Principles of Marketing Mock Exam
Course Introduction
Principles of Marketing introduces students to the fundamental concepts, strategies, and practices that drive successful marketing in todays dynamic business environment. The course explores key topics such as market segmentation, consumer behavior, product development, pricing strategies, promotion, distribution, and the role of digital technologies in marketing. Emphasis is placed on understanding how organizations identify and meet customer needs, create value, and build strong customer relationships while considering ethical, social, and global influences. Through real-world examples and case studies, students gain the foundational knowledge required to develop effective marketing strategies and make informed decisions in a variety of organizational contexts.
Recommended Textbook
Essentials of Marketing A Marketing Strategy Planning Approach 14th Edition by Perreault
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Chapter 1: Marketings Value to Consumers, Firms, and Society
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Sample Questions
Q1) Customer value typically would NOT be impacted by a marketing manager's decisions concerning:
A) product.
B) place.
C) promotion.
D) price.
E) Any of these might impact customer value.
Answer: E
Q2) Until recently, good PC software for producing digital videos was not available, but was much in demand by businesses. The first companies to produce a specific type of program had good sales even though they did little promotion and their programs were not "user-friendly." It seems that many of these "innovators" operated as if they were in the:
A) simple trade era.
B) marketing department era.
C) sales era.
D) marketing company era.
E) production era.
Answer: E
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Chapter 2: Marketing Strategy Planning
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Sample Questions
Q1) The text's "Toddler University" example shows that:
A) parents are not price sensitive when it comes to assuring that their kids will get a good college education.
B) the needs of a target market determine the nature of the appropriate marketing mix.
C) a small producer can't compete effectively against large competitors.
D) in the long run, a firm cannot make a profit without its own production facilities.
E) All of these are true.
Answer: B
Q2) The three basic jobs in the marketing management process are planning, implementation, and control.
A)True
B)False
Answer: True
Q3) A marketing plan and a marketing strategy mean the same thing.
A)True
B)False
Answer: False
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Chapter 3: Evaluating Opportunities in the Changing Market Environment
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Sample Questions
Q1) As of 2011, which one of the following countries does not have more than 80% of its population using the Internet?
A) Norway
B) Germany
C) United States
D) Finland
E) All of these countries have more than 80% of its population using the Internet
Answer: C
Q2) Attractive opportunities should make use of a firm's resources and its unique strengths.
A)True
B)False
Answer: True
Q3) In the United States, the West and the South are growing faster than the Northeast and the North Central areas.
A)True
B)False
Answer: True
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Chapter 4: Focusing Marketing Strategy With Segmentation and Positioning
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Sample Questions
Q1) Customer relationship management (CRM) data is generally used by firms to:
A) reduce their focus on local customers.
B) treat all submarkets as a single huge market.
C) develop a prediction score for each customer.
D) limit the need for customization.
E) deliver the same marketing mix to all customer segments.
Q2) Clustering techniques
A) help sellers fine-tune the marketing effort with information from a detailed customer database.
B) establish how customers think about proposed or present brands in a market.
C) try to find similar patterns within sets of data.
D) group customers into heterogeneous segments.
E) use intuition and judgment to do what previously was done by computers.
Q3) CRM is a variation of the positioning approach.
A)True
B)False
Q4) A personality trait like moodiness is a good example of an "operational" segmenting dimension.
A)True
B)False
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Chapter 5: Final Consumers and Their Buying Behavior
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Sample Questions
Q1) Attitudes, Income and Opinions are the "AIO" variables used in lifestyle analysis.
A)True
B)False
Q2) Which of the following illustrates that time and surroundings are factors of the purchase situation that can greatly stimulate buying behavior?
A) Routine trip to grocery store
B) Using mass transit to and from work
C) Black Friday shopping
D) Buying online
E) Paying monthly cell phone bill
Q3) A _____ is a strong stimulus that encourages action to reduce or satisfy a need.
A) want
B) motivation
C) drive
D) desire
E) deed
Q4) Motivation theory suggests that only one need can be satisfied at a time.
A)True
B)False
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Chapter 6: Business and Organizational Customers and Their Buying Behavior
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Sample Questions
Q1) There are about 17 times as many service firms as manufacturing firms.
A)True
B)False
Q2) Radio Shack is an example of what type of organizational customer?
A) Retailer
B) Producer
C) Government
D) Nonprofit
E) Wholesaler
Q3) Rico Paving Contractors enters into a contract with Valley Supply for the purchase of 100 bags of cement per week for the next 16 weeks at a price of $15 per bag. The contract also includes a condition that allows prices to be revised if costs go up more than $1 per bag. This purchase involves
A) an indefinite delivery contract.
B) negotiated contract buying.
C) a good faith purchase.
D) cost reimbursement contracting.
E) price allocation purchasing.
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Chapter 7: Improving Decisions With Marketing Information
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Sample Questions
Q1) Marketing manager Carl Hammer looked through his marketing information system where he learned who was buying his product and where. He was looking at:
A) raw data.
B) information.
C) a marketing model.
D) big insights.
E) a knowledge network.
Q2) A typical cost for a focus group interview of 6 to 10 participants is about:
A) $1,000.
B) $2,000.
C) $3,000.
D) $4,000.
E) $5,000.
Q3) The percent of people contacted who complete a survey questionnaire is the:
A) response rate.
B) sample base unit (SBU) rate.
C) population rate.
D) sample rate.
E) hit rate.
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Chapter 8: Elements of Product Planning for Goods and Services
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Sample Questions
Q1) A product assortment is the set of all product lines and individual products that a firm sells.
A)True
B)False
Q2) Products which a consumer needs but isn't willing to spend much time shopping for are convenience products.
A)True
B)False
Q3) Which of the following is NOT a level of brand familiarity?
A) Brand nonexistence
B) Brand rejection
C) Brand nonrecognition
D) Brand preference
E) Brand insistence
Q4) Consumer products that offer truly new ideas that potential customers don't know about yet are new unsought products.
A)True
B)False
Page 10
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Chapter 9: Product Management and New-Product Development
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Sample Questions
Q1) Which stage of the product life cycle is the largest profit stage for companies?
A) Market Introduction
B) Market Maturity
C) Stagnation
D) Sales Decline
E) Market Growth
Q2) ____ refers to a commitment to constantly make things better one step at a time.
A) Just-In-Time
B) Ladder approach
C) Continuous improvement
D) Production focus
E) Sales orientation
Q3) A fad cycle is shorter than a fashion cycle.
A)True
B)False
Q4) The shape, length, and current stage of a product life cycle may vary depending:
A) on how the market is defined.
B) on the nature of the competition.
C) on the nature of the products involved.
D) All of these alternatives are correct.
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Chapter 10: Place and Development of Channel Systems
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Q1) Place decisions are easier to change in the short-run than Product, Price, and Promotion decisions.
A)True
B)False
Q2) "Discrepancies of assortment" means:
A) there are more producers than consumers.
B) consumers want more output than producers make.
C) the difference between the product lines the typical producer makes and the assortment wanted by final consumers or users.
D) there are more consumers than producers.
E) the difference between the quantity of products the typical producer makes and the quantity wanted by individual consumers.
Q3) In general, marketers that seek greater control over their marketing mixes in the international environment will:
A) hire more marketing managers.
B) invest more financial resources and take greater risks.
C) use intensive distribution.
D) choose to export or license.
E) set up traditional global channels.
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Chapter 11: Distribution Customer Service and Logistics
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Q1) In which of the following orders are activities most likely to be performed on goods arriving at a distribution center?
A) Sort into groups, retrieve from groups, stack on pallets, load for shipping
B) Put in long-term storage, retrieve from groups, stack on pallets, load for shipping
C) Sort into groups, put in long-term storage, retrieve from groups, load for shipping
D) Load for shipping, sort into groups, retrieve from groups, stack on pallets
E) Sort into groups, stack on pallets, load for shipping, retrieve from groups
Q2) For many physical goods, firms spend half or more of their total marketing dollars on physical distribution activities.
A)True
B)False
Q3) EDI was developed in response to which of the following problems?
A) Firms using different transportation modes
B) International telecommunication difficulties
C) Differences in order fulfillment processes
D) Computer system differences among firms
E) Differences in product output and quality levels
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Chapter 12: Retailers, Wholesalers, and Their Strategy Planning
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Sample Questions
Q1) A _____ is a type of conventional limited-line store that is usually small and has a distinct "personality."
A) general store
B) mass-merchandising shop
C) specialty shop
D) department store
E) hypermarket
Q2) A corporate chain:
A) Is formed by independent retailers that work together.
B) Is sponsored by a wholesaler.
C) Is formed when a firm owns and manages more than one store.
D) Involves franchisees that pay commissions and fees to the parent company.
E) None of these alternatives is correct for a corporate chain.
Q3) The major advantage of vending machine retailing is that the costs are low relative to the volume they sell.
A)True
B)False
Q4) Merchant wholesalers account for almost 85 percent of all wholesalers.
A)True
B)False
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Chapter 13: Promotion-Introduction to Integrated Marketing Communications
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Sample Questions
Q1) Budgeting for promotion expenditures by computing a percentage of past or expected sales:
A) is the most common method of setting the promotion budget.
B) is a complex method of budgeting.
C) will increase promotional expenditures when business is poor.
D) is especially suitable for new products.
E) none of these alternatives is correct.
Q2) When Southwest Airlines sends an e-mail to frequent-flier customers offering a special low price between selected cities if the plane ticket is purchased within the next four days, this is an example of:
A) direct marketing.
B) integration.
C) publicity.
D) indirect-response promotion.
E) mass selling.
Q3) Because publicity is "free," it is usually far less effective than advertising if the firm has a new message.
A)True
B)False
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Chapter 14: Personal Selling and Customer Service
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Q1) A salesperson in a large furniture outlet who earns 5 percent of the dollar sales she completes each month is on what type of compensation program?
A) Straight salary
B) Sales quota
C) Combination plan
D) Straight commission
E) Selling formula plan
Q2) Dow Chemical hires science and engineering graduates to explain the advantages of its products-and how to dispose of them in an environmentally friendly manner-to prospective customers. What type of salesperson is this?
A) Order getter
B) New-account salesperson
C) Order taker
D) Consultative salesperson
E) Technical specialist
Q3) Customer service reps are customer advocates, but they need company support.
A)True
B)False
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Chapter 15: Advertising, Publicity, and Sales Promotion
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Sample Questions
Q1) When personal computers were in the market introduction stage of their product life cycle, advertising had to help consumers understand why they needed to own a computer and what a computer could do. Now that personal computers are mature products and have wide acceptance among business and home users, the advertising is focused more on trying to get consumers to purchase a particular brand of computer. So, personal computer advertising used to be _______________ advertising in market introduction, but is now _______________ advertising in market maturity. A) comparative; pioneering B) pioneering; institutional C) competitive; pioneering D) pioneering; competitive E) comparative; reminder
Q2) Competitive advertising tries to develop selective demand for a specific brand. A)True
B)False
Q3) It is against the law for industrial buyers to accept promotion items from suppliers. A)True
B)False
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Chapter 16: Pricing Objectives and Policies
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Q1) _____ means setting a fair price level for a marketing mix that really gives the target market superior customer value.
A) Uniform pricing
B) Target pricing
C) Consumer surplus
D) Value pricing
E) Status quo pricing
Q2) The term "3/10, net 30" means that thirty percent of the face value of the invoice is due immediately, and that the rest must be paid within 30 days.
A)True
B)False
Q3) A value pricer tries to offer a target market the same marketing mix as competitors but with a below-the-market price.
A)True
B)False
Q4) Administered prices are prices agreed to by competing firms in a market.
A)True
B)False
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Chapter 17: Price Setting in the Business World
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Q1) Different firms in the same line of business are likely to use the same markup percent:
A) because they all want to have the same selling price.
B) because this is a government requirement.
C) because they are likely to have similar operating expenses.
D) because this is what is acceptable to manufacturers.
E) only if they are in pure competition.
Q2) The major weakness of "average-cost pricing" is that:
A) it ignores likely customer demand at different prices.
B) it usually leads to losses instead of profits.
C) it always results in a profit that is less than expected.
D) it is too hard for most managers to use.
E) All of these are major weaknesses of "average-cost pricing."
Q3) The idea that people will pay extra for "quality" and status is the idea behind A) price lining.
B) average cost approaches to pricing.
C) penetration skimming.
D) prestige pricing.
E) psychological pricing.
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Chapter 18: Ethical Marketing in a Consumer-Oriented
World: Appraisal and Challe
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Q1) Consumers-as well as business firms-should behave in a more socially responsible manner to improve the performance of our macro-marketing system.
A)True
B)False
Q2) Which of the 4Ps in the marketing mix is most directly related to the recruiting of wholesalers and retailers for a new product introduction?
A) Product
B) Place
C) Promotion
D) Price
Q3) Which of the 4Ps in the marketing mix is most directly related to the branding strategy for Apple's iPad?
A) Product
B) Place
C) Promotion
D) Price
Q4) Micro-marketing efforts help the economy grow by stimulating innovation.
A)True
B)False
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