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1.
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__________ is an organizational function and a set of processes for creating, communicating, and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders. N/A
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  Advertising.
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Selling.
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Marketing.
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Consumerism.
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2.
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The four Ps of the marketing mix are N/A
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Product, promotion, price, and place
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Personnel, priorities, placement, and profits.
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Promotion, product, personnel, and place.
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Product, place, distribution, and advertising.
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3.
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Customer Relationship Management (CRM) N/A
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Organizes activities between a company and its suppliers in an effort to provide for theprofitabledevelopment, production, and delivery of goods to customers
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Automates customer service and support and also provides for customer data analysis and support e-commerce storefronts
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Update material requirement planning (MRP) with better integration, relational databases, and graphical user interfaces
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Is the same as supply chain management
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4.
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Motivation research does not aim at discovering N/A
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Conscious opinion
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Attrition.
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Preferences
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Consumer wants
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5.
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Which of the following is not data gathering technique? N/A
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Regression.
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Surveys.
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Observation.
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Field experiments.
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6.
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A market does not need to have N/A
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People with needs.
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Physical location.
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Purchasing power.
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Buying behavior
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7.
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________________ is not a characteristic of market segmentation N/A
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A. Product form. B. C. D. Price differentials
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Cultural attributes.
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Quality differentials.
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Quality differentials.
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8.
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______________________ is not full-line competitor’s advantage. N/A
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Overall market strength.
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Competitor disenfranchising.
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Customer recognition
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Dealer priority.
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9.
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The long-run average total cost (ATC) curve N/A
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Is horizontal and parallel to the demand curve.
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Is ordinarily U-shaped.
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Is strongly influenced by diminishing returns.
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Is the same as the rising portion of the marginal cost curve.
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10.
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Which one of the following is not an example of formal groups? N/A
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Youngsters.
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Families.
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Business units.
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Football teams.
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11.
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Maslow’s theory of motivation is based on a hierarchy of human needs. The need satisfied by greater income is N/A
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Self-actualization
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Safety.
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Participation.
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Authority.
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12.
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PWU Inc., the largest provider of mental health services in its area, was encountering personnel problems. Their facilities housed many clients, but funding never seemed adequate to hire quality, live-in staff. A new administrator is determined to facilitate long-term employment of the best possible care-giving staff. Besides paying better wages, she feels it is important that the staff be strongly motivated by the work itself. According to Maslow’s hierarchy of needs, the best employees would have a need for N/A
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Esteem.
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Belonging.
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Self-actualization.
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Safety and security.
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13.
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Which of the following lists the hierarchy of needs in its correct order, beginning with the most basic? N/A
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Personal, social, physiological, psychological, and safety.
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Physiological, safety, social, personal, and self-actualization.
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Safety, physiological, social, and self-actualization, and personal.
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Self-actualization, social, personal, safety, and physiological.
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14.
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In the hierarchy of needs water, food, and shelter would be considered __________ needs. N/A
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Physiological.
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Safety.
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Social.
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Personal
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15.
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Consumerism is expected to grow stronger in the coming years due to all except N/A
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Concern over environmental problems.
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Resource depletion.
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Politically unpopular.
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Increased leisure time
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16.
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The BBB's Core Services does not include N/A
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Business reliability reports.
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Quality ratings.
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Dispute resolution.
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Truth-in-advertising.
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17.
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_________________ are not consumer goods N/A
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Potential goods.
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Convenience goods.
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Shopping goods.
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Specialty goods.
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18.
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_______________________ is not one of the reasons for product failure N/A
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Lack of patents.
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Failure to test the product and market.
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Use of unreliable tests.
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Ineffective marketing support.
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19.
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Which of the following is not a desirable characteristic of brand names? N/A
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Short
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Simple
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Answer c (blank if True False question)
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Easy to spell
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20.
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Significant degrees of brand familiarity do not include N/A
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Brand recognition
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Brand alteration.
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Brand preference.
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Brand insistence
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21.
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Grade labels N/A
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Identify the brand.
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Reflect the level of quality.
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Are informative.
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Are descriptive.
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22.
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Consumers have the ultimate price determination because N/A
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They are motivated to buy.
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They don't have to buy.
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They seek only discounted goods.
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They pay what the traffic will bear.
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23.
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Price elasticity can be used to answer N/A
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How great a price reduction is necessary to increase sales 20%.
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What is a % change in product demand.
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What is a % change in supply of a product.
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What is the elasticity of the market.
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24.
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Discount and allowances do not involve N/A
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Quantity discounts.
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Quality discounts.
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Trade discounts.
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Cash discounts
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25.
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The most popular pricing approach is N/A
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Cost discount.
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Marginal cost.
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Cost-plus a fair return pricing.
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Discount based pricing.
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26.
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Non-price competition does not mean N/A
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Raising the price.
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High-lighting product.
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High-lighting service
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High-lighting the firm.
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27.
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________________ is not an example of odd-number pricing: N/A
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Fifty one cents.
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Ninety nine cents.
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Ninety nine cents.
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One dollar and ninety nine cents.
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28.
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_____________________ is not a behavioral aspect of pricing decisions. N/A
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Desire to be inconspicuous.
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Desire for a safe course.
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Desire to meet the target cost.
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Desire to make a showing.
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29.
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Skimming pricing strategies could be appropriate when N/A
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No buyers want the product at a high price.
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There is product differentiation.
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Competitors can easily enter the market.
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The product is of poor quality.
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30.
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The promotional mix does not cover N/A
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Advertising.
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Rebates.
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Personal selling.
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Special sales promotion
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31.
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Profitability depends on choosing the most advantageous combination of N/A
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Achieving sales objectives.
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Reducing production costs.
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Promotional mix factors.
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Maximizing profits.
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32.
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_____________ is not a type of advertising objectives. N/A
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Educating consumers.
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Increasing sales or market share.
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Sticking with old tried and true products.
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Building a corporate image.
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33.
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A good advertisement should secure all except N/A
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Saturation.
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Attention.
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Interest
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Desire
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34.
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Personal selling does not include N/A
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Across-the-counter selling.
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House-to-house selling.
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Selling by untrained novice.
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Selling by manufacturers
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35.
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Effective selling does not mean N/A
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Softening up the buyers.
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Adequate preparation.
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Locating prospects.
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Closing sales.
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36.
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Basic methods of sales compensation are N/A
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Straight salary.
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Straight commission.
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Combination of A and B.
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Incentive packages
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37.
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Guidelines for training newly appointed sales managers include all except N/A
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Setting goals.
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Permanently scheduled meetings
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Encouraging new presentations.
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Meeting human needs.
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38.
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__________________ is not an example of sales incentives N/A
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Adequate money.
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Good fringe benefits.
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High risks and excitement.
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Good work conditions.
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39.
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Mail-order selling has the following advantages except N/A
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Higher labor costs per dollar of sales.
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Consumer convenience.
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Lower prices.
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Minimal inventories.
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40.
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___________________ is not multi-line stores. N/A
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Rural general stores.
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Variety stores.
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Specialty stores.
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Department stores.
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41.
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Technological trends do not encompass N/A
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VCR.
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Social shopping.
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Cable TV.
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DVD.
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42.
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Limited-function wholesalers do not include N/A
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Truck jobbers.
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Cash-and-carry wholesalers.
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Multi-line service wholesalers.
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Producers' cooperatives
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43.
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_________________ is not a type of agent wholesalers N/A
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Commission merchants.
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Federal agents.
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Brokers.
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Manufacturer's agents.
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44.
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Industrial goods are classified into all except N/A
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Foreign jobs.
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Raw materials.
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Fabricated materials and parts.
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Operating supplies
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45.
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While ultimate consumers seek a wide range of economic and emotional satisfaction, industrial goods buyers are chiefly interested in the profit motive. T F N/A
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46.
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____________________ is not a public warehouse. N/A
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General merchandise.
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Shelters.
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Bonded.
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Household goods.
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47.
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The retailer’s approach to channel leadership is N/A
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Use private brands.
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Expand the number of product lines.
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Receive special selling rights.
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Use premarked or advertised pricing techniques
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48.
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Which of the following is not true about service marketing? N/A
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Service marketing is a lot like love!
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Services are intangible items.
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The physical characteristics is critical.
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The fast-food industry has both product and service facets.
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49.
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The elements that make services unique are the four “I's”. The four “I's” are N/A
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Inflexibility, intangibility, inconsistency, and inseparability.
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Intangibility, inconsistency, inseparability, and inventory.
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Incompatibility, inconsistency, inseparability, and inventory.
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Invisibility, inconsistency, inseparability, and intangibility
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50.
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Which one of the following is not part of international marketing mix N/A
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Product policy.
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Cultural policy.
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Pricing policy.
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Promotional policy
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51.
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Organizations that provide financing for foreign marketing operations do not include N/A
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Credit unions.
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Export-import bank.
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Overseas private investment corporations.
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World Bank group
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52.
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__________ exists when firms originate, produce, and market their products and N/A
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Global benefitizing.
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Global competition.
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Transactional exchange.
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Internationalization
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53.
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Which one of the following functional business systems supports the marketing business function? N/A
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Interactive marketing.
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Order processing.
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Credit management.
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Employee skills inventory
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54.
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Marketing managers use sales forecasts to determine 1) optimal sales force allocations, 2) set sales goals, and 3) plan promotions and advertising. T F N/A
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55.
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Internet/intranet websites and services make a(n) ________________ process possible where customers can become partners in creating, marketing, purchasing, and improving products and services. N/A
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Interactive marketing
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Order processing
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Credit management
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Employee skills inventory
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56.
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Targeted marketing has become an important tool in developing advertising and promotion strategies to strengthen a company's e-commerce initiatives as well as its traditional business venues. Targeted marketing includes five major components. Which of the following is not one of those components? N/A
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Online behavior.
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Content
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Credit.
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Demographic/Psychographics.
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57.
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In the marketspace, consumers can tell marketers exactly what their requirements are, making customization of a product or service to fit the buyer's exact needs possible. This means that marketers can use e-commerce to enhance customer value by contributing to N/A
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Place utility.
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Form utility.
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Time utility.
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Possession utility.
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58.
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Marketers benefit from two unique capabilities of Internet/Web technology that promote and sustain customer relationships. They are N/A
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Choice and control.
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Interactivity and individuality.
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Collaborative filtering.
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Cost and convenience.
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59.
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Which of the following characteristics of e-commerce create customer value by contributing to time and place utility? N/A
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E-commerce makes goods and services available to customers to use faster.
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Comparison shopping is easier in the marketspace than in the marketplace.
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Customers anywhere can shop in the marketspace any time.
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Products available in the marketspace are customized.
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60.
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Multichannel marketing N/A
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Seeks to integrate a firm's communication and distribution channels.
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Can be used to leverage the value-added capabilities of different channels.
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Allows buyers to browse and buy ôanytime, anywhere, anywayö expecting that the experience will be similar regardless of channel.
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Is accurately described by all of the above.
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