Conceptual Assessment-4 MCQ Quiz

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Feb 20, 2024

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10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id=… 1/15 Review Test Submission: Conceptual Assessment-4 MCQ Quiz Submission Link Marktg An/App for Mgr Dec Makg-MKTG-525-50A-202235 Course Assessments ... Conceptual Assessment-4 Review Test Submission: Conceptual Assessment-4 MCQ Quiz Submission Link User Joseph Thomas Kimball Course Marktg An/App for Mgr Dec Makg-MKTG-525-50A-202235 Test Conceptual Assessment-4 MCQ Quiz Submission Link Started 10/3/22 8:36 PM Submitted 10/3/22 8:39 PM Due Date 10/9/22 11:59 PM Status Completed Attempt Score 10 out of 10 points Time Elapsed 2 minutes Results Displayed All Answers, Submitted Answers, Correct Answers, Incorrectly Answered Questions Question 1 Selected Answer: Answers: ________ involves direct interaction with one or more prospective buyers for the purpose of making presentations, answering questions, and procuring orders. b. Personal selling a. Direct marketing b. Personal selling c. Direct selling d. Sales consulting e. Order taking Question 2 Selected Which of these is a notable bene±t of the FABV approach to selling? mySIUE myServices Star±sh Sexual Violence Prevention Training Feedback 0.25 out of 0.25 points 0.25 out of 0.25 points Joseph Kimball

10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id=… 2/15 Answer: Answers: a. It helps salespeople allocate their time for a more balanced approach to selling a. It helps salespeople allocate their time for a more balanced approach to selling b. It focuses sales presentations and demonstrations on product features c. It encourages salespeople to spend more time describing product features d. It encourages salespeople to spend less time on value and more on advantages e. It encourages salespeople to spend less time on benefits and more on value Question 3 Selected Answer: Answers: A prospect who is stalling on buying a new phone because she is reluctant to let go of a phone that has served her well for ±ve years is exhibiting ________. d. psychological resistance a. logical resistance b. cognitive dissonance c. buyer's remorse d. psychological resistance e. product empathy Question 4 Selected Answer: Answers: Which of the following is the ±rst step in the process of personal selling? a. Prospecting and qualifying a. Prospecting and qualifying b. Sales pre-approach c. Sales presentation d. Unearthing objections 0.25 out of 0.25 points 0.25 out of 0.25 points

10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id=… 3/15 e. Demonstrating advantages Question 5 Selected Answer: Answers: In the BANT acronym, A stands for ________. b. authority a. action b. authority c. activate d. austerity e. autonomy Question 6 Selected Answer: Answers: When a company is trying to decide between sta²ng its own sales force or using an outside sales agency to sell its products, its ±rst step is to ________. e. estimate the dollar volume of sales each alternative is likely to generate a. interview sales agencies b. ask customers what they would prefer c. prepare a sales test in which it tries using both methods for at least three months d. estimate the costs of selling different volumes through each channel e. estimate the dollar volume of sales each alternative is likely to generate Question 7 Selected Answer: Answers: Which of these is NOT one of the four components of sales force compensation? c. Recognition a. The fixed amount 0.25 out of 0.25 points 0.25 out of 0.25 points 0.25 out of 0.25 points

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10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id=… 4/15 b. The variable amount c. Recognition d. Expense allowances e. Benefits Question 8 Selected Answer: Answers: Direct marketing is the use of consumer-direct channels to reach and deliver goods and services to customers without ________. c. using intermediaries a. using digital media b. using conventional mail c. using intermediaries d. any previous marketing contacts e. brand-building communication Question 9 Selected Answer: Answers: A 30- or 60-minute television commercial dedicated to selling complicated or technologically advanced products is ________. a. an infomercial a. an infomercial b. a long-form commercial c. a sales episode d. a demonstration commercial e. direct TV Question 10 Selected Answer: Answers: Which of the following is a major advantage of using direct mail? a. Direct mail permits target market selectivity a. Direct mail permits target market selectivity b. It is the best suited tool for selling complex products 0.25 out of 0.25 points 0.25 out of 0.25 points 0.25 out of 0.25 points

10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id=… 5/15 c. Campaign testing is not needed for direct mail d. Direct mail has very high conversion rates e. It is the best method to sell industrial products Question 11 Selected Answer: Answers: Today's holistic marketers view the entire supply chain as a ________. c. value network a. profit center b. cost center c. value network d. healthy competitor e. holdover from the pre-internet era Question 12 Selected Answer: Answers: What two intermediaries are typically found in a dual-level channel? b. A wholesaler and a retailer a. Two retailers b. A wholesaler and a retailer c. A manufacturer and a distributor d. A dealer and a manufacturer e. A dealer and a wholesaler Question 13 Selected Answer: Answers: ________ are sets of interdependent organizations participating in the process of making a product or service available for use or consumption. a. Distribution channels a. Distribution channels b. Interstitials c. Communication channels d. Sales territories 0.25 out of 0.25 points 0.25 out of 0.25 points 0.25 out of 0.25 points

10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id=… 6/15 e. Marketing terrains Question 14 Selected Answer: Answers: A group of small grocery shops forms a new business entity to buy products directly from manufacturers. The group buys products in bulk that are then distributed among members. This helps the shops obtain better pro±t margins. Which of the following types of vertical marketing systems can be observed here? a. Contractual a. Contractual b. Corporate c. Administered d. Controlled e. Regulatory Question 15 Selected Answer: Answers: Alcart Solutions is a large distributor of Aldor phones in Canada. The company distributes products to various retailers in the New Brunswick province. Recently Aldor received several complaints from retailers that Alcart o³ers preferential treatment to some of the other retailers in the region. This is an example of ________ con´ict. b. horizontal a. multichannel b. horizontal c. vertical d. intermediate e. parallel Question 16 Selected Answer: Answers: When Estée Lauder set up a website to sell its Clinique and Bobbi Brown brands, Dayton Hudson reduced space for Estée Lauder products in its department stores in response to the ________ con´ict. c. vertical channel a. horizontal channel 0.25 out of 0.25 points 0.25 out of 0.25 points 0.25 out of 0.25 points

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10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id=… 7/15 b. multichannel c. vertical channel d. grid channel e. end-customer Question 17 Selected Answer: Answers: If a producer wants to achieve rapid market penetration through a low-price policy, while a dealer wants to work with high margins to pursue short-run pro±tability, the source of the channel con´ict is ________. b. goal incompatibility a. unclear roles and rights b. goal incompatibility c. differences in perception d. intermediaries' dependence on the manufacturer e. strategic justification Question 18 Selected Answer: Answers: ________ includes strategically procuring the right inputs (raw materials, components, and capital equipment), converting them e²ciently into ±nished products, and dispatching them to the ±nal destinations. c. Supply chain management a. Logistics b. Channel management c. Supply chain management d. Just-in-time inventory e. Purchasing management Question 19 Selected Answer: Which of these is an important disadvantage of just-in-time inventory management? d. It lacks ´exibility when distribution logistics are interrupted 0.25 out of 0.25 points 0.25 out of 0.25 points 0.25 out of 0.25 points

10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id=… 8/15 Answers: a. Few distribution managers know about it b. It has been replaced by zero-inventory logistics c. Its inventory-carrying costs are too high d. It lacks flexibility when distribution logistics are interrupted e. Its inventory-carrying costs are impossible to predict Question 20 Selected Answer: Answers: Which of these is NOT an inventory carrying cost? d. Setup costs a. Storage charges b. Cost of capital c. Depreciation d. Setup costs e. Obsolescence Question 21 Selected Answer: Answers: ________ includes planning the infrastructure to meet demand and then implementing and controlling the physical ´ows of materials and ±nal goods from points of origin to points of use to meet customer requirements at a pro±t. a. Market logistics a. Market logistics b. Containerization c. Transportation d. Non-store retailing e. Wholesaling Question 22 Selected Answer: Answers: ________ consists of putting goods in boxes or trailers that are easy to transfer between two transportation modes. a. Containerization a. Containerization 0.25 out of 0.25 points 0.25 out of 0.25 points 0.25 out of 0.25 points

10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id=… 9/15 b. Haulage c. Inventory carrying d. Order processing e. Warehousing Question 23 Selected Answer: Answers: ________ includes all the activities in selling goods or services directly to ±nal consumers for personal, non-business use. b. Retailing a. Wholesaling b. Retailing c. Procurement d. Promoting e. Warehousing Question 24 Selected Answer: Answers: What key step must a retailer make before it can make consistent decisions about product assortment, store decor, advertising messages and media, price, and service levels? c. De±ne and pro±le its target market a. Choose locations b. Decide on an online strategy c. Define and profile its target market d. Choose wholesalers and other suppliers as needed e. Plan staffing Question 25 Selected Answer: Answers: Which of these is a natural advantage that brick-and-mortar retailers can o³er their customers over e-commerce alternatives? c. Real-time customer service a. In-depth product information 0.25 out of 0.25 points 0.25 out of 0.25 points 0.25 out of 0.25 points

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10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id… 10/15 b. Product search capabilities c. Real-time customer service d. Product comparison capabilities e. Vast product selection Question 26 Selected Answer: Answers: A store selling expensive artwork and luxury goods typically falls into the ________ group with respect to margins and volume. e. high-markup, low-volume a. mixed markup, high-volume b. low-volume, mixed markup c. low-volume, low-markup d. high-volume, low markup e. high-markup, low-volume Question 27 Selected Answer: Answers: Which one of these retailers carries the broadest range of products? e. Supermarket a. Drugstore b. Specialty store c. Category killer d. Convenience store e. Supermarket Question 28 Selected Answer: Answers: Dollar General and Family Dollar are retail chains that specialize in selling goods at very low prices. To achieve this, they stock a very narrow assortment of necessities and o³er customers a no-frills shopping experience. They are examples of the ________ store format. c. hard discount a. off-price 0.25 out of 0.25 points 0.25 out of 0.25 points 0.25 out of 0.25 points

10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id… 11/15 b. specialty c. hard discount d. superstore e. convenience Question 29 Selected Answer: Answers: “Equate” and “Great Value” at Walmart are examples of a ________ brand. e. private label a. generic b. franchisee c. marque d. national e. private label Question 30 Selected Answer: Answers: ________ are unbranded, plainly packaged, less expensive versions of common products such as spaghetti, paper towels, and canned peaches. c. Generics a. Common carriers b. Shills c. Generics d. Private labels e. Marques Question 31 Selected Answer: Answers: ________ typically buy directly from the manufacturer, take title to the merchandise they handle, store the product, and then sell it to the customer. c. Merchant wholesalers a. Brokers b. Agents 0.25 out of 0.25 points 0.25 out of 0.25 points 0.25 out of 0.25 points

10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id… 12/15 c. Merchant wholesalers d. Specialized wholesalers e. Retailers' branches Question 32 Selected Answer: Answers: Which of these is NOT one of the quadrants in the Product-Market Growth framework? b. Market retrenchment a. Market penetration b. Market retrenchment c. Market development d. Product development e. Diversification Question 33 Selected Answer: Answers: The alternative to growing through mergers and acquisitions is commonly referred to as ________. a. organic growth a. organic growth b. internal growth c. natural growth d. self-directed growth e. external growth Question 34 Selected Answer: Answers: As the marketing manager for a ´oor tile manufacturer, Evans Smith is given a target to achieve 500 new customers by the end of summer. He decides to search the market for probable customers who might use his ±rm's products but currently do not. Which of the following growth strategies is Evans pursuing? a. Market-development strategy a. Market-development strategy b. New-market segment strategy 0.25 out of 0.25 points 0.25 out of 0.25 points 0.25 out of 0.25 points

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10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id… 13/15 c. Geographical-expansion strategy d. Needs-assessment strategy e. Consolidation strategy Question 35 Selected Answer: Answers: As a market follower strategy, the ________ emulates the leader's products, name, and packaging, with slight variations. b. cloner a. counterfeiter b. cloner c. imitator d. adapter e. innovator Question 36 Selected Answer: Answers: When large companies can no longer defend their full territory, they can launch a ________ defense where they give up weaker markets and reassign resources to stronger ones. a. contraction a. contraction b. preemptive c. flank d. mobile e. position Question 37 Selected Answer: Answers: ________ involves gradually reducing the costs of a product or business while trying to maintain sales, in the decline stage of product life cycle (PLC). b. Harvesting a. Divesting b. Harvesting 0.25 out of 0.25 points 0.25 out of 0.25 points 0.25 out of 0.25 points

10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id… 14/15 c. Obsoleting d. Liquidating e. Riding out Question 38 Selected Answer: Answers: ________ is a slowdown in sales growth, in a product life cycle (PLC), because the product has achieved acceptance by most potential buyers. e. Maturity a. Obsolescence b. Introduction c. Growth d. Decline e. Maturity Question 39 Selected Answer: Answers: A(n) ________ strategy is another name for identifying shifts in market segments that are causing gaps to develop, then rushing in to ±ll the gaps and developing them into strong segments. b. ´anking a. frontal attack b. flanking c. encircling d. counteroffensive e. bypass Question 40 Selected Answer: Answers: A marketing manager has decided to leapfrog the competition by moving into cutting-edge technologies. This indirect approach to attacking competition can be characterized as a(n) ________ attack. c. bypass a. flank 0.25 out of 0.25 points 0.25 out of 0.25 points 0.25 out of 0.25 points

10/12/22, 3:02 PM Review Test Submission: Conceptual Assessment-4 MCQ Quiz ... https://bb.siue.edu/webapps/assessment/review/review.jsp?attempt_id=_19313196_1&course_id=_80705_1&content_id=_3206654_1&outcome_id… 15/15 Wednesday, October 12, 2022 3:02:35 PM CDT b. encirclement c. bypass d. guerrilla e. frontal ← OK

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Conceptual Assessment-4 MCQ Quiz

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