Sales and Promotion Management Review
Questions
Course Introduction
Sales and Promotion Management explores the principles and practices involved in effectively managing a sales force and designing promotional strategies to drive business growth. The course covers key topics such as sales planning, territory management, sales forecasting, recruitment and training of sales personnel, motivation and compensation, and evaluation of sales performance. It also examines various promotional tools, including advertising, personal selling, sales promotion, and public relations, with an emphasis on integrating these elements into a cohesive marketing strategy. Through case studies and real-world examples, students learn to develop, implement, and assess sales and promotion plans aimed at achieving organizational objectives and maintaining competitive advantage in dynamic markets.
Recommended Textbook
Foundations of Marketing 8th Edition by William M. Pride
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3771 Flashcards
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Chapter 1: Customer-Driven Strategic Marketing
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187 Verified Questions
187 Flashcards
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Sample Questions
Q1) The marketing concept is
A)a management philosophy.
B)synonymous with exchange.
C)a component of the marketing mix.
D)a function of the marketing environment.
E)focused solely on satisfying customer objectives.
Answer: A
Q2) A junior marketing executive at MorningGo Cereals suggests increasing the package size and price of its best-selling brand without increasing the amount of cereal inside the box. Her superior warns that this might be a bad idea because MorningGo's long-term survival, like most companies, depends on
A)cost-cutting measures.
B)continually selling to new customers and markets.
C)creating and maintaining satisfying exchange relationships.
D)high-volume, low-margin sales.
E)increasing shelf space for their brands.
Answer: C
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Chapter 2: Planning, Implementing, and Evaluating Marketing Strategies
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Sample Questions
Q1) Suave's new shampoo, HI7, is faltering badly in the market. Suave's marketing personnel are unsure who is responsible for various marketing tasks, when these tasks are to be completed, or what resources have been allocated. Suave Marketing Director Maria Castanza said that the problem is that HI7 has the most poorly written ____ she has ever seen.
A)marketing plan
B)competitive plan
C)implementation plan
D)media schedule
E)product specification sheet
Answer: A
Q2) Question marks exist at a cost disadvantage and exhibit few opportunities for growth at a reasonable cost.
A)True
B)False
Answer: False
Q3) An organization's goals focus on the end results the organization seeks.
A)True
B)False
Answer: True
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Chapter 3: The Marketing Environment, Social Responsibility, and Ethics
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220 Verified Questions
220 Flashcards
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Sample Questions
Q1) To monitor changes in the marketing environment effectively, marketers must engage in
A)environmental scanning and analysis.
B)economic scanning
C)self-regulatory analysis
D)marketing research analysis
E)information collecting
Answer: A
Q2) Which of the following is the best example of utilizing technology to improve consumer relationships?
A)Waiters recording orders on handheld computers
B)Surveying customers to determine their needs
C)Responding to changes in competitors' prices
D)Introducing stringent package standards
E)Requiring dolphin-safe tuna
Answer: A
Q3) All members of an industry are bound to follow trade association guidelines.
A)True
B)False
Answer: False
Page 5
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Chapter 4: Marketing Research and Information Systems
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183 Verified Questions
183 Flashcards
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Sample Questions
Q1) Stratified sampling may reduce some of the error that could occur in a simple random sample.
A)True
B)False
Q2) Mina Patel is running for Congress from the Fifth District in her state. She is interested in knowing the intended choices of the voters. All the registered voters in her district would constitute the study's A)experiment.
B)dependent variable.
C)population.
D)independent variable.
E)sample.
Q3) The final step in the marketing research process is to assess the ethicality of the data collection phase.
A)True
B)False
Q4) Customer advisory groups are often used as a type of exploratory research.
A)True
B)False
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Chapter 5: Target Market Segmentation and Evaluation
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211 Verified Questions
211 Flashcards
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Sample Questions
Q1) Many companies today employ a sales forecasting manager or sales planner to determine the sales forecasts for individual products. Forecasting managers may utilize Excel to perform _______________, where sales is the dependent variable and a variety of other factors such as company size, annual purchases, and number of years as a customer are the independent variables. Fastenal, a reseller of tools, fasteners, and other items required for manufacturers, relies on this sophisticated and mathematical approach to forecasting sales by first utilizing historical sales data incorporating a 10-year history of sales for each product category such as different brands of tools and supplies-nuts, bolts, screws, etc. The sales forecasting manager is then able to identify the relationship between the independent variables and the dependent variables to determine an accurate sales forecast.
A)regression analysis
B)time series analysis
C)statistical demand analysis
D)sales force forecasting survey
Q2) Lifestyle is a product-related variable.
A)True
B)False
Q3) How do business markets differ from consumer markets?
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Page 7
Chapter 6: Consumer Buying Behavior
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229 Flashcards
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Sample Questions
Q1) Charles and Melody are searching for a health club to join. This purchase will likely be affected by ____ involvement.
A)low
B)internal
C)enduring
D)evoked
E)perceived
Q2) In the process of perception, individuals receive sensations through sight, sound, taste, smell, and hearing. These sensations are called
A)selective inputs.
B)olfactory receptors.
C)information inputs.
D)perceptual motives.
E)psychological influences.
Q3) When a buyer receives information that is inconsistent with his or her beliefs, the buyer may distort the information to bring it more in line with those beliefs.
A)True
B)False
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8
Chapter 7: Business Markets and Buying Behavior
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189 Flashcards
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Sample Questions
Q1) When charitable organizations such as the American Cancer Society, Second Harvest Food Bank, and the Red Cross make purchases for goods and services to use in their daily operations, they would be considered to be _______ buyers.
A)corporate
B)government
C)institutional
D)producer
E)nonprofit
Q2) Which one of the following countries isnot included in the data presented in NAICS?
A)Mexico
B)Canada
C)United States
D)Japan
Q3) Interpersonal dynamics are easy to observe and simple for the marketer to assess.
A)True
B)False
Q4) Discuss the differences between business and consumer transactions.
Q5) What factors affect the purchase method that business customers choose?
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Chapter 8: Reaching Global Markets
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Sample Questions
Q1) U.S. marketers may engage in bribery to compete with foreign firms.
A)True
B)False
Q2) Another name for the European Union is
A)the Common Market.
B)the European Market.
C)the Euro.
D)NAFTA.
E)AECO.
Q3) At the heart of the ____ are agreements that provide legal ground rules for international commerce and trade policy.
A)United Nations
B)GATT
C)MERCOSUR
D)WTO
E)APEC
Q4) A multinational enterprise is a firm that has operations or subsidiaries located in many countries.
A)True
B)False
Page 10
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Chapter 9: Digital Marketing and Social Networking
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137 Verified Questions
137 Flashcards
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Sample Questions
Q1) Marketers call the Internet a pull medium because
A)users determine which websites they are going to view.
B)they determine which websites consumers are going to view.
C)they have great control over the content to which users are exposed.
D)social networks have great control over the content to which users are exposed.
E)users get pulled along by social media influencers.
Q2) Which of the following refers to the strategic process of distributing, promoting, and pricing products, and discovering the desires of customers using digital media and digital marketing?
A)Digital orientation
B)Digital media
C)Electronic marketing
D)Digital electronics
E)Electronic processing
Q3) Companies use wikis as internal tools for teams working on projects requiring lots of documentation.
A)True
B)False
Q4) How can marketers measure the success of their digital strategies?
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Chapter 10: Product, Branding, and Packaging Concepts
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Sample Questions
Q1) Intensive competition causes price increases during the growth stage of the product life cycle.
A)True
B)False
Q2) Heather is a graphic artist who is currently working on the development of a new container for mustard and mayonnaise. She is also developing its graphic design. Heather is likely working on the product's A)licensing.
B)labeling.
C)promotion.
D)packaging.
E)direct media.
Q3) Refer to Scenario 10.2. Silk Soymilk's strategy of packaging its single-serve boxes of chocolate milk to look like its half-gallon cartons is known as A)a brand extension.
B)individual packaging.
C)manufacturer branding.
D)family packaging.
E)multiple packaging.
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Page 12
Chapter 11: Developing and Managing Goods and Services
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265 Verified Questions
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Sample Questions
Q1) Both production and consumption of services occur at the same time.
A)True
B)False
Q2) In an attempt to attract customers, service marketers often promise great results and satisfaction to customers, but marketers should be careful not to
A)deliver on these promises and risk financial losses and the success of the company.
B)promise less than they can actually deliver and keep customers away.
C)make the appearance of their facilities consistent with their promises to customers.
D)promise too much and cause customer expectations beyond what they can deliver.
E)make the quality of their services too tangible in the eyes of the customer.
Q3) What exactly is analyzed during the business analysis phase of new-product development?
Q4) List and discuss the major phases of the new-product development process.
Q5) The business analysis stage of new-product development explores how well the new product fits in with the firm's existing product mix.
A)True
B)False
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Page 13
Chapter 12: Pricing Concepts and Management
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Sample Questions
Q1) Odd-number pricing is
A)a cost-based strategy.
B)competition based.
C)a rarely used technique.
D)a psychological pricing strategy.
E)a form of unethical pricing.
Q2) The Venue Racquet Club found that with annual fixed costs of $60,000, its breakeven point is 2,000 members when the membership charge is $60 per person per year. What is the variable cost per person for Venue?
A)$45
B)$50
C)$30
D)$25
E)$40
Q3) Pricing strategies and methods
A)help direct and structure the selection of a final price.
B)are the last decisions made for a new product.
C)are the same for all of a company's products.
D)are the most important decisions made for a product.
E)require limited planning on the part of management.
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Chapter 13: Marketing Channels and Supply-Chain Management
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283 Verified Questions
283 Flashcards
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Sample Questions
Q1) What two modes of transportation are used when containers are shipped by piggyback?
A)Railroads and airways
B)Trucks and airways
C)Pipelines and trucks
D)Waterways and railroads
E)Railroads and trucks
Q2) Refer to Scenario 13.1. The Kelly & Ko brand is sold only at J.C.Penney's. This is an example of ____ distribution.
A)selective
B)routine
C)horizontal
D)intensive
E)exclusive
Q3) Wholesalers are often criticized for being inefficient and for causing consumers to pay higher prices than they would if there were no wholesalers. Discuss.
Q4) Transportation is the least expensive physical distribution function.
A)True
B)False
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Chapter 14: Retailing, Direct Marketing, and Wholesaling
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261 Verified Questions
261 Flashcards
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Sample Questions
Q1) An arrangement in which a supplier grants a dealer the right to sell products in exchange for some type of consideration is
A)selling products on consignment.
B)retailing.
C)wholesaling.
D)licensing.
E)franchising.
Q2) Retailing includes all transactions in which the buyer intends to consume the product through personal, family, or household use.
A)True
B)False
Q3) Agents and brokers that facilitate and negotiate purchases but do not actually take title to products are also known as
A)functional wholesalers.
B)commission wholesalers.
C)hands-off intermediaries.
D)contract negotiators.
E)functional middlemen.
Q4) Identify and describe three kinds of specialty stores.
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Chapter 15: Integrated Marketing Communications
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239 Verified Questions
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Sample Questions
Q1) When Hamburger Helper introduced its Oven Varieties, it gave special offers to supermarkets to purchase the new product and supplemented these offers with consumer advertising. Hamburger Helper's primary objective is to
A)facilitate reseller support.
B)reduce sales fluctuations.
C)combat competitive promotional efforts.
D)encourage product trial.
E)retain loyal customers.
Q2) Promotion that focuses on creating awareness is only important when introducing a new product to the market.
A)True
B)False
Q3) The receiver's response to a message is ____ for the source.
A)feedback
B)the communications channel
C)noise
D)channel capacity
E)decoding
Q4) Discuss the impact that social media has had on the strategy for promotion.
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Chapter 16: Advertising and Public Relations
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205 Verified Questions
205 Flashcards
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Sample Questions
Q1) SunnyD orange juice has a television commercial where a young boy is drinking orange juice at dinner. He remarks that he likes the great taste of SunnyD anytime. The element of the commercial that focuses on drinking orange juice at dinner would be best classified as ________, while the focus on the great taste of SunnyD would be best classified as ___.
A)comparative advertising; native advertising
B)pioneer advertising; competitive advertising
C)institutional advertising; stimulating primary demand
D)product advertising; institutional
E)comparative advertising; competitive advertising
Q2) Logos, business cards, stationery, signs, and promotional materials that make firms immediately recognizable comprise their
A)publicity tools.
B)sales promotion materials.
C)corporate identity materials.
D)advertising materials.
E)personal selling tools.
Q3) Advertising is paid nonpersonal communication transmitted through mass media.
A)True
B)False
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Chapter 17: Personal Selling and Sales Promotion
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221 Verified Questions
221 Flashcards
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Sample Questions
Q1) Sadie won a hot-air balloon ride and dinner for two for being the top revenue-producing mortgage loan officer at her company for the month of October. This contest exemplifies a company's efforts at A)motivating salespeople.
B)compensating salespeople.
C)providing training for the sales force.
D)increasing sales territories.
E)promoting salespeople.
Q2) When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections, it is called
A)order taking.
B)new-business selling.
C)trial closing.
D)order getting.
E)overcoming objections.
Q3) The preapproach is the first step in the personal selling process.
A)True
B)False
Q4) Identify and describe several ways to motivate sales personnel.
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