Ôn Thi TACN3
Ôn Thi TACN3
Ôn Thi TACN3
Unit 4:
1. Export/import financing in which a bank acts as an intermediary without
accepting financial risk is called ____
Documentary collection
2. A document ordering an importer to pay an exporter a specified sum or
money at specified time is call a/an _____
Bill of exchange/ Draft
3. Export/import financing in which the importer’s bank issues a document
stating that the bank will pay the exporter when the exporter fulfills the terms
of the document is called a (an) ____
Letter of credit
4. A contract between the exporter and carrier that specifies destination and
shipping costs of the merchandise is called a(n)____
Bill of lading
5. Export/import financing in which an exporter ships merchandise and later
bills the importer for its value is called ____
Open Account
6. Export/import financing in which an importer pays an exporter for
merchandise before it is shipped is called ____
Advance payment
THÊM
7. In the documentary collection, if the importer dishonors the bill, the exporter
may have to find an alternative buyer or ship the goods back.
8. The first step of the procedure for documentary collection, the exporter's
task is to ask his bank to draw. a bill of exchange on the overseas buyer.
9. Documentary Collection is payment by bill of exchange to which commercial
documents and sometimes a document of title are attached.
10.A document by which a buyer undertakes to pay a seller through a bank if
the seller delivers the goods according to the terms of the contract. It can be
documentary or irrevocable: L/C (letter of credit).
11.An open account is the most secure mode of payment for the importer.
12.Advance payment is the most secure mode of payment for exporters
13.In some parts of the world, banks may be slow to remit payments to the
exporter's banks.
Unit 5:
1. Efforts by a company to reach distribution channels and target customer
through communications such as personal selling, advertising, public
relations, and direct marketing are called its ____
Promotional mix/ Promotion mix
2. A promotional strategy designed to create buyer demand that will encourage
channel members to stock a company’s product is called a ____
Pull strategy
3. A ____ is a promotional strategy designed to pressure channel members to
carry a product and promote it to final users.
Push strategy
4. The process of sending promotional messages about products to target
markets is called ____
Marketing communication
5. ____ method extends the same home-market product and marketing
promotion into target markets.
Dual extension/Product-Communications Extension
6. Under ____ method, a company extends the same product into new target
markets but alerts its promotion.
Product extension Communications Adaptation
7. Under ___ method, a company adapts its product to the requirements of
international market while retaining the product’s original marketing
communication.
Product adaptation Communications Extension
8. ___ method adapts both the product and its marketing communication to
suit target market.
Dual Adaptation/ Product – Communications Adaptation
9. Planning, implementating, and controlling the physical flow of product from
its point of origin to its point of consumption is called ___
Distribution
10. The physical path that a product follows on its way to customers is called
Distribution channel
11.An ___ is one in which a manufacturer grants the right to sell its product to
only one or limited number of resellers.
Exclusive channel
12.An ___ is one in which a producer grants the right to sell its product to many
resellers.
Intensive channel
13.A/An___ refers to the number of intermediaries between the producer and the
buyer.
Channel length
14. The value of a product relative to its weight and volume is called its __
Value density
15. A pricing policy in which one selling price is established for all international
markets is called ___
World wide pricing
16.A pricing policy in which a product has a different selling price in export
markets than in the home market is called ___
Dual pricing
17.A(An)___ is the price charged for products sold between a company’s
divisions on subsidiaries.
Transfer price
18.A free-market price that unrelated parties charge one another for a specific
product is called a(n)
Arm’s length price
19.____ is the attempt to destroy unwholesome demand for products that are
considered undesirable, e.g. cigarettes, drug, handguns, or extremist political
parties.
Counter marketing
20.____ is the difficult task of reversing negative demand, eg. for dental work, or
hiring disable people.
Conversional Marketing
21.____ is necessary where there’s no demand, which often happens with new
products and services.
Stimulational Marketing
22.___ involves developing a product or service for which there is clearly a talent
demand eg. a non-polluting and fuel-efficient car.
Developmental Marketing
23.____ involves altering the time pattern of irregular demand, eg. for public
transport between rush hours, or for ski resorts in the summer.
Synchro Marketing
24.____ involves revitalizing falling demand, for example, for churches, inner city
areas, or aging film stars.
Remarketing
25.____ is the attempt (by governments rather than private businesses) to reduce
overfull demand, permanently or temporarily, eg. for some roads or bridges
during rush hours.
Demarketing
26._____ is a matter of retaining a current (may be full) level of demand, in the
face of competition.
Maintenance Marketing
Thêm
1. Points of sales are places where goods are sold to the public-shops, stores,
kiosks, market, stalls, etc.
2. The classic product life cycle is Introduction, Growth, Maturity and Decline
3. Existing customers tell their friends or colleagues about your product and
hopefully recommend it to them: Word of Mouth advertising.
4. The best form of advertising is free Word of Mouth advertising, which
occurs when satisfied customers recommend products or services to their
friends.
Unit 6:
1. ____ is the process related to the storage and movement of the final product and
the related information flows from the end of the production line to the end
user.
Outbound logistics
2. ____ is the flow, or management, of goods into a production unit or
warehouse.
Inbound logistics
3. _____ is the management of the flow of goods, information and other
resources, between the point of origin and the point of consumption.
Logistics
4. _____ is a network of facilities that performs the function of procurement of
materials, transformation of these materials into finished products, and the
distribution of these products to customers.
Supply Chain
5. _____ is a part of supply chain management, which plans, implements, and
controls the flow and storage of goods between the point of origin and the
point of consumption.
Logistics Management
6. _____ is the act of passing goods through customs so that they can enter or
leave the country.
Customs Clearance
7. _____ contains the raw materials, the work in process and all the finished
products of a supply chain.
Inventory
8. _____ is the movement of product from one location to another as it makes
its way from the beginning of a supply chain to the customer’s handle.
Transportation
9. _____ is the management of materials, information, and finances as they move
in a process from supplier to consumer.
Supply Chain Management
10. _____ is the process of moving products from end-user back to the origin to
recover value or for proper disposal
Reverse Logistics
Unit 7:
1. The company will ____ the policy-holder against loss of or damage to the
insured vehicle.
Indemnify
2. Ship’s cargoes are covered by ____ insurance policies.
Marine
3. ____ is a standard form contract between the insured and the insurer, which
determines the claims that the insurer is legally required to pay.
Insurance policy
4. ____ is payment to the insurance company to buy a policy and to keep it in
force.
Premium
5. ____ is the losses/damages caused by special expenses and sacrifices that
intentionally and reasonably conducted to save the vessel, cargo and freight
from a threat in the common ocean voyage.
General Average
6. The party to an insurance agreement who undertakes to indemnity for losses
is the ___
Insurer/ Underwriter
7. _____ is the person or entity buying the insurance and receiving indemnity on
happening of unforeseen events.
Insured/ Policy Holder
8. The person, group, or property for which an insurance policy is issued is ___
Subject matter insured
9. ____ is a contract whereby, in return for the payment of premium by the
insured, the insurers pay the financial losses suffered by the insured as a
result of the occurrence of unforeseen events.
Insurance
10. ____ covers the loss or damage of ships, cargo, terminals, and any transport
or property by which cargo is transferred, acquired, or held between the points
of origin and final destination.
Marine Insurance
Thêm
11.The most complete insurance is against _______
all risks
Unit 9
1. A ____ is a combination of two or more firms, often comparable in size, in
which all but one ceases to exist legally.
Merger
2. Firms are merged in the same industries ____ or different industries ____ and
one their positions in the corporate value chain ____
Horizontal/Conglomerate/Vertical
3. A ____ is when a company merges with another company in an immediately –
related stage of production and distribution.
Vertical Merger
4. The acquisition of a food products firm by a computer firm would be
considered a ____ acquisition.
Conglomerate
5. The combination of Coca-Cola and Pepsi would be a ____ merger.
Horizontal
6. A acquisition of a target company by an acquirer/bidder with the consent or
approval of the management and board of directors of the target company is
called ___
Friendly Acquisition
7. Unfriendly takeover attempt by a company or raider that is strongly resisted
by the management and the board of directors of the target firm is called ___
Hostile
8. ____ means that a smaller firm will acquire management control of a larger
and/or longer-established company and retain the name of the latter for the
post-acquisition combined.
Reverse
Part 2: Questions
Unit 4:
1. What are roles of banks in the four common payment methods?
Active Role: Banks get involved in the payment process/, supporting both Im &
Ex-L/C- check the accuracy of does and/ guarantee payment
Passive Role: transfer docs and funds- Documentary Collection, open account,
advance payment
Unit 5:
1. What is the difference between selling concept and marketing concept?
- Selling: Persuading the customers to buy products that you already have, rather
than producing new products which customers may want
- Marketing: finding out what kinds of products customers want and then producing
them. Finding wants and filling them.
What are some factors that affect the choice of an appropriate strategy?
Nature of the Product: Complex or technical products may benefit from a
push strategy where direct explanation and demonstration are necessary,
while more straightforward products might thrive with a pull strategy driven
by consumer demand.
Target Market: Understanding the preferences, behavior, and purchasing
habits of the target market can influence the choice of strategy. Some
markets may respond better to push tactics, while others may be more
receptive to pull strategies.
Competition: The competitive landscape can dictate the need for
differentiation. In a saturated market, a pull strategy might be necessary to
stand out and attract consumers. In contrast, in markets where competition is
low, a push strategy might suffice to gain distribution and market share.
Distribution Channels: The type of distribution channels available and
their efficiency play a significant role. Push strategies often work well when
there's a limited number of distribution channels, while pull strategies may
be more effective in markets with extensive distribution networks.
Budget and Resources: The financial resources available for marketing and
promotional activities can influence the choice of strategy. Push strategies
often require more resources for promotional campaigns, while pull
strategies may demand investments in branding and advertising.
Product Life Cycle: Different stages of the product life cycle may require
different strategies. For instance, during the introduction stage, a push
strategy might be necessary to create awareness, while during the growth
stage, a pull strategy may be more effective to sustain momentum and
expand market share.
Market Conditions: External factors such as economic conditions,
regulatory environment, and cultural factors can also impact the choice of
strategy. Adapting to changes in these conditions may require shifting
between push and pull strategies accordingly.
5. What are the five generic strategies for blending product and
promotional policies for international markets? Describe each briefly.
- Product/communications extension (dual extension) extends the same
home-market product and marketing promotion into target markets.
- Product extension, communications adaptation extends the same product into new
target markets but alters its promotion.
- Product adaptation, communications extension adapts a product to the
requirements of the international market while retaining the product's original
marketing communication.
- Product/communications adaptation (dual adaptation) adapts both the product and
its marketing communication to suit the target market.
- Product invention requires that an entirely new product be developed for the target
market; dealerships cannot normally sell Toyotas and Chrysler dealers cannot sell
Fords.
6. What is the difference between exclusive and intensive channels of
distribution? Give an example of a product sold through each.
- An exclusive channel is one in which a manufacturer grants the right to sell its
product to only one or a limited number of resellers.
Eg: New car dealerships, for example, in most countries reflect exclusive distribution.
Thus Honda dealerships cannot normally sell Toyotas and Chrysler dealers cannot sell
Fords,
- An intensive channel is one in which a producer grants the right to sell its product
to many resellers
Eg: Large companies whose products are sold through grocery stores and department
stores typically take an Intensive channel approach to distribution.
Unit 6:
1. What are the major benefits of efficient logistics operations?
- Cost-savings
- Faster fulfillment of orders
- Improved cash flows
- Optimized distribution
Unit 9:
1. Why is there a high percentage of failure in mergers and acquisitions?
- Overpayment due to over -estimating synergy
- Slow pace of integration
- Poor strategy
- Differences in culture: cultural barriers, clash of cultures
- Over-optimism: managers are just too optimistic about prospects for the enlarged
group
- Unrealistic expectations about the futures success of the new company
- The way the two companies are combined
2. What are the reasons behind a horizontal merger?
- To reduce competition
- To increase market share
- To acquire additional plants and equipment
- To achieve synergy and economies of scales
(8.0 - Huy Công) In the realm of international trade, where transactions span across
borders and involve numerous parties, letters of credit (LCs) emerge as pivotal
instruments facilitating secure and efficient payment mechanisms. This essay
delves into the significance of LCs in international trade, elucidating their
multifaceted roles and contributions.
Firstly, LCs serve as potent risk mitigation tools, assuaging concerns for both
buyers and sellers. Given the geographical and cultural divides inherent in
international commerce, parties often grapple with trust issues. LCs, backed by
reputable financial institutions, provide a semblance of assurance by guaranteeing
payment upon compliance with predetermined terms and conditions. Consequently,
they engender trust and foster smoother transactions.
Moreover, LCs furnish legal sanctity to international trade dealings. As legally
binding documents, they delineate the rights and obligations of involved parties,
ensuring adherence to mutually agreed-upon terms. This legal framework not only
safeguards the interests of buyers and sellers but also facilitates recourse in the
event of disputes, thereby bolstering the integrity of international trade.
Furthermore, LCs offer a degree of flexibility, accommodating diverse payment
preferences and transactional intricacies. Whether revocable or irrevocable,
transferable or non-transferable, LCs can be tailored to suit the specific
requirements of parties involved. Such adaptability enhances the efficacy of
international trade operations, catering to the diverse needs of stakeholders.
Additionally, LCs streamline compliance with regulatory frameworks governing
international trade. By mandating the submission of requisite documents, such as
invoices and bills of lading, LCs ensure adherence to trade regulations and
standards. This not only facilitates customs clearance but also mitigates risks
associated with non-compliance, thereby fortifying the legality and legitimacy of
transactions.
In conclusion, the pervasive adoption of letters of credit underscores their
indispensable role in facilitating secure and seamless international trade. By
mitigating risks, providing legal protection, accommodating flexibility, and
ensuring regulatory compliance, LCs emerge as linchpins of global commerce,
fostering trust and propelling economic integration on a transnational scale.
(8.0 - Mai Khanh) The letter of credit (LC) is widely considered the most prevalent
method of payment in international trade due to its numerous advantages. One key
reason is the high level of security it offers to both buyers and sellers. When an LC
is established, the buyer's bank guarantees payment to the seller upon the
presentation of specified documents that comply with the agreed-upon terms and
conditions. This minimizes the risk of non-payment and non-delivery, which are
common concerns in cross-border trade.
Another significant advantage of the LC is its ability to establish trust between
unfamiliar parties. By involving a trusted financial institution as an intermediary,
the LC ensures that the buyer's payment is only released to the seller once the
agreed-upon conditions have been met. This reduces the chances of fraud or
disputes arising from the transaction, fostering confidence and reliability in
international trade.
Additionally, the LC facilitates trade by providing financing options. Buyers can
benefit from deferred payment terms, allowing them to receive and sell the goods
before making the payment. On the other hand, sellers can utilize the LC as
collateral to secure financing from their bank, enabling them to fulfill large orders
and expand their business operations.
Furthermore, the widespread acceptance of the LC globally contributes to its
popularity. It is governed by internationally recognized rules and guidelines, such
as the Uniform Customs and Practice for Documentary Credits (UCP 600). This
standardization ensures consistency and reliability in trade transactions,
promoting the smooth flow of goods and services across borders.
In conclusion, the LC's prevalence in international trade can be attributed to its
security, trust-building capabilities, financing options, and global acceptance. By
mitigating risks, facilitating trade, and providing a standardized framework, the
LC has become an indispensable tool for businesses engaged in cross-border
transactions.