1. Wrigley’s chewing gum was actually developed as a premium to be given away

2. with other products rather than as a primary product for sale. As a teenager,

3. William Wrigley Jr. was working for his father in Chicago selling soap that had

4. been manufactured in his father’s factory. The soap was not very popular with

5. merchants because it was priced at five cents, and this selling price did not leave a

6. good profit margin for the merchants. Wrigley convinced his father to raise the

7. price to ten cents and to give away cheap umbrellas as a premium for the

8. merchants. This worked successfully, confirming Wrigley that the use of premiums

9. was an effective sales tool.

10. Wrigley then established his own company; in his company he was selling soap

11. as a wholesaler, giving baking soda away as a premium, and using a cookbook

12. to promote each deal. Over time, the baking soda and cookbook became

13. more popular than the soap, so Wrigley began a new operation selling baking

14. soda. He began hunting for a new premium item to give away with sales of

15. baking soda; he soon decided on chewing gum. Once again, when Wrigley

16. realized that demand for the premium was stronger than the demand for the

17. original product, he created the Wm. Wrigley Jr. Company to produce

18. and sell chewing gum.

19. Wrigley started out with two brands of gum, Vassar and Lotta Gum,

20. and soon introduced Juicy Fruit and Spearmint. The latter two brands grew in

21. popularity, while the first two were phased out. Juicy Fruit and Spearmint are two

22. of Wrigley’s main brands to this day.

1. It is indicated in paragraph 1 that young William was working

a) in a Chicago factory

b) as a chewing gum salesman

c) as a soap salesman

d) in his father’s factory

2. According to paragraph 1, the soap that young Wrigley was selling

a) was originally well-liked

b) was originally priced at ten cents

c) originally provided much profit for merchants

d) eventually became more popular with merchants

3. According to paragraph 2, it is NOT true that, when Wrigley first founded his own company, he was

a) selling soap

b) selling chewing gum

c) giving away cookbooks

d) using baking soda as a premium

4. Paragraph 2 discusses that Wrigley later

a) published a cookbook

b) used chewing gum as a premium to sell baking soda

c) sold chewing gum and a cookbook

d) used baking soda as a premium to sell chewing gum

5. According to paragraph 3, the Wm. Wrigley Jr. Company did all of the following EXCEPT

a) begin with two brands of gum

b) add new brands to the original two

c) phase out the last two brands

d) phase out the first two brands