ULTIMATE MARKETING STUDY GUIDE Pt. 1

85 terms by schnur69 

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an employees productivity is affected by the extent to which he or she is treated fairly

TRUE

a written management plan should include extensive details that address anticipated problems

FALSE

In a small, vertically organized company, middle managers often have a wide range of responsibilities beyond simply "giving order."

TRUE

Employees who are properly oriented when they begin a job stay in the job longer than those who are not well trained

TRUE

The attempt in the 1980s and the 1990s to increase company efficiency by downsizing resulted in a greater feeling of empowerment among employees.

FALSE

In retail selling, vacuuming and dusting are part of the preapproach to the sale.

TRUE

A printed advertisement that is targeted to people between 15 and 19 years old is an example of personal selling.

FALSE

The Changs are remodeling the kitchen in their home. They have selected Truly Fine floor covering because they trust the Truly Fine company's reputation for quality. Therefore, the company's reputation is a tangible product feature for the Changs

FALSE

Prospecting is a vital part of business to business sales but only a small part of retail sales.

TRUE

Retail salespeople receive extensive formal training to prepare for their responsibilities.

FASLSE

Determining a retail customer's needs must be done immediately after the approach.

TRUE

As a salesperson making a sales approach, it is easier to discover a customer's personal interest when you are in a retail sales situation that it is when you are in a business-to-business sales situation.

FALSE

The length of timem a customer holds a product can indicate the customer's intended use for it.

FALSE

For some products, it is essential that the customer buy the proper size. When size is an important factor, it is acceptable for a salesperson to ask directly for a customer;s height or weight.

FALSE

Maintaing eye contact is an important part of establishing a relationship with a customer.

TRUE

It is important for a salesperson to use words that are vague in marking a product presentation so that the customer will not be swayed by the salesperson's biases.

FALSE

It is acceptable for a salesperson to use jargon during a business-to-business sales presentation.

TRUE

The goal of the product presentation is to present the products skillfully to the customer.

FALSE

When a customer objects to purchasing an item, it is best to be brief, direct, and ask, "Why do you object?"

FALSE

To keep a customer from feeling pressured, a salesperson should at times allow the customer to resolve objections without interference from a salesperson.

FALSE

If a trial close is a failure in a retail setting, the salesperson should continue with the product presentation.

TRUE

When trying to close a sale, a salesperson should not refer to previous customer objections, even if the objections were resolved.

FALSE

Many perfume and make-up salespeople offer customers a gift such as a make-up bag or small bottle of perfume with a purchase. The offer is part of a service close.

TRUE

As a customer leaves a shop, the salesperson should thank him or her even if the customer has not made a purchase.

TRUE

The time for suggestion selling is immediately before a sale is closed.

FALSE

An opening cash fund is considered short when there are not enough coins and currency to start the day's business.

FALSE

Shipping charges are added to a buyer's bill after the merchandise sales tax has been calculated.

TRUE

A customer asks a store to put an item on layaway. The customer makes an initial deposit and two payments, but does not make the full payment within an agree-upon time period. The store is able to keep the money the customer has already paid.

TRUE

Boomers Nursery is selling large packs of marigolds at three packs for $11.95. A single pack would therefore cost $3.99.

TRUE

A customer gives you a $20 bill for an $18.39 purchase. As change, you should give the customer one penny, one dime, two quarters or one half-dollar, and two $1 bills.

FALSE

In November, some supermarkets offer consumers a free turkey if the consumers purchase $200 of groceries during the month. This offer is an example of loyalty marketing programs.

TRUE

A company's news releases should have a variety of themes so that the public doesn't become bored and lose interest in the company's activities.

FALSE

An advantage of publicity is that its costs are lower than other forms of promotion.

TRUE

Some companies foster community relations by giving their employees leave from job responsibilities in order to head large-scale charitable efforts.

TRUE

Businesses spend more money on promoting to consumers than to other businesses.

FALSE

The visual element that projects an appropriate store image, distinguishes a store from its competitors and attracts potential customers is the storefront.

TRUE

Visual merchandising is a form of personal selling because its artistic aspects focus on the customers emotional buying motives.

FALSE

Display lighting should be only slightly stronger than store lighting to avoid creating a glare on the merchandise.

FALSE

According to retailers, point-of-purchase displays are more effective at encouraging sales for new products than for established products.

TRUE

Hot Stuff will be a new retail clothing store whose target market is girls, ages 14-21. The store owners should use strong colors and bright lighting to attract their target customers.

TRUE

Although advertising can create an interest in products, it cannot present a product's features in depth.

TRUE

Within a geographical area, newspapers appeal to a greater number of people than magazines do.

TRUE

One of the limitation of direct mail advertising is that only 5 percent of those who receive mail actually respond.

FALSE

According to the text, less that half of U.S. adults read the newspaper every day.

FALSE

A business can receive a free listing of its name, address, and phone number in the White Pages of a telephone directory.

TRUE

A virtual advertising agency provides Web site development but does not provide advertising copywriting.

FALSE

The purpose of a headline is to draw potential customers into reading the ad's copy.

TRUE

A print advertisement for Enterprise Rent-a-Car carries the headline "To get your business, I'll come get you." The headline is an example of the use of alliteration.

FALSE

According to many advertising and sales expert, copy is the most important part of a print ad.

FALSE

A print advertisement should include a generous amount of white space.

TRUE

A drop shipper collects products from a manufacturer and ships them to a retailer.

FALSE

A manufacturer of antiseptic soap sells its product to hospitals. In this channel of distribution, the final use is an industrial user.

TRUE

Japan has a large number of very powerful distribution intermediaries.

TRUE

Using an in-house sales force increases a company's control over its products.

TRUE

In both the consumer and industrial markets, direct distribution is the least commonly used channel.

FALSE.

In business, the cost of physical distribution is surpassed only by the cost of labor.

FALSE

In the 1980 Staggers Rail and Motor Carrier Act allowed trucking and rail transportation to become more competitive in their rates and services.

TRUE

The Federal Aviation Administration regulates air freight charges.

FALSE

A contract carries does not have to publish its freight rates, because it negotiates fees with each customer.

TRUE

Shipping between Seattle, Washington, and Los Angeles, California is called intracoastal shipping.

FALSE

A national chain engages in centralized buying in order to save money and present a unified image to its customers.

TRUE

The just-in-time arrangement reduces a manufacturer's inventory costs.

TRUE

Although a purchasing manager carries out the specifics of the master production schedule, other people create that schedule without the manager's input.

FALSE

Retailers often demand that products have a Universal Product Code because the codes save the retailers time.

TRUE

Advance dating mean that the manufacturer and the purchasing agent will arrange the merchandise shipping date in advance of the time when the merchandise is needed.

FALSE

To calculate the value of their year-end inventory, businesses need to choose either a perpetual inventory system or a physical inventory system.

FALSE

The cose of inventory includes not only the purchase of stock but also the taxes, storage, and insurance for the stock.

TRUE

In a retail business, some staple items rarely have price changes. These items can be marked by the preretailing marketing method.

TRUE

UPC codes replace the need for marking merchandise with an electric or manual pricing machine.

TRUE

A visual inspection system monitors inventory levels, indicates sales rates, and is easy to use.

FALSE

A company's profit is equal to its return on investment.

FALSE

Bartering involves the exchange of goods or services for a mutually agreed-on amount of money.

FALSE

Some companies have products whose features are very similar to the products of the competitors. Such companies can successfully compete by adding place utility to their products.

TRUE

Retailers who are in business in states with minimum price laws are prohibited from using the loss leader technique to attract customers.

TRUE

A marketer whose product is very unusual must set its price low in order to attract consumers.

FALSE

E-tailing has increased the popularity of flexible pricing.

TRUE

Penetration pricing encourages volume sales which increase a company's profit margin but also increase its fixed costs.

FALSE

Yoki Miramoto owns the area's most popular Japanese restaurant. Yoko is eligible for trade discounts on food and furniture.

TRUE

It is not possible to set a price too low because a target market will always be attracted to low-cost items.

FALSE

Government agencies must request bids for products they need in order to ensure equal business opportunity and to find the highest quality product.

FALSE

A retailer who discounts an item's retail price also reduces his or her markup on the item.

TRUE

Businesses genereally use employee discounts in order to justify paying employees a lower wage.

TRUE

Some discounts actually help a business receive its invoice payments more quickly.

FALSE

In order to determine the percentage of a promotional discount, one mulitiples the dollar discount by the original price.

FALSE

Trade discounts are based on the manufacturer's price to the wholesaler or retailer.

TRUE

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