p 336 This promotional approach emphasizes the importance of securing the

P 336 this promotional approach emphasizes the

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(p. 336)This promotional approach emphasizes the importance of securing the wholehearted cooperation of channel members to promote the product in the channel and to the final user. A. PullingB.PushingC. EncodingD. DecodingE. FranchisingAACSB: 9 Value creationChapter: 13Difficulty: EasyLearnObj: 7Perreault - Chapter 13 #206Question Type: ApplicationSelf-Test: No207.(p. 336)A producer using normal promotion efforts--personal selling, sales promotion, and advertising--to help sell a whole marketing mix to possible channel members has: A. a selective distribution policy.B. a target marketing policy.C. an intensive distribution policy.D.a pushing policy.E. a pulling policy.AACSB: 10 Org DynamicsChapter: 13Difficulty: EasyLearnObj: 7Perreault - Chapter 13 #207Question Type: DefinitionSelf-Test: No208.(p. 336)Nantucket Hammocks, Inc. uses dealer incentives, discounts, and sales contests in order to encourage retailers to give special attention to selling its products. Nantucket Hammocks is using A. exclusive distribution.B. a corporate channel system.C. dual distribution.D. an administered channel system.E.pushing.AACSB: 9 Value creationChapter: 13Difficulty: MediumLearnObj: 7Perreault - Chapter 13 #208Question Type: ApplicationSelf-Test: No
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209.(p. 336-337)American Tourister, Inc.--a producer of luggage--is planning to introduce a new product line. The marketing manager is having her sales force call on retailers to explain American Tourister's consumer advertising plans, the unique features of the new luggage, how the distributors can best promote it, and what sales volume and profit margins they can reasonably expect. This is an example of: A. a "pulling" policy.B. intensive distribution.C. selective distribution.D.a "pushing" policy.E. exclusive distribution.AACSB: 6. Reflective thinkingChapter: 13Difficulty: EasyLearnObj: 7Perreault - Chapter 13 #209Question Type: Self-TestSelf-Test: Self-Test210.(p. 336-337)The Canyonlands Corporation is introducing a new product next month. To prepare for the introduction, the marketing manager is having his sales force call on distributors to explain the unique features of the new product, how the distributors can best promote it, and what sales volume and profit margins they can reasonably expect. In addition, Canyonlands is budgeting 2 percent of its estimated sales for magazine advertising. This is an example of: A. selective distribution.B. a "pulling" policy.C. exclusive distribution.D.a "pushing" policy.E. intensive distribution.AACSB: 6. Reflective thinkingChapter: 13Difficulty: EasyLearnObj: 7Perreault - Chapter 13 #210Question Type: ApplicationSelf-Test: No211.(p. 336-337)ValCorp will soon introduce a new product, so the marketing manager is having the sales force call on distributors to explain its unique features and how the distributors can best promote it. This illustrates A. integrated marketing communications.
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