Marketing Series: Hospitality & Tourism

Chapter 12: Distribution

Pop Quizzes


1.	Selling that involves direct interaction between sales associates and customers is called _____.
		A)	nonpersonal selling
		B)	personal selling
		C)	cross-selling
		D)	selling up


2.	Selling can take place _____.
		A)	over the telephone
		B)	in a retail store
		C)	over the Internet
		D)	all of the above


3.	To prevent telemarketers from calling them, customers should _____.
		A)	register their telephone numbers on a do&45;not&45;call list
		B)	complain to the telephone company
		C)	complain to their national representatives
		D)	complain repeatedly to the company


4.	Which is not one of the steps of selling?
		A)	determine the customer's needs
		B)	approach the customer
		C)	ask for the customer's telephone number
		D)	overcome the customer's objections


5.	Two methods used in suggestion selling are _____.
		A)	overcoming objections and selling up
		B)	sellling up and nonpersonal selling
		C)	selling up and cross-selling
		D)	approaching the customer and nonpersonal selling


6.	A basic, physical, or extended attribute of a product is called a _____.
		A)	feature
		B)	benefit
		C)	value
		D)	good


7.	Which is an example of a benefit that might be provided by a spa vacation?
		A)	a room with a jacuzzi
		B)	a free massage
		C)	it will relax the customer
		D)	the spa is a long drive from the customer's home


8.	The simplest form of distribution is _____.
		A)	an indirect channel of distribution
		B)	a direct channel of distribution
		C)	through a travel agent
		D)	through an intermediary


9.	What is the term for the sale of goods or services to the customer by means of the Internet?
		A)	e-mail
		B)	e-tail
		C)	surfing the Internet
		D)	indirect channel of distribution


10.	How has the Internet affected the tourism industry?
		A)	It has made the distribution of products more cost- effective.
		B)	It has allowed companies to sell products through their Web sites.
		C)	It has enabled businesses to use e-mail to promote their products quickly and inexpensively.
		D)	all of the above