Flexible element of a retailer's strategy mix is. A merchandise assortment
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Chapter 19 1) Any communication by a retailer that informs, persuades, and/or reminds the target market about any aspect of that firm is ________. A) advertising B) public relations C) retail promotion D) the retail communication channel Answer: C Diff: 1 Page Ref: 530 Skill: Terminology/Concept
A) communication B) selling C) communication channel D) promotion Answer: D Diff: 1 Page Ref: 530 Skill: Terminology/Concept 3) Which form of promotion has media payment, a nonpersonal presentation, out-of-store mass media, and an identified sponsor? A) sales promotion B) advertising C) public relations D) personal selling Answer: B Diff: 1 Page Ref: 530 Skill: Terminology/Concept 4) Which retailer has the highest dollar advertising expenditures among U.S. retailers? A) Sears Holding B) McDonald's C) Atlantic & Pacific Tea Company D) General Motors Cooperative Dealer Association Answer: A Diff: 1 Page Ref: 531 Skill: Terminology/Concept 5) A major difference between the advertising strategies of retailers and manufacturers is that retailers ________. A) are more prone to use broadcast media than manufacturers B) typically have broader geographic target markets C) have more geographically concentrated target markets than manufacturers D) are more concerned with image-related advertising Answer: C Diff: 1 Page Ref: 531 Skill: Terminology/Concept 6) Which type of small retailer can have a geographically dispersed trading area? A) convenience store B) variety store C) direct seller D) direct marketer Answer: D Diff: 2 Page Ref: 531 Skill: Terminology/Concept 7) In cooperative advertising, ________. A) a trade association promotes the advantages of a new product in order to increase sales B) two or more channel members share promotional costs C) a retailer promotes a manufacturer's brand as being on sale D) a retailer promotes its own dealer brand as being on sale Answer: B Diff: 1 Page Ref: 531 Skill: Terminology/Concept 8) A major advantage of advertising as a retail medium is that ________. A) there are no media costs B) it can focus on the needs of individual customers C) the costs per viewer, reader, or listener are low D) credibility is high Answer: C Diff: 1 Page Ref: 532 Skill: Terminology/Concept 9) Which characteristic of advertising as a retail medium is correct? A) Media rates are generally higher for retailers than manufacturers. B) Since a large number of media are available, retailers are generally able to match a medium to a target market. C) A strength of advertising is its ability to tailor messages to specific target markets. D) Advertising messages are generally long (in terms of time or space). Answer: B Diff: 1 Page Ref: 532 Skill: Terminology/Concept 10) A major disadvantage of advertising as a retail medium is that ________. A) many media utilize standardized messages that are inflexible B) few alternative media are generally available C) the costs of reaching a viewer, reader, or listener are high D) retail control over message timing and content is low Answer: A Diff: 1 Page Ref: 533 Skill: Terminology/Concept 11) Retailers spend the highest proportion of their advertising budgets in which medium? A) telephone directories B) direct mail C) newspapers D) flyers/circulars Answer: C Diff: 1 Page Ref: 533 Skill: Terminology/Concept 12) A medium's circulation covers a broader geographic region than that containing the retailer's target market. This concept is referred to as ________. A) waste B) lead time C) trading-area overlap D) throw-away rate Answer: A Diff: 2 Page Ref: 535 Skill: Terminology/Concept 13) An advantage of a Yellow Pages listing is the ________. A) free listing B) absence of clutter C) long medium life D) alphabetical listing that does not contain competing retailers in the same section Answer: C Diff: 1 Page Ref: 535 Skill: Terminology/Concept 14) A characteristic of direct mail is a ________. A) high response rate B) low throw-away rate C) highly targeted audience D) long lead time Answer: C Diff: 1 Page Ref: 535 Skill: Terminology/Concept 15) Which medium is associated with a low response rate and a high throwaway rate? A) local magazine C) daily newspaper D) direct mail Answer: D Diff: 1 Page Ref: 535 Skill: Terminology/Concept 16) Which medium is characterized by large-size ads and zoning difficulties? A) flyers/circulars B) telephone directories C) outdoor advertising D) direct mail Answer: C Diff: 1 Page Ref: 535 Skill: Terminology/Concept 17) A(n) ________ ad should be used to communicate a new retailer opening in a market area. A) pioneer B) reminder C) competitive D) institutional Answer: A Diff: 1 Page Ref: 536 Skill: Terminology/Concept 18) An advertisement in a local newspaper, featuring low interest-rate financing for consumers that purchase a top-of-the-line refrigerator, illustrates a(n) ________ ad. B) competitive C) reminder D) pioneer Answer: B Diff: 1 Page Ref: 536 Skill: Terminology/Concept 19) Image-related advertising illustrates a(n) ________ advertisement. A) pioneer B) reminder C) competitive D) institutional Answer: D Diff: 1 Page Ref: 536 Skill: Terminology/Concept 20) Vertical cooperative advertising agreements are subject to the ________. A) Consumer Goods Pricing Act B) Federal Trade Commission Act C) Robinson-Patman Act D) Sherman Antitrust Act Answer: C Diff: 1 Page Ref: 537 Skill: Terminology/Concept 21) In a horizontal cooperative advertising agreement, ________. A) a manufacturer (or wholesaler) and a retailer share an ad B) retailers' payment for an ad is based on their yearly sales of a particular product C) competing retailers share an ad and its cost D) two or more retailers share an ad Answer: D Diff: 2 Page Ref: 537 Skill: Terminology/Concept 22) A major difference between advertising and publicity is based upon ________. A) media used B) media payment D) message type Answer: B Diff: 1 Page Ref: 537 Skill: Terminology/Concept 23) A major advantage of public relations versus advertising is ________. A) the source of the communication is more credible B) the high control over a message and its timing, placement, and coverage C) the high degree of message customization D) no costs for a public relations staff Answer: A Diff: 1 Page Ref: 538 Skill: Terminology/Concept 24) A major disadvantage of public relations versus advertising is ________. A) high costs for message time or space B) little retailer control over a message and its timing, placement, and coverage C) no carryover effects D) less attention paid to public relations than to clearly identified advertisements Answer: B Diff: 1 Page Ref: 538 Skill: Terminology/Concept 25) A major advantage of personal selling is ________. A) the immediate feedback that is provided B) the large number of consumers that can be reached at one point in time C) the low costs of reaching each target customer D) low total costs for salaries, travel, and entertainment Answer: A Diff: 1 Page Ref: 539 Skill: Terminology/Concept 26) Which type of salesperson is generally associated with a self-service retail environment? A) a sales engineer B) a closer C) an order-taking salesperson D) an order-getting salesperson Answer: C Diff: 1 Page Ref: 540 Skill: Terminology/Concept 27) PMs are best defined as ________. A) promotional allowances paid to retailers by manufacturers and wholesalers for shelf space B) rebates and other discounts given to buyers to induce their purchase of a manufacturer's products C) point-of-purchase promotions developed by manufacturers to increase store traffic D) additional compensation paid to retail salespeople by a manufacturer based on sales of its products Answer: D Diff: 1 Page Ref: 540 Skill: Terminology/Concept 28) The promotion form that focuses on short-run sales performance is ________. A) advertising B) public relations C) sales promotion D) personal selling Answer: C Diff: 1 Page Ref: 542 Skill: Terminology/Concept 29) Which sales promotion form seeks to develop store loyalty? A) prizes C) sweepstakes D) frequent shopper programs Answer: D Diff: 1 Page Ref: 544-545 Skill: Terminology/Concept 30) The most complex method of establishing an overall promotional budget is the ________. A) objective-and-task method B) percentage-of-sales technique C) incremental method D) all-you-can-afford method Answer: A Diff: 1 Page Ref: 549 Skill: Terminology/Concept 31) The overall stages in a consumer's purchase process from awareness to purchase is depicted in the ________. A) consumer brand choice model B) hierarchy of effects model C) brand loyalty model D) Howard-Sheth model Answer: B Diff: 1 Page Ref: 550 Skill: Terminology/Concept 32) Which promotional forms are ideal for generating awareness in the hierarchy of effects model? A) advertising and public relations B) advertising and sales promotion C) personal selling and sales promotion D) personal selling and public relations Answer: A Diff: 1 Page Ref: 550 Skill: Terminology/Concept 33) The efficiency of a medium can be most accurately assessed through evaluating its ________. A) waste circulation or coverage B) cost per thousand C) passalong rate D) paid circulation Answer: B Diff: 2 Page Ref: 551 Skill: Terminology/Concept 34) Extensive media coverage refers to ________. A) low reach with high frequency B) low reach with low frequency C) high reach with low frequency D) high reach with high frequency Answer: C Diff: 2 Page Ref: 552 Skill: Terminology/Concept 35) In a massed advertising effort, ________. A) reach is stressed over frequency B) salesmanship is stressed C) retailers promote throughout the year D) promotion is concentrated in seasonal periods Answer: D Diff: 1 Page Ref: 533 Skill: Terminology/Concept 36) A difficulty associated with the use of national magazines by an independent retailer with a narrow trading area is ________. A) high waste in geographic coverage B) low control over timing and placement of advertisements C) long lead time D) absence of discounts based on the number of insertions Answer: A Diff: 2 Page Ref: 553 Skill: Applied/Comprehensive/Integrative 37) Manufacturers utilize cooperative advertising agreements with retailers ________. A) to decrease retailer waste in advertising B) as a means of channel control C) to take advantage of the lower rates offered to retailers D) to comply with the Robinson-Patman Act Answer: C Diff: 2 Page Ref: 531 Skill: Applied/Comprehensive/Integrative 38) An important advantage of advertising in comparison to personal selling is the ________. A) high ability to persuade a consumer B) high message flexibility C) low cost of reaching a target market member D) low waste circulation Answer: C Diff: 1 Page Ref: 532 Skill: Applied/Comprehensive/Integrative 39) Which medium offers a retailer the greatest control in reaching a targeted geographic area? A) Yellow Pages B) direct mail C) daily newspapers D) radio Answer: B Diff: 2 Page Ref: 535 Skill: Applied/Comprehensive/Integrative 40) Which medium has the highest message permanence? A) radio B) direct mail C) weekly newspaper D) telephone directories Answer: D Diff: 1 Page Ref: 535 Skill: Applied/Comprehensive/Integrative 41) A local computer retailer desires to reach a targeted audience consisting of past customers. The retailer is offering "computer tune-ups" consisting of removal of duplicate files, virus scanning and removal, and performing diagnostic work on the system's major hardware components. Which medium is most appropriate in reducing waste? A) direct mail B) shopper C) radio D) daily newspaper Answer: A Diff: 2 Page Ref: 535 Skill: Applied/Comprehensive/Integrative 42) The creation of regional or zoned editions, superior graphics, and the availability of color have increased retailers' use of ________. A) telephone directories B) magazines C) outdoor advertising D) direct mail Answer: B Diff: 2 Page Ref: 535 Skill: Applied/Comprehensive/Integrative 43) Which type of retailer ad is most likely to include a product's price? A) institutional advertisement B) pioneer advertisement C) reminder advertisement D) competitive advertisement Answer: D Diff: 1 Page Ref: 536 Skill: Applied/Comprehensive/Integrative 44) The short space and long lead time make outdoor advertising least appropriate for what form of advertisements? A) institutional B) pioneer C) reminder D) competitive Answer: D Diff: 2 Page Ref: 536 Skill: Applied/Comprehensive/Integrative 45) A retailer stresses its community service in a current advertising campaign. This illustrates a(n) ________ ad. A) institutional B) pioneer C) reminder D) competitive Answer: A Diff: 1 Page Ref: 536 Skill: Applied/Comprehensive/Integrative 46) Since vertical cooperative advertising agreements fall under the scope of the Robinson-Patman Act, a manufacturer ________. A) must offer similar agreements to all retailers on a proportionate basis of their purchases B) cannot offer cooperative advertising agreements to competing merchants C) must reduce other allowances by the size of the cooperative advertising allowance D) must require that all ads meet set criteria in terms of size and adherence to suggested list price Answer: A Diff: 2 Page Ref: 537 Skill: Applied/Comprehensive/Integrative 47) Noncompeting retailers can share advertisements in media with broad geographic circulation. This strategy represents a ________. A) competitive advertisement B) pioneer advertisement C) vertical cooperative advertising agreement D) horizontal cooperative advertising agreement Answer: D Diff: 1 Page Ref: 537 Skill: Applied/Comprehensive/Integrative 48) The major strategic difference between advertising and public relations relates to ________. A) identification of the sponsor B) control over the message by the marketer C) the method of presentation D) effectiveness Answer: B Diff: 1 Page Ref: 537, 530-531 Skill: Applied/Comprehensive/Integrative 49) If advertising and personal selling are classified as marketer-dominated, then public relations is classified as ________-dominated. A) media B) consumer C) government D) trade association Answer: A Diff: 2 Page Ref: 537 Skill: Applied/Comprehensive/Integrative 50) The effectiveness of a retailer's public relations department can be determined by evaluating ________. A) its overall budget B) store recognition levels C) store image positioning by target-market customers D) the comparable value in space if generated by advertising Answer: D Diff: 2 Page Ref: 538 Skill: Applied/Comprehensive/Integrative 51) Most retail salespersons in self-service operations are ________. A) sales engineers B) sales managers D) order-getting salespersons Answer: C Diff: 2 Page Ref: 540 Skill: Applied/Comprehensive/Integrative 52) Which compensation system is most appropriate for a pure order-taking position? A) compensation cafeteria B) PMs C) straight commission plan D) straight salary plan Answer: D Diff: 2 Page Ref: 540 Skill: Applied/Comprehensive/Integrative 53) While a computer retailer engages in extensive advertising and many consumers come to the store knowing what camera to purchase, it is concerned that salespeople do not effectively cross-sell. The retailer wants to encourage its salespersons to sell software, extra memory, tape-backup devices, and extended warranties at the same time as the computer purchase. The retailer needs to attract and motivate ________. A) order-taking salespersons B) order-getting salespersons C) sales engineers D) sales managers Answer: B Diff: 1 Page Ref: 540 Skill: Applied/Comprehensive/Integrative 54) Many retailers like to monitor the use of PMs by manufacturers since ________. A) PMs may not motivate the salespersons to sell a given brand B) salespeople may earn too much C) salespeople may not accurately portray the benefits and limitations of all brands D) PMs may subject the firm to the Robinson-Patman Act difficulties Answer: C Diff: 2 Page Ref: 540 Skill: Applied/Comprehensive/Integrative 55) The canned sales presentation can be distinguished from the need-satisfaction approach by its ________. A) focus on the customer's demographics B) high training costs C) repetitive nature D) attention to a customer's product-related needs Answer: C Diff: 2 Page Ref: 541 Skill: Applied/Comprehensive/Integrative 56) The major distinction between the canned sales presentation and the need-satisfaction approach is based on ________. A) whether the salesperson tries to close the sale B) the total time spent with a prospect C) the method and amount of compensation D) flexibility demonstrated by the salesperson in his or her sales presentation Answer: D Diff: 2 Page Ref: 541 Skill: Applied/Comprehensive/Integrative 57) "Is this your first purchase of a digital single lens reflex camera?" and "What types of lenses and flash equipment do you own? are examples of questions asked in the ________. A) canned sales presentation B) need-satisfaction approach C) order-taking approach D) promotional money approach Answer: B Diff: 1 Page Ref: 541 Skill: Applied/Comprehensive/Integrative 58) In which type of sales presentation does the salesperson probe the potential customer's needs in the greeting stage? A) canned sales presentation B) need-satisfaction approach C) point-of-purchase promotion D) push money Answer: B Diff: 1 Page Ref: 541 Skill: Applied/Comprehensive/Integrative 59) "Do you need the car this week or do you want to order one to your specifications?" illustrates what selling function? A) demonstration of goods/services B) sales presentation C) closing the sale D) greeting customers Answer: C Diff: 2 Page Ref: 541 Skill: Applied/Comprehensive/Integrative 60) Which element in the retail promotion mix generally emphasizes short-term sales increases? A) sales promotion B) public relations C) advertising D) personal selling Answer: A Diff: 1 Page Ref: 541 Skill: Applied/Comprehensive/Integrative 61) Which form of sales promotion is commonly used in conjunction with self-service merchandising? A) contests B) point-of-purchase promotion C) sweepstakes D) referral gifts Answer: B Diff: 2 Page Ref: 543 Skill: Applied/Comprehensive/Integrative 62) The major difference between a contest and a sweepstakes is that ________. A) contests are aimed at repeat purchases B) contests are tied to patronage C) contests require skill while sweepstakes are based on chance D) sweepstakes may not be legal in some areas Answer: C Diff: 1 Page Ref: 544 Skill: Applied/Comprehensive/Integrative 63) Which form of sales promotion is commonly used as part of a relationship retailing program? A) frequent shopper programs B) prizes C) point-of-purchase promotion D) coupons Answer: A Diff: 2 Page Ref: 544-545 Skill: Applied/Comprehensive/Integrative 64) The most difficult task in using the objective-and-task method of promotional budgeting is ________. A) stating an objective in clear terms B) determining success of an advertising campaign C) outlining how each objective can be accomplished D) determining media costs based upon the media plan Answer: C Diff: 2 Page Ref: 549 Skill: Applied/Comprehensive/Integrative 65) Which promotional forms are most appropriate for the earliest stages of the hierarchy of effects? A) advertising and public relations B) advertising and sales promotion C) public relations and sales promotion D) public relations and personal selling Answer: A Diff: 2 Page Ref: 550 Skill: Applied/Comprehensive/Integrative 66) A newspaper has a circulation of 2,000,000 and a per-page rate of $10,000. Its cost per thousand is ________. A) $0.50 B) $5.00 C) $20.00 D) $50.00 Answer: B Diff: 1 Page Ref: 551 Skill: Applied/Comprehensive/Integrative 67) A magazine with a circulation of 10,000,000 has a per-page rate of $50,000. Seventy percent of the magazine's readers are target customers for the retailer. The retailer's real cost per thousand for this magazine is ________. A) $5.00 B) $7.00 C) $7.14 D) $10.00 Answer: C Diff: 2 Page Ref: 551 Skill: Applied/Comprehensive/Integrative 68) In massed promotion effort, ________. A) reach is regular throughout the year B) reach is irregular throughout the year C) frequency is regular throughout the year D) frequency is irregular throughout the year Answer: D Diff: 2 Page Ref: 553 Skill: Applied/Comprehensive/Integrative 69) Massed promotion effort is most appropriate for retailers ________. A) with high customer loyalty B) with low advertising budgets C) favoring reach over frequency D) with high seasonality Answer: D Diff: 2 Page Ref: 553 Skill: Applied/Comprehensive/Integrative 70) The most appropriate promotional schedule for a pioneer ad is ________. A) peaked advertising B) the hierarchy-of-effects schedule C) massed promotion effort D) distributed advertising effort Answer: C Diff: 2 Page Ref: 553 Skill: Applied/Comprehensive/Integrative 71) Advertising, public relations, personal selling, and sales promotion are the four elements of retail promotion. Answer: TRUE Diff: 1 Page Ref: 53 Skill: Terminology/Concept 72) Advertising is characterized based on payment for media, a nonpersonal presentation, and an identified sponsor. Answer: TRUE Diff: 1 Page Ref: 530 Skill: Terminology/Concept 73) Most smaller retailers cannot use national media as readily as a manufacturer. Answer: TRUE Diff: 2 Page Ref: 531 Skill: Terminology/Concept 74) Media charges are generally lower for manufacturers than for retailers. Answer: FALSE Diff: 1 Page Ref: 531 Skill: Terminology/Concept 75) More retail advertising is in radio than any other medium. Answer: FALSE Diff: 1 Page Ref: 533 Skill: Terminology/Concept 76) Direct mail is characterized by its low throwaway rate and low clutter. Answer: FALSE Diff: 1 Page Ref: 535 Skill: Terminology/Concept 77) Institutional advertising seeks to increase a retailer's short-run sales. Answer: FALSE Diff: 2 Page Ref: 536 Skill: Terminology/Concept 78) In a horizontal cooperative advertising agreement, two or more noncompeting retailers share an advertisement. Answer: TRUE Diff: 1 Page Ref: 537 Skill: Terminology/Concept 79) There is no identified commercial sponsor in public relations. Answer: TRUE Diff: 1 Page Ref: 537 Skill: Terminology/Concept 80) On the average, order-getting salespeople are higher paid and more skilled than order-taking salespersons. Answer: TRUE Diff: 2 Page Ref: 540 Skill: Terminology/Concept 81) The canned sales presentation approach to retail selling tailors the presentation on the basis of consumer comments, questions, and concerns. Answer: FALSE Diff: 1 Page Ref: 541 Skill: Terminology/Concept 82) Sales promotion has a short-run orientation. Answer: TRUE Diff: 1 Page Ref: 541 Skill: Terminology/Concept 83) The objective-and-task method of establishing an overall promotional budget is likely to provide too much funds in periods of high sales and too few funds in periods of low sales. Answer: FALSE Diff: 1 Page Ref: 549 Skill: Terminology/Concept 84) The first step in the hierarchy of effects is knowledge. Answer: FALSE Diff: 1 Page Ref: 550 Skill: Terminology/Concept 85) Evaluating the results of a promotional campaign are simplified when promotional goals are clearly stated in advance. Answer: TRUE Diff: 2 Page Ref: 554 Skill: Terminology/Concept 86) For many retailers with small trading areas, daily newspapers and weekly magazines contain a high percent of waste circulation. Answer: TRUE Diff: 2 Page Ref: 533 Skill: Applied/Comprehensive/Integrative 87) The lead time for Yellow Pages is relatively short. Answer: FALSE Diff: 1 Page Ref: 535 Skill: Applied/Comprehensive/Integrative 88) The market coverage of direct mail is controlled by the retailer. Answer: TRUE Diff: 2 Page Ref: 535 Skill: Applied/Comprehensive/Integrative 89) Outdoor advertising is especially suitable for competitive advertisements. Answer: FALSE Diff: 1 Page Ref: 535 Skill: Applied/Comprehensive/Integrative 90) Institutional advertisements typically include name brands, prices, and style/color availability. Answer: FALSE Diff: 1 Page Ref: 536 Skill: Applied/Comprehensive/Integrative 91) Since horizontal cooperative advertising agreements are within the scope of the Robinson-Patman Act, they must be offered to all competing retailers on a proportionate basis. Answer: FALSE Diff: 2 Page Ref: 537 Skill: Applied/Comprehensive/Integrative 92) Vertical cooperative advertising agreements are commonly used by members of a chamber of commerce or shopping center retail association in a joint promotion. Answer: FALSE Diff: 2 Page Ref: 537 Skill: Applied/Comprehensive/Integrative 93) A basic managerial distinction between advertising and public relations is based on degree of retailer control. Answer: TRUE Diff: 2 Page Ref: 537 Skill: Applied/Comprehensive/Integrative 94) Order-getting salespersons are most likely to engage in cross-selling and trading-up of customers. Answer: TRUE Diff: 1 Page Ref: 540 Skill: Applied/Comprehensive/Integrative 95) The use of PMs by manufacturers may result in channel conflict due to a retail salesperson's divided loyalty. Answer: TRUE Diff: 2 Page Ref: 540 Skill: Applied/Comprehensive/Integrative 96) The canned sales presentation approach more closely fulfills the retailing concept than the need-satisfaction approach. Answer: FALSE Diff: 1 Page Ref: 541 Skill: Applied/Comprehensive/Integrative 97) Since sales promotion seeks to increase short-term sales, it is easier to determine the success of sales promotion than of institutional advertising. Answer: TRUE Diff: 2 Page Ref: 542 Skill: Applied/Comprehensive/Integrative 98) Frequent shopper programs are part of a relationship retailing program. Answer: TRUE Diff: 2 Page Ref: 544-545 Skill: Applied/Comprehensive/Integrative 99) A magazine has a circulation of 3,000,000 and a per-page ad rate of $100,000. Its cost per thousand is $33.33. Answer: TRUE Diff: 2 Page Ref: 551 Skill: Applied/Comprehensive/Integrative 100) A magazine has a circulation of 3,000,000, a per-page ad rate of $100,000, and waste of 30 percent. Its real cost per thousand is $57.33. Answer: FALSE Diff: 2 Page Ref: 551 Skill: Applied/Comprehensive/Integrative 101) Describe the major differences between retailers' and manufacturers' advertising strategies. Diff: 1 Page Ref: 551 102) What are the advantages and disadvantages of a reliance on advertising as a promotional type from the perspective of a small, local retail chain? Diff: 2 Page Ref: 532-533 103) What are the benefits to each channel member in using a vertical cooperative advertising agreement? ...a horizontal cooperative advertising agreement? Diff: 1 Page Ref: 537 104) Develop a vertical cooperative agreement to ensure that a manufacturer's advertising goals are being achieved. Diff: 2 Page Ref: 537 105) How can a retailer determine the effectiveness of its public relations program? Diff: 1 Page Ref: 538 106) a. What is the proper role of an order-taking salesperson in a seasonal furniture department of a department store? b. What is the proper role of an order-getting salesperson in a seasonal furniture department of a department store? Diff: 2 Page Ref: 540
b. Under what circumstances should retail salespersons use the canned sales approach? Diff: 2 Page Ref: 540
Diff: 2 Page Ref: 548-549 109) a. Describe the importance of the hierarchy of effects to a retailer. b. What types of promotions would you use at each stage? Explain. Diff: 1 Page Ref: 550
b. How can a retailer determine the amount of waste circulation? Diff: 1 Page Ref: 551
b. How can a retailer increase both reach and frequency with a constant budget? Diff: 1 Page Ref: 552
Diff: 2 Page Ref: 552-553 Directory: wp-content -> uploads -> woocommerce uploads -> 2014 uploads -> Police Militarization uploads -> Stop Militarizing Law Enforcement Act of 2014 uploads -> 2017 afoCo Landmark Scholarship Program uploads -> Instructions for the Preparation of Camera-Ready Contributions to the Conference Proceedings uploads -> Medical Radiography Program uploads -> Ihbb asian Championships 2014 middle school bowl Round 4 First Quarter uploads -> Ihbb european Championships 2014 Bowl Round 4 First Quarter woocommerce uploads -> Ashford University Managerial Economics 2014 -> Week 2 Case Study: I’m a pc case Study Discussion Questions Download 1.4 Mb. Share with your friends:
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