DECA Marketing Cluster Exam

51. Marketers divide their markets by grouping customers according to their A. similarities. B. differences. C. hobbies. D. occupations.

1. A Similarities

10. Which of the following is an open question: A. What is your presentation about? B. Is your presentation finished? C. Do you need a projector for your presentation? D. Are you ready for your presentation?

10. A What is your presentation about?

100. Which of the following represents the major functions of management: A. Planning, organizing, staffing, directing, controlling B. Budgeting, scheduling, developing procedures, delegating C. Evaluating, motivating, training D. Researching, collecting information, reporting

100. A Planning, organizing, staffing, directing, controlling.

11. A primary use of flowcharts in business documents or presentations is to A. identify trends. B. explain relationships. C. compare and contrast data. D. summarize numerical data.

11. B Explain relationships

18. What situation often exists when the economy is in a downturn, and many people are unemployed and cannot buy more than the basic necessities? A. Trade deficit B. Inflation C. Excess demand D. Recession

18. D Recession

26. An increase in the amount of income tax people must pay is a change brought about by A. government. B. technology. C. individuals. D. society

26. A Governmen

27. What type of words should Rebecca use to describe her skills and accomplishments when writing her resume? A. Jargon B. Passive C. Action D. Vague

27. C Action

35. Broadcast advertising is an example of __________ media. A. out-of-home B. transit C. promotional D. direct mail

35. C Promotional

48. One reason that a business might conduct primary research rather than use secondary marketing information is because the A. secondary information may be outdated. B. primary information is always error-free. C. primary information is less expensive to obtain. D. secondary information is usually irrelevant.

48. A Secondary information may be outdated

60. Which of the following is the last step in the industrial purchasing process: A. Negotiate discounts. B. Select supplier. C. Identify needs. D. Confirm delivery

60. D Confirm delivery

61. What type of production process would be best suited for a company that makes wool coats and socks that are not in constant demand? A. Intermittent B. Continuous C. Routing D. Unit

61. A Intermitten

8. Communication among coworkers and supervisors should be A. an optional formality. B. an opportunity for feedback. C. saved for individual performance reviews. D. contained in one meeting

8. B An opportunity for feedback.

80. During which stage of the product life cycle is the product failure rate the highest? A. Introduction B. Growth C. Decline D. Maturity

80. A Introduction

86. An ad featuring a business's support of the Red Cross is an example of __________ advertising. A. free B. costly C. promotional D. institutional

86. D Institutional. Institutional advertising creates a certain image in the eyes of consumers.

87. Which of the following is true about the promotional mix: A. The promotional mix should always stay the same over time. B. All businesses can benefit from the same promotional mix. C. The promotional mix plays a key role in obtaining customers. D. Advertising is the best promotional mix element.

87. C The promotional mix plays a key role in obtaining customers

89. Ad copy that says a car is "the only sports coupe named to Car and Driver's ten-best list three years in a row" is A. showing uses. B. making a claim. C. using a testimoni

89. B Making a claim

94. Where might a salesperson most likely obtain firsthand product information? A. At the library B. From competitors C. At the factory D. From customers

94. D From customers.

6. One reason a channel of distribution that has strong leadership is often able to avoid conflict within the channel is because the leader has the A. authority to demand cooperation. B. ability to provide training. C. capacity to regulate change. D. personality to develop friendships.

A Authority to demand cooperation

12. A basic purpose of writing a daily activity report is to provide a(n) A. permanent record of simple but important facts. B. overview of work completed and planned. C. basis for recommendations to employees. D. evaluation of the achievement of company goals

12. B Overview of work completed and planned

16. Why are consumer goods often poor quality in a communist command economy? A. People in a communist command economy consume everything that they produce. B. People in a communist command economy do not need quality consumer goods. C. The government pays workers based on quantity rather than quality. D. High taxes take resources away from producers.

16. C The government pays workers based on quantity rather than quality

19. Kelly runs a small home bakery. To help her fulfill more orders, she hired three part-time employees. The additional workers increased her output, so she hired another three workers. To her surprise, Kelly's output actually decreased once she added the last three workers. This example best demonstrates the A. harm of taking business risks. B. law of diminishing returns. C. danger of hiring employees. D. need for effective employee training.

19. B Law of diminishing returns.

2. The purpose of customs regulations is to A. uphold the longstanding traditions of the country. B. ensure that nothing foreign enters the country. C. prevent immigration into the country. D. control the flow of goods into and out of the country

2. D Control the flow of goods into and out of the country

20. Which of the following circumstances is most likely to cause interest rates to increase: A. Low inflation B. Consistent investment spending C. Economic recession D. Tight money supply

20. D Tight money suppl

21. Feedback can be extremely valuable because it A. reinforces your own opinions. B. shows you what areas to improve. C. gives you a chance to be defensive. D. points out others' strengths.

21. B Shows you what areas to improve

22. Which of the following indicates a high level of self-esteem: A. Believing that you should always put others ahead of yourself B. Making a mistake and thinking that you are good at making mistakes C. Seeing an advertisement for a job and feeling that you could handle it D. Imagining how you would feel if you had already graduated

22. C Seeing an advertisement for a job and feeling that you could handle it

23. Which of the following remarks represents a negative attitude: A. "There's nothing fun about working except getting paid." B. "Most of my coworkers aren't personal friends, but they're all right." C. "My job's not the best, but it's not the worst either." D. "There are some policies that are okay, and some that I don't like."

23. A "There's nothing fun about working except getting paid.

24. Fulfilling one's obligations through words and actions in a dependable manner is __________ behavior. A. routine B. responsible C. assertive D. aggressive

24. B Responsible

25. When people make you angry or upset, you may be able to maintain your self-control if you A. frown to indicate your displeasure. B. make an effort to remain calm. C. use language to vent your anger. D. adopt a defensive attitude.

25. B Make an effort to remain calm.

28. What type of negotiating style often involves a "no-compromise" attitude? A. Accommodating B. Combative C. Collaborative D. Flexible

28. B Combative.

29. During the staff meeting, Madeline said, "Although I don't have all of the information that I would like to have about the new system, I am confident that we will be able to work together and effectively handle any issues that we may encounter along the way." What characteristic is Madeline demonstrating in this situation? A. Self-control B. Recognition of others' achievements C. Tolerance for ambiguity D. Personal vision

29. C Tolerance for ambiguity

3. Walmart, Domino's, and Avis Rent-a-Car are examples of A. retailers. B. wholesalers. C. agents. D. industrial distributors

3. A Retailers

30. Hazel started her own childcare network where she connects families to available babysitters at her school. Hazel could be described as a(n) A. wholesaler. B. direct salesperson. C. entrepreneur. D. franchiser.

30. C Entrepreneu

31. Mike and Sue need a source of credit to finance the purchase of their first home. Which of the following sources of credit would best fit their need: A. Sales finance companies B. Credit unions C. Savings and loan associations D. Commercial banks

31. C Savings and loan associations

32. Which of the following is fiat money: A. A $20 bill B. A check C. A credit card D. Gold

32. A A $20 bill

33. Each pay period, Kendra has her employer automatically deposit her paycheck into her checking account so the funds are available for use when she needs them. In this situation, money is functioning as a(n) A. store of value. B. medium of exchange. C. form of cash. D. unit of measure.

33. A Store of value.

34. Lisa charges another sole proprietor to use the extra office in the building she owns. Which of the following is Lisa's source of income: A. Interest B. Rent C. Dividends D. Salary

34. B Ren

36. Balancing the business's objective to make a profit with the interests of all the business's stakeholders is a primary consideration related to the business's A. creative processes. B. financial ethics. C. forecasting methods. D. maintenance activities.

36. B Financial ethics.

37. Which of the following phrases is most likely to be listed in an official job description: A. "Edit company newsletter" B. "Have 10-15 years' experience" C. "Possess an associate's degree or higher" D. "Able to work closely with others"

37. A "Edit company newsletter."

38. One reason why a business might gather marketing information is to A. manipulate data. B. remain competitive. C. control customers. D. eliminate risks.

38. B Remain competitive

39. One of the advantages of obtaining and using marketing information is that it helps business managers to A. train and direct employees. B. prepare documents and reports. C. review and understand regulations. D. predict and control risks.

39. D Predict and control risk

4. One common barrier to the use of technology in channel management is A. the overwhelming number of technology options. B. employees' inability to master new technology. C. the possibility for increased productivity and efficiency. D. companies' refusal to implement new tools.

4. A The overwhelming number of technology options.

40. To handle customer complaints effectively, the first thing that employees should do is A. take the customers' problems personally. B. state the business's policies to prevent misunderstandings. C. give the customers what they want to make them happy. D. listen to the customers to understand their concerns.

40. D Listen to the customers to understand their concern

41. When Rebecca's research for her school project is complete, she's not quite sure what to do with her data. Her friend Allison suggests coding the data, and she decides to give it a try. Why should Rebecca use coding to organize her research findings? A. It is the only method to interpret data in a meaningful way. B. It prevents data entry mistakes such as omissions or duplications. C. It saves time by eliminating the need to check the data for flaws and errors. D. It turns large amounts of data into a form that is more easily understood.

41. D It turns large amounts of data into a form that is more easily understood

42. One of the goals of qualitative research is to answer questions about A. "how many." B. "why." C. "how to." D. "who."

42. B "Why."

43. Which of the following activities helps managers make smart decisions regarding the problems and opportunities facing their businesses: A. Conducting marketing research B. Providing customer service C. Advertising and sales promotion D. Hiring new employees

43. A Conducting marketing research

44. A company wants to collect information from various sources to determine if it should consider expanding to international markets. What research method should the company use if it does not want to spend a lot of time or money to obtain the information? A. Experimental B. Exploratory C. Interview D. Causal

44. B Exploratory

45. Which of the following is a type of non-probability sampling design: A. Systematic random sampling B. Cluster sampling C. Stratified random sampling D. Judgment sampling

45. D Judgment sampling

46. What type of data-collection method is being used when a researcher conducts a focus group? A. Telemarketing B. Statistical C. Interview D. Probability

46. C Interview

47. Which situation is an example of SUGGING? A. A salesperson offers a customer the opportunity to try an expensive product free of charge. B. A business promotes a product by sending samples to its customers without authorization. C. A marketer tells a customer that they are conducting research, and then begins a sales pitch. D. A telemarketer asks a customer if they know anyone who would want to buy a certain product.

47. C A marketer tells a customer that they are conducting research, and then begins a sales pitch

49. Which of the following marketing functions focuses on informing all current and potential customers about the business's products: A. Marketing-information management B. Promotion C. Product/Service Management D. Pricing

49. B Promotion.

5. When a channel leader requires another channel member to purchase and use an expensive electronic data interchange system in order to maintain its position in the distribution chain, the channel leader is engaging in the unethical practice of A. diplomacy. B. control. C. deception. D. coercion.

5. D Coercion.

50. The owner of a business is meeting with the company's managers and supervisors to set objectives for the next year. This group is developing the company's A. market share. B. business goals. C. channels of distribution. D. promotional mix.

50. B Business goals

52. An international soft-drink company that wants to add bottled spring water to its product mix has determined there are four major brands that currently hold the majority of the market share for that product. The strengths and weaknesses of each potential competitor have been examined. This is an example of a(n) A. purpose and mission. B. action plan. C. marketing strategy. D. situation analysis.

52. D Situation analysis

53. Which of the following is an example of how a business uses sales forecasts: A. To plan purchases B. To organize inventory C. To manage staff D. To control trends

53. A To plan purchases

54. Which of the following forms of communication is the most efficient way to bring four coworkers who are located in different cities together to simultaneously discuss a common business issue: A. Video conferencing B. Voice memo C. Switchboard D. Teleprompter

54. A Video conferencing

55. The migration of people from one location to another that affects the types of products that businesses sell is an example of a A. geography issue. B. population trend. C. transportation route. D. social lifestyle

55. B Population trend.

56. When developing websites, businesses often use A. instant messaging. B. data tracking. C. design software. D. intranet retrieval

56. C Design software. Developing websites has become easier with advances in technology

57. Which of the following is an ethical dilemma related to an employee providing information in the workplace: A. Steven advises a customer that Simpson Electronics does not provide personal information to other companies without the customer's consent. B. Melinda and two of her coworkers talk about their plans to work overtime next weekend. C. Bob's new employer asks him to share confidential information about product-development processes that his previous employer uses. D. A customer asks Kate to email a comprehensive price list to their business.

57. C Bob's new employer asks him to share confidential information about product-development processes that his previous employer uses.

58. Analyzing data with Simpson's Paradox in mind can help account for A. unconsidered variables or dimensions. B. inconsistencies in data generation. C. human error. D. incorrect assumptions.

58. A Unconsidered variables or dimensions

59. Which of the following is a workplace hazard: A. A landscaper develops heat stroke. B. An employee falls off a ladder while painting a house. C. A restaurant kitchen has a slippery spot where someone spilled oil. D. A receptionist is diagnosed with carpal tunnel syndrome.

59. C A restaurant kitchen has a slippery spot where someone spilled oil.

62. XYZ Sports has sales teams that specialize in different products within the same sport. These teams decide what items to carry in stock, how to display items related to a particular sport, and actively solicit input from customers to improve the goods and services. XYZ Sports has many of the elements of a __________ culture. A. executive B. hidden C. quality D. resistant

62. C Quality.

63. Which of the following is a way that businesses often are able to save additional money: A. By paying bills on time B. By increasing wages and benefits C. By renovating facilities D. By conducting research

63. A By paying bills on tim

64. Which of the following situations is an example of employees coordinating their work efforts: A. Gavin orders inventory based on the forecast that Madelyn has prepared for him. B. Ed reviews his monthly financial report to verify his calculations. C. Bob unpacks a shipment and places the items on shelves in the warehouse. D. Sarah calls a vendor to verify the delivery date of an order, while Shelley sells products

64. A Gavin orders inventory based on the forecast that Madelyn has prepared for hi

65. Self-understanding helps you raise your level of self-esteem because it A. identifies social activities you enjoy. B. helps you develop personal interests. C. compares your skills with others' skills. D. gives you a true picture of yourself.

65. D Gives you a true picture of yourself. S

66. What trait is the most important for marketers who work in marketing operations? A. Communication skills B. Analytical skills C. Creativity D. Tech skills

66. B Analytical skills

67. What is one of the benefits of sending a job interview follow-up letter? A. Allows the applicant to include a resume B. Lets the applicant submit test scores C. Reminds the interviewer of the applicant D. Provides the interviewer with references

67. C Reminds the interviewer of the applicant

68. Which of the following guidelines for writing cover letters is true: A. Customize your cover letter to the position you are applying for. B. Include personal information like your marital status in your cover letter. C. Do not include your job qualifications and experience in your cover letter. D. In your cover letter, repeat the exact information from your resume.

68. A Customize your cover letter to the position you are applying fo

69. Why is accepting responsibility for your own actions important to effective human relations skills? A. People will not take advantage of you. B. People will be able to depend on you. C. It helps you be enthusiastic. D. It helps you be objective

69. B People will be able to depend on you.

70. What are a business's organizational goals based on? A. The employees' input B. The customers' opinions C. The industry's needs D. The business's purpose

70. D The business's purpose

71. Businesses might consider increasing their prices during times when A. customers have less disposable income. B. goods and services are plentiful. C. many people are unemployed. D. economic conditions are good.

71. D Economic conditions are good.

72. In which kind of market does more competition exist than in any other kind of market: A. Oligopoly B. Monopolistic competition C. Pure competition D. Monopoly

72. C Pure competition

73. Competing businesses that agree to coordinate the discounts and credit terms that they offer their customers are A. target pricing. B. unit pricing. C. price fixing. D. price planning.

73. C Price fixing

74. One of the main differences between goods and services is that services are A. tangible. B. physical. C. produced. D. performed.

74. D Performed.

75. Which of the following is a way a business can classify a product line: A. Width B. Customer group C. Depth D. Trading up

75. B Customer group.

76. A common method of determining a product's safety is A. developing warranties. B. testing the product. C. evaluating the product's appeal. D. complying with local regulations.

76. B Testing the product

77. A trade association agrees to a set of standards and grades that will apply to products developed by its members. How will consumers of the products benefit from these standards? A. Guarantee of the same price B. Ease of comparison shopping C. Assurance of buyers' satisfaction D. Guarantee of product availability

77. B Ease of comparison shopping.

78. Which of the following is a purpose of warranties and guarantees: A. To avoid a customer-oriented focus for the business B. To protect the producer and the seller C. To decrease consumer confidence about purchases D. To decrease feedback from customer

78. B To protect the producer and the selle

79. The Kelp Company always uses a stuffed teddy bear on labels of their products and in their television commercials. Which of the following is the Kelp Company using: A. Brand name B. Trademark C. Trade character D. Trade name

79. C Trade character

81. Strident Technologies recently released a new model of its popular desktop computer that functions using a brand new software system. Customers interested in purchasing the new computer will have to buy the new software, too. This is an example of A. destructive advertising. B. poor marketing. C. product exposure. D. planned obsolescence.

81. D Planned obsolescence.

82. Which of the following is an appropriate reason to reposition a product: A. Marketers are getting bored with the current position. B. The competitive environment has changed. C. The company is going out of business. D. The Christmas season is around the corner.

82. B The competitive environment has changed

83. Identifying new product opportunities usually requires a person to be A. indifferent. B. aware. C. decisive. D. emotional.

83. B Aware

84. Which of the following is an example of a touchpoint: A. A reply to a customer question on social media B. A company-wide email from the CEO C. An in-house health insurance brochure D. A staff meeting to discuss brand values

84. A A reply to a customer question on social media

85. Pat's Pizza Place has introduced a new, low-fat pizza crust. In its advertising, it describes how tasty and healthy the low-fat crust is. Pat's Pizza Place is using which of the following promotional communication characteristics: A. Factual B. Persuasive C. Relevance D. Repetitious

85. B Persuasive. To be a success, promotional messages should be persuasive and convince buyers that the product that is being sold can meet their needs

88. Patrick wants to keep a certain amount of his money in a safe place where he can earn interest on his savings, and also be able to withdraw his funds without experiencing sizable financial penalties. In what type of financial institution should Patrick consider placing his money? A. The stock market B. A holding company C. A retirement fund D. A retail bank

88. D A retail bank

9. When should a visual aid be shown during a presentation? A. At the end of the presentation to summarize B. When the audience gets bored and restless C. During the entire presentation to maintain interest D. When the speaker shares relevant information

9. D When the speaker shares relevant information.

90. Jenny Bee, who owns a small clothing company, is sending out an email to all of her former customers to offer them a discount on her newest T-shirt designs. What form of marketing is Jenny Bee using? A. Word-of-mouth marketing B. Cause marketing C. Indirect marketing D. Direct marketing

90. D Direct marketing

91. When a business uses a generalized portrayal of someone in its advertising, it's likely reinforcing A. sugging. B. socialization. C. equity labels. D. a stereotype.

91. D A stereotype

92. Which of the following is an advantage of using the internet as a promotional tool for your business: A. It reaches fewer people than traditional promotion. B. Tracking results is difficult and slow. C. It is more cost effective than traditional advertising. D. It can make it easier for hackers to find information.

92. C It is more cost effective than traditional advertising.

93. What is the government likely to do if it determines that a company has engaged in deceptive advertising? A. Rewrite the existing advertising copy B. Require the company to place corrective advertising C. Imprison the company's chief executive officer D. Increase the company's sales-tax rate

93. B Require the company to place corrective advertising.

95. Joaquin, a car salesman, is sure to send out a personalized thank-you note every time he makes a sale. Which key to customer service is he demonstrating? A. Having a good attitude B. Keeping in touch C. Being prompt D. Soliciting feedback

95. B Keeping in touc

96. What type of computer software do businesses often use to analyze numerical sales information? A. Word processing B. Presentation C. Spreadsheet D. Graphic and design

96. C Spreadsheet.

97. Your company delivers ice cream to its customers. Other businesses in the area do not offer this service. This is an example of a A. product's use. B. unique feature. C. product's durability. D. business's style.

97. B Unique feature.

98. A sales presentation should be based on A. clearly written users' manuals. B. the ability to locate new clients. C. the fact that the client needs the product. D. appropriate use of follow-up techniques

98. C The fact that the client needs the product

99. A business may offer financial discounts for things such as early payment or buying in bulk. These discount policies are categorized as __________ policies. A. service B. terms-of-sale C. selling-activity D. installation

99. B Terms-of-sale

7. Which of the following is an example of an affinity partnership: A. A restaurant gives discounts to those who join its rewards program. B. An airline offers frequent flyer miles to travelers. C. A credit card company offers cards with sports teams' logos. D. A bank pays to have its name on a local concert venue.

C A credit card company offers cards with sports teams' logos.

13. What should employees do to maintain a customer-service mindset? A. Decide how to spend their break time B. Listen to the words of soothing songs C. Devote their full attention to customers D. Maximize conversations with coworkers

C Devote their full attention to customers

14. Which of the following is an example of ethical behavior in marketing-information management: A. Changing survey feedback to reflect a positive research outcome B. Distributing the phone numbers of customers without their permission C. Implementing procedures to protect the privacy of survey respondents D. Using complex processes for customers to opt out of emails

C Implementing procedures to protect the privacy of survey respondents

1. What effect do some environmental laws have on businesses? A. Control exterior landscapes B. Require more employees C. Increase operating costs D. Limit equipment purchases

C Increase operating costs.

15. By promoting their goods and services and offering a number of purchasing arrangements, businesses help to create __________ utility. A. financial B. time C. possession D. place

C Possession.

17. What should economists do to account for the effects of inflation on GDP? A. Avoid double counting B. Use only nominal GDP C. Use a price deflator D. Use the balance of trade

C Use a price deflator