Unit 4 MCQ’s and written Q Multiple Choice Questions (Enter your answers on the enclosed answer sheet) 1. Which type of retailer tends to be the most frequently shopped? a. Convenience stores b. Department stores c. Supermarkets d. Off-price retailers e. Superstores 2. As a result of the great success of corporate chains, many independent stores choose to band together in either a voluntary chain or a(n) ________. a. factory outlet b. warehouse club c. independent off-price retailer d. retailer cooperative e. convenience cooperative 3. While all retailers would like to achieve ________ while charging ________, the two seldom happen together. a. low volume; low markups b. high volume; cut-rate markups c. high volume; low markups d. high volume; high markups e. low volume; high markups 4. In-store demonstrations, displays, contests and visiting celebrities are examples of ________. a. agent promotions b. sales promotions c. product life-cycling d. franchises e. broker promotions 5. In response to a(n) ________, many retailers have cut costs, used price promotions and added new value pitches to their positioning. a. down economy b. up economy c. shift in retail technology d. dot-com boom e. dot-com meltdown 6. The merging of consumers, products, prices and retailers is called ________. a. consumer convergence b. retail clustering c. price merging d. retail convergence e. retail conglomeration 7. ________ buy mostly from producers and sell to retailers and industrial consumers. a. Discount stores b. Wholesalers c. Independents d. Factory outlets e. Megaretailers 8. ________ are the largest group of wholesalers. The group can be divided into the two broad types of full-service and limited-service. a. Brokers b. Specialty wholesalers c. Agents d. Manufacturer sellers e. Merchant wholesalers 9. ________, or manufacturers’ representatives, represent a buyer or seller on a more permanent basis. a. Franchises b. Retailers c. Agents d. Brokers e. Intermediaries 10. 7-Eleven, Stop-N-Go, and Circle K, small stores that traditionally have had a primary market of young, blue-collar men, are examples of ________. a. specialty stores b. department stores c. supermarkets d. category killers e. convenience stores 11. Which of the following types of retailers is most likely to practice everyday low pricing (EDLP)? a. Convenience stores b. Department stores c. Discount stores d. Full-service retailers e. Category killers 12. The promotion mix is the company’s primary communication activity; the marketing mix must be coordinated for the greatest communication impact. What is NOT included in the entire marketing mix? a. Price b. Promotion c. Competitor d. Place e. Product 13. Marketing communicators must do all of the following EXCEPT ________. a. choose the media through which to send a message b. determine the communication objectives c. collect feedback d. identify the target audience e. deliver products to t ...

1. Unit 4 MCQ’s and written Q
Multiple Choice Questions (Enter your answers on the enclosed
answer sheet)
1. Which type of retailer tends to be the most frequently
shopped?
a. Convenience stores b. Department stores c. Supermarkets d.
Off-price retailers e. Superstores
2. As a result of the great success of corporate chains, many
independent stores choose to band together in
either a voluntary chain or a(n) ________.
a. factory outlet b. warehouse club c. independent off-price
retailer d. retailer cooperative e. convenience cooperative
3. While all retailers would like to achieve
________ while charging ________, the two
seldom happen together.
a. low volume; low markups b. high volume;
cut-rate markups c. high volume; low markups d.
high volume; high markups e. low volume; high
markups
4. In-store demonstrations, displays, contests and
visiting celebrities are examples of ________.
a. agent promotions b. sales promotions c. product life-cycling
d. franchises e. broker promotions
5. In response to a(n) ________, many
retailers have cut costs, used pricepromotions
and added new value pitches to their positioning.
a. down economy b. up economy c. shift in retail technology d.
dot-com boom e. dot-com meltdown
6. The merging of consumers, products, prices
and retailers is called ________.
a. consumer convergence b. retail clustering c. price merging d.
retail convergence e. retail conglomeration
7. ________ buy mostly from producers and sell to

2. retailers and industrial consumers.
a. Discount stores b. Wholesalers c. Independents d. Factory
outlets e. Megaretailers
8. ________ are the largest group of wholesalers.
The group can be divided into the two broad
types of full-service and limited-service.
a. Brokers b. Specialty wholesalers c. Agents d. Manufacturer
sellers e. Merchant wholesalers
9. ________, or manufacturers’ representatives,
represent a buyer or seller on a more
permanent basis.
a. Franchises b. Retailers c. Agents d. Brokers e. Intermediaries
10. 7-Eleven, Stop-N-Go, and Circle K, small stores that
traditionally have had a primary market of
young, blue-collar men, are examples of
________.
a. specialty stores b. department stores c. supermarkets d.
category killers e. convenience stores
11. Which of the following types of retailers is most likely to
practice everyday low pricing (EDLP)?
a. Convenience stores b. Department stores c. Discount stores
d. Full-service retailers e. Category killers
12. The promotionmix is the company’s primary
communication activity; the marketing mix must be
coordinated for the greatest communication impact. What is
NOT included in the entire marketing mix?
a. Price b. Promotion c. Competitor d. Place e. Product
13. Marketingcommunicators must do all of the
following EXCEPT ________.
a. choose the media through which to send a message b.
determine the communication objectives c. collect feedback d.
identify the target audience e. deliver products to the customer
14. In the AIDA model, the D stands for
________.
a. decoding b. demand c. desire d. data e. do-it-yourself
15. All of the following are strategies a marketer would use to

3. lead consumers into making the final step toward a purchase
EXCEPT which one?
a. Offer premiums b. Offer special promotional prices c. Use
extensive “teaser” advertising d. Offer rebates e. email selected
customers inviting them in for a visit
16. Moral appeals are directed to the audience’s
sense of what is “right” and ________.
a. positive b. affordable c. traditional d. proper e. emotional
17. A marketer is making decisions about the headline, copy,
illustration and colors for a print ad.
The marketer is making decisions about the
________.
a. message channel b. message content c. message format d.
message medium e. message structure
18. Which promotional tool is most effective in
building up buyers’ preferences, convictions
and, most importantly, actions?
a. Sales promotion b. Public relations c. Segmented advertising
d. Mass-market advertising e. Personal selling
19. Which promotional mix strategy directs marketing efforts
toward final consumers?
a. Pulse b. Buzz c. Pull d. Push e. Blitz
20. HP’s advertising agency assembles words and
illustrations into an advertisement that will
convey the company’s
intended brand message. In the communication
process, HP is
____________.
a. messaging b. encoding c. decoding d. sending e. responding
21. A long-standing charge against intermediaries is that they
mark up prices beyond the
___________.
a. resale value b. promotion cost c. delivery charges d. going
market price e. value of their services
22. Advertising “puffery” is a term for ________.
a. subliminal appeals to consumers b. emotional appeals to

4. consumers c. a straightforward promotional message d. innocent
exaggeration for effect e. value-added promotions
23. The two major citizen movements to keep
business in line are environmentalism and
________.
a. protectionism b. antimonopoly legislation c. interstate
commerce d. innovation e. consumerism
24. All of the following are choices for internal and external
“greening” and “beyond greening”
activities EXCEPT ________.
a. consumerism b. new clean technology c. product stewardship
d. pollution prevention e. sustainability vision
25. The philosophy of ________ holds that a
company’s marketing should support the best
long-run performance of the marketing system.
a. consumer-oriented marketing b. environmentalism c. the free
enterprise system d. the sustainable marketing concept e.
corporate social responsibility
Written Assignment for Unit Four
• Include your name, student number, course number, course
title and unit number on each page of your written assignment
(this is for your protection in case your materials become
separated). • Begin each written assignment by identifying the
question number you are answering followed by the actual
question itself (in bold type). • Use a standard essay format for
responses to all questions (i.e. an introduction, middle
paragraphs and conclusion). • Responses must be submitted as a
MS Word Document only, typed double-spaced, using a
standard font (i.e. Times New Roman) and 12 point
type size.
Word count is NOT one of the criteria that is used in assigning
points to written assignments. However, students who are
successful in earning the maximum number of points tend to
submit written assignments that fall in the following ranges:
Undergraduate courses: 350 - 500 words or 1 - 2 pages

5. Plagiarism All work must be free of any form of plagiarism. Put
written answers into your own words. Do not simply cut and
paste your answers from the Internet and do not copy your
answers from the textbook. Be sure to refer to the course
Syllabus for more details on plagiarism and proper citation
styles.
Please answer ONE of the following:
1) Describe the differences between chain stores and franchises.
2) Why would a producer use wholesalers rather than selling
directly to retailers or consumers?
3) Discuss two components of the environmental sustainability
portfolio.
Petr 3520 HW 27
Gas MBE Average P Calculation
A gas reservoir is being drained by four wells (A, B, C, D), with
the following reservoir properties:
Well
Area [acres]
Height [ft]
Porosi
A
20
50
.15
B
18
60
.16
C

6. 24
70
.17
D
26
65
.14
For material balance calculations, an average pressure is
needed. All four producing wells are shut in and the pressures
are allowed to buildup for 60 hours. Cartesian plots of bottom
hole pressure (BHP) vs. shut-in time are given above.
1. Read the approximate stabilized pressure at 60 hrs for each
of the four wells. Consider these pressures to be the average
pressure in the individual areas drained by the wells. (Note: In
Pet 341 Well Testing you will learn about more sophisticated
ways of determining average pressure in a well’s drainage area
from pressure transient tests, but this is an easy and quick and
(in many cases) acceptable method).
Well
Stabilized Pressure [psi]
A
B
C
D

7. 2. From these four pressures, determine the arithmetic average
pressure for the entire reservoir.
[p = 3193.8 psi] (depends on how you read the stabilized
pressures)
3. From these four pressures, determine the pore volume
weighted average pressure for the entire reservoir.
[p = 3198.2 psi] (depends on how you read the stabilized
pressures)
(Note: This is an especially easy calculation in Excel. If you
use Excel, paste your calculations table below).
nits cancel, so OK to
express Vp in acre-ft)

8. Sample Excel Calculation:
Gas Material Balance Equations
GBgi = (G-Gp)Bg
4. A gas reservoir, discovered with an initial pressure of 7000
psia, has an average pressure of 6450 psia when 1,170 MCF of
gas has been produced. Please determine G. [Answer: G =
47.72 MMSCF ]
P
Z
Bg
Cumulative Gp
(psia)
(RVB/MCF)

9. (MCF)
7000
1.214
0.5241
0
6450
1.147
0.5373
1,170
5. A gas reservoir, discovered with an initial pressure of 5800
psia, has the following values of average pressure vs. Gp.
Please do the following:
(a) Using Excel, calculate p/Z and plot p/Z vs. Gp. Print the
plot only and attach to your HW.
(b) Determine G. [ Answer: G = 41.3 MMSCF ]
(c) If the reservoir is produced to an abandonment pressure of
500 psia (Z = 0.943), what will be Gp? [36.2 MMCF] What
will be the recovery (Gp/G)? [87.59%]
P
Z
Bg
Cumulative Gp
(psia)
(RVB/MCF)
(MCF)
5800
1.03
0.574

10. 0
5400
0.98
0.593
1.17
5000
0.972
0.631
3.4
4600
0.93
0.652
5.2
6. Derive Bg = 5.035zT/p.
7. (a) Explain this equation in your own words: GBgi = (G-
Gp)Bg . (b) What assumptions are made in writing this? (c)

11. What is a “volumetric” gas reservoir? (d) What is the
theoretical recovery from a volumetric gas reservoir?
8. Starting with GBgi = (G-Gp)Bg , derive the p/Z vs. Gp form
of the gas material balance.
9. (a) Draw a typical p/Z vs. Gp plot. (b) Explain how to get
G. (c) What is “abandonment pressure”? (d) How can
recovery be increased by adding compression at the surface?
238
Reservoir Average Pressure
(for Gas Material Balance)
WellArea (A)Height (h)
f
PVAvg PPV*P

12. [acres][acre-ft]in area
A
14300.12
50.42100105,840
B
22400.14
123.22140263,648
C
26500.16
2082120440,960
D
30550.10
1652160356,400
Total PV=546.61,166,848
[acre-ft]
Avg P =2130 (psi)
PV weighted avg Pressure:2134.74 (psi)
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