Marketing Management Exam Practice Tests
Course Introduction
Marketing Management is a comprehensive course that explores the fundamental concepts, strategies, and practices involved in the effective management of marketing activities within organizations. The course covers essential topics such as market analysis, consumer behavior, segmentation and targeting, product development, pricing strategies, distribution channels, and promotional tactics. Students will learn how to develop marketing plans, analyze competitive environments, and apply strategic decision-making to achieve organizational goals. Emphasis is placed on both traditional and digital marketing tools, enabling students to adapt to the dynamic and evolving marketplace. Through case studies, real-world projects, and collaborative learning, students gain practical skills to drive value creation and organizational success.
Recommended Textbook
Business Marketing Connecting Strategy Relationships and Learning
Available Study Resources on Quizplus
16 Chapters
1280 Verified Questions
1280 Flashcards
Source URL: https://quizplus.com/study-set/3057
Page 2
4th Edition by F. Robert Dwyer
Chapter 1: Introduction to Business Marketing
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60706
Sample Questions
Q1) An original equipment manufacturer purchases products or services for its own final product.
A)True
B)False
Answer: True
Q2) A key raw material for technology-driven companies is:
A) MRO item
B) Personnel
C) Steel
D) Accessory equipment
E) Location
Answer: B
Q3) Ultimately,most demand is derived from government purchases such as arms sales.
A)True
B)False
Answer: False
Q4) Industrial distributors are organizations that purchase for consumption.
A)True
B)False
Answer: False
Page 3
To view all questions and flashcards with answers, click on the resource link above.
Chapter 2: The Character of Business Marketing
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60705
Sample Questions
Q1) Which term refers to the degree to which the interaction between buyer and seller yields them net payoffs in excess of some minimum level?
A) Commitment
B) Attraction
C) Elasticity
D) Expansion
E) Reciprocity
Answer: B
Q2) The relationship development process between business firms is similar in many ways to the courtship and marriage process.
A)True
B)False
Answer: True
Q3) A strategic partnership results when both buyers and sellers have strong interests in maintaining an ongoing exchange.
A)True
B)False
Answer: True
To view all questions and flashcards with answers, click on the resource link above. Page 4
Chapter 3: The Purchasing Function
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60704
Sample Questions
Q1) This involves the use of computer models to identify the most valuable suppliers and to identify purchasing opportunities.
A) Supply chain management
B) Strategic sourcing
C) Supplier relationship management
D) Value analysis
E) Electronic data interchange
Answer: C
Q2) Write a brief note on demand planning?
Answer: Demand planning is a strategy of attempting to influence demand for products and services made by your company so that the supply chain can be managed most efficiently.While demand planning is related to sales forecasting or simply determining what the company will sell,demand planning ties those forecasts back into strategically managing the sourcing of services and products needed in order to supply the demand.
Q3) The buy-phase model is essentially a version of the rational decision-making process.
A)True
B)False
Answer: True
To view all questions and flashcards with answers, click on the resource link above.
Page 5
Chapter 4: Organizational Buyer Behavior
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60703
Sample Questions
Q1) Getting as many people involved as possible in order to share the blame if things go wrong is an example of:
A) Self-efficacy
B) Offensive strategies
C) Company orientation
D) Defensive strategies
E) Self-orientation
Q2) One characteristic of buying centers is that members come and go.This characteristic is called:
A) Vertical dimension
B) Company orientation
C) Formalization
D) Time fragmentation
E) Horizontal dimension
Q3) Organizational buying theories emphasize how people make decisions when buying for their organization.
A)True
B)False
Q4) Compare and contrast financial risk,performance risk,and social risk?
Q5) Write a short note on time fragmentation?
To view all questions and flashcards with answers, click on the resource link above. Page 6
Chapter 5: Market Opportunities: Current and Potential
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60702
Sample Questions
Q1) In terms of focus groups,a(n)_____,an experienced professional,often with advanced behavioral science training,provides a brief icebreaker and general introduction to the topic and generally tries to let the group carry on the conversation.
A) Moderator
B) Broker
C) Facilitator
D) Arbitrator
E) Negotiator
Q2) Market estimates by this approach come from building up the materials or parts units needed in a specific application or from specific accounts.
A) Factoring
B) Positioning
C) Diversification
D) SWOT analysis
E) Scenario process
Q3) A "good" market segment is identifiable,accessible and substantial.
A)True
B)False
Q4) Compare and contrast scenarios and the buildup approach?
To view all questions and flashcards with answers, click on the resource link above. Page 7
Chapter 6: Marketing Strategy
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60701
Sample Questions
Q1) What is at the core of strategic soothsaying?
A) Flexibility and adaptability to compete in a changing environment, especially to preempt the moves of other players
B) Looking for advantages in the future, anticipating customer needs and building the strengths needed for future success
C) Disruption derives from the ability to move covertly and creatively in ways competitors do not anticipate
D) A true innovation practically destroys the previous business format, hence new distribution channels have the potential to shape new rules
E) Competitors should highly regard commitment to defend positions or penetrate markets
Q2) A firm disadvantaged on the cost side should continue to pursue business from a powerful buyer.
A)True
B)False
Q3) A market-oriented firm is difficult for competitors to spot easily.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 8
Chapter 7: Weaving Marketing Into the Fabric of the Firm
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60700
Sample Questions
Q1) If profitability is the supragoal,customer satisfaction becomes very important.
A)True
B)False
Q2) The process of developing new knowledge that has the potential to influence behavior is BEST described as:
A) A spanning process
B) A value network
C) Organizational learning
D) Strategic planning
E) Public relations
Q3) Known requisites are success requirements that have been identified by the firm.
A)True
B)False
Q4) A functional marketing structure works best when the firm is seeking to serve multiple,diverse markets.
A)True
B)False
Q5) Write a brief note on cognitive mapping.How does it aid marketing?
Q6) Write a brief note on internal partnering?
Q7) Compare and contrast scenarios and case studies?
To view all questions and flashcards with answers, click on the resource link above. Page 9
Chapter 8: Developing and Managing Offerings: What Do Customers
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60699
Sample Questions
Q1) In this stage of the product development process,information is gathered to determine development costs and time,potential sales,and other factors that influence whether the process should continue.
A) Beta testing
B) Idea generation
C) Specifying features
D) Product development
E) Screening and preliminary investigation
Q2) In terms of the QFD,the process characteristics step:
A) Can assess the performance of products
B) Implements the processes for monitoring the actual production process
C) Plans production of the product
D) Is completed with the aid of suppliers
E) Examines the manufacturing process
Q3) Innovative firms tend to focus on investment risk.
A)True
B)False
Q4) Write a short note on the keys to innovation?
Q6) Define beta testing.What are its disadvantages? Page 10
Q5) Write a short note on lead users.What are the advantages of being lead users?
To view all questions and flashcards with answers, click on the resource link above. Page 11
Chapter 9: Business Marketing Channels: Partnerships for
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60698
Sample Questions
Q1) Intermediaries specialize in certain functions and therefore can perform activities cheaper and better than a vertically integrated firm.
A)True
B)False
Q2) Channel functions can be shifted between buyers and members of the channel.
A)True
B)False
Q3) In terms of marketing channels,which of the following statements is false?
A) Physical distribution tasks are the only ones performed by a channel system
B) Business marketing channels are systems designed to close numerous gaps between the manufacture and use of products
C) Channel intermediaries are organizations that facilitate the transfer of title between the producer and user of a product
D) Adding an intermediary can reduce the number of transactions in a system
E) Channels can affect the efficiency of buying and selling
Q4) Full-function wholesalers are firms that provide no buyer financing or delivery.
A)True
B)False
Q5) Compare and contrast traditional legitimate power and legal legitimate power?
To view all questions and flashcards with answers, click on the resource link above. Page 12
Chapter 10: Creating Customer Dialogue
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60697
Sample Questions
Q1) In this step of the CRM process,a strategy is designed,which involves multiple channels such as direct mail,e-mail,print advertising,trade shows and even field sales efforts.
A) Profile the market
B) Forecast market and business needs
C) Design communication strategy
D) Specify implementation strategy
E) Evaluate customer wants
Q2) IMC is strategic,two-way communication targeted to specific customers and their needs,all coordinated through a variety of media.
A)True
B)False
Q3) CRM systems provide routine reports on orders,sales,returns,inquiries and website visits.
A)True
B)False
Q4) Business customers do not like or use,any form of telemarketing.
A)True
B)False
Q5) Compare and contrast search engine marketing and search engine optimization?
Page 13
To view all questions and flashcards with answers, click on the resource link above.
Chapter 11: Communicating Via Advertising, trade Shows and PR
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60696
Sample Questions
Q1) Which of the following statements about business marketers/ marketing is true?
A) Business marketers typically create exciting advertising
B) Business advertising fails to connect with buyers
C) Business advertising typically has too little information
D) Business marketers typically create engaging advertising
E) Business advertising connects with customers
Q2) This is a brief memo or report containing news information,such as the announcement of a new product,award or change in management.
A) Fact sheet
B) Press kit
C) News article
D) Trade publication
E) News release
Q3) Circulation audits are used to verify:
A) CPM estimates
B) The readership of trade magazines
C) Ad agency fees
D) The viability of the firm's audit department
E) Sales made
Q4) Compare and contrast the two elements of advertising strategy?
To view all questions and flashcards with answers, click on the resource link above. Page 14
Chapter 12: The One to One Media
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60695
Sample Questions
Q1) The telephone is superior to direct mail with regard to:
A) Relevance
B) Vividness
C) Dialogue
D) Detail
E) Cost
Q2) In every situation,direct mail can provide a product demonstration.
A)True
B)False
Q3) Stable markets,limited selling capacity and high-cost-per-sales-call situations require loose lead strategies.
A)True
B)False
Q4) Direct mail can be used to sell to dealers or other influencers.
A)True
B)False
Q5) What are lists?
Q6) Justify the description of the Internet and e-commerce as "direct mail on steroids"?
Q7) Briefly describe the versatility of the telephone as a tool of direct marketing?
Page 15
To view all questions and flashcards with answers, click on the resource link above.
Chapter 13: Sales and Sales Management
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60694
Sample Questions
Q1) Which of the following types of accounts are assigned to one of the firm's sales executives with no commissions paid to anyone?
A) Key accounts
B) House accounts
C) Strategic accounts
D) Global accounts
E) Harvested accounts
Q2) Why do most firms use some form of combination compensation plans?
Q3) _____ are most likely to employ a line-and-staff organization.
A) Product specialists
B) Geographically structured sales forces
C) Matrix sales team
D) Customer focused team
E) Multilevel sales teams
Q4) How is sales force productivity measured? How would you classify customer satisfaction and why might this factor account for as much as 40 percent of total compensation?
Q5) Differentiate between full-line selling,full-line forcing,and cross selling?
Q6) Explain the three middle stages of a strategic partnership?
Page 16
To view all questions and flashcards with answers, click on the resource link above.
Chapter 14: Pricing and Negotiating for Value
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60693
Sample Questions
Q1) According to the Robinson-Patman Act,illegal price discrimination:
A) Results whenever the firm fails to maintain strict per unit prices in all markets
B) Occurs when different prices are charged for different products
C) Occurs when competition is adversely affected
D) Can only occur among firms that distribute products nationwide
E) Occurs when there are price differences based on quantity purchased
Q2) Compare and contrast "pull" and "push" strategies?
Q3) Which of the following is NOT a function of the pricing strategy?
A) Incorporating channel intermediary prices
B) Incorporating channel intermediary costs
C) Incorporating channel intermediary margins
D) Indirect management of channel prices
E) Direct management of reseller prices
Q4) Generally,the firm will earn its greatest profits at the price and quantity dictated by the intersection of total cost and total revenue.
A)True
B)False
Q5) What is price? What are its determinants?
Q6) Explain oligopolies using the economic model?
Page 17
To view all questions and flashcards with answers, click on the resource link above.
Chapter 15: Evaluating Marketing Efforts
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60692
Sample Questions
Q1) _____ is incorrectly believed to be a form of experimentation.
A) Reporting
B) Target setting
C) Benchmarking
D) Tolerance
E) Tinkering
Q2) This type of variance is caused by uncontrollable and unidentified causes.
A) Systematic variance
B) Tinkering
C) Deviation variance
D) Random variance
E) Data variance
Q3) Briefly describe the characteristics of data that help and hinder the marketer's decision-making efforts?
Q4) Which are the types of variances that are within the manager's control?
A) Systematic and external sources
B) Random and external sources
C) Tinkering and systematic sources of variance
D) External and random sources
E) Tinkering and external sources
To view all questions and flashcards with answers, click on the resource link above. Page 18
Chapter 16: Customer Retention and Maximization
Available Study Resources on Quizplus for this Chatper
80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/60691
Sample Questions
Q1) Differentiating the offering on dimensions that forge structural ties and create exit barriers will tend to move the relationship toward the:
A) Lost-for-good variety
B) Always-a-share variety
C) Marginal variety
D) Average variety
E) Never a share variety
Q2) Which of the following communication channels should typically be used to negotiate production commitments?
A) Telephone
B) Fax
C) E-mail
D) Business letter
E) Face-to-face
Q3) Why has customer retention become one of the most critical factors in the survival/profitability of the modern firm?
Q4) Modularity means the system is composed of distinct subsystems or components.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 19