WKU MKT220 exam 5 fall 2014

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QUESTION 1

  1. When determining markup as a percentage of cost, divide the markup amount by
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 2

  1. The “White Sale” that many department stores have every year a few weeks after Christmas is an example of
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 3

  1. A sale that advertised prices “up to 65 percent off” the original price uses
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 4

  1. If Kroger Food Stores advertises 2-liter bottles of Pepsi for 89 cents to generate store traffic that will purchase other items at regular prices, the grocer is using
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 5

  1. Price leaders, comparison discounting, and special-event pricing are applications of
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 6

  1. Most pricing objectives based on ____ are achieved by trial and error because not all cost and revenue data are available when prices are set.
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 7

  1. A problem associated with ____ is that consumers can predict when prices will be lowered and delay purchases until that time.
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 8

  1. What type of pricing objective would an organization use if it were in a favorable position and desired nothing more?
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 9

  1. Markup is measured either as a percentage of ____ or a percentage of ____.
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 10

  1. Kohls pays $16.50 for a six-ounce bottle of cologne and sells it for $25.95. Its markup as a percentage of cost is approximately ____ percent for this product.
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 11

  1. A product is a price leader when
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 12

  1. A manager at Kohls discovers that Macy’s has reduced the price of its children’s Levi’s from $31.99 to $24.99, according to an advertisement in the Sunday newspaper. She immediately phones her store and instructs the salesperson on duty to put a sign up next to their children’s Levi’s that reads, “SALE: $24.99.” This is an example of what pricing strategy?
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 13

  1. A Macy’s manager designs the casual clothing department such that one of Macy’s private label pairs of jeans, priced at $24.99, is positioned next to a national brand of jeans, such as Levis, priced at $39.99. What is the manager attempting to accomplish?
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 14

  1. Companies that focus on particular product categories and rely on everyday low pricing to acquire a large market share through aggressive and competitive pricing strategies are often referred to as
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 15

  1. To attract customers into a store, Safeway advertises its milk at less than cost, hoping that customers will purchase other groceries as well. This pricing strategy is called
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 16

  1. Products such as light bulbs, canned soft drinks, and ice cream sandwiches are usually priced using ______ usually resulting in a ____
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 17

  1. A price-skimming strategy assumes that
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 18

  1. A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 19

  1. Sales objectives can do all of the followingexcept
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 20

  1. A salesperson finds and analyzes information about each prospect’s specific product needs, current use of and feeling about brands, and personal characteristics during
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 21

  1. When Levi’s agrees to pay JC Penney’s money for providing television advertising and Sunday newspaper sales fliers emphasizing Levi’s jeans, Levi’s is offering
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 22

  1. The salesperson must attract and hold the prospect’s attention, stimulate interest, and spark a desire for the product during the
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 23

  1. Which of the followingbestcharacterizes the function of recruiting and selecting a sales force?
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 24

  1. The final stage of the selling process is
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 25

  1. Sales objectives for individual salespeople can be stated in several ways. Which of the following wouldleast likelybe used for stating an individual salesperson’s goal?
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 26

  1. Creating a favorable impression and developing rapport with prospective customers is a critical part of the ____ step of personal selling.
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 27

  1. Jin Xiao, a trained engineer, is a salesperson for a chemical manufacturer. He provides current customers with advice about a product’s characteristics and applications. He is a(n)
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 28

  1. Rick is a sales representative for Lucent Technologies. He has reviewed a prospect’s account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the ____ step of the personal selling process.
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 29

  1. During his presentation to Mrs. French about a high-end gourmet oven, Brian asks, “Would you prefer black or stainless steel?” This is an example of a
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 30

  1. Which of the following is an example of a trade sales promotion method?
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 31

  1. Tony tells his wife, Camilla, that his last sales call of the day at DuPont was a disaster. He explains that he never really figured out what the purchasing agent was looking for. Camilla, a sales trainer for another firm, hands Tony a book on
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 32

  1. Dylan is a sales person for Whole Foods. In his position, he is primarily responsible for seeking repeat sales. Dylan is most likely a(n)
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 33

  1. Doug travels around to various established customers to see what new office supplies they need. His customers have come to depend on him to check their supplies. Doug is a(n)
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 34

  1. The most common sales force evaluation practices are for sales managers to compare a salesperson’s performance with other salespeople operating under similar selling conditions, or to compare
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 35

  1. The amount of profit a channel member expects depends on
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 36

  1. Which of the following isnota discount provided to business customers?
    a.
    b.
    c.
    d.
    e.

2 points

QUESTION 37

  1. Laura Spangler, of North Central Novelties, reduces the price of games sold to Robertson’s Entertainment by 10 percent to allow for expenses associated with Robertson’s promoting the games to consumers. This is an example of a ____ discount.
    a.
    b.
    c.

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    WKU MKT220 exam 5 fall 2014

    admin

    QUESTION 1

    1. When determining markup as a percentage of cost, divide the markup amount by
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 2

    1. The “White Sale” that many department stores have every year a few weeks after Christmas is an example of
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 3

    1. A sale that advertised prices “up to 65 percent off” the original price uses
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 4

    1. If Kroger Food Stores advertises 2-liter bottles of Pepsi for 89 cents to generate store traffic that will purchase other items at regular prices, the grocer is using
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 5

    1. Price leaders, comparison discounting, and special-event pricing are applications of
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 6

    1. Most pricing objectives based on ____ are achieved by trial and error because not all cost and revenue data are available when prices are set.
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 7

    1. A problem associated with ____ is that consumers can predict when prices will be lowered and delay purchases until that time.
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 8

    1. What type of pricing objective would an organization use if it were in a favorable position and desired nothing more?
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 9

    1. Markup is measured either as a percentage of ____ or a percentage of ____.
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 10

    1. Kohls pays $16.50 for a six-ounce bottle of cologne and sells it for $25.95. Its markup as a percentage of cost is approximately ____ percent for this product.
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 11

    1. A product is a price leader when
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 12

    1. A manager at Kohls discovers that Macy’s has reduced the price of its children’s Levi’s from $31.99 to $24.99, according to an advertisement in the Sunday newspaper. She immediately phones her store and instructs the salesperson on duty to put a sign up next to their children’s Levi’s that reads, “SALE: $24.99.” This is an example of what pricing strategy?
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 13

    1. A Macy’s manager designs the casual clothing department such that one of Macy’s private label pairs of jeans, priced at $24.99, is positioned next to a national brand of jeans, such as Levis, priced at $39.99. What is the manager attempting to accomplish?
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 14

    1. Companies that focus on particular product categories and rely on everyday low pricing to acquire a large market share through aggressive and competitive pricing strategies are often referred to as
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 15

    1. To attract customers into a store, Safeway advertises its milk at less than cost, hoping that customers will purchase other groceries as well. This pricing strategy is called
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 16

    1. Products such as light bulbs, canned soft drinks, and ice cream sandwiches are usually priced using ______ usually resulting in a ____
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 17

    1. A price-skimming strategy assumes that
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 18

    1. A company may determine how many sales calls per year it needs to serve customers effectively and divide that by the average number of sales calls made by one salesperson in order to
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 19

    1. Sales objectives can do all of the followingexcept
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 20

    1. A salesperson finds and analyzes information about each prospect’s specific product needs, current use of and feeling about brands, and personal characteristics during
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 21

    1. When Levi’s agrees to pay JC Penney’s money for providing television advertising and Sunday newspaper sales fliers emphasizing Levi’s jeans, Levi’s is offering
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 22

    1. The salesperson must attract and hold the prospect’s attention, stimulate interest, and spark a desire for the product during the
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 23

    1. Which of the followingbestcharacterizes the function of recruiting and selecting a sales force?
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 24

    1. The final stage of the selling process is
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 25

    1. Sales objectives for individual salespeople can be stated in several ways. Which of the following wouldleast likelybe used for stating an individual salesperson’s goal?
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 26

    1. Creating a favorable impression and developing rapport with prospective customers is a critical part of the ____ step of personal selling.
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 27

    1. Jin Xiao, a trained engineer, is a salesperson for a chemical manufacturer. He provides current customers with advice about a product’s characteristics and applications. He is a(n)
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 28

    1. Rick is a sales representative for Lucent Technologies. He has reviewed a prospect’s account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the ____ step of the personal selling process.
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 29

    1. During his presentation to Mrs. French about a high-end gourmet oven, Brian asks, “Would you prefer black or stainless steel?” This is an example of a
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 30

    1. Which of the following is an example of a trade sales promotion method?
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 31

    1. Tony tells his wife, Camilla, that his last sales call of the day at DuPont was a disaster. He explains that he never really figured out what the purchasing agent was looking for. Camilla, a sales trainer for another firm, hands Tony a book on
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 32

    1. Dylan is a sales person for Whole Foods. In his position, he is primarily responsible for seeking repeat sales. Dylan is most likely a(n)
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 33

    1. Doug travels around to various established customers to see what new office supplies they need. His customers have come to depend on him to check their supplies. Doug is a(n)
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 34

    1. The most common sales force evaluation practices are for sales managers to compare a salesperson’s performance with other salespeople operating under similar selling conditions, or to compare
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 35

    1. The amount of profit a channel member expects depends on
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 36

    1. Which of the following isnota discount provided to business customers?
      a.
      b.
      c.
      d.
      e.

    2 points

    QUESTION 37

    1. Laura Spangler, of North Central Novelties, reduces the price of games sold to Robertson’s Entertainment by 10 percent to allow for expenses associated with Robertson’s promoting the games to consumers. This is an example of a ____ discount.
      a.
      b.
      c.

      Previous answers to this question

      This is a preview of an assignment submitted on our website by a student. If you need help with this question or any assignment help, click on the order button below and get started. We guarantee authentic, quality, 100% plagiarism free work or your money back.

      order uk best essays Get The Answer
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