Sales and Marketing Chapter Exam Questions
Course Introduction
This course explores the fundamental concepts and practices of sales and marketing, providing students with the knowledge and skills required to succeed in todays competitive business environment. Topics include market analysis, consumer behavior, sales strategies, brand management, digital marketing, and the integration of sales and marketing functions. Through case studies and practical assignments, students will develop techniques for identifying target markets, building customer relationships, creating effective sales presentations, and measuring marketing effectiveness. By the end of the course, participants will have a comprehensive understanding of how sales and marketing work together to drive organizational growth and brand success.
Recommended Textbook
Essentials of Marketing 16th Edition by William Perreault Jr
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19 Chapters
5606 Verified Questions
5606 Flashcards
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Chapter 1: Marketings Value to Consumers, Firms, and Society
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387 Verified Questions
387 Flashcards
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Sample Questions
Q1) Myra Martinez was just named Treasure Island,Inc.'s marketing manager-with responsibilities for short-run policy planning of the firm's advertising,sales,marketing research,purchasing,and distribution efforts.Treasure Island is operating in the ________ era.
A)market-oriented
B)production
C)marketing department
D)marketing company
E)sales
Answer: C
Q2) In a command economy,the individual decisions of many producers and consumers make the macro-level decisions for the whole economy.
A)True
B)False
Answer: False
Q3) Gun control is an example of the micro-macro dilemma.
A)True
B)False
Answer: True
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Chapter 2: Marketing Strategy Planning
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Sample Questions
Q1) A marketing plan
A)is just another term for "marketing strategy."
B)consists of several "marketing programs."
C)includes the time-related details for carrying out a marketing strategy.
D)is a strategy without all the operational decisions.
E)ignores implementation and control details.
Answer: C
Q2) The customer should not be considered part of a "marketing mix."
A)True
B)False
Answer: True
Q3) Because companies are likely to be most familiar with their own operations,________ opportunities are usually the easiest to pursue.
A)market penetration
B)product development
C)market development
D)diversification
E)All of these are equally easy.
Answer: A
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Page 4
Chapter 3: Evaluating Opportunities in the Changing
Market Environment
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330 Flashcards
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Sample Questions
Q1) The GE "stoplight" evaluation method is a very objective approach because GE feels there are too many possible errors if it tries to use subjective criteria for judging "attractiveness" or "strength."
A)True
B)False
Answer: False
Q2) Evaluating opportunities in international markets is uniquely challenging for managers because
A)international variables are confusing and unfamiliar to outsiders.
B)there are so many opportunities from which to choose.
C)marketing in other countries is entirely different from marketing in a domestic setting.
D)international consumers rarely share the same needs.
E)other nations do not welcome foreign businesses.
Answer: A
Q3) Attractive opportunities should make use of a firm's resources and its unique strengths.
A)True
B)False
Answer: True
Page 5
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Chapter 4: Focusing Marketing Strategy With Segmentation and Positioning
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Sample Questions
Q1) Which of the following is NOT likely to be a part of the segmenting step in market segmentation?
A)looking for similarities rather than basic differences in needs
B)naming a broad product-market of interest to the firm
C)clustering people with similar needs into a "market segment"
D)determining an appropriate number of segments
E)aggregating individual customers into market segments
Q2) Which of the following statements about market-oriented strategy planning is true?
A)Segmenters aim at more heterogeneous markets than combiners.
B)Both "segmenters" and "combiners" can be target marketers.
C)All segmenters follow the single target market approach.
D)Combiners follow a mass marketing strategy.
E)Most combiners follow a substantial market approach.
Q3) A generic market description should NOT include
A)customer needs.
B)geographic area.
C)product type.
D)customer types.
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Chapter 5: Final Consumers and Their Buying Behavior
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350 Flashcards
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Sample Questions
Q1) Attitudes are very good predictors of intention to buy.
A)True
B)False
Q2) More than 600,000 loyal customers signed up in advance to purchase the iPhone 8 in an Apple store the first day it was available for sale in the U.S.What type of response behavior were these Apple followers demonstrating?
A)low-involvement buying
B)limited problem solving
C)extensive problem solving
D)routinized response
E)dissonance response
Q3) Which of the following observations about reference groups is FALSE?
A)Reference groups are people to whom an individual looks when forming attitudes about a particular topic.
B)An individual usually has a single reference group for all topics.
C)An individual may make buying decisions based on what the group thinks.
D)Reference group influence is stronger for products that others "see."
E)Reference group influence is stronger for products that relate to status in the group.
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Chapter 6: Business and Organizational Customers and Their Buying Behavior
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Sample Questions
Q1) Buyers with ________ see their role as being "purchasing agents for their target customers."
A)manufacturers
B)government agencies
C)service firms
D)nonprofits
E)retailers and wholesalers
Q2) A specialist within a company who is responsible for all of the company's major purchases may be called all of the following EXCEPT
A)supply manager.
B)procurement officer.
C)buyer.
D)salesperson.
E)purchasing agent.
Q3) Purchasing managers rely on Internet ________ to quickly identify new suppliers.
A)procurement engines
B)online communities
C)purchasing sites
D)search engines
E)commercial ads
Page 8
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Chapter 7: Improving Decisions With Marketing Information
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Sample Questions
Q1) Which of the following is NOT likely to be included in a research proposal?
A)how long the research will take
B)preliminary recommendations on how to solve the problem
C)information about what the research will cost
D)a description of what data will be collected
E)a description of how data will be collected
Q2) Secondary data
A)may provide some background but never provide the answer.
B)consist of information that has been collected already.
C)are rarely available and are expensive.
D)are specifically collected to solve a current problem.
E)can be in the form of online surveys or observations.
Q3) Focus group interviews are a form of quantitative research.
A)True
B)False
Q4) The response rate to a survey affects
A)who is in the population for a marketing research study.
B)whether a statistical package can be used to analyze the data.
C)how representative the sample is.
D)All these answers are correct.
Page 9
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Chapter 8: Elements of Product Planning for Goods and Services
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Sample Questions
Q1) Branding includes the use of trademarks and brand names to identify a product.
A)True
B)False
Q2) Firms' offers of a service guarantee
A)can be effective in creating repeat customers.
B)are the same as offering a warranty.
C)can be inexpensive if employees are apathetic.
D)are becoming less common.
E)can cover a term of at least five years.
Q3) For dieters,the highest quality potato chips are probably
A)chips made from all natural ingredients.
B)the chips with the best flavor.
C)Gourmet Cape Cod Kettle Chips.
D)chips that are low in fat and calories.
E)Lay's brand potato chips.
Q4) Despite the different levels of brand familiarity,brands generally have only one set of target customers.
A)True
B)False
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Chapter 9: Product Management and New-Product Development
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Sample Questions
Q1) A good marketing manager knows that
A)a fashion is the currently accepted or popular style.
B)the faster fashions change,the harder marketing strategy planning is.
C)modern technology affects the speed of fashion change.
D)a fad is even more short-lived than a fashion.
E)All these answers are correct.
Q2) A court rules that a fast-food restaurant has a legal obligation to pay damages to a family whose child was injured when it swallowed an unsafe toy that came in a kids' meal box.Such a legal obligation is called
A)consumer compensation.
B)product liability.
C)consumer protection.
D)product quality assurance.
E)product pleasing.
Q3) Industry profits usually decline steadily during the market maturity stage of the product life cycle.
A)True
B)False
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Chapter 10: Place and Development of Channel Systems
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313 Flashcards
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Sample Questions
Q1) A publisher of photography books finds that it is cost-effective to print 10,000 or more at a time.But a bookstore orders only a few copies of each book,since its customers want to select from a wide variety.This example shows
A)why discrepancies of quantity occur.
B)why both discrepancies of quantity and discrepancies of assortment occur.
C)neither discrepancies of assortment nor discrepancies of quantity.
D)why discrepancies of assortment occur.
E)multichannel distribution.
Q2) Licensing,in international marketing,
A)refers to foreign intermediaries agreeing to sell products produced in this country.
B)requires a producer to pay a licensing fee to the country where it wants to sell its products.
C)increases the risk that a company's production facilities will be taken over by the foreign country.
D)means a company selling the right to use a process,trademark,patent,or other right for a fee or royalty.
E)None of these answers is correct.
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Page 12
Chapter 11: Distribution Customer Service and Logistics
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230 Flashcards
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Sample Questions
Q1) Inventory is the amount of goods being stored.
A)True
B)False
Q2) At least ________ percent of all freight shipped in the United States moves by truck at least part of the way from producer to user.
A)20
B)75
C)15
D)5
E)10
Q3) PD service levels may be affected by the time taken to enter and process orders,but not by backorder procedures.
A)True
B)False
Q4) The physical distribution concept focuses on lower costs and better service to increase customer value.
A)True
B)False
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Page 13
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) When a supermarket manager decides to offer online ordering at the store's website,what is the decision about?
A)Product
B)Place
C)Promotion
D)Price
E)Production
Q3) The majority of all retail stores in the U.S.have annual average sales of less than $1 million.
A)True
B)False
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Chapter 13: Promotionintroduction to Integrated Marketing Communications
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312 Verified Questions
312 Flashcards
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Sample Questions
Q1) A potential customer watches a TV ad for the new BMW 7-series sedan during the highly-rated Academy Awards program.In the traditional communication model,the TV is the
A)source.
B)message channel.
C)receiver.
D)encoder.
E)decoder.
Q2) The most common criticisms of promotion relate to A)celebrity endorsements.
B)publicity videos.
C)online reviews.
D)exaggerated claims.
E)promotional contests.
Q3) The pushing approach recognizes the value of cooperation among firms in a distribution channel.
A)True
B)False
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Chapter 14: Personal Selling and Customer Service
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303 Flashcards
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Sample Questions
Q1) A salesperson who completes routine sales made regularly to target customers is an order taker.
A)True
B)False
Q2) Personal selling techniques vary little from country to country.
A)True
B)False
Q3) A salesperson who seeks possible buyers with a well-organized sales presentation designed to sell a good,service,or idea is called a(n)
A)influencer.
B)order getter.
C)order taker.
D)order generator.
E)gatekeeper.
Q4) The job description should provide clear guidelines concerning (1)who should be selected, (2)how they are trained, (3)how well they are performing,and (4)how they should be paid.
A)True
B)False
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Chapter 15: Advertising and Sales Promotion
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Sample Questions
Q1) The largest share of total advertising expenditures in the United States goes for newspaper advertising.
A)True
B)False
Q2) To evaluate the effectiveness of advertising,it's better to rely on the judgment of the creative people in ad agencies than to rely on the results of advertising research.
A)True
B)False
Q3) Sales promotion directed at employees is especially popular with service-oriented firms.
A)True
B)False
Q4) Which of the following is the best example of a B2B sales promotion?
A)a trade show exhibit
B)employee bonuses
C)training intermediary salespeople
D)customer loyalty cards
E)a sales meeting at a fancy resort
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Page 17
Chapter 16: Publicity: Promotion Using Earned Media, Owned
Media, and Social Media
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Sample Questions
Q1) Brandon,after using a newly-introduced shaving lotion,expresses his dissatisfaction with the product on his Facebook page.This gets attention from his friends,who now do not want to try the product.What is Brandon's role in this scenario?
A)opinion leader
B)blogger
C)intermediary
D)market researcher
E)product tester
Q2) Which statement about the role of white papers in business solutions is true?
A)They help a customer solve a problem without promoting a particular company's products.
B)They are regularly updated websites,written in an informal and conversational style.
C)They have the promotional objectives of brand positioning.
D)They directly address a customer's needs by minimizing click-away.
E)They are very effective in building customers' trust when a subjective tone is used.
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18
Chapter 17: Pricing Objectives and Policies
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Sample Questions
Q1) The Robinson-Patman Act does permit some price differences but they must be based on
A)cost differences.
B)the need to make profits.
C)accounting practices.
D)cartel requirements.
E)conscious parallel action.
Q2) The ________ bans "unfair or deceptive acts in commerce."
A)Wheeler Lea Amendment
B)Trade Name Amendment
C)Excessive Bail Act
D)Excessive Punishment Act
E)Emblems Act
Q3) Trying to sell a firm's new product to a large market at one low price is known as
A)a skimming price policy.
B)introductory price dealing.
C)nonprice competition.
D)a penetration pricing policy.
E)a flexible-pricing policy.
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Page 19
Chapter 18: Price Setting in the Business World
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Sample Questions
Q1) The stockturn rate is the number of times the average inventory must turn over to make a profit in a given year.
A)True
B)False
Q2) Retailers of which of the following products would likely have the highest stockturn rate?
A)furniture
B)women's clothing
C)hardware
D)fresh seafood
E)bowling balls
Q3) Alex's Knot Shop prices its ties at $5 intervals from $10 to $25 because most customers find these prices appealing and easier to compare.This is
A)prestige pricing.
B)penetration pricing.
C)price lining.
D)odd-even pricing.
E)value in use pricing.
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Chapter 19: Ethical Marketing in a Consumer-Oriented
World: Appraisal and Challenges
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Sample Questions
Q1) A market-directed economic system implies that
A)society lacks both political and economic freedom.
B)people have political freedom,but economic objectives are determined by the government.
C)political freedom and economic freedom go hand in hand.
D)the needs of consumers are not part of marketing objectives.
E)very little importance is attached to customer satisfaction.
Q2) Which section of a formal marketing plan for a new product is most directly related to deciding the markup chain in the channel of distribution for a new product?
A)Packaging
B)Customer Analysis
C)Price
D)Implementation and Control
E)Place
Q3) Firms can manipulate consumers to buy anything the company chooses to produce.
A)True
B)False
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