Sales and Marketing Solved Exam Questions
Course Introduction
Sales and Marketing explores the fundamental principles and practices that drive successful business growth through customer engagement and value creation. This course examines the relationship between sales strategies and marketing tactics, covering essential topics such as market analysis, consumer behavior, segmentation, branding, and the sales process. Students will learn how to develop integrated marketing plans, utilize digital tools, and apply effective communication techniques to identify prospects, nurture client relationships, and close sales. Emphasis is placed on real-world applications, ethical considerations, and data-driven decision making to equip students with the skills needed to thrive in dynamic and competitive marketplaces.
Recommended Textbook
Marketing 2nd Edition by Shane Hunt Associate
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16 Chapters
2326 Verified Questions
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Page 2
Chapter 1: Why Marketing Matters to You
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Sample Questions
Q1) How are consumer wants different from consumer needs?
Answer: A need is something that is required or necessary such as food,clothing,shelter,health care,and safety.If a person does not have it,he or she will feel deprived.A want is a need that is determined by personality,culture,and buying situation.
Q2) A local family is advertising a 5K run to raise awareness for autism since one of their children suffers from the disorder.Salina likes to run,so she decides to pay the fee to participate in the event.Afterward,she is pleased that she went and felt good about helping out the family.Would this be considered a marketing exchange?
A)no,because the consumer needs of Salina were not met
B)yes,because participating in the run was exchanged for Salina's feeling of satisfaction for helping the family
C)no,because Salina did not receive anything for participating in the event
D)yes,because the family had to pay for advertising and therefore was engaged in marketing
E)no,because the event involved a service but not a good Answer: B
Q3) The four Ps are elements that make up the _____ _____. Answer: marketing mix
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Chapter 2: Strategic Planning
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Sample Questions
Q1) The marketing strategy that emphasizes selling more of existing goods and services to existing customers is called
A)market penetration.
B)product development.
C)market development.
D)positioning.
E)diversification.
Answer: A
Q2) Which of the following is a risk of licensing in an international market?
A)The licensor may create its own competition.
B)The licensor has to pay the licensee money to enter the arrangement.
C)The licensor may misuse trademarks.
D)The licensor doesn't know enough about the branD.
E)Locally owned licensees don't know much about the local customers.
Answer: A
Q3) Whether or not a firm will use advertising,sales promotion,personal selling,or public relations is outlined in the _______ section of the marketing plan.
Answer: promotion
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4
Chapter 3: The Global Environment
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Sample Questions
Q1) Tim is 19 years old and is thinking of starting a business to target his generation,the millennials.What are some of the demographic factors that he needs to analyze to help him determine how to market his business?
Answer: Millennials are the generation born between 1978 and the late twentieth century.This generation is very comfortable and familiar with the use of digital communication,technology,and social media.Tim needs to consider the basic demographic factors such as gender,education,and ethnicity when analyzing this consumer group.His marketing should use many different methods of communication that this generation is familiar with,and his choice of business should focus on the needs and wants of this generation.
Q2) Projections indicate that by 2050 the Asian population in the United States will almost double to more than 127 million.
A)True
B)False
Answer: False
Q3) The fact that Home Depot and Lowe's both cater to the home improvement segment of the marketplace by selling similar products is an example of ________ competition.
Answer: direct
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Chapter 4: Consumer Behavior
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Sample Questions
Q1) Which of the following is likely to be the final stage in an individual's family life cycle?
A)unmarried survivor
B)unmarried
C)married with no kids
D)married without dependent children
E)married with teens
Q2) The distinct family-related phases that an individual progresses through over the course of his or her life are called the
A)progression timeline.
B)family life cycle.
C)life stage continuum.
D)family growth chart.
E)life stage sequencE.
Q3) B2B marketers prefer the straight rebuy outcome to any other because straight rebuys normally do not require any additional design modifications or contract negotiations.
A)True
B)False
Q4) List and describe the three types of buying situations.
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Chapter 5: Marketing Research
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Sample Questions
Q1) ______ ______ are a dynamic version of a heat map,showing changes in aggregate attention for a group of subjects over time.
Q2) Primary data are collected specifically for the research problem at hand.
A)True
B)False
Q3) Which tool would allow a manager to estimate how much of a product will sell in a three-month period?
A)sales forecasting
B)sales tracking
C)demand analysis
D)promotion evaluation
E)advertising effectiveness study
Q4) What are the ethical implications that market researchers must consider today when gathering market research data?
Q5) Concerned with the reliability of research results,organizations like the American Marketing Association,the International Chamber of Commerce (ICC),and ESOMAR have established _____ _____ for conducting research.
Q6) ______ were one of the first social media tools to be adopted by market researchers.
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Chapter 6: Product Development
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Sample Questions
Q1) When Fisher-Price comes up with an idea for a new toy,it needs to ensure that the children who play with the toy will not choke on any of its parts and that the toy in general will not be a hazard to the children who will be using it.In what stage of the new-product development process will these safety checks occur?
A)test marketing
B)product development
C)product launch
D)idea generation
E)idea screening
Q2) A product that is marketed as "new and improved" is most likely a _______ product.
Q3) In order to reduce the risk of new-product failures,idea generation and screening should come from the _____.
Q4) Which stage of the product life cycle usually lasts the longest?
A)growth
B)maturity
C)decline
D)introduction
Q5) A company's time to market is the speed with which it _____ a product.
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Chapter 7: Segmentation, Targeting, and Positioning
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Sample Questions
Q1) When it comes to segmenting markets based on income,the group of American households that have between $100,000 and $250,000 in investable assets and is one of the fastest growing segments in the U.S.is referred to as ______ ______.
Q2) Market ______ are the relatively homogenous groups of consumers that result from the segmentation process.
Q3) In a B2B market,_______ segmentation might be the most beneficial because it allows marketers to segment based on purchasing patterns,supplier requirements,and technological orientation.
Q4) The fact that you see a Starbucks on practically every corner would indicate that Starbucks is most likely geographically segmenting based on A)market size.
B)customer convenience.
C)income.
D)population shifts.
E)lifestylE.
Q5) The science of using psychology and demographics to segment consumers is called _______ segmentation.
Q6) Describe the four major bases of consumer segmentation.
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Chapter 8: Promotional Strategies
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Sample Questions
Q1) The goal of an integrated marketing communications strategy is to coordinate the various promotion mix elements to
A)discover the firm's strengths,weaknesses,opportunities and threats.
B)provide consumers with a clear and consistent message about the firm's products.
C)determine the target market for a firm's products.
D)find the least expensive alternative to promoting a firm's products.
E)identify which potential customers in the target market have the desire and ability to purchase the firm's products.
Q2) Pepsi and Family Dollar,sponsors of the National Football League,have teamed up to offer one lucky winner the chance to win a trip to attend the Super Bowl.No purchase is necessary and contestants can enter either by mail or on the website.This is an example of a contest.
A)True
B)False
Q3) What are the advantages of personal selling?
Q4) The type of Internet advertising that typically involves offering consumers advertising links to brand content based on what they are searching for is called _____ _____ advertising.
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Page 10
Chapter 9: Supply Chain and Logistics Management
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Sample Questions
Q1) A _____ _____ _____ is a management philosophy that guides the actions of company members toward the goal of actively managing the upstream and downstream flows of goods,services,finances,and information across the supply chain.
Q2) Effective materials management reduces procurement,transportation,and production costs through economies of scale.
A)True
B)False
Q3) The set of activities a firm takes to coordinate the various flows within a supply chain is referred to as _____ _____ _____.
Q4) Put-away refers to moving goods to their temporary or semi-permanent storage location and updating inventory records.
A)True
B)False
Q5) Product allocation enables companies to keep expired products off store shelves. A)True
B)False
Q6) _____ _____ is calculated by dividing the cost of goods sold by the company's average inventory level.
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Chapter 10: Pricing
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Sample Questions
Q1) You are starting a business and as part of your business plan you need to develop a break-even analysis.Your fixed costs (overhead)associated with your store are $1,000,000 annually,and your selling price per item is $2,500.If you have a labor cost of $500 per unit,marketing costs of $250 per unit,and other variable costs of $500 per unit,what is your break-even point of sales?
Q2) Which of the following provides the best source of information for marketers regarding how high they can price a product before customers stop considering the product a good value?
A)historical pricing data
B)salespeople
C)advertising staff
D)customer service personnel
E)sales forecasts
Q3) An auto dealership reduced the price of its new SUVs by $3,000 in hopes of generating more sales.However,the lower price only resulted in a few more sales of the vehicle.This represents an elastic demand situation.
A)True
B)False
Q4) The first step in setting price is to clearly define the pricing _______.
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Chapter 11: Retailing
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Sample
Questions
Q1) A retailer that operates a brick-and-mortar store but also sells the same merchandise on its website is practicing
A)secondary retailing.
B)direct selling.
C)omni-channel retailing.
D)cross-merchandising.
E)micro-merchandising.
Q2) Consumer views of a retailer's image are heavily grounded in the store's ______ -the psychological feeling a person gets when visiting the retail store,catalog,vending machine,or website.
Q3) ______ refers to how consumers perceive a retailer.
A)Brand recognition
B)Store image
C)Consumer confidence
D)Atmospherics
E)Operational efficiency
Q4) In most instances,the products that ______-service retailers offer are of a higher-perceived quality or possess added or more complex features than those in the standard offering in its class.
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Chapter 12: Personal Selling
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Sample Questions
Q1) Brett works as a sales representative primarily in the industrial market.He develops long-term relationships with his customers,has a deep knowledge of their business,and helps them find creative solutions to problems.Brett's customers consider him to be a trusted advisor.What kind of sales representative is Brett?
A)a sales manager
B)a channel sales representative
C)a consultative seller
D)a new-business salesperson
E)a missionary salesperson
Q2) Highly customer-oriented salespeople do all of the following except A)recognize the social landscape under which large,complex sales are typically made. B)understand that the impact on a customer of a bad buying decision is usually greater than the impact on a salesperson of a lost deal.
C)strive to see things from the company's perspective in order to boost sales.
D)engage in behavior that will lead to long-term customer satisfaction.
E)avoid actions that sacrifice customer interest for the sake of short-term benefit to the company.
Q3) _____ _____ is considered to be the interpersonal arm of the promotional mix.
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Chapter 13: Digital Social Media Marketing
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Sample Questions
Q1) Publicity gained through advertising,such as buying a 30-second Super Bowl commercial or sponsoring a college bowl game,is referred to as
A)paid mediA.
B)sponsored media.
C)earned media.
D)owned media.
E)placement media.
Q2) A restaurant sends a text message to a consumer alerting him or her of a special offering for that day.This restaurant is utilizing ______ computing.
Q3) Experts refer to the top left part of the search results page as the "golden triangle."
A)True
B)False
Q4) According to research by Nielsen,42 percent of 18- to 34-year-olds expect customer support within 24 hours of posting a question or complaint.
A)True
B)False
Q5) Another name for a web crawler is a ______.
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Page 15
Chapter 14: Customer Relationship Management
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Sample Questions
Q1) The total amount of time that elapses from the time a customer places an order until the time the product is delivered to the customer is the _____ _____.
Q2) _____ is a technique that uses GPS to build a virtual fence around a location,such as a store,and send individually targeted advertisements to a customer's phone while he or she is in the location.
Q3) A local hair salon is analyzing its customer data to determine the last time each customer visited the salon,if he or she purchased a hair care product,and how much money the customer spends on the salon's services and products.In essence,it is trying to determine its customers' profit potential so it can target them for marketing efforts.What data analysis tool is the salon using?
A)recency-frequency-monetary analysis
B)demographic value analysis
C)customer segmentation analysis
D)predictive modeling
E)lifetime value analysis
Q4) The ultimate goal of delivering superior customer service is to increase _____
Q5) Ideally,firms would like the order cycle time to be _______.
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Chapter 15: Branding
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Sample Questions
Q1) The makers of Breyers ice cream have come up with a new line called Breyers Blasts! This line of ice cream combines Breyers ice cream with well-know products such as Oreo cookies,Snickers candy bars,and Reese's peanut butter cups.This is an example of
A)partner branding.
B)brand revitalization.
C)brand extension.
D)dual branding.
E)co-branding.
Q2) Tiffany is well-known as a luxury brand of jewelry.The iconic Tiffany blue box,along with its blue jewelry bag,has been used for over 100 years.By communicating class and sophistication,Tiffany's packaging is an example of how packaging
A)can take the place of advertising.
B)takes away from a brand's image.
C)promotes a brand's image.
D)contributes to low brand equity.
E)can mislead a customer.
Q3) Asking consumers what comes to mind when they think about a brand is the principle behind ______ ______.
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17
Chapter 16: Social Responsibility and Sustainability
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Sample Questions
Q1) According to your text,which department is primarily responsible for the ideas and strategies that comprise a corporate social responsibility (CSR)program in many organizations?
A)marketing
B)production
C)operations
D)finance
E)sales
Q2) When it comes to encouraging sustainable consumer behavior,marketers must overcome consumers' negative perceptions.According to your text,these negative perceptions revolve around the
A)product's sustainability claims.
B)product's misleading advertising.
C)product's quality.
D)product's price.
E)product's distribution.
Q3) Consumerism is a movement made up of consumers that focuses on getting companies to produce less.
A)True
B)False
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