0-$5001$2022-$X3$1964$3505$451, Brian's boss is explaining the concept of buying centers in B2B marketing. The implementation of a pull system is an effective way for optimizing resources in a production process. A. B. Coupons are an effective way of generating trial of a new product. A. B. Coupons Effective Segmentation fits with corporate goals B. Vertical cooperative advertising D. Even large manufacturers with popular brands and large promotional budgets always have to pay slotting fees. C. Everyday low pricing D. spiffs, 104. A. cost-covered A trade layout Which of the following is NOT an example of a point-of-purchase display? B. made in the store. B. A. High value checkout coupons B. TV display A. D. account-specific marketing, 19. Psychological /Psychographic variables are harder to identify but may be more insightful in determining customer needs and preferences. B. A. a slotting fee. C. sweepstakes; event sponsorship In a pull marketing strategy, a firm markets its product directly to consumers. Why are organizations like McDonald's, Wendy's, and Labatt placing more emphasis on sales promotions than ever before? Marketing channels assume financial risks such as international exchange rates and inventory obsolescence; and provide marketing communications (e.g., advertising and sales promotion), physical distribution, inventory management, and market feedback. Niches fall between the one-to-one and segment strategies. Brand equity includes awareness, positive brand associations, brand preference, trial, repeat, brand loyalty and brand love. 2. Based on these findings, what form of promotion is most effective for Gillette's Right Guard brand? 85. This can be contrasted with a pull strategy that aims to generate demand by promoting a brand to end-customers. B. Kraft is concerned that families consume Miracle Whip only on sandwiches, using a tablespoon or two at a time. A. D. Mail-in refunds and rebates, 57. Selling Company produces its product in batches of 100, yet its average customer only purchases ten at a time. Consumers have become more sensitive and responsive to sales promotion for each of the following reasons EXCEPT: A. vertical cooperative advertising 75. Place: Where and how will customers purchase your market offering? A. B. self-liquidating premium Demographics include company size, account size, market share, and number of employees. C. are very effective even without brand name awareness Some firms have found that the response they get to their online sales promotions is better than response they get to traditional sales promotions. The redemption rate for refunds is lower than that for coupons because: C. Instant coupons Diverting B. off-price deal The hope is that by offering intermediaries incentives, they will get behind the products and push them to the final consumer. Effective Segmentation is actionable. D. End-of-aisle display, 101. B. Colin recently launched a new product the Fanner 3000. An appliance manufacturer offers a $50 payment to salespeople who work at Culligan's Appliance if they sell one of the company's new refrigerators. A. free premium Quantitative: surveys, experiments, scanner data analysis If a brand is strong on one attribute and average on another, it will still dominate a brand that was just average on all its attributes. is a form of multi-size expansion that allows the company to retain some control without complete ownership of capital expenditure. This form of performance-based assessment can take time, so there . Customers' psychology can not be directly observed but behaviors can be observed (grocery scanner data). With a _____, consumers compete for prizes and/or money on the basis of skills or ability, while with a _____, winners are determined purely by chance. They distributed 1,000,000 promotional packages, at a cost of $20,000 for design and production. A. Sales promotion programs play an important role in motivating retailers to allocate shelf space to new products. What are the 4 P's? B. most coupons are redeemed immediately following the initial coupon drop Clustering methods use survey data to group observations (individuals) that are most similar into a cluster (group). D. a joint trade promotion, 111. C. Mall poster The most popular method for distributing coupons is: Cluster analysis for segmentation Which of the following is NOT a problem associated with the use of contests and sweepstakes? C. vertical cooperative advertising Sampling for a product such as expensive skin cream that is designed to reduce wrinkles over a long period of time might not be feasible because: B. Contests The oldest, most widely used, and most effective sales promotion tool is: -Analyze data Jeff ran a promotion offering a box of fifteen Pinnacle golf balls for the same regular price as twelve balls. Marketing information should be gathered constantly, STP: B. Geographic distinctions between customers have also been used to segment markets. The downstream partners that help a company reach consumers comprise the channel members; they provide the way to channel merchandise to the customer. D. bonus pack, 66. C. 24% A. push money C. Seasonality of purchase and length of promotion 92. A. forward buying Manufacturers can use any of the marketing mix variables to push to partners or encourage pull from consumers. The VP says that the person who first kicks off the purchase process is the blank________ Click the card to flip Flashcards B. cross-ruff C. Contests and sweepstakes Targeted to specific geographic or demographic segments The advantage of online surveys is _______. C. rebate When calculating the costs of a couponing program, marketers should consider all of the following EXCEPT: _____ occurs at venues such as concerts, cultural festivals, and at a brand's marketing activities. A. Spiffs D. has no impact on an organization's pioneering advertising, 69. Inseparability in services the production and consumption cannot be separated. C. maturity Brian's boss is explaining the concept of buying centers in B2B marketing. C. advertising subsidies Marketing research gathers those facts through design, collection, interpretation, and reporting of facts. Why can on- or in-pack incentive programs like Pepsi Points or iCoke Rewards be problematic for brands? Clydesdale Corporation has a cumulative temporary difference related to depreciation of $580,000 at December 31, 2017. In order to increase consumption and therefore, sales, which of the following sales promotion tools would work best for Kraft? Which of the following promotion tools is less likely to be used when the goal of the marketer is to stimulate trial? A. Horizontal cooperative advertising are networks of interconnected firms whose activities enable products to be sold and consumers to have easier access to those products. 15% A third method of redefining our position is by place (channels) which includes determining appropriate channels, multi-channels, lower cost channel interactions, and deciding whether to outsource functions to channel partners. B. generally elicit immediate response from consumers Two important issues in clustering are the ability to determine to what group to assign an observation (individual) and determining how many groups there should be. A sweepstakes or contest that uses a theme which is consistent with the image or positioning of the brand. C. frequent patronage programs Typically, a focus group should include _________. Type of channel conflicts include: Experiments to verify ad testing C. sweepstakes Excel shortcuts[citation CFIs free Financial Modeling Guidelines is a thorough and complete resource covering model design, model building blocks, and common tips, tricks, and What are SQL Data Types? B. premium. Establish an effective distribution network. Effective Segmentation utilizes appropriate data 87. A. it cannot be broken down into small sizes 83. Sales promotions do not contribute to the erosion of brand equity. D. The growing power of retailers and their demands for sales performance. D. induce trial of a new brand that is clearly superior to the competition, 41. This discount will be deducted straight from the bill. A. cooperative advertising b. reciprocity. C) Ensure that there is an independent audit committee. -Try to answer questions with secondary data. A discount or deal that is offered to a retailer or wholesaler to encourage them to stock, promote, or display a manufacturer's product is known as: C. instant D. Sales promotion techniques such as contests and premium offers are often used to draw attention to an ad, increase involvement with the ad, and help build relationships with consumers. D. There is strong agreement that any type of sales promotion activity detracts from brand equity. Forward buying Sampling and rebates A. consumer promotions; media advertising C. Large companies with popular brands are the most likely to have to pay slotting allowances. C. many purchase decisions are made in the store where many sales promotions are found. Evaluation of strategic alternatives along specific decision criteria It's about carving out a spot in the competitive landscape, putting your stake in the ground, and winning mindshare in the marketplace - being known for a certain "something.". B. D. aggregated, 107. 2. Using the scale of 1 (not very important) to 7 (extremely important), participants rate the same categories again (water sports, meals included, available excursions, nice rooms and good quality for money). Which of the following is NOT a limitation of rebates? 89. C. Bonus packs, trade allowances, and slotting fees -Design primary data collection. Communication and trust are also critical to channel success. 2. B. A business customer is an agent buying something on behalf of an organization. D. Loyalty programs, 58. B. A. growth stage A. the payoff is smaller. What advantage does distribution of coupons through direct mail have over other forms of coupon delivery? Which of the following statements about sales promotion programs is true? C. maturity stage Nordica provides sales personnel in ski shops with training classes, detailed manuals, and other tools to help them better understand how to sell the company's ski boots. C. Professional entrants often defeat the purpose of contest and sweepstakes and undermine their effectiveness. When segmenting the market, marketers integrate their knowledge of the marketplace with appropriate customer data which gives insight into similarities in customer needs and preferences. Which of the following types of sales promotions would NOT be used to help in the introduction of a new product? Cluster analysis for segmentation When reductions from the regular price of a product are offered at the point-of-purchase through specially marked packages, a marketer is using a: Each role seeks different attributes (price, great features, delivery date, customer service). Effective Segmentation allows access to customers B. The primary distinction between segmenting businesses and consumers is that the data sources tend to be different. C. brand equity 45. B. A. newspaper freestanding inserts (FSIs) C. trade allowance C. Bonus packs C. Coupons are often used by consumers who already use the brand and would purchase it without a coupon. 5Cs: Segments are homogenous groups of customers. Door-to-door sampling There are several advantages to a pull marketing strategy: Potential disadvantages to using a pull strategy include the following: CFI is the official provider of the Financial Modeling and Valuation Analyst (FMVA) certification program, designed to transform anyone into a world-class financial analyst. ________ is an exchange between a firm and its customers. 97. _____ is a practice used by retailers whereby they stock-up on a product at a low deal or off-invoice price and resell it to consumers at higher prices when a promotional period has ended. A week into implementing these marketing activities, Colins phone starts ringing, as retailers and distributors inquire about stocking the product at their stores. Students can create, perform, and/or provide a critical response. A. sweepstakes and contests C. dyadic Instead of trying to appeal to the entire marketplace, smart marketers and smart companies try to find out which customers will like their product and get the product into their hands. D. contests; rebates, 72. D. to differentiate a brand through image enhancement. C. horizontal cooperative advertising \hline \text { Score } & \text { STR } & \text { TSAL } & \text { INC } & \text { SGL } \\ 6. No scanner data are prevalent for businesses. Every marketing decision should be based on facts and information. A. Which of the following statements about rebates is true? The company applies factory overhead to jobs on the basis of machine hours in Factory 1 and on the basis of direct labor hours in Factory 2. The heavy emphasis on trade promotion makes it difficult to: The toy company Hasbro teamed with the retailer Toys R Us to create direct mail booklets offering discounts on Hasbro toys good only at Toys R Us stores. A. cooperative advertising This company serves multiple segments, marketing a different product to each segment. Positioning: Communicate your benefits clearly to your intended customers. Which of the following promotion tools is less likely to be used when the goal of the marker is to build brand equity? 88. B. trade shows Network methods to identify opinion leaders in buzz marketing. \hline 230.67 & 19.20 & 44.79 & 47.64 & 5.10 \\ A. retailer power The preliminary engagement activities include all of the following except: A) Determine the audit engagement team requirements. When a marketer distributes coupons for a brand with a specific expiration date, they are attempting to use sales promotion as a(n): 6. C. To increase consumption of an established brand A. Smirnoff Vodka. A. provide brands that sell in retail stores the opportunity to have specialized displays to feature their product. A. \quad \text { year beginning March 1 } & \$ 12,900,000 & \$ 10,200,000 \\ Development of strategic alternatives Growth: Sales/Revenues & profit margins rise as consumers buy the product and competition increases, & due to shakeout poor performing firms may exit the market. A. coupon Trade allowances are detracting from the image of the retailers who carry their brands. C. Account-specific marketing Legitimate power ("I'm a Great Dane, and you're a Chihuahua"). C. Premiums D. magazines, 55. & \text {Factory 1}& \text {Factory 2}\\ D. promotional traps. Enacted tax rates are 34% for 2018 and 2019, and 40% for 2020. Development of objectives (e.g., target a specific market segment, increase market share) or identification of strategic issue (e.g., increased competition, decrease in sales) D. promotional allowances, 93. The franchisee (local owner) benefits include well-known brand, market awareness, supplier relationships, training, and support. The role of the planning function in the management process is. Establish an effective distribution network. D. rebate. A. consumer franchise-building promotion 91. Retailers are not justified in charging slotting allowances since most new products are successful. D. the payoff is larger. Firms may forward integrate, meaning doing an activity that is "downstream" so the function is closer to the end consumer, or backward integrate, meaning doing an activity "upstream", so the function is further away from the customer than the company is currently doing. The franchisor (the company) benefits include capital, efficiencies and economies of scale, committed people, reduced investment risk, and the ability to focus on core functions (product development). Probability sampleImplies the probability of selecting any respondent from the population into the sample is known The dashboard is an indicator of a company's success. B. 5. D. Manufacturers are introducing more private-label brands. 50. To market his product, Colin decided to drive demand for the product through social media buzz, word of mouth, and media coverage. C. induces one-time trial purchase of a brand for which there is low awareness Revenue can be increased by changing price or through an increase in volume. It doesn't ask customers what's important in a hotel. Marketers refer to a "dashboard" as an analogy for the many indicators of a performance that should be monitored, much like an instrument panel in an automobile. Accountability marketing B. media advertising; sales promotions C. more effort is required. Types of Shopping: Business to Business (B2B). Which of the following would be the best example of a premium offer that contributes to consumer-franchise building efforts for a brand? Let's delight our customers: A company can delight its customers by enhancing customer satisfaction, increasing loyalty, rewarding influential customers, spreading word of mouth, increasing customer lifetime values, and offering personalization. C. rebates C. On-package samples can be distributed by attaching them to products not made by the distributing company. C. Orange Crush. Focus groups are not good for predicting marketplace response, and it is best to follow up focus groups with a survey. 1 See answer is a type of segmentation in which the company strategically focuses and targets a smaller market with particular needs that the company can serve well. This is an example of: C. it may be too difficult to find a way to distribute the samples Some activities can be both push and pull strategies. 4. D. Bonus packs, 39. Which of the following statements about the use of premiums as a sales promotion tool is true? A. B. a rebate is when by size or expertise, one party can make claims and threats that encourage the other party to conform. Observational data to check on competitors A. 6% D. In-pack coupons for any variety of Breton crackers. Some measures will confirm advantages over competitors while other measures can serve as a diagnostic in identifying problems. The selling price of the companys product is $50 per unit. C. definition of business rules and organizational policies incorporated into the. Material movement. The sales promotion tool that critics contend is most guilty of detracting from brand equity and at the same time being detrimental to a brand franchise is: D. bonus pack, 65. Let's redefine our position: A company can redefine its position with a product by building new product sales, building product category, or building brand equity. A 50-cents off coupon on a box of Minute Rice to encourage repurchase. This process is known as blank_______. The "Intel Inside" logo which appears on many computers is an example of: 90. D. A dish towel in a box of Tide laundry detergent, 70. D. sales promotion trap, 22. Consumer-franchise or image building for a brand: is a diagrammatic technique used by asset marketers that attempts to visually display the perceptions of customers or potential customers. B. 4Ps: Instead of trying to appeal to the entire marketplace, smart marketers and smart companies will try to find out blank_____. A(n) _____ is an offer of an item of merchandise or service either free or at a reduced price that is used to provide an extra to purchase. C. Bonus packs, trade allowances, and slotting fees Advertising implemented by retailers and paid for by a manufacturer is called: B. provide marketers with a way to provide extra value to consumers without having them do anything other than purchase the product. The percentage discount that the face value of checkout coupons represents Another method of redefining our position is with promotion by spending ad dollars more wisely and determining the most appropriate media, most appropriate frequency, and most appropriate message. A. Vertical cooperative advertising Those important weights underpin how segments of customers differ. B. Price-off deals D. Retailers are not happy having to purchase large amounts of product to support the promotion. Examples include country, area of country, culture, climate, and urban vs. rural. 49. D. promotional allowances, 86. Companies such as ____ manufacturers with wide product lines use cross-ruff coupons to encourage consumers to try other products or brands. 21. D. early decline stage, Geerlilik trleri (lme aralarnda bulunma, Chapter 19: Consumer Sales Promotion - Sampli, Fundamentals of Financial Management, Concise Edition, Marketing Essentials: The Deca Connection, Carl A. Woloszyk, Grady Kimbrell, Lois Schneider Farese. Ralston Purina offers its retail accounts a $3.00 per case discount for all of the dog food it purchases during the month of October. C. refund offer Some examples of building upon their gross motor skills include: hopscotch and skipping trampoline jumping swimming playing musical instruments The takeaway Accompanying you child through. A pull marketing strategy can be used by itself or in conjunction with a push marketing strategy. MDS asks how similar these two hotels are for every pair of hotels under consideration in the mapping. The first ratings are the similarities judgments for all four pairs of hotels. Bonus packs: \text { Estimated machine hours for year } & 600,000 & \\ The retailer was engaged in: The value of the free in-pack premium Modified rebuy: You reach for your brand of toothpaste but you try a new flavor.
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