Sales and Marketing Test Preparation
Course Introduction
This course provides a comprehensive overview of the principles and practices of sales and marketing within contemporary business environments. Students will explore the fundamentals of market research, consumer behavior, branding, sales techniques, relationship management, and digital marketing strategies. Emphasis is placed on the integration of sales and marketing functions to develop effective go-to-market strategies and drive organizational growth. Through case studies, hands-on projects, and real-world applications, students will gain skills necessary to successfully promote products and services, engage customers, and contribute to organizational success in a competitive marketplace.
Recommended Textbook
MKTG 9 9th Edition by Charles W. Lamb
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21 Chapters
1256 Verified Questions
1256 Flashcards
Source URL: https://quizplus.com/study-set/1381
Page 2
Chapter 1: An Overview of Marketing
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36 Verified Questions
36 Flashcards
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Sample Questions
Q1) A company that sets its goals and strategies based on what its current equipment can manufacture,what its engineering can design,and what the company itself can do best has a(n)__________orientation.
Answer: production
Q2) Which of the following is a difference between a market-oriented firm and a sales-oriented firm?
A)Unlike a market-oriented firm,a sales-oriented firm puts customers at the center of its business.
B)Unlike a market-oriented firm,a sales-oriented firm uses relationship-marketing strategies.
C)Unlike a market-oriented firm,a sales-oriented firm gives little emphasis to promotion activities.
D)Unlike a market-oriented firm,a sales-oriented firm targets its products at the average customer.
Answer: D
Q3) A production-oriented firm focuses on its internal capabilities.
A)True
B)False
Answer: True
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Page 3
Chapter 2: Strategic Planning for Competitive Advantage
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127 Verified Questions
127 Flashcards
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Sample Questions
Q1) A sustainable competitive advantage is a function of the speed with which competitors can imitate a leading company's strategy and plans.
A)True
B)False
Answer: True
Q2) An effective business mission statement is:
A)based on an analysis of anticipated environmental conditions.
B)defined in terms of the products and services the company produces.
C)based on short-term thinking and marketing myopia.
D)developed independently of the external business environment.
Answer: A
Q3) When properly created,a strategic business unit (SBU):
A)has a specific target market.
B)plans collaboratively with other SBUs of the company.
C)has a maximum of hundred employees.
D)shares the mission of its parent company.
Answer: A
Q4) __________multiplied by the number of units sold equals total revenue for the firm.
Answer: Price
Page 4
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Chapter 3: Ethics and Social Responsibility
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54 Flashcards
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Sample Questions
Q1) Which of the following is true of moral relativists?
A)They believe that laws should be followed under all circumstances.
B)Their ethical beliefs center on the time,place,and the pressure of a dilemma.
C)Their decisions are typically based on the predictions they make about the consequences of actions.
D)They believe in absolute rules and apply them to all ethical dilemmas.
Answer: B
Q2) In the context of determinants of civil society,__________involves the voluntary acceptance of standards established by nongovernmental entities.
Answer: self-regulation
Q3) In rule utilitarianism,a person performs the acts that benefit the most people,regardless of personal feelings or societal constraints such as laws.
A)True
B)False
Answer: False
Q4) Studies suggest that ethical beliefs vary little from culture to culture.
A)True
B)False
Answer: True
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Chapter 4: The Marketing Environment
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95 Flashcards
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Sample Questions
Q1) An economic recession increases demand for products and services.
A)True
B)False
Q2) Component lifestyles are:
A)making consumers non-discriminating and less demanding.
B)creating demand for products that meet diverse needs.
C)reducing the complexity of buyer behavior.
D)increasing the demand for low-priced mediocre products.
Q3) Component lifestyles decrease the complexity of consumers' buying habits.
A)True
B)False
Q4) Business firms can stimulate innovation by:
A)hiring employees with low risk tolerance.
B)telling employees that they have the freedom to fail.
C)using micromanagement techniques.
D)curbing research activities.
Q5) Social Media is an effective tool used to increase brand awareness.
A)True
B)False
Q6) Discuss the relationship between businesses and the government.
Page 6
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Chapter 5: Developing a Global Vision
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Sample Questions
Q1) The primary reason large U.S.companies send U.S.jobs abroad is because labor costs are higher in the United States.Such companies are said to be engaging in _____.
A)employee export
B)outsourcing
C)inshoring
D)joint ventures
Q2) Which of the following is a difference between product invention and product adaptation?
A)Product invention involves altering the promotional strategies for a product,while product adaptation does not involve altering such strategies.
B)Product invention takes the marketing mix into consideration,while product adaptation does not take it into consideration.
C)Product invention involves drastically changing an existing product,while product adaptation involves slightly altering a basic product.
D)Product invention applies only to products that are displayed in local markets,while product adaptation applies to products all around the world.
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Chapter 6: Consumer Decision Making
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83 Verified Questions
83 Flashcards
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Sample Questions
Q1) Which of the following is a social factor that can influence consumer buying decisions?
A)A social class
B)Gender
C)A reference group
D)Perception
Q2) When Avril wanted to purchase a birthday card for her husband,she went to three stores and spent two hours reading over 100 cards before selecting the perfect one.This card,which costs $3.25,is properly designated as a high-involvement product because of _____ involvement.
A)product
B)situational
C)shopping
D)enduring
Q3) Becky wants to buy a new cell phone.She asks her tech-savvy friends to recommend a good phone that is light in weight and easy to use.In this scenario,Becky is obtaining information using a(n)__________information source.
Q4) A(n)__________is an organized pattern of knowledge that an individual holds as correct about his or her world.
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Chapter 7: Business Marketing
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76 Verified Questions
76 Flashcards
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Sample Questions
Q1) In the context of consumer markets,which of the following is true of consumers?
A)They often follow the practice of reciprocity.
B)They tend to buy in very large quantities.
C)They approach purchasing rather formally.
D)They normally buy products rather than lease them.
Q2) What are the main differences between major equipment and accessory equipment?
Q3) Content marketing is extremely important for businesses that want to deliver valuable content for their customers.Provide arguments to justify this statement.
Q4) Which of the following is true of business marketing?
A)It refers to the sale of goods and services for the purpose of personal consumption.
B)It deals with products that are used to facilitate an organization's operations.
C)It sells goods and services only to organizations.
D)It depends largely on social media for increased profits.
Q5) Explain the distribution structure followed in business markets.
Q6) In the context of measuring online success,the__________is important because big spenders can be the most profitable customers for a business.
Q7) __________are expense items that do not become part of a final product.
Page 9
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Chapter 8: Segmenting and Targeting Markets
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50 Flashcards
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Sample Questions
Q1) _____ are business customers who consider numerous suppliers,solicit bids,and study all proposals carefully before selecting one.
A)Laggards
B)Innovators
C)Optimizers
D)Satisficers
Q2) The purpose of market segmentation is to enable a marketer to tailor marketing mixes to meet the needs of specific segments.
A)True
B)False
Q3) Tennot Designs Inc.manufactures and sells clothes and shoes to people who are over 6'6" tall - a rather small target market.Given this information,Tennot Designs Inc.uses a(n)__________targeting strategy.
Q4) Brasco Motor Company produces a wide range of vehicles such as passenger cars,commercial trucks,specialty vehicles,performance vehicles,and race cars.Each type of car has a separate and distinct customer base.Given this information,Brasco Motor Company has divided its customer base by using the strategy of__________.
Q5) How do marketers use customer relationship management (CRM)as a targeting tool?
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Chapter 9: Marketing Research
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47 Verified Questions
47 Flashcards
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Sample Questions
Q1) Zilo Toys Inc. ,a toy manufacturing company,believes that the longer customers spend in deciding what to purchase,the less likely they are to purchase more items.In order to determine the average time customers spend in purchasing toys from their stores,the company employs Tim to watch customers as they discuss what toys to buy.He then reports his findings to the management.In this scenario,Tim is engaged in _____.
A)quantitative research
B)virtual shopping
C)observation research
D)behavioral targeting
Q2) Which of the following is a similarity between in-home personal interviews and executive interviews?
A)Both have the benefit of actual or promised anonymity for respondents.
B)Both tend to be very expensive.
C)Both require computer-assisted interviewing.
D)Both are similar in that they save time.
Q3) How does marketing research help managers make decisions?
Q4) How is competitive intelligence useful to organizations?
Q5) Explain the importance of marketing research in decision making.
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Chapter 10: Product Concepts
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51 Verified Questions
51 Flashcards
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Sample Questions
Q1) Each product item in the product mix always requires a separate marketing strategy.
A)True
B)False
Q2) Frieda was disappointed to notice that her new phone had several scratches on its screen.If she had known about the clear protective films that were available to protect the phone display from scratches,she could have avoided this problem.For Frieda,the protective films were _____.
A)convenience products
B)unsought products
C)specialty products
D)shopping products
Q3) An organization's product mix includes all of the products it sells.
A)True
B)False
Q4) Trademark protection and rights only last for five years.
A)True
B)False
Q5) __________refers to the number of product lines an organization offers.
Q6) Explain the importance of product offering in creating a marketing mix.
Page 12
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Chapter 11: Developing and Managing Products
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57 Verified Questions
57 Flashcards
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Sample Questions
Q1) Which of the following is an advantage of simultaneous product development?
A)It shortens a product's development process.
B)It ensures that a development process proceeds through highly structured stages.
C)It lengthens product lines to appeal additional markets.
D)It eliminates the need for test marketing a new product.
Q2) Hakimo Corp. ,a multinational corporation that specializes in audio equipment,has developed a wireless speaker that sits unobtrusively on a desktop.The tiny,yet strong,twin speakers use Bluetooth to stream music directly from a PC or MP3 player.This small wireless speaker,which is radically different from anything currently on the market,can most likely be classified as a:
A)repositioned product.
B)revision of an existing product.
C)discontinuous innovation.
D)lower-priced product.
Q3) Eliminating all nonessential marketing expenses and letting sales decline is one of the successful strategies for marketing products in the decline stage of their life cycle.
A)True
B)False
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13
Chapter 12: Services and Nonprofit Organization Marketing
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54 Verified Questions
54 Flashcards
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Sample Questions
Q1) Internal marketing is more important for goods manufacturers than service firms.
A)True
B)False
Q2) The _____ of a service most clearly reveals the relationship between its target market strategy and its distribution strategy.
A)tangibility
B)location
C)customization
D)separability
Q3) At Great Bear Nature Tours,the owners are careful to treat both guests and employees very well.In fact,most employees feel that they are treated like privileged guests at work.This is an example of:
A)green marketing.
B)social marketing.
C)nonprofit marketing.
D)internal marketing.
Q4) When is a service mix effective?
Q5) The__________of a service most clearly reveals the relationship between its target market strategy and its distribution strategy.
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Chapter 13: Supply Chain Management
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59 Verified Questions
59 Flashcards
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Sample Questions
Q1) Which of the following is an advantage of supply chain management to companies?
A)Reduced operational flexibility
B)Improved customer service
C)Reduced interactions between companies and their suppliers
D)Increased ability to perform in isolation
Q2) Serena wants to buy a pair of sunglasses.She decides to buy it from Seekart,an online retail store.Seekart uses an automated system to process its customers' purchases and sends the information to the manufacturer's warehouse,which directly ships the required products to the customers.This system employed by Seekart is called a(n)__________.
Q3) In the customer relationship management (CRM)process,once higher-value customers are identified,firms should focus on identifying and attracting other groups by providing them with customized products and better services.
A)True
B)False
Q4) A company's__________includes all of the companies involved in all of the upstream and downstream flows of products,services,finances,and information,from initial suppliers to the ultimate consumer.
Q5) Explain in detail the functions of the customer relationship management process.
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Chapter 14: Marketing Channels
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33 Verified Questions
33 Flashcards
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Sample Questions
Q1) __________occurs when a firm refuses to meet specific obligations or fails to change when new situations arise.
Q2) Which of the following is true of nontraditional channels?
A)They detract from the profitability of the primary and secondary channels controlled by a business.
B)They are used to sell stolen or counterfeited products.
C)They enable a consumer to return a product when it reaches the end of its useful life.
D)They help differentiate a firm's product from the competition.
Q3) Phoenix Automated Retail Servicesspecializes in DVD rentals via automated retail kiosks.If consumers want a particular DVD,they can rent it from Phoenix instead of searching for itinvariousproduction studios.Phoenixtherefore provides _____ for both consumers and the production studios.
A)contact efficiency
B)reciprocity
C)synergy
D)forward integration
Q4) Why are many companies transitioning to omnichannel distribution operations?
Q5) Why have many companies begun employing multichannel marketing strategies?
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Chapter 15: Retailing
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Sample Questions
Q1) Alpha Beta Inc.is a self-service shop that offers a wide variety of foods and household products,organized into aisles.Alpha Beta is a _____.
A)supermarket
B)drugstore
C)warehouse club
D)factory outlet
Q2) Zeta is an American multinational retail corporation.To move ahead of its competitors and increase revenue,Zeta began to employ a system to determine which products to stock and at what prices,and how to advertise to draw target customers.The process employed by Zeta is called __________.
Q3) _____ compete on the basis of low prices,high turnover,and high volume.
A)Discount stores
B)Convenience stores
C)Drugstores
D)Supermarkets
Q4) What is a target market?
Q5) __________compete on the basis of low prices,high turnover,and high volume.
Q6) What is brand cannibalization? Why is it dangerous to the retailer?
Q7) __________are inventories displayed for sale to customers.
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Chapter 16: Marketing Communications
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Sample Questions
Q1) Advent Automobiles Inc.launches a new sport utility vehicle.The company places advertisements in leading newspapers and social media sites to reach out to consumers.In the context of the communication process,Advent Automobiles Inc.is the
A)sender
B)decoder
C)informer
D)receiver
Q2) Treat Bytes Inc. ,a food product manufacturing company,introduces a new range of protein-rich snacks targeted at vegetarians.The products have very low levels of fat and cholesterol that make them a healthy source of protein for vegetarians.These products are unique,and people consider them to be of the highest quality.These unique features of the products present Treat Bytes Inc.with a__________.
Q3) __________promotion is designed to stimulate a purchase or an action.
Q4) An advertisement in a trade magazine targeted toward veterinarians urges them to prescribe the drug Hepato for cats and dogs with damaged livers.This advertisement was placed by the product's manufacturer.This advertisement is an example of how manufacturers use a(n)__________strategy.
Q5) Explain how a target market is characterized.
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Chapter 17: Advertising, public Relations, and Sales Promotion
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54 Flashcards
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Sample Questions
Q1) _____ is the element in the promotional mix that evaluates people's attitudes,identifies issues that may elicit their concern,and executes programs to gain their understanding and acceptance.
A)Personal selling
B)Advertising
C)Sales promotion
D)Public relations
Q2) Push money is one of the efforts taken by manufacturers to make wholesalers push the manufacturer's brands through the distribution channel.
A)True
B)False
Q3) Testing ad effectiveness can be done before and/or after the campaign.
A)True
B)False
Q4) A product's benefit is simply a feature of the product such as its easy-open package,special formulation,or new lower price.
A)True
B)False
Q5) __________is the cost of reaching one member of the target market.
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Chapter 18: Personal Selling and Sales Management
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Sample
Questions
Q1) Kay and Jenny's,a restaurant,has implemented a new system that identifies and gathers information about its regular customers.It rewards the regular customers by giving them gift coupons and cash prizes.This is most likely an example of a(n)_____ system.
A)organizational optimization
B)profit maximization
C)total quality management (TQM)
D)customer relationship management (CRM)
Q2) Tim Hughes is a salesperson for Allied Pets Inc. ,a company that sells veterinarian supplies.He is working on a needs assessment for East Athens Veterinary Clinic.What information will he need to find out about East Athens?
Q3) A sales manager at Guilden Corporation,a manufacturer of consumer durable goods,has instructed his new salesperson,Rita,to sell five flat screen televisions per week.In addition to this,she is also expected to identify ten potential customers.These instructions given to Rita are referred to as__________.
Q4) A sales presentation should be explicitly tied to the expressed needs of a prospective customer.
A)True
B)False
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Chapter 19: Social Media and Marketing
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48 Flashcards
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Sample Questions
Q1) Explain the role of social media in marketing.
Q2) Francis,a restaurant chain's social media manager,wants to conduct an online contest to promote his restaurant.He conducts the contest in a social networking site which allows people to post only 140-characters long updates.In this context,Francis has used -_____ to conduct the contest.
A)social review sites
B)media sharing sites
C)private blogs
D)microblogs
Q3) One of the implications of social media for marketers is that they must realize that they often do not control the content on social media sites.
A)True
B)False
Q4) Marketers find social news sites useful for promoting campaigns,creating conversations around related issues,and building Web site traffic.
A)True
B)False
Q5) Distinguish between owned media and earned media with examples.
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Chapter 20: Pricing Concepts
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64 Verified Questions
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Sample Questions
Q1) Diffusion Research Company specializes in conducting market research for various firms.When it receives proposals for new research,its management will first estimate the cost of conducting the research and producing and delivering the final research report.The management then adds 30 percent to that cost estimate.This becomes the price estimate given to the potential research client.This suggests that Diffusion Research Company uses a _____ pricing objective.
A)profit-oriented
B)market share maximization
C)status quo
D)sales maximization
Q2) Profit-oriented pricing objectives include:
A)target return on investment.
B)target market share.
C)sales maximization.
D)status quo pricing.
Q3) Large customers insist on cash rebates if the guarantee of stores' profit margins are not met.
A)True
B)False
Q4) How do manufacturers benefit from prestige pricing?
Page 22
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Chapter 21: Setting the Right Price
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Sample Questions
Q1) Used Car Center Inc.allows salespeople to charge different customers different prices for essentially the same automobile depending on how good the customer is at negotiating the price.In this scenario,the company uses a:
A)two-part pricing tactic.
B)price lining tactic.
C)flexible pricing tactic.
D)price skimming tactic.
Q2) Acmell Lawnmowers Inc.sells its mowers to retailers at different prices depending on whether they are independent stores or members of a national chain.In this scenario,the company indulges in__________.
Q3) When executives from competing firms meet to decide which of them will submit the lowest bid on a contract,they are indulging in _____.
A)price discrimination
B)price fixing
C)bait pricing
D)penetration pricing
Q4) __________is a price tactic that charges freight costs from a given point,regardless of the city from which the goods are shipped.
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Page 23