Sales and Marketing Practice Questions
Course Introduction
This course provides an in-depth introduction to the principles and practices of sales and marketing, focusing on the key strategies organizations use to create, communicate, and deliver value to customers. Students will explore the marketing mix, consumer behavior, sales techniques, relationship building, market segmentation, branding, and digital marketing tools. Through case studies and real-world examples, learners will develop practical skills to design marketing campaigns, manage sales processes, and evaluate market trends, preparing them for roles in business development, marketing, and sales management.
Recommended Textbook
Marketing 2014 17th Edition by William M. Pride O. C. Ferrell
Available Study Resources on Quizplus
21 Chapters
3942 Verified Questions
3942 Flashcards
Source URL: https://quizplus.com/study-set/1313
Page 2
Chapter 1: An Overview of Strategic Marketing
Available Study Resources on Quizplus for this Chatper
164 Verified Questions
164 Flashcards
Source URL: https://quizplus.com/quiz/26140
Sample Questions
Q1) Target markets can be people who buy the product but do not necessarily use the product.
A)True
B)False
Answer: True
Q2) Marketing activities
A)are aimed at persuading customers through advertising.
B)involve mainly distribution and promotion decisions.
C)and selling activities are basically the same.
D)are important only when a firm is developing new products or entering new markets.
E)help sell an organization's products and generate financial resources for the firm.
Answer: E
Q3) The marketing concept is a management philosophy,not a second definition of marketing.
A)True
B)False
Answer: True
To view all questions and flashcards with answers, click on the resource link above.
Page 3
Chapter 2: Planning, Implementing, and Evaluating Marketing Strategies
Available Study Resources on Quizplus for this Chatper
153 Verified Questions
153 Flashcards
Source URL: https://quizplus.com/quiz/26141
Sample Questions
Q1) Marketing strategies should be established before marketing objectives are decided. A)True
B)False Answer: False
Q2) A core competency is something a firm does extremely well-sometimes so well that it gives the company an advantage over its competition.
A)True
B)False Answer: True
Q3) Kraft purchased the Duracell Battery Company and now operates this division as a separate profit center within the firm.In this example,Duracell is a(n)____ unit of Kraft.
A)strategic business
B)marketing
C)dependent
D)independent
E)corporate
Answer: A
To view all questions and flashcards with answers, click on the resource link above.
Page 4
Chapter 3: The Marketing Environment
Available Study Resources on Quizplus for this Chatper
189 Verified Questions
189 Flashcards
Source URL: https://quizplus.com/quiz/26142
Sample Questions
Q1) The Lazy-Boy Furniture Company collects information about a wide variety of competitive,economic,political,legal and regulatory,technological,and sociocultural forces that affect its marketing activities.This process is called
A)environmental scanning.
B)survey of environment.
C)marketing.
D)environmental analysis.
E)marketing information processing.
Answer: A
Q2) Consumer protection legislation deals with all of the following legal concerns except A)consumer safety.
B)sale of hazardous products.
C)monopolistic practices.
D)information disclosure.
E)health claims on food packages.
Answer: C
Q3) Explain the difference between procompetitive legislation and consumer protection laws.
Answer: No Ans
To view all questions and flashcards with answers, click on the resource link above.
Page 5
Chapter 4: Social Responsibility and Ethics in Marketing
Available Study Resources on Quizplus for this Chatper
181 Verified Questions
181 Flashcards
Source URL: https://quizplus.com/quiz/26143
Sample Questions
Q1) If other persons within an organization approve of an activity and the activity is legal but not customary in the industry,the activity is probably both ethical and socially responsible.
A)True
B)False
Q2) What are some ways to determine if an activity is ethical or socially responsible?
Q3) Which of the following statements about social responsibility is correct?
A)Social responsibility dimensions do not include philanthropic concerns.
B)Social responsibility does not deal with the total effect of all marketing decisions on society.
C)Social responsibility refers to a company's obligation to maximize its positive impact and minimize its negative impact on society.
D)Social responsibility dimensions do not include economic concerns.
E)Social responsibility refers to principles and standards that define acceptable conduct in marketing as determined by various stakeholders.
Q4) Discuss the responsibilities of an ethics officer.
Q5) Define green marketing,and explain why it is difficult to implement.
To view all questions and flashcards with answers, click on the resource link above.
Chapter 5: Marketing Research and Information Systems
Available Study Resources on Quizplus for this Chatper
190 Verified Questions
190 Flashcards
Source URL: https://quizplus.com/quiz/26144
Sample Questions
Q1) Refer to Scenario 5.2.Colin developed a research design to aid his investigation.This design included a questionnaire that attempted to measure "outdoor activity preferences";however,Colin's professor said that the questionnaire measured not "outdoor activity preferences" but something else.The professor was questioning the research design's
A)reliability.
B)significance.
C)truthfulness.
D)corroboration.
E)validity.
Q2) Marketers can only use databases developed by other firms.
A)True
B)False
Q3) In the MIS,the means of gathering data receive less attention than the procedures for expediting the flow of information.
A)True
B)False
Q4) Why would a personal interview be favored over a mail or telephone survey?
Q5) Explain the conditions that would favor an exploratory study over a conclusive study.
To view all questions and flashcards with answers, click on the resource link above. Page 7
Chapter 6: Target Markets: Segmentation and Evaluation
Available Study Resources on Quizplus for this Chatper
204 Verified Questions
204 Flashcards
Source URL: https://quizplus.com/quiz/26145
Sample Questions
Q1) Why do marketers rely heavily on demographic characteristics when segmenting consumer markets?
Q2) Systems such as PRIZM and Acorn provide companies with lifestyle and demographic information about neighborhoods throughout the United States.This information is used to aid
A)behavioristic segmentation.
B)geodemographic segmentation.
C)market density analysis.
D)demographic segmentation.
E)geographic segmentation.
Q3) The types of surveys used to forecast sales are customer,executive,and competitor surveys.
A)True
B)False
Q4) A market segment profile deals primarily with demographic characteristics.
A)True
B)False
Q5) Sales forecasts are always long-range in nature.
A)True
B)False
8
To view all questions and flashcards with answers, click on the resource link above.
Chapter 7: Consumer Buying Behavior
Available Study Resources on Quizplus for this Chatper
219 Verified Questions
219 Flashcards
Source URL: https://quizplus.com/quiz/26146
Sample Questions
Q1) Assignment of meaning to organized information inputs is called A)motivation.
B)redefinition.
C)learning.
D)interpretation.
E)selection.
Q2) Not all the behavioral patterns and values attributed to specific subcultures apply to every member of that specific subculture.
A)True
B)False
Q3) Discuss how reference groups and opinion leaders influence purchase behavior.
Q4) Marketers can control the perception of potential buyers. A)True B)False
Q5) The actual act of purchase is the second stage of the consumer buying decision process.
A)True B)False
Q6) Discuss how perceptual processes may influence the consumer buying decision process.
Page 9
To view all questions and flashcards with answers, click on the resource link above.
Chapter 8: Business Markets and Buying Behavior
Available Study Resources on Quizplus for this Chatper
175 Verified Questions
175 Flashcards
Source URL: https://quizplus.com/quiz/26147
Sample Questions
Q1) What are the four major categories of factors that influence business buying decisions?
A)Environmental,organizational,interpersonal,and individual
B)Environmental,organizational,psychological,and individual
C)Environmental,psychological,individual,and technological
D)Technological,organizational,environmental,and interpersonal
E)Environmental,organizational,technological,and individual
Q2) The five-stage business buying decision process is used primarily for routine,straight rebuy purchases.
A)True
B)False
Q3) Johnson's Industrial Pest Control Service wants to meet its customers' expectations with regard to the quality of service it provides.How should Johnson's identify these expectations?
A)Conduct market research.
B)Use management judgment.
C)Trace existing service levels.
D)Stress quality service with employees.
E)Train employees better.
Q4) Discuss the differences between business and consumer transactions.
Page 10
To view all questions and flashcards with answers, click on the resource link above.
Chapter 9: Reaching Global Markets
Available Study Resources on Quizplus for this Chatper
168 Verified Questions
168 Flashcards
Source URL: https://quizplus.com/quiz/26148
Sample Questions
Q1) Which of the following is used to help maintain a more favorable balance of trade by a country?
A)Limiting imports
B)Limiting exports
C)Establishing exchange controls
D)Increasing gross domestic product
E)Changing political systems
Q2) The joint venture approach has little appeal to industries involved in extraction of natural resources.
A)True
B)False
Q3) The role of export agents is to
A)bring buyers and sellers from different countries together and collect a commission for arranging sales.
B)purchase products from different companies and sell them to foreign countries.
C)help a firm to make direct investments in foreign countries.
D)contact domestic firms about the opportunities available in exporting.
E)arrange for licensing agreements between domestic and foreign firms.
Q4) In what ways can businesses become involved in international marketing activities?
To view all questions and flashcards with answers, click on the resource link above. Page 11
Chapter 10: Digital Marketing and Social Networking
Available Study Resources on Quizplus for this Chatper
181 Verified Questions
181 Flashcards
Source URL: https://quizplus.com/quiz/26149
Sample Questions
Q1) Redbox has established outlets in the simulated environment of Second Life.Your ____ is able to rent a movie from a Redbox.
A)clone
B)avatar
C)pet
D)Q
E)dynasty
Q2) As digital communication technologies have advanced,it possible for marketers to
A)have more control over their product's positioning.
B)have more control over the processing of information.
C)have more control over people's perceptions of their business.
D)be more selective on news releases regarding their company.
E)reach markets that were previously inaccessible.
Q3) Smart phones contain ____ that help consumers access more information about businesses.
A)treatments
B)digits
C)modulars
D)actions
E)applications
To view all questions and flashcards with answers, click on the resource link above. Page 12
Chapter 11: Product Concepts
Available Study Resources on Quizplus for this Chatper
187 Verified Questions
187 Flashcards
Source URL: https://quizplus.com/quiz/26150
Sample Questions
Q1) Which of the following is always used to determine the classification of a good?
A)Buyer's intent for using the product
B)Amount of shopping required by the buyer to obtain the product
C)Price of the product
D)Specific product features
E)Industry competitors
Q2) Business products are
A)purchased for personal consumption.
B)chosen on the basis of preferences expressed by a business procurement department.
C)purchased for both their functional aspects and their psychological rewards.
D)classified according to their characteristics and intended uses.
E)not purchased by nonbusiness organizations.
Q3) Supporting services,such as installation and guarantees,are part of a product.
A)True
B)False
Q4) Early adopters are the first group of consumers to adopt a new product.
A)True
B)False
Q5) Identify and describe the major categories of business products.
Page 13
To view all questions and flashcards with answers, click on the resource link above.
Chapter 12: Developing and Managing Products
Available Study Resources on Quizplus for this Chatper
166 Verified Questions
166 Flashcards
Source URL: https://quizplus.com/quiz/26151
Sample Questions
Q1) Systematic reviews of a company's product mix aid in determining when product deletion is necessary.
A)True
B)False
Q2) Why is it often difficult for organizations to delete products?
Q3) Dropping an unprofitable product immediately is the best strategy when
A)all advertising and promotional efforts have been exhausted.
B)customers have a negative outlook on other products.
C)losses are too great to prolong the product's life.
D)the product's performance cannot be improved.
E)there is low compatibility with the firm's business strategies.
Q4) "Is the demand strong enough?" is a question that marketers ask during the ____ phase of new-product development.
A)screening
B)concept testing
C)business analysis
D)product development
E)test marketing
Q5) Discuss the major approaches that marketers use to differentiate their products.
Page 14
Q6) Compare and contrast line extensions and product modifications.
To view all questions and flashcards with answers, click on the resource link above.
Chapter 13: Services Marketing
Available Study Resources on Quizplus for this Chatper
202 Verified Questions
202 Flashcards
Source URL: https://quizplus.com/quiz/26152
Sample Questions
Q1) The marketing mix strategy of a nonprofit organization should be developed to restrict alternatives.
A)True
B)False
Q2) All of the following are elements of the inseparability characteristic of services except that
A)consumers are involved in production.
B)centralized mass production is difficult.
C)consumption and production are simultaneous.
D)many services cannot be performed without the customer being present.
E)services are easy to standardize and control.
Q3) Refer to Scenario 13.2.When Kaycee looked in the yellow pages and on the Internet for information on the accountants in the area,she was most likely using ____ qualities to evaluate the accountant service.
A)credence
B)search
C)product
D)service quality
E)assurance
Q4) Explain the role of promises and trust in the successful marketing of a service.
Page 15
To view all questions and flashcards with answers, click on the resource link above.
Chapter 14: Branding and Packaging
Available Study Resources on Quizplus for this Chatper
216 Verified Questions
216 Flashcards
Source URL: https://quizplus.com/quiz/26153
Sample Questions
Q1) Desirable product images can be created through the use of colors,design,shapes,and textures in packaging.
A)True
B)False
Q2) To promote overall company image,packages of Pillsbury cake and cookie mixes have similar designs and colors.This approach is known as
A)family branding.
B)brand managing.
C)line consistency.
D)family packaging.
E)product grouping.
Q3) Brands provide all of the following benefits for buyers except that they do not
A)foster brand loyalty.
B)help identify specific products.
C)help buyers evaluate the quality of products.
D)offer psychological rewards.
E)reduce perceived risk of purchase.
Q4) What is co-branding? Explain what makes co-branding effective.
Q5) How do sellers benefit from the use of brand names and brand marks?
To view all questions and flashcards with answers, click on the resource link above. Page 16
Chapter 15: Marketing Channels and Supply-Chain Management
Available Study Resources on Quizplus for this Chatper
183 Verified Questions
183 Flashcards
Source URL: https://quizplus.com/quiz/26154
Sample Questions
Q1) Marketing channel members are likely to experience misunderstandings,frustration,and poorly coordinated strategies as a result of
A)channel conflict caused by inefficient communication between channel members.
B)open communication among the channel members.
C)methods of channel coordination designed to reduce ambiguity.
D)negotiating territorial issues among regional distributors of a product.
E)allowing one member of the channel to take the role of channel captain.
Q2) Paper towels and trash-can bags are most likely to be distributed through ____ and ____.
A)selective distribution;multiple channels
B)intensive;dual distribution
C)strategic channel alliances;intensive
D)exclusive;a single channel
E)dual distribution;convenience channels
Q3) Select the greatest advantage of horizontal channel integration.
A)The flexibility of the channel is decreased.
B)The markets are more heterogeneous.
C)The expanded number of units is coordinated.
D)Efficiencies in advertising,marketing research,and purchasing are increased.
Page 17
E)Planning and research are increased to cope with increased competition.
To view all questions and flashcards with answers, click on the resource link above.
Chapter 16: Retailing, direct Marketing, and Wholesaling
Available Study Resources on Quizplus for this Chatper
196 Verified Questions
196 Flashcards
Source URL: https://quizplus.com/quiz/26155
Sample Questions
Q1) What type of shopping center usually consists of several small convenience and specialty stores?
A)Specialty
B)Regional
C)Neighborhood
D)Convenience
E)Community
Q2) Chadwick's sends its customers booklets containing its product offerings and allows them to place orders on the telephone,through the mail,or online.Chadwick's is primarily a(n)
A)online retailer.
B)direct seller.
C)catalog marketer.
D)direct-response marketer.
E)specialty retailer.
Q3) Under what conditions would a selling agent most likely be used?
Q4) Discuss some of the functions that full-service wholesalers provide.How do these differ from those that limited-service wholesalers provide?
Q5) Identify and describe three kinds of specialty stores.
To view all questions and flashcards with answers, click on the resource link above. Page 18
Chapter 17: Integrated Marketing Communications
Available Study Resources on Quizplus for this Chatper
211 Verified Questions
211 Flashcards
Source URL: https://quizplus.com/quiz/26156
Sample Questions
Q1) Advertising is one element of the promotion mix that is too expensive for small business firms.
A)True
B)False
Q2) When encoding a message,the source should use signs or symbols that are new to the audience.
A)True
B)False
Q3) The Kia Soul automobile is currently positioned as a vehicle for young adults.Kia's message to the target market is that it is exciting,youthful,and trendy.However,Max and his friends who are 20-somethings,just like the music and the hamster spokescharacters.They don't care about the car itself.The message that Kia originally encoded and the meaning Max and his friends ultimately decoded
A)probably contain circular feedback.
B)may be different because of noise.
C)are usually exactly the same.
D)rarely are similar because of feedback.
E)are collectively termed the communications channel.
Q4) Identify and describe the four major promotion mix elements.
To view all questions and flashcards with answers, click on the resource link above. Page 19
Chapter 18: Advertising and Public Relations
Available Study Resources on Quizplus for this Chatper
198 Verified Questions
198 Flashcards
Source URL: https://quizplus.com/quiz/26157
Sample Questions
Q1) Advertising appropriations are largest for which type of product?
A)Business products
B)Convenience goods
C)High-priced products
D)Specialty goods
E)Infrequently purchased goods
Q2) Institutional advertising and promotional advertising are the two basic categories of advertising.
A)True
B)False
Q3) The cost per thousand (CPM)indicator shows
A)the cost to expose 1,000 people to a television commercial.
B)the cost to expose 1,000 people to a one-page magazine advertisement.
C)the return on investment marketers get for their advertising dollar.
D)the cost to expose a million people to any type of advertisement.
E)how one media source compares to a different source for reaching target markets.
Q4) Comparative advertisements mention the actual names of competing brands.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 20
Chapter 19: Personal Selling and Sales Promotion
Available Study Resources on Quizplus for this Chatper
198 Verified Questions
198 Flashcards
Source URL: https://quizplus.com/quiz/26158
Sample Questions
Q1) Regardless of one's experience,firms always put new employees through a training program geared for their specific firm.
A)True
B)False
Q2) During the personal selling process,a salesperson,if possible,should handle objections when
A)they arise.
B)the salesperson begins the trial close.
C)the sales presentation is approximately half completed.
D)when the customer appears to be unhappy or agitated.
E)when the salesperson begins the sales presentation.
Q3) Which of the following is the best example of a well-stated sales objective?
A)Companywide sales should increase by 25 percent.
B)Each salesperson should increase his or her client group by 10 percent.
C)Each salesperson should bring in $25,000 in new sales by November 15.
D)The sales force should increase the market share in all markets by December 1.
E)Each salesperson should increase the number of calls they make by 20 percent.
Q4) Current customers are sources of leads for finding prospective customers.
A)True
B)False
Page 21
To view all questions and flashcards with answers, click on the resource link above.
Chapter 20: Pricing Concepts
Available Study Resources on Quizplus for this Chatper
195 Verified Questions
195 Flashcards
Source URL: https://quizplus.com/quiz/26159
Sample Questions
Q1) Explain what is meant by price elasticity of demand.
Q2) Jared is developing a business plan for a new type of bicycle helmet.He is interested in finding the point at which the costs of producing the helmet will equal the revenue earned from selling the product.Jared is interested in finding the A)elasticity of demand.
B)breakeven point.
C)variable costs.
D)price elasticity.
E)the sum of fixed costs.
Q3) When marketers emphasize price as an issue and match or beat the prices of other companies,they are using A)price competition.
B)nonprice competition.
C)comparative pricing strategies.
D)demand-based pricing.
E)supply-based pricing.
Q4) Identify and describe the major types of discounts used for business markets.Then explain the reasons for using each type.
Q5) Discuss the role of product costs in setting prices.
To view all questions and flashcards with answers, click on the resource link above. Page 22
Chapter 21: Setting Prices
Available Study Resources on Quizplus for this Chatper
166 Verified Questions
166 Flashcards
Source URL: https://quizplus.com/quiz/26160
Sample
Questions
Q1) Refer to Scenario 21.2.Glenwood's previous pricing strategy is an example of ____ pricing,while the new strategy is an example of ____ pricing.
A)percentage;cost-based
B)cost-based;psychological C)sales-based;customary D)a la carte;bundle
E)demand-based;bundling
Q2) If Kroger Food Stores advertises 2-liter bottles of Pepsi for 89 cents to generate store traffic that will purchase other items at regular prices,the grocer is using
A)reference pricing.
B)a price leader.
C)special-event pricing.
D)comparison discounting.
E)professional pricing.
Q3) The role played by attitudes toward price in the overall evaluation of the marketing mix is a minor concern in identifying the target market.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.