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Question 1
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Which of the following is a reason for a company to raise its prices?
Select one:
a. to address the issue of overdemand for a product
b. to win a larger share of the market
c. to use excess capacity
d. to boost sales volume
e. to balance out decreasing costs
Question 2
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The National Traffic and Safety Act (1958) provides for the creation of compulsory safety standards for ________.
Select one:
a. automobiles and tires
b. peak hour traffic volumes
c. exposure to vehicular pollution
d. speed limits and emission checks
e. periodic testing of license holders
Question 3
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CashSecure is a financial services provider. Whenever a customer has a child who is about to become eligible for a driver's license, CashSecure sends the customer materials related to teaching teenagers how to drive safely. This is an example of using ________ information from a customer database.
Select one:
a. demographic
b. geographic
c. psychographic
d. metadata
e. political
Question 4
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Which of the following is an example of a free online database that a company could access in order to develop marketing intelligence?
Select one:
a. LexisNexis
b. Hoover's
c. Dialog
d. U.S. Security and Exchange Commission's database
e. ProQuest
Question 5
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Setting a price for products that must be used along with a main product is known as ________ pricing.
Select one:
a. by-product
b. market-penetration
c. skimming
d. product bundle
e. captive product
Question 6
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________ marketing calls for meeting the present needs of consumers and businesses while also preserving or enhancing the ability of future generations to meet their needs.
Select one:
a. Sustainable
b. Customer-driving
c. Mass
d. Customer-driven
e. Differential
Question 7
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Flurrbies, a line of winter accessories by a leading fashion label, fell in and out of favor with customers quickly. Flurrbies represents an example of a ________.
Select one:
a. first-mover product
b. fashion
c. fad
d. intermediate good
e. repositioned product
Question 8
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An emerging economy is also known as a ________ economy.
Select one:
a. industrializing
b. industrial
c. subsistence
d. raw material exporting
e. barter
Question 9
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In societal marketing, it is accurate to say that companies should try to turn ________.
Select one:
a. deficient products into pleasing ones
b. desirable products into pleasing ones
c. deficient products into salutary ones
d. all of their products into salutary ones
e. all of their products into desirable ones
Question 10
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Today's large and progressive wholesalers have successfully reacted to rising costs by ________.
Select one:
a. relocating in low-rent, low-tax areas
b. investing in information technology systems
c. eliminating the need for brokers and agents
d. increasing their markup and lowering their status of operations
e. reducing promotional activities
Question 11
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Which of the following is an example of an internal public in a company's marketing environment?
Select one:
a. a community organization that tries to bridge the gap between the company and the community
b. a supplier responsible for sourcing most of the raw materials used in production
c. a company director who is working to improve the company's image in the society
d. a bank that helps the company acquire loans
e. a consumer organization that questions the actions taken by the company
Question 12
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Which of the following terms is used to describe a specific mix of human traits that may be attributed to a particular brand?
Select one:
a. brand perception
b. brand architecture
c. brand personality
d. brand loyalty
e. brand equity
Question 13
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Which of the following channel functions of wholesalers is demonstrated when a wholesaler reduces inventory holding costs and risks to suppliers and customers?
Select one:
a. bulk breaking
b. buying and assortment building
c. warehousing
d. financing
e. transporting
Question 14
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Which of the following reflects the marketing concept philosophy?
Select one:
a. We don't have a marketing department, we have a customer department.
b. We're in the business of making and selling superior products.
c. We build them so you can buy them.
d. When it's profits versus customers' needs, profits will always win out.
e. You won't find a better deal anywhere else.
Question 15
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Which of the following products would CypressSound classify as a question mark in on its BCG matrix?
Select one:
a. Cyan, a cell phone that is specially designed for music lovers, has a very low market share, though the market is growing steadily.
b. The home entertainment system offered by CypressSound has a strong market share, and the market is likely to expand in the future.
c. Xpress, an MP3 player, has a high market share, but the market for MP3 players is not expected to grow significantly.
d. AutoPlay, the company's audio product for installation in cars, has a high market share, and the market for these systems has been growing constantly.
e. Unipress, a CD player, has a very low market share in a market that is shrinking rapidly.
Question 16
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Ethnographic research ________.
Select one:
a. is an approach arising from traditional focus groups
b. is conducted in settings where people live and work
c. is an approach that provides only secondary data
d. is most popular in the service sector
e. is used by marketers when observation is impossible
Question 17
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Evaluating the results of marketing strategies and plans and taking corrective action to ensure that objectives are attained is called ________.
Select one:
a. marketing control
b. marketing implementation
c. market planning
d. marketing development
e. market targeting
Question 18
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________ involves using an existing brand name for a new product category.
Select one:
a. Line extension
b. Co-branding
c. Private labeling
d. Brand extension
e. Clustered branding
Question 19
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At Fantastic Flavors, a large regional chain of candy stores, employees from marketing, design, production, and finance work in a cross-functional group to save time and money in the new-product development process. Fantastic Flavors uses a ________ approach.
Select one:
a. intradepartmental new-product development
b. sequential new-product development
c. team-based new-product development
d. simulated test market
e. controlled test market
Question 20
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A company that makes products that give high immediate satisfaction but may hurt consumers in the long run makes ________ products.
Select one:
a. deficient
b. pleasing
c. salutary
d. desirable
e. threatening
Question 21
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Which of the following is true of the Telephone Consumer Protection Act?
Select one:
a. It establishes the Consumer Product Safety Commission and authorizes it to set safety standards for telephones and related accessories.
b. It authorizes the FTC to determine rules and regulations for consumer warranties.
c. It authorizes the implementation of the National Do-Not-Call Registry.
d. It prohibits discrimination against hiring people with disabilities in the telecommunication business.
e. It limits marketers' use of automatic dialing systems and artificial or prerecorded voices.
Question 22
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Which of the following is an example of a combination of sales promotions and direct marketing?
Select one:
a. a company giving discounts on their product prices in order to gain a brand image
b. a company releasing a nationwide television ad with every buyer having a chance to win a lottery price
c. a company holding a press conference to talk about their new product
d. a company's sales force meeting customers directly and providing customized messages that suit that particular customer
e. a company e-mailing a customer about a discount on a product during a festival season
Question 23
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Fads are characterized by their ________.
Select one:
a. enduring nature spanning several generations
b. minor popularity and consumer acceptance
c. unusually high sales and rapid decline
d. basic and distinctive modes of expression that seldom become unpopular
e. non-attainment of the last two stages of the product life cycle
Question 24
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Abel now has the buying power to purchase the computer that he wanted for the last six months. Abel's want has now become a ________.
Select one:
a. need
b. necessity
c. demand
d. exigency
e. desire
Question 25
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The final step in the marketing process is ________.
Select one:
a. capturing value from customers
b. constructing an integrated marketing program
c. building profitable relationships with the customers
d. understanding the marketplace
e. designing a customer-driven marketing strategy
Question 26
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Ellis, a marketing manager at a regional chain restaurant, has decided to create a contest calling for customers to create commercials for the restaurant. Winning entries will be posted on the organization's home page. Ellis' plan is an example of ________ marketing.
Select one:
a. consumer-generated
b. sustainable
c. customer club
d. differential
e. mass
Question 27
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Which of the following is a similarity between personal selling and direct marketing?
Select one:
a. Both are not sales-directed forms of communication.
b. Both are used to meet a mass audiences simultaneously.
c. Both are only used in cases of product promotions.
d. Both are involved in personal interactions with customers.
e. Both are impersonal and lack direct persuasiveness of company salespeople.
Question 28
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Top management can install a ________ to direct the flow of new-product ideas to a central point where they can be collected, reviewed, and evaluated.
Select one:
a. idea evaluation system
b. innovation management system
c. database
d. EIS
e. data processing system
Question 29
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The Rooster's Car Company has three lines of cars: high-end security cars made for government agencies, commercial cars for consumers and individuals, and professional racing cars. The high-end security cars are sold directly to the government by the company. The consumer cars are sold using dedicated dealers who only sell Rooster's lines at their outlets. Rooster's also makes professional racing cars for a racing team. This is achieved by collaborating with Vivelli Tires, an innovative and renowned tire manufacturer. Rooster's provides the engine and body, while Vivelli provides the tires and its expertise on the racing industry. Which of the following types of marketing systems does the collaboration between Rooster's and Vivelli exemplify?
Select one:
a. direct marketing system
b. administered vertical marketing system
c. corporate vertical marketing system
d. contractual vertical marketing system
e. horizontal marketing system

Question 30
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Which of the following is true of a joint ownership?
Select one:
a. The domestic firm exports management services rather than products.
b. Whereas local firms like to reinvest earnings for growth, many U.S. firms often prefer to take out these earnings.
c. Whereas U.S. firms emphasize the role of marketing, local investors may rely on selling.
d. The domestic company sells its trademark and patent for a fee or royalty.
e. The domestic company is in total possession and control of the business.
Question 31
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People tend to interpret new information in a way that will support what they already believe. This is called ________.
Select one:
a. selective retention
b. selective distortion
c. selective attitude
d. selective learning
e. selective perception
Question 32
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The management team at Riceborough Farms recently invested thousands of dollars in setting up wind energy units across its property, believing that this would enable the Farms to become self-sufficient in energy production. However, a year into the project, it was noted that the wind-powered systems did not produce much energy, and the Farms used almost as much conventional energy as before. Which of the following, if true, would reduce the cognitive dissonance felt by the management team at Riceborough?
Select one:
a. The windmill systems installed at Riceborough were of the latest technology.
b. The climate of the area is not suited for the harnessing of wind energy.
c. The company hired to install the systems had made a mistake during installation.
d. Most of the employees at Riceborough are dedicated to the concepts of sustainable development and green technology.
e. The government offers several benefits for companies adopting green technologies such as solar or wind energy systems.
Question 33
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Timberland employees get 40 hours paid leave each year to pursue volunteer projects. The company runs a service day that hosts projects in 25 countries, and it supports a nonprofit that brings young people into public service for a year. CEO Jeffrey Swartz sees such service as a powerful differentiator for Timberland with its current and potential customers. Timberland could be most accurately described as practicing ________.
Select one:
a. consumerism
b. environmental sustainability
c. sustainability vision
d. innovative marketing
e. sense-of-mission marketing
Question 34
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Product costs set a ________ to a product's price.
Select one:
a. demand curve
b. experience curve
c. floor
d. ceiling
e. break-even cost
Question 35
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A long-standing charge against intermediaries is that they mark up prices beyond the ________.
Select one:
a. value of their services
b. delivery charges
c. going market price
d. range most Americans can afford to pay
e. customs duties
Question 36
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A ________ is defined as a name, term, sign, symbol, or design, or a combination of these, that identifies the maker or seller of a product or service.
Select one:
a. prototype
b. paradigm
c. framework
d. attribute
e. brand
Question 37
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Which of the following is true of the growth stage of the PLC?
Select one:
a. The laggards will begin to buy the product at this stage and the early adopters may follow.
b. The primary reason for growth at this stage is the lack of competitors in the market as the product is new.
c. The firm will begin to reduce its spending on all other parameters and focus only on production of the good.
d. Profits are nonexistent at this stage.
e. By spending a lot on product improvement and promotion, the firm gives up maximum current profit.
Question 38
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Nathan is conducting a portfolio analysis for his company. Which of the following activities would this involve?
Select one:
a. studying the products and strategies of competitors in order to improve the company's own products
b. collecting consumer feedback in order to better position the company's products in the minds of consumers
c. evaluating the attractiveness of an SBU's market and the strength of its position in the market
d. segmenting the company's markets to effectively reach the target consumers
e. conducting marketing research to estimate the efficiency and effectiveness of the company's marketing strategy
Question 39
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Several companies, some of them operating through the Internet, offer "paycheck advances." Consumers are encouraged to take out a loan against a paycheck they expect to receive in the near future. These short-term loans with high-interest rates, and high penalties for late payments, are often marketed to consumers who do not have traditional bank accounts. These companies could most easily be criticized for which of the following?
Select one:
a. shoddy products
b. poorly serving disadvantaged consumers
c. high-pressure selling
d. high advertising and promotion costs
e. predatory pricing
Question 40
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________ are a type of operating unit under an international division that are responsible for their own sales and profits.
Select one:
a. World product groups
b. Geographical organizations
c. International subsidiaries
d. Global organizations
e. Export departments
Question 41
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Allstocks.com, a Web seller that buys furniture, clothing, electronics, and more from a variety of producers at less-than-regular wholesale prices and then charges customers less than retail, is a ________.
Select one:
a. specialty retailer
b. independent off-price retailer
c. departmental retailer
d. full-service retailer
e. category killer
Question 42
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Omni Healthcare's analgesic drug Cetaprin has a 40% share in the analgesics market in Terrania. Its closest competitor, Febex, has a 25% share in the market, while three other drugs split the remainder. Which of the following would most indicate that Cetaprin would be classified as a star according to the BCG matrix?
Select one:
a. Cetaprin is priced higher than other similar products in the market.
b. A customer survey revealed that Cetaprin has the highest brand-name recognition of any analgesic in the market.
c. The demand for analgesic drugs in the Terranian market is expected to remain stable.
d. Febex is rapidly gaining market share over Cetaprin as a result of aggressive marketing efforts.
e. The Terranian market for healthcare products is expanding rapidly.
Question 43
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In the BCG matrix, ________ are low-share businesses and products in a market that is not expected to grow. They may generate enough cash to maintain themselves but do not promise to be large sources of cash.
Select one:
a. dogs
b. cash cows
c. black holes
d. stars
e. question marks
Question 44
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Time-and-duty analysis is a ________ tool used by managers for their salespeople.
Select one:
a. motivation
b. prospecting
c. qualifying
d. segmentation
e. supervision
Question 45
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Which of the following most closely describes indirect exporting?
Select one:
a. In indirect exporting, products are usually modified for the export market.
b. Indirect exporting involves a large investment.
c. Indirect exporting works through independent international marketing intermediaries.
d. Indirect exporting requires an overseas marketing organization or network.
e. The risks involved in indirect exporting are higher than those of direct exporting.
Question 46
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Which of the following is true of the Clayton Act?
Select one:
a. It authorizes the FTC to determine rules and regulations for consumer warranties and provides consumer access to redress.
b. It protects and regulates distinctive brand names and trademarks.
c. It establishes the Consumer Product Safety Commission and authorizes it to set safety standards for consumer products.
d. It supplements the Sherman Act by prohibiting certain types of price discrimination, exclusive dealing, and tying clauses.
e. It establishes the Environmental Protection Agency and authorizes it to set a national policy on the environment.
Question 47
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Which of the following is true of marketing strategies developing in the new marketing communications model?
Select one:
a. a shift towards micromarketing
b. a shift away from mass marketing
c. an increase in mass-media marketing techniques
d. a decrease in the use of technology in marketing
e. an increase in ad spending on print media
Question 48
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Lizar Telecommunications are manufactures of cell phones and related accessories. Michael Starr, a movie director, contacted Lizar to help fund his new movie. Lizar agreed to provide funding on the condition that Lizar cell phones be used in the movie, and that the brand be prominent in its scenes. What kind of advertising technique has Lizar adopted here?
Select one:
a. geofencing
b. advertainment
c. product placement
d. vertical integration
e. subliminal advertising
Question 49
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________ is the combining of two or more modes of transportation to move products.
Select one:
a. Vertical transportation
b. Disintermediation
c. Just-in-time systems
d. Express transportation
e. Intermodal transportation
Question 50
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Which of the following Web sites is a message board?
Select one:
a. Facebook
b. YouTube
c. Twitter
d. Craigslist
e. Wikipedia
Question 51
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Which of the following is a type of sampling that allows the researcher to ascertain the sampling error accurately?
Select one:
a. convenience sample
b. cluster sample
c. judgment sample
d. quota sample
e. nonprobability sample
Question 52
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Marketers must be careful to guard against ________ when using age and life-cycle segmentation.
Select one:
a. copyrighting
b. stereotyping
c. traditional marketing
d. differentiation
e. cannibalization
Question 53
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CoLanCo Inc., a soft drink manufacturer, is being sued by an environmental group for not meeting safety standards of waste disposal at one of the company's plants. Fearing a backlash from consumers and business partners, CoLanCo quickly remedied the issue by adding higher-grade filters and purifiers. Which of the following acts by CoLanCo would constitute a public relations effort regarding the lawsuit against them?
Select one:
a. having well-trained personal at retail outlets explaining the different range of products the company provides
b. tying up with a local burger joint to ensure exclusive sales of CoLanCo soft drinks at the burger outlets
c. lowering the prices of the company's products in the short term
d. holding a press conference declaring the remedial steps they have taken and inviting inspections of the purifiers
e. filming a new advertisement for their products and sponsoring shows on television
Question 54
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________ refers to reducing the business portfolio by eliminating products that no longer fit the company's overall strategy.
Select one:
a. Market segmentation
b. Vertical integration
c. Product line extension
d. Downsizing
e. Diversification
Question 55
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Service perishability means that ________.
Select one:
a. evaluation of services is subjective and it changes from customer to customer
b. the quality of services depends on who provides them as well as when, where, and how they are provided
c. services cannot be stored for later sale or use
d. services cannot be seen, tasted, felt, heard, or smelled before they are bought
e. services cannot be separated from their providers, whether the providers are people or machines
Question 56
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Kevin Pinker is a freelance computer programmer who writes computer algorithms for SoftStars. SoftStars uses these algorithms to make specific softwares based on online market research. SoftStars' programs are then sold to the online retailer, Abundon, which then sells it to consumers and businesses. Which of the following is a marketing intermediary in this chain?
Select one:
a. only SoftStars
b. both Abundon and SoftStars
c. both Kevin Pinker and SoftStars
d. only Abundon
e. only Kevin Pinker and Abundon
Question 57
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Which of the following is true of an integrated marketing communications system?
Select one:
a. It dictates all communications between shareholders and board of directors of a company.
b. It facilitates designing a product based on different feedback received from customers and production engineers.
c. It involves helping suppliers in identifying the right raw materials for a specific product.
d. It helps in integrating all company resources to create accurate forecasting information.
e. It ties together all of the company's messages and images of the product.
Question 58
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Which type of differentiation is used to gain competitive advantage through the way a firm designs its distribution coverage, expertise, and performance?
Select one:
a. services differentiation
b. channel differentiation
c. people differentiation
d. product differentiation
e. price differentiation
Question 59
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________ is the degree to which the results of using the innovation can be observed or described to others.
Select one:
a. Relative advantage
b. Compatibility
c. Complexity
d. Divisibility
e. Communicability
Question 60
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A product line is considered to be too long if the manager can ________.
Select one:
a. decrease costs by adding items
b. increase market share by dropping items
c. increase profits by dropping items
d. decrease costs by dropping items
e. increase profits by adding items
Question 61
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Shark Enterprises practices a marketing strategy where its limited resources are used to pursue a large share of two small niches. Shark Enterprises practices which of the following strategies?
Select one:
a. undifferentiated
b. differentiated
c. mass customization
d. concentrated
e. geographically dispersed
Question 62
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The popular press has paid the most attention to ________ online marketing-the online selling of goods and services to final consumers.
Select one:
a. B2C
b. B2B
c. C2C
d. C2B
e. global
Question 63
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Producers use marketing intermediaries because they ________.
Select one:
a. create greater efficiency in making goods available to target markets
b. supply cheaper raw materials for the production of products and services
c. provide technical expertise and know-how for faster production
d. help monitor day-to-day activities during production
e. form a part of the company's direct channel selling chain
Question 64
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Companies can build customer relationships at many levels, depending on the nature of the target market. Hence, a company with few customers and high margins is most likely to seek to develop ________ with key customers.
Select one:
a. full partnerships
b. basic relationships
c. selective relationships
d. categorical partnerships
e. community relationships
Question 65
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________ data consist of information collected for the specific purpose at hand.
Select one:
a. Primary
b. Secondary
c. Derived
d. Archival
e. Ethnographic
Question 66
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Which of the following is an example of reverse distribution in a supply chain?
Select one:
a. products moved between intermediaries before reaching the customer
b. products moved directly from producer to customer
c. products moved to the factory by suppliers
d. products moved from the factory to resellers
e. products that are to be disposed upon being returned by resellers
Question 67
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Clenzo is a company that provides house cleaning services in major urban and suburban areas. Marketers at Clenzo developed a short, humorous video promoting the company's services and hope that customers who see the video will be so entertained that they will pass it on to their friends and colleagues. The marketers at Clenzo are using ________.
Select one:
a. internal marketing
b. viral marketing
c. C2B marketing
d. C2C marketing
e. infomercial marketing
Question 68
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A laundry detergent is most likely to be an example of a ________ product.
Select one:
a. unsought
b. shopping
c. convenience
d. specialty
e. industrial
Question 69
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Marketers use ________ telephone marketing to receive orders from television ads and catalogs.
Select one:
a. inbound
b. viral
c. advertorial
d. direct-response
e. infomercial
Question 70
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Which of the following is the last step in the selling process?
Select one:
a. follow-up
b. closing
c. handling objections
d. presentation
e. prospecting
Question 71
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In which of the following steps in the sales process does the salesperson meet the customer for the first time?
Select one:
a. prospecting
b. preapproach
c. presentation
d. qualifying
e. approach
Question 72
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Shampoo marketers segment buyers as light, medium, or heavy product users. This is an example of ________ segmentation.
Select one:
a. user status
b. usage rate
c. benefits sought
d. occasion
e. psychographic
Question 73
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Product invention consists of ________.
Select one:
a. marketing a product in a foreign market without making any changes to the product
b. taking the product as is and finding customers for it
c. modifying advertising messages to local markets
d. creating something new to meet the needs of consumers in a gi