Sales and Marketing Test Preparation
Course Introduction
This course provides an in-depth exploration of the fundamental principles and practices of sales and marketing within various organizational contexts. Students will learn key concepts such as market segmentation, consumer behavior, branding, pricing strategies, and promotional techniques. The course covers the sales process from prospecting to closing, relationship management, and the integration of digital marketing tools. Emphasis is placed on developing effective communication, negotiation, and strategic planning skills essential for succeeding in competitive marketplaces. Through case studies and practical exercises, students will gain hands-on experience in creating and implementing sales and marketing strategies that drive business growth and customer engagement.
Recommended Textbook
Marketing Real People Real Choices 3rd Edition by Michael Solomon
Available Study Resources on Quizplus 14 Chapters
1765 Verified Questions
1765 Flashcards
Source URL: https://quizplus.com/study-set/3883
Page 2
Chapter 1: Welcome to the World of Marketing: Creating and Delivering Value
Available Study Resources on Quizplus for this Chatper
152 Verified Questions
152 Flashcards
Source URL: https://quizplus.com/quiz/77358
Sample Questions
Q1) A consumer can purchase a can of soft drink from a local convenience store or a supermarket.Discuss two areas where the supermarket may have competitive advantage.
Answer: Given the purchasing power and volume buying of the supermarket,it is likely that the cost of the soft drink will be lower at the supermarket.The supermarket may also have a larger selection of soft drinks in a range of sizes for the customer to choose from.
Q2) In an attention economy,a company's success is measured by its share of ________ rather than its share of ________.
A)market; mind
B)value chains; market
C)value propositions; profit
D)differential benefits; mind
E)mind; market
Answer: E
Q3) Consumer goods are bought for further processing,for on-selling or use in an organisation.
A)True
B)False
Answer: False
To view all questions and flashcards with answers, click on the resource link above. Page 3
Chapter 2: Strategic Market Planning: Taking the Big Picture
Available Study Resources on Quizplus for this Chatper
164 Verified Questions
164 Flashcards
Source URL: https://quizplus.com/quiz/77357
Sample Questions
Q1) Marketers using the BCG growth-market share matrix sometimes refer to question marks as problem children.
A)True
B)False
Answer: True
Q2) Serengeti makes lightweight sunglasses with 100% UV protection for people who love the outdoors.
A)weakness
B)strength
C)opportunity
D)threat
E)corporate culture
Answer: C
Q3) Business planning is an intermittent process of making decisions that guide the firm in both the short and the long term.
A)True
B)False
Answer: False
To view all questions and flashcards with answers, click on the resource link above. Page 4
Chapter 3: Thriving in the Marketing Environment: The
World Is Flat
Available Study Resources on Quizplus for this Chatper
158 Verified Questions
158 Flashcards
Source URL: https://quizplus.com/quiz/77356
Sample Questions
Q1) Country A and Country B want to ensure that each other's goods enter their markets exempt from all regulation,so they sign a/n ________.
A)free trade agreement
B)grey tax reduction agreement
C)import quota reduction agreement
D)non-boycott agreement
E)tariff reduced zone agreement
Answer: A
Q2) A country puts quotas on imported rice,preserving approximately half of the market for domestic producers.
A)To reduce competition for its domestic rice industry
B)To control the supply and demand for rice
C)To support a mass market for rice
D)To decrease the cost of rice
E)All of the above
Answer: A
To view all questions and flashcards with answers, click on the resource link above. Page 5
Chapter 4: Marketing Research: Gathering,analysing and Using Information
Available Study Resources on Quizplus for this Chatper
165 Verified Questions
165 Flashcards
Source URL: https://quizplus.com/quiz/77355
Sample Questions
Q1) Compare and contrast syndicated research reports and custom research reports.
Q2) Coca-Cola utilised ________ when they asked consumers to indicate how they feel about Diet Coke and Coke Zero.
A)descriptive research
B)focus group research
C)exploratory research
D)case study research
E)ethnography
Q3) Apple asks consumers on a one-to-one basis questions about their feelings about the company's range of iPods and iPod accessories and user-friendliness of the iTunes website.
A)focus group seminars
B)consumer interviews
C)secondary data research
D)exploratory research
E)None of the above
Q4) Consumer interviews are usually conducted in groups of five to nine.
A)True
B)False
Q5) Compare and contrast cross-sectional and longitudinal design.
To view all questions and flashcards with answers, click on the resource link above. Page 6
Chapter 5: Consumer Behaviour: How and Why We Buy
Available Study Resources on Quizplus for this Chatper
119 Verified Questions
119 Flashcards
Source URL: https://quizplus.com/quiz/77354
Sample Questions
Q1) Stimulus generalisation explains why people who enjoyed Shrek 1 and Shrek 2 were expected to fill theatres for Shrek 3.
A)True
B)False
Q2) A television advertisement shows healthy looking men and women in good physical condition exercising in a health club,enjoying their use of a particular brand of exercise equipment.Explain the advertisement using learning theory.
Q3) Apply the 'bandwagon effect' to sales at a home shopping party.
Q4) Think of an item you purchased recently using habitual decision-making and another item where you used extended problem solving.What was involved in each process?
Q5) Consumers often rely on decision rules or guidelines when weighing the claims companies make.
A)buying plans
B)heuristics
C)core competencies
D)analogies
E)synergistic criteria
Q6) How do marketers reinforce society's expectations regarding gender roles?
Page 7
To view all questions and flashcards with answers, click on the resource link above.
Chapter 6: Business-To-Business Markets: How and Why
Organisations Buy
Available Study Resources on Quizplus for this Chatper
60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/77353
Sample Questions
Q1) ________ are customers for a vast number of products from raw materials to goods manufactured by others.
A)Resuppliers
B)Not-for-profit markets
C)Distributors
D)Resellers
E)Producers
Q2) A buy class framework identifies the degree of effort required of the firm's personnel to collect information and to make a purchase decision.
A)True
B)False
Q3) Explain the advantages and disadvantage of the practice of multiple sourcing in business-to-business purchasing.
Q4) What are the three main classes of business-to-business customers?
Q5) Explain which of the three business-to-business buying situations is illustrated in the following scenario.Although companies have purchased printers and copiers before,Xerox now offers them a multitasking machine that prints,copies,emails,scans,and faxes-and makes a great cup of coffee.
8
To view all questions and flashcards with answers, click on the resource link above.
Chapter 7: Sharpening the Focus: Target Marketing
Strategies and Customer Relationship Management
Available Study Resources on Quizplus for this Chatper
160 Verified Questions
160 Flashcards
Source URL: https://quizplus.com/quiz/77352
Sample Questions
Q1) A basic assumption of ________ is that people who live near one another share similar characteristics.
A)positioning
B)geodemographics
C)psychographics
D)demographics
E)geography
Q2) A goal of CRM is to reap a high return on the investments made in customer relationships and maximise the value of a firm's ________.
A)customer equity
B)brand personality
C)target market
D)VALS
E)positioning
Q3) When brands are well known and have distinctive images and consumer groups have distinct product needs,adopting a concentrated target marketing strategy is most appropriate.
A)True
B)False
Page 9
To view all questions and flashcards with answers, click on the resource link above.
Chapter 8: Creating and Managing Products
Available Study Resources on Quizplus for this Chatper
142 Verified Questions
142 Flashcards
Source URL: https://quizplus.com/quiz/77351
Sample Questions
Q1) McCain's decides to develop a new microwaveable range called 'Funky Fries'.The fries are sold in single serving containers and are available in flavours such as 'Cheese and Onion','Thai Curry','Mexican Spicy' and 'Cocoa Crispers'.'Funky Fries' are an example of a
A)dynamically continuous innovation
B)nonradical innovation
C)competitive innovation
D)continuous innovation
E)discontinuous innovation
Q2) How do marketers use the product life cycle (PLC)?
Q3) What is a 'brand'? Give one example of a well-known brand for a product or company.
Q4) Discuss how a marketer could affect the rate of adoption.
Q5) When making packaging decisions,marketers should consider ________.
A)environmental concerns
B)packaging used by other brands
C)shape and colour
D)aesthetics
E)All of the above
Q6) What are prototypes? When would an organisation develop prototypes?
Page 10
To view all questions and flashcards with answers, click on the resource link above.
Chapter 9: Services and Other Intangibles: Marketing a
Product That Isnt There
Available Study Resources on Quizplus for this Chatper
116 Verified Questions
116 Flashcards
Source URL: https://quizplus.com/quiz/77350
Sample Questions
Q1) The actual physical facility where the service is performed,delivered and consumed is referred to as the ________.
A)service vocation
B)environmental aspect
C)core service
D)servicescape
E)augmentation service
Q2) ________ is a measurement tool that gauges the difference between a customer's expectations of service quality and what actually occurred.
A)The 80/20 rule
B)SERVQUAL
C)A SWOT (Services with Optimal Tools)assessment
D)A market audit
E)Break-even analysis
Q3) How can changing demographics have an effect upon the future of services being offered? Identify a service industry that will have growth due to changing demographics.
Q4) What are intangibility and perishability? How would a package delivery service deal with the intangibility characteristic of services?
11
To view all questions and flashcards with answers, click on the resource link above.
Chapter 10: Pricing the Product
Available Study Resources on Quizplus for this Chatper
137 Verified Questions
137 Flashcards
Source URL: https://quizplus.com/quiz/77349
Sample Questions
Q1) When K-Mart entered the Australian and New Zealand markets,there were already stores providing similar services and products.To get people to try the K-Mart stores,the chain deliberately sold merchandise below the price charged by competitors.What type of pricing objective does this approach show?
A)Competitive effect
B)Profit
C)Sales or market share
D)Image enhancement
E)Break-even
Q2) Trade or functional discounts are offered to ________.
A)the government market and other organisations that require bid proposals
B)consumers who earn the price reduction for buying in bulk
C)channel intermediaries who perform tasks such as credit and storage that the manufacturer would otherwise have to perform
D)manufacturers that agree to exclusive distribution contracts
E)intermediaries such as financing institutions and advertising agencies as a cost of doing business with them
Q3) Explain the term variable costs and provide three examples of variable costs incurred by a restaurant.
To view all questions and flashcards with answers, click on the resource link above.
Page 12
Chapter 11: One-To-Many: Advertising,consumer Sales
Promotion and Public Relations
Available Study Resources on Quizplus for this Chatper
144 Verified Questions
144 Flashcards
Source URL: https://quizplus.com/quiz/77348
Sample Questions
Q1) All of the following describe institutional advertising EXCEPT ________.
A)institutional messages do not try to sway public opinions
B)institutional ads are likely to offer one cohesive message
C)institutional ads do not focus on a specific product
D)institutional advertising promotes the activities or point of view of an organisation or company
E)All of the above
Q2) Bridget was invited to examine a free copy of a new magazine called Coastal Living.If she did not enjoy the magazine,she could write 'Refused' on the invoice for her subscription that would arrive about three weeks after the free magazine.The magazine's publisher was using ________.
A)a rebate
B)sampling
C)product placement
D)a premium
E)promotional products
Q3) How might a company advertising a new sports drink evaluate their ad campaign?
Q4) Explain what is meant by integrated marketing communications and discuss,with examples,the five basic functions of IMC.
Page 13
To view all questions and flashcards with answers, click on the resource link above.
Available Study Resources on Quizplus for this Chatper
79 Verified Questions
79 Flashcards
Source URL: https://quizplus.com/quiz/77347
Sample Questions
Q1) Organisations rely on personal selling for which of the following reasons?
A)To quickly move a product to the last stage of its product life cycle
B)To avoid use of the 'personal touch'
C)To more efficiently sell complex and/or expensive products
D)To keep their products from moving from the introduction stage to the growth stage of their product life cycle
E)To make more efficient use of the promotional mix
Q2) Which of the following is not an example of a sales performance objective a sales manager might set for his sales force?
A)Each salesperson should have at least $400,000 in net sales annually.
B)Each salesperson must get at least one referral from each customer.
C)Each salesperson must call on three new prospects each week.
D)Each salesperson should achieve at least 6 out of 10 in customer satisfaction survey.
E)Each salesperson must create at least three advertisements and one press release per month.
Q3) Discuss the different approaches a sales person can use to close a sale.Provide an example of what a sales person might say for each approach.
Q4) What is the final step in the creative selling process and why is it important?
Page 14
To view all questions and flashcards with answers, click on the resource link above.
Chapter 13: Many-To-Many: Online Marketing
Communication and New Media
Available Study Resources on Quizplus for this Chatper
56 Verified Questions
56 Flashcards
Source URL: https://quizplus.com/quiz/77346
Sample Questions
Q1) When marketers use ________ they examine customer interactions to identify patterns that enable future marketing strategies to be ________ and more
A)search engine optimisation; targeted; efficient
B)pay-per click; targeted; efficient
C)directed searching; targeted; relevant
D)behavioural tracking; reliable; less expensive
E)behavioural tracking; targeted; efficient
Q2) Why would marketers be interested in click-through rates,cost per thousand impressions and cost per action?
Q3) Which of the following statements is not true?
A)The basics of building buzz are to create unfavourable word-of-mouth.
B)Technology has a magnifying effect on the reach of buzz.
C)Word-of mouth-communication has become more influential in consumers' buying behaviour.
D)Consumers have become more disenchanted with traditional advertising.
E)Over 85% of the top 1000 marketing firms use word-of-mouth strategies.
Q4) What are the four general objectives and associate metrics for assessing website advertising effectiveness?
Q5) Discuss three positive word-of-mouth strategies.
To view all questions and flashcards with answers, click on the resource link above. Page 15
Chapter 14: Delivering Value Through Supply Chains and Logistics
Available Study Resources on Quizplus for this Chatper
113 Verified Questions
113 Flashcards
Source URL: https://quizplus.com/quiz/77345
Sample Questions
Q1) The simplest channel of distribution is the direct channel.What are the three advantages of a farmer selling strawberries grown on their farm directly to consumers?
Q2) Which of the following statements describes conventional marketing systems?
A)Conventional marketing systems are multi-level distribution channels.
B)Relationships between members of conventional marketing systems are limited to simply buying and selling from one another.
C)Members of conventional marketing systems work independently of one another.
D)Most conventional marketing systems are highly successful.
E)All of the above
Q3) Cool Stuff is a business that buys cigarettes,lollies,and gum from many different manufacturers and then resells the items to a variety of different stores.Cool Stuff owns the goods it sells and suffers losses if the products are stolen or become out-of-date.It has developed its own marketing strategy and is an example of a ________.
A)rack shipper
B)merchandise agent
C)merchant wholesaler
D)job racker
E)merchandise broker
To view all questions and flashcards with answers, click on the resource link above. Page 16