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WorksheetsUnit 4 Review
Total questions: 60
Worksheet time: 30mins
Which of the following is not an example of data that would be included in a B2C customer
profile?
geographic location of customer
type of industry
age of customer
gender of customer
Companies that sell to other companies are called
B2B
B2C
C2C
none of the above
Which of the following is true about a target market?
it can include more than one market segment
it represents a limited customer base
it can be based on buying patterns
all of the above
Facts about consumers that relate to their beliefs, lifestyle, and personal preferences are called
psychographics
demographics
geographics
all of the above
When you sign up for Facebook and fill in your online profile, you are giving Facebook
psychographic data
data it can sell to advertisers
demographic data
all of the above
To sell your product to a mass market means
to target as many consumers as possible with your marketing efforts
to amass as many consumers as possible
to use a small marketing budget
to choose the right target markets
A customer profile is
a detailed description of a single customer
a collection of psychographic data
a detailed description of your target market’s characteristics
a collection of demographic data
A company that sells its products or services primarily to other companies is called a
business-to-business (B2B) company
business-to-company (B2C) business
company-to-company (C2C) business
company-to-consumer (C2C) corporation
For a small business, the mass-market approach is the best strategy.
T
F
The customer profile for a B2C customer might include the company size and geographic
location.
T
F
Demographics include age, marital status, and education.
T
F
In market research, industry data includes demographics and psychographics.
T
F
Value is
the relative worth of something
the total worth of something
the profitable worth of something
the absolute worth of something
Which of the following would not be considered a "feature" of a dessert product (vs. a "benefit")?
inexpensive
sweet
creamy
tastes good
When you think about buying an item to buy and a specific brand comes immediately to mind,
this is referred to as
brand marking
product share
market share
mind share
Which of the following would not be considered a product benefit?
saving time
reducing worry
eye-catching design
providing entertainment
Which of the following is a benefit--not a feature--of a flashlight?
on/off switch is big
provides strong illumination in the dark
grip is rubber
battery lasts long
What can a business use to show customers the features and benefits of its product?
labeling
advertising
packaging
all of the above
Which item below would not be a good fit in the product mix for a makeup store?
lipstick
eyeliner
makeup remover
trail mix
A value proposition is
a short statement of the features a company provides to its customers
a detailed report on the benefits a company provides to its customers
a bargain a company provides to its customers
a short statement of the benefits a company provides to its customers
A successful brand is a marketing strategy that has
promoted the company’s features to consumers well
trademarked a business’s logo
created a positive emotional response in consumers
all of the above
McDonald's golden arches is an example of a brand mark.
T
F
Benefits are practical statements about what a product does and how it appears to the senses.
T
F
The value that a product or service offers can be tangible or intangible.
T
F
A markup price is used
when a product follows an indirect distribution channel
to make a profit for the retailer
when a retailer buys a product from a wholesaler
all of the above
The type of pricing strategy that focuses on how much customers are willing to pay for a
product is called
demand-based pricing
cost-based pricing
competition-based pricing
consumer-based pricing
The type of distribution that gives an authorized dealer the sole rights to sell a product is called
intensive
selective
productive
exclusive
The practice of combining the price of several products into one price is called
unit packaging
market mix
product mix
bundling
Which of the following is not one of the "Five P's" of marketing strategy?
Product
Place
Percentage
People
Which of the following is true about marketing goals?
they are action-oriented
they should be measurable
they should agree with your business plan's objectives
all of the above
How you price your product or service may affect how your customers perceive its
quality
speed
reliability
quantity
The marketing strategy “Place” refers to
selling and delivery methods
markups
placing orders
where you will promote your business
A marketing plan details marketing goals and strategies for reaching them.
T
F
The combination of products a business sells is called its marketing mix.
T
F
A T-shirt bought a wholesale cost of $5 and sold for a retail price of $15 has been marked up by
$10.
T
F
The markup percentage on a T-shirt bought at $5 and sold for $15 is 150%.
T
F
Building rapport during a sales call means
creating feelings of mutual respect and trust
being persistent
getting ready to close the sale
answering objections
Which of the following is not a document used to organize, track, and process sales?
order form
sales receipt
objections log
sales call log
When a satisfied customer sends a new potential customer your way, that’s called a
objection
proposal
cold call
referral
What document is used by a salesperson to detail a complex sale?
sales contract
order form
sales log
none of the above
When a salesperson contacts a prospective customer for the first time, without prior notice, it is
called
prospecting
a sales call
data mining
a cold call
Closing a sale happens when a salesperson
places the order
sends the order form
asks for the commitment
delivers the product
A successful salesperson
tells customers what they want to hear
does not take no for an answer
knows how to listen and ask questions
all of the above
The term used to describe a company's sales representatives is
sales group
sales force
closers
sales callers
Which of the following actions does not relate to prospecting?
data mining
asking for referrals
networking
taking an order
Reasons a customer has for being reluctant to buy are called
objections
exceptions
questions
arguments
Following up is the step that comes after closing a sale.
T
F
Objections are reasons that a salesperson has to cancel a sales contract.
T
F
A premium is
a fee paid for product placement
a level of radio and TV advertising
one of the Five P's
a free gift with a company's name printed on it
A contest that creates excitement about a product is a form of
product placement
publicity
outdoor advertising
all of the above
A cover letter sent with a press release is called a
direct mail letter
promo letter
feature letter
pitch letter
Visual merchandising refers to
giveaway merchandise that displays a company's name
products shown in an infomercial
how products are displayed in a store
how products appear in Internet advertising
Which of the following is not a form of media advertising?
catalog
web banner
press release
outdoor billboard
Which of the following is not one of the six key elements in a promotional mix?
personal selling
publicity
networking
advertising
Which of the following does not describe one of the four promotional steps (AIDA) for getting
customers?
action
interest
demand
attention
Which of the following is not a one-on-one effort for promoting a product?
infomercial
telemarketing
direct mail
personal selling
A group of specific promotional activities built around a theme or goal is called a
networking campaign
promotional campaign
marketing event
promotional mix
The communication model used by companies to plan, create, and manage product promotion
is
AIDA
AID
AIDD
IADA
Product placement means a company pays to have a product displayed during a movie or TV
show.
T
F
A newsgroup is a form of electronic networking.
T
F
