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Question
Walker Farms has heard from many of its customers that they would like organic produce. As a result Walker Farms became a certified organic farm. Walker realizes that, while not all consumers are willing to pay the higher prices for organic produce, his customers want the organic produce. Walker realized:a. he missed sales by not concentrating on the average customer
b. different customer groups have different needs and wants
c. he is a sales-oriented farm
d. his business is about selling the cheapest vegetables
e. his aim is a goal of profit through maximum sales volume
Answer
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Related questions
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a. lead qualification
b. lead generation
c. sales presentation
d. the close procedure
e. moving through the sales continuum
Q:
Consultative selling:
a. uses limited sales planning
b. uses a "lone wolf" approach to selling
c. sells advice, assistance, and counsel rather than products
d. uses short-term follow-ups, which focus on product delivery
e. emphasizes closing the sale during the sales presentation
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All of the following statements characterize the traditional personal selling approach EXCEPT:
a. Traditional selling focuses on closing sales.
b. Traditional selling uses short-term follow-ups that focus on product delivery.
c. Traditional personal selling takes a team approach to the account.
d. Salespeople sell products not advice and assistance.
e. Proposals and presentations used emphasize pricing and product features.
Q:
Relationship selling is also called:
a. long-term selling
b. win-win selling
c. consultative selling
d. experiential selling
e. interactive selling
Q:
General Mills is offering resellers a 10 percent discount on all cases of its granola bars purchased during the month of June. General Mills is offering a:
a. trade allowance
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c. P-O-P discount
d. push money deal
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Lopez is the largest Hispanic-owned meat processor in the United States. To assist retailers in marketing its products, Lopez provides point-of-sale materials and offers special introductory discounts to retailers. Lopez uses:
a. functional marketing
b. relationship selling
c. consumer promotions
d. startup marketing
e. trade promotions
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a. premium
b. free sample
c. service commission
d. sponsorship
e. point-of-purchase promotion
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a. Contests depend on luck, and participation is free.
b. Contests are generally effective tools for creating long-term relationships with customers.
c. Sweepstakes are promotions that require participants to exhibit some skill.
d. Sweepstakes usually draw about ten times more participants than contests.
e. Contests and sweepstakes are not useful for creating interest and publicity.
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a. self-perpetuating premiums
b. loyalty marketing programs
c. trade consumer promotions
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e. functional consumer discounts
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a. self-liquidating premium
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c. loyalty incentive
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e. consumer allowance
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a. air
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c. rail
d. pipe
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a. automatic replenishment programs
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All of the following are types of inputs used in both materials requirement planning and distribution resource planning EXCEPT:
a. source of funding
b. lead times
c. mode of transportation to be used
d. outstanding orders
e. sales forecasts
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Which of the following is the inventory control system that manages the replenishment of raw materials, supplies, and components from the supplier to the manufacturer?
a. electronic data interchange (EDI)
b. distribution resource planning (DRP)
c. third party logistics firm (3PL)
d. materials requirement planning (MRP)
e. activity-based costing (ABC)
Q:
_____ is the direct electronic transmission, from computer to computer, of standard business forms between two organizations. When this technique is used, orders can become virtually paperless, and information about the order is available to both firms.
a. Business prioritizing
b. Electronic data interchange
c. Just-in-time inventory
d. Real-time inventory
e. Direct sourcing
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a. production scheduling
b. transportation
c. order processing
d. materials-handling
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a. Arm's Length
b. Functional
c. Cooperative
d. Hierarchical
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a. Arm's Length
b. functional
c. cooperative
d. hierarchical
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a. exclusive
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c. selective
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a. Intensive
b. Selective
c. Exclusive
d. Dual
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Q:
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a. Yes, supply chain management is designed to coordinate and integrate all the activities from raw materials to product consumption.
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c. Yes, supply chain management would be very useful because it relies so heavily on benchmarking.
d. Yes, supply chain management would alleviate all channel conflict.
e. No, supply chain management requires an expensive investment of time and resources to make it worthwhile.
Q:
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a. channel of distribution
b. intermediary link
c. physical distribution integration
d. reseller network
e. supply chain
Q:
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a. intensive
b. multiple
c. exclusive
d. cumulative
e. aggregated
Q:
One configuration of a marketing channel entails producers selling to consumers with no intermediaries involved. This is called a:
a. limited distribution system
b. conventional channel
c. vertical marketing system
d. reciprocal channel
e. direct channel
Q:
_____ is the efficient and cost-effective forward and reverse flow and storage of goods, services, and related information, into, through, and out of channel member companies.
a. Disintermediation
b. Logistics
c. Materials handling
d. Intermodal transportation
e. Contract logistics
Q:
_____ are wholesaling intermediaries who facilitate the sales of a product from producer to end user by representing retailers, wholesalers, or manufacturers and providing little input as to the terms of the sale.
a. Marketing facilitators
b. Channel cooperatives
c. Agents and brokers
d. Merchant wholesalers
e. Channel functionaries
Q:
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a. install exchange barriers such as location, time, and quantity
b. create specialization of labor
c. create economies of scale
d. take title to the products they sell
e. raise profit margins for independent middlemen
Q:
Marketing channels make distribution simpler by reducing the number of transactions required to get products from manufacturers to consumers. This is called:
a. forward integration
b. contact efficiency
c. elimination of temporal discrepancies
d. sorting
e. reciprocity
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a. creation
b. temporal
c. assortment
d. spatial
e. ownership
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a. spatial discrepancy
b. discrepancy of quantity
c. discrepancy of assortment
d. demand discrepancies
e. discrepancy of possession