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WorksheetsMarketing Pre-Test
Total questions: 60
Worksheet time: 30mins
Name
Class
Date
1.
The term “Place” in the marketing mix can be referred to as distribution.
a)
True
b)
False
2.
Personal selling is part of the promotional mix.
a)
True
b)
False
3.
Customers go through a thought process that leads them to making a purchase.
a)
True
b)
False
4.
In this step on the process the salesperson must help build rapport and trust so the customer will want to do business with him/her.
a)
Attention
b)
Interest
c)
Action
d)
Desire
e)
Conviction
5.
In this step on the process the salesperson must understand that first impressions matter and that they must act like they want work with the customer.
a)
Attention
b)
Interest
c)
Action
d)
Desire
e)
Conviction
6.
Which of the following is the proper order of the “steps” in the sales process?
a)
Pre-approach, Approach, Presentation, Determine Needs, , Overcoming Objections, Closing the Sale, Suggestion Selling, After the Sale
b)
Pre-approach, Approach, Determine Needs, Presentation, Overcoming Objections, Suggestion Selling, Closing the Sale, After the Sale
c)
Pre-approach, Approach, Determine Needs, Presentation, Overcoming Objections, Closing the Sale, Suggestion Selling, After the Sale
d)
Pre-approach, Approach, Determine Needs, Overcoming Objections, Presentation, Closing the Sale, Suggestion Selling, After the Sale
7.
Before you can begin research you need a clear and concise statement of the problem.
a)
True
b)
False
8.
Secondary data is simply information that has already been collected and is available for use.
a)
True
b)
False
9.
Which of the following is NOT one of the three main roles of promotion.
a)
Inform
b)
Remind
c)
Sell
d)
Persuade
10.
You might have the perfect product, a great plan for distribution, and extraordinary promotion. However, if the pricing is wrong you are destined for failure.
a)
True
b)
False
11.
One of the keys to effective pricing is to determine what you want to accomplish through the process.
a)
True
b)
False
12.
Short-term revenue maximization is a pricing objective that is often used by a bootstrapper.
a)
True
b)
False
13.
If there are similar products or services on the market, you’ll want to know how they’re priced.
a)
True
b)
False
14.
Which of the following is one of the more successful and popular ways to add value and subsequently charge higher prices.
a)
Lower your costs
b)
Provide additional services
c)
Psychological pricing
d)
Bulk pricing
15.
Which pricing does this describe/represent:
a)
Psychological
b)
Cost-plus
c)
Skimming
d)
Penetration
e)
Leader
16.
Which pricing does this describe/represent:
a)
Leader
b)
Cost-plus
c)
Skimming
d)
Penetration
e)
Psychological
17.
Which pricing does this describe/represent: Often used by sports teams, airlines and hotels. Takes advantage of technology that allows for the use of a lot of data to determine prices.
a)
Dynamic
b)
Cost-plus
c)
Skimming
d)
Penetration
e)
Leader
18.
Which pricing does this describe/represent: Low/very low priced products that are intended to draw people into the store.
a)
Leader
b)
Cost-plus
c)
Skimming
d)
Penetration
e)
Psychological
19.
Which pricing does this describe/represent: offer a basic or stripped down version of a product for free, and then charging for additional features or functionality.
a)
Freemium
b)
Cost-plus
c)
Skimming
d)
Penetration
e)
Leader
20.
Which of the following are considered “internal” factors that affect pricing:
a)
Marketing objectives
b)
State of the economy
c)
Competitors prices
21.
Which of the following are considered “external” factors that affect pricing:
a)
Marketing mix
b)
Government regulations
c)
Employee wages
22.
Promotions such as Frequent Flyer programs and "Punch Cards" are designed to:
a)
Increase traffic
b)
Increase brand awareness
c)
Establish the company image
d)
Remind customers of a sale
23.
The most common objective of promotion is to:
a)
Build sales
b)
Establish the corporate image
c)
Increase traffic
d)
Build brand awareness
24.
The most commonly used form of promotion is:
a)
Sales promotion
b)
Advertising
c)
Publicity
d)
Public relations
25.
Advertising is a popular promotion choice because:
a)
It is relatively inexpensive
b)
It can reach a large and wide audience
c)
It is easy to create
d)
It is easy to measure the ROI
26.
Which is NOT true about advertising
a)
Reaches a large audience
b)
Inexpensive
c)
Impersonal
d)
None of the above
27.
Which of the following is NOT true about public relations:
a)
Often referred to as PR
b)
Can help a company establish a point of differentiation
c)
Is the most common type of promotion
d)
Often takes advantage of publicity
28.
Publicity is often referred to as "free advertising."
a)
True
b)
False
29.
Which of the following is NOT true about publicity:
a)
Can come from a variety of sources
b)
Allows the company to have more control of the message
c)
Takes advantage of press or media releases
30.
Which of the following IS true about personal selling:
a)
More important in B2B than retail
b)
Inexpensive form of promotion
c)
Commission is uncommon
31.
The image below is an example of which element of promotion? *
a)
Advertising
b)
Public Relations
c)
Personal Sales
d)
Sales Promotion
32.
The image below is an example of which element of promotion? *
a)
Advertising
b)
Publicity
c)
Personal Sales
d)
Sales Promotion
33.
Primary data is information that is available in books or magazines.
a)
True
b)
False
34.
Collecting information from individuals using surveys or questionnaires is the most common method of collecting primary data.
a)
True
b)
False
35.
A random sample ensures that every member of the population has an equal chance of selection.
a)
True
b)
False
36.
When creating a survey instrument, limit the number of ranking options to no more than four.
a)
True
b)
False
37.
In multiple choice questions you want to avoid overlapping of the possible responses. For instance, the following possible answers to a question would violate this tip: 18-25, 25-25, 35-345, over 45.
a)
True
b)
False
38.
Begin to analyze the data by looking for questions where the majority or significant number of respondents rated it low or unsatisfactorily.
a)
True
b)
False
39.
Recommendations made form the analysis of the data should address the original question or problem.
a)
True
b)
False
40.
Which of the following is not a method of collecting primary data?
a)
Experimental Method
b)
Government publications
c)
Observations
d)
Surveys
41.
Which method of collecting primary data does this describe: Not used very often because it is expensive to implement.
a)
Experimental Method
b)
Government publications
c)
Observations
d)
Surveys
42.
Which method of collecting primary data does this describe: personal interviews may be used but it is expensive.
a)
Experimental Method
b)
Government publications
c)
Observations
d)
Surveys
43.
The most important information to learn during the Pre-Approach is the features and corresponding benefits of the product/service to be sold.
a)
True
b)
False
44.
Which of the methods of approaching a customer listed below is generally considered the most effective?
a)
Greeting
b)
Service
c)
Merchandise
45.
Because of technology, questioning is no longer the most important method of determining customer needs.
a)
True
b)
False
46.
In general, use open-ended questions because they require more than a “yes” or “no” answer.
a)
True
b)
False
47.
A strong sales presentation requires a salesperson to:
a)
Tell, Show and Do
b)
Stop, Drop and Roll
c)
Ask, Demonstrate and Explain
48.
In general, you should not show a customer more than six products/options at a time.
a)
True
b)
False
49.
With the rise of social media most customers know a lot about the product before they shop so getting it into their hands and allowing them to operate is no longer important.
a)
True
b)
False
50.
Using an intermediary can often help achieve faster delivery than if the manufacturer did it themselves.
a)
True
b)
False
51.
Using an intermediary has no effect on the margin or amount of gross profit for a manufacturer.
a)
True
b)
False
52.
In order for a re-seller (retail or wholesale) to make a profit they must be able to purchase the item from the manufacturer below the recommended retail price.
a)
True
b)
False
53.
Which option best describes the channel of distribution represented by the image below?
a)
Retailer-Producer-Consumer
b)
Producer-Retailer-Consumer
c)
Wholesaler-Retailer-Consumer
d)
Producer-Wholesaler-Consumer
54.
Which option best describes the channel of distribution represented by the image below?
a)
Retailer-Producer-Consumer
b)
Producer-Retailer-Consumer
c)
Wholesaler-Retailer-Consumer
d)
Producer-Wholesaler-Consumer
55.
Which option best describes the channel of distribution represented by the image below?
a)
❑ Producer-Retailer-Wholesaler-Consumer
b)
❑ Producer-Consumer-Wholesaler-Retailer
c)
❑ Wholesaler-Producer-Retailer-Consumer
d)
❑ Producer-Wholesaler-Retailer-Consumer
56.
Which option best describes the channel of distribution represented by the image below?
a)
Selling through intense channels
b)
Selling directly to consumers
c)
Selling through retailers
d)
Selling through wholesaler
57.
Which of the following are considered “non-store” retailers?
a)
All of the listed
b)
Telemarketing
c)
Catalogue sales
d)
Mail order
e)
Vending machines
58.
Which of the following describe examples of a “direct channel?”
a)
All of the listed except Wal-Mart
b)
Mary Kay Cosmetics and their home parties
c)
Prepaid Legal Services through the internet
d)
NordicTrack via infomercials
e)
The local Wal-Mart
59.
If there are more than one or more intermediaries involved in the channel it is classified as indirect.
a)
True
b)
False
60.
Which of the following is considered the most common channel of distribution:
a)
Producer-Wholesaler-Retailer-Customer
b)
Producer-Agent-Wholesaler-Retailer-Customer
c)
Producer-Retailer-Consumer
d)
Producer-Consumer
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