Consumers have become more sensitive and responsive to sales promotion for each of the following reasons EXCEPT: This can be viewed as a supply-based strategy that is focused on sales, distribution and promotion that directly leads to a sale. how should salespeople be compensated for their efforts, Two major issues make up the essence of the sales force: How many salespeople should we have, and blank_____, Intensive distribution usually goes with heavy blank_________, lower prices, and average or lower quality products. Network methods to identify opinion leaders in buzz marketing. Uncle Ben's Rice attached a $1-off coupon to the outside of their packaging. 5. Probability sampleImplies the probability of selecting any respondent from the population into the sample is known The various types of samples are as follows: C. subsidized A free tube of Colgate toothpaste in a box of Life cereal B. In the _________ stage of the product life cycle, promotional dollars may be used primarily for advertising to stress differences and keep the brand name in consumers' minds. D. spiffs, 104. Place: Where and how will customers purchase your market offering? The toy company Hasbro teamed with the retailer Toys R Us to create direct mail booklets offering discounts on Hasbro toys good only at Toys R Us stores. A. offer consumers an extra amount of a product or service but at a higher than normal price. This can be a very costly sampling method, particularly for multiproduct companies. Recipe books showing alternative uses for Miracle Whip Monies that must be paid to a retailer so they will take on a company's new product are known as: Which of the following promotion tools is less likely to be used when the goal of the marker is to build brand equity? For expensive purchases, blank_________, uniqueness and quality matter. 4. C. Account-specific marketing Red Bull Energy Drink. Segmentation is breaking the heterogeneous market into small, homogeneous markets. is a model that considers the channel member's production and governance costs, both of which are ideally minimized. \end{array} This company serves multiple segments, marketing a different product to each segment. Sampling and rebates The company applies factory overhead to jobs on the basis of machine hours in Factory 1 and on the basis of direct labor hours in Factory 2. B. price-off deal B. definition of the data that a system has to track and report on. D. Support advertising, 108. Geographic distinctions between customers have also been used to segment markets. B. build and maintain store equity for retailers that carry the Eastern Canadian brand Selling Company produces its product in batches of 100, yet its average customer only purchases ten at a time. C. assist consumers to experience the brand directly D. $0.75, 54. _____ is advertising supported by raw materials or component part manufacturers to help establish end products making use of their materials. 3. The value of the free in-pack premium A. C. To increase consumption of an established brand A. In-store sampling Clustering methods use survey data to group observations (individuals) that are most similar into a cluster (group). B. consumers purchase more on the basis of price, value, and convenience than brand. When a marketer distributes coupons for a brand with a specific expiration date, they are attempting to use sales promotion as a(n): 6. B. Consumers do not want to be bothered saving cash register receipts and proofs of purchase. B. A. slotting fees If a brand is strong on one attribute and average on another, it will still dominate a brand that was just average on all its attributes. D. In-or on-package sampling, 43. C. Bonus packs, trade allowances, and slotting fees A. A pack of baseball cards in a box of Cheerios cereal Marketing channels assume financial risks such as international exchange rates and inventory obsolescence; and provide marketing communications (e.g., advertising and sales promotion), physical distribution, inventory management, and market feedback. D. in-pack coupon, 103. Secondary vs. Primary: Coupons, bonus packs, premiums, and samples are promotional offers that are targeted toward: 7. 20. 7. d. All of the above b A pull strategy focuses on advertising to stimulate market interest and attract customers. D. trade promotions; consumer promotions, 12. The heavy emphasis on trade promotion makes it difficult to: A. Measures for marketing strategy are critical during both assessment and planning. D. Rebates are increasing in popularity among both manufacturers and retailers. Door-to-door sampling 16. Let's redefine our position: A company can redefine its position with a product by building new product sales, building product category, or building brand equity. C. Self-liquidating sampling Understanding power structure and handling conflict are important to channel success. E. all of the above. A. consumers tend to be loyal to their favourite brands. A. D. rebate, 64. Crashed Ice is an event featuring a new sport, downhill ice-cross, which was established by: Four explanatory variables are used: (1) STR is the student-to-teacher ratio in %\%%, (2) TSAL is the average teacher's salary in $1,000s,(3)NC\$ 1,000 \mathrm{~s},(3) \mathbb{N C}$1,000s,(3)NC is the median household income in $1,000\$ 1,000$1,000 s, and (4) SGL is the percentage of single-parent households. To obtain trial of a new brand Development of strategic alternatives 49. Effective Segmentation allows access to customers When segmenting the market, marketers integrate their knowledge of the marketplace with appropriate customer data which gives insight into similarities in customer needs and preferences. A. Vertical cooperative advertising Customers' psychology can not be directly observed but behaviors can be observed (grocery scanner data). B. Buyer: administrator who orders equipment and supplies. Marketing research relies on several types of samples; blank__________ is not related. B. vertical cooperative is a form of multi-size expansion that allows the company to retain some control without complete ownership of capital expenditure. Accountability marketing Why might the expanding populations of the region and the Ring of Fire make for a dangerous combination? It is a system based on the idea that self-expression, ideals, and achievement determine customers' product and brand orientation. 3. Forward buying What is the cost per coupon redeemed to Uncle Ben's? Demographics are customer attributes that are easy to identify and commonly used. Promotional activities that are designed to accelerate the purchase process and generate an immediate increase in sales without communicating information about a brand's unique features or benefits are known as: This company elects to market a single product to two or more segments. C. are not an effective way of loading consumers with a product and reducing their susceptibility to a competitor's promotional offer. A. What do they stand for? Positioning studies are used to understand how customers view a business in the marketplace. A. is when one party gets cooperation because it has information the other party seeks. What advantage does distribution of coupons through direct mail have over other forms of coupon delivery? B. Self-liquidating premiums A. 1 According to SS+K, which of the following is both about engaging the audience and discovering opportunities to connect with them? Couponing A. Which of the following is NOT true regarding slotting fees or allowances? C. more effort is required. Colin recently launched a new product the Fanner 3000. 90. B. premium Behaviors are important because they help marketers predict future purchasing. In sampling the researcher selects a sample of respondents from an available population of similar respondents for collecting data. is a diagrammatic technique used by asset marketers that attempts to visually display the perceptions of customers or potential customers. A. The upstream partners that a company has to deal with are its suppliers; this is called the supply chain and dealing with those firms is called supply chain management. In order to increase consumption and therefore, sales, which of the following sales promotion tools would work best for Kraft? D. has no impact on an organization's pioneering advertising, 69. b. changing the physical environment. Which of the following is NOT a sampling distribution method? Cluster analysis for segmentation C. to encourage the trade to display and support established brands. D. Discount trading, 100. B. contest; sweepstakes C. induces one-time trial purchase of a brand for which there is low awareness B. pull monies C. Everyday low pricing D. Event sponsorships. The oldest, most widely used, and most effective sales promotion tool is: B. Coupons are an effective way of generating trial of a new product. C. spiffs It is the act of designing and creating the company's image and communicating the benefits of the company's products, so it gains a distinct place in the market. A. This is an example of a: A. slotting allowances C. exhibitions is when by size or expertise, one party can make claims and threats that encourage the other party to conform. Compute the amount Clydesdale should report as a deferred tax liability at December 31, 2017. The Structured Query Language (SQL) comprises several different data types that allow it to store different types of information What is Structured Query Language (SQL)? Loyalty programs B. \text { Actual direct labor hours for March } & & 245,000 \\ Prevention costs. A. The increase of brand loyalty in many product categories D. Trade allowances are encouraging retailers to stock and promote their products on a regular basis. 11. User: every staff member who sends a job to that printer. A. D. There is no general number associated with coupon redemption. Examples include products purchased, user status, media habits, loyalty, and frequency of usage. What actions does the Fed take "when the economy is weak and unemployment is on the rise"? It doesn't ask customers what's important in a hotel. 78. A. Contests _____ is an exhibition or forum where manufacturers can display their products to current and prospective buyers. Societal concerns include charitable or community contributions, local employment stability, environmentally friendly business practices and Corporate Socially Responsible (CSR) firms. distribution channel is a network of inter-connected firms that provide sellers a means of infusing the marketplace with their goods, and buyers a means of purchasing those goods as efficiently and profitably as possible. A. newspaper freestanding inserts (FSIs) A. introduction A pull marketing strategy is illustrated as follows: As illustrated above, a pull marketing strategy involves a business using marketing activities to pull consumers to its products. A. can really only be accomplished through advertising B. it may be too expensive to give away sample sizes that would be adequate to demonstrate the cream's benefits since it has to be used repeatedly Meet actual demand. A. D. magazines, 55. B. the face value of the coupon redeemed Effective Segmentation utilizes appropriate data Psychological /Psychographic segmentation variables are closely related to blank______. B. Research indicates that the average Canadian household redeems approximately _____ percent of the coupons they receive in a year. Firms can also increase profits by increasing revenue. Guerrilla marketing stunt c. Audience leverage point d. Empathetic persuasion Question 2 Types of Shopping: Business to Business (B2B). D. contests; rebates, 72. Which of the following is NOT an advantage inherent in the use of coupons as a sales promotion tool? Which of the following statements about sales promotion programs is true? A. Price-off deals developing new conflict resolution techniques, The following is one of the steps in the marketing strategic planning process EXCEPT. Integration simply means having the activity "done in house" rather than outsourced. They pay retailer handling and processing costs of 10 per coupon redeemed. D. cost-plus. B. most coupons are redeemed immediately following the initial coupon drop B. Price-off deals Which of the following is NOT a limitation of rebates? Exploratory: Focus groups and interviews are used to formulate marketing questions. A. sweepstakes and contests C. to set direction. C) Ensure that there is an independent audit committee. Star: products in high growth markets with high relative market share (minimize or divest) Diverting The customer then compares the brand on the next important attribute and so forth, until only one brand is left. Examples of value-added activities include all of the following except: Product design. After spending months in the hot weather of Hong Kong, Colin developed an innovative fan product that emits no sound, is priced competitively, is energy efficient, and is able to cool a room to a chosen temperature. D. On-package sampling. It outlines what a business should do to market its product or service to its customers. B. This discount will be deducted straight from the bill. 89. A. cost-covered Which of the following is NOT an example of a point-of-purchase display? C. Sponsorship of the local Easter parade