CH. 16-20

Question 1

A___ is an individual who represents a company by prospecting, communicating, selling, etc.

Answer 1

Sales person

Question 2

___ is defined as analyzing, planning implementing, sales force activities

Answer 2

sales force management

Question 3

In the __ each sales person is assigned an exclusive geographic area.

Answer 3

Territorial sales force structure

Question 4

If a company __, it should adopt a structure in which the sales force specializes in a product line

Answer 4

has numerous and complex products

Question 5

which helps companies set sales force size

Answer 5

work load approach

Question 6

Robin works at a manufacturing company in OH. In her company, robin is most likely part of a ___

Answer 6

inside sales force

Question 7

Which abilities would least likely be measured when testing for sales positions

Answer 7

accounting skills

Question 8

more and more companies are moving away from high commission plans because of ___

Answer 8

sales people tend to become pushy

Question 9

A ___ shows how much time is taken training, selling, waiting, taking breaks, by sales people

Answer 9

Time and duty analysis tool

Question 10

___ refers to the standard that establishes the amount each person should sell and how sales should be divided among products

Answer 10

sales quota

Question 11

amazon.com and geico approach customers via web and mobile apps. Example of ___ marketing.

Answer 11

Direct

Question 12

All of the following are benefits of direct marketing for sellers except

Answer 12

mass reach and immediate returns

Question 13

Companies such as amazon and expedia that sell products exclusively online are known as ___

Answer 13

e-tailers

Question 14

which best describes the NYtimes.com and ESPN.com

Answer 14

Content sites

Question 15

___ companies use both offline and online marketing channels

Answer 15

multi channel companies

Question 16

__ are designed to engage consumers and interactions that move them closer to marketing outcomes

Answer 16

marketing websites

Question 17

a ___ is designed to present brand content that engages consumers and creates community

Answer 17

branded community website

Question 18

online ads that include animations, video, sound interactions are called

Answer 18

rich media ads

Question 19

a ___ is an unsolicited, unwanted email message that clogs up email boxes

Answer 19

spam

Question 20

___ involves creating a website, video, email, mobile, message advertisement, marketing event that people find so effective people pass along to friends

Answer 20

viral marketing

Question 21

gaining ___ requires delivering more value than competitors

Answer 21

competitive advantage

Question 22

companies can identify their competitors from both types of view

Answer 22

industry and market

Question 23

a company is guilty of ___ if they forget latent competitors and focus only on current competitors

Answer 23

competitor myopia

Question 24

each company has a mix of objectives, company wants to know importance on all of the following except

Answer 24

company history

Question 25

___ is the process of comparing companies to products and processes to those of competitors to improve quality of performance

Answer 25

benchmarking

Question 26

a firm should compete with ____ competitors

Answer 26

strong

Question 27

an analysis conducted to determine what benefits customers value is known as

Answer 27

brand value analysis

Question 28

the competitive intelligence system continuously collects info through

Answer 28

online monitoring

Question 29

strategies that strongly position itself against competitors are ___ strategies

Answer 29

competitive marketing

Question 30

according to the text, what location does coke consider long term growth opportunity

Answer 30

Africa

Question 31

A ___ firm is one that operates in more than one company

Answer 31

Global

Question 32

immediately after deciding what markets to enter, companies should determine ___

Answer 32

how to enter the market

Question 33

which refers to a tax levied by a foreign government on imported products

Answer 33

tariff

Question 34

a __ is a limit on amount of goods that imported countries will accept

Answer 34

quotas

Question 35

a ___ serves to limit amount of foreign exchange and exchange rate against other currencies

Answer 35

exchange control

Question 36

bias against bids by America is an example of ___

Answer 36

non tariff trade barrier

Question 37

which was designed to help foster trade between nations

Answer 37

GATT

Question 38

The ___ was established to replace GATT in 1995 and now oversees original GATT provisions

Answer 38

WTO

Question 39

A ___ community is a group of nations organized to work toward common goals in trade

Answer 39

Economic

Question 40

Economic communities are also known as

Answer 40

free trade zones

Question 41

in 1994 ___ established FTZ among US, Canada, and Mexico

Answer 41

NAFTA

Question 42

a countries ___ shapes product, service needs, income, and employment levels

Answer 42

industrial structure

Question 43

in a ___ the majority of people engages in simple agriculture and consumes most of the output

Answer 43

sustenance economy

Question 44

in a ___ economy fast growth and manufacturing results in rapid economic growth

Answer 44

Industrializing

Question 45

___ are major experts of manufactured goods, services, and investment funds

Answer 45

industrial economies

Question 46

___ calls for meeting needs of consumers and businesses while also presenting abilities of future consumers to meet needs

Answer 46

sustainable marketing

Question 47

the ___ concept is focused on future company needs

Answer 47

strategic planning

Question 48

the ___ concept is focused on future welfare of consumers

Answer 48

societal

Question 49

consumer advocates, gov agencies, and other critics have accused marketing of harming consumers through

Answer 49

planned obsolescence

Question 50

critics point to what when they accuse marketing of harming consumers through increased prices

Answer 50

excessive markup

Question 51

critics charge that intermediaries are ___

Answer 51

inefficient

Question 52

critics charge that promotion adds only ___ to a product

Answer 52

psychological value

Question 53

deceptive practices fall into pricing, promotions, and ___

Answer 53

packaging

Question 54

deceptive practices includes misrepresenting the products ___

Answer 54

features and performance

Question 55

in advertising, puffery is a term that refers to ___

Answer 55

innocent exaggeration for effect

Question 56

___ involves persuading people to buy goods they had no thought of buying

Answer 56

high pressure selling

Question 57

___ refers to continually changing concepts of acceptable style to encourage buying

Answer 57

perceived obsolescence

Question 58

when major chains avoid placing stores in disadvantaged neighborhoods, they are likely to be accused of ___

Answer 58

redlining

Question 59

which leads to cultural pollution?

Answer 59

commercial noise