INFLUENCES ON BUSINESS

• Those organizations that assist in the movement of goods and services from producer to industrial and consumer users are known as:

  marketing intermediaries
• A(n) ____________ consists of the marketing intermediaries that transport and store goods as they move through their path from producer to final user

  channel of distribution
• A _________ is a marketing intermediary that sells products to other organizations.

  wholesaler
• A (n) _________ is one type of marketing intermediary that brings together buyers and sellers and assists in negotiating an exchange, but does not take title to the goods.

  agent
• Marketing intermediaries:


  have survived because they can often perform marketing functions faster and at lower cost than producers
• The primary difference between retailers and wholesalers is that:

  retailers sell to final consumers, while wholesalers sell to other organizations, such as retailers or manufacturers.
• __________ is the value or want-satisfying ability that is added to products by organizations that make the product more useful or accessible to consumers

  utility
• The types of utility commonly provided by marketing intermediaries include:

  time, place, possession, information, and service.
• ___________ means selling goods and services to ultimate consumers over the Internet

  electronic retailing
• ______ is the sale of goods and services by telephone.

  telemarketing
• Companies who send salespeople to customers' homes or places of work are making use of __________ selling

  direct
• In _____________,salespeople are independent contractors who not only sell the product, but also recruit additional salespeople

  multi-level marketing
• The characteristic that all forms of direct marketing have in common is that they:


  include some type of activity that directly links manufacturers to the ultimate consumer.
• Which of the following assessments of electronic retailing is most accurate?

  The line between electronic retailing and traditional retailing is blurring as traditional retailers go online.
• Taken together, all of the organizations that move goods from the sources of raw materials to ultimate consumers is known as a(n):

  supply chain.
• Which of the following activities is most likely to be performed by someone responsible for supply chain management?

  Finding ways to handle the return of goods and recycled materials
• _________ involves planning, implementing, and controlling the physical flow of materials, final goods, and related information from points of origin to points of consumption to meet customer requirements at a profit

  logistics
• Currently, in the United States the greatest volume of goods and services is shipped by:

  rail
• ____________ put many small shipments together to create a single large shipment that can be transported more cost-efficiently to the final destination

  freight forwarders
• The use of promotional tools to persuade wholesalers and retailers to stock and sell merchandise represents a:

  push strategy
• The strategy of directing advertising and sales promotion toward consumers to stimulate them to request the products from their local retailers is called a:

  pull strategy
• Compared to other promotional tools, publicity:


  offers the firm little control over the message
• __________ refers to any information about a product or an organization that is communicated to the public through the media and is not paid for or controlled by the sponsor.

  publicity
• The activity that evaluates public attitudes, changes policies and procedures in response to the public's requests, and executes a program of action and information to earn public understanding and acceptance is called:

  public relations
• The final step of the selling process involves:

  follow up
• In the B2B selling process, the selection of potential customers and make sure they have the needs and authority to buy is known as:

  qualifying
• People with an unmet need, the authority to buy, and the willingness to listen to a sales message represent a firm's:

  prospects
• Which of the following is required to build meaningful relationships with customers?

  Tracking customer purchases
• Firms with a very limited advertising budget would be very unlikely to use ________ advertising.

  television
• Which of the following offers the greatest potential for meaningful interaction between buyers and sellers?

  online advertising
• Infomercials provide the opportunity for:

  the product to sell itself.
• Which of the following refers to the practice of paying to have a product appear favorably in a TV show or movie?

  product placement
• The advertising medium that accounts for the largest share of total advertising expenditures is:

  cable and broadcast tv
• _________ refers to any paid, non-personal communication through various media by organizations and individuals who are in some way identified in the message

  advertising
• A promotional campaign begins by:

  identifying a target market.
• The goal of __________ is to inform and remind people in a target market about specific products, eventually persuading them to participate in an exchange

  promotion
• Which of the following refers to a group of products offered by a firm that are physically similar or are intended for a similar market?

  product line
• The combination of product lines offered by a manufacturer is called the firm's:

  product mix
• When consumers decide to purchase a particular product, they:

  consider the total collection of benefits that the product offers.
• Successful product differentiation:


  can be based on either real or perceived differences in products.