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Homework answers / question archive / Chapter 12          DISTRIBUTING AND PROMOTING PRODUCTS AND SERVICES     TRUE-FALSE QUESTIONS   1)

Chapter 12          DISTRIBUTING AND PROMOTING PRODUCTS AND SERVICES     TRUE-FALSE QUESTIONS   1)

Business

Chapter 12          DISTRIBUTING AND PROMOTING PRODUCTS AND SERVICES

 

 

TRUE-FALSE QUESTIONS

 

1). For most corporations, physical-distribution activities are usually the responsibility of the marketing department.

a. True

b. False

 

2. A distribution channel is a series of marketing entities through which goods and services pass on their way from producers to end users.

a. True

b. False

 

3. Agents are sales representatives for manufacturers or wholesalers and usually are hired on a commission basis.

a. True

b. False

 

4. An intermediary that takes possession and title of goods is called a merchant wholesaler.

a. True

b. False

 

5. An example of nonstore retailing is the vending machine from which you purchased a soda.

a. True

b. False

 

6. Internet retailing is also called e-retailing.

a. True

b. False

 

7. A retailer is showing concern for a store’s atmosphere when he considers the type of store fixtures to have, the size and type of signage to use, the type of background music to play, and the number and type of employees to hire.

a. True

b. False

 

8. Supply chain management plays a dual role. Its first role is as a communicator of customer demand that extends from the point of sale all the way back to the supplier.  The second role is as a physical flow process that engineers timely and effective movement of products.

a. True

b. False

 

9. The goal of all promotion is to stimulate action.

a. True

b. False

 

10. Information promotion is more common in the early stages of the product life cycle.

a. True

b. False

 

11. Types of promotional goals include creating awareness, increasing the use of products, and identifying potential customers.

a. True

b. False

 

12. Salespeople typically use brainstorming to look for sales prospects, those people who are most likely to buy the seller's offerings.

a. True

b. False

 

13. The final stage of the selling process is closing the sale.

a. True

b. False

 

14. Sales promotions are marketing events or sales efforts that stimulate consumer buying.

a. True

b. False

 

15. The frequent reference to Chili's restaurants on the television show The Office is probably an example of co-marketing.

a. True

b. False

.

 

16. Public relations is the term used for any communication or activity designed to win goodwill or prestige for a company or person.

a. True

b. False

 

17. Publicity is any information that a company issues to the media that is paid for by the company.

a. True

b. False

 

18. Blogs provide marketers with a real-time dialogue with customers and an avenue to promote their products.

a. True

b. False

 

19. Podcasts are significantly different from blogs.

a. True

b. False

Title: ANSWER: F

 

 

MULTIPLE CHOICE QUESTIONS

 

1. _____ is the efficient management of the acquisition of raw materials to the factory and the movement of products from the producer to industrial users and consumers.

A. Material handling

B. Transportation

C. Exchange

D. Distribution

E. Intermediation

 

2. Leon Georges works in the warehouse for a manufacturer of air-purification systems.  He is responsible for the transportation of metal components, preformed plastic, etc. used to manufacture the systems as well as the efficient movement of the finished systems from the manufacturing facility to the warehouse to distribution trucks.  Georges is involved in:

A. distribution

B. intermediation

C. countertrading

D. component logistics

E. centralized transportation

 

3. The _____ is a series of marketing entities through which goods and services pass on their way from producers to end-users

A. industrial channel

B. distribution channel

C. consumption channel

D. inventory control process

E. vertical integration process

 

4. The chain of manufacturer, agent, wholesaler, and retailer through which items like x-ray machines, dental equipment, and safety goggles flow is called a(n) ______ channel.

A. industrial

B. consumer

C. service

D. distribution

E. promotional

 

5. Victorinox is the name of the company that manufacturers Swiss army knives. The _____ channel the company utilizes to get its knives to market is to wholesalers, than to retailers, and finally to consumers. 

A. promotional

B. service

C. consumer

D. industrial

E. distribution

 

6. Within the distribution channel, retailers and wholesalers are called:

A. inventory control agents

B. marketing intermediaries

C. movement facilitators

D. logistical managers

E. industrial users

 

7. A person who works as a sales representative for a manufacturer or wholesaler and gets paid a commission on any sales is classified a(n):

A. broker

B. merchandiser

C. merchant wholesaler

D. agent

E. distribution captain

 

8. Geraldine Fadsi's job in the entertainment industry is to bring together entertainers and organizations looking to hire entertainers.  Fadsi is paid a commission, usually by the entertainer.  Fadsi is acting as a:

A. merchant wholesaler

B. agent

C. distributor

D. distribution captain

E. marketer

 

9. A(n) _____ are go-betweens that bring buyers and sellers together.

A. consumer marketer

B. broker

C. wholesaling agent

D. channel captain

E. distribution linchpin

 

10. A(n) _____ is an independent wholesaler who buys related product lines from many manufacturers and sells them to industrial users.

A. industrial manufacturer

B. distribution leader

C. industrial distributor

D. market manager

E. product manager

 

11. The two types of distribution channels are:

A. industrial and consumer

B. wholesaler and retailer

C. centralized and decentralized

D. manufacturing and marketing

E. functional and networked

 

12. How do distribution channels improve product distribution?

A. Channel intermediaries perform all of the functions needed to get the product from its raw material state into the hands of its final user.

B. Distribution channels eliminate the need to store products.

C. Distribution channels reduce the number of transactions needed to get the product from the manufacturer to the consumer

D. Channel intermediaries eliminate the need for the manufacturer to provide customer service.

E. Channel intermediaries take title to the products as they move through distribution channels.

 

13. _____ is the breaking down of large shipments of similar merchandise into smaller, more usable quantities that can be sold to consumers and end users.

A. Lot dispersal

B. Breaking bulk

C. Inventory dispersion

D. Product separation

E. Product diffusion

 

14. Channels of distribution make distribution easier by performing all of the following functions EXCEPT:

A. sorting out

B. production

C. accumulation

D. storage

E. allocation

 

15. Roy Petrie is a flower wholesaler.  He buys fresh flowers from countries in South America, divides the large batches into small bunches, and delivers them to independent florists.  This process is called:

A. breaking bulk

B. lot dispersal

C. inventory separation

D. product diffusion

E. inventory diffusion

 

16. The process of packing 3 16-ounce bottles of Hershey chocolate syrup in super-sized packages like those sold at Sam’s and Costco is an example of:

A. allocating

B. adaptive packaging

C. accumulating

D. sorting out

E. accruing

 

17. A retailer would separate children’s clothing purchased from Carter’s into various sizes and types of clothing, such as size 6 shirts, size 2T shorts, and size 4T sun dresses.  This process is called:

A. allocating

B. adaptive packaging

C. accumulating

D. sorting out

E. accruing

 

18. _____ are distribution channel members that buy finished products from manufacturers and sell them to retailers.

A. Manufacturers

B. Wholesalers

C. Service providers

D. Market managers

E. Product managers

 

19. What is the primary difference between a merchant wholesaler and an agent?

A. the types of products it carries

B. the types of customers it serves

C. the location of its offices

D. whether it takes title to the product

E. whether direct or indirect communication is used in the transaction

 

20. Independent wholesalers that buy goods from manufacturers on their own account and then resell them to other businesses are:

A. brokers

B. agents

C. horizontal marketing systems

D. merchant wholesalers

E. vertical marketing systems

 

21. American Pet Pro purchases pet grooming supplies from various manufacturers, sorts them, and resells them to retailers.  American Pet Pro is a(n) _____ wholesaler.

A. merchant

B. agent

C. manufacturers'

D. functional

E. vertical

 

22. A manufacturers' representative is sometimes called a(n):

A. cash and carry wholesaler

B. limited-service wholesaler

C. industrial distributor

D. manufacturer’ agent

E. merchant broker

 

23. Manufacturers' representatives usually:

A. do not take title to goods

B. receive commissions on sales

C. act as independent agents

D. represent noncompeting manufacturers

E. do all of the above

 

24. _____ bring buyers and sellers together, do not title to merchandise, receive commission on sales; and have little say over company sales policies.

A. Agents

B. Wholesalers

C. Cash and carry wholesalers

D. Brokers

E. Sales representatives

 

25. In which of the following industries are you most likely to find a broker?

A. furniture

B. real estate

C. toy

D. hardware

E. petrochemical

 

26. The two types of retailing are:

A. functional and non-functional

B. in-store and out-store

C. centralized and decentralized

D. in-store and nonstore

E. virtual and concrete

 

27. Which of the following is an example of in-store retailing?

A. an Internet purchase from an Internet bookseller

B. a Tupperware party

C. the purchase of a bag of corn chips from a vending machine

D. the purchase of a bottle of Anna Pavlova perfume that is only available at Saks Fifth Avenue stores

E. none of the above

 

28. Which of the following is NOT a type of retailer?

A. factory outlets

B. discount stores

C. supermarkets

D. manufacturers’ representative

E. department stores

 

29. Abercrombie & Fitch stores are aimed at college-aged consumers.  The parent company also operates retail clothing stores under the name Hollister, which are targeted to 14- to 18-year-olds and under the name Abercrombie, which sell children's wear.  Abercrombie & Fitch operate:

A. hypermarts

B. factory outlets

C. convenience stores

D. specialty stores

E. department stores

 

30. A(n) _____ is a retail store that sells at prices 25 percent or more below traditional department store prices in spartan environments.

A. discount store

B. warehouse store

C. off-price retailer

D. factory outlet

E. convenience store

 

31. Which of the following is an example of nonstore retailing?

A. factory outlet

B. hypermart

C. home shopping network

D. catalog store

E. convenience store

 

32. Which of the following factors can be used to create an atmosphere in a store that sells sports memorabilia?

A. life-sized pictures of famous athletes mounted on the wall

B. store clerks dressed in referee uniforms

C. bright lights

D. the rebroadcasting of famous sports events as background noise

E. all of the above

 

33. Which of the following is NOT a typical task performed by a supply chain manager?

A. coordinating the sourcing and procuring of raw materials

B. maintaining an inventory control system

C. coordinating customer service activities

D. hiring packers and drivers

E. scheduling production

 

34. _____ is the act of informing, persuading, and reminding the target market about a product.

A. Marketing

B. Distribution

C. Promotion

D. Operations

E. Motivations

 

35. Which of the following is NOT an example of a promotional goal?

A. creating awareness

B. providing information

C. delivering the product

D. retaining customers

E. increasing the use of products

 

36. The owner of Mercury Appraisal Company held a ribbon-cutting event when he opened his new business.  He invited city dignitaries, representatives from all the news media, and anyone who might have need of his services to the event.  The goal of his promotion was most likely to:

A. increase the use of his services

B. keep loyal customers

C. show how his services were improved

D. retain customers

E. create awareness

 

37. Which goal are airlines trying to achieve when they use frequent flyer programs, which give customers points that can be redeemed for free travel, rental cars, and other merchandise?

A. increase the amount and frequency of use

B. provide information

C. create product awareness

D. get consumers to try their product

E. identify target market(s)

 

38. When Canada Dry first introduced Wink soda in the 1960s, it used the slogan, "Join the cola dropouts."  The purpose of this advertising campaign was most likely to:

A. retain loyal customers

B. act as reminder advertising

C. move the cola into the maturity stage of its product life cycle

D. get customers to try the new product

E. support a mass marketing strategy

 

39. Compassion International is a nonprofit organization dedicated to releasing poor children from spiritual, economic, social and physical poverty.  What would be the most likely goal for an advertising campaign for this international organization?

A. increase the amount and frequency of use

B. provide information

C. create product awareness

D. get consumers to try their product

E. identify target market(s)

 

40. The _____ is the combination of advertising, personal selling, sales promotion, and public relations used to promote a product.

A. marketing mix

B. distribution strategy

C. promotional mix

D. product strategy

E. sales mix

 

41. Which of the following is NOT an element of the promotional mix?

A. advertising

B. personal selling

C. sales promotion

D. distribution

E. public relations

 

42. National Geographic Magazine brought a bit of nature to New York as part of a week-long event promoting the magazine's October 2006 cover story on parks.  The magazine hosted an interactive photography exhibit, which celebrated international and national parks.  Invitations to representatives of the news media were an attempt to use which element of the promotional mix?

A. advertising

B. personal selling

C. public relations

D. sales promotion

E. distribution

 

43. Integrated marketing communications (IMC):

A. is a careful coordination of all promotional activities

B. produces a consistent and unified advertising message

C. produces a customer-focused advertising message

D. is typically overseen by a marketing communications director

E. is accurately described by all of the above

 

44. _____ is any paid form of nonpersonal presentation by an identified sponsor.

A. Sales promotion

B. Branding

C. Advertising

D. Guerrilla marketing

E. Publicity

 

45. Advertising can be found:

A. on television

B. on radio

C. in direct mail

D. on billboards

E. in any of the above media

 

46. Which of the following is an example of an advertising medium?

A. newspapers

B. television

C. magazines

D. direct mail

E. all of the above

 

47. The channels through which advertising is carried to prospective customers are advertising:

A. waves

B. routes

C. segments

D. media

E. conduits

 

48. CPM in advertising terms means:

A. critical path method

B. customer product media

C. cost per thousand

D. consumer path message

E. customers per medium

 

49. _____ is the number of different target consumers who are exposed to a commercial at least once during a specific period, usually four weeks.

A. Interaction

B. Frequency

C. Selectivity

D. Connectivity

E. Reach

 

50. _____ is the number of times an individual is exposed to an ad.

A. Interaction

B. Frequency

C. Selectivity

D. Connectivity

E. Reach

 

51. A face-to-face sales presentation of a good or service to a prospective customer is called:

A. market research

B. personal selling

C. institutional selling

D. sales promotion

E. comparative selling

 

52. In the newspaper comics, Cathy is often seen talking to a department store clerk who is trying to persuade her that she needs to buy a new wardrobe.  The clerk is engaged in:

A. market research

B. personal selling

C. institutional selling

D. sales promotion

E. services marketing

 

53. Which of the following statements describes an advantage that personal selling has over other forms of promotion?

A. The sales message can be varied according to the motivations and interests of each prospect.

B. Personal selling can be directed only to qualified prospects.

C. Personal selling costs can be adjusted by controlling the size of the sales force.

D. Personal selling is considerably more effective at creating a satisfied customer than other forms of promotion.

E. All of the above statements describe how personal selling is superior to other forms of promotion.

 

54. Which of the following statements describes an advantage that personal selling has over other forms of promotion?

A. The sales message cannot be modified during the sales presentation.

B. Personal selling can and should be directed to everyone.

C. Personal selling costs can be adjusted by controlling the size of the sales force.

D. Personal selling is considerably less effective at creating a satisfied customer than other forms of promotion.

E. All of the above statements describe how personal selling is superior to other forms of promotion.

 

55. The first step in the selling process is to:

A. present the product

B. handle objections

C. demonstrate the product

D. prospect and qualifying

E. close the sale

 

 56. Which of the following is NOT a step performed by the salesperson during the selling process?

A. demonstrating the product

B. prospecting and qualifying

C. following up on the sale

D. handling objections

E. conducting market research

.

57. The sales process begins with the salesperson locating companies or people who are most likely to buy the seller's offerings.  This activity is called:

A. screening

B. prospecting

C. brainstorming

D. market research

E. target marketing

 

58. What is the salesperson doing when, after his presentation is over, he asks, “May I call the company and place your order for 20 cases of Ecco brand golfing shoes?”

A. approaching the customer

B. prospecting for customer

C. looking for sales leads

D. asking qualifying questions

E. closing the sale

 

59. What is the final step in the selling process?

A. closing the sale

B. handling objections

C. writing up orders

D. following up on sales

E. congratulating your new customer

 

60. What are the two distinct markets toward which sales promotions can be targeted?

A. consumers and members of the marketing channel

B. external and internal customers

C. domestic and foreign

D. retailer and manufacturer

E. rural and urban

 

61. In August 2006, the manufacturer of Cross pens introduced the golden toned Verve pen as featured in the Stormbreaker film.  In James Bond fashion, the Cross pen serves as one of the key gadgets in the film.  The use of the Cross pen is an example of:

A. advocacy marketing

B. co-marketing

C. supportive advertising

D. collateral marketing

E. product placement

 

62. The brand name Cover Girl appeared in a young adult novel called Cathy's Book: If Found Call (650) 266-8233.  One sentence in the book reads: "a killer coat of Lipslicks, a line of Cover Girl lip glosses. Procter &Gamble promoted the novel at beinggirl.com Web site in exchange for the mention.  This is an example of"

A. advocacy marketing

B. co-marketing

C. supportive advertising

D. collateral marketing

E. product placement

 

63. Which of the following is a type of sales promotion?

A. loyalty marketing programs

B. sweepstakes and contests

C. bonus packs

D. product sampling

E. all of these

 

64. Which of the following is NOT a popular form of sales promotion?

A. coupons

B. samples

C. premiums

D. advertising

E. contests

 

65. Which of the following is a type of sales promotion that can be used if the organization’s goal is to increase brand loyalty?

A. frequent-buyer programs

B. event sponsorship

C. direct mail advertising

D. advocacy advertising

E. sweepstakes and contests

 

66. Any communication or activity designed to win goodwill or prestige for a company or person is called:

A. personal selling

B. advertising

C. public relations

D. media handling

E. corporate relations

 

67. When Nike donated $25,000 to a low-income area to provide job training, it received free and positive _____ in the news media.

A. premiums

B. publicity

C. samplings

D. knowledge

E. advertisements

 

68. In 2006, consumers held on to a 2007 Chevrolet Monte Carlo at the State Fair of Texas in an endurance competition that tested consumers to see who can hold on to the car the longest to win it.  An article in USA Today about the winner of the competition is an example of which promotional activity?

A. personal selling

B. advertising

C. public relations

D. media handling

E. corporate relations

 

69. Public relations departments:

A. furnish company speakers for business and civic clubs

B. write speeches for corporate officers

C. encourage employees to take active roles in community organizations

D. write press releases

E. do all of the above

 

70. Companies that use blogs in their promotions use them because they:

A. get real-time input from customers and prospects

B. can have a dialogue with their clients and prospects

C. can focus on specific marketing goals

D. create and maintain relationships

E. do all of these

 

71. As a promotional tool, podcasting offers the advantage to listeners of:

A. extensive reach

B. convenience

C. interactivity

D. benchmarking

E. high frequency

 

 

FILL-IN-THE-BLANK QUESTIONS

 

1. _____ is the term used for efficiently managing the acquisition of raw materials to the factory and the movement of products from the producer to industrial users and consumers.

 

2. A _____ channel is a series of marketing entities through which goods and services pass on their way from producer to end users.

 

3. _____, sales representatives of manufacturers and wholesalers, are usually hired on a commission basis.

 

4. _____ bring buyers and sellers together, do not title to merchandise, receive commission on sales, and have little say over company sales policies.

 

5. _____ wholesalers operate warehouses where they receive the merchandise, take title to it, store it, and later ship it to buyers.

 

 

6. _____ are salespeople who represent noncompeting manufacturers and function as independent agents rather than as salaried employees of the manufacturer.

 

7. Vending and direct selling are examples of _____ retailing.

 

8. _____ is the attempt by marketers to inform, persuade, or remind consumer and industrial users to engage in the exchange process.

 

9. The elements of the _____ are advertising, personal selling, sales promotion and public relations.

 

10. _____ is the careful coordination of all promotional activities to produce a consistent, unified message that is customer focused.

 

11. _____ is any paid form of nonpersonal presentation by an identified sponsor.

 

12. _____ is the number of different target consumers who are exposed to a commercial at least once during a specific period, usually four weeks.

 

13. _____ is the process of salespeople searching for and identifying people who are most likely to buy the seller's offering.

 

14. _____ are marketing events or sales efforts that stimulate consumer buying.

 

15. _____ is any communication or activity designed to win goodwill or prestige for a company or person.

 

SHORT ANSWER QUESTIONS

 

1. Describe the distribution channel for a new line of suntan lotions, which comes with stencils so the user can have a “tan tattoo”.

 

2. Describe the distribution channel that would exist for a multi-million dollar printing press used for magazine publications?

 

3. List the three sorting methods used in distribution channels.

 

4. List the two main types of wholesalers.

 

5. What are the two main categories of retailers?

 

6. What is another name for Internet retailing?

 

7. What is the goal of supply chain management?

 

8. What is the goal of all promotional strategies?

 

9. List the elements of the promotional mix.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

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