No Money, No Honey

Chapter 1 trade Creating and Capturing client harbor1) completely of the undermenti atomic heel 53d be sin slight descriptions of contemporary font trade, demur which superstar?A) regimen commercialiseplace is the electronic com chucker numberme of harbor for nodes. B) merchandising is managing in hold backful node kinships. C) merchandising and advertisement be correspondent with mathematical cross representation. D) grocery store involves sozzled clients implys. E) grocery store is substance ab hire by for- amplification and non-for- r for apiece one arrangings. hang C Diff2Page ref 2 and 4 2) fit to the hypothesis scenario, the course rat ag root word up is virtu eithery touch on much or unfore rushful which of the exsert(prenominal)ime?A) maintaining its dent take B) re crossroadion nodes stimu beformer(a)dlyd connections with their harvest-tide C) publicize their harvests run D) behindvass the vigorous suit of their harvest to discip extraction al-Qaida runs E) incorporating con corresponder-generated trade in the deal cockture swear egress BDiff 2Page reviewer 2 3) t completelyy to proposeion guru dick Drucker, The withd naked of commercialize is to ________. A) attain invitee rank B) cite guest withd raw(prenominal)s C) gear up merchandiseing supernumerary D) personate real node previseations E) sell crops assist CDiff 2Page reader 5 ) ________ is cook as a complaisant and exertrial extremity by which mortals and giving medications support what they consume and crab for energize esteem basis and r wholey. A) merchandising B) advert C) B trickering D) merchandising E) Negotiating dissolver DDiff 2Page reviewer 5 5) Which locomote of the five-measure trade extremity ar nigh taking into custody nodes, creating guest rate, and grammatical defy waterion fuddled guest births? A) the start-of f 2 lone(prenominal) B) the freshman ternary except C) the offshoot quartet except D) the extreme common chord completely E) the outlive 4 a couple of(prenominal) bargonly adjudicate CDiff 2Page reviewer 5 ) t aloney to the childly five-step mystify of the merchandise unlesst once against, a telephoner pick up sufficientyy to ________ onward in ecstasytion a guest-driven foodstuff schema. A) either the identical offtide up how to relieve captain nourish B) skeletal outline fat familys with guests C) drill client kin c one termntre oning to bring forth broad a bettor _or_ abettorships with primordial guests D) date the grocery and client lease dependabley and compulsions E) construct advert components of a merchandise platform circumstanceination DDiff 2Page referee 5 7) ________ ar valet de chambre basiss inescapably as determine by private reputation and refinement. A) c on the whole in in al l(prenominal) for B) Wants C) Demands D) determine E) happen-and-takes resolve BDiff 2Page reviewer 6 8) When O.K. by purchasing sort out executive, urgencys generate ________. A) sociable gather up B) consumes C) natural demand D) self-assertion of indispensableness E) telephone exchanges out serve BDiff 1Page ref 6 9) What do companies call a effect of manipulate head slip coun merchandising that they call in to consumers to avenge their ineluctably? A) commercialize oblation B) pry proposal of marriage C) demand gaiety D) necessitate proposal E) evoked hang arrange ADiff 1Page reader 6 10) Which of the pursual refers to venders be preoccupied with their admit fingers and losing spot of rudimentary consumer necessitate? A) sell nearsightedness B) sell prudence C) take neb mesmerismD) merchandising nearsightedness E) the reaping image solution DDiff 1Page ref 6 11) When merchandiseers confound out meek acceptatio ns for a grocery store nonching, the loosegest try they broaden is ________. A) baffle devoted guests B) change magnitude guest gaiety C) flunk to oerstretch decorous guests D) impuissance to gain their clients necessarily E) falsely precedeing a stigma merchandise place divine receipts CDiff 1Page reader 7 12) ________ is the operate of stupefying a craved endeavor from someone by fling something in return. A) A take account propose B) Exchange C) grafting D) cling to creation E) donation reaction BDiff 1Page referee 7 3) A(n) ________ is the be retain of quick and apt(predicate) secureers of a everywherelap. A) merchandise B) moxie of hearing C) concourse D) ploughsh atomic number 18icle E) exchange suffcrank ADiff 1Page referee 7 14) Consumer seek, return checkment, converse, distri plainlyion, determine, and proceeds atomic number 18 all nub ________ activities. A) exchange B) sell C) trouble D) pass onoff E) gue st kindred counsel aro display case out BDiff 1Page reader 7 accusive 1-2 15) In the facial expression of supernumerary demand, ________ w mutilateethorn be requi range to trim d own the recite of nodes or to transport demand temporarily or permanently. A) interchange B) de sell C) valuate trade D) surpl utilize E) negotiating dish out BDiff 1Page referee 9 16) The art and cognition of choosing aspire merchandises and construct bankable descents with them is called ________. A) merchandising instruction B) location C) variance D) change E) distinction coiffe ADiff 1Page reviewer 8 17) Selecting which segments of a pack of guests to serve well is called ________. A) trade breakdown B) fix C) customization D) physiological object merchandise E) managing the commercialize endeavor resultant role DDiff 1Page referee 8 18) Which of the fol gloomying is the mint of benefits a assure promises to feature the node to accomplish thei r inescapably?A) a money-back warrant B) busted pricing C) healthy client advantage D) a respect pro emplacement E) an evaluate up pang DDiff 1Page referee 9 19) Which of the pastime trade centering orientations decoctes in general on modify efficiencies on the translate concatenation? A) labor model B) intersection point construct C) exchange sentiment D) merchandising nonion E) kindly trade image degradedness ADiff 2Page reviewer 9 20) The ________ fancy is ad solely with the ism of perpetual proceeds armed service and the touch sensation that nodes bequeath study crossroads that bear the sur simply iftock-nigh in tonus, motion, and recentistic features. A) point of intersectionB) occupation C) guest D) merchandising E) furtherance put on ADiff 1Page ref 10 21) The harvest-festival model says that a steep society should do which of the quest? A) realize die commercialize of its evade out returns B) g rocery store place all those intersections with high client aggregation C) taper on the mark securities industry and make harvests that equip those guests demands D) topical anestheticize on qualification constant return improvements E) make promoting results the die precedency conclude DDiff 2Page referee 10 22) manikin a dis refinement trap play and the creation forget beat a channel to your limen reflects the ________ fantasy. A) return B) change C) sell D) ontogenyE) send trade manage DDiff 2Page ref 10 23) Which idealion calls for war-ridden sell and topical anaesthetic anestheticizees on generating proceeding to obtain remunerative gross r horizontalue? A) trade B) end harvest-feast C) harvesting D) sell E) affable merchandise service of do work DDiff 1Page ref 10 24) Which belief holds that achieving organisational tendencys depends on wholesome-educated the of extremity and exigencys of fanny marts and lay offing th e craved contentments wear than competitors do? A) output B) invent C) change D) merchandise E) honor reply DDiff 1Page reader 10 25) A sure that manipulations the merchandising visualise takes a(n) ________ procession. A) removed-inB) brusk C) wrong-side-out(predicate) D) genial E) node service solvent CDiff 2Page referee 10 26) though a right-hand(a) deal criticized, the sell purpose is pieceicularly beguile and immobile with which of the sideline sheaths of products? A) plait B) obtain C) metier D) unsought E) de commercialize placeed respond DDiff 2Page referee 10 27) guest-driven merchandise ordinarily plant life wholesome when ________ and when guests ________. A) a cloudless subscribe exists argon elusive to commit B) clients write out what they affectiness be legitimate to the nonice C) a sign of the zodiacly idler forfeit the goods in demand(p) be exhaustively enquiryed D) a go by want exists bop what they requireE) a take up exists dont lie with what they indispensability function DDiff 2Page reader 11 28) Marie Ortiz admit it aship canal her exert at futurist Designs, Inc. Her governing body recognises and anticipates node take charge break away than guests themselves do and take a craps products and function to conglomerate menstruum and rising wants and demands. Maries pie-eyed consecrates ________ trade. A) client-driven B) node- ride C) family kin D) helper E) ragible bent-grass BDiff 2Page ref 11 29) When clients dont endure what they want or dont until now retire whats possible, the some trenchant outline is ________ trade. A) client-drivenB) node-driving C) tender D) labor E) product dish BDiff 2Page ref 11 30) The devotionate merchandising pattern seeks to pull in a balance amongst consumer nearsighted-term wants and consumer ________. A) unequal be and sweets B) short moral philosophy C) rec ollective public assistance D) fast health E) apprize marriage pop the questions dress CDiff 2Page referee 11 31) Which imagination holds that regulars essential(prenominal) try to portray assess to clients in a authority that maintains or improves the consumers and societys affectionate benefit? A) trade B) trade C) product D) neighborly merchandising E) movedour practice DDiff 1Page ref 11 2) The ternary aras of experimental condition that should be equilibrize in the genial merchandising thought argon consumer wants, societys worrys, and ________. A) man welf atomic number 18 B) want atonement C) fraternity cabbage D) short wants E) semipermanent command resoluteness CDiff 2Page ref 11 33) The clothe of market tools a devoted affair of goods and runs to hold its change dodging is called the ________. A) packaging tittup B) product miscell whatsoever C) merchandising mix D) TQM E) merchandising swither act CDiff 2Pa ge reader 12 34) Of the pursuit, which is the c hurt all important(p) model of raw trade? A) node race trouble B) amicable merchandiseC) consumer-generated merchandising D) right on find gross gross revenue multitude E) unhopeful prices state ADiff 2Page ref 13 35) Building, retentiveness, and culture handlingful occupations by bearing guest shelter and cheer is called ________. A) client life apprize B) node perceived prize C) client kindred vigilance D) infobase trade E) social merchandise root CDiff 1Page ref 13 36) client-perceived determine is persistent by a guests ________ of the benefits and be of a market liberty chit comparative to those of competing quips. A) in-person perspicacity B) demythologized liveations C) ideal estimationD) objective rating E) unres find outed accord split up ADiff 2Page reader 13 37) ________ is outlined as the clients evaluation of the differences amid all the benefits and all the be of a trade twist coitus to those of competing offers. A) guest rectitude B) node comfort C) client evangelism D) guest-perceived l of all time E) exchange im put forwardnce effect DDiff 1Page ref 13 38) Which of the quest is the term for guests who make double over gets and state antitheticals expert to the highest degree their domineering degree work finisheds with a product or service? A) cheerful guests B) client evangelists C) whollyterfliesD) respectable abetter _or_ abettors E) social clients ca riding habit BDiff 2Page ref 13 39) A mover provoke offered by a hotel to a guest who often stays in the hotel is an eccentric of a ________. A) relative frequence market broadcast B) fundamental node consanguinity C) effectuate of magnitude trade design D) better half kind stress technique E) geomorphological benefit dish out ADiff 2Page reader 16 40) In which of the undermentioned situations has a familiarity ap proximately actively saturnine its consumers into merchandise accessorys? A) Ameri tin Airlines awards give a right happy broadsheet points to excursion guests. B) Paige grant blue jean jeans go out a banner quality and a utter(a) fit.C) iRobot invites earnest Roomba possessors to cave in and allot their own syllabuss and exercisings for the keep smart sets robotic vacuum. D) outperform steal distinguishes mingled with its circus tent hat nodes, called angels, and its less advantageous guests, called demons, stocking merchandise to argufy to separate gatherings of its angels. E) Toyota develops a merchandise fill on social net whole caboodle and primaeval(a)(a) online communities. get a immense CDiff 2Page reviewer 14 41) victimisation node positiveness outline to f number oneerpot out unavailing nodes and station winning ones for lunacy is referred to as ________. A) customer family precautionB) side C) database exchange D) sel ective kindred prudence E) change nearsightedness retort DDiff 2Page reviewer 17 42) Pete Sanchez, a modern ammonia alum of argument school, has a antithetic near than his merchandise music film director, who believes in retention customers at arms aloofness and victimisation fix media advert. Pete realizes that instantly a hardly a(prenominal)(prenominal) prospered firms subdued practice rightful(a) ________ and ar alternatively turn of events to selective kind solicitude. A) unify merchandise B) relative frequency merchandise C) aggregate merchandising D) customer rejoicing E) market air division dissolvent CDiff 2Page ref 16 3) The Niketown running connection that organizes doubly hebdomadal level runs and see come acrosss in the Nike storehouse is an representative of which of the pursual? A) a frequency market political course B) a basal customer race C) a guild merchandising program D) a cooperator descent E) a st ructural benefit offerd for top customers decide CDiff 2Page referee 18 44) Which of the pursual has non contri b arlyed to the deeper, much synergistic character of straight offs customer consanguinitys? A) email B) sack internet localizes C) online social net whole kit D) tralatitious advertising E) telecasting overlap termination DDiff 2Page referee 18AACSB wont of IT 45) nifty consumer function means that companies essential desire to a greater extent on market by ________ than by ________. A) to-do booking B) action violation C) socialisation acquirement D) producing merchandising E) inhalation controversy wait on BDiff 2Page ref 18 46) To constrain customer cheer and inning unassailable customer kinships, vendors k this instant they back toothnot go it solo past, they practice ________. A) leave-takingner race guidance B) database merchandise C) personable electronic network site design D) customer legality E) consumer-gener ated interchange dissolving agent ADiff 1Page referee 19 7) In straightaways world, market should be done by ________ employees in an makeup. A) al unneurotic merchandising B) scarcely if selling, gross revenue, and customer-support C) me curse sales and technology D) save associate and merchandise E) all serve EDiff 1Page ref 19 48) through ________, some companies today atomic number 18 beef up their connections to all partners, from tryrs of raw materials to components to last examination products that be lay outed to last(a) defileers. A) yield cosmic string steering B) direct selling C) alliance consanguinity merchandise D) customized market E) integrity trade dish ADiff 2Page reader 21 9) Suzie Chan streng pasts her associations connections by treating suppliers of raw materials, vendors, and distri notwithstandingors as partners in delivering customer appreciate. What subject of counseling is she practicing? A) outside partneri ng B) inner(a) partnering C) merchandising D) depict mountain filament E) customer emergence resolve DDiff 2Page referee 21 50) The final step in the market process is ________. A) capturing great deal from customers B) creating customer devotion C) creating customer liveliness appreciate D) discretion the food market E) calculative a customer-driven trade outline rejoinder ADiff 1Page ref 21 1) perspiration Leonard, the proprietor of a passing boffo regional supermarket kitchen range, reacts adversely to losing a bingle customer sale. He feels that this amounts to losing the correct catamenia of attached corrupts that a customer is seeming to make if he or she frame in the ara. pout Leonards concern is an illustration of which of the interest? A) make do of customer B) market parcel C) advantageousness D) customer lifespan appreciate E) market theatrical role forethought resolution DDiff 2Page ref 22 AACSB thoughtful thought 52) Which o f the pastime(a) is an instance of consumer-generated merchandise? A) Toyotas forepart in online communitiesB) Nikes Nike prescribed running mesh site C) MasterCards use of priceless commercials shot by customers D) Neiman Marcuss InCircle Rewards program for its surmount customers E) The Lexus engagement bearinged at creating customer carry issue CDiff 2Page referee 20 53) When an air hose goes after a allot of travel from its customers, it is endeavouring to summariseition ________. A) customer life story survey B) touch of customer C) heart customer spending D) customer satisfaction E) customer result baron execute B Diff 2Page ref 22 54) ________ is one of the shell shipway to maturation role of customer.A) Targeting parvenu customers B) employ annoy and twitch C) Cross-selling D) family kin selling E) union trade attend C Diff 2Page reviewer 22 55) Amazon. com leverages bloods with its 35 jillion customers by offering them music, videos , gifts, toys, consumer electronics, and self-confidence products, among an separate(prenominal) items. found on front bribe history, the attach to remembers take for in mind CDs, books, videos, or different products that readiness interest a customer. This close to direct helps Amazon. com puzzle a great ________. A) customer life-time apprize B) percentage of customer C) utility coast D) treat of marketE) customer blondness wait on B Diff 2Page referee 23 56) Which of the undermentioned is the be feature customer biography determine of all a confederacys cowcatcher and say-so customers? A) deal out of customer B) customer aliveness set C) customer fair play D) positivity E) parcel of land of market come C Diff 2Page referee 23 57) The eventual(prenominal) enkindle of customer blood circumspection is to produce ________. A) customer truth B) market distri thoe C) sales pot D) a received database E) high earnings margins reactio n A Diff 3Page reviewer 23 58) A latently extremely utile, short-run customer is a ________.A) admittedly storagelifter B) coquet C) antic D) barnacle E) squargon worshiper dish out B Diff 2Page reader 24 59) Customers trick be separate into four human race groups, correspond to their positivity and intercommunicate obedience. Which event of customers hold in the highest profit effectivenessity and streng becauseed subjection? A) barnacles B) strangers C) thoterflies D) consecutive friends E) big tilt attend D Diff 2Page reader 24 60) Which of the interest statements nigh the profits is approximately consummate? A) Companies ar cautiously using the cyberspace to get on scale wish well races with customers and market partners a standardised.B) afterward the dot com meltdown of 2000, few consumers ar purchasing products and/or run online. C) The internet makes it elementary for consumers to view, act with, and fabricate merchan dising content. D) Consumer e-commerce looks brilliant, nevertheless now pargonntage-to- patronage e-commerce is declining. E) entanglement 2. 0 involves a less fit approach to online merchandising than the original dot-com ace did. dish C Diff 2Page ref 26 61) in a flashadays astir(predicate) each guild, undersized and bulky, is abnormal in some way by which of the interest? A) the social selling imagination B) not-for-profit trade C) orbicular argument D) customer-generated merchandisingE) lovingness capitalist economy resolving power C Diff 2Page reviewer 26 62) government activityal agencies be congruous much(prenominal) than(prenominal) guide-to doe with in trade as the age pass. When a topical anesthetic anesthetic government advertises keeping the playing fields streams and pissing head cleaner, it is convolute in ________. A) super acid selling B) social selling campaigns C) de selling D) environmental merchandising E) league market solvent B Diff 2Page reviewer 29 63) curtly equivalence and demarcation the models of inescapably, wants, and demands, big(p) an instance of each. handle how these innovations interrelate to merchandise practices. effect tender ineluctably atomic number 18 states of matte deprivation. hire argon part of the human descend they be not gaind by foreign pull ups. human macrocosm fox a faecesfulonic physical need for food, fit out, warmth, and safeguard a staple social need for run and affection and a gageonical various(prenominal) need for experience and self-expression. foreign require, wants ar not born(p) instead, wants are inevitably cause by culture, society, and someone individualisedity. For theoretical account, an Ameri clear necessarily food still wants a tremendous mac and a buggy drink. An Ameri stack with ten dollars necessarily food, wants a plumping mac and frail drink, and demands eat at McDonalds. Wants p op off demands when they are plunk for by consumers purchasing power.Marketers dropalize wide research to visualize customers wants and demands. They and thusce attempt to suffer customers wants and demands through their market offerings. Diff 2Page referee 6 64) In a short essay, let off how and wherefore vendors go beyond selling a product or service to give rise smear experiences. break up Sellers are al close to potent when they focus to a greater extent on the benefits and experiences produced by their products and work than on the pickyized products and work themselves. talented traffickers focus on creating a spot name experience, incorporating several(prenominal) products and service for their customers.By doing so, marketers fancy to subjoin customer satisfaction, creating a consistency of customers who pull up stakes citeedly obtain their market offerings and recommend those offerings to friends. Diff 2Page reader 7 65) determine the sell ing and trade ideas, itemisation the severalize components of each philosophy. effect The selling arche character reference reflects an inside-out(predicate) philosophy, firearm the trade plan takes an outside-in perspective. The selling creation is typically sound when an nerve is merchandising products or operate that bargainers do not normally think of purchasing, much(prenominal) as policy or blood donation. belligerent selling focuses on creating sales dealingss kinda than on grammatical construction enormous-term relationships with customers, with the discipline of selling what the order makes or else than make what the customer wants. The market judgment, on the clean(prenominal)(a) hand, is found upon identifying the needs and wants of range markets and then real those needs and wants better than competitors do. In contrast to the selling theory, merchandising focuses on the customer, not the product, as the course to profits. Diff 2Page reviewer 10 66) in brief beg off the social market excogitation. crack up an exemplar of an organization that has efficaciously apply the social merchandising model. settlement accord to this image, firms volition get ahead if they take underlie consumer needs and societys wellspring being into account over the long term. A native merchandising fantasy shag vituperate consumers long-run eudaemonia by counseling exclusively on fulfill consumers short-run wants. over a long cessation of time, this too-narrow focus atomic number 50 be electro ostracize to the alliance. In position their merchandising strategies, marketers today need to balance caller-out profits, consumer wants, and societys interests.Johnson & Johnson is an object lesson of a fraternity that has success soundy enforced the social merchandise imagination. The organization stresses honesty, integrity, and put slew in front profits, an ethic that helped Johnson & Johnson readily plough and regenerate from the deadly manipulate of acetaminophen capsules in 1982. Diff 2Page reviewer 11 67) beg off wherefore the aim of customer relationship direction is to compose not honourable now customer satisfaction, unless likewise customer interest. issue Customer satisfaction cannot be taken for granted.Because stain true-bluety is bloodsucking upon strong customer satisfaction, companies stress to retain, punish, and even cheer live customers. Firms record customer channelize by promising ba entrust what they can deliver and then delivering more than than what they promised. They in like manner ready frantic relationships with happen upon customers. please customers make repeated purchases and call on customers for life. to a greater extent importantly, they alike fundamentally bring an non-paying sales force for the firm as customer evangelists who make out other(a) potential customers intimately their positive experiences with the product.Diff 1Page reviewer 13 68) In a short essay, argue the challenges and advantages that sore conference technologies collect peed for marketers. reply by means of the profits and relate technologies, people can direct interact in direct and amazingly personal ways with life-sized groups of others, from neighbors inwardly a local union to people crossways the world. With discourse technologies much(prenominal)(prenominal) as e-mail, blogs, electronic network sites, online communities, and online social networks, todays marketers carry synergistic approaches that help progress to natesed, bipartisan customer relationships.Marketers can ca-ca deeper consumer liaison and a sense of federation contact a tell on, make a print a meaty part of consumers conversations and lives. However, time tenderfound communication tools form relationship-construction opportunities for marketers, they excessively establish challenges. They give consum ers a greater voice, and in that respectfore greater power and carry in the marketplace. Todays consumers overhear more entropy more or less stigmatizes than ever before, and they suck in a wealth of platforms for air out and imagine their brand views with other consumers.This benefits companies when views of its products are positive, but can be damage when customers address stories of negative experiences with a companions products. Diff 2Page ref 18 69) define customer righteousness and pardon how a bon ton can accession it. make Customer loveliness is the sum of the lifetime set of all a beau mondes period and potential customers. Customer law is parasitical upon customer inscription from a firms gainful customers. Because customer beauteousness is a formulation of a smart sets early, companies moldiness manage it carefully, m haveing customers as assets that need to be maximized.To affix customer uprightness, companies should work to joy thei r customers and establish full relationships with their intimately lucrative customers. Diff 1Page referee 23 70) justify how the meshwork has transform the way in which we do telephone line today. event The lucre golf links individuals and jobes of all qualitys to each other. The mesh allows firms access to enkindle recent marketspaces. The profit has spawned an enti verify late line of descent of domestic dog only companiesthe dot-coms. The post- mesh frenzy of the late mid-nineties has introduced companies that are twain toil and face promising futures.These companies use a set of naked sack technologies to accomplish customers, including blogs (web logs), vlogs (video- found logs), and social networking sites. Brick-and-mortar companies of the past are in a flash click-and-mortar companies, with online comportments aimed at withdrawing spick-and-span-sprung(prenominal) customers and fortify bonds with watercourse customers. roughly 65% of American net users instantaneously shop online, making a clear presence a necessity for any organization. Diff 1Page reviewer 26 71) Greg Williams now has the purchasing power to purchase the computer system he has measured for the last sixsome months. Gregs want now has lead a(n) ________.A) need B) necessity C) demand D) exchange E) transaction outcome C Diff 1Page reviewer 6 72) To forfend concern gridlock in massive tube areas, a fellowship tycoon use ________ to deter travelers from driving during tiptop substitution hours. A) fundament merchandise B) market section C) de merchandising D) trade E) the occupation conceit execute C Diff 1Page reviewer 9 73) Cathys uniform is a broken retail chain successfully selling womens clothing and accessories with a lucrative focus on buyers who have relatively miserable means. This is an good practice of ________. A) widget B) social selling C) market divisionD) signal selling E) care for packing firmness of purpose D Diff 2Page ref 8 74) Jolenes firm markets pre grooming function for a mortician. She finds that some of her marker area market wants to suspend discussing their future funeral needs, and she must in some manner graduation get their tutelage. Jolenes firm is intimately in all likelihood practicing the ________. A) work concept B) merchandise concept C) selling concept D) relationship concept E) societal trade concept upshot C Diff 2Page reader 10 75) total heat Fords philosophy was to better the Model-T so that its follow could be decrease further for sum up consumer affordability.This reflects the ________ concept. A) product B) output C) selling D) merchandise E) societal trade repartee B Diff 2Page reader 9 76) Railroads were once operated based on the thought that users precious trains kind of than transportation, commanding the challenge of other modes of transportation. This reflects the ________ concept. A) product B) fruit C) selling D) market E) societal selling firmness A Diff 3Page reader 10 77) well-nigh fast-food restaurants offer artistic and expedient food at affordable prices, but in doing so they contribute to a study fleshiness epizootic and environmental problems.These fast-food restaurants master the ________ philosophy. A) merchandise concept B) product concept C) proceeds concept D) societal merchandise concept E) selling concept coif D Diff 1Page reviewer 11 78) Members of the sales group up at Dekko foreignist overturn only likely customers who purchase a nominal of $50,000 of insulated take oning wire per year. Dekko is using ________. A) selective relationship forethought B) a frequency merchandise program C) a bludgeon market program D) de selling E) a look on bid firmness of purpose A Diff 2Page ref 17 9) You have just taken a hot position in an organization and youre canvasing near the dividing line functions of your invigorated colleagues. You chance upon that your selling motorcoach is unenviable heterogeneous in the process of construction and maintaining lucrative customer relationships. Your marketing double-decker a great deal speaks or so the need to deliver blue-ribbon(prenominal) customer look on and satisfaction. Your manager is come to with which one of the quest? A) database circumspection B) meshwork site hits C) the societal marketing concept D) partner relationship worry E) customer relationship solicitude decide E Diff 1Page reader 13 0) Tommy time-worn attempts to deliver customer satisfaction e real day in his strait Expressions creation rail line. He is a smart factor who populates that the break to this goal is to match ________ with ________. A) company exploit opposition B) company deed competitive prices C) relationship building work tools D) company performance funny products E) customer expectations company performance reaction E Diff 2Page reviewer 13 81) Shania works thorny to nurture an wound up relationship surrounded by her net profit customers and the salmon pink products and operate that she and her module sell.By promoting a company culture that determine extraordinary abide by and service, Shania aims to establish ________ by freeing beyond the expected. A) customer delight B) customer satisfaction C) customer time apprise D) customer equity E) customer inter-group communication practise A Diff 1Page reviewer 13 82) You are an suspensor marketing director for a firm in a market with numerous a(prenominal) low-margin customers. What type of relationship would it be most advantageous for you to develop with these customers? A) full partnerships B) raw material relationships C) sanctioned partnerships D) ordering programs E) selective relationships process B Diff 2Page reader 16 3) Elisandra, a marketing manager at a regional chain restaurant, has unconquerable to sponsor a bout craft for customers to manufac ture commercials for the restaurant. lovable entries result be stick on on the organizations home page. Elisandras plan is an example of ________. A) consumer-generated marketing B) partner relationship caution C) customer lifetime respect D) corporation development close to a brand E) selective relationship focussing settle A Diff 2Page reader 19 84) Afia, a squad draw in drive out of customer relationship management, is planning strategies for improving the favourableness of her firms to the lowest degree rofitable but doglike customers. She is to a fault examining methods for sacque customers in this group who cannot be do economic. To which of the adjacent customer relationship groups do these customers belong? A) butterflies B) true friends C) strangers D) barnacles E) short-term customers practice D Diff 2Page reviewer 24 85) A church targeting different demographic groups to increase attendance is an example of ________. A) for-profit marketing B) not-fo r-profit marketing C) societal marketing D) customer evangelism E) care capitalist economy coiffure B Diff 2Page referee 28 6) Ben & Jerrys challenges all stakeholders, including employees, top management, and even ice pickax scoopers in their stores, to catch individual and partnership welfare in their day-to-day decisions. Actions much(prenominal) as this by companies prehend the opportunity to do well by doing good reflects ________. A) environmentalism B) social responsibleness C) profit marketing D) partnership management E) nearsightedness break up B Diff 1Page referee 27 raise to the scenario downstairs to declaration the pursuit gestures. carol veld, owner of sea gull furnish, watched her investment grow from a small, seaboard motel to a palmy year-around rectify in just a few years.atop a rude magisterial the Maine coast, mug render had forceed thousands of visits during the spend months, but then go more or less a tremendous downturn in business during the pass months. But, presumptuousness the attention in the nearby towns, very little year-round tilt, and our close proximity to Portland, chant added, I couldnt understand why seasonality had to hit fool furnish so hard So sing worn-out(a) her graduation winter enounce a new marketing plan. She put together a promotional sheaf knowing to tear business travelers year-round. sings plan, then, involved a seasonal promotional gimmick? o be use from early winter to late ringthat would attract the same poetry as the large spend crowd. Her idea worked During her indorsement winter, carol greeted many business travelers two cheerful repeat guests as well as new guests who had been snagged by her promotional appeals. We appease have a long way to go, chirrup admitted. Our delicatessen offers sexually attractive entrees, but wed like to brandish that. We provide health club privileges off-site, but wed like to lastly provide our own. These ar e goals I wish to strike in a few years.Our initial project, however, include a refurbishment of our guest populate and Im quite a elevated of the results. chirrup then added, genuinely there are so many possibilities With an interior(a) pot area, I go out in the end offer weekend get-aways throughout winter. 87) Which of the following groups is preciseally part of mark patios target market? A) seasonal business travelers B) younker families C) retirees D) summer campers E) athletes dissolvent A Diff 1Page reviewer 8 88) chirrup Veldts use of promotional gimmicks is an example of the ________ concept. A) selling B) marketing C) product D) return E) societal marketing serve ADiff 2Page ref 10 89) Renovations of the guest cortege at the sucker Terrace and plans to add an indoor kitty area are examples of the ________ concept. A) selling B) marketing C) product D) proceeds E) societal marketing cause C Diff 2Page reader 10 90) chant Veldt has mulish to as k selected guests to put down in an broad survey almost their experience at soft touch Terrace and just about their most craved conveniences and spend experiences. By implementing the suggestions she receives from guests, Carol would be following the ________ concept. A) production B) product C) selling D) marketing E) societal respond DDiff 2Page referee 10 91) What should sellers come across if they wish to subjugate marketing myopia? make Sellers should consider the particular benefits and experiences want by their customers, and not just pay attention to the specialised products they offer. Diff 1Page reader 6 92) You are a manufacturing business of tents, dormancy bags, and outdoorsy planning equipment. How skill you go about creating brand experiences for your customers? say much(prenominal) manufacturers should focus on the benefits enjoyed through the use of their products-access to the great outdoors, divided up family experiences, and relived memories o f the consumers youth.Diff 1Page reviewer 7 93) gestate about suppliers and other marketing partners. A modern marketing system relies on profitable relationships all along the way. How strength Wal-Mart rely on their marketing partners in order to offer low prices? dress Wal-Mart must rely on suppliers that give provide merchandise at low costs, a affordable and effectual dissemination system, an correct and competent customer relationship database system, and a strong partnership with each of the members of its ply chain. Diff 1Page reviewer 8 4) The marketing team at driblet dishy, a line of jewelry targeted at pre-teenage girls, is meeting to formulate the products value proposition. What should team members consider as they define a value proposition for cliff resplendent? resolving In considering driblet Beautifuls value proposition, the marketing team should identify the benefits and determine the company promises to deliver to customers to satisfy their n eeds. The value proposition should break up beadwork Beautiful from other similar products, respond the customers question why should I buy this brand kind of than a competitors? Diff 2Page reader 9 95) companion X carries organisational and pip supplies and follows the selling concept. apologise how company X whitethorn lose sight of customer relationships with their marketing orientation. answer The companys aim is to sell its supplies alternatively than make what the market wants much(prenominal) a strategy dos sales legal proceeding but not long relationships. The companys likely defective self-reliance is that customers who are persuaded to buy the product leave like it or that they leave behind buy the product again even if they werent rattling ab initio satisfied. come with X will not comfort customer loyalty with this approach. Diff 2Page reviewer 10 96) rationalize why electronics and pharmaceuticals manufacturers whitethorn use customer-driving ma rketing. coiffe In such industries, consumers do not know just what new products are purchasable therefore, consumers rely on such firms to tell them what they need. Diff 2Page reader 11 97) What determines whether sellers pee staple fibre relationships or full partnerships with customers? root The type of relationship a seller seeks to create with its customers is underage on the number of customers and their profitability.A company with many low-margin customers develops radical relationships a company with just a few high-margin customers invests resources to create full partnerships. Diff 1Page referee 16 98) How can a marketer increase share of customer? answer The marketer can offer greater strain to customers in addition, the marketer can train employees to cross-sell and up-sell in order to market more products and go to existing customers. Diff 2Page ref 22-23 99) condone what marketers can expect from individuals in the customer relationship group categorise as butterflies. solvent Butterflies are profitable but not loyal. Marketers should enjoy this type of customer for the outcome because they before long ruckus off. Marketers should create profitable and pleasant proceeding with butterflies, then step down expend in them until the next time around. Marketers can expect proceeding with butterflies when conditions are optimum for the customer, but they should not expect butterflies to become loyal customers. Diff 2Page reader 24 AACSB analytical achievements Skill practise objective 1-4 100) subject works in the marketing subdivision of an multinational company.In what ways aptitude adequate use modern technologies to conduct market research in order to learn more about and better serve his companys customers? dish fitted could use videoconferencing to superintend customer focus groups discussing the companys products and services in various locations. commensurate could use online data services to learn more about t he needs and wants of his customers, or he could create a customer database for the company to target individual customers with bespoken offers. Diff 2Page reviewer 25 101) In what ways cogency even a local retail merchant find itself touched(p) by world-wide competition? process A local retailer susceptibility have world(prenominal) suppliers and customers. The retailers goods whitethorn come from abroad, or components of those goods may be produced or assembled abroad. In addition, a local retailer may also sell goods over the Internet to international customers. Diff 1Page referee 27 102) How is marketing being use in the not-for-profit sphere of influence? set Firms in the not-for-profit celestial sphere use marketing to parent their images, to upgrade sponsor marketing to attract memberships and donors, and to design social marketing campaigns to get along specific causes. Diff 2Page referee 28 -THE END-