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WorksheetsMARKETING APPLICATIONS - VOCATS REVIEW #1 (1.0-4.0) PJ
Total questions: 96
Worksheet time: 59mins
Name
Class
Date
1.
An energy company has misrepresented its financial status on its latest accounting reports. This is an example of which negative action?
a)
Failing to provide what customers want
b)
Not keeping promises
c)
Responding inappropriately to crises
d)
Acting unethically
2.
Morgan Health Supply Company wants to expand its product line this year. It uses its budget surplus to invest in new products rather than to remodel its offices. This is an example of which positive action?
a)
Provide excellent customer service
b)
Align strategies and activities with goals
c)
Demonstrate corporate responsibility
d)
. Utilize touch points to reinforce company image
3.
The essence of time management is to achieve which goal?
a)
Set a fixed schedule and follow it
b)
Eliminate the need to prioritize activities
c)
Focus on spreading work over a period of time
d)
Focus on spreading work over a period of time
4.
An effective time-management approach for the manager of a large staff would be to perform which activity?
a)
Build flexibility into his or her schedule
b)
Fill each workday schedule completely
c)
Block off six hours of uninterrupted work time daily
d)
Delegate most managerial responsibilities to an assistant
5.
Complex buying behavior is most likely involved when the customer is purchasing which items?
a)
Cars
b)
Meals
c)
Socks
d)
Gasoline
6.
Which is an example of an internal change that could affect a sales forecast?
a)
A direct competitor is planning a new promotional campaign.
b)
The birth rate increased following a war.
c)
A new product line is to be offered by the business.
d)
The economy is struggling with a major drop in stock market prices.
7.
An international soft-drink company that wants to add bottled spring water to its product mix has determined that there are four major brands that hold the majority of the market share for that product. The strengths and weaknesses of each potential competitor have been examined. This is an example of what factor?
a)
The action plan
b)
The marketing strategy
c)
The situation analysis
d)
The purpose and mission
8.
The purpose of the marketing planning process is to balance the internal strengths and weaknesses of a company with which external factors?
a)
Costs and expenses
b)
Products and resources
c)
Opportunities and threats
d)
Goals and objectives
9.
How does a marketing plan affect the way the marketing team plans its strategies?
a)
The team has more difficulty planning strategies.
b)
B. The team can plan strategies up to 10 years in advance.
c)
C. The team can plan strategies with more precision.
d)
D. The team can plan strategies more quickly.
10.
When conducting an external environmental analysis, businesses often focus on which factor or factors?
a)
Previous demand
b)
Industry growth
c)
Marketing goals
d)
Financial costs
11.
What type of buying behavior includes low customer involvement, significant brand awareness, and a desire for change?
a)
Status-oriented
b)
Risk-taking
c)
Variety-seeking
d)
Brand-insisted
12.
When customers have low involvement with a product and there is little difference among brands, what type of buying behavior are they exhibiting?
a)
Habitual
b)
Variety
c)
Complex
d)
Basic
13.
To convince someone to use quantitative sales forecasting, which factor should be stressed?
a)
Variety of opinions
b)
Factual basis
c)
Minimal cost
d)
Ease with which findings are understooEase with which findings are understood
14.
To convince someone to use quantitative sales forecasting, which factor should be stressed?
a)
Billing methods
b)
Pricing strategies
c)
Payroll systems
d)
Accounting procedures
15.
Rob wrote: 1. Finish research paper Tuesday 2. Call for dental appointment. What time-management approach did Rob use?
a)
Setting objectives
b)
Delegating activities to others
c)
Using free time
d)
Identifying time wasters
16.
Motives, perception, attitude, lifestyle, personality, and abilities are which factors influencing consumer behavior?
a)
Economic
b)
Social
c)
Political
d)
Psychological
17.
Technological advances can help companies provide more customer service with fewer employees, but why must the companies be careful?
a)
Technology cannot provide 24-7 service.
b)
Computers and telephones break down regularly.
c)
Current employees may go on strike.
d)
Customers may feel they are losing the human touch.
18.
If a business lowers the price of a product for the purpose of taking business away from its competitors, which action is often the result?
a)
A decrease in cost
b)
An increase in profit
c)
A gain in market share
d)
A reduction in staff
19.
Positive and negative results can often be directly related to which factors about a company?
a)
Its taxes
b)
Its actions
c)
Is customers
d)
Its locations
20.
The financial component of a marketing plan helps a business to compare the projected costs of implementing the plan with which expected factors?
a)
Benefits
b)
Expenses
c)
Losses
d)
Strategies
21.
Customers are more likely to spend a lot of time evaluating several options before buying a product during which situation?
a)
When the product is perishable
b)
When the product is expensive
c)
When the need is immediate
d)
When brand insistence is a factor
22.
One of the main reasons for developing a marketing plan is to identify the strategies necessary to achieve which component or components of marketing?
a)
Functions
b)
Objectives Mix
c)
Mix
d)
Share
23.
A manufacturer expects product sales to increase during the coming year. How does this information affect product production?
a)
Production should decrease.
b)
Production should increase.
c)
Production should remain stable.
d)
Production should not be affected.
24.
What is a sales cycle?
a)
The time it takes a qualified prospect to close the sell
b)
The cycle in which we market
c)
The executive summary
d)
Cash flow, Money Management and distribution
25.
Which is not one of the three sources of cash?
a)
Start up money
b)
sale of products
c)
loans
d)
accounts payable
26.
What is not a way you can speed up a sales cycle?
a)
Get to the executives first
b)
Choose your prospects ruthlessly
c)
Wait a week or two to call them back
d)
Intensify their plan
27.
Who is not responsible for maintaining financial information
a)
company secretary
b)
Bookkeepers
c)
Executives
d)
company accountant
28.
What should financial information be?
a)
Understandable
b)
Un-informative
c)
Comparable
d)
Reliable
29.
True or False: New businesses estimate their cash flow based on last years statements
a)
False
b)
True
30.
What is Financial Information
a)
Info required to support financial decisions or meet financial requirements.
b)
The time it takes to take a qualified prospect to close a sell.
c)
A specific age group or something that a company thinks will best fit the product they are selling
31.
Which is the best term of sale cycles?
a)
Short Term
b)
Long Term
32.
What is one reason businesses may experience cash-flow problems (Choose the best answer)
a)
Some sources are more reliable and steady than others
b)
because no one is paying attention
c)
They wont experience this problem
33.
What are we supposed to dress up as on Thursday of Spirit Week?
a)
Disney Characters
b)
Orange and Blue
c)
Character day
d)
Decade day
34.
What should an employee do if a coworker is spreading malicious gossip about another worker?
a)
Refuse
to pass on the information
b)
Deny
hearing the rumor
c)
Ask
for supporting evidence
d)
Check
out the accuracy of the message
35.
What is the advantage to a business of having its employees generate product ideas as a group?
a)
More participants provide a variety of perspectives.
b)
It is easier to develop and implement a product concept.
c)
Group members tend to reach consensus quickly.
d)
Screening activities can be distributed among several people.
36.
What is an important aspect of a customer-centric business?
a)
Reducing the number of touch points with customers
b)
Limiting decision making for employees
c)
Being satisfied with the status quo
d)
Aligning business activities with customer needs
37.
Real market opportunity occurs during which situation?
a)
Good or services can be produced efficiently.
b)
Entrepreneurs brainstorm ideas.
c)
Supply exceeds demand.
d)
Identified wants exist.
38.
When marketing researchers code the various responses on a questionnaire, they are performing which activity for each answer?
a)
Computing a total score
b)
Tabulating the response
c)
Rating the agreement
d)
Assigning a numeric value
39.
When positioning a corporate brand, what is a marketer trying to determine by comparing the attributes of its products to those of competitors?
a)
Points of difference
b)
Causes of risk
c)
Areas of concern
d)
Frames of reference
40.
One of the major differences between the decisions made in organizational buying and the decisions made in consumer buying is that organizational buying decisions consist of which activity?
a)
Made by members of senior management
b)
More frequently made by groups
c)
Made by influential people
d)
Always voted on by supervisors
41.
Target markets are important factors to consider when a business is performing which activity?
a)
Analyzing personnel reports
b)
Establishing their accounting systems
c)
Distributing budget information
d)
Positioning their corporate brands
42.
Which is a source a business often consider when generating product ideas?
a)
Design costs
b)
Test results
c)
Customer complaints
d)
Promotional plans
43.
Which employee is a good source for obtaining new product ideas because he or she is in contact with customers on an ongoing basis?
a)
Graphic designer
b)
Tax auditor
c)
Sales representative
d)
Office manager
44.
In organizational buying, reciprocity refers to the practice in which activities?
a)
Engage in interrelated business transactions
b)
Try to build long-term relationships with customers
c)
Do not charge other businesses sales tax because of a most-favored status
d)
Buy the same amount of goods from a company as the company is buying from them
45.
Sales training should be an ongoing process. Which information would most likely be released on a RSS feed in electronic sales training?
a)
Comparison with the products of competitors
b)
PDF of an annual report
c)
Notification about a job promotion
d)
Memorandum detailing how to avoid responding to questions about a public-relations crisis
46.
Which is an example of product bundling?
a)
Business selling computer, printer, and scanner as a unit
b)
Garden shop discounting prices of seasonal merchandise
c)
Theme park charging admission and selling ride tickets
d)
Lumber company selling wood chips as small-animal bedding
47.
To generate innovative product ideas, a business often performs which activity?
a)
Evaluates traits
b)
Interprets laws
c)
Monitors trends
d)
Measures feedback
48.
Six Thinking Hats is a creative-thinking technique that stimulates ideal generation through which activity?
a)
Assigning each group member a different job
b)
Playing the devil's advocate
c)
Providing positive feedback
d)
Categorizing information
49.
Which is a situation for a business to plan its budget carefully?
a)
Supplies may be scarce.
b)
Time is limited.
c)
Regulations are complex.
d)
Money is limited.
50.
Which type of customer relationship management software would be most appropriate for a company that is looking for a more efficient way to track leads, prospects, and customers?
a)
Sales force automation technology
b)
Campaign management software
c)
Personalization technology
d)
Matching engine technology
51.
Why would a business use its budget to estimate income?
a)
To increase losses
b)
To increase shrinkage
c)
To plan purchases
d)
To develop services
52.
What type of negotiating style often involves a no-compromise attitude?
a)
Accommodating
b)
Collaborative
c)
Competitive
d)
Combative
53.
Why is it often considered unethical to gossip?
a)
May not be courteous
b)
Takes time away from work
c)
Information may be false
d)
Is critical of other people
54.
What is a characteristic of organizational buying behavior?
a)
Quick decision making
b)
Low levels of demand fluctuation
c)
Multiple buying influences
d)
Limited buyer-seller contact
55.
What is often part of the process of reviewing and analyzing marketing data to make them useful?
a)
Ranking the questions
b)
Designing the surveys
c)
Checking for mistakes
d)
Searching for sources
56.
Which is an example of a manager being unethical when communicating with employees?
a)
Explaining that some information is confidential
b)
Deliberately providing insufficient information
c)
Sending information in simple chart form
d)
Deliberately limiting the distribution of classified information
57.
Which is confidential information that would be unethical for an employee to provide to others without permission from the business?
a)
Dates of an upcoming special sale
b)
Posting of available positions
c)
Well-publicized expansion plans
d)
List of employees who will be promoted
58.
Since Olivia is very happy with the quality of goods and services that she receives from the XOP Company, she provided the business with several referrals. This is an example of which activity?
a)
Customer advocacy
b)
Free advertising
c)
Relationship buying
d)
Public relations
59.
A business uses its budget to estimate how it will perform which activity?
a)
Spend their money
b)
File their taxes
c)
Calculate their assets
d)
Depreciate their assets
60.
When persuasion is used, often it is to get people to do which activity?
a)
Agree on a plan of action
b)
Express their opinions
c)
Ignore the rights of others
d)
Understand their behavior
61.
Which is a type of a persuasive message?
a)
Requests for action
b)
Requests for ideas
c)
Presentations of ideas
d)
Request for claims or adjustments
62.
A characteristic of product bundling is that the price of the bundle usually cause which situation?
a)
Adjusted based on the type of customers who purchase the bundle
b)
Intended to be the same as the prices set by competitors
c)
High to reflect the quality and status of each product
d)
Lower than the combined price of the products sold separately
63.
Which factor has contributed to the increased use of electronic sales presentations vs. face-to-face sales presentations?
a)
Audio and video conferencing
b)
Meeting software and improved Internet access speeds
c)
High-end telecommunication hookups and laptops
d)
Computing power and video conferencing
64.
Delene manages the Sweet Tooth Candy inventory at 20 supermarkets by refilling stock and maintaining the stores’ Sweet Tooth displays. What is Delene?
a)
Retailer
b)
Manufacture's agent
c)
Rack Jobber
d)
Food Broker
65.
Buy in large quantities of goods from manufacturers, store the goods, and resell them to other businesses
a)
Manufacturer
b)
Retailer
c)
Wholesaler
d)
Producer
66.
Products purchased for personal use
a)
Consumer
b)
Industrial User
c)
Final User
d)
Retailer
67.
Sell goods to the ultimate consumer through their own stores
a)
Retailer
b)
Wholesaler
c)
Manufacturer
d)
Producer
68.
Goods or services sold from producers directly to the final user, no middlemen
a)
Indirect channel
b)
Direct Channel
69.
Channel that involves one or more middlemen
a)
Direct Channel
b)
Indirect Channel
70.
Do not take title of goods, arrange agreements between channel members and work on commission.
a)
Agent
b)
Retailer
c)
Wholesaler
71.
Grocery stores located in residential areas that sell frequently bought goods. Specialize in high markup but low volume sales. Customers can get in/out quickly. Some have even added gas pumps while some gas stations have added foods, snacks, etc.
a)
Convenience Store
b)
Hypermarket
c)
Mail-order Firms
d)
Warehouse Clubs
72.
Developed in the 1980's where manufacturers of brand-name apparel and other goods opened their own retail outlets to sell overruns, seconds, and discontinued items at lower prices. The store carries only items made by the manufacturer.
a)
Mail-order firms
b)
Convenience Stores
c)
Discount Store
d)
Outlet Stores
73.
Considered a deep-discount form of retailing with many of the same characteristics of discount stores. Shoppers pay a small annual membership fee for access to a warehouse-size store full of name-brand household items at a very low price.
a)
Warehouse Clubs
b)
Discount Store
c)
Specialty Store
d)
Outlet Stores
74.
A collection of small shops or divisions grouped under one roof and under one management. Must sell items in each of the following lines: 1) furniture, home furnishings appliances; 2) general apparel for the family; 3) household items. Selection not as broad within line. Recognized as fashion leaders in many cities.
a)
Outlet Stores
b)
Specialty Store
c)
Warehouse Clubs
d)
Department Store
75.
Assortment is limited to popular items, popular colors, sizes, and styles. Low price is the main feature. Operate on a self-serve basis. Offer few services although the trend is to more. Deal in large volumes. Generally appeal to people in low to middle income group. Off-price stores which sell manufacturer's close-outs also fall into this category.
a)
Convenience Store
b)
Hypermarket
c)
Discount Store
d)
Specialty Store
76.
Specialize in one merchandise line. Wide selection of merchandise in the line. May specialize in apparel, food, hardware, music, jewelry, book, antiques, etc.
a)
Department Store
b)
Specialty Store
c)
Discount Store
d)
Warehouse Clubs
77.
Top-Notch Wheels buys mountain bikes from The Great Colorado Mountain Bike Company and sells them to bike shops. Top-Notch Wheels is an example of a(n)
a)
agent
b)
retailer
c)
producer
d)
wholesaler
78.
Why should businesses coordinate distribution with pricing to successfully sell products to customers?
a)
Many businesses need to obtain warehouse space.
b)
Businesses must select a mode of transportation
c)
Customers expect to receive significant discounts
d)
Most customers are only willing to pay a certain price.
79.
The first decision that marketers must make when managing channels is
a)
determining channel responsibilities
b)
determining distribution patterns
c)
selecting channel members
d)
setting channel objectives
80.
Financial resources, sales expenses, and number of product lines are all factors influencing channel choices, related to:
a)
The product
b)
The market
c)
The producer
d)
None of the options
81.
Rolls Royce only has 33 dealerships in the United States. Their distribution strategy is:
a)
Intensive distribution
b)
Selective distribution
c)
Exclusive distribution
d)
None of the options
82.
A product like a Louis Vuitton handbag can be usually found at:
a)
An exclusive retailer
b)
A discount store
c)
A superstore
d)
All of the option
83.
Walmart,Domino’s, and Avis Rent-a-Car are examples of
a)
retailers
b)
wholesalers
c)
warehouses
d)
agents
84.
If a company sells standardized products such as toothpaste, it is better if they have no intermediaries.
a)
True
b)
False
85.
The goal of channels of distribution is to move products from producers to
a)
Middleman
b)
Final Consumer
c)
Agents
d)
Producers
86.
Channels of distribution benefit consumers by
a)
making a variety of products available to them.
b)
loweringthe prices of all consumer products
c)
raising the quality of all consumer products
87.
Producers who eliminate all middlemenin the channel are said to be using ___ distribution.
a)
indirect
b)
consumer
c)
direct
d)
industrial
88.
Path a product takes from producer or manufacturer to final user
a)
Channel of Distibution
b)
Retailer
c)
Intermediaries
d)
Wholesaler
89.
Type of channel power involves incentives to help arrive at a certain sales goal
a)
Reward Power
b)
Back End/Product Power
c)
Middle/Wholesaler Power
d)
Front/Retailer Power
90.
The buyer generates a significant amount of sales in a given market and has leverage
a)
Expert Power
b)
Coercive Power
c)
Front/Retailer Power
d)
Legitimate Power
91.
Type of channel power dealing with government or other regulations, like a dealership being the only business to sell cars and not the manufacturer
a)
Coercive Power
b)
Expert Power
c)
Referent Power
d)
Legitimate Power
92.
Involces a desire of the seller to ensure that their products are offered where their target consumer shops. For instance upscale products need to be where upscale consumers shop.
a)
Middle/Wholesaler Power
b)
Referent Power
c)
Back End/Product Power
d)
Front/Retailer Power
93.
Involves smaller retailers being serviced by the Wholesaler because they can buy in bulk and offer to smaller stores
a)
Coercive Power
b)
Referent Power
c)
Wholesaler/Middle Power
d)
Back End/Product Power
94.
Type of channel power involving a manufacturer sells products with a high level of customer demand
a)
Referent Power
b)
Wholesaler/Middle Power
c)
Reward Power
d)
Back End/Product Power
95.
Involves the threat of punishment from a large retailer if they do not get a price discount offered
a)
Reward Power
b)
Legitimate Power
c)
Coercive Power
d)
Expert Power
96.
Type of channel power involving companies who use resources and technology to distribute products efficiently
a)
Reward Power
b)
Expert Power
c)
Back End/Product Power
d)
Coercive Power
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