The communication capabilities of Internet-enabled technologies take three forms: (1) marketer-to-consumer e-mail notification, (2) consumer-to-marketer buying and service requests, and (3) __________.

The communication capabilities of Internet-enabled technologies take three forms: (1) marketer-to-consumer e-mail notification, (2) consumer-to-marketer buying and service requests, and (3) __________.

A) Web-to-Web customer exchanges
B) consumer-to-consumer chat rooms, instant messaging, and social networking websites
C) phishing and spam sites
D) Weblinks and network plans
E) on-line colonies


Answer: B - consumer-to-consumer chat

Dynamic pricing refers to

Dynamic pricing refers to

A) setting the price of a line of products at a number of different specific pricing points.
B) charging the highest price possible for a given product item in a specific product line.
C) the practice of changing prices for products in real time in response to supply and demand conditions.
D) the difference between a product's initial selling price and its final selling price.
E) charging the lowest price possible, while still generating a profit, for a given product item in a specific product line.


Answer: C - the practice of changing

A company monitors the amount of time per month, in minutes, visitors spend on a company's website to gauge __________.

A company monitors the amount of time per month, in minutes, visitors spend on a company's website to gauge __________.

A) cookieness
B) click fraud
C) bouncieness
D) stickiness
E) click-through rates


Answer: D - stickiness

Yahoo! allows users to create personalized My Yahoo! pages. Users can add or delete a variety of information from their personal pages, including stock quotes, weather conditions, and local TV schedules. This is an example of a high degree of __________.

Yahoo! allows users to create personalized My Yahoo! pages. Users can add or delete a variety of information from their personal pages, including stock quotes, weather conditions, and local TV schedules. This is an example of a high degree of __________.

A) collaborative filtering
B) individualization
C) data mining
D) choiceboard specification
E) personalization


Answer: E - personalization

Which of the following statements regarding spam is most accurate?

Which of the following statements regarding spam is most accurate?

A) The CAN-SPAM Act is a "tongue in cheek" reference to "canned SPAM."
B) The CAN-SPAM Act restricts information collection on the Internet unless the organization serves the public.
C) The CAN-SPAM Act allows firms to generate unsolicited e-mail promotions on the Internet.
D) Spam is defined as unsolicited e-mail unless a person responds or makes a purchase.
E) Online services in some states can legally prevent spammers from spamming their subscribers.


Answer: E - Online services in some

Marketers produce a customer experience through seven website design elements: (1) context; (2) content; (3) community; (4) customization; (5) __________; (6) connection; and (7) commerce.

Marketers produce a customer experience through seven website design elements: (1) context; (2) content; (3) community; (4) customization; (5) __________; (6) connection; and (7) commerce.

A) consistency
B) collaboration
C) commercialization
D) communication
E) creativity


Answer: D - communication

Airline, car rental, and lodging electronic reservation systems such as Orbitz allow comparison shopping for the lowest fares, rents, and rates and almost immediate access to and confirmation of travel arrangements and accommodations. This demonstrates how electronic commerce contributes to customer value through the creation of

Airline, car rental, and lodging electronic reservation systems such as Orbitz allow comparison shopping for the lowest fares, rents, and rates and almost immediate access to and confirmation of travel arrangements and accommodations. This demonstrates how electronic commerce contributes to customer value through the creation of

A) service utility.
B) place utility.
C) time utility.
D) possession utility.
E) form utility.


Answer: D - possession utility

Another name for a reproductive population is

Another name for a reproductive population is

A. deme.
B. species.
C. haplogroup.
D. genus.


Answer: Deme

The two main types of mutations are

The two main types of mutations are

A. synonymous and nonsynonymous.
B. frameshift and transposable.
C. spontaneous and induced.
D. point and synonymous.


Answer: Spontaneous and induced

At the end of last semester, your professor had a baby. In class, she notes that her baby weighed 7.2 lbs at birth. The other babies in the nursery that week weighed 7.0 lbs, 6.8 lbs, 9.2 lbs, 7.5 lbs, and 7.3 lbs. When she asks what phenomenon this pattern of birth weights represents, you raise your hand and correctly answer

At the end of last semester, your professor had a baby. In class, she notes that her baby weighed 7.2 lbs at birth. The other babies in the nursery that week weighed 7.0 lbs, 6.8 lbs, 9.2 lbs, 7.5 lbs, and 7.3 lbs. When she asks what phenomenon this pattern of birth weights represents, you raise your hand and correctly answer

A. no selection.
B. disruptive selection.
C. directional selection.
D. stabilizing selection


Answer: Stabilizing selection

The three patterns of natural selection are

The three patterns of natural selection are

A. one-way, disruptive, and stabilizing.
B. disruptive, equilibrium, and directional.
C. mutation, stabilizing, and directional.
D. stabilizing, directional, and disruptive.


Answer: Stabilizing, directional, and disruptive

Mutation is the only source of new genetic material.

Mutation is the only source of new genetic material.

A. true
B. false


Answer: True

Members of a population that can breed and produce viable offspring are considered to be of the same

Members of a population that can breed and produce viable offspring are considered to be of the same

A. allogroup.
B. matriline.
C. patriline.
D. species.


Answer: Species

Which of the following abnormalities is not linked to malaria?

Which of the following abnormalities is not linked to malaria?

A. Sickle-cell anemia
B. Leucism
C. Thalassemia
D. Favism


Answer: Leucism

The gene pool includes only the beneficial traits in a population.

The gene pool includes only the beneficial traits in a population.

A. true
B. false


Answer: False

Lactase deficiency is the most common protein deficiency in the world.

Lactase deficiency is the most common protein deficiency in the world.

A. true
B. false


Answer: True

Huntington's chorea is a genetically linked debilitating degenerative disorder with an onset usually after the fourth decade of life. The reason that this disease has not been eliminated through natural selection and is actually quite prevalent among communities in Lake Maracaibo, Venezuela, is

Huntington's chorea is a genetically linked debilitating degenerative disorder with an onset usually after the fourth decade of life. The reason that this disease has not been eliminated through natural selection and is actually quite prevalent among communities in Lake Maracaibo, Venezuela, is

A. the mutated gene is recessive and therefore tough to eliminate from a population.
B. the onset of the disease after prime childbearing years means it is largely unaffected by natural selection.
C. gene flow between the populations around Lake Maracaibo and European settlers maintains the gene in a balanced polymorphism.
D. there has not been enough time since the introduction of the disease for genetic drift to isolate the gene.


Answer: The onset of the disease after prime childbearing years means it is largely unaffected by natural selection.

Your cousin just started a part-time job at a blood bank. He tells you that a surprisingly large number of Native Americans come in to donate blood. You explain to him that, based on what you learned in physical anthropology class, this is not all that surprising because

Your cousin just started a part-time job at a blood bank. He tells you that a surprisingly large number of Native Americans come in to donate blood. You explain to him that, based on what you learned in physical anthropology class, this is not all that surprising because

A. owing to a founder effect, many Native American populations have high frequencies of the O blood type.
B. gene flow between Native Americans and European Americans but not vice versa means that Natives are the universal donors.
C. the AB blood type was selected for in the Native American population as a genetic adaptation in response to the smallpox that Europeans brought.
D. many Native American lands are on toxic waste dumps that cause a higher frequency of mutations and result in a high proportion of people with the A blood type.


Answer: Owing to a founder effect, many Native American populations have high frequencies of the O blood type.

Compared to the normal male karyotype, a man affected by Klinefelter's syndrome has

Compared to the normal male karyotype, a man affected by Klinefelter's syndrome has

A. one more Y chromosome.
B. an extra X and an extra Y chromosome.
C. two extra X chromosomes.
D. one more X chromosome.


Answer: One more X chromosome

A change in allele frequencies from one generation to the next is an example of evolution.

A change in allele frequencies from one generation to the next is an example of evolution.

A. true
B. false


Answer: True

If 70% of the hypothetical population passed along allele B, the dominant allele for brown eyes, and 30% passed along allele b, the recessive allele for blue eyes, the proportion of the subsequent generation with brown eyes would be ___________ given Hardy-Weinberg equilibrium.

If 70% of the hypothetical population passed along allele B, the dominant allele for brown eyes, and 30% passed along allele b, the recessive allele for blue eyes, the proportion of the subsequent generation with brown eyes would be ___________ given Hardy-Weinberg equilibrium.

A. 28%
B. 70%
C. 91%
D. 99%


Answer: 91%

An online article that your professor asked you to critique states that African Americans cannot contract malaria, even if they go to endemic areas, because of a genetic trait that confers protection from the disease. Your response is that this article is incorrect because

An online article that your professor asked you to critique states that African Americans cannot contract malaria, even if they go to endemic areas, because of a genetic trait that confers protection from the disease. Your response is that this article is incorrect because

A. African Americans have lost the allele for normal red blood cells through genetic drift from their ancestral African population.
B. balanced polymorphism means that not all African Americans are heterozygous for the sickle cell trait.
C. protection from malaria cannot be conferred by genes.
D. African Americans are more likely to have thalassemia, which does not protect a person completely from contracting malaria.


Answer: Balanced polymorphism means that not all African Americans are heterozygous for the sickle cell trait.

Populations in which reproduction within the group is encouraged are called

Populations in which reproduction within the group is encouraged are called

A. endogamous.
B. exogamous.
C. bigamous.
D. polygamous.


Answer: Endogamous

Recent research indicates malaria was present in the Americas prior to Columbus.

Recent research indicates malaria was present in the Americas prior to Columbus.

A. true
B. false


Answer: False

At Thanksgiving dinner, your dad tells the old story about how your great-grandmother's longevity was related to a daily breakfast of coffee and grapefruit plus broccoli every night with dinner. No one else in your extended family lived to over 100 like she did, and your dad insists that this is because everyone else in the family has failed in their attempt to follow her diet plan. You speak up this Thanksgiving and offer your hypothesis that the dietary failure of the subsequent generations suggests that

At Thanksgiving dinner, your dad tells the old story about how your great-grandmother's longevity was related to a daily breakfast of coffee and grapefruit plus broccoli every night with dinner. No one else in your extended family lived to over 100 like she did, and your dad insists that this is because everyone else in the family has failed in their attempt to follow her diet plan. You speak up this Thanksgiving and offer your hypothesis that the dietary failure of the subsequent generations suggests that

A. your great-grandmother was a PTC-nontaster whereas everyone else in your family can taste PTC.
B. everyone else in the family is affected by balanced polymorphism, where they have evolved genes to be healthier during life no matter what they eat but also have a shortened lifespan.
C. natural selection has removed the genes that code for adherence to a dietary regime from the recent generations of your family.
D. changes in farming practices have adversely affected the quality and taste of coffee, grapefruit, and broccoli over the past few generations.


Answer: Your great-grandmother was a PTC-nontaster whereas everyone else in your family can taste PTC.

The case of the peppered moth and industrial melanism during the Industrial Revolution in England illustrates

The case of the peppered moth and industrial melanism during the Industrial Revolution in England illustrates

A. directional selection favoring the nonmelanic over the melanic form of the moth.
B. greater fitness of the nonmelanic form of the moth.
C. change in frequency of the nonmelanic genotype.
D. All of the above



Answer: Change in frequency of the non melanic genotype.

A(n) __________ is a salesperson who processes routine orders or reorders for products that were already sold by the company.

A(n) __________ is a salesperson who processes routine orders or reorders for products that were already sold by the company.

A) missionary salesperson
B) order getter
C) order taker
D) team salesperson
E) sales engineer


Answer: C - order taker

To which element of the marketing mix is viral marketing most closely related?

To which element of the marketing mix is viral marketing most closely related?

A) product
B) media selection
C) promotion
D) place
E) price


Answer: C - promotion

A(n) __________ is an electronic shopping agent that combs websites to compare prices and product or service features.

A(n) __________ is an electronic shopping agent that combs websites to compare prices and product or service features.

A) cookie
B) data miner
C) bot
D) digital shoppers
E) extranet


Answer: C - bot

Six general product and service categories dominate online consumer buying today and in the foreseeable future. One category includes items such as computers and consumer electronics, for which product information is an important part of the purchase decision. However,

Six general product and service categories dominate online consumer buying today and in the foreseeable future. One category includes items such as computers and consumer electronics, for which product information is an important part of the purchase decision. However,

A) warranties and post-purchase communication are even more important.
B) prepurchase trial is not necessarily critical.
C) audio or video demonstration is not important.
D) price and delivery time are not key factors.
E) convenience is very important.



Answer: B - pre purchase trial

Sales management consists of three interrelated functions: (1) sales plan formulation; (2) sales plan implementation; and (3) __________.

Sales management consists of three interrelated functions: (1) sales plan formulation; (2) sales plan implementation; and (3) __________.

A) salesforce size determination
B) salesforce communication
C) salesforce evaluation
D) salesforce account management
E) salesforce compensation



Answer: C - salesforce evaluation

Salespeople at Medtronic, Inc., the world leader in the heart pacemaker market, are in the operating room for more than 90 percent of the procedures performed with their product. Medtronic sales people participate in

Salespeople at Medtronic, Inc., the world leader in the heart pacemaker market, are in the operating room for more than 90 percent of the procedures performed with their product. Medtronic sales people participate in

A) missionary selling.
B) transactional selling.
C) inside order taking.
D) relationship selling.
E) on-site selling.


Answer: D - relationship selling

The tasks involved in managing personal selling include setting objectives; organizing the salesforce; __________; and evaluating the performance of individual salespeople.

The tasks involved in managing personal selling include setting objectives; organizing the salesforce; __________; and evaluating the performance of individual salespeople.

A) maintaining open communications between sales representatives and the firm's stakeholders
B) assessing the EQ of a competitors' salesforce
C) using customer input to make product modifications
D) recruiting, selecting, training, and compensating salespeople
E) identifying potential target markets



Answer: D - recruiting, selecting

Which of the following statements is an example of personal selling?

Which of the following statements is an example of personal selling?

A) You purchase a three-year subscription to Martha Stewart Living magazine by returning a prepaid postcard.
B) You purchase an 18-carat gold wristwatch on e-Bay.
C) You purchase diabetic test strips at a local Walgreens.
D) You watch an infomercial for the Magic Bullet and purchase one.
E) A Tupperware consultant demonstrates the firm's products to you and your friends in the comfort of your home.



Answer: E - A tupperware

Which type of personal selling presentation format is the most consistent with the marketing concept?

Which type of personal selling presentation format is the most consistent with the marketing concept?

A) need-satisfaction presentation format
B) stimulus-response presentation format
C) canned sales presentation format
D) suggestive selling format
E) formula selling presentation format


Answer: A - need-satisfaction presentation

A study of a particular sales position, including how the job is to be performed and the tasks that make up the job, is referred to as a(n) __________.

A study of a particular sales position, including how the job is to be performed and the tasks that make up the job, is referred to as a(n) __________.

A) performance assessment
B) job analysis
C) performance audit
D) annual sales review
E) job evaluation


Answer: B - job analysis

Sales plan formulation involves

Sales plan formulation involves

A) training the salesforce.
B) quantitative assessments.
C) developing account management policies.
D) hiring sales reps.
E) recruiting the salesforce.


Answer: C - developing account management policies

A salesperson who sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service is referred to as a(n) __________.

A salesperson who sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service is referred to as a(n) __________.

A) order getter
B) missionary salesperson
C) team salesperson
D) order taker
E) sales engineer


Answer: A - order getter

In the personal selling process, a telemarketer who calls and asks the head of the household, "Are you happy with your current mobile phone service provider?" is engaged in __________.

In the personal selling process, a telemarketer who calls and asks the head of the household, "Are you happy with your current mobile phone service provider?" is engaged in __________.

A) order taking
B) creating a preapproach
C) closing the sale
D) prospecting
E) stimulus-response selling


Answer: D - prospecting

When Greenpeace wanted Nestlé to re-think its use of unsustainable palm oil in its candy bars, Greenpeace launched a __________ to increase awareness about Nestlé's policies.

When Greenpeace wanted Nestlé to re-think its use of unsustainable palm oil in its candy bars, Greenpeace launched a __________ to increase awareness about Nestlé's policies.

A) "shock campaign"
B) "cyber attack"
C) "flame war"
D) "hate campaign"
E) "boycott"


Answer: A - shock campaign

What is a web page that serves as a publicly accessible personal journal and online forum for an individual or organization?

What is a web page that serves as a publicly accessible personal journal and online forum for an individual or organization?

A) Web 3.0
B) a blog
C) an app
D) a Wiki
E) Google +


Answer: B - a blog

Which of the following reflects the convergence of real and digital worlds?

Which of the following reflects the convergence of real and digital worlds?

A) The popularity of video games with tweens and teens.
B) The popularity of mobile phones with teenagers.
C) The capability of following up to a message received from a local retailer regarding the products you telephoned about the previous day.
D) The inability to buy groceries through a supermarket website.
E) The use of a location-based app on GPS-enabled smartphones, which automatically sends an e-mail alert about a sale at your favorite store.


Answer: E - the use of a location-based

What is a wiki?

What is a wiki?

A) a website whose content is created and edited by the ongoing collaboration of end users
B) an unique type of Internet browser where search results are personalized for each user
C) a website where users create a personal profile, add "friends," and exchange messages and photos with them
D) a business-oriented website that lets users create profiles for professional networking
E) a web page that serves as a publicly accessible personal journal and online forum for an individual or organization



Answer: A - a website whose content

The T-Mobile promotion featuring Chuck Norris illustrates the impact of social media on __________.

The T-Mobile promotion featuring Chuck Norris illustrates the impact of social media on __________.

A) the use of quick response codes on the print ads T-Mobile used
B) global marketing strategies
C) self-disclosure
D) media richness
E) the use of celebrities in game-oriented apps


Answer: B - global marketing strategies

A social networking site that allows people to keep in touch with photos, videos, and comments most accurately describes

A social networking site that allows people to keep in touch with photos, videos, and comments most accurately describes

A) Facebook.
B) YouTube.
C) Twitter.
D) LinkedIn.
E) Pinterest.


Answer: A - Facebook

Other terms synonymous with social media are

Other terms synonymous with social media are

A) Web 1.0 and Web 2.0.
B) user generated content and smartphones.
C) the newest versions of Internet browsers such as Google Chrome and Safari.
D) user generated content and Web 2.0.
E) chat rooms and MOOs.



Answer: D - user generated content

What is the social media site that is primarily used for professional networking?

What is the social media site that is primarily used for professional networking?

A) LinkedIn.
B) Twitter.
C) Facebook.
D) YouTube.
E) Pinterest.


Answer: A - LinkedIn

What is Twitter?

What is Twitter?

A) a business-oriented website that lets users post their profiles and connect to a network for business people
B) a website that enables users to send and receive messages up to 140 characters long
C) a social networking site that allows for people to keep in touch with photos, videos and short-text entries
D) an information site that allows users to connect through e-mail
E) a video-sharing website in which users can upload, distribute and view videos


Answer: B - a website that enables users

Regional shopping centers often contain two or three anchor stores. An anchor store is

Regional shopping centers often contain two or three anchor stores. An anchor store is

A) any store carrying full breadth and depth of product line.
B) a well-known national or regional store.
C) any store that has total annual revenue that exceeds $50 million per year.
D) any store (usually over 50,000 square feet) that practices scrambled merchandising.
E) any store that has been operating in the community for at least ten years.



Answer: B - a well-known 

The retailing mix includes retail communication, merchandise, and which two other elements?

The retailing mix includes retail communication, merchandise, and which two other elements?

A) sales per square foot and same store sales growth.
B) people and process.
C) breadth of product line and depth of product line.
D) store location and retail pricing.
E) location on the wheel of retailing and stage of the retail life cycle.



Answer: D - store location and retail pricing

There are two general types of franchises: product-distribution and __________ franchises.

There are two general types of franchises: product-distribution and __________ franchises.

A) service-format
B) nonprofit-format
C) business-format
D) limited-liability
E) retail-format


Answer: C - business-format

In classifying social media, the degree to which a person's thoughts, feelings, likes, and dislikes are made public is referred to as

In classifying social media, the degree to which a person's thoughts, feelings, likes, and dislikes are made public is referred to as

A) self-disclosure.
B) user-generated content.
C) media richness.
D) social value.
E) emotive content.


Answer: A - self-disclosure

University dormitories, whose cafeterias aren't open during evenings and weekends, are good locations for

University dormitories, whose cafeterias aren't open during evenings and weekends, are good locations for

A) direct selling booths.
B) automatic vending machines.
C) retail kiosks.
D) computer terminals for online retailing.
E) home shopping studios.


Answer: B - automatic vending machines

Department stores such as Saks Fifth Avenue, Nordstrom, and Neiman Marcus are usually considered __________ retailers.

Department stores such as Saks Fifth Avenue, Nordstrom, and Neiman Marcus are usually considered __________ retailers.

A) limited-service
B) customized service
C) self-service
D) full-service
E) traditional service



Answer: D - full-service

Discount Fishing Tackle is a shop that carries a large selection of fishing rods and reels, bait, tackle boxes, waders, nets, and a few other fishing implements. Discount Fishing Tackle's breadth of product line would be described as __________ and its depth of product line would be described as __________.

Discount Fishing Tackle is a shop that carries a large selection of fishing rods and reels, bait, tackle boxes, waders, nets, and a few other fishing implements. Discount Fishing Tackle's breadth of product line would be described as __________ and its depth of product line would be described as __________.

A) broad; shallow
B) broad; none
C) broad; shallow
D) narrow; deep
E) narrow; shallow


Answer: D - narrow; deep

A power center refers to

A power center refers to

A) a form of scrambled merchandising, which consists of a large store (often more than 200,000 square feet) that offers everything in a single outlet, eliminating the need for consumers to shop at more than one location.
B) a retail location that typically has one primary store (usually a department store branch) and often 20-40 smaller outlets, serving a population of consumers or are within a 10-to 20-mile radius.
C) the oldest retail setting, usually located in the community's downtown area.
D) a store location with 50 to 150 stores that typically attract customers who live or work within a 5- to 10-mile radius, often containing two or three anchor stores.
E) a huge strip mall with multiple anchor (or national) stores.


Answer: E - a huge strip mall

Direct selling is likely to grow in markets

Direct selling is likely to grow in markets

A) where convenience is relatively unimportant.
B) that have an excellent infrastructure.
C) in which consumers are knowledgeable shoppers.
D) where there are effective distribution channels.
E) outside the United States.



Answer: E - outside the United States

Jason felt the restaurant was too expensive for his taste as soon as he looked at the menu posted on the outside wall by the entrance and saw the price of a burger was $10. A product used in this way is known as a(n)__________ item.

Jason felt the restaurant was too expensive for his taste as soon as he looked at the menu posted on the outside wall by the entrance and saw the price of a burger was $10. A product used in this way is known as a(n)__________ item.

A) benchmark
B) everyday
C) loss-leader
D) evaluative
E) generic


Answer: A - benchmark

How are television home shopping channels trying to attract new audiences?

How are television home shopping channels trying to attract new audiences?

A) by focusing on a large range of athletic apparel for men
B) by using young celebrities like the Kardashians and LeAnn Rimes
C) through the use of very limited offerings at high prices to add exclusivity
D) by using closed caption subtitles in Spanish
E) by offering many anti-aging products at cheaper prices than drug stores


Answer: B - by using young celebrities

Which of the following customer-service components is likely to be most critical for Honda when it purchases windshield wiper blades as a component for automobiles it manufactures?

Which of the following customer-service components is likely to be most critical for Honda when it purchases windshield wiper blades as a component for automobiles it manufactures?

A) communication
B) convenience
C) low price
D) dependability and on-time delivery
E) lead time


Answer: D - dependability and on-time delivery

The ability of a logistics system to satisfy users in terms of time, dependability, communications, and convenience is referred to as __________.

The ability of a logistics system to satisfy users in terms of time, dependability, communications, and convenience is referred to as __________.

A) customer service
B) product replenishment
C) distribution management
D) order processing
E) total logistics management



Answer: A - customer service

Which statement regarding responsive supply chains is most accurate?

Which statement regarding responsive supply chains is most accurate?

A) Responsive supply chains achieve economies of scale by having all inventory stored and sorted at a central location.
B) Responsive supply chains always use the least expensive mode of transportation possible.
C) Responsive supply chains use slower modes of transportation but faster order processing.
D) Responsive supply chains use common platforms and common components across several products.
E) Responsive supply chains rely on maintaining large inventory warehouses.


Answer: D - Responsive supply

Customers currently link to Cisco's website to configure, price, and order its networking equipment. Cisco then sends orders back out across the Internet to producers and assemblers including Celestica, Flextronics, and Solectron. Products are built and tested to Cisco standards, sometimes with procedures run remotely by Cisco. Most are then drop-shipped to buyers, untouched by human hands on Cisco's payroll. The individuals who monitor these transactions and make sure each is performed in a cost-effective and timely fashion are engaged in __________.

Customers currently link to Cisco's website to configure, price, and order its networking equipment. Cisco then sends orders back out across the Internet to producers and assemblers including Celestica, Flextronics, and Solectron. Products are built and tested to Cisco standards, sometimes with procedures run remotely by Cisco. Most are then drop-shipped to buyers, untouched by human hands on Cisco's payroll. The individuals who monitor these transactions and make sure each is performed in a cost-effective and timely fashion are engaged in __________.

A) supply chain management
B) total distribution cost management
C) just-in-time management
D) logistics
E) materials handling


Answer: A - supply chain management

Contacting potential customers, promoting products, and seeking orders would be an example of a(n) __________ function that intermediaries perform.

Contacting potential customers, promoting products, and seeking orders would be an example of a(n) __________ function that intermediaries perform.

A) risk taking
B) transactional
C) facilitating
D) marketing
E) logistical


Answer: B - transactional

Quick response systems refer to

Quick response systems refer to

A) an order replenishment system that maintains a 10 percent inventory cushion at all times in order to guarantee there will never be stockouts.
B) inventory management systems that are designed to reduce a retailer's lead time for receiving merchandise, which then lowers its inventory investment, improves its customer service levels, and reduce its total logistics expense.
C) an information and organizational program that allows even the smallest manufacturer to manage inventory management systems.
D) exclusive contractual agreements between delivery services such as Federal Express or UPS to deliver rush orders at a special low rate, regardless of the day, time, or package size.
E) an online inventory storage program that allows firms to enter up-to-the-minute information in order to avoid stockouts due to unforeseen environmental forces.


Answer: B - inventory management

A channel intermediary that acts on behalf of the seller but does not take title to products is called a(n)

A channel intermediary that acts on behalf of the seller but does not take title to products is called a(n)

A) wholesaler.
B) agent or broker.
C) distributor.
D) facilitator.
E) retailer.



Answer: B - agent or broker

Most of Lands' End's revenues come through catalog and Internet sales, but it also operates over a dozen retail stores and factory outlets. This makes Lands' End an example of a(n) __________ marketer.

Most of Lands' End's revenues come through catalog and Internet sales, but it also operates over a dozen retail stores and factory outlets. This makes Lands' End an example of a(n) __________ marketer.

A) dual distribution channel
B) exclusive distribution
C) multichannel
D) industrial channel
E) wholesale


Answer: C - multichannel

Which of the following statements regarding electronic marketing channels is most accurate?

Which of the following statements regarding electronic marketing channels is most accurate?

A) Electronic marketing channels use combinations of mail and telephone to conduct business with ultimate consumers.
B) Electronic intermediaries perform facilitating functions at only a slightly higher cost than traditional marketing channels.
C) Electronic marketing channels do not look a lot like common marketing channels since there is no need for warehousing products.
D) Electronic intermediaries can perform all logistical functions effectively.
E) Electronic marketing channels employ the Internet to make products and services available for consumption or use by consumers or business buyers.


Answer: E - Electronic marketing

Having a Chevron gas station located on a long stretch of lonely highway is an example of __________ utility.

Having a Chevron gas station located on a long stretch of lonely highway is an example of __________ utility.

A) form
B) time
C) possession
D) location
E) place



Answer: E - place

Salespeople at Medtronic, Inc., the world leader in the heart pacemaker market, are in the operating room for more than 90 percent of the procedures performed with their product. Medtronic sales people participate in

Salespeople at Medtronic, Inc., the world leader in the heart pacemaker market, are in the operating room for more than 90 percent of the procedures performed with their product. Medtronic sales people participate in

A) relationship selling.
B) transactional selling.
C) on-site selling.
D) inside order taking.
E) missionary selling.



Answer: A - relationship selling

The tasks involved in managing personal selling include setting objectives; organizing the salesforce; __________; and evaluating the performance of individual salespeople.

The tasks involved in managing personal selling include setting objectives; organizing the salesforce; __________; and evaluating the performance of individual salespeople.

A) assessing the EQ of a competitors' salesforce
B) maintaining open communications between sales representatives and the firm's stakeholders
C) identifying potential target markets
D) using customer input to make product modifications
E) recruiting, selecting, training, and compensating salespeople


Answer: E - recruiting, selecting

A(n) __________ is a salesperson who processes routine orders or reorders for products that were already sold by the company.

A(n) __________ is a salesperson who processes routine orders or reorders for products that were already sold by the company.

A) sales engineer
B) order taker
C) missionary salesperson
D) team salesperson
E) order getter


Answer: B - order taker

Which type of personal selling presentation format is the most consistent with the marketing concept?

Which type of personal selling presentation format is the most consistent with the marketing concept?

A) stimulus-response presentation format
B) need-satisfaction presentation format
C) formula selling presentation format
D) canned sales presentation format
E) suggestive selling format



Answer: B - need-satisfaction presentation format

A study of a particular sales position, including how the job is to be performed and the tasks that make up the job, is referred to as a(n) __________.

A study of a particular sales position, including how the job is to be performed and the tasks that make up the job, is referred to as a(n) __________.

A) performance audit
B) annual sales review
C) job analysis
D) performance assessment
E) job evaluation



Answer: C - job analysis

Sales plan formulation involves

Sales plan formulation involves

A) recruiting the salesforce.
B) hiring sales reps.
C) developing account management policies.
D) training the salesforce.
E) quantitative assessments.



Answer: C - developing account 

Sales management consists of three interrelated functions: (1) sales plan formulation; (2) sales plan implementation; and (3) __________.

Sales management consists of three interrelated functions: (1) sales plan formulation; (2) sales plan implementation; and (3) __________.

A) salesforce account management
B) salesforce size determination
C) salesforce evaluation
D) salesforce compensation
E) salesforce communication


Answer: C - salesforce evaluation

In the personal selling process, a telemarketer who calls and asks the head of the household, "Are you happy with your current mobile phone service provider?" is engaged in __________.

In the personal selling process, a telemarketer who calls and asks the head of the household, "Are you happy with your current mobile phone service provider?" is engaged in __________.

A) stimulus-response selling
B) order taking
C) creating a preapproach
D) prospecting
E) closing the sale



Answer: D - Prospecting

Which of the following statements is an example of personal selling?

Which of the following statements is an example of personal selling?

A) You watch an infomercial for the Magic Bullet and purchase one.
B) You purchase an 18-carat gold wristwatch on e-Bay.
C) You purchase a three-year subscription to Martha Stewart Living magazine by returning a prepaid postcard.
D) A Tupperware consultant demonstrates the firm's products to you and your friends in the comfort of your home.
E) You purchase diabetic test strips at a local Walgreens.


Answer: D - A tupperware consultant

A salesperson who sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service is referred to as a(n) __________.

A salesperson who sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service is referred to as a(n) __________.

A) missionary salesperson
B) order taker
C) order getter
D) team salesperson
E) sales engineer



Answer: C - order getter