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WorksheetsMarketing Exam Review
Total questions: 70
Worksheet time: 1hrs 10mins
Name
Class
Date
1.
What is the marketing function that provides information to consumers that will assist them in making adecision to purchase a good or service?
a)
pricing
b)
promotion
2.
According to the marketing concept, which option shows company commitment?
a)
Leaving marketing to the marketing department
b)
Setting aside funds to research what customers want
3.
Which market segment do customers that prefer reasonably priced recreational activities that include a variety represent?
a)
geographic
b)
psychographic
4.
Which market segment do customers in cold climates who need snow shovels and snow blowers represent?
a)
Geographic
b)
Psychographic
5.
By monitoring its sales and its customers' buying habits, what is a business often able to identify?
a)
popular products
b)
research methods
6.
What is one way that many businesses use the marketing information contained in sales reports?
a)
To monitor expense accounts
b)
To improve the effectiveness of salespeople
7.
What type of marketing data can a business obtain by reviewing its inventory reports and customers'invoices?
a)
Customers' product preferences
b)
Actual market share
8.
Through sales, products are transferred to consumers who can then use them. This is an example of whatrole of selling?
a)
adding utility
b)
affecting employment
9.
What does a salesperson need to do to be successful in selling?
a)
merchandise
b)
Learn the features unique to the brands s/he sells
c)
Describe the disadvantages of competing brands
10.
What can salespeople do to maintain good relationships with existing customers?
a)
Live up to their promises
b)
Send customers expensive gifts
11.
Which of the following is an appropriate characteristic for a firm's selling policies:
a)
Enforced with reasonable firmness
b)
not subject to change
12.
Which of the following is an internal factor that might have an effect on a business's selling policies:
a)
social issues
b)
research efforts
13.
A customer buys a CD player and receives a printed warranty card stating the action the company will takeif the CD player does not work properly. This is an example of a(n) ________________ warranty.
a)
express
b)
full
14.
How does the use of grades and standards affect the buying and selling process?
a)
It enables customers to buy without having to inspect each product.
b)
It provides product information on unsafe products.
15.
Why do many professional organizations develop standards for their members to follow?
a)
to establish control
b)
to promote product safety
16.
One way of reinforcing the company's image through employee performance is by making sure employees have
a)
thorough knowledge of the products.
b)
comfortable work stations.
17.
When a business publicly pledges to provide all of its customers with quick, courteous service, what is itdoing?
a)
Making a brand promise
b)
Developing a campaign platform
18.
Josh wants to know more about the benefits of his new iPad. What about the iPad does he want to know?
a)
what is the warranty
b)
what's in it for me
19.
When salespeople explain the benefits of a technical product, what questions are they answering for customers?
a)
what's in it for me
b)
what is in the price
20.
What should a salesperson remember to do during the closing phase of the selling process?
a)
Ask the customer to buy
b)
Ask the customer questions
21.
After learning that a customer is interested in a computer that can produce sophisticated graphics, whatshould be the salesperson's next step?
a)
Trying to reach closure with the customer
b)
Suggesting a specific computer to the customer
22.
If you feel you are asking too many questions but have not determined the customer's need or want, whatcan you do to vary your approach?
a)
Use questioning statements
b)
Wait for the customer to ask questions
23.
What should a salesperson explain to a customer when recommending a substitute item?
a)
buying motives
b)
comparable features
24.
What is often one of the first steps in processing an incoming telephone order?
a)
Describing each item
b)
Obtaining customer's name
25.
What is an example of an ethical issue that a product/service manager might face?
a)
promotion
b)
Use of environmentally friendly packaging
26.
Which activity is addressed in the product/service management function?
a)
Setting discounts to clear products rom inventory
b)
Eliminating products that are slow sellers
27.
What is one way businesses use computer technology to obtain information to improve their product/servicemix?
a)
Mailing questionnaires to customers
b)
Tracking visitors to their web sites
c)
programs
28.
Why does a company need to know what stage of the product life cycle its products are in?
a)
To prevent imitators from entering the market
b)
To adapt its marketing strategies
29.
Which of the following technological tools helps a business's employees simultaneously access the sameinformation about the business's products?
a)
intranet
b)
micro-portal
30.
Harrison Stroller Company manufactures baby strollers. The business launched a new stroller line inhopes of increasing its market share. The new model featured neon, plastic, musical toys on the front bar ofthe stroller. By the middle of the first year, there were 50 reports of infant injuries. What legal action willHarrison Stroller Company have to face?
a)
consumer protection
b)
product deletion
c)
product liability
31.
Which of the following is a reason that a business would make changes to its products?
a)
To keep up with changing consumer preferences
b)
To spread risk over a wider area
32.
A drawback of brands as compared to unbranded products is that they usually
a)
must be sold at higher prices.
b)
require trademark registration
33.
In what stage of brand loyalty do people become aware of the brand?
a)
recognition
b)
preference
34.
Brand or trade names are used primarily to identify a
a)
standard
b)
product
35.
Which of the following is an example of an ethical issue as it relates to predatory pricing:
a)
A tire producer introduces a new item to its product line and sets the initial price very low.
b)
A local ice-cream shop prices menu items below cost in an effort to eliminate its competition.
36.
What is an external factor that affects the price that a business charges for its products?
a)
Economic conditions
b)
Variable expenses
c)
Operating costs
d)
Employee benefits
37.
What is an example of an unethical pricing practice?
a)
A company prices its products low in an attempt to drive its competitors out of business
b)
A firm sets a business objective to increase its profit margins over the next five years.
38.
One way that many businesses use technology to reduce the costs associated with marking prices onproducts is by using
a)
computer-generated tags.
b)
preprinted gummed labels.
39.
How does technology help businesses when it enables them to obtain and analyze vast amounts ofinformation that impact the pricing function?
a)
By determining the best time to adjust prices
b)
By calculating the cost of hiring more employees
40.
Wal-Mart and Sears attract two different types of customers because of their pricing strategies. They haveestablished their prices based on __________ decisions.
a)
place
b)
customer
c)
profit
41.
How do channel members add value to a product?
a)
By pursuing individual goals
b)
By performing certain channel activities expertly
42.
When is it best for a business to use an exclusive distribution pattern?
a)
It prefers to have its intermediaries promote the product.
b)
It chooses to eliminate intermediaries
c)
It needs to maintain tight control over a product.
43.
Which of the following would probably use a longer channel of distribution than the others:
a)
bottle of shampoo
b)
airplane
c)
a baby duck
44.
Which of the following is an aspect of channel management that impacts customer service?
a)
advertising
b)
taxes
c)
timeliness
45.
What is one action that customer service can take to facilitate order processing?
a)
negotiate aggressively
b)
communicate effectively
46.
How have technological advancements enhanced a small business's ability to promote its products?
a)
Less time and creativity are required to develop effective promotional campaigns.
b)
Information can be communicated by more venues, and messages can be customized.
47.
47.Which of the following best describes the relationship of promotion and marketing:
a)
dependent
b)
interrelated
48.
Why are there specific guidelines for advertising to children?
a)
Children revealed, in focus groups, that while they like watching ads, it doesn't make them behavedifferently.
b)
Children are impressionable, and the wrong kinds of advertising can affect their development.
49.
Banner and pop-up ads impact the way audiences receive promotional information. These types of messagesexist because of the following technological development:
a)
Internet
b)
URL
50.
What is an example of publicity?
a)
company news release
b)
direct mail
51.
How does promotion benefit customers?
a)
Causes them to postpone making buying decisions
b)
Helps them to select appropriate products
52.
Which of the following is a print promotional medium:
a)
TV
b)
Shoppers guide
53.
The most important benefit that magazine advertising offers to an advertiser is its ability to
a)
reach a specific geographic area.
b)
target a particular group of consumers
54.
A small retail chain that sells specialized products for sports enthusiasts is located in a resort area thatreceives most of its business during the summer. To increase year-round sales, management wants to usedirect-mail advertising. What format should you recommend that the retail chain use?
a)
Niche catalogs
b)
box holder flyers
55.
What is an example of a successful direct-response advertisement?
a)
A person orders an exercise machine by telephone after viewing an infomercial.
b)
A movie theater shows several previews of new films and video releases.
56.
The use of communications channels in public-relations activities is an important part of
a)
providing information.
b)
advertising an image.
57.
Your company has asked you to make recommendations for new hardware and software to replace theexisting marketing-information system. What should you recommend?
a)
Software that everyone in the company can use to collect and process data
b)
Software that decision makers can use with minimum training
58.
What is an internal source of marketing information for a business?
a)
inventory records
b)
trade journals
59.
What is an example of marketing information that a business could gather by surveying its customers?
a)
Location of the company's market
b)
The company's current market share
60.
60.What is an important ethical issue involved with the collection and use of marketing information?
a)
standardization
b)
confidentiality
61.
Why do marketers continue to gather information?
a)
Today's consumers are easy to please
b)
The marketing environment is constantly changing.
62.
One advantage to marketing-information managers of using the Internet to do research and gather data isthat the process is
a)
regulated
b)
inexpensive
63.
How can using a database to track its customers' preferences and buying habits help a business?
a)
Reduces unnecessary operational expenses
b)
Builds strong, loyal customer relationships
64.
So a business can retrieve current customer and internal marketing information from a central location, itmay use which of the following technological tools:
a)
a database
b)
opt in email program
65.
What is the advantage in using personal interviews to collect marketing data?
a)
high flexibility
b)
limited interaction
66.
What is a common method of collecting research data that often involves the use of questionnaires?
a)
case study
b)
mail survey
67.
What type of scale is a firm using when a survey format has a seven-point rating system consisting ofopposite adjectives on each end of the scale?
a)
Semantic differential
b)
Random rating
68.
Which of the following is a rating scale that allows marketing researchers to determine respondents'feelings:
a)
likert
b)
comparative
69.
Which situation demonstrates ethical behavior in selling?
a)
Ron tells the customer she can save an additional $25 if she makes her check out to him instead of thecompany.
b)
Tom tells Mrs. Smith she can save $100 by purchasing a vacuum cleaner without the carpet attachmentbecause she has hardwood floors.
70.
Salespeople who moonlight or attend classes on company time are guilty of
a)
wasting their time.
b)
unethical behavior.
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