1. 'Marketing Management' is a term that describes when and how a product will be presented to consumers, and organizations that deal with consumers. True or False?

2. ___________ are businesses that service the record departments in national and regional mass merchandise stores, such as Target, Sears, and others.

a. One Stops.
b. Rackjobbers
c. Indie Distributors
d. Retailers

3. _________________ means that product is placed in a music retailer where the consumer can see it easily, as well as purchase it at a price that will entice them to purchase it.

a. Sell In
b. Price and Position
c. Point of Purchase
d. Displays

4. When an artist brings in their record to a retailer and sells it to them, but gets paid only after it sells; this is known as:

a. distribution
b. consignment
c. discounting
d. dating

5. One Stop Distributors usually service non-music chain retailers, like mom and pop and alternative record stores. True or False?

6. Which of the following persons is the main contact between a record label's distribution company and the record label?.

a. President of the Record Label
b. The Vice President of Marketing at a Label
c. The Label Liaison
d. Director of Sales at a Record Label

7. Label Marketing Reps are field representatives assigned to market all product that the label releases, or are assigned specific types of music to market. True or False?

8. A Label Marketing Rep for a major label may contact 40 or 50 store buyers, clerks and store managers weekly. True or False?

9. The best way to determine how many CD's and Tapes to initially manufacture is to:

a. examine the current fanbase of support of the artist
b. take a guess
c. look for the cheapest package deal you can find
d. let your distributor decide

10. ________________ is a distributor who sells labels which primarily are not owned or substantially controlled by the distributor. Generally they will maintain an inventory on the entire catalog of every label they sell.

a. Branch Distributor
b. Rackjobber
c. Independent Distributor
d. One Stop Distributor
e. Chain Store

11. When estimating how many CD's or Tapes to manufacture, what percent of the initial pressing will generally be used for "free goods" to help promote the release?

a. 15%
b. 20%
c. 70%
d. 10%

12. An old saying about the music business is "Distributors "carry records', record labels "sell" records". True or False?

13. Sell Through is the point at which a record is bought by a customer from a retailer. True or False?

14. Sell In is the point at which a record is sold by a distributor to a retailer. True or False?

15. _______________is the term that refers to a commitment made by a retailer to purchase a certain amount of product in exchange for a media ad of some kind that advertises a particular recording on sale at a store for a particular price.

a. POP
b. Dating
c. Coop Advertising
d. Discounting

16. About 85 to 90% of record sales through retail accounts is done by 20 or fewer accounts. True or False?

17. Retailers who purchase product in "Box Lots" pay the same price for those records as retailers who buy product in lesser quantities. True or False?

18. The term 'incentives' means deals offered to retailers to purchase recorded products, such as discounts. or delayed billing. True or False?

19. Labels usually introduce new artists to the public at reduced list prices. True or False?

20. An artist or band's name should always be near the bottom 1/3rd of a CD cover. True or False?

21. Always send out 'promo copies' to radio, the press, and distributors as 'cleans' (product that has not had the barcode area 'punched-out'). True or False?

22. "Dating" is the term used by a record label when working with distributors and retailers, to help retailers with the payment of invoices due for product sold. True or False?

23. Perhaps the most important first step in preparing a marketing plan is to listen to the music repeatedly. True or False?

24. Advances in computer software technologies have not affected the business relationship between distributors and retailers. True or False?

25. The first exposure that a gatekeeper in the music business has for a new CD or tape is the listening experience, or the music itself. True or False?

26. 'Non-traditional' music retailers (such as bookstores, and mass merchandisers) are no longer playing a significant role in the selling of music product today. True or False?

27. Barcodes must be on any music product that intends to be sold in major record chain stores. True or False?

28. Catalog numbers should appear on the spine of a CD/Record/Tape. True or False?

29. Independent labels usually want to affiliate with major labels so that they no longer have to worry about selling any of their product to distributors and retailers. True or False?

30. Affiliating with a major label can maximize the likelihood of the independent label getting paid for records sold, because the major label's distribution companies have the strong financial backing of their parent companies. True or False?

31. One question for an independent label to ask a major label when they are considering a business relationship with them is: "Will the major label distribute to mom and pop stores?" True or False?

32. The strategy of selling directly to a band's music fans over the Internet is best left to the major labels. True or False?

33. It doesn't matter if an independent label's personal style of doing business matches with the major label's style, because the major labels run their businesses more successfully than independent labels. True or False?

34. A P&D deal stands for:

a. Production and Development
b. Producing and Directing
c. Pressing and Distribution
d. Preparing and Discovering

35. Before entering into any type of deal with a major label, the independent label must check it's contract with the artists on their label, to be sure they have the permission to do so. True or False?

36. In most deals between independent labels and major labels , the ____________determines how many records will be manufactured?

a. major label
b. independent label
c. distributor
d. retailer

37. In a P&D deal the major label pays for the recording costs of the independent project. True or False?

38. P&D deals are currently the most common type of deal between indies and majors. True or False?

39. In a P&D deal the independent label usually retains control over the content of songs, the design, and copy of artwork, and the content of promotional and advertising material. True or False?

40. In a P&D deal the ownership of the masters is handed over to the major labels by the independent label. True or False?

41. In a Production deal it is to the advantage of the major label to recoup any advances on an artist-by-artist basis. True or False?

42. A "reserve clause" is a clause stating that a portion of the records sold by a label to distributors and stores can be held back until the label is sure that they have all been sold before paying any royalties on them. True or False?

43. In a P&D deal the independent label should seek a clause that specifies what percentage of manufactured records can be distributed for free. True or False?

44. "Fulfillment deals" are deals in which the major label agrees only to fulfill orders coming in from retailers of the independent label's releases. True or False?

45. A _____________is most likely to be the type of distributor who accounts for most sales of hit records once sales have topped the million sales mark.

a. mom and pop retailer
b. rackjobber
c. mass merchandiser
d. chain store

46. A distributor is more likely to get involved with an independent label when the independent label has a flow of new product going out into the marketplace. True or False?

47. In a Joint Venture deal, the major label fronts all the operating costs, and the indie and the major then share the gross profits of the joint venture. True or False?

48. POP's are bins full of low priced CDs placed at the end of a row of records at a record store. True or False?

49. In a Fulfillment deal the major label presses the records and ships them to the independent label's usual independent distributors. True or False?

50. In a Piggyback deal an independent label without sufficient leverage to obtain a deal of their own with a distributor "piggybacks" onto another independent label's existing deal with a distributor. True or False?