Busg 129 Chapter 16 & 17

Front 1

T / F

J.C. Penney is an example of an off-price store.

Back 1

FALSE

Front 2

The process of finding and qualifying potential customers is known as ________.
Answer

Back 2

PROSPECTING

Front 3

T / F
Business-to-business advertising relies heavily on emotional appeals.

Back 3

FALSE

Front 4

Business-to-business advertising relies heavily on logical appeals rather than emotional appeals because businesses have logical concerns-profitability, process improvements, quality, and other financial and technical concerns.

Back 4

0

Front 5

Direct marketing differs from advertising in that direct marketing ________.

Back 5

often uses personally addressable media

Front 6

The process of determining which sales prospects have both the authority and the available money to purchase your company's products or services is known as ________ those prospects.

Back 6

QUALIFYING

Front 7

The single most important idea the company hopes to convey to its target audience about a product is the ________.

Back 7

CORE MESSAGE

Front 8

Institutional advertisements that present a company's point of view on public issues such as education or health care are known as ________ advertising.

Back 8

ADVOCACY

Front 9

T / F
In most cases, you can use a person's name, photograph or other identity in an advertisement without his or her permission as long as that person is considered to be a public figure

Back 9

FALSE

Front 10

________ refers to a creative tactic designed to capture the audience's attention and promote preference for the product or company being advertised

Back 10

ADVERTISING APPEAL

Front 11

T / F
The first step in the personal-selling process is uncovering needs and presenting solutions.

Back 11

FALSE

Front 12

T / F
Bringing the sales process to a successful conclusion by asking for the order and receiving an affirmative purchase decision is known as closing

Back 12

TRUE

Front 13

________ involve(s) short-term incentives to build the reputation of a brand and stimulate interest in a product.

Back 13

SALES PROMOTION

Front 14

Using personalized letters and email messages to deliver targeted messages to individual consumers or organizational purchasers would be classified as ________.

Back 14

DIRECT MARKETING

Front 15

Discounts or other financial considerations offered by producers to wholesalers and retailers are termed as ________.

Back 15

TRADE ALLOWANCES

Front 16

T / F
Paper couponing is an efficient technique

Back 16

FALSE

Front 17

Paper couponing is an inefficient technique. Consumers redeem only 1 percent of the 300 billion printed coupons distributed every year in the United States.

Back 17

0

Front 18

Which of the following statements is true about direct marketing?

Back 18

The heart of any direct marketing effort is a customer database

Front 19

The heart of any direct marketing effort is a customer database that contains contact histories, purchase records, and profiles of each buyer or potential buyer.

Back 19

0

Front 20

Which of the following is generated through management accounting rather than financial accounting?

Back 20

PROFITABILITY REPORT

Front 21

Profitability reports are for management rather than for public use. Hence it is concerned with management accounting rather than financial accounting.

Back 21

0

Front 22

Independent accounting firms that provide auditing services for public companies are called ________.
Answer

Back 22

EXTERNAL AUDITORS

Front 23

Independent accounting firms that provide auditing services for public companies are called external auditors. They review a client's financial records to determine whether the statements that summarize these records have been prepared in accordance with GAAP.

Back 23

0

Front 24

Generating a(n) ________ is a function of financial accounting

Back 24

BALANCE SHEET

Front 25

Financial accounting is concerned with preparing financial statements and other information for outsiders such as stockholders and creditors. Balance sheet is such a financial document. Other alternatives given in the question are generated using management accounting.

Back 25

0

Front 26

Bookkeeping refers to ________.
Answer

Back 26

THE CLERICAL ASPECT OF ACCOUNTING

Front 27

Which of the following is an example of company's asset?

Back 27

INVENTORY IN A WAREHOUSE

Front 28

A(n) ________ is the highest-ranking accountant in a company, responsible for overseeing all accounting functions.

Back 28

CONTROLLER

Front 29

________ refers to combining accounting and investigating skills to assist in legal and criminal matters

Back 29

FORENSIC ACCOUNTING

Front 30

Activity ratios analyze ________.

Back 30

how well a company is making use of its assets

Front 31

An audit provides a formal evaluation of the ________.

Back 31

organization's tax liability

Front 32

Cash, marketable securities and accounts receivable would be classified as ________ on the company's balance statement.

Back 32

CURRENT ASSETS

Front 33

________ is a statement of a firm's financial position on a particular date and is known as a statement of financial position.

Back 33

BALANCE SHEET

Front 34

Systematically spreading the cost of a tangible asset over its estimated useful life is called ________.

Back 34

depreciation

Front 35

________ is a financial record of a company's revenues, expenses, and profits over a given period of time.

Back 35

Income statement
It is also known as a profit and loss statement.

Front 36

Assets are listed in descending order on a balance sheet in order by ________, or the ease with which they can be converted into cash.

Back 36

LIQUIDITY

Front 37

Total liabilities divided by total assets will yield the ________ ratio.

Back 37

DEBT TO ASSETS RATIO

Front 38

The Sarbanes-Oxley Act requires ________.

Back 38

corporate lawyers to report evidence of financial wrongdoing