1. With _________________, the seller pays the actual freight charges and bills every purchase with an identical, flat freight charge. a. zone pricing b. basing-point pricing c. uniform delivered pricing d. freight absorption pricing e. FOB origin pricing 2. ABC Company is hoping to increase its product sales immediately.  Its best option is to use: a. sales promotion b. marketing research c. advertising d. publicity e. personal selling 3.A medium's ability to reach a precisely defined market is its: a. market targeting b. noise filtering ability c. geographic selectivity d. cost per exposure e. audience selectivity 4. Denny owned a small company which just started selling a new product.  To try and win favor from some retailers who carried competing products, Denny offered them higher margins on his products than on his competitors’.  This is known as: a. Trade promotion b. Sales promotion c. A pull strategy d. Trade partnership e. Consumer promotion Question 5    查不到，但是感觉是第四个，受众广? One of the main advantages of television advertising is: Television can be high cost but has higher impact, it is more engaging and that makes it easier to demonstrate the products. It also provides wide coverage, which is particularly appealing for nationwide product launches. a. the lack of commercial clutter b. that it is cheap c. its captive audience d. ability to reach wide and diverse audience e. its ability to convey complex messages Question 6 Why do many brands with a large market share spend proportionally less on advertising compared to brands with small market share in most industries? a. Certain industries have a practice of spending a low amount of dollars b. They cannot afford to spend more c. The firms with large market share do not need to advertise much d. Advertising will not stimulate their sales e. Because they need a lower proportion to get the same amount of absolute advertising expenses Question 7 Slatescape sells crushed slate to be used as a decorative, permanent mulch to keep weeds out of flower beds.  Slatescape has decided to put a majority of its promotion budget into personal selling and promotion to lawn and garden supply stores and large discount stores such as Wal-Mart.  This new strategy is aimed towards: a. creating a push strategy b. increasing consumers’ preference of its product c. increasing the use of manufacturer rebates d. creating a pull strategy e. increasing awareness among consumers Question 8 ABC Enterprises is trying to spur growth in sales in the short term.  Their best bet for this project is to focus on: a. personal selling b. advertising c. publicity d. social media e. sales promotion Question 9 When entering a market for a high cost product, using the strategy of setting your price high so that you attract less price-sensitive buyers and thus earn money via high margins, not volume, is known as what type of pricing: a. Market skimming b. Mark-up c. Profit maxim.

1. 1. With _________________, the seller pays the actual freight
charges and bills every purchase with an identical, flat freight
charge.
a.
zone pricing
b.
basing-point pricing
c.
uniform delivered pricing
d.
freight absorption pricing
e.
FOB origin pricing
2. ABC Company is hoping to increase its product sales
immediately. Its best option is to use:
a.
sales promotion
b.
marketing research
c.
advertising
d.
publicity

2. e.
personal selling
3.A medium's ability to reach a precisely defined market is its:
a.
market targeting
b.
noise filtering ability
c.
geographic selectivity
d.
cost per exposure
e.
audience selectivity
4. Denny owned a small company which just started selling a
new product. To try and win favor from some retailers who
carried competing products, Denny offered them higher margins
on his products than on his competitors’. This is known as:
a.
Trade promotion
b.
Sales promotion
c.
A pull strategy
d.
Trade partnership

3. e.
Consumer promotion
Question 5 查不到，但是感觉是第四个，受众广?
One of the main advantages of television advertising is:
Television can be high cost but has higher impact, it is more
engaging and that makes it easier to demonstrate the products. It
also provides wide coverage, which is particularly appealing for
nationwide product launches.
a.
the lack of commercial clutter
b.
that it is cheap
c.
its captive audience
d.
ability to reach wide and diverse audience
e.
its ability to convey complex messages
Question 6
Why do many brands with a large market share spend
proportionally less on advertising compared to brands with
small market share in most industries?
a.
Certain industries have a practice of spending a low amount of
dollars
b.
They cannot afford to spend more

4. c.
The firms with large market share do not need to advertise much
d.
Advertising will not stimulate their sales
e.
Because they need a lower proportion to get the same amount of
absolute advertising expenses
Question 7
Slatescape sells crushed slate to be used as a decorative,
permanent mulch to keep weeds out of flower beds. Slatescape
has decided to put a majority of its promotion budget into
personal selling and promotion to lawn and garden supply stores
and large discount stores such as Wal-Mart. This new strategy
is aimed towards:
a.
creating a push strategy
b.
increasing consumers’ preference of its product
c.
increasing the use of manufacturer rebates
d.
creating a pull strategy
e.
increasing awareness among consumers
Question 8
ABC Enterprises is trying to spur growth in sales in the short
term. Their best bet for this project is to focus on:

5. a.
personal selling
b.
advertising
c.
publicity
d.
social media
e.
sales promotion
Question 9
When entering a market for a high cost product, using the
strategy of setting your price high so that you attract less price-
sensitive buyers and thus earn money via high margins, not
volume, is known as what type of pricing:
a. Market skimming
b. Mark-up
c. Profit maximization
d. Dollar sales maximization
e. Market penetration
Question 10
For salespeople, the process of screening out poor customers is
called:
a.
Selection

6. b.
Pre-approach
c.
Prospecting
d.
Qualifying
e.
Approach
Question 11
Heinz is contemplating introducing its ketchup in countries
where the product is rarely used. So, this is a rather novel
product. Heinz has to rely primarily on _____ advertising.
a.
reminder
b.
repetitive
c.
persuasive
d.
top of the mind
e.
informative
Question 12
_____________ is the process of finding hidden patterns and
relationships in the customer data stored in the data warehouse.
a.

7. Customer profiling
b.
Cluster analysis
c.
Correlation analysis
c.
is a model for reaching promotional goals that propels
consumers along the stages of consumer involvement process
d.
Regression analysis
e.
Data mining
Data Mining
used to find hidden patterns and relationships in the customer
data stored in the data warehouse
对
Question 13
Jaguar has created a new car for a limited time, and is priced at
$400,000. Jaguar is aiming to:
a.
get some market share of super luxury car markets
b.
maximize the company’s unit sales
c.
maximize the company’s market share in the car industry

8. d.
Can be any of the above
e.
maximize the company’s dollar sales
2 points
Question 14
The AIDA concept:
a.
is a plan based on the effectiveness of sales promotion
b.
demonstrates that buyers go through nine stages on the way to
making a decision
d.
each individual promotional message should get the customers
to the purchase stage ?
e.
is a model effectively showing that advertising is somewhat of a
random process
Question 15
Social media is:
a.
primarily a medium to promote products and services
b.
Internet based services that facilitate conversations and social

9. interaction
c.
always a useful avenue for marketers
d.
meant to be a way for marketers to get more individual level
data
e.
any website aimed at marketing to consumers
Question 16
A company has found that sales response to its advertising
expenses has been rather low. What does this suggest?
a.
No definitive statement can be made because the company may
not know what point of sales-advertising curve does it lie on
b.
It should stop spending on advertising since it is not showing
good results anyway
c.
It should spend less because the sales response will get worse at
higher level of advertising
d.
It should spend more because the sales response will improve at
higher level of advertising
e.
Advertising does not have any effect on sales
Question 17
An organization is using _________________ when it sets its
prices so that its revenues are as large as possible compared to

10. its costs.
a.
dollar sales maximization
b.
unit sales maximization
c.
cost based pricing
d.
profit maximization
e.
market share maximization
Question 18
In a CRM environment, ________________ is defined as the
informal process of collecting customer information through
customer contacts and feedback on product and service
performance.
a.
data mining
b.
leveraging
c.
interaction
d.
learn
ing

11. e.
knowledge management
Question 19
_____ refers to the way the advertisement message is conveyed.
a.
Campaign evaluation
b.
Message execution
c.
None of the above
d.
Identifying product benefits
e.
Evaluating the appeal of competing advertisements
Question 20
With a (n) _______________ media schedule, the marketer may
alternate between no advertising and heavy advertising every
other month to achieve a greater impact for the same budget.
a.
bursting
b.
intermittent
c.
pulsing
d.
flighted

12. e.
periodic
Question 21
A consumer goods company wants to reach its market, but feels
that its consumers are often distracted by all the media clutter.
If this is true, it should consider:
a.
advertising
b.
product placement
c.
press release
d.
personal selling
e.
Internet
Question 22
Point-of-purchase displays in grocery stores are mostly targeted
at creating:
a.
knowledge
b.
action
c.
preference

13. d.
awareness
e.
liking
Question 23
Dick’s Sporting Goods collects a vast amount of data through
its website, direct mailings, and retail stores. To be useful, all
of these data would be centralized in a(n):
a.
data warehouse
b.
central server
c.
data bank
d.
data mart
e.
data cluster
Question 24
The Comcast Triple Play package includes cable television,
Internet, and telephone service for a price significantly lower
than the cost of the three services priced separately. This is an
example of _______________.
a.
option pricing
b.
quantity discount pricing

14. c.
price bundling
d.
two-part pricing
e.
loss leader pricing
Question 25
Using consumers to develop and market products is called:
a.
crowdfunding
b.
co-creation
c.
closed innovation
d.
crowdsourcing
e.
brainstorming
Question 26
If you are trying to appeal to the mass markets, the most
effective promotional method is:
a.
Direct marketing
b.
Public relations

15. c.
Promotion
d.
Publicity
e.
Advertising
Question 27
Personal selling:
a.
is a good substitute for advertising
b.
is more effective than advertising in the early stages of the
purchase process
c.
is more effective than advertising in the later stages of the
purchase process
Personal Selling (Expensive; face-to-face; high impact)
Can be very effective
Companies may rely on advertising to do initial work of
informing the customers but use personal selling in the later
stages
d.
serves the same purpose as advertising
e.
is less expensive than advertising
Question 28
Persuasion becomes the primary promotion goal when entering
which stage of the product life cycle?

16. a.
Maturity
b.
Introduction
c.
Growth
d.
Persuasion is always a good idea
e.
Decline
Question 29
A price-skimming strategy would be very appropriate for which
of the following?
a.
A high technology solar automobile
b.
A mass market cereal
c.
A new comic book series with an obviously gay hero
d.
A new brand of bottled water
e.
Low wattage light bulbs
Question 30
The main function of a promotional strategy is to:

17. a.
create a strong brand image in the marketplace
b.
enhance the value of the brand so the customers are willing to
pay a higher price
c.
find a niche in the marketplace for the firm and its products
d.
convince its customers that a firm's products offer advantages
over those of its competition
e.
create brand awareness in the marketplace
Question 31
A website that allows individuals to connect with friends, peers,
and business associates is called a:
a.
social networking site
b.
media sharing site
c.
virtual world
d.
social news site
e.
microblog
Question 32

18. Companies can buy space on the folding trays in front of every
seat on airplanes to inform travelers about their products. Use
of this kind of promotion would be considered:
a.
public relations
b.
publicity
c.
sales promotion
d.
personal selling
e.
advertising
Question 33
Which of the following would imply demand would be elastic?
a.
high involvement product
b.
nondurable product
c.
many substitute products
d.
difficult to evaluate quality
e.
price is low relative to purchasing power

19. Question 34
ABC Company is trying to build its brand image. If so, it
should probably not focus on:
a.
Sales promotion
b.
Publicity
c.
Personal selling
(not sure)
d.
Press releases
e.
Advertising
uestion 35
Instead of sending artfully arranged flower bouquets, an
entrepreneur has developed fresh fruit bouquets and is
marketing them under the name Edible Arrangements. The
premium fruit is cut to mimic flowers, arranged in a basket, and
carefully delivered to the recipient’s home. One of the
challenges is convincing customers about the appeal of this
novelty product. Thus, Edible Arrangements will be using
_____________ advertising to promote its fruit bouquets.
a.
comparative
b.
pioneering

20. c.
competitive
d.
institutional
e.
demonstration
Question 36
The American Plastics Council wants to stimulate more
consumer demand for products that are packaged in plastic. The
ads will be run in consumer magazines and will hopefully cause
customers to ask retailers to carry more products packaged in
plastic. The American Plastics Council is:
a.
using publicity to fight the negative image associated with the
use of plastics
b.
using a push strategy
c.
using a pull strategy
d.
focusing on recycling plastic packaging
e.
increasing secondary demand for plastics
uestion 37
_____ measures the number of different target consumers who
are exposed to a commercial at least once.
a.

21. Reach
b.
Audience selectivity
c.
Impact
d.
Frequency
e.
Cost per exposure
Question 38
Which of the following is an example of owned media?
a.
The display advertisement that FitBody purchased on the local
newspaper’s Web site
b.
An e-mail sent by Garrett to the manager of FitBody, asking
about what types of workout programs the gym offers
c.
The Facebook page created by FitBody to let members know
about special events at the gym
d.
The tweet that Winnie—who works out regularly at FitBody—
sent to her followers about how much weight she’s lost since
she’s been working out
e.
The personal blog “Feeling the Burn,” maintained by Andy, who

22. is one of the members of FitBody
39. The situation in which there are so many buyers and sellers
that each has little control on price is known as:
a.
Pure Monopoly
b.
Uncontrolled Competition
c.
Monopolistic Competition
d.
Pure Competition
e.
Oligopolistic Competition
40. After establishing a listening platform, the next step for an
organization should be to:
a.
implement measurement tools to determine the benefits of social
media
b.
develop a list of objectives for its social media team to
accomplish
c.
identify potential consumers
d.
attempt to develop a unique social media platform to generate
buzz about the brand

23. e.
decide which tools and platforms to use as part of its social
media strategy
Question 41
A (n) _______________ media schedule combines continuous
scheduling throughout the year with a flighted schedule during
the best sales periods.
a.
flighted
b.
periodic
c.
intermittent
d.
bursting
e.
Pulsing
Question 42
Price elasticity refers to:
a.
how much price will change in response to demand
b.
how much demand will change with a given change in price
c.
how much cost can be recovered at a given price

24. d.
how much price will change in response to supply
e.
how much supply will change in response to price
Question 43
Why do some marketers offer rebates instead of price reductions
to induce short-term sales?
a.
A price reduction of this type would likely be an example of
price discrimination.
b.
Rebates result in brand-loyal consumers.
c.
Rebates are good at enticing purchases, but most consumers
never bother to redeem them.
d.
Consumers find rebates more appealing.
e.
Rebates are more convenient for consumers.
Question 44
A print ad for Real Simple magazine shows a typical scene of a
group of women sitting on a sofa, and casually chatting. Which
executional style is being used in this ad?
a.
humor
b.
testimony

25. c.
slice-of-life
d.
demonstration
e.
mood or image
Question 45
Which advertising is particularly suited for smaller competitors
moving up to the more upscale markets?
a.
demonstration
b.
competitive
c.
pioneering
d.
comparative
e.
institutional
Question 46
When Delta Airlines raises or lowers its prices on its Atlanta to
Chicago route, other airlines tend to make the same changes in
their pricing. This is an example of ______________ pricing.
a.
market share
b.

26. predatory
c.
cost-plus
d.
status quo
e.
target return
uestion 47
When Microsoft introduced its Zune MP3 player, some people
thought it would capture the MP3 player market by pricing its
product so low that a smaller competitor, like the Apple iPod,
would be unable to compete and have to quit the market. If
Microsoft had used this approach, it would be guilty of
_________________.
a.
product dumping
b.
price discrimination
c.
price fixing
d.
predatory pricing
e.
unfair trade practices
Question 48
South Africa's Competition Commission accused South African
Airways of conspiring with its partner, Germany's Lufthansa, to
set high prices on flights between Johannesburg and Frankfurt.

27. As a result, the two airlines were charged with:
a.
premium pricing
b.
price discrimination
c.
price fixing
d.
price skimming
e.
predatory pricing
Question 49
Detrol, a drug for an overactive bladder, runs a television ad
where a female restroom sign jumps off the door and convinces
a patient (without naming any of the competitors) that Detrol is
the best solution available. This is an example of a (n) _____
ad.
a.
competitive
b.
demonstration
c.
pioneering
d.
institutional
e.

28. comparative
Question 50
The use of trade promotion by a manufacturer is aimed towards:
a.
giving incentives to the final consumers to buy its product
b.
creating a pull strategy
c.
increasing awareness among consumers
d.
creating a push strategy
e.
increasing consumers’ preference of its product