Business Marketing Test Preparation
Course Introduction
Business Marketing explores the concepts, strategies, and practices involved in marketing goods and services to other businesses rather than to individual consumers. This course covers key topics such as market segmentation, relationship and network building, organizational buying behavior, business-to-business branding, value proposition development, and the management of sales and distribution channels. Students will analyze real-world cases and learn to apply marketing principles to complex business environments, including the role of digital technologies, negotiation, and long-term partnership development. The course aims to equip students with the knowledge and skills necessary to create effective marketing strategies for diverse business markets.
Recommended Textbook
MKTG 11th Edition by Charles W. Lamb
Available Study Resources on Quizplus 19 Chapters
1236 Verified Questions
1236 Flashcards
Source URL: https://quizplus.com/study-set/1163
Page 2
Chapter 1: An Overview of Marketing
Available Study Resources on Quizplus for this Chatper
40 Verified Questions
40 Flashcards
Source URL: https://quizplus.com/quiz/22970
Sample Questions
Q1) A local grocer groups his customers into specific groups based on what products they buy and when they buy them. The grocer then schedules shipments of specific items based on these customer segments and offers different kinds of promotions to different customer groups. This is an example of customer relationship management.
A)True
B)False
Answer: True
Q2) Which of the following statements is true of firms that adopt relationship marketing strategies?
A)They focus on the internal business environment.
B)They rely on aggressive sales strategies.
C)They focus on short-term goals of increasing sales.
D)They encourage teamwork among employees.
Answer: D
Q3) Marketing career opportunities do not exist in nonbusiness organizations.
A)True
B)False
Answer: False
To view all questions and flashcards with answers, click on the resource link above.
3
Chapter 2: Strategic Planning for Competitive Advantage
Available Study Resources on Quizplus for this Chatper
120 Verified Questions
120 Flashcards
Source URL: https://quizplus.com/quiz/22971
Sample Questions
Q1) Which of the following companies has most likely adopted a product/service differentiation competitive advantage?
A)A firm that sells its products at lower costs than its competitors
B)A firm that inhibits post-sale customer service relations
C)A firm that provides highly reliable products
D)A firm that solely relies on promotional strategies to increase its sales
Answer: C
Q2) A strategic business unit (SBU) is a single business or a collection of related businesses.
A)True
B)False
Answer: True
Q3) Unlike market penetration, diversification is not profitable when a firm enters markets with prominent competition.
A)True
B)False
Answer: False
To view all questions and flashcards with answers, click on the resource link above.
Page 4
Chapter 3: Ethics and Social Responsibility
Available Study Resources on Quizplus for this Chatper
60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/22972
Sample Questions
Q1) In the context of ethical theories, which of the following statements is true of moral relativism?
A)Moral activists believe that an act that is legally wrong is always ethically wrong.
B)It does not believe in absolute rules.
C)Moral relativists believe that the most beneficial choice for the most people is ethically correct.
D)It is a belief based on rules and individual obligations.
Answer: B
Q2) Which of the following statements is true of a code of ethics?
A)It is most effective when it is in the form of a long list of dos and don'ts.
B)It is an effective internal control of behavior.
C)It is typically drafted by government agencies.
D)It applies to top managers of an organization rather than its employees.
Answer: B
Q3) Preconventional morality moves from an egocentric viewpoint toward the expectations of society.
A)True
B)False
Answer: False
To view all questions and flashcards with answers, click on the resource link above.
Page 5
Chapter 4: The Marketing Environment
Available Study Resources on Quizplus for this Chatper
84 Verified Questions
84 Flashcards
Source URL: https://quizplus.com/quiz/22973
Sample Questions
Q1) Which of the following statements is true about the Great Recession of 2008-2009?
A)Tweens were the most affected population group.
B)Inflation rates increased to almost ten percent.
C)It began with the collapse of inflated housing prices.
D)It increased employment opportunities in the United States.
Q2) Peter is conducting research that is aimed at formulating a combustion process that could be used in commercial vehicles so that vehicles could run on water. Peter's research is an example of _____.
A)experimental research
B)applied research
C)controlled research
D)basic research
Q3) The management of a firm has utmost control over the competitive environment confronting it.
A)True
B)False
Q4) List and explain the four core values that have strongly influenced American attitudes and lifestyles.
Q5) Discuss competitive factors that affect a firm.
To view all questions and flashcards with answers, click on the resource link above. Page 6
Chapter 5: Developing a Global Vision
Available Study Resources on Quizplus for this Chatper
64 Verified Questions
64 Flashcards
Source URL: https://quizplus.com/quiz/22974
Sample Questions
Q1) Currency markets operate under a system of _____, which is a system in which the prices of different currencies move up or down based on the demand for and the supply of each currency.
A)countertrade
B)floating exchange rates
C)dumping
D)contract manufacturing
Q2) Traditionally, marketing-oriented multinational corporations enable individual subsidiaries to compete independently in domestic markets.
A)True
B)False
Q3) The owners of Fashion Spell, an apparel store based in the town of Lumberne, want to expand the store's business all over the world. In this case, which of the following strategies can help the owners of Fashion Spell achieve their objectives?
A)Opening an e-commerce site
B)Standardizing sizing of apparels
C)Acting as an export broker
D)Countertrading with foreign companies
To view all questions and flashcards with answers, click on the resource link above.
7
Chapter 6: Consumer Decision Making
Available Study Resources on Quizplus for this Chatper
82 Verified Questions
82 Flashcards
Source URL: https://quizplus.com/quiz/22975
Sample Questions
Q1) Unlike high-involvement products, low-involvement goods and services are generally associated with routine response behavior.
A)True
B)False
Q2) According to Maslow's hierarchy of needs theory, self-actualization is the highest human need of all.
A)True
B)False
Q3) Joshua is a millionaire, and he manages several successful companies. He usually interacts with people of similar status. Given this information, Joshua and the people he interacts with are part of a _____.
A)family
B)social class
C)popular culture
D)reference group
Q4) Explain the consumer decision journey.
Q5) Discuss the importance of understanding consumer behavior.
Q6) Explain how cultural influences affect consumer decision making.
Q7) How do psychological factors affect consumer buying decisions?
Page 8
To view all questions and flashcards with answers, click on the resource link above.
Chapter 7: Business Marketing
Available Study Resources on Quizplus for this Chatper
70 Verified Questions
70 Flashcards
Source URL: https://quizplus.com/quiz/22976
Sample Questions
Q1) Tamery Corp. is engaged in marketing various goods and services. It buys goods from various manufacturers and sells them to businesses and end consumers. Given this information, Tamery Corp. is said to be selling consumer products if:
A)it sells books to students.
B)it sells spare parts to automobile manufacturers.
C)it sells laptops to an IT company.
D)it sells printers to a partnership firm.
Q2) Businesses contract outside providers to perform janitorial, advertising, and legal services as it costs less than hiring an employee to perform the particular task.
A)True
B)False
Q3) In the context of business products, which of the following statements is true of major equipment?
A)It is marketed by local industrial distributors.
B)It is sold through a longer distribution channel than accessory equipment.
C)It is often custom designed for each customer according to requirements.
D)It is less expensive and shorter-lived than accessory equipment.
Q4) Differentiate between major equipment and accessory equipment.
To view all questions and flashcards with answers, click on the resource link above.
Page 9
Chapter 8: Segmenting and Targeting Markets
Available Study Resources on Quizplus for this Chatper
64 Verified Questions
64 Flashcards
Source URL: https://quizplus.com/quiz/22977
Sample Questions
Q1) _____ refers to segmenting markets by region of a country or the world, market size, market density, or climate.
A)Geographic segmentation
B)Benefit segmentation
C)Demographic segmentation
D)Usage-rate segmentation
Q2) Starlight Jewelry sends Lauren a birthday card along with a pendant as a token of appreciation for shopping frequently at its store. The trend portrayed in this customer relationship management technique is _____.
A)loyalty
B)technology
C)time savings
D)standardization
Q3) According to family life cycle segmentation, young married or divorced couples with children have high liquid assets.
A)True
B)False
Q4) How do marketers use customer relationship management (CRM) as a targeting tool?
Q5) Discuss the importance of market segmentation.
Page 10
To view all questions and flashcards with answers, click on the resource link above.
Chapter 9: Marketing Research
Available Study Resources on Quizplus for this Chatper
45 Verified Questions
45 Flashcards
Source URL: https://quizplus.com/quiz/22978
Sample Questions
Q1) Explain the importance of marketing research in marketing decision making.
Q2) Identify a true statement about online focus groups.
A)They incur high costs.
B)They have narrow geographic scope.
C)They are accessible.
D)They have low participation rates.
Q3) In the context of web community research, all community interaction takes place on a custom-designed website.
A)True
B)False
Q4) The diagnostic role of marketing research includes gathering and presenting factual statements.
A)True
B)False
Q5) In the context of marketing research projects, the research design specifies: A)how and when data will be gathered.
B)which management decision problem needs to be solved.
C)what modifications should to be made to the approved project budget.
D)how employees are to be motivated.
Q6) Briefly discuss probability samples and nonprobability samples.
Page 11
To view all questions and flashcards with answers, click on the resource link above.
Chapter 10: Product Concepts
Available Study Resources on Quizplus for this Chatper
65 Verified Questions
65 Flashcards
Source URL: https://quizplus.com/quiz/22979
Sample Questions
Q1) An implied warranty is a written guarantee that the good or service is fit for the purpose for which it was sold.
A)True
B)False
Q2) _____ occurs when two brands receiving equal treatment borrow from each other's brand equity.
A)Ingredient branding
B)Cooperative branding
C)Complementary branding
D)Family branding
Q3) A _____ is not possible when a brand name has a negative or vulgar connotation in the local language.
A)adaptations and modifications strategy
B)one-brand-name strategy
C)different brand names in different market strategy
D)product line contraction strategy
Q4) Salespeople actively seek leads to potential buyers to sell unsought products.
A)True
B)False
Q5) Discuss the concept of planned obsolescence.
Page 12
To view all questions and flashcards with answers, click on the resource link above.
Chapter 11: Developing and Managing Products
Available Study Resources on Quizplus for this Chatper
54 Verified Questions
54 Flashcards
Source URL: https://quizplus.com/quiz/22980
Sample Questions
Q1) Jenny, the owner of an ice cream parlor, has been experimenting with different flavors to create a new exotic ice cream for her customers. After much deliberation and many tests, she decides to market the new Beet Cake with Black Walnut variant. In this scenario, the chosen ice cream flavor has entered the _____ stage of the new-product development process.
A)business analysis
B)development
C)test marketing
D)commercialization
Q2) In the context of diffusion of innovation, the dominant value of laggards is _____.
A)skepticism
B)deliberateness
C)adventure
D)tradition
Q3) In the context of diffusion of innovation, a dominant characteristic of innovators is tradition.
A)True
B)False
Q4) Explain the differences between innovators and early adopters.
To view all questions and flashcards with answers, click on the resource link above. Page 13
Chapter 12: Services and Nonprofit Organization Marketing
Available Study Resources on Quizplus for this Chatper
61 Verified Questions
61 Flashcards
Source URL: https://quizplus.com/quiz/22981
Sample Questions
Q1) Unlike a commercial advertiser, the sponsor of a public service advertisement pays for the time and space.
A)True
B)False
Q2) Nonprofit organization marketing is the effort by nonprofit organizations to compete with private-sector organizations by providing better customer services and gaining customer loyalty.
A)True
B)False
Q3) Which of the following is the most important factor that influences the distribution strategy of a time-dependent service provider?
A)Scheduling
B)Tangible cues
C)Price bundling
D)Customization
Q4) Service quality is easier to define and measure than the quality of tangible goods.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.
Page 14
Chapter 13: Supply Chain Management and Marketing Channels
Available Study Resources on Quizplus for this Chatper
72 Verified Questions
72 Flashcards
Source URL: https://quizplus.com/quiz/22982
Sample Questions
Q1) Which of the following is a similarity between merchant wholesalers and retailers?
A)Both provide form utility.
B)Both take title to products in the marketing channel.
C)Both have little input into the terms of sale of a product.
D)Both get a fee or commission based on sales volume.
Q2) A common misconception surrounding both environmental and social sustainability is that their practice increases supply chain costs disproportionately, and therefore should be enacted only when business leaders are willing to act altruistically or for the purposes of good public.
A)True
B)False
Q3) What are the disadvantages of globalizing a company's supply chain?
Q4) Warehouse space is an example of a third-party logistics company product. A)True
B)False
Q5) Explain the product factors that affect the selection of a distribution channel.
Q6) What is a supply chain orientation? Describe the five characteristics of supply chain-oriented firms.
Page 15
Q7) Briefly explain the emerging distribution channel structures with examples.
To view all questions and flashcards with answers, click on the resource link above.
Chapter 14: Retailing
Available Study Resources on Quizplus for this Chatper
51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/22983
Sample Questions
Q1) _____ represents all the activities directly related to the sale of goods and services to the ultimate consumer for personal, nonbusiness use.
A)Product development
B)Production
C)Retailing
D)Manufacturing
Q2) A _____ is a discount store that carries a vast depth and breadth of product within a single product category.
A)supercenter
B)specialty discount store
C)warehouse club
D)full-line discount store
Q3) Higher prices often indicate a level of exploitation that weakens the prestigious image of retailers.
A)True
B)False
Q4) Briefly explain the actions a retailer should take to address retail product/service failures.
Q5) What is brand cannibalization? Why is it dangerous to the retailer?
To view all questions and flashcards with answers, click on the resource link above. Page 16
Chapter 15: Marketing Communications
Available Study Resources on Quizplus for this Chatper
60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/22984
Sample Questions
Q1) A company that offers the same services as its competition has a competitive advantage.
A)True
B)False
Q2) Which of the following statements is a difference between paid media and earned media?
A)Paid media is based on the traditional advertising model, whereas earned media is based on a publicity or public relations model.
B)Paid media gets people to talk about the brand, whereas earned media requires a brand to purchase media space.
C)Paid media uses media coverage through word of mouth, whereas earned media uses display advertising on websites for promotion.
D)Paid media is created when people talk and share content on social media, whereas earned media includes radio or newspaper advertising.
Q3) Social media rely on the repetition of the brand message.
A)True
B)False
Q4) Briefly explain the AIDA model.
To view all questions and flashcards with answers, click on the resource link above. Page 17
Chapter 16: Advertising, Public Relations, and Sales Promotion
Available Study Resources on Quizplus for this Chatper
66 Verified Questions
66 Flashcards
Source URL: https://quizplus.com/quiz/22985
Sample Questions
Q1) If an advertiser wants to enhance the sales of a specific good or service, _____ should be used.
A)institutional advertising
B)product advertising
C)corporate advertising
D)advocacy advertising
Q2) In the context of campaign evaluation, testing ad effectiveness can be done only after the advertising campaign is over.
A)True
B)False
Q3) _____ is the ability of an advertising medium to reach a precisely defined market.
A)Audience selectivity
B)Target sensitivity
C)Projection efficiency
D)Target efficiency
Q4) People who buy the same product most or all of the time are brand switchers.
A)True
B)False
Page 18
Q5) Explain how online games are used for advertising.
To view all questions and flashcards with answers, click on the resource link above.
Chapter 17: Personal Selling and Sales Management
Available Study Resources on Quizplus for this Chatper
40 Verified Questions
40 Flashcards
Source URL: https://quizplus.com/quiz/22986
Sample Questions
Q1) Laelle Inc., a leading manufacturer of industrial air conditioners, has developed a new air conditioner with high cooling capacity. To identify potential clients who will be interested in the new air conditioner, the company has sent out pamphlets to many firms along with its contact details for anyone interested. This scenario illustrates _____.
A)needs assessment
B)lead generation
C)sales presentation
D)knowledge management
Q2) Maggie's Apparel Inc. manufactures apparel for men and women. It calls on other retailers to sell its products. The salespeople at Maggie's Apparel also travel to its customers' locations to finalize sales deals. In this scenario, the salespeople at Maggie's Apparel are _____.
A)business-focused salespeople
B)consumer-focused salespeople
C)opinion leaders
D)late adopters
Q3) A good salesperson perceives objections as a hindrance to the purchase decision.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.
Page 19
Chapter 18: Social Media and Marketing
Available Study Resources on Quizplus for this Chatper
50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/22987
Sample Questions
Q1) Distinguish between owned media and earned media with examples.
Q2) Marla, a 55-year-old woman, needs to move out of town. She wants to connect with some of her old school friends and stay in touch with her ex-colleagues. In this case, which of the following is Marla most likely to use for this purpose?
A)SoundCloud
B)YouTube
C)Facebook
D)Flickr
Q3) Social media provide more sophisticated methods of measuring how marketers meet and interact with consumers than traditional advertising does.
A)True
B)False
Q4) The benefits of social media can be easily measured.
A)True
B)False
Q5) Review sites lack the scope for two-way interaction between marketers and consumers.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 20
Chapter 19: Pricing Concepts
Available Study Resources on Quizplus for this Chatper
88 Verified Questions
88 Flashcards
Source URL: https://quizplus.com/quiz/22988
Sample Questions
Q1) Discuss how shopping bots help consumers with their purchase decisions.
Q2) A _____ is a price reduction offered to a consumer, an industrial user, or a marketing intermediary in return for prompt payment of a bill.
A)cash discount
B)quantity discount
C)functional discount
D)seasonal discount
Q3) A firm can charge different prices to different customers if the prices represent manufacturing or quantity discount savings.
A)True
B)False
Q4) _____ is sometimes called a "market-plus" approach to pricing because it denotes a high price relative to the prices of competing products.
A)Price skimming
B)Price fixing
C)Status quo pricing
D)Bait-and-switch pricing
Q5) Briefly explain how distribution strategy acts as a determinant of price.
To view all questions and flashcards with answers, click on the resource link above. Page 21