工商导论练习题1

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Chapter4ChannelsofDistributionMultipleChoice：

1．The_________isthepathaproducttakesfromtheproducerthecustomer.

a)marketingmixb)retailcorridorc)distributionchanneld)chainofdistribution；tt,tchesbuyersandsellerswithoutbecomingan2.A(n)_____________isamarketingintermediarythatmatchesbuyersandsellerswithoutbecominganownerofthegoodsinvolved·

a).retailerb).wholesalerc).agentd).exchangerouter

3.____________aremarketingintermediariesthatdistributetheproductsdirectlytocustomers?

a)retailerb)wholesalers．c)rackjobbers·d)privateers4.Adecisionthatdeterminesthemannerbywhichafirm?sproductsaremadeaccessibletoitscustomersiscalleda(n)：

a).promotionaldecision·b)advertisingdecision·c)distributiondecision·d)exchangedecisionn·

5．Whenmanufacturersdealsdirectlywiththeircustomerswithoutusingmarketingintermediaries,theyarea

a)directchannel·b)one-levelchannelc)two-levelchanneld)three-levelchannel

6．Anadvantageofadirectchannelisthattheproducercan：

a)eliminatesomeemployees.b)avoidmakingsalesoncredit

c)focusmainlyonproduction,withouthavingtoworryaboutproductpromotion

d)havefullcontroloverthepriceofitsproducts.7．Mail-orderclothingfirmisanexampleof

a)directchannelb)one-levelchannelc)two-levelchanneld)three-levelchannel

8.Wholesalersusetheirsalesexpertisewhensellingproductsto

a)producersb)retailersc)employeesd)managers9．Aone-levelchannelofdistributioninvolvestheuseofonea)distributioncenterb)marketingintermediaryc)warehouse．d)modeoftransportation．

10.________________areapopularmodeoftransportationforgoodsbecausetheycanreachavarietyoflocationsquicklyandcanmakeseveralstopsinalocalarea·

a)Trucksb)Railroadcarriersc)Airlinesd)Pipeline

l1．A__________isanintermediarythatpurchasesproductsfroma

manufacturerandsellsthemtoaretailer.

a)retailerb)manufacturer?sagentc)chaindistributord)wholesaler

12．Theoptimalchannelofdistributionisdependenton：

a)therecentperformanceofthefirmb)productcharacteristicsc)advertisingd)promotion

l3．Themodesoftransportationcanincludethefollowingexcept：a)railb)pipelinec)waterd)retailerFillinBlanks：

1.Apaymentismadetosomeoneforprovidingaserviceorgoods．Suchapaymentiscalled____________whichisusuallyapercentageofthetotalvalueoftheserviceorgoods·

2.Themovementofgoodstotheplaceswheretheycanbesoldiscalled______________.

3.__________________areroutesthroughwhichgoodsaremovedfromproducerstoend-users．

4.____________purchasegoodsandthensellthemtobuyersforresale.5.____________arethosewhosellmerchandisedirectlytotheultimateconsumer．

6.A_______________ora(n)isapersonoranorganizationthatbuysgoodsfromtheproducerandsellsthemtothecustomerforaprofit．7.Thevalueofmiddlemancanbetimeutility,___________,ownership

utility,_____________________,and_____________________.8.

Modes

of

transportation

can

include____________,

truck,

______________waterand__________

9．Oncegoodsareproduced，mostofthemdonotgototheendusersdirectly．Rathertheyaredistributedtothebuyersthroughvariouschannelssuchas______________and_______________.

10.Marketingintermediaries,called_______________,matchbuyersandsellersofproductswithoutbecomingtheowner．

11．Someproductshave__________________channels,wheretwomiddlemenparticipate.True/False

1．Railroadsareoftencheaperthantrucksfortransportinggoodsoverlongdistances．

2．Wholesalersmaymaintainsufficientinventorysothatretailerscanordersmallamountsonafrequentbasis．

3．Thefirststepindevelopingasystemfordistributingproductsistheselectionoftheproperformoftransportation．

4．Whenmanufacturersselltocustomerswithoutusingmarketingintermediaries，theyareusingaone-levelchannelofdistribution．5．Onethingthatdistinguishesagentsastheymatchbuyersandsellersofproducts，isthatagentsbecomeownersoftheproducts．

6．Whenthewholesalerpurchasestheproductsfromthemanufacturerand

sellsthemtoretailersoncredit,theretailernormallybearsthecreditrisk．Chapter5PromotionMultipleChoice

1．Whichofthefollowingtermsdescribesthecombinationofpromotionmethodsthatafirmusestoincreasetheacceptanceofitsproducts?a)publicrelationsb)advertisingmediac)promotionallifecycled)promotionmix

2．Allofthefollowingaremethodsofpromotionexcept：

a)personalselling．b)salespromotion．c)marketing．d)publicrelations．

3.Effectivepromotionshould：

a)decreasetheneedforadvertisingandpersonalsalespeople．b)increasedemandfortheproductandthevalueofthefirm．c)increasesalesvolumeanddecreaseproductioncosts，．

d)maximizethenumberofemployeesinvolvedinthemarketingeffort．

4.Whichofthefollowingmethodsofadvertisingsendscatalogstothehomesofpotentialconsumers?

a)telemarketingb)computeronlineservicesc)specialtyadsd)directmail

5．Tocloseasalewhiletheproduct?sadvantagesarestillinthemindsofpotentialcustomers,salespeoplemayoffer：

a)incentivestopurchase．b)advertisingliterature．c)publicityontheproduct．d)personaladvice．

6．A11ofthefollowingarestepsinvolvedinpersonalsellingexcept：a)identifythetargetmarket．b)contactpotentialcustomers．

c)conductproductionqualitycontrold)answercustomerquestions．7.Tocreateormaintainafavorablepublicimage,firmswilluse:：a)personalsalespeople．b)publiclegalservices．c)publicrelations．d)industrystandards．8．Thepromotionmixforafirmincludesthefollowingexceptfor

a)targetmarketingb)personalsellingc)salespromotiond)publicrelations

9Whichofthefollowingdescribesanon-personalsalespresentationintendedtoinfluencealargenumberofconsumers?

a)publicityb)productionc)publicrelationsd)advertising

l0.Allofthefollowingareadvertisingmediaexcept：

a)newspapers．b)magazines．c)radio．d)telemarketing．

11．Allofthefollowingaremeansofadvertisingexcept：

a)telemarketing．b)governmentpublications．c)Internet．d)outdoorads

l2．Atechniquethatusesapersonalpresentationtoinfluenceaconsumer’sdemandforaproductis：

a)targetmarketidentification．b)personalselling．c)personalwebsitepromotion．d)personaldisplaypromotion．13.Whenasalespersondemonstratestheuseofproductsandtellbuyersabouttheadvantages，thesalespersonis：

a)makingasalespresentb)answeringquestions．c)identifyingthetargetmarket．d)closingthesale．

14．WhenSeabeeBoatcompanygivesafreefishingrodtoanybuyerpurchasinganewboat,thecompanyisofferinga(n)：

a)sample．b)promotion．c)premiumd)lossleaderl5．Abriefwrittenannouncementaboutafirmprovidedbythatfirmtothemediaiscalleda(n)：

a)advertisement．b)salespromotion．c)specialeventmarketing．d)newrelease．True／False

1.Publicrelationsaretheactionstakenbyafirmwiththegoalofcreatingafavorablepublicimage．

2.Advertisingarestaurantonthesideofabusisanexampleoftransportationads．

3.Ifafirm?sproductisproperlyproduced，priced，anddistributed，itdoes

notneedtobepromoted·

4.Ifafirm'stargetmarketismadeofawidevarietyofcustomersthroughoutaspecificregion，itwouldlikelyuseadvertisingtopromoteitsproduct．

5.Themosteffectivetypeofadvertisingisnewspaperadvertising．FillinBlanks

1．Thecombinationofthepromotionaltoolsiscalledthe_______________2．Therearetwotypesofadvertising：____________advertisingand_______advertising．Theformerfocusesonindividualproductswhilethelatterisusedtocreateapositiveimageforanorganization.

3.___________providesthemostdirectwayforfirmstohelpprospectivecustomerssatisfytheirneedsandwantsthroughface-to-facecommunicationwiththefirms?salesrepresentatives.

4.____________isthefirststepinvolvedinpersonalsellinginordertofindoutprospectivecustomerswhoaremostlytobuythepromotedproductsorservice．

5.Dofurtherresearchtodeterminewhichprospectshavetheauthorityandthefinancialcapacitytobuyisasteptakeninpersonalselling,whichiscalled___________.

6.Thecombinationofthepromotionaltoolsiscalledthepromotionmixwhichincludes___________,salespromotion．publicrelations，publicity．andwordofmouth.

7.Personalsellingprovidesface-to-facecommunicationwithprospectivecustomers．Thesellingprocesscanbebrokeninto7stepssuchas_________,quality,approach,makepresentation，handleobjections,____________andfollowup．

8._____________isapersonalsalespresentationusedtoinfluenceoneormoreconsumers·

9.______________isaformofadvertisingthatprovidesvisualeffectsandcanbeusedtopromoteproductsnationwide．

10.Firmsusuallycreateormaintaintheirpositivepublicimagesbythetoolcalled_____________.Chapter6ManagementMultipleChoice

1．Allofthefollowingaremanagerialfunctionsexcept：a)planningb)organizingc)controllingd)·financing．2.Thefunctionofmanagementthatrepresentsthepreparationofthefirmforfuturebusinessconditionsis：

a)organizing．b)leading．c)controlling．d)planning．3.JimhasjustbeenpromotedtoamanagementpositionfortheFirstNationalBank.Hisbosshasaskedhimtofocusonidentifyingproblemsintheoperationsofthebankandtotakestepstocorrectthem.Jim?sactivitiesillustratethe_________ofmanagement.

a)planningb)organizingc)learningd)controlling

4．Whichofthefollowingmanagementfunctionsinvolvesthem