Business Administration
Practice Exam
Course Introduction
Business Administration is a comprehensive course that introduces students to the fundamental principles and practices essential to managing and operating modern organizations. The curriculum covers a wide range of topics, including management, marketing, finance, accounting, human resources, and organizational behavior. Through case studies, projects, and real-world scenarios, students develop problem-solving, leadership, and decision-making skills relevant to both corporate and entrepreneurial settings. This course lays the groundwork for understanding how effective business strategies are formulated and executed in a dynamic and competitive global marketplace.
Recommended Textbook
Marketing An Introduction 11th Edition by Gary Armstrong
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Page 2
Chapter 1: Marketing Creating and Capturing Customer Value
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99 Verified Questions
99 Flashcards
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Sample Questions
Q1) The major difference between customer-driving marketing and customer-driven marketing is that the customer-driving marketing considers only existing needs.
A)True
B)False
Answer: False
Q2) Selecting particular segments of a population of customers to serve is called
A)value reengineering
B)brand synchronizing
C)mass customizing
D)target marketing
E)selective administering
Answer: D
Q3) When backed by buying power,needs become wants.
A)True
B)False
Answer: False
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Page 3
Chapter 2: Company and Marketing Strategy: Partnering to
Build Customer Relationships
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101 Verified Questions
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Sample Questions
Q1) Starbucks has introduced a debit card that lets its customers prepay for coffee and snacks.This effort by Starbucks management is an example of ________.
A)market development
B)product development
C)diversification
D)market penetration
E)product adaptation
Answer: D
Q2) Reliant Shoes has a low market share in a market poised for high growth.Reliant is considered to be a dog on the BCG matrix.
A)True
B)False
Answer: False
Q3) Market development refers to making more sales without changing a company's original product.
A)True
B)False Answer: False
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Chapter 3: Analyzing the Marketing Environment
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Sample Questions
Q1) Lather of Heaven is a manufacturer of personal care products that has decided to start a new line of products called Natucare,that only contains natural ingredients.What marketing strategy should Lather of Heaven use if it wants to tap a niche market of organic product users?
Answer: (Students' answers may vary.The answer given below is indicative.) Lather of Heaven can tap into the"lifestyles of health and sustainability"(LOHAS)market when releasing Natucare.It is a strong market of people who have recognized that nature is finite and fragile,and that it can be destroyed or spoiled by human activities.They are those consumers who seek out everything from natural,organic,and nutritional products to fuel-efficient cars and alternative medicine.They can produce a wide array products to cater to the LOHAS market.The products should be all-natural personal care products-toothpaste,deodorant,mouthwash,and soap-made with no artificial colors,flavors,fragrances,or preservatives.Achieving a"not tested on animals"certificate would help to show the commitment Lather of Heaven has towards its target customers.Lather of Heaven can market Natucare either directly,through existing retailers,resellers,etc.A smart option would be to have a tying agreement or association with other all-natural or all-organic emphasizing stores,and have them shelf the products at their outlets.
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Page 5
Chapter 4: Managing Marketing Information to Gain Customer Insights
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104 Flashcards
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Sample Questions
Q1) How can a company overcome the problem of gathering internal data for research purposes when the data is usually scattered widely across the organization?
Q2) CRM analysts develop data warehouses and use sophisticated data mining techniques to unearth the patterns in customer data.
A)True
B)False
Q3) Which of the following statements is true with regard to the status of international research?
A)It is on the decrease due to high costs.
B)The costs are significantly higher than the benefits.
C)There is an abundance of qualified research personnel.
D)Despite the costs of international research, the costs of not doing it are higher.
E)There is no dearth of primary data in international marketing research.
Q4) Discuss the makeup and functions of a marketing information system (MIS).
Q5) Describe the basic marketing research process.
Q6) Customer needs and buying motives are overtly evident to marketers.
A)True
B)False
Page 6
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Chapter 5: Understanding Consumer and Business Buyer Behavior
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Sample Questions
Q1) The management team at Knight Construction is considering switching from a traditional procurement model to e-procurement,hoping to achieve lower purchasing costs and quicker order processing.Explain why Knight Construction should not opt for e-procurement.
Q2) Of the different types of buying situations,the buyer makes the fewest decisions in a new task decision and the most in the straight rebuy.
A)True
B)False
Q3) The ________ comprise the working poor whose living standard is just above poverty but they strive toward a higher class.
A)upper lowers
B)upper uppers
C)lower uppers
D)lower lowers
E)upper middles
Q4) A role consists of the activities people are expected to perform according to the people around them.
A)True
B)False
Page 7
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Chapter 6: Customer-Driven Marketing Strategy: Creating
Value for Target Customers
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Sample Questions
Q1) ________ is the process of evaluating each market segment's attractiveness and selecting one or more segments to enter.
A)Differentiation
B)Mass marketing
C)Market targeting
D)Market segmentation
E)Positioning
Q2) As You Like It Inc.customizes its offers to each individual consumer.This practice of tailoring products and marketing programs to suit the tastes of specific individuals and locations is referred to as ________.
A)niche marketing
B)micromarketing
C)variable marketing
D)geographically dispersed marketing
E)undifferentiated marketing
Q3) Even if a segment has the right size and growth and is structurally attractive,the company must consider its own objectives and resources.
A)True
B)False
Page 8
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Chapter 7: Product,Services,and Brands: Building Customer Value
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Sample Questions
Q1) Multibranding occurs when two established brand names of different companies are used on the same product.
A)True
B)False
Q2) Unsought products are consumer products that the consumer either does not know about or knows about but does not normally consider buying.
A)True
B)False
Q3) Specialty products are those products that are purchased for further processing or for use in conducting a business.
A)True
B)False
Q4) Out of the three product levels,the "actual product" is the most basic level of a product.
A)True
B)False
Q5) Explain,with examples,the four characteristics of services that a company must consider when designing marketing programs.
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Chapter 8: Developing New Products and Managing the Product Life Cycle
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Sample Questions
Q1) A product idea is an idea for a possible product a company can offer the market,while a product concept is a detailed version of the idea stated in meaningful consumer terms.
A)True
B)False
Q2) Each product will have a life cycle,although its exact shape and length is not known in advance.Briefly explain each step in the PLC.
Q3) A review of the sales,costs,and profit projections for a new product to find out whether they satisfy the company's objectives is called a ________.
A)vendor analysis
B)portfolio analysis
C)business analysis
D)SWOT analysis
E)concept analysis
Q4) The federal government may prevent a company from adding products through acquisitions if the acquisition threatens to lessen competition.
A)True
B)False
Page 10
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Chapter 9: Pricing: Understanding and Capturing Customer Value
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110 Flashcards
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Sample Questions
Q1) In industrial markets,salespeople outrank top management in determining the sales price of products,as well as pricing objectives and policies.
A)True
B)False
Q2) Cost-based pricing relies on consumer perception of value to drive pricing.
A)True
B)False
Q3) Under which type of geographic pricing strategy does each customer pay the same price for the product from the factory to its destination?
A)basing-point pricing
B)freight-absorption pricing
C)FOB-origin pricing
D)dynamic pricing
E)uniform-delivered pricing
Q4) Deceptive pricing occurs when a seller states prices or price savings that mislead consumers or are not actually available to consumers.
A)True
B)False
Page 11
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Chapter 10: Marketing Channels Delivering Customer Value
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Sample Questions
Q1) In selective distribution,producers purposely limit the number of intermediaries handling their products.
A)True
B)False
Q2) Full-line forcing has been outlawed under the Clayton Act of 1914.
A)True
B)False
Q3) Inbound logistics for a company involves managing flow of products from the intermediary to the customer.
A)True
B)False
Q4) In supply chain management,moving products and materials from suppliers to the factory is known as ________.
A)outbound distribution
B)reverse distribution
C)inbound distribution
D)frequency distribution
E)inventory distribution
Q5) How are intermediaries chosen by a firm?
Q6) Give an account of the three types of franchises with examples.
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Chapter 11: Retailing and Wholesaling
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Sample
Questions
Q1) Brokers and agents typically work across multiple and often unrelated product lines as their job does not require technical knowledge of the product or service they are dealing with.
A)True
B)False
Q2) Specialty stores are characterized by the ________.
A)sale of convenience and staple items
B)narrow product lines with deep assortments
C)wide range of products and categories
D)lowest prices for a wide range of goods
E)practice of everyday low pricing
Q3) How are retailers classified based on the amount of service? Give examples.
Q4) In the case of ________ customers pay annual membership fees and are able to purchase goods at deep discounts.
A)warehouse clubs
B)independent off-price retailers
C)factory outlets
D)specialty stores
E)superstores
Q5) Explain how wholesalers add value for a producer.
Page 13
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Chapter 12: Communicating Customer Value
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Sample Questions
Q1) The new marketing communications model consists of promotional mixes that are designed to make traditional mass-media obsolete.
A)True
B)False
Q2) How does PR help in creating an integrated marketing communications system?
Q3) How is a company's advertising budget set based on the objective-and-task method? What is its advantage?
Q4) Which of the following types of advertising budgets is directly set based on company profits?
A)the adaptive control method
B)the objective-and-task method
C)the competitive-parity method
D)the affordable method
E)the percentage-of-sales method
Q5) A firm that personally sends a customer details of product release is said to be engaging in personal selling.
A)True
B)False
Q6) With the help of examples,contrast pull and push promotion mix strategies.
Page 14
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Chapter 13: Personal Selling and Sales Promotion
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Sample Questions
Q1) Preapproach is the first step in the selling process.
A)True
B)False
Q2) List the various types of sales promotions.What are their objectives?
Q3) What is sales promotion? What are the various factors that have contributed to the rapid growth of sales promotion in the consumer markets?
Q4) The difference between an inside sales force and an outside sales force is that,an outside sales force ________.
A)makes more decision-maker contacts a day
B)consists of telemarketers and Internet sellers
C)conducts business from their offices
D)represents an approach with lower cost-per-contact
E)travels to call on customers in the field
Q5) Which of the following is an advantage of market sales force structure?
A)highest degree of product specialization
B)close relationships with important customers
C)lowest travel expenses
D)minimal need for supervision of salespeople
E)lowest compensation rates for salespeople
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Chapter 14: Direct and Online Marketing: Building Direct Customer Relationships
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Sample Questions
Q1) Telemarketing involves using the television to sell directly to consumers and business customers.
A)True
B)False
Q2) Catalogs,brochures,samples,and DVDs are all examples of which type of marketing?
A)direct-response marketing
B)direct-mail marketing
C)telemarketing
D)internal marketing
E)online marketing
Q3) Which of the following is true of viral marketing?
A)It is the Internet version of word-of-mouth marketing.
B)It refers to problems that occur with viruses in the online marketing process.
C)It is another term for invasions of online privacy.
D)It is an automated system that manages the sales and marketing functions.
E)It is a system that allows a supplier to access a customer's inventory levels online.
Q4) Compare and contrast the purpose and content of a corporate Web site to that of a marketing Web site.
Q5) List and briefly describe the four major online marketing domains.
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Chapter 15: The Global Marketplace
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Sample Questions
Q1) Global branding and standardization result in reduced costs from economies of scale.
A)True
B)False
Q2) Regardless of how companies go about pricing their products,their foreign prices probably will be higher than their domestic prices for comparable products.This is known as the ________ problem.
A)price escalation
B)demand escalation
C)inflation
D)skimming price
E)deflation
Q3) Under licensing,a domestic firm provides its management know-how to a foreign company that supplies the capital.
A)True
B)False
Q4) Explain product invention with the help of an example.
Q5) Explain the whole-channel view of the distribution process.
Q6) What are the factors that a company should consider when deciding which markets to enter?
Page 17
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Chapter 16: Sustainable Marketing: Social Responsibility and Ethics
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Sample Questions
Q1) Compare and contrast the two common principles that can be used to guide companies and marketing managers on issues of ethics and social responsibility.
Q2) The presence of large national chain stores in low-income neighborhoods would help to keep prices down.
A)True
B)False
Q3) Sunset Lawn Service puts most of its resources into value-building marketing investments.The management at Sunset is practicing consumer-oriented marketing.
A)True
B)False
Q4) Companies emphasizing ________ are developing "green marketing" programs that develop ecologically safer products,recyclable and biodegradable packaging,and more energy-efficient operations.
A)pollution prevention
B)product stewardship
C)"beyond greening"
D)new clean technology
E)sustainability vision
Page 18
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