Chapters 13-17
1. The intentional coordination of every communication from a firm to a target customer to convey a consistent and complete message
a. AIDA model
b. Promotions
c. Communication process
d. Integrated marketing communication
2. Managers of their company's mass selling effort in television, newspapers, magazines, and other media
a. Public relations manager
b. Advertising manager
c. Sales promotion manager
d. Sales manager
3. Managers of their company's sales promotions effort
a. Public relations manager
b. Advertising manager
c. Sales manager
d. None of the above
4. Pushing is
a. Using normal promotion effort to help sell the whole marketing mix to possible channel members
b. The process that shows when different groups accept ideas
c. The target of a message in the communication process usually to a client
d. An approach to developing a budget and basing the budget on the job to be done
5. The carrier of the message
a. Source
b. Message channel
c. Sender
d. Decoder
6. The source in the communication process who decides what to say and translates it into word that will have the same meaning to the receiver
a. Decoding
b. Encoding
c. Receiving
d. Sending
7. The group in the adoption curve that avoids risk and waits to consider a new idea until many early adopters try and like it.
a. Late majority
b. Early adopters
c. Early majority
d. Laggards
8. What is not of basic sales tasks
a. Order- getting
b. Order- taking
c. Supporting
d. None of the above
9. Following all the leads in the target market to identify potential customers
a. Prospecting
b. Mass Selling
c. Telemarketing
d. Team selling
10. Missionary salespeople
a. Salespeople who help the order-oriented salespeople, but don't try to get the orders themselves
b. Supporting salespeople who work for producers by calling on their middlemen and their customers
c. Salespeople who work with customers to resolve problems that arise with a purchase
d. Salespeople who provide technical assistance to order-oriented salespeople
11. Product advertising
a. Advertising to keep the product's name before the public
b. Advertising that tries to develop primary demand for a product category
c. Adverting that tries to sell a specific product category
d. Advertising that tries to sell a specific product
12. Competitive advertising that aims for immediate buying action
a. Competitive persuasive advertising
b. Direct competitive advertising
c. Indirect competitive advertising
d. Competitive corrective advertising
13. Tries to sell a product and can be targeted to channel member or final consumers
a. Cooperative advertising
b. Coordinating advertising
c. Institutional advertising
d. None of the above
14. Controls unfair advertising practices
a. FCC
b. FTC
c. SEC
d. None of the above
15. Publicity can rely on two types of unpaid advertising
a. Owned
b. Earned
c. A and B
d. Only A
16. Trying to sell the top of the market at a high price before aiming at more price sensitive customers
a. Penetration pricing policy
b. Flexible pricing policy
c. Introductory pricing policy
d. Skimming price policy
17. Reduction in price for larger purchases over a given period
a. Trade discount
b. Seasonal discount
c. Cumulative quantity discount
d. None of the above
18. Push money allowances
a. Spiffs given to retailers by manufacturers to pass on to retailers' sales clerks for aggressively selling certain items
b. A temporary spiffs from the list price
c. A price reduction give for used products when similar new products are bought
d. Spiffs given to manufacturers from whole sellers for aggressively selling certain items
19. Price fixing
a. Misleading prices that customers are shown to suggest that the price they are to pay has been discounted from list
b. Setting a fair price level for marketing mix that really give the target market superior customer value
c. Injuring competition by selling the same products to different buyers at the same prices
d. Competitors illegally getting together to raise, lower, or stabilize prices
20. A law that makes illegal any price discrimination if it injures competition
a. Sherman Act
b. Robinson-Patman Act
c. Wheeler-Lea Act
d. Davidson Act
21. A dollar amount added to cost of products to get the selling price
a. Markup
b. Percent Markup
c. Markup Chain
d. Fixed markup
22. The sum of those changing expenses that are closely related to output
a. Fixed cost
b. Average variable cost
c. Total variable cost
d. Average fixed cost
23. Setting some very low prices
a. Reference pricing
b. Bait pricing
c. Leader pricing
d. Psychological pricing
24. Setting prices that have special appeal to target customers
a. Reference pricing
b. Bait pricing
c. Leader pricing
d. Psychological pricing
25. The selling price per unit minus the variable cost per unit
a. Break even point for contribution per unit
b. Fixed cost contribution per unit
c. Marginal analysis for contribution per unit
d. Value in use for contribution per unit
26. What is the difference between pushing and pulling using promotions to sell a product? Go into detail. Give examples for both pushing and pulling.
27. Tell me the difference between institutional advertising and product advertising
28. Tell me the advantages and disadvantages of using five different types of media (e.g. magazines).
29. What are things that impact marketer's pricing decisions?
30. List at least five different types of allowances and discounts. Describe each of their purposes
Explain to me the communication process.
Tell me about your marketing pitch project. Use at least half the page to answer the question.