Marketing Management Paper 83

1

Due to the dramatic increases Mat Sanderson has seen in the cost of having his industrial salespeople visit customers, he looks into using --------- as a cost reduction technique.






2

Don Evers tells his media buyer that due to the complexity of the firm laser cutters he wants to focus exclusively on which one of the following media types?






3

Director of marketing Helen Simms tells her new marketing assistant that like most industrial firms, Juniper Joists relies heavily on personal selling to promote its products. When asked what is next in importance, Helen replies






4

The use of the multiplier:






5

When Fred Middleton asks the Cannon salesperson how much a desktop bond copier is going for these days, the salesperson looks in his price book and quotes Fred the firm published price for the unit. In this instance, Cannon is using which type of pricing?






6

Delta Air Lines wishes to purchase five new aeroplanes. Management seeks information from several aircraft manufacturers, screens the offers, and discusses price and terms of sale with the preferred company until a transaction is completed. This method of pricing is:






7

Even though a firm may have stated list prices and discount structures, the customer may pay an even lower price through what type of pricing?






8

Automated Teller Machines (ATMs) are an innovation for the banking industry. In terms of the service industry, this is an innovation in the ------- element of the marketing mix.






9

Tommy leaves the video rental shop annoyed about the small number of titles that were available for rent. His attitude is due to the actual number of tapes in the store and:






10

Delta Airlines runs a series of television commercials that show its personnel going out of their way to help customers. An important secondary audience for these ads is:






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