Sales and Marketing Review Questions
Course Introduction
This course provides a comprehensive overview of sales and marketing principles, exploring how organizations identify market opportunities, understand customer needs, and develop effective strategies to promote and sell products or services. Key topics include market research, segmentation, targeting, positioning, the marketing mix (product, price, place, promotion), sales techniques, customer relationship management, and the integration of digital tools in modern marketing. Students will analyze real-world case studies, develop communication and negotiation skills, and learn how to create and implement campaigns that drive business growth and build strong customer relationships.
Recommended Textbook
Marketing 17th International Edition by Hult and Ferrell
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21 Chapters
3942 Verified Questions
3942 Flashcards
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Page 2
Chapter 1: An Overview of Strategic Marketing
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164 Verified Questions
164 Flashcards
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Sample Questions
Q1) Relationship marketing is short-term, mutually beneficial arrangements in which the buyer and seller focus on the creation of satisfying exchanges.
A)True
B)False
Answer: False
Q2) A marketing manager decides what combination of variables is needed to satisfy customers' needs for a general type of product. What are the essential variables that the marketing manager combines?
A)Product, price, distribution, and promotion variables
B)Marketing environment variables
C)Product and promotion variables
D)Product, price, and customer variables
E)Product, price, customer, and promotion variables
Answer: A
Q3) For an exchange to occur, at least one of the parties must be willing to give up his or her "something of value."
A)True
B)False
Answer: False
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Page 3
Chapter 2: Planning Implementing and Evaluating Marketing Strategies
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153 Verified Questions
153 Flashcards
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Sample Questions
Q1) The primary way to reduce the discrepancy between planned and actual performance is to rewrite the performance standard.
A)True
B)False
Answer: False
Q2) Sayed's employer is currently developing a new marketing strategy. The top managers have developed the marketing strategy and have given it to Sayed so that he can now develop an implementation plan. Sayed's company will most likely end up with which type of strategy?
A)Decentralized
B)Centralized
C)Rigid
D)Intended
E)Realized
Answer: E
Q3) Describe the process of strategic planning. How does this process help marketing managers?
Answer: Answer not provided.
Q4) Compare and contrast corporate strategy and marketing strategy. Answer: Answer not provided.
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Chapter 3: The Marketing Environment
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189 Verified Questions
189 Flashcards
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Sample Questions
Q1) Refer to Scenario 3.1. Suppose that the Soljur Sports company was actually discriminating against Meyer Sporting Goods with its price increase. Which of the following acts prohibits this type of business behavior?
A)Sherman
B)Wheeler-Lee
C)Robinson-Patman
D)Celler-Kefauver
E)Consumer Goods Pricing
Answer: C
Q2) The broad nature of technology as it moves through society is referred to as A)reach.
B)dynamics.
C)environment
D)self-sustaining.
E)impact.
Answer: A
Q3) Disposable income is used to pay taxes, spend, and save.
A)True
B)False
Answer: False
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Chapter 4: Social Responsibility and Ethics in Marketing
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181 Verified Questions
181 Flashcards
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Sample Questions
Q1) ____ are formalized rules and standards that describe what a company expects of its employees in terms of ethical behavior.
A)Job descriptions
B)Ethics clauses
C)Behavior contracts
D)Codes of conduct
E)Ethics contracts
Q2) If a person is rewarded for developing a deceptive advertisement, he or she probably will not engage in such behavior in the future.
A)True
B)False
Q3) Discuss the difference between social responsibility, ethics, and sustainability in marketing.
Q4) A bribe offered to benefit an organization is generally considered acceptable.
A)True
B)False
Q5) Bribery is a pricing-related ethical issue.
A)True
B)False
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Chapter 5: Marketing Research and Information Systems
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190 Verified Questions
190 Flashcards
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Sample Questions
Q1) Behavior Scan, a research company, provides information on household demographics, television viewing habits, and purchases tracked with Hotline cards. This is
A)a marketing information system.
B)a business software database.
C)online information.
D)U.S.Census data.
E)single-source data.
Q2) To maintain the control needed to obtain accurate information, marketers approach marketing research as a process. Which of the following steps of that process focuses on uncovering the nature and boundaries of the marketing situation to be studied?
A)Locating and defining problems
B)Designing the project
C)Collecting data
D)Interpreting findings
E)Reporting findings
Q3) Why would a personal interview be favored over a mail or telephone survey?
Q4) How is it possible to increase the response rate of a mail survey?
Q5) Why is defining the problem the most important step in marketing research?
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Chapter 6: Target Markets: Segmentation and Evaluation
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204 Verified Questions
204 Flashcards
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Sample Questions
Q1) Through marketing newsprint to newspaper publishers and glass manufacturers that use it in packing, International Paper segments its market based on
A)customer size.
B)psychographics.
C)demographics.
D)use of product.
E)geographic location.
Q2) The first step in the target market selection process is
A)determining which segmentation variables to use.
B)selecting specific target markets.
C)identifying an appropriate targeting strategy.
D)evaluating relevant market segments.
E)developing market segment profiles.
Q3) One problem with using psychographic variables for segmentation purposes is that they are difficult to measure accurately.
A)True
B)False
Q4) Why is it important for marketers to forecast sales potential for the entire industry as well as for the individual company?
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Chapter 7: Consumer Buying Behavior
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219 Verified Questions
219 Flashcards
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Sample Questions
Q1) In what ways does an individual's personality affect his or her buying behavior?
Q2) Family influences are not directly related to purchasing decisions.
A)True
B)False
Q3) Claire is a market research analyst for a global consulting firm. She will be traveling to London next month to present her research to a meeting of company executives from around the world. This presentation could be instrumental in the company's decision of whether she should be promoted at the end of this year. Claire has been thinking about the trip, which will be the first time she has been out of the country. She has decided to retire the old college luggage for a more professional-looking version and has begun to evaluate various brands. Claire is most likely facing _____ for this particular purchase.
A)enduring involvement.
B)perceptual involvement.
C)internal retention.
D)situational involvement.
E)selective retention.
Q4) How does an individual's social class influence the products he or she buys?
Q5) Identify and describe the five major categories of situational influences.
Q6) Compare and contrast the three major ethnic subcultures in the United States.
Page 9
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Chapter 8: Business Markets and Buying Behavior
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175 Verified Questions
175 Flashcards
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Sample Questions
Q1) Collin Roberts of Roberts Construction is planning to buy a piece of used earth-moving equipment. He would most likely base his purchase decision on ____ of the alternative machines.
A)descriptions
B)inspections
C)a sampling
D)specifications
E)reputations
Q2) After finding out which industries purchase the major portion of an industry's output, the next step is to begin production.
A)True
B)False
Q3) Interpersonal dynamics are easy to observe and simple for the marketer to assess. A)True
B)False
Q4) Compare and contrast the three major types of purchases made by business customers.
Q5) What factors affect the purchase method that business customers choose?
Q6) How do a firm's objectives affect the business buying decision process?
Page 10
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Chapter 9: Reaching Global Markets
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168 Verified Questions
168 Flashcards
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Sample Questions
Q1) If a newly formed country wanted to increase its international trade and reduce worldwide tariffs, it would most likely try to become a part of
A)NAFTA.
B)WTO.
C)MERCOSUR.
D)APEC.
E)EU.
Q2) Refer to Scenario 9.1. Harley-Davidson's practice of having manufacturers in China produce apparel items with the Harley logo is an example of
A)contract manufacturing
B)globalization
C)direct ownership
D)joint venture
E)exporting
Q3) While NAFTA eliminates many tariffs immediately, the tariffs on more sensitive goods, such as glassware, footwear, and some fruits and vegetables, will be phased out over a 15-year period.
A)True
B)False
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Page 11
Chapter 10: Digital Marketing and Social Networking
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181 Verified Questions
181 Flashcards
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Sample Questions
Q1) The majority of online shoppers read ratings and reviews to aid in their purchasing decisions.
A)True
B)False
Q2) The attrition rate for digital media channels is A)nonexistent.
B)diminutive.
C)low.
D)about the same as traditional businesses.
E)very high.
Q3) Explain the ethical issues associated with digital media.
Q4) It is unusual for consumers to be members of several social networking sites at once.
A)True
B)False
Q5) Compare the characteristics that distinguish e-marketing from traditional marketing.
Q6) Explain the concept "push-pull" when referring to digital marketing as a new distribution channel.
Q7) Describe the six segments included in the Social Technographics Profile.
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Chapter 11: Product Concepts
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187 Verified Questions
187 Flashcards
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Sample Questions
Q1) Sales peak in a product's maturity stage.
A)True
B)False
Q2) The atmosphere and décor of a retail store, the variety and depth of product choices, the customer support, even the sounds and smells all contribute to the experiential element of its total product.
A)True
B)False
Q3) Nick Arnold's Auto Towing Service would best be described as a(n) ____ product.
A)convenience
B)unsought
C)specialty
D)durable
E)shopping
Q4) Many products never get beyond the introduction stage.
A)True
B)False
Q5) Laggards are the last to adopt a new product and usually distrust new products.
A)True
B)False
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Chapter 12: Developing and Managing Products
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166 Verified Questions
166 Flashcards
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Sample Questions
Q1) Test marketing is a sample launching of the entire marketing mix.
A)True
B)False
Q2) The product deletion process is similar to the ____ step of the new-product development process because both involve deciding whether the product should be in the product mix based on an assessment of sales, costs, and profits.
A)idea generation
B)screening
C)product development
D)test marketing
E)business analysis
Q3) A complex product development process, including an extensive business analysis to determine the possibility of success, are hallmarks of a
A)genuinely new product.
B)radically new product.
C)new product failure.
D)controlled new product.
E)market share advance.
Q4) Why is it often difficult for organizations to delete products?
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Chapter 13: Services Marketing
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202 Verified Questions
202 Flashcards
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Sample
Questions
Q1) The main characteristic of a ____ is that customers are satisfied to the point that they use a service repeatedly over a period of time.
A)service relationship
B)professional marketer
C)high-contact service
D)heterogeneous service
E)client-based relationship
Q2) H&R Block, a major tax preparation firm, reported having a problem with its employees being inconsistent in the filing of returns. The firm is experiencing a problem with which of the following characteristics of the service offering?
A)Tangibility
B)Intangibility
C)Perishability
D)Inseparability
E)Heterogeneity
Q3) Nonprofit organizations deal with ideas and services more often than with goods.
A)True
B)False
Q4) How does the promotion of services differ from the promotion of goods?
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Chapter 14: Branding and Packaging
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216 Verified Questions
216 Flashcards
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Sample
Questions
Q1) Marvel Comics allowed various organizations to use its Spiderman and Incredible Hulk characters to market a wide variety of toys and clothing items. Marvel Comics received a percentage of the gross revenues. This is
A)brand licensing.
B)character exploiting.
C)co-branding.
D)family branding.
E)trademark leasing.
Q2) Multiple packaging interferes with handling and storage of products.
A)True
B)False
Q3) The part of a brand that can be spoken including letters, numbers, and words is the A)brand.
B)brand mark.
C)brand name.
D)trade name.
E)trademark.
Q4) What is the relationship between brand loyalty and brand equity?
Q5) What are the major functions of a label?
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Chapter 15: Marketing Channels and Supply Chain Management
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183 Verified Questions
183 Flashcards
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Sample Questions
Q1) Kolder Inc. is using a new just-in-time inventory management system that requires ordering smaller quantities of parts more frequently. The success of its business depends significantly on receiving these parts very quickly, so like many other companies using just-in-time, Kolder Inc. is relying more on the ____ mode of transportation despite its expense.
A)railroad
B)pipeline
C)airway
D)truck
E)waterway
Q2) ClearChem is a producer of chemicals used in car detailing and painting. Because of the volatility of their chemical products when exposed to dirt and heat, ClearChem operates its own facilities for storing and shipping its products. ClearChem's facilities are most likely known as
A)distribution centers.
B)product storehouses.
C)public warehouses.
D)megawarehouses.
E)private warehouses.
Q3) Identify and describe the criteria used for selecting transportation modes.
Page 17
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Chapter 16: Retailing, Direct Marketing, and Wholesaling
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196 Verified Questions
196 Flashcards
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Sample Questions
Q1) Sherri McRae wants to establish a fashion wholesaling firm. Because of the risks involved in the rapid obsolescence of high-fashion items, Sherri does not want to establish an organization in which she has title to the garments. Which of the following types of wholesale establishments has she ruled out?
A)Merchant wholesaler
B)Agent
C)Broker
D)Functional middleman
E)Commission merchant
Q2) The use of the telephone and other nonpersonal media to introduce products to consumers, who then can purchase the products through the mail, telephone, or the Internet is called
A)direct marketing.
B)telemarketing.
C)remote purchasing.
D)direct-response marketing.
E)direct selling.
Q3) Why would any specific retail store, such as PetSmart, be considered a category killer?
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Page 18
Chapter 17: Integrated Marketing Communications
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211 Verified Questions
211 Flashcards
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Sample Questions
Q1) Several forms of promotion can be used to complement personal selling efforts.
A)True
B)False
Q2) Advertising is an inflexible promotional method.
A)True
B)False
Q3) Hunt's decided to put a much larger share of its promotion budget into ____ because of the heavy reliance it will be placing on coupons in the second quarter.
A)advertising
B)sales promotion
C)public relations
D)telemarketing
E)personal selling
Q4) While the specific communication vehicles employed in promotion have not changed, the fundamental role of promotion is changing.
A)True
B)False
Q5) Why is communication an important concept in marketing a new or existing product?
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Chapter 18: Advertising and Public Relations
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198 Verified Questions
198 Flashcards
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Sample Questions
Q1) One way an advertising agency assists a firm is that it takes care of all the grunt work in order to give its clients time to do the creative work on the campaign.
A)True
B)False
Q2) A list of the exact magazines, newspapers, and television stations in which an advertisement will appear, along with the dates and times, is a(n)
A)advertising plan.
B)media plan.
C)advertising message.
D)advertising appropriation.
E)media platform.
Q3) A major way to reduce unfavorable public relations is to reduce the number of negative events.
A)True
B)False
Q4) What are the advantages of using an advertising agency to develop an advertising campaign?
Q5) What is public relations and for what purposes is it used?
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Chapter 19: Personal Selling and Sales Promotion
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198 Verified Questions
198 Flashcards
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Sample Questions
Q1) Refer to Scenario 19.1. Sean selects several motorcycle stores who are not currently his customers. He then obtains and analyzes information about the current brands of motorcycle accessories they stock, their sales trends, and credit history. Sean is engaged in which of the following?
A)prospecting.
B)the preapproach.
C)approaching the customer.
D)making the presentation.
E)overcoming objections.
Q2) A straight commission compensation program ensures that selling costs will be predictable.
A)True
B)False
Q3) If possible, the salesperson should handle objections only when they arise.
A)True
B)False
Q4) Identify and describe several ways to motivate sales personnel.
Q5) Explain how a salesperson's performance can be evaluated.
Q6) Identify and discuss some of the key objectives in using sales promotion.
Q7) What are some limitations of using sales promotion?
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Chapter 20: Pricing Concepts
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195 Verified Questions
195 Flashcards
Source URL: https://quizplus.com/quiz/28399
Sample Questions
Q1) Nonprice competition allows a company to increase its brand's unit sales through means other than changing the brand's price.
A)True
B)False
Q2) A price developed in the consumer's mind through experience with the product is called a(n)
A)external reference price.
B)value-price guideline.
C)frame of reference.
D)internalized price.
E)internal reference price.
Q3) The perception of price depends on a
A)product's actual price and consumers' expectations regarding price.
B)consumer's analysis of competitive prices.
C)consumer's reference price.
D)consumer's expectation of price.
E)product's actual price in comparison with the manufacturer's suggested price.
Q4) How can transfer prices be calculated? Give three alternatives.
Q5) What are the components of total cost? Give specific examples.
Q6) Identify and describe the major factors that affect pricing decisions.
Page 22
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Chapter 21: Setting Prices
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Sample Questions
Q1) Lexmark sells some of its color printers for about $100, but the refill cartridges cost over $30 each. Lexmark's pricing strategy would be best labeled as
A)bait pricing.
B)captive pricing.
C)customary pricing.
D)price lining.
E)complementary pricing.
Q2) The management at Allied Electronics is having difficulty in raising the introductory price on system components to cover the increased costs of producing the sensing devices for home security systems. Apparently, Allied used a(n) ____ strategy in pricing these components.
A)odd-even
B)skimming
C)lining
D)penetration
E)psychological
Q3) What are some issues to consider when determining a specific price?
Q4) What are some of the objectives a firm might hope to achieve when setting prices?
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