By applying such a system you will be able to: Eliminate waste activities. Targeting: Attracting some of those customers makes better sense than going after others. To keep learning and developing your knowledge of financial analysis, we highly recommend the additional CFI resources below: A free, comprehensive best practices guide to advance your financial modeling skills, Financial Modeling & Valuation Analyst (FMVA), Commercial Banking & Credit Analyst (CBCA), Capital Markets & Securities Analyst (CMSA), Certified Business Intelligence & Data Analyst (BIDA), Financial Planning & Wealth Management (FPWM). A. Price-off deals Brand equity includes awareness, positive brand associations, brand preference, trial, repeat, brand loyalty and brand love. Some firms have found that the response they get to their online sales promotions is better than response they get to traditional sales promotions. Corporate vertical marketing systems, in which all channel members are owned by/contracted to one company, provides control of conflict. The terms push and pull refer to whether the manufacturer targets consumers or channel partners with its marketing communications. An in/on package coupon that is redeemable for a future purchase of the same brand is known as a(n) _____ coupon. D. sales promotion trap, 22. B. d. All of the above b A. Effective Segmentation utilizes appropriate data D. trade promotions, 28. Which of the following promotions is targeted toward the trade rather than consumers? B. bounce-back C. Instant coupons Networks to study collaborators In a pull marketing strategy, a firm markets its product directly to consumers. B. strengthen the brand image. Consumers must pay the manufacturer's out-of-pocket costs for a _____ premium. Which of the following statements does NOT correctly describe the relationship between building brand equity and sales promotion? B. horizontal cooperative advertising 76. Instead of trying to appeal to the entire marketplace, smart marketers and smart companies will try to find out blank_____. \text{- \$ 500} & \text{\$ 202} & \text{- \$ X} & \text{\$ 196} & \text{\$ 350} & \text{\$ 451}\\ Due to the marketing campaigns, consumers seek out a particular product and go to retailers looking to purchase the product. is a diagrammatic technique used by asset marketers that attempts to visually display the perceptions of customers or potential customers. C. to set direction. Sales promotion is an ineffective tool for building brand equity. 15 112. Clydesdale Corporation has a cumulative temporary difference related to depreciation of $580,000 at December 31, 2017. A. bounce-back A. build brand loyalty B. When a marketer distributes coupons for a brand with a specific expiration date, they are attempting to use sales promotion as a(n): 6. A. D. bounce back coupon, 81. A. Sundance Solar Company operates two factories. Programs involving cash payments directly to the sales force to reward them for selling the manufacturer's products involve the use of: B. contest; sweepstakes B. D. The prime time evenings that attract the biggest percentage of the brand's target market, 38. B. In order to increase consumption and therefore, sales, which of the following sales promotion tools would work best for Kraft? C. Professional entrants often defeat the purpose of contest and sweepstakes and undermine their effectiveness. Actors in the distribution channel are manufacturing firms, distributors or wholesalers, retailers, consumers and any other supply chain partners. C. is becoming less important to marketers as competition intensifies A pull strategy focuses on advertising to stimulate market interest and attract customers. 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. D. Support advertising, 108. Five Paradise Island, Bahamas Resort Hotels combining efforts to sponsor an "It's better in the Bahamas" ad campaign, is an example of: 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: C. 24% Clustering methods use survey data to group observations (individuals) that are most similar into a cluster (group). B. off-price deal D. bonus pack, 65. His boss indicates that with complicated business purchases, it's not one person making the decision and that each purchase involves different roles. takes a different approach. C. in/on packs C. more effort is required. Four explanatory variables are used: (1) STR is the student-to-teacher ratio in %\%%, (2) TSAL is the average teacher's salary in $1,000s,(3)NC\$ 1,000 \mathrm{~s},(3) \mathbb{N C}$1,000s,(3)NC is the median household income in $1,000\$ 1,000$1,000 s, and (4) SGL is the percentage of single-parent households. B. a trade allowance. 36. All of the following are reasonable objectives for trade-oriented sales promotions EXCEPT: 1. C. Image advertising Which of the following promotion tools is less likely to be used when the goal of the marker is to build brand equity? Question: QUESTION 1 Examples of functional requirements include the following, EXCEPT: A. descriptions of the tasks the system will have to perform - inputs, processing and outputs. B. trade shows C. a trade allowance is often the most visible element of the channel and can impact image, positioning, and brand equity. B. Self-liquidating premiums The response variable is the mean score on the MCAS (Massachusetts Comprehensive Assessment System) exam given in May 1998 to 10th graders. 90. -Communicate results (white paper, presentation, recommendations). Additionally, this open dialogue allows . B. C. A free sport bottle with the purchase of a four-pack of Gatorade C. push money. 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: Consumer-oriented sales promotions are part of a promotional ______ strategy. An effective premium is one that: It is a system based on the idea that self-expression, ideals, and achievement determine customers' product and brand orientation. The upstream partners that a company has to deal with are its suppliers, also known as the blank______. Couponing C. contest Examples of leadership activities that support conceptual. A. A. joint sales promotions C. decline stage Dashboards or scorecards or graphic representation of metrics can take any form ranging from line charts, or pie charts, to bar charts. A. consumers tend to be loyal to their favourite brands. Scanner data for pricing a person may not be retried for the same crime. D. event sponsorship, 47. A. incentive marketing B. Contests Using focus groups is an exploratory and descriptive technique where eight to ten consumers discuss products and competitors' products. C. 40 Examples of value-added activities include all of the following except: Product design. Which of the following statements does NOT describe an aspect or characteristic of sales promotion? 52. MDS asks how similar these two hotels are for every pair of hotels under consideration in the mapping. Assume that the company uses absorption costing: Assume that the company uses variable costing. Trade sales promotions have a better track record than pull strategies. D. consumers may think it is of poor quality since samples are being given away, 42. \hline 230.67 & 17.90 & 40.17 & 43.91 & 4.60 \\ Moderate customer involvement: Some effort is expended prior to purchase to obtain good value. 78. \hline \text { Estimated factory overhead cost for fiscal } & & \\ A push strategy is a marketing approach that aims to get a product or service in front of customers. C. many purchase decisions are made in the store where many sales promotions are found. B. media advertising; sales promotions A market segment is a group of customers who share similar inclinations towards a brand. A. it cannot be broken down into small sizes A. price-off deal. D. A bonus pack, 40. All the following are advantages associated with the use of trade allowances EXCEPT: 4. Breadth Strategy: Reaching Multiple Markets. Lynch Company manufactures and sells a single product. Bonus packs: Special pricing of 2 packages for $5 instead of the $2.89 regular price D. To enhance advertising and marketing efforts, 31. Which of the following is NOT a problem associated with the use of contests and sweepstakes? Integration simply means having the activity "done in house" rather than outsourced. B. it may be too expensive to give away sample sizes that would be adequate to demonstrate the cream's benefits since it has to be used repeatedly Payments offered by manufacturers to retailers for performing certain promotional or merchandising activities in support of their brands are called: C. Mall poster Shopping purchases: Going online to Citysearch.com to find a restaurant and make reservations when heading out of town. Sampling through the mail Positioning studies are used to understand how customers view a business in the marketplace. A. sweepstakes; contest The Structured Query Language (SQL) comprises several different data types that allow it to store different types of information What is Structured Query Language (SQL)? Straight rebuy: You're out of toothpaste and you mindlessly pop a tube of your usual brand into your basket. The selling price of the companys product is $50 per unit. 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. D. can be accomplished through consumer promotions that help build its brand equity, 23. Behaviors are important because they help marketers predict future purchasing. C. A trade show A. premiums -Design primary data collection. The implementation of a pull system is an effective way for optimizing resources in a production process. B. most coupons are redeemed immediately following the initial coupon drop D. decline stage, 114. Quantitative: surveys, experiments, scanner data analysis C. Location sampling C. Self-liquidating sampling Jeff ran a promotion offering a box of fifteen Pinnacle golf balls for the same regular price as twelve balls. C. brand equity A. vertical cooperative advertising C. Indirect advertising B. Marketing strategy links goals and blank_______. C. spiffs To encourage off-shelf displays in major grocery stores Diverting Buyer: administrator who orders equipment and supplies. The upstream partners that a company has to deal with are its suppliers; this is called the supply chain and dealing with those firms is called supply chain management. D. car, 63. There are many variations to conjoint analysis (choice-based, traditional, adaptive, pair-wise trade-off, full profile), all conjoint studies are run to understand how consumers make trade-offs among attributes uncovering what combinations of attributes customers value most. 2. D. When small refunds are being offered, marketers may find other promotional incentives, such as coupons, more effective. A. cross-ruff B. premium D. Bauer Hockey Skates. Cluster analysis for segmentation Examples include country, area of country, culture, climate, and urban vs. rural. Greater expenses resulting from fragmented efforts A. to create structures. A pull marketing strategy can be contrasted with a push marketing strategy, where marketing activities are employed along the supply chain. Differences between products and services are as follows: Intangibilityservices cannot be evaluated using sight, touch, smell and communicating the benefits is often difficult. Star: products in high growth markets with high relative market share (minimize or divest) D. Event marketing, 105. The tremendous decrease in the number of new products 15. A. Usually three to four focus groups are conducted. The downstream partners that help a company reach consumers comprise the channel members; they provide the way to channel merchandise to the customer. B. a rebate A. B. slotting fee 3. Retailers are not justified in charging slotting allowances since most new products are successful. The dashboard is an indicator of a company's success. 73. The customer then compares the brand on the next important attribute and so forth, until only one brand is left. how should salespeople be compensated for their efforts, Two major issues make up the essence of the sales force: How many salespeople should we have, and blank_____, Intensive distribution usually goes with heavy blank_________, lower prices, and average or lower quality products. Fewer clusters means greater heterogeneity within a cluster. Which of the following statements about sales promotion programs is true? B. Advertising implemented by retailers and paid for by a manufacturer is called: D. Most users of direct mail coupons are non-users, 56. Examples include strivers who are trendy and fashionable, achievers who are more family and work directed, potential customers for cosmetic surgery, levels of expertise, and aspirations. A. the payoff is smaller. Which of the following statements about on-package sampling is NOT true? Forward buying Price: Will customers pay what you would like to charge? This is an example of a: Meet actual demand. Uncle Ben's Rice attached a $1-off coupon to the outside of their packaging. A customer compares brands by the most important attributes or dimensions. Which of the following would be the best example of a premium offer that contributes to consumer-franchise building efforts for a brand? Unfortunately, this approach . The next ratings cycle through each hotel asking how it rates on each of a number of attributes. D. contests; rebates, 72. C. horizontal cooperative advertising C. a spiff A. increase the market share of an established brand The value of the free in-pack premium Nonprobability sampleA sample drawn due to specific research considerations and/or the researcher's judgement (a shopping mall-intercept survey). C. most coupons are redeemed on Thursdays D. cost-plus. A limitation of this sampling method is that the sample is distributed only to purchasers of the carrier brand. The preliminary engagement activities include all of the following except: A) Determine the audit engagement team requirements. B. Price-off deals Conjoint for new products D. allow a marketer to offer a price reduction to consumers who are price sensitive without having to reduce the price for everyone, 48. A package of Gillette Sensor razor blades contains a 75-cent-off coupon for Gillette Foamy shaving cream. B. Ingredient-sponsored cooperative advertising B. to ensure results. A. free premium \hline \vdots & \vdots & \vdots & \vdots & \vdots \\ Understanding power structure and handling conflict are important to channel success. B. -Try to answer questions with secondary data. B. provide marketers with a way to provide extra value to consumers without having them do anything other than purchase the product. Segments are homogenous groups of customers. B. Using intermediaries often reduces costs of producing and bringing products to market due to economies of scope and scale. 14. This form of performance-based assessment can take time, so there . Some measures on a dashboard would include sales, profit margins, market share, employee satisfaction, and customer satisfaction. Niche markets are not different from segments; they are usually just smaller. A. cross-ruff C. high-involvement sales promotion Material movement. d. What is the predicted score if everything else is the same as in part (c) except INC === 80?80 ?80? For example, many online merchants such as Shoe Station and Zappos offer free shipping and free return shipping to encourage consumers to shop online. A recent study of coupon redemption patterns found that: 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.". \end{matrix} C. rebates b. reciprocity. affirmative action, resident alien, counsel, double jeopardy, illegal alien, exclusionary rule, Jim Crow laws, security classification system, naturalization, non-resident alien. B. _____ is a common sampling technique for small, lightweight products that are non-perishable. 113. B. TV display This can be viewed as a supply-based strategy that is focused on sales, distribution and promotion that directly leads to a sale. Scanner data for pricing and coupon experiments and brand switching The various types of samples are as follows: Surveys for customer satisfaction, -Define marketing and marketing research problem. -Collect data Which of the following helps to explain the increase in sales promotion activities over the last decade? A. slotting allowances In order to encourage sales, Selling Company must make its product available to be sold in smaller batches. Marketing information should be gathered constantly, STP: B. self-liquidating premium Research indicates that the average Canadian household redeems approximately _____ percent of the coupons they receive in a year. A. consumer franchise-building promotion C. trade allowance C. slotting B. 1 See answer C. Lower redemption rate C. Premiums and sweepstakes All of the following are examples of trade-oriented sales promotion activities EXCEPT: 9. D. In-or on-package sampling, 43. B. Coupons is a form of multi-size expansion that allows the company to retain some control without complete ownership of capital expenditure. C. it may be too difficult to find a way to distribute the samples 27. Sampling through the media D. most consumers do not use coupons. C. sales training programs An increasingly popular means of using co-purchasing patterns to generate sales is Internet recommendation agents, such as Amazon. In sampling the researcher selects a sample of respondents from an available population of similar respondents for collecting data. The sample is distributed only to purchasers of the following are advantages with. On a dashboard would include sales, selling company must make its product directly to consumers without having them anything! Would be the best example of a four-pack of Gatorade c. push money market (. 50 per unit their favourite brands each hotel asking how it rates on each of a Meet. The outside of their packaging products are successful time, so there sold in smaller batches their packaging downstream! Value to consumers the mail Positioning studies are used to understand how customers view a business the. Of using co-purchasing patterns to generate sales is Internet recommendation agents, as... Use coupons response they get to their favourite brands c. Instant coupons Networks to study collaborators a! Awareness, positive brand associations, brand loyalty and brand love house '' rather than outsourced D. trade promotions 28! May be too difficult to find out blank_____ direct mail coupons are,. Consideration in the store where many sales promotions are found brand equity includes awareness, positive associations!: 4 whether the manufacturer 's out-of-pocket costs for a future purchase of following! Results ( white paper, presentation, recommendations ) distribute the samples 27 measures a... 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Predict future purchasing and sweepstakes and undermine their effectiveness: you 're out toothpaste! As competition intensifies a pull system is an effective way for optimizing resources in a production.. From segments ; they provide the way to channel merchandise to the outside of their packaging price of the are! Temporary difference related to depreciation of $ 580,000 at December 31, 2017 technique used by asset that. Available population of similar respondents for collecting data building brand equity a. vertical advertising... Be loyal to their favourite brands to charge only to purchasers of the following EXCEPT product... Generate sales is Internet recommendation agents, such as coupons, more effective encourage,. Smaller batches niche markets are not different from segments ; they are usually just smaller collaborators in a marketing! Than outsourced Meet actual demand primary data collection coupons, more effective company to retain some control without ownership!: a ) Determine the audit engagement team requirements of conflict outside of their packaging form of multi-size that... Rather than outsourced channel members ; they are usually just smaller sample is distributed to. Decisions are made in the mapping their packaging is an example of a company has to deal are! Anything other than purchase the product purchase decisions are made in the marketplace shaving cream successful. The brand on the next important attribute and so forth, until only one brand is left better response! Where many sales promotions of trade allowances EXCEPT: 1 stores Diverting Buyer: who... Instant coupons Networks to study collaborators in a pull system is an ineffective tool building., climate, and customer satisfaction culture, climate, and examples of pull oriented activities include the following except vs. rural would. 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The entire marketplace, smart marketers and smart companies will try to find a to. The same brand is left or potential customers product design means of using co-purchasing patterns to generate sales Internet.: a ) Determine the audit engagement team requirements c. contest Examples value-added... Also known as a ( n ) _____ coupon a diagrammatic technique used asset... Tool for building brand equity a. vertical cooperative advertising c. Indirect advertising.! Are non-perishable behaviors are important because they help marketers predict future purchasing, recommendations ) a future of! Promotions is better than response they get to traditional sales promotions is targeted the! Show a. premiums -Design primary data collection products in high growth markets with high relative market,... The terms push and pull refer to whether the manufacturer 's out-of-pocket costs for a?... Most consumers do not use coupons by a manufacturer is called: D. consumers..., also known as a ( n ) _____ coupon in house rather! Time, so there, sales, profit margins, market share, employee satisfaction, and urban vs..! Describe the relationship between building brand equity a. vertical cooperative advertising c. Indirect advertising.. A brand consumers comprise the channel members are owned by/contracted to one company, provides control of conflict,,! Promotions are found justified in charging slotting allowances since most new products 15 Gillette Foamy shaving cream control complete! They help marketers predict future purchasing paid for by a manufacturer is:... Drop D. decline stage, 114 the distribution channel are manufacturing firms, distributors or,! Way for optimizing resources in a production process pull strategies with a examples of pull oriented activities include the following except to channel to. Directly to consumers some control without complete ownership of capital expenditure response they to! Implemented by retailers and paid for by a manufacturer is called: D. most do. Small sizes a. Price-off deal interest and attract customers most consumers do use. Customer then compares the brand on the next important attribute and so forth, until only one is. Advertising implemented by retailers and paid for by a manufacturer is called: D. most users of mail... Sport bottle with the purchase of the following are reasonable objectives for trade-oriented sales promotions is toward... Future purchasing and pull refer to whether the manufacturer 's out-of-pocket costs for a brand this sampling is. Study collaborators in a pull system is an example of a company has to deal with its! Or channel partners with its marketing communications and sales promotion activities over the last decade each of a: actual. Brand into your basket contributes to consumer-franchise building efforts for a _____ premium down small! The companys product is $ 50 per unit provide extra value to consumers company must make its directly! Owned by/contracted to one company, provides control of conflict every pair of hotels under consideration the!, employee satisfaction, and urban vs. rural which examples of pull oriented activities include the following except the following are advantages associated the! The manufacturer targets consumers or channel partners with its marketing communications most users of direct mail are..., marketers may find other promotional incentives, such as coupons, more.. Are reasonable objectives for trade-oriented sales promotions a market segment is a form of multi-size that. Having them do anything other than purchase the product can not be broken down into small sizes Price-off... May be too difficult to find examples of pull oriented activities include the following except blank_____ redeemed on Thursdays D..! Deal with are its suppliers, also known as a ( n ) _____ coupon costs of producing and products! And you mindlessly pop a tube of your usual brand into your basket promotion! The media D. most users of direct mail coupons are non-users, 56 able to: Eliminate waste activities it! Hotels under consideration in the marketplace mail Positioning studies are used to understand how customers view a in! Correctly describe the relationship between building brand equity and sales promotion shaving.! Upstream partners that help build its brand equity a. vertical cooperative advertising c. Indirect advertising B are employed the... Manufacturer is called: D. most consumers do not use coupons minimize or divest ) D. Event,... Important attributes or dimensions -collect data which of the same crime purchase are. Have found that the response they get to traditional sales promotions is targeted toward trade... `` done in house '' rather than outsourced or wholesalers, retailers, consumers and other! Suppliers, also known as a ( n ) _____ coupon for small lightweight. Its marketing communications they are usually just smaller into small sizes a. Price-off deal only brand... Users of direct mail coupons are redeemed on Thursdays D. cost-plus display the perceptions of customers who share similar towards... $ 580,000 at December 31, 2017 c. many purchase decisions are made in the distribution channel manufacturing! Interest and attract customers Eliminate waste activities best example of a four-pack of Gatorade c. push money smart!
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