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WorksheetsMarketing 1 Semester 1 Common Assessment
Total questions: 50
Worksheet time: 25mins
What two factors do businesses need to address in order to satisfy customers and make a profit?
Customer needs and wants
Customer desires and dreams
Customer objectives and goals
Customer likes and dislikes
Which of the following is an element included in the Marketing Mix?
Product
Profit
Production
Performance
What are the classic four P's of marketing?
Product, Place, Price, Promotion
Price, Product, Profit, Placement
People, Promotion, Production, Product
Performance, Product, Place, Price
What are the four P's of marketing known as?
Marketing Mix
Consumer Mix
Promotional Mix
Brand Mix
Which of the following best describes a target market?
A group of customers with similar wants and needs that have the ability to buy your product
Groups of customers that businesses approach first when researching delivery of a product
The group of potential customers that live geographically closest to the business corporate office
All potential customers a business could potentially sell its products and services to
If Erin were to focus all marketing decisions to attract a particular type of customer, what is this called?
Target Marketing
Broadcast Marketing
Market Research
Promotion
Marketing is the process of developing, promoting, and distributing products to satisfy needs and wants.
Businesses
Customers
Stores
Managers
What is the process of grouping a market into smaller subgroups defined by specific characteristics?
Market segmentation
Physical logistics
Relationship marketing
Marketing mix
The Coffee House is creating a customer profile. Which factors should be included in the customer profile?
Psychographic
Demographic
Geographic
What aspect of the marketing mix describes a company's strategy to inform, persuade, and remind customers about its brand?
Promotion
Power
Price
Product
What is a group of people with similar wants and needs who have the desire and ability to buy a product or service called?
Market
Awesome
Demographic
Audience
What is the most basic economic problem?
Scarcity
Opportunity cost
Monopolies
Competition
What is the price at which the quantity demanded of a product or service equals the quantity supplied and no surplus or shortage exists in the market?
Market clearing price or Equilibrium
Market closing price or shortage
Market demand price or surplus
Market supply price
What type of system best describes the United States economy?
Capitalism
Socialism
Communism
Traditional
What are the processes and methods used to gather information, analyze it, and report findings related to marketing goods and services called?
Marketing mix
Marketing research
Marketing functions
Marketing segmentation
What is the primary focus of marketing research?
Obtaining information about customers' preferences, opinions, and habits
Obtaining information about a business's current success in satisfying its customers
Determining the effectiveness of a business's advertising campaign
Analyzing a business's management and operations
What elements of a business are evaluated using a SWOT analysis?
Strengths, Weaknesses, Opportunities, and Threats
Standards, Willingness, Opinions, and Trust
Stiffness, Wellness, Oldness, Tallness
Struggles, Weather, Outlook, and Time
Research that seeks to find new and specific information
Secondary research
Primary research
Utility research
Quarterly research
Using a sample when conducting market research is an efficient way to learn about a wider population
TRUE
FALSE
The first step in the marketing research process is?
Obtaining data
Applying the results
Defining the problem
Recommending Solutions
An advantage of using secondary data is?
The existing data may not be suitable for the problem under study
The data may be inaccurate
Recommending solutions
The data can be obtained easily
Which of the following actions are NOT part of the personal selling process?
Positioning the brand
Presenting the product
Closing the sale
Approaching the customer
Which of the following situations best describes personal selling?
There is direct contact between a salesperson and a customer
The salesperson personally knows the customer
An actual sale is made by the salesperson
Exchanges are made between two or more business groups
Why is determining a customer's needs important to the sales process?
To focus the presentation on the customer's needs and wants
Without needs no consumer will be interested in buying
It establishes the most profitable way to close the sale
To present product selling points not interesting to the customer
In the sales process, when should you begin determining a customer's needs?
As soon as possible in the sales process
Once you have established a rapport with the customer
Only after a thorough market analysis has been completed
After the sale but before the customer has paid
Which of the following is NOT an effective technique to determine a customer's needs?
By asking the customer if they need help
By observing the customer
By asking open ended questions
By listening to the customer
If Carly sees that a customer is having difficulty making a buying decision, what should Carly do?
Eliminate options that don't meet the customer's needs/wants
Explain all the features and benefits of each product again
Send in the store manager to close the deal
Let the customer have a few minutes alone to think
Why should Gary NOT continue to present product features and benefits after the customer is clearly ready, willing, and able to buy?
It could risk confusing the customer leading them not to buy
It could make Gary appear desperate to make the sale
Because suggestion selling is always a better way to close
The customer may be in a hurry to leave the store
What closing method should a salesperson use if their product is in limited supply or its price will be going up soon?
Standing room only close
Trial close
Which close
Direct close
At what point during the sales process should suggestion selling be used and implemented?
Only once the customer has made a commitment to buy
As soon as the customer is approached during the sales process
After the order is taken and completed
After the customer has paid the bill
How does suggestion selling benefit a customer?
It makes the original purchase more enjoyable
It makes it easier for the customer to decide
It provides subliminal messages to the customer
It only is a benefit to the salesperson
Which of the following is NOT a common option used during the suggestion selling stage of a sale?
Selling items that a customer doesn't want
Recommending special sales opportunities
Cross-selling related items to the original product
Upselling a customer to a high-end version of the product
What is the best form of marketing that involves recommendation by satisfied clients and customers?
Referrals
Market segmentation
Advertising
Cold Calling
What is a Cold Call?
A sales visit without a previous relationship or appointment
One of the most successful forms of personal selling
Contact made with a prospective customer during winter months
Contact made to a potential customer who was referred by a friend
What is the advantage or personal satisfaction that a customer will get from a good or service called
Customer Benefit
Product Feature
Buying Signal
Selling Point
Which of the following best describes JARGON
Technical or specialized vocabulary used by members of an industry
An insincere reason for not buying or not seeing a salesperson
Common terminology
Sales information about a product or service
Which of the following is NOT a specialized method of answering customer objections?
Inferior Point
Boomerang
Third Party
Substitution
If Sherri uses the boomerang method during a sales presentation, which of the folling best describes what Sherri is doing?
Sending the customer's objection back as a selling point
Selling using basic methods develped in Australia
Authorizing a return if the customer is unsatisfied
Preparing the customer to return and buy again
Which of the following is included within the classic definition of a promotional mix?
Publicity / Public Relations
Market Segmentation
Pricing Strategies
Product Development
Which of the following is NOT a component of a common promotional mix?
Distribution
Publicity
Advertising
Direct selling
Which of the following best describes advertising?
Non-personal promotion
Less expensive than publicity
Necessary for all businesses
Non-verbal communication
Which of the following types of advertising is designed to increase sales?
Product
Institutional
Creative
Multilevel
Which of the following is NOT a form of direct mail advertising?
Weeklies
Free sample
Newsletters
Catalogs
Which of the following is NOT an example of a consumer promotion?
Publicity
Rebate
Coupon
Contest
Why would Preston send a press release to media outlets announcing a new service offered by his company?
Publicity
Advertising
Consumer promotion
Direct mail promotion
Which of the following is generally considered the most expensive form of media?
Broadcast media
Internet media
Earned media
Print media
Which of the following is a type of broadcast media?
Radio
Mass Marketing
Websites
Newspapers
Which of the following is NOT a form of print media advertising?
Internet
Directory
Magazine
Newspaper
Which of the following is NOT an element of a print advertisement?
Banner
Copy
Headline
Illustration
Which of the following does NOT exemplify specialty advertising?
Outdoor billboards and transit advertising
Giveaways of relatively inexpensive products
Practical and useful objects with high visibility
Calendars, magnets, pens, bags, shirts
