Multiple Choice Question
1. Dividing a market into distinct groups of buyers who have distinct needs, characteristics, or behavior and who might require separate products or marketing programs:
Differentiation
Positioning
Market segmentation
SWOT
2. Firms that help a company to promote, sell, and distribute its goods to final buyers; they include resellers, physical distribution firms, and marketing service agencies:
Suppliers.
Marketing intermediaries.
Customers.
Competitors.
3. The systematic design, collection, analysis, and reporting of data relevant to a specific marketing situation facing an organization:
Marketing research.
Exploratory research.
Descriptive research.
Causal research.
4. Business demand that ultimately comes from the demand for consumer goods:
Derived demand
Consumer market
Business buyer behavior
Business buying process
5. Dividing a market into nations, states, and regions:
Demographic segmentation
Geographic segmentation
Psychographic segmentation
Behavioral segmentation
6. Dividing a market into groups based on variables such as age, gender, family size, family life cycle, income, occupation, education, religion, race, generation, and nationality:
Demographic segmentation
Geographic segmentation
Psychographic segmentation
Behavioral segmentation
7. Physicians Sales and Service (PSS) is a large US commercial organization in the business of meeting the needs of doctors' offices and small clinics while maximizing profits for itself and its shareholders. Primary products resold by PSS include a broad range of equipment and supplies common to the office/clinic environment. PSS boasts physical branches and outside salespeople throughout the country serving clinicians in both rural and urban environments. The organization's domestic success relies heavily upon the close personal relationship developed and maintained between the PSS salesperson and his/her clients. Recently, PSS has leveraged its reputation and begun to serve the needs of overseas doctors and clinics through its e-commerce (e-business) Website.
A product bought by individuals and organizations for further processing or for use in conducting a business such as those sold by PSS:
Consumer product
Consumer service
Industrial product
Social marketing
8. Physicians Sales and Service (PSS) is a large US commercial organization in the business of meeting the needs of doctors' offices and small clinics while maximizing profits for itself and its shareholders. Primary products resold by PSS include a broad range of equipment and supplies common to the office/clinic environment. PSS boasts physical branches and outside salespeople throughout the country serving clinicians in both rural and urban environments. The organization's domestic success relies heavily upon the close personal relationship developed and maintained between the PSS salesperson and his/her clients. Recently, PSS has leveraged its reputation and begun to serve the needs of overseas doctors and clinics through its e-commerce (e-business) Website.
PSS is primarily involved in the marketing function known as:
Retailing
Wholesaling
Manufacturing
Distributing
9. Physicians Sales and Service (PSS) is a large US commercial organization in the business of meeting the needs of doctors' offices and small clinics while maximizing profits for itself and its shareholders. Primary products resold by PSS include a broad range of equipment and supplies common to the office/clinic environment. PSS boasts physical branches and outside salespeople throughout the country serving clinicians in both rural and urban environments. The organization's domestic success relies heavily upon the close personal relationship developed and maintained between the PSS salesperson and his/her clients. Recently, PSS has leveraged its reputation and begun to serve the needs of overseas doctors and clinics through its e-commerce (e-business) Website.
Although it is beginning to reap the rewards of its new e-commerce initiative, PSS owes the bulk of its revenues, profits, and shareholder dividends to this promotional tool of:
Advertising
Sales promotion
Public relations
Personal selling
10. Physicians Sales and Service (PSS) is a large US commercial organization in the business of meeting the needs of doctors' offices and small clinics while maximizing profits for itself and its shareholders. Primary products resold by PSS include a broad range of equipment and supplies common to the office/clinic environment. PSS boasts physical branches and outside salespeople throughout the country serving clinicians in both rural and urban environments. The organization's domestic success relies heavily upon the close personal relationship developed and maintained between the PSS salesperson and his/her clients. Recently, PSS has leveraged its reputation and begun to serve the needs of overseas doctors and clinics through its e-commerce (e-business) Website.
Direct connections with carefully targeted individual consumers, specifically overseas customers of PSS, to both obtain an immediate response and cultivate lasting customer relationships:
Advertising
Direct marketing
Public relations
Personal selling
11. The step in the selling process in which the salesperson asks the customer for the order:
Handling objections
Closing
Approach
Presentation
12. Infectious Websites, e-mail messages, or other marketing events such that customers/viewers want to pass news of them along to friends:
Web communities
Spam
Integrated direct marketing
Viral marketing
13. The break-even point is the quantity of production where:
The sum of costs remain the same irrespective of quantity
The sum of changing expenses are closely related to output
Total cost is divided by the related quantity
Marginal cost equals marginal revenue
14. A common way in which the Federal Government of the United States buys goods:
Competitive bids
Government Services Administration (GSA) contracts
The Federal Register
Both a and b
15. This is an example of an open-ended market research question:
"Is that purchase important to you?"
"Why is that purchase important to you?"
"Are you having any purchase problems today?"
"Is your current vendor/supplier satisfactory?"
16. Despite being similar service establishments, McDonalds, Wendy's, and Burger King all prepare and deliver their hamburgers differently. This concept falls mostly under the marketing mix variable of:
Pricing
People
Processes
Physical evidence
17. The commercial passenger jet took off with only half the seats filled resulting in an operating loss. The characteristic of service most in play here is:
Intangibility
Inseparability
Variability
Perishability
18. Wholesalers routinely:
Accumulate
Bulk-break
Transport
All the above
19. Contests, sweepstakes, and coupons are all forms of:
Sales promotion
Public Relations
Direct marketing
Advertising
20. Differentiating a product by creating points of difference is primarily about:
Branding
Segmenting
Promoting
Integrated marketing communications