Exam 3 - sample test

Question 1

1. The sales management video featured a key account rep for:
   a. Nike
   b. New Balance
   c. Reebok
   d. None of the above

Answer 1

d. None of the above

Question 2

2. Coupon redemption rates in the U.S. are around:

Answer 2

c. 1-2 percent

Question 3

3. A majority of trade promotions are “passed along” to consumers in the form of lower prices.

Answer 3

False

Question 4

4. An example of a “specialty” retailer is:

Answer 4

d. The Gap = Specialty

Question 5

6. When sales agents are used in place of a company sales force:

Answer 5

b. Costs are mostly/all variable - Agents = Commissions = Mostly Variable

Question 6

7. An example of a “power” or “category killer” retailer is:

Answer 6

c. Staples Category killer of Power retailers = dominates a category

Question 7

8. Retailing store formats currently show the following patterns:
   a. Department stores are getting larger (sq ft)
   b. Supermarkets are getting larger (sq ft)
   c. Discounters use several store formats
   d. Two of the above

Answer 7

b. Supermarkets are getting larger (sq ft)
c. Discounters use several store formats
d. Two of the above