1 These employees are well-educated, well-trained professionals who work to build and maintain long-term customer relationships by listening to their customers, assessing customer needs, and organizing the company's efforts to solve customer problems. Who are these employees? A. salespeople B. account development reps C. district managers D. all of the above 2. Of the following, which is the least creative sales position? A. order getter B. account development rep C. account executive D. order taker 3. ________ involves two-way, personal communication between salespeople and individual customers–whether face-to-face, by telephone, through video or Web conferences, or by other means A. Direct marketing B. Advertising C. Personal selling D. Integrated marketing communication 4. What is the role of a chief revenue, or chief customer, officer? A. to oversee both marketing and sales B. to oversee marketing C. to represent the company to customers D. to represent customers to the company 5. Of the three typical types of sales force structures, which one is often supported by many levels of sales management positions in specific geographical areas? A. complex systems B. territorial C. product D. customer 6. Which of the following is not a disadvantage of a product sales force structure? A. salespeople spending time to see the same customer's purchasing agents B. increased customer delivery time C. overlapping use of resources with big customers D. extra selling costs involved with multiple sales visits from separate divisions 7. Members of a company's ________ travel to call on customers in the field. A. complex sales force B. inside sales force C. customer sales force D. outside sales force 8. Which activity is not typical for a sales assistant? A. provide technical support B. call ahead and confirm appointments C. complete administrative tasks D. answer customers' questions 9. In many cases today, a major reason to adopt team selling stems from changes in ________. A. customers' buying organizations B. technological capabilities C. competition
D. fewer skilled salespeople 10. All of the following are problems associated with the poor selection of salespeople except which one? A. disrupted customer relationships B. less productivity C. costly turnover D. less office support
Answer of Multiple Choice Questions 1. (D)
2. (D)
3. (C)
4.(A)
5.(B)
6.(B)
7.(D)
8(A)
9(A)
10(D)
1. In terms of the 'anatomy of a product', there are three aspects to any product or service. These are the core benefit or service, actual product and _________ product. A. augmented B. auxiliary C. ancillary D. probable 2. Consumer products are purchased for personal consumption and classification is based upon consumer shopping habits. Which of the following is not defined as a consumer product? A. Convenience products. B. Supplies and services. C. Speciality products. D. Shopping products. 3. Which of the following benefits is not communicated and delivered by tangible product attributes? A. Style. B. Effectiveness of product. C. Quality. D. Design. E. Features. 4. Branding assists buyers in numerous ways. Which of the following is not a direct consumer benefit derived from branding? A. Branding enables suppliers to attract loyal and profitable set of customers. B. Brand names convey product quality. C. Brand names increase shopper efficiency. D. Brand names raise awareness and increase consumer interest. 5. What is defined as the product mix width? A. Number of different variants of a product. B. Total number of product items. C. Defined by the number of product lines offered. D. None of the above. 6. What elements constitute a brand? A. Name, words or symbols, singly or collectively that distinguish one product from another. B. Name, design, style, words or symbols, singly or collectively that distinguish one product from another. C. Name, design, style, words or symbols, that distinguish one product from another. D. Design, style, or symbols, singly or collectively that distinguish one product from another. 7. What is the brand mark? A. Brand name or logo registered and protected for the owner's sole use. B. Specifically the visual brand identity, consisting of design and symbols.
C. The visual brand identity, consisting of design and symbols protected for the owner's sole use. D. The legal name of an organisation. 8. To create and sustain the longevity of brands the product range needs to be managed in sympathy with changes in which of the following environments? A. Customer and European environments. B. Customer and competitive environments. C. Competitive and European environments D. European and international environments. E. Client and customer environments. 9. The management of the changes to create and sustain the longevity of brands in relation to changes in the customer and competitive environment is achieved through which of the following two concepts? A. Placing and replacing. B. Positioning and repositioning. C. Staging and re-staging. D. Mounting and re-mounting. E. Forging and re-forging. 10. At the introduction stage of the Product Life Cycle (PLC), which of the following are the marketers' two main priorities? A. Creating shelf space and generating awareness. B. Launch planning and creating shelf space. C. Launch planning and generating awareness. D. Generating awareness and stimulating responses. E. Stimulating responses and stimulating trial.
Answer of Multiple Choice Questions 1. (A)
2. (B)
3. (B)
4. (A)
5. (C)
6. (B)
7. (A)
8 (B)
9 (B)
10 (D)
1. There are several predominant forms of retail ownership to be found. Which of the following are examples of these? A. Independents; wholesalers; corporate chains. B. Independents; corporate chains; contractual systems. C. Independents; wholesalers; contractual systems. D. Corporate chains; specialists; contractual systems. 2. There are many reasons why a department store allows another established high street retailer to have space on its premises. Which of the following are examples of the general reasons for cohabitation? A. Saves time for the customer; encourages cross trading; shortage of space; lack of suitable sites. B. Encourages cross trading; shortage of space; corporate rationalisation. C. Saves time for the customer; encourages cross trading; shortage of space; lack of suitable sites; corporate rationalisation. D. Encourages cross trading; shortage of space; lack of suitable sites. 3. A marketing channel can be defined as which of the following? A. The structure linking a group of individuals or organisations. B. The flow of materials from one point to another. C. The marketing link between a wholesaler and a retailer. D. An advertising campaign to reach customers. 4. Each person in the distribution channel may be referred to as which of the following? A. An interpreter.
B. An intermission. C. An intersector. D. An intermediary. 5. Various functions are performed by the various types of intermediaries in return for their margins. Which of the following are examples of these functions? A. Breaking bulk. B. Storing products. C. Product changes. D. All of the above. 6. Which of the following are not examples of intermediaries? A. Distributors. B. Retailers. C. Wholesalers. D. Clients. 7. Distributors and dealers are intermediaries who do not generally do which of the following? A. Add value. B. Develop new products. C. Give credit. D. Give after sales service. 8. Which of the following is known as a short-channel? A. Producer-wholesaler-retailer-consumer. B. Direct to the consumer. C. Producer-retailer-consumer. D. Consumer-retailer-wholesaler. 9. ______________ are businesses whose sales primarily come from retailing. A. Rack jobbers B. Drop shippers C. Retailers D. Wholesalers 10. Which of the following retailing forms carries several product lines—typically clothing, home furnishings, and household goods with each line operated as a separate department managed by specialist buyers or merchandisers? A. Supermarkets. B. Department stores. C. Convenience stores. D. Specialty stores.
Answer of Multiple Choice Questions 1. (B)
2. (C)
3. (A)
4. (D)
5. (D)
6. (D)
7. (B)
8 (C)
9 (C)
10 (B)
1. Which of the following retailing types is best characterized by such stores as ToysRUs, Petsmart, Staples, Home Depot, and SportChek? A. Category killers. B. Discount stores. C. Off-price retailers. D. Department stores.
2. ____________ is a huge store that combines supermarket, discount, and warehouse retailing to sell routinely purchased goods as well as furniture, large and small appliances, clothing, and many other items. A. factory outlet B. category killer C. hypermarket D. off-price retailer 3. Corporate chain stores appear in all types of retailing. The form is strongest in all of the following categories of retailing EXCEPT: A. Drug stores. B. Variety stores. C. Department stores. D. Flower stores. 4. Wholesaler-sponsored groups of independent retailers engaged in bulk buying and common merchandising are called: A. Retailer cooperatives. B. Corporate chain stores. C. Voluntary chains. D. Franchise organizations. 5. McDonald's, Pizza Hut, and Midas Muffler would all be examples of which of the following retail organizational forms? A. Retailer cooperatives. B. Voluntary chains. C. Merchandising conglomerates. D. Franchise organizations. 6. Each store has a "feel"; one store is cluttered, another charming, a third plush, a fourth somber. Which of the following terms would most closely be associated with this "feel"? A. Store flow. B. Store atmosphere. C. Store services. D. Store assortment. 7. Which of the following shopping centre forms is characterized by having 15 to 40 stores made up of a branch of a department store or variety store, a supermarket, specialty stores, professional offices, and sometimes a bank? A. Strip mall. B. Neighbourhood shopping centre. C. Regional shopping centre. D. Community shopping centre. 8. ____________ includes all activities involved in selling goods and services to those buying for resale or business use. A. Logistics B. Wholesaling C. Retailing D. Manufacturing 9. All of the following would be considered to be channel functions performed by wholesalers EXCEPT: A. Management services and advice. B. Transportation. C. Warehousing. D. Alterations of products (such as clothing). 10. Brokers and agents differ from wholesalers in two ways: they perform only a few functions and
_____________________. A. they do not make as much profit as wholesalers. B. they never see the merchandise. C. they never promote the merchandise. D. they do not take title to goods.
Answer of Multiple Choice Questions 1. (A)
2. (C)
3. (D)
4. (C)
5. (D)
6. (B)
7. (D)
8 (B)
9 (D)
10 (D)
1. There are two types of full-services wholesalers. Which of the following pairs would be a correct choice? A. Rack jobbers and producer's cooperatives. B. Drop shippers and truck wholesalers. C. Wholesale merchants and industrial distributors. D. Cash-and-carry wholesalers and truck jobbers. 2. Which of the following is characterized as being a type of organization whose chief function is to bring buyers and sellers together and assist in negotiation (they do not take title to the goods)? A. Brokers. B. Drop shippers. C. Rack jobbers. D. Producer's cooperatives. 3. All of the following would be considered by the text to be forms of agents EXCEPT: A. Commission merchants. B. Wholesale merchants. C. Selling agents. D. Purchasing agents. 4. A set of interdependent organizations involved in the process of making a product or service available for use or consumption by the consumer or business user is called a: A. Channel transfer. B. Marketing connection. C. Distribution channel. D. Marketing logistics function. 5. All of the following functions would be key functions to help complete transactions in a marketing channel EXCEPT: A. Negotiation. B. Matching. C. Contact. D. Markup and markdown management. 6. Which of the following would be considered to be a key function in the marketing channel that would help others to fulfill the completed transactions? A. Promotion. B. Information. C. Financing. D. Matching. 7. Which of the following channel arrangements contain one or more intermediary levels? A. Telephone marketing channel. B. Direct marketing channel. C. Door-to-door marketing model (used by Avon, Amway, or Tupperware).
D. Indirect marketing channel. 8. Jack Smith Ford lodged an official complaint with Ford Motor Company because other dealers in the trade area were stealing sales (according to Jack Smith), being too aggressive in their pricing and advertising, and were selling outside designated territories. Mr. Smith's complaint would be an example of which of the following types of conflict that can occur in or between distribution channels? A. Vertical conflict. B. Horizontal conflict. C. Pyramidal conflict. D. Multi-layer conflict. 9. Office furniture maker Herman Miller created conflict with its dealers when it opened an online store and began selling its products directly to consumers. What form of distribution channel conflict did Herman Miller create with its move into online marketing? A. Pyramidal conflict. B. Vertical conflict. C. Multi-layer conflict. D. Horizontal conflict. 10. Which of the following forms of vertical marketing systems has channel leadership established through common ownership? A. Corporate VMS. B. Hybrid channel system. C. Contractual VMS. D. Administered VMS.
Answer of Multiple Choice Questions 1. (C)
2. (A)
3. (B)
4. (C)
5. (D)
6. (C)
7. (D)
8 (B)
9 (B)
10 (A)
1. Pro Home Hardware, Co-op Grocery Stores, and Pharmacare Drug Stores would all be examples of which of the following forms of contractual VMS. A. Wholesaler-sponsored voluntary chains. B. Manufacturer-sponsored retailer franchise system. C. Retailer cooperatives. D. Franchise organizations. 2. If Burger King, A&W Root Beer, and Pizza Hut place operations in Shell, Irving, or Esso gasoline stations, the organizations are all participating in which of the following forms of marketing systems? A. Horizontal marketing systems. B. Administered vertical marketing systems. C. Franchise marketing systems. D. Vertical marketing systems. 3. Air Canada has decided that one way to expand sales is to sell directly to customers and bypass travel agencies or other forms of retailers that at one time were the traditional distribution partners for this airline giant. Air Canada is among a growing number of companies that are pursuing policies of ______________ that are radically changing distribution channel design and arrangements. A. predatory pricing B. disintermediation C. dual-distribution D. radical channel design 4. ______________ is a process of giving a limited number of dealers the exclusive right to distribute the company's
products in their territories. A. Selective distribution B. Marginal distribution C. Exclusive distribution D. Intensive distribution 5. Which of the following legislative acts considered and evaluated the legality of exclusive dealing arrangements in Canada? A. Robinson-Patman Act. B. The Competition Act. C. Federal Trade Commission Act. D. Sherman Anti-trust Act. 6. Marketing logistics addresses many problems and flows of goods in a marketing channel. If a marketer were to move broken, unwanted, or excess products returned by consumers or resellers to their point of origin, ______________ would be used. A. parallel distribution B. inbound distribution C. outbound distribution D. reverse distribution 7. All of the following would be among the major logistics functions within a logistics system EXCEPT: A. Order processing. B. Transportation. C. Warehousing. D. Sales promotion. 8. Which of the following transportation forms carries 25 percent of total cargo shipped in Canada, and accounts for the largest portion of transportation within cities, rather than between cities? A. Railroads. B. Water carriers. C. Pipelines. D. Trucks.
Answer of Multiple Choice Questions 1. (C)
2. (A)
3. (B)
4. (C)
5. (B)
6. (D)
7. (D)
8 (D)
1. A reduction from the original or previous retail price of merchandise is referred to as a: A. markup. B. additional markup. C. markdown. D. markdown cancellation. 2. An upward price adjustments that are offset against former markdowns is called a: A. markup. B. additional markup. C. markdown. D. markdown cancellation. 3. A price revision that increases selling price above the original retail price is called a: A. markup. B. additional markup. C. markdown.
D. markdown cancellation. 4. A reduction in the retail value of merchandise, such as markdowns, stock shortages, and employee and customer discounts, is referred to as a: A. retail reduction. B. retail addition. C. unusual markup. D. additional cost. 5. Merchandise purchased by the retailer at a lower than regular price is called: A. bonus buying. B. factoring. C. special purchase. D. additional markup. 6. Which are NOT reasons for additional markup? A. To correct an error made by the buyer if the initial markup was too low B. To increase retail to coincide with an increase in cost C. New merchandise received costs more than identical merchandise in stock D. To combat competition 7. What is price skimming? A. Setting a high price which consumers perceive as indicating high quality. B. Setting a low price to "skim off" a large number of consumers. C. Setting an initially-high price which falls as competitors enter the market. D. All of the above 8. Setting a price below that of the competition is called: A. Penetration pricing. B. Competitive pricing. C. Skimming. D. All of these 9. Which of the following is NOT a reason for cutting prices? A. Market defence. B. Capacity utilisation. C. Increasing profit margins. D. All of these 10. Which of the following is NOT a reason for increasing prices? A. Curbing demand. B. Price comparison. C. Cost pressures. D. All of these
Answer of Multiple Choice Questions 1. (C)
2. (D)
3. (B)
4. (A)
5. (C)
6. (D)
7. (C)
8 (A)
9 (C)
10 (B)
1. A change in total cost caused by adding one more unit to the production total is called: A. Variable cost. B. Marginal cost. C. Fixed cost. D. All of these
2. A cost which does not vary no matter how much is produced is called: A. Marginal cost. B. Basic cost. C. Fixed cost. D. All of the above 3. A profit calculated by adding a percentage to the costs of production is called: A. Margin. B. Breakeven. C. Mark-up. D. All of the above 4. A profit calculated on the basis of a percentage of the selling price is called: A. Margin. B. Mark-up. C. Breakeven. D. All of these 5. Calculating prices on the basis of what the market will pay is called: A. Demand pricing. B. Competitive pricing. C. Prestige pricing. D. All of these 6. Ending prices with 99p is called: A. Odd-even pricing. B. Prestige pricing. C. Price lining. D. All of the above 7. Bundle pricing is: A. Providing a group of prices for one product category. B. Packaging a group of products together. C. Providing a bundle of benefits for one price. D. All of the above
Answer of Multiple Choice Questions 1. (B) .
2. (C)
3. (C)
4. (A)
5. (A)
6. (A)
7. (B)
