fraud. This article is an example of publicity.

Explain breakeven analysis.

Jiffy Lube puts a sticker on your windshield to remind you when you are due for your next oil change. This is an example of which promotional strategy objective?

A company is selling condominiums in Aspen. It is likely to rely more on advertising in its promotional mix than personal selling.

Melissa is a marketing manager for the Small Business Network at American Express and regularly sends materials to various companies to participate in credit card promotions. Melissa is employing a ______ strategy.

Elizabeth and Tom have had an in-ground swimming pool installed in their backyard. About one week after installation, the salesperson telephoned and asked if everything about the pool met with their approval. The salesperson is ______.

Burger King recently announced plans to drop the price of its double-cheese burger from $1.99 to just 99 cents in order to match McDonald's pricing. This is an example of a ______.

It is NOT uncommon that consumers correlate prestige, quality, and high price.

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

When a firm tries to differentiate its products, it often applies a concept known as ______.

What is Integrated Marketing Communication?

Penetration pricing is often used when there are no close competitors and none are expected to enter the market for some time.

Most marketing managers believe that the price-quality relationship holds for a wide variety of prices.

______ involves an unpaid placement of information used to stimulate demand for a product or service.

A pushing strategy is designed to motivate wholesalers and retailers.

A company following a competitive pricing strategy relies heavily on price as a competitive weapon.

Employee volunteers clean up a neighbourhood playground. In the process, employees hand out free product samples from the company. This is an example of a publicity campaign.

Which of the following typically shows the seven sequences of the sales process in order of generic application?

T-shirts Unlimited is conducting a breakeven analysis on unbleached cotton tops. Fixed costs are $100,000 and the per-unit contribution to fixed costs is $20. To break even, the company must sell ______ units.

Jamal, the service manager for a local Ford dealer, makes a point of sending out letters to all customers asking whether or NOT they are satisfied with their purchase. Jamal is conducting a follow-up.

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 Labour 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

A recent newspaper article reported that the CEO of Brown & Smith Corporation has been accused for accounting fraud. This article is an example of publicity.

Explain breakeven analysis.

Jiffy Lube puts a sticker on your windshield to remind you when you are due for your next oil change. This is an example of which promotional strategy objective?

A company is selling condominiums in Aspen. It is likely to rely more on advertising in its promotional mix than personal selling.

Melissa is a marketing manager for the Small Business Network at American Express and regularly sends materials to various companies to participate in credit card promotions. Melissa is employing a ______ strategy.

Elizabeth and Tom have had an in-ground swimming pool installed in their backyard. About one week after installation, the salesperson telephoned and asked if everything about the pool met with their approval. The salesperson is ______.

Burger King recently announced plans to drop the price of its double-cheese burger from $1.99 to just 99 cents in order to match McDonald's pricing. This is an example of a ______.

It is NOT uncommon that consumers correlate prestige, quality, and high price.

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

When a firm tries to differentiate its products, it often applies a concept known as ______.

What is Integrated Marketing Communication?

Penetration pricing is often used when there are no close competitors and none are expected to enter the market for some time.

Most marketing managers believe that the price-quality relationship holds for a wide variety of prices.

______ involves an unpaid placement of information used to stimulate demand for a product or service.

A pushing strategy is designed to motivate wholesalers and retailers.

A company following a competitive pricing strategy relies heavily on price as a competitive weapon.

Employee volunteers clean up a neighbourhood playground. In the process, employees hand out free product samples from the company. This is an example of a publicity campaign.

Which of the following typically shows the seven sequences of the sales process in order of generic application?

T-shirts Unlimited is conducting a breakeven analysis on unbleached cotton tops. Fixed costs are $100,000 and the per-unit contribution to fixed costs is $20. To break even, the company must sell ______ units.

Jamal, the service manager for a local Ford dealer, makes a point of sending out letters to all customers asking whether or NOT they are satisfied with their purchase. Jamal is conducting a follow-up.

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 Labour 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