Marketing 3000 Joel Poor Latest Exam
3 Questions With 100% Accurate
Complete Solutions 2025-2026
Updated.
Discount And Allowance Pricing - Answer Adjustment Strategy where companies adjust their
prices in order to reward customers (examples: early payment of bills, volume purchases, off-
season buying)
Cash Discount - Answer price reduction to those who pay in cash
Quantity Discount - Answer Price reduction to buyers who buy large volume
Noncumulative quantity - Answer given for a single purchase (Buy One Get One Free)
Cumulative quantity discount - Answer Discount is given over a number of purchases (Get 9
hair cuts get the 10th free)
Functional Discount (AKA Trade Discount) - Answer Offer given by the seller to trade-channel
members who perform certain functions (selling storing, bookkeeping)
Seasonal Discount - Answer Discount to buyers who buy merchandise out of season
Trade-in-allowance - Answer Price reduction given for turning in an old item (phone, car)
Promotional Allowances - Answer payments or price reductions to reward dealers for
participating in advertising and sales support programs
Segmented/ Discriminatory Pricing - Answer Companies adjust prices to allow for differences
in customers, products, and locations
Customer Segment Prices - Answer Different customers may pay different prices (Example:
cars)
,Location Pricing - Answer Charges different prices for different locations
Time Pricing - Answer Price Varies based on time (season, month, day, time)
In order to use segmented pricing... - Answer 1. Market Must Be segment-able
2. Segments must show different degrees of demand
3. Cost of segmenting and watching the market cannot exceed extra revenue obtained by price
difference
4. Must be legal
Psychological Pricing - Answer consider psychology of pricing not only economics (types
reference pricing )
Reference pricing - Answer Prices that buyers hold in their mind and what they refer to when
looking at a given product (what you think the price is based on past prices)
Department store retailers mark-up prices and then offer discounted sales prices (50% off) -
Answer Anchoring and Adjustment
Odd Pricing - Answer practice of using prices like $.99 $19.95 $99.99
(May also use Even prices like Nordstrom)
Promotional Pricing - Answer Companies will temporarily mark their products below list
price or cost in order to creating buying excitement and urgency (Black Friday)
Loss Leaders - Answer products priced below cost
Special Event Pricing - Answer Type of promotional pricing where prices vary in certain
seasons (Back to school sale)
Low interest Finance - Answer type of Promotional pricing where manufactures may offer
longer warranties, free maintenance in order to reduce the consumers price
, FOB-origin pricing - Answer practice that means goods are placed free on board
(producer pays for shipping)
Uniform Delivery Pricing - Answer Company charges the same price plus freight to all
customers regardless of location
Zone Pricing - Answer Company sets up two or more zones and bases their pricing on what
zone the purchaser is in
Basing Point Pricing - Answer Seller selects a specific city and charges all customers the
freight cost from that city to the customers location
Freight absorption pricing - Answer Seller absorbs all or part of the actual freight charges in
order to get the desired business
Countertrade - Answer Receiving payment in some form other than cash
Transfer Prices - Answer prices are set determining the cost of products shipped between
headquarters and foreign markets
Dumping - Answer Pricing products very cheap in foreign markets in order to increase sales
in other markets
System Prices - Answer Those set on sale of turkey operations or a total systems package
(Bundling)
Chapter 10 Promortion - Answer
Promotion - Answer coordination of all seller-affiliated efforts to set up channels of
information and persuasion to sell goods and services or to promote an idea
Promotional Mix - Answer Basic tools or elements that are used to accomplish an
organizations communication objective
3 Questions With 100% Accurate
Complete Solutions 2025-2026
Updated.
Discount And Allowance Pricing - Answer Adjustment Strategy where companies adjust their
prices in order to reward customers (examples: early payment of bills, volume purchases, off-
season buying)
Cash Discount - Answer price reduction to those who pay in cash
Quantity Discount - Answer Price reduction to buyers who buy large volume
Noncumulative quantity - Answer given for a single purchase (Buy One Get One Free)
Cumulative quantity discount - Answer Discount is given over a number of purchases (Get 9
hair cuts get the 10th free)
Functional Discount (AKA Trade Discount) - Answer Offer given by the seller to trade-channel
members who perform certain functions (selling storing, bookkeeping)
Seasonal Discount - Answer Discount to buyers who buy merchandise out of season
Trade-in-allowance - Answer Price reduction given for turning in an old item (phone, car)
Promotional Allowances - Answer payments or price reductions to reward dealers for
participating in advertising and sales support programs
Segmented/ Discriminatory Pricing - Answer Companies adjust prices to allow for differences
in customers, products, and locations
Customer Segment Prices - Answer Different customers may pay different prices (Example:
cars)
,Location Pricing - Answer Charges different prices for different locations
Time Pricing - Answer Price Varies based on time (season, month, day, time)
In order to use segmented pricing... - Answer 1. Market Must Be segment-able
2. Segments must show different degrees of demand
3. Cost of segmenting and watching the market cannot exceed extra revenue obtained by price
difference
4. Must be legal
Psychological Pricing - Answer consider psychology of pricing not only economics (types
reference pricing )
Reference pricing - Answer Prices that buyers hold in their mind and what they refer to when
looking at a given product (what you think the price is based on past prices)
Department store retailers mark-up prices and then offer discounted sales prices (50% off) -
Answer Anchoring and Adjustment
Odd Pricing - Answer practice of using prices like $.99 $19.95 $99.99
(May also use Even prices like Nordstrom)
Promotional Pricing - Answer Companies will temporarily mark their products below list
price or cost in order to creating buying excitement and urgency (Black Friday)
Loss Leaders - Answer products priced below cost
Special Event Pricing - Answer Type of promotional pricing where prices vary in certain
seasons (Back to school sale)
Low interest Finance - Answer type of Promotional pricing where manufactures may offer
longer warranties, free maintenance in order to reduce the consumers price
, FOB-origin pricing - Answer practice that means goods are placed free on board
(producer pays for shipping)
Uniform Delivery Pricing - Answer Company charges the same price plus freight to all
customers regardless of location
Zone Pricing - Answer Company sets up two or more zones and bases their pricing on what
zone the purchaser is in
Basing Point Pricing - Answer Seller selects a specific city and charges all customers the
freight cost from that city to the customers location
Freight absorption pricing - Answer Seller absorbs all or part of the actual freight charges in
order to get the desired business
Countertrade - Answer Receiving payment in some form other than cash
Transfer Prices - Answer prices are set determining the cost of products shipped between
headquarters and foreign markets
Dumping - Answer Pricing products very cheap in foreign markets in order to increase sales
in other markets
System Prices - Answer Those set on sale of turkey operations or a total systems package
(Bundling)
Chapter 10 Promortion - Answer
Promotion - Answer coordination of all seller-affiliated efforts to set up channels of
information and persuasion to sell goods and services or to promote an idea
Promotional Mix - Answer Basic tools or elements that are used to accomplish an
organizations communication objective
