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"How can we alter our existing product so it will appeal to another market?" is an example of a A. strategy-oriented decision problem. C. market-research analysis. B. discovery-oriented decision problem. D. market-situation analysis.

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. All of the components of a well-designed print advertisement should present a(n) A.unified message B.formal appearance C.humorous scenario D.powerful opinion

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. Which of the following is an example of the loss-leader pricing technique: A. B. an electronics wholesaler sets very low prices for all of its goods to drive competition out of buisness C. three well-known producers agree to sell their baby formula for the same price D.the local supermarket increases the price of. bread, milk, and eggs right after a hurricane hits the area

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A business owner carries insurance that covers income losses that the business may experience ifhurricane damage prevents the business from operating for a short period of time. What type of propertyinsurance does the business owner carry? A.business interruption B.disability C.collision D.no fault

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A business periodically moves its employees from one department to another to perform different tasks, which helps boost employee morale and combat boredom. This is an example of a. job rotation B. task interdependency C. job security D. task specialization

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A business posts a daily survey question on its Facebook page. The business is collecting marketing information by using __________ applications. A. social media B. video conferencing C. online diary D.online library

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A business sends a survey to ask its customers about their buying intentions for the next year and will use the survey data to develop its annual sales forecast. What type of sales forecast is the business using? A. Qualitative C. Exploratory B. Cooperative D. Predatory

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A business that provides excellent customer service is more likely to A. obtain referrals. C. have narrow profit margins. B. expand its product line. D. provide rebates.

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A business's expense reports and cash-register receipts are sources of __________ research data. A. internal, quantitative C. elementary, qualitative B. external, quantitative D. organic, qualitative

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A business's specialized budgets are interrelated because each budget is A. tied to the business's overall goals B.prepared in order of importance C.based on executive opinion D. communicated to all employees

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A commission or bonus is an example of a form of A. compensation. B. assistance program. C. benefit. D. employee contract.

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A company should consider the target market's needs and wants, when it A. positions its corporate brand. C. develops its personal budget. B. achieves its short-term goals. D. prepares its weekly expense reports.

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A company's human resources department scans applicants' résumés and stores them electronically sothe company can retrieve the information as needed. What type of technology is the company using tomanage human-resources information? A.imaging B. simulation C. scheduling D.procedural

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A consumer advantage of cooling-off laws is that it allows A. buyers a limited amount of time to withdraw from a purchase agreement without penalty. B. sellers an unlimited time frame to file a lawsuit if the buyers back out of the sales contract. C. buyers to withdraw from the purchase agreement but must pay high fines to the sellers. D. sellers to withdraw from the purchase agreement but must pay high fines to the government.

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A critical aspect of financial planning involves A. saving money for unexpected situations. C. investing money in high-risk securities. B. obtaining several credit cards. D. setting broad financial goals.

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A customer is most likely to raise objections during the selling process when the A. product is expensive. B. customer is impulsive. C. salesperson is discovering the customer's needs. D. salesperson reaffirms the buyer-seller relationship.

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A good indication that you may be making an unethical choice is if you A. make excuses to justify your behavior. C. maintain confidential information. B. attempt to be objective. D. disagree with the rules.

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A government establishes an organization that monitors and ensures that businesses are complying with advertising laws. This organization is an example of a A. regulatory agency. C. legislative body. B. lobbying group. D. watchdog corporation.

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A manufacturer advises its distributors that they must achieve an extremely high level of sales next year to continue as channel members. This action is most likely to create A. vertical conflict. C. complex distribution patterns. B. channel enlargement. D. a comparative advantage.

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A marketer is having difficulty finding data about a competitor because the competitor's financial records have not been made public. Which disadvantage of secondary research does this situation illustrate? A. It can be incomplete. B. It can be out of date. C. It can be costly. D. It can be time-consuming.

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A marketing survey revealed that four out of seven residents in the greater metro area prefer Lupi's Pizza to Morelli's Pizza and Renaldo's Pizza. What measure of central tendency does this example represent? A. Mode C. Range B. Mean D. Scope

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A plant manager or a department head would be an example of which level of management? A. Middle B. Operating C. Top D. Supervisory

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A primary advantage to businesses using direct marketing to promote their goods and services is that the messages A. are sent to those who are mostly likely to buy. B. enhance the business's credibility. C. are relatively inexpensive to produce. D. provide customers with direct access to knowledgeable salespeople.

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A primary disadvantage of keeping business records in digital formats is that A. records become inaccessible due to obsolete technology. B. businesses cannot update data quickly. C. businesses are unable to file documents on computers. D. documents must be kept for a minimum of three years.

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A primary responsibility of a federal regulatory agency is issuing radio and television licenses to qualified applicants. What type of authority does the agency have? A.control of supply B.control of rates C. control of conduct D. control of incorporation

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A primary responsibility of administrative law is to A. enforce agency regulations. B. establish congressional/parliamentary committees. C. interpret constitutional laws. D. overturn lower courts' decisions.

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A print advertisement's headline, graphics, signature, and copy should coordinate with one another so that the message A. is clear. C. provides entertainment. B. conveys humor. D. creates uncertainty.

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A producer can minimize channel conflict among its distributors and retailers by A. offering different products through each channel. B. selling its items directly to the end users. C. establishing slotting fees for certain channels. D. requesting that the channel members carry only its brand.

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Although Sara's favorite soft drink is Diet Coke, she will order Diet Pepsi if a restaurant does not serve Diet Coke. This is an example of brand A. preference. C. adoption. B. insistence. D. perception.

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An important aspect of a business's production efforts is A. obtaining the necessary resources. C. identifying financing options. B. scheduling a sales promotion. D. developing compensation policies.

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An interviewer should carefully monitor his/her tone of voice, facial expressions, and gestures when collecting marketing data from respondents to A. avoid appearing biased. C. discourage inappropriate responses. B. limit the length of the interview. D. dominate the conversation.

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An ongoing trend that affects how efficiently businesses operate is A. technology improvements. B. stable economic conditions. C. predictable buying motives. D. product classification methods.

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Ariel, who designs and sells a line of purses and tote bags, recently sent free totes bags to local female news anchors. Ariel's goal is to have others see the local celebrities carrying the tote bags to generate interest in her product. What form of word-of-mouth marketing is Ariel using? A.product seeding B.celebrity testimonial C.cause marketing D.social media applications

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Arnie needs to buy printer toner and copy paper from the company's office-supply vendor. What is the first step that Arnie should take? A.subscriptions sales and taxes B.utilitieis, insurance, and dividends C.postage, taxes and insurance D.supplies, dividends, rent

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As a result of increased interest in making health and fitness fun, businesses have developed many new goods and services, including interactive fitness video games and dance-based workout classes. This is an example of businesses developing new products in response to A. a trend. C. elasticity. B. touch points. D. an opinion.

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Because Nick is a high-school student who does not have a lot of paid work experience, he should include his school activities and ____________ in his résumé. A.volunteer work B.political views C.salary expecttions D.physical characteristics

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Before you analyze the available information to solve a problem, it is important to A. identify and check your assumptions. B. brainstorm possible solutions. C. determine the best solution from several alternatives. D. ask for input from your peers.

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Businesses may price goods with a higher-than-average markup when A. the risk of markdown is great. B. customers are given little service. C. handling expenses are low. D. stock turnover is high.

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Camille is conducting research for a report that she is writing about the mercury levels in fish. Which of the following is the most reliable source for Camille to use: A. an online article that was written last month by a well-known marine biologist B.a chapter from a highschool physics textbook that was published in 2001 C. a recent blog entry that was a writer by Dr. Harold corning, a retired brain surgeon D. a 2012 newsletter from a nonprofit organization that studies the effects of air pollution

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Computer networking and information sharing among channel members at all levels have increased the levels of collaboration and A. transparency. C. competitiveness. B. mediation. D. bureaucracy.

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Consumers may be prompted to increase their spending when A. the government implements expansionary monetary policies. B. unemployment rates steadily increase over an extended period of time. C. businesses purchase fewer raw materials. D. their confidence levels in the health of the economy decline.

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Determine if the following situation is an illegal selling practice: A salesperson says to a customer, "My business will buy all of its janitorial supplies from your company if you buy all of your office furniture from my business." A. Yes. The salesperson is suggesting reciprocity, which is illegal if it hinders competition. B. Yes. The salesperson is engaging in price discrimination, which is illegal in many jurisdictions. C. No. The salesperson is proposing a limited partnership, which is a common and legal practice. D. No. The salesperson is using tie-in sales tactics to facilitate a long-term sales relationship.

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During what phase of a product's life cycle is a business most likely to develop advertising campaigns to remind customers about the product or promote features added to the product? A. Maturity C. Introduction B. Decline D. Obsolescence

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During what phase of the product life cycle is a business most likely to reduce its prices because copycat products have entered the marketplace? A. Growth C. Trough B. Maturity D. Peak

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

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During which stage of the product life cycle should a business focus on the points of difference between its product and its competitors' products? A. Growth C. Declining B. Maturity D. Introductory

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Every year, the MXQ Company contacts its customers to verify their telephone numbers, shipping and billing information, and email addresses. The primary purpose of this activity is to A. update the company's customer records B. achieve the company's sales quota C. determine the customers buying intentions D. established goodwill through public relations

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FRUGGING is an activity that presents marketing researchers with legal issues because it A. is a deceptive practice. C. relates to identity theft. B. involves solicited selling. D. affects antitrust laws.

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Fairlawn Manufacturing will replace or repair the motor of its Cut-rite riding lawnmower for one year after the purchase date. This is an example of a(n) A. limited warranty. C. unconditional guarantee. B. full warranty. D. service guarantee.

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Holding a telephone conference call is an efficient way for multiple employees to communicate at the same time when they A. work in different cities. C. perform different job functions. B. require visual aids for discussion. D. lack text messaging capabilities.

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How can a business communicate a print advertisement's message to its audience in an appealing way? A. Coordinate the advertisement's elements B. Focus more on the text and less on graphics C. Use testimonials from celebrities in the news D. Select a variety of bold fonts and unrelated graphics

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If a business wants to get a general idea about a population's opinions without investing a lot of time and effort in developing the idea, the business might consider using a(n) ___________ sampling plan. A.nonprobability B.probability C.systematic D.stratified

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If a pharmaceutical company sets an unnecessarily high price for a lifesaving drug, it is behaving in a(n) __________ manner. A. socially irresponsible C. conscientious B. economically justifiable D. charitable

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If a situation analysis reveals that the company has a comprehensive, current, and flexible database system, it has identified a(n) A. internal strength. C. product benefit. B. external asset. D. technological flaw.

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If total cost is $3,000 with zero quantity produced and $6,500 with 1,000 items produced, what is the marginal cost of producing each item? A. $3.50 B. $3.00 C. $6.50 D. $1.00

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In relation to channel management, which of the following actions should the manufacturer take to effectively introduce a new product to the marketplace: A. Use appropriate promotional techniques to inform channel members B. Establish ethics policies C. Improve communication with distributors or wholesalers D. Apply for a line of credit

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In which of the following documents is it most appropriate to include an executive summary: A. Complex research report C. Employee handbook

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It is often best for a business to use an exclusive distribution pattern when it A. needs to maintain tight control over a product. B. prefers to have its intermediaries promote the product. C. chooses to eliminate intermediaries. D. wants the product to be available in all possible locations.

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JIB Corporation's research and development team examined the company's top-selling item and determined ways to improve it. JIB generated these product ideas in relation to A. product modification. C. customers' suggestions. B. competitors' products. D. product placement.

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Joe realized that if he had taken more time to proofread his work carefully and correct his grammatical mistakes, he would have received a better grade on his report. In this situation, Joe is A. assessing a weakness to improve performance. B. identifying a way to enhance his creativity. C. making a false generalization about himself. D. comparing his talents with those of his classmates.

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Kate's coworker Jack is meeting with a very important German client tomorrow. Kate has been to Germany several times, and tells Jack that German businesspeople tend to be very formal and serious in business situations. After learning this information, Jack now knows that he should avoid A. using humor. C. shaking hands. B. using titles. D. making eye contact.

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Kelsey's work team decides that the best way to approach a situation is to have each member focus on different aspects of the issue, such as fact finding, positives, negatives, and emotions. What creativethinking technique is the work team using? A. Six Thinking Hats C. Mind mapping B. Brainstorming D. Unconscious problem solving

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Kendra owns a small business that sells handmade quilts to residents and tourists in her community. What type of distribution channel being used? A. Producer to retailer to consumer B. Producer to wholesaler to consumer C. Producer to agent to industrial distributor to user D. Producer to industrial distributor to user

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Manufacturers often provide special instructions on product labels that salespeople can use to A. explain care techniques to customers. B. show customers how to return products. C. promote products to competitors. D. develop visual merchandising displays.

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Marketers who send unsolicited email are legally required to provide email recipients with a(n) A. social media B. spam filter C. opt-in filter D.host option

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Martin keeps money in a special savings account to cover his living expenses for three months in case he loses his job or gets sick and can't work. Martin has set up a(n) A. emergency fund. C. retirement account. B. education plan. D. insurance policy

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McDonald's golden arches are an example of a brand A. cue. C. preference. B. personality. D. value.

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Milford Glassworks encourages all of its employees to provide input for system improvements and suggestions for product ideas. What strategy is Milford using to adapt to changes in the marketplace? A. Innovation management C. Reactive control B. Competitive aggression D. Cultural intelligence

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Out of 25 survey respondents, 16 people rate a product's durability at five on a rating scale ranging from one to seven. What measure of central tendency does the number five represent? A.mode B.median C.disbursement D.deviation

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People are usually the most important resource because they are the ones who will A. do the work. B. use the tools. C. solve the problems. D. lead the project.

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Positioning a product according to the function it performs is the same as positioning by A.physical form and features B.manufacturing or creation process C. reliability D.benefits

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Pricing-analytic software applications enable businesses to A. simulate the impact of pricing changes B.automate pricing processes among channel members C.identifiy favorable pricing strategies D.generate price lists for different customers

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Providing marketing information is an important channel activity. Businesses rely on marketing information to determine A. their target markets' needs and wants. B. how intermediaries are performing. C. how much to charge for their products. D. what to name their products.

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Ramona took some computer classes at the local community college to keep up with the technological changes in the workplace. As a result, Ramona was promoted to executive manager because she possessed the technical skills her employer needed for the position. The primary reason Ramona was promoted was due to her A. willingness to learn. C. ability to delegate. B. seniority in the workplace. D. outgoing personality.

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Sasha has just received a fax order from a customer. The customer has requested six each of a certain product, but has not indicated the desired color. What can Sasha do to make sure that the customer receives the desired product? A. Contact the customer and ask him/her what color s/he wants B. Select the color based on the most available in stock C. Have the warehouse staff ship one in each color D. E-mail the customer to advise him/her that the order is incomplete

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Sean was born and raised in Quebec, and his grandparents are from Ireland. Sean's Irish heritage is his A. subculture. C. standard culture. B. dominant culture. D. culture.

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Shayla has a coworker who is from another country. Shayla and her coworker also have different religious backgrounds. Which of the following actions should Shayla take: A. Accept her coworker and learn about the coworker's religion. B. Focus on the differences, not the similarities, between them. C. Avoid talking to the coworker so as not to offend her. D. Take a negative attitude toward their differences.

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TechnoMedia is attending a regional trade show to introduce its new tablet computer. An effective way for the company to draw traffic to its exhibit booth is by A. using interactive displays that allow attendees to try the tablet. B. handing out trade-show programs at the facility's entrance. C. placing a sign with the company's name and logo on the exhibit table. D. requiring staff to wear name badges that have a picture of the tablet on them.

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The following statement appears on a company's web site: "Unlike our competitors, Naturally Yours Cosmetics uses organically-grown ingredients in its facial scrubs and lotions." What strategy is the company using to position its line of skin-care items? A. Unique attributes C. Customization B. Price D. Product reliability

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The most appropriate way for the High-Tech Computer Company to communicate information about its new line of computers at a trade show is by A. holding product demonstrations. C. placing billboard advertisements. B. sending direct mail. D. developing a contest.

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The primary reason for analyzing budget variances is to A. determine where the business is on target and where it is not. B. ensure that the business generates a sizable profit. C. understand the generally accepted accounting principles. D. make adjustments to the business's operating procedures.

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The process of coding is part of which step of the marketing research process? A. Analysis B. Collection C. Presentation D. Preparation

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The supervisor said, "Amber, I know that this is a busy time for you right now, but I really need for you to give me the weekly expense report on Tuesday morning. Because you submitted last week's report on Wednesday, reimbursement checks were delayed, and several employees did not receive payment when they expected it." The supervisor is providing Amber with A. constructive criticism. C. internal feedback. B. an unsolicited opinion. D. a defensive response.

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The tactics and activities in a business's promotional plan should be based on the A. business's promotional objectives. C. business's production needs. B. promotional plan's executive summary. D. channel members' preferences.

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To determine your personal vision, you must first consider A.your values B.cultural differences C.specific obstacles D.others aspirations

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To maintain a quality work culture throughout all levels of an organization, it is important for businesses to A. train employees thoroughly. C. emphasize short-term gains. B. solve problems with minimal input. D. focus primarily on financial issues.

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To obtain reliable, valid marketing-research data when conducting personal interviews, researchers must make sure that the interviewers are A. open, friendly, and nonjudgmental. C. consistent, biased, and aggressive. B. approachable, opinionated, and organized. D. courteous, passive, and distant.

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To reinforce a positive image with the local community, a business's public-relations department may coordinate activities that involve A. a charitable cauases B.prduct branding C.services marketing D.organizational issues

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Transaction fees and interest rates are important considerations when you are A. selecting a credit card provider B. establishing your credit rating C.preparing your band statements D. organizing a loan application

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What can a business do to attract trade-show attendees to the business's display or booth? A. Hold a prize drawing or raffle C. Place business cards on the display table B. Send product coupons to attendees D. Have plenty of seating available

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What can businesses do to reduce risks associated with personal injuries and product damage due to improper product use? A. Provide detailed written instructions C. Implement a return policy B. Offer a service guarantee D. Use recyclable packaging

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What course of action can a lender take if a debtor's account is past due? A. File a judicial lien C. Apply for bankruptcy B. Claim defamation D. Liquidate assets

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What does a successful corporate brand communicate and how should it communicate them? A. Benefits, consistently C. Procedures, unusually B. Motives, vaguely D. Jargon, ordinarily

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What element of the promotional mix is most appropriate to use for a complex or technical product that is difficult to explain? A. Personal selling C. Mass advertising B. Sales promotion D. Solicited publicity

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What elements of the promotional mix are ideal to use when promoting products to large, personal consumer markets? A. Sales promotion and advertising C. Advertising and personal selling B. Personal selling and publicity D. Personal selling and sales promotion

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What entertaining form of Internet promotion involves animations that float across the computer screen and move back to their original space? A. Media-rich advertising C. Interstitials B. Blogs D. Banner ads

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What is a potential benefit to an employee who demonstrates initiative on the job? A. More advancement opportunities C. Decreased job responsibilities B. Fewer performance reviews D. Increased emotional intelligence

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What is an important financial consideration when deciding whether to participate in an international trade show? A travel expenses B customer satisfaction rates C.production costs D. Government regulations

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What is an indirect, mechanical-observation data-collection method that a business can use to obtain accurate information about the specific types of products that its customers are buying? A. Point-of-sale scanners C. Manual equipment B. Comment cards D. Sound-wave meters

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What is the first thing you need to do when you want to persuade others to take a certain course of action? A. Understand your audience C. Express a need or want B. State your case D. Communicate clearly

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What spreadsheet function enables Audrey to reorganize sales data in one column so the dollar values appear in descending order? A. sort and filter B.autosum C.merge D.find and select

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What terms-of-sale policy assures the buyer that the product will perform as expected for a certain amount of time or the seller will replace the product? A. Guarantee C. Delivery B. Adjustment D. Installation

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What type of marketing-research error occurs when the researcher interviews unqualified people? A. Respondent-selection C. Respondent-inability B. Deliberate-falsification D. Data-analysis

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What type of question should be avoided when designing a questionnaire? A. Leading C. Unstructured B. Structured D. Qualitative

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What type of research would a business conduct if it wanted to identify potential issues or opportunities? A. Exploratory C. Descriptive B. Experimental D. Causal

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What type of survey rating scale involves assigning a value to each option within a set of circumstances provided on a questionnaire? A. Constant sum C. Semantic differential B. Likert D. Frequency

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What type of tax did Robert pay when he purchased a new bicycle from Wheeler's Bike Shop? A.income B.sales C.property D.excise

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When Jamie develops a questionnaire, she places very broad questions at the beginning of the questionnaire and progressively includes questions that are narrower in scope toward the end of it. What sequencing format is Jamie using to develop the questionnaire? A.funnel B.branchng C. remote D.bridging

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When a business opens a second location on the other side of town to provide residents with easier access to its goods and services, it is creating ___________ utility. A.place B. form C.time D.product

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When a business wants to make their products available to customers but do not want to over-distribute their goods and services, they are seeking A. ideal market exposure B exclusive marketing channels C.direct distribution capabilities D.intense segment coverage

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When a business's salespeople take time to discover their customers' needs, the business is likely to benefit because A. customers tend to return fewer products. B. product reviews become unnecessary. C. salespeople usually earn higher commissions. D. customers are likely to qualify sales leads.

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When a customer asks how long a product will last, s/he is interested in its A. durability. B. uses. C. origin. D. features.

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When a retailer follows up with a vendor to verify that an individual's order shipped on time, it is A. facilitating customer service. C. requesting special attention. B. evaluating sales quotas. D. negotiating shipping terms.

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When a salesperson first begins to establish a relationship with a customer, s/he should focus on A. putting the customer at ease. C. asking the customer for the sale. B. describing the product's benefits. D. recommending complementary items.

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When businesses need to formalize the information provided to employees, customers, or other businesses, they often use __________ communication. A. written B. lateral C. upward D. verbal

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When developing a sampling plan for a marketing-research project, a business must first determine A. the size of the group it intends to survey. B. the validity of the information. C. how the researchers should code the responses. D. how to predict the sample group's responses.

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When participating in a project-status meeting, it is important for a participant to A. be prepared to provide an update. B. monopolize the conversation. C. provide information about new company policies. D. take notes for the group.

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When selecting a qualified financial planner, it is important to consider his/her A. education and licensure. C. personal goals and education. B. living expenses and personal goals. D. living expenses and licensure

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When using the systematic random sampling method, marketers must determine the A. skip interval. C. cluster. B. stratum. D. quota gap.

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Which of the following actions is most appropriate for a business to take when competitors introduce similar products to the marketplace: A. Adjust its marketing strategies C. Reduce its advertising efforts B. Increase its prices to improve its image D. Focus on its working conditions

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Which of the following are characteristics of effective business information: A. Usable, accurate, and retrievable C. Applicable, historical, and complete B. Current, simple, and accessible D. Organized, complex, and superficial

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Which of the following are types of corporate brands: A. Disney, Apple, and Nike B. Procter and Gamble, Mountain Dew, and Disney C. Harley-Davidson, Apple, and Tide D. Nike, Harley-Davidson, and Tide

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Which of the following best describes the relationship of promotion and marketing: A. Interrelated B. Subsidiary C. Dependent D. One to one

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Which of the following communication channels is a corporation's public-relations department most likely to use to maintain positive relationships with shareholders: A. Newsletters, annual reports, and the company's web site B. Press releases, online social networks, and print advertisements C. News conferences, consumer blogs, and employee manuals D. Policy manuals, commercials, and sponsorships

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Which of the following computer applications helps manufacturers track and manage the inventory that they use to produce goods: A. material requirements planning MRP B. job sequencing C.reverse logistics systems RLS D. critical path

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Which of the following data-collection methods obtains product information during the point-of-purchase process: A. Volume-tracking scanner C. E-mail survey B. Photographic scanner D. Statistical survey

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Which of the following elements is part of a business's external environment? A. Tax code B. Research and development C. Marketing D. Personnel

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Which of the following is a characteristic of a wholesaler?A.buy good from producers in large quantities B.Sells speciality goods to agents. Csells large quantities of goods to small retailers Dbuys goods from agents and seels them to consumers

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Which of the following is a cyclical factor that many businesses consider when developing a short-termsales forecast: A. holiday seasons B. product benefits C.credit policies D.labor shortages

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Which of the following is a leading question: A. Mia is a great manager, isn't she? B. How was your weekend? C. What did you discuss in the meeting? D. What are you having for lunch?

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Which of the following is a pre-reading activity that often helps business people determine if online information is relevant to the specific topic that they are researching: A.scanning titles and headings B.underlining review questions C. taking detailed notes D. memorizing glossary terms

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Which of the following is a product strategy that marketers devise using available data: A. What level of customer service to provide B. Where to sell the product C. What advertisements to run D. How much to charge

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Which of the following is a situation in which horizontal conflict may occur among channel members: A. Scrambled merchandising C. Direct selling B. Chargebacks D. Franchisor restrictions on franchisees

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Which of the following is an example of a company procedure: A. To order supplies, employees must complete the R-3 form and then give it to their immediate supervisor. B. Employees are permitted to wear open-toed shoes to work, but they may not wear flip-flops. C. After five years of service, staff members receive four weeks of paid vacation. D. Triton Manufacturing pays employees the standard gas mileage reimbursement rate of $.55 per mile.

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Which of the following is an example of a public-relations activity that involves communicating with an internal audience: A. Developing an employee newsletter C. Distributing a press release B. Holding a weekly press conference D. Making a donation to a charity

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Which of the following is an example of a secondary source of data that a business can obtain internally: A. Sales report C. Government web site B. Trade journal D. Magazine article

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Which of the following is an example of a team leader using a positive incentive to motivate his/her team members: A. Ali told the team that everyone could take the afternoon off if the project was completed on time. B. Kate rudely told her team members, "Since the two of you can't do this right, I'll just do it myself." C. Karl said, "If this project isn't done on time, we're all going to receive bad performance reviews." D. To ease the tension in the group, Calvin told a joke, which made all the team members laugh.

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Which of the following is an example of an intangible product: A.tennis lessons B.a tennis racket C. tennis uniform D pair of sneakers

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Which of the following is an example of an unethical practice related to obtaining marketing information about a competitor: A. An OQR business associate poses as a security guard at the PRW Corporation's headquarters to obtain information about the corporation's business activities. B. A marketing-research firm conducts a focus group and fails to fully disclose important facts about the way in which the firm will use the participants' feedback. C. BCT Technologies employs staff to search its competitors' web sites and government databases to obtain information about its competitors. D. INV Company sells its mailing list to LMN Industries and the TQS Manufacturing Company without the consent of its customers.

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Which of the following is an example of regulating the way businesses can advertise products to children: A. the Tike land toy company may run a limited number of television commercials during specific times B.the local children's hospital places an advertisement in the community newspaper to announce a fundraising event C.Reid's bookstore maintains a small space in the facility that allows children to play with sample toys and read age-appropriate books D. the FUn time pizza parlor offers coupons on its website for a family dinner package that includes tokens for children to play in the game room

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Which of the following is an important aspect of a business's operations function: A. Establishing efficient processes C. Providing access to information B. Locating potential customers D. Hiring qualified employees

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Which of the following is an oligopoly: A. Oil industry C. Food-service industry B. Apparel industry D. Computer industry

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Which of the following is considered an external cause of business cycles: A. Climatic changes B. Aggregate demand C. Money supply D. Inventory levels

a

Which of the following is most appropriate item to bundle with a bottle of shampoo: A. bottle of conditioner B.bottle and hand lotion C.bar of soap D.tube of toothpaste

a

Which of the following is not a cause of accidents on the job: A. Compliance with rules B. Lifting with the back muscles C. Lack of knowledge D. Horseplay among workers

a

Which of the following is the component of a questionnaire that guides respondents through the survey process: A. Leading questions C. Flow chart B. Instructions D. Coding box

a

Which of the following is the first step in the bidding process: A. Identifying needs B. Developing a request for proposal C. Negotiating terms D. Assessing each bidder's strengths and weaknesses

a

Which of the following responses to a difficult situation would damage your professional image: A. Using inappropriate language B. Listening without interrupting C. Showing empathy toward others D. Controlling your facial expression

a

Which of the following situations best demonstrates why businesses should retain their records: A. A business is planning to sell out to another company. B. A business is planning to send anniversary cards to employees on the date of their employment. C. A business is planning to send press releases to the local newspaper. D. A business is planning to use webinars for employee training.

a

Which of the following situations involves the use of negative tactics to build political relationships within the organization: A. Jason accepts credit for Tori's advertising campaign idea during a meeting with management. B. Lydia wants to increase her internal contacts and network, so she volunteers to help with a project. C. Patrick compliments his manager on her/his chip shot out of a sand trap during a corporate golf outing. D. Miranda makes sure that she dresses professionally during important business meetings.

a

Which of the following statements is true about exploratory research A. it serves as a starting point for more detailed research B.it helps marketers resolve well defined problems swiftly C.it involves making accurate predictions about certain situations D. it requires careful planning and control to carry out

a

Which of the following statements is true about the timeliness of research information: A. A company that uses out-of-date research data may make poor business decisions. B. Timely information is usually relevant to the problem or situation at hand. C. Timely information that is obtained from online sources is usually accurate. D. Older information that is obtained from secondary sources lacks credibility.

a

Which of the following statements is true about the use of computer-coded frequent-shopper cards: A. Cardholders receive better discounts on certain products than non-cardholders. B. Non-cardholders pay service fees to obtain the lower prices that cardholders pay. C. Non-cardholders receive reward points rather than price discounts. D. Frequent-shopper cards serve as incentives for customers to buy from other businesses.

a

Which of the following would help a job applicant to fill out job application forms easily: A. Having a personal data sheet B. Having computer experience C. Keeping a file of job leads D. Knowing someone at the business

a

While filling out a customer-satisfaction survey, Ashley is asked to rank her level of agreement with the statement, "The sales representative was friendly and courteous." Out of the five options presented, Ashley's response is "strongly agree." This is an example of a _________ rating scale. A. Likert C. Paired comparison B. Semantic differential D. Retention

a

Why must a business be very careful about eliminating products? A. To prevent damaging the company's image B. To comply with government regulations C. To make higher prices acceptable D. To avoid the need for commercialization

a

Your supervisor has asked you to prepare a marketing status report for each of the company's six regional offices. The most appropriate way to organize the information is A. by site location. C. in chronological order. B. by sales function.

a

"Big Q" is also known as A. lean production. B. total quality management. C. robust design. D. concurrent engineering.

b

. A business is most likely to set sales-oriented pricing objectives when its focus is to A. improve its cash flow B. be more competitive in the marketplace C. earn a return on investment D. survive during short-term financial problems

b

A business can enhance its customer-service levels after the sales transaction has occurred by A. arranging financing and suggestion selling. B. offering training programs and providing technical support. C. providing product information and generating referrals. D. checking inventory status and advertising product specials.

b

A business might choose to participate in a regional trade show instead of a national trade show because regional trade shows A. attract more attendees than national trade shows. B. are usually less expensive than national trade shows. C. are usually held at desirable destinations. D. generate a large portion of the business's annual sales income.

b

A business that wants to obtain a lot of publicity about a new product should send a formal announcement to an external audience, such as the A. managers. C. employees. B. media. D. board of directors.

b

A business's finance function may be compromised by groupthink because the practice is likely to A. provoke conflict because it encourages others to express their opinions. B. pressure employees to conform under questionable circumstances. C. hinder consensus building in favor of individuality. D. take a lot of time to evaluate problems to make ethical business decisions.

b

A consumer advantage of cooling-off laws is that it allows A. sellers an unlimited time frame to file a lawsuit if the buyers back out of the sales contract. B. buyers a limited amount of time to withdraw from a purchase agreement without penalty. C. buyers to withdraw from the purchase agreement but must pay high fines to the sellers. D. sellers to withdraw from the purchase agreement but must pay high fines to the government.

b

A famous apparel designer adds bedding, towels, and other home furnishings to his/her product offerings. What brand strategy is the designer using? A. co-branding B.extension C.licensing D. adoption

b

A manager looks at financial information to see if the company can afford to purchase a popular new item it wants to add to its shelves. This is an example of using financial information to A. manage debt. B. increase sales. C. check up on the competition. D. reduce expenses.

b

A nation's currency exchange rate is likely to increase when A. the labor force shrinks. B. consumer confidence is high. C. an economic contraction occurs. D. stock values fluctuate.

b

A potato-chip manufacturer uses large bags to market its products so it appears that there are more chips in the bags than there actually are. This situation is an ethical issue that relates to product A.obsolescnece B.packaging C.design D.labeling

b

A primary reason that businesses expand their operations in foreign countries is to A. eliminate tax obligations. C. condense their market shares. B. increase revenues. D. promote environmental issues.

b

A project's quality-management plan includes strategies to ensure the quality of the deliverables as well as the quality of A. the project's purpose. B. the project itself. C. employee education. D. organizational investors

b

A purchasing manager is most likely to send a request for quotation (RFQ) to obtain bids from vendors when A. the volume is low. C. the company has a preferred supplier. B. there are many qualified sellers. D. there is a short lead time.

b

A retailer advertises discounted prices for certain items in a local newspaper and deliberately does not change the prices of the items in its computer system during the sale. As a result, customers were charged the original prices at the point of sale. This deceptive pricing practice is called A. price discrimination. C. collusion. B. scanner fraud. D. dumping.

b

A salesperson tells a customer, "Mrs. Wentworth, not only does this e-reader provide you the ability to read and store written literature, but its WiFi capabilities allow you to download and listen to audio books and surf the Internet." What feature-benefit is the salesperson communicating to the customer? A. Construction and materials C. Durability B. Product uses D. Appearance and style

b

Accountants are legally required to follow established guidelines when preparing financial documents to ensure that the information presented is A. transparent and subjective. C. subjective and consistent. B. clear and consistent. D. irrational and clear.

b

Accounting computer software programs increase the efficiency of accounting activities because they are used to A. track payroll activities and develop annual reports. B. create invoices and record customer payments. C. monitor market share and summarize accounts payable data. D. organize tax records and produce presentations.

b

Alisha is trying to sell ink cartridges to a business. She assures the company that each cartridge will lastfor over 600 print jobs, even though she knows this isn't true. Alisha is guilty of A. negligence B. misrepresentation .C. bribery D.slander

b

An apartment building is an example of a(n) __________ investment. A. lending C. realistic B. ownership D. domestic

b

An electronics business decided to remove the X2L digital camera from its product mix because it was taking away sales from its FZG1 premier digital camera. This is an example of A. product alteration. C. inventory substitution. B. product cannibalization. D. inventory shrinkage.

b

An ice cream shop employee dresses in an ice cream cone costume and stands near the street holding a sign that says, "Single Dip Cones 1/2 Off Today." What advertising medium is the ice cream shop using? A.transit B.out of home C.spectacular D.speciality

b

An important aspect of maintaining positive public relations is communicating with external audiences such as A. stockholders, employees, and government agencies. B. local businesses, charitable organizations, and customers. C. charitable organizations, executive managers, and local businesses. D. customers, employees, and the board of directors.

b

Anna must produce 25 shirts during her work shift. This is an example of a ___________ standard A.quality B.quantity C.cost D.service

b

As a member of the company's employee selection committee, Logan is urging the other committee members to choose his best friend Markus for an executive-management position. What ethical issue does this situation illustrate? A. Cultural bias C. Lack of transparency B. Conflict of interest D. Bribery

b

Because Carlos considered the vehicle's reliability ratings, gas-mileage savings, and warranty before he decided to purchase his new car, his motives were based on A. his loyalty to the brand. C. his desire for status. B. facts. D. intuition.

b

Because Jasmine is an outside sales representative, she spends a lot of her time driving her car to call on her clients at their offices. What form of technology may help Jasmine avoid traffic jams and prevent her from getting lost? A. Automated personal planner C. Electronic data interchange B. Global positioning system D. Business analysis software

b

Because the company's president was impressed with Ed's willingness to accept additional tasks and carry them out without a lot of direction, s/he promoted Ed to a management position. What personal trait does Ed possess that helped him advance in his career? A. Courage C. Self-confidence B. Initiative D. Self-control

b

Before Mallory updates the promotional plan for her small business, she should A.determine if she needs to obtain a short term loan to pay expenses B.evaluate the success of previous promotional activities C. coordinate advertising placements with the purchasing department D. develop a long term production budget based on past sales

b

Ben recently purchased a cellular telephone. The manufacturer provided a form and a special code with the telephone's packaging. Ben completed the form, copied his sales receipt, and mailed these items back to the manufacturer along with the part of the packaging that contained the special code. Within six weeks, Ben received a $50 check from the telephone manufacturer. What type of sales-promotion technique was used? A. Coupon C. Sweepstakes B. Rebate D. Warranty

b

By continuously monitoring internal marketing information, a business is often able to A. investigate competitors. C. evaluate market share. B. identify problems. D. analyze economic changes.

b

By reviewing customer complaint reports, businesses can often identify the A. specific products that they need to promote B. areas in which they need to improve their performance C. sales volume and market share of their competitiors D.number of calls their salespeople make per week

b

Companies A, B, and C sell similar products. Together, they recently decided to sell their products for the same price. In what unethical activity are the businesses engaging? A. Bait-and-switch C. Loss-leader pricing B. Price fixing D. Gray markets

b

Consumer spending is most likely to increase when A, interest rates rise rapidly B.unemployment rates decline C.business production slows D. a recession begins

b

Determine if the following statement is true or false: The primary purpose of quality-control measures is to evaluate employee efficiency levels. A. False—the primary purpose of quality-control measures is to evaluate the degree of excellence of goods and services. B. False—businesses also use quality-control measures to evaluate products, processes, and other business functions. C. True—businesses must evaluate their employees' performance to ensure that they are producing high-quality goods and services. D. True—employees perform the work, so they are responsible for developing and implementing product-quality measures.

b

Determine the type of rating scale used in the following survey question:Students should decide their college major during their senior year in high school.Strongly Agree Agree Not Sure Disagree Strongly Disagree A.semantic differential B. likert C.constant sum D. dichotomous

b

During a board of directors meeting, the company's CEO said, "Based on last year's sales data and changes in economic conditions, I believe that sales will increase next year." In this situation, the CEO has provided the board members with a(n) A. fact. C. estimate. B. prediction. D. recommendation.

b

During a job interview, it is important to monitor nonverbal cues including your A. handshake and vocal intensity. C. diction and arm gestures. B. posture and eye contact. D. clothing and pitch.

b

During a staff meeting, the sales manager said, "I want to take a moment to thank Sophie for coordinating the behind-the-scenes efforts that have helped us land the Grisham account. I really appreciate her contribution to the company." What type of motivation is the sales manager providing Sophie? A. Award-based incentive C. Improvement feedback B. Performance recognition D. Feed-forward input

b

During lunch in the company's cafeteria, McKenzie overheard her coworker, Abby tell Kyle that she has a job interview with another firm next week. To respect Abby's privacy, McKenzie should A. drop vague hints to her supervisor that Abby is unhappy and looking for another job. B. keep the information to herself and not say anything to anyone. C. promise Kyle that she will not tell anyone about his conversation with Abby. D. tell Abby that she overheard the conversation, and assure Abby that her secret is safe.

b

Effective note-taking involves summarizing key concepts in ways that A. reflect proper punctuation and grammar. C. make sense to the speaker. B. are meaningful to the note-taker. D. include personal opinion and bias.

b

Giving customers a list of locations at which they can obtain repair or replacement as part of a warranty or guarantee provides the customer benefit of A. increased profits. B. service information. C. legal recourse. D. reduced anxiety about purchases.

b

In its marketing plan, ROKE Athletic Shoes states that it wants to increase its market share for 25- to 40- year-old professional females by six percent in the next eight months. ROKE's marketing objective is related to A. changes in market delivery. C. product. B. its target market. D. promotion.

b

In relation to career success, it important for individuals to assess their strengths and weaknesses so they can A. change their personalities. C. improve their relationships with friends. B. apply their talents where they are best used. D. eliminate conflict.

b

In the past several years, Jenny noticed that many younger people have moved from her town to larger cities and that a large segment of the town's citizens are reaching retirement age. Jenny realized a need for a variety of home-health care services for the town's senior citizens. What factor presented Jenny with this product opportunity? A. Personal attitudes C. Geographic limitations B. Demographic changes D. Economic resources

b

Jason is a salesperson who has just landed an appointment with a prospective client who has the potential to provide Jason's company with a lot of business. Jason wants to make sure he is well prepared for his meeting and presentation, so he decides that he needs to obtain information about the client. How can Jason quickly and effectively use technology to learn about the prospective client's business? A. Telephone the prospective client's vendors B. Review the prospective client's web site C. Access the prospective client's Intranet D. Send e-mail inquires to the prospective client's employees

b

Jordan takes time to follow up with his clients on a regular basis and lets them know about new product releases and updates. He makes sure that he answers his clients' questions and resolves their problems quickly. Jordan is carrying out activities that relate to A. product/service management. C. human resource management. B. customer relationship management. D. business operations management.

b

Julianne is going to a chamber-of-commerce luncheon where she will meet several important business leaders in her community. What is the most appropriate clothing for Julianne to wear? A. Colorful blouse, short skirt, and sandals B. Dark pantsuit, blouse, and low-heel shoes C. Casual pants, long-sleeve t-shirt, and athletic shoes D. Black, sequin dress; short jacket; and high-heel shoes

b

Kevin is a salesperson for the Branson Company. A customer asks Kevin for specific warranty information about a new product that Branson recently started selling. Which of the following is the quickest, most reliable source for Kevin to use to obtain the desired information: A. Customers who already own the product C. Branson's newspaper advertisement B. The manufacturer's product literature D. The display model of the product

b

LMN Company is losing market share to the RST Corporation. LMN can quickly obtain useful information about the RST's product offerings by A. analyzing economic reports. C. obtaining feedback from RST's employees. B. visiting RST's web site. D. evaluating industry standards.

b

Last year, Ryan earned a salary of $32,500, and paid 15% in federal income taxes. This year, Ryan received a promotion, and his salary is now $36,750. Due to his salary increase, Ryan must pay 25% in federal income taxes. This is an example of a __________ tax. A. regressive C. proportional B. progressive D. corporate

b

Monique is buying a mountain bike from a local bicycle shop. The salesperson recommends she also buy a helmet and biking gloves. The salesperson is engaging in A. post-sale opportunities B. suggestion selling C. competition D.advertising

b

One of the most important aspects of project management involves A. training employees. B. setting goals. C. buying supplies. D. identifying mistakes.

b

One way to provide good customer service is to have sufficient inventory available when the customers A. request product specifications. C. return samples. B. place their orders. D. submit a quotation request.

b

PRD Manufacturing quickly realigned its production processes to meet a sudden rise in customer demand for its products. What characteristic of an adaptable organization did the manufacturing company exhibit? A.culture intelligence B.agility C.innovation. D.competitive aggression

b

Research and development speed up production by A. providing employees with adequate job training. B. simplifying existing products. C. limiting inflation. D. reviewing company goals with employees.

b

Rick believes that employees who are close to retirement lack the basic computer skills that the company's young new hires have. Rick is stereotyping individuals on the basis of A. gender. C. politics. B. age. D. nationality.

b

Rumors were flying at Bennett Corporation that the company was planning staff layoffs. Management did not address the issue with employees, so the work environment became tense and distrustful. This is an example of how grapevine communication can A. prepare employees for changes. C. enhance the company's image. B. generate fear in the workplace. D. influence the company's policies.

b

Samantha manages the marketing department for a large company and has just hired a new employee to run the company's cooperative advertising program. The most appropriate way for Samantha to advise staff members that a new employee will be joining their team is by A. writing a news article for the company's semi-annual newsletter. B. making an announcement during the weekly departmental meeting. C. posting a short message on her personal weblog. D. sending a personalized text message to each employee in the department.

b

Simon wants to know how well his company did last quarter in relation to other companies in its industry. He needs to conduct a A. sales volume analysis. B. market share analysis. C. SWOT analysis. D. customer analysis.

b

TAV Corporation is hosting a gathering with local broadcasters and newspaper editors to announce the company's merger with CGJ Industries. What type of public-relations activity does this exemplify? A.Public service announcement B. news conference C.social media event D.press release

b

The Zip-N-Go Mobility Scooter Company recently launched an advertising campaign for its Model ZP2 scooter. One of the company's advertisements shows frail, feeble senior citizens riding the scooters at a rehabilitation center. What concept is the advertisement reinforcing? A. Ethnic bias C. Cultural puffery B. Age stereotypes D. Social norms

b

The exchange rate of a nation's currency is most likely to decrease when the nation A. exports more than it imports. C. carries a low level of debt. B. experiences political instability. D. limits the amount of money it prints

b

The following appeared on a recent survey: "Do you agree that the government wastes taxpayers' money by supporting unnecessary programs?" This is an example of a(n) A. indifferent statement. B. leading question. C. open-ended inquiry. D. unstated alternative.

b

The following appeared on a recent survey: "Do you agree that the government wastes taxpayers' money by supporting unnecessary programs?" This is an example of a(n) A. indifferent statement. C. open-ended inquiry. B. leading question. D. unstated alternative.

b

The main reason that a sportswear retailer decided to use direct-mail promotion was because it would reach the store's A. current customers. B. target market. C. former employees. D. local competitors.

b

The primary reason for developing a marketing-research brief is to A. summarize the raw data. C. identify changes in the marketplace. B. clarify the purpose of the research. D. explain the survey's rating scale.

b

The receptionist at a medical practice schedules patients' appointments for Dr. Langdon. Typically, Dr. Langdon needs 15 minutes for a sick-patient visit and 30 minutes for a well-patient's annual check-up. This is an example of a service standard related to A. quality. C. cost. B. time. D. regulations.

b

The salesperson says, "Mrs. Jones, the Model 2XY upright vacuum cleaner has attachments that allow you to remove dust from furniture, draperies, and ceiling fans. It also has a steamer that deep cleans carpets." This is an example of a salesperson describing the product's A. unique style. C. durability. B. multiple uses. D. construction.

b

To determine the types of information that the business needs to operate, it is often beneficial to A. upgrade the computer network. C. develop a production schedule. B. obtain employees' input. D. revise business's goals.

b

To understand consumers' buying habits over time, marketing researchers might ask a sample of the population to A. develop a media blog. C. keep track of their ideas. B. maintain a product diary. D. prepare an opinion statement.

b

Trade publications are used by businesses for which of the following reasons: A. To determine quantities to buy B. To obtain up-to-date information C. To set up an operating budget D. To appeal to the general public

b

Under what circumstances should a business obtain copyright protection for its intellectual property? A. If it develops a unique manufacturing process B. When it produces an original artistic work C. If it owns a distinctive mark or emblem D. When it maintains a comprehensive customer list

b

What activity is a marketing researcher performing when s/he counts the responses to a survey? A. Assigning values B. Tabulating data C. Interpreting primary research D. Developing a sample plan

b

What activity might be viewed as unethical selling behavior? A. Asking for sales leads C. Allowing customers to try a product B. Giving gifts to customers D. Holding sales events

b

What are the characteristics of dissonance-reducing buying behavior? A. Expensive, infrequent purchase with high buyer involvement and few perceived differences B. Inexpensive, frequent purchase with low buyer involvement and few perceived differences C. Expensive, infrequent purchase with high buyer involvement and strong brand recognition D. Inexpensive, frequent purchase with low buyer involvement and strong brand recognition

b

What can a business do to determine why sales for its mid-priced product line have been steadily declining over the past year? A. Increase advertising efforts to reinforce brand awareness B. Conduct discovery-oriented marketing research C. Determine ways in which the business can reach new markets D. Monitor its customers' online shopping behavior

b

What can a pharmaceutical manufacturer do to help ensure that its pain reliever and allergy medications are safe for consumer use? A. Price the products competitively C. Include vague product labels B. Use protective packaging D. Display a disclaimer on the package

b

What component of a print advertisement contains the sales message? A. Illustration C. Tag line B. Copy D. Headline

b

What component of a project plan outlines the manner in which information about the project will be distributed to the project's team members and stakeholders? A. contingency plan B. communication plan C. risk management proposal D. change management proposal

b

What data-collection method do marketers use when they want to analyze cause-and-effectrelationships? A. survey B.experiment C.observation D.interview

b

What does a businessperson need to do when preparing for an upcoming negotiation? A. Develop a strategy that avoids conflict C. Embrace an all or nothing attitude B. Analyze the other person's position D. Adopt an aggressive negotiating style

b

What form of technology are salespeople using that eliminates the need to carry a laptop and personal data assistant while making sales calls? A. Pager C. Micro kiosk B. Smartphone D. Router

b

What interactive communication channel do businesses use to share company information with their various publics? A. Faxes C. Publications B. Blogs D. DVDs

b

What is the benefit of clearly stating a research problem or issue? A. It determines the sample size needed for the marketing research project. B. It helps to keep marketing research focused and relevant. C. It determines the findings of the marketing research project. D. It helps the researcher to determine whether a short- or long-term study is needed.

b

What is the benefit of shared vision to an organization? A. It ensures that the team's goals are achievable. B. It serves as a guide for decision making. C. It creates an ethnocentric environment. D. It supports a groupthink attitude.

b

What is the best way for an employee to obtain product specifications for a piece of office equipment? A. submit a quotation to management B. send a letter of inquiry to the vendor C. write a product review D. develop a cost/benefit analysis

b

What is the importance of the computer hard drive in a computer system? A. It facilitates the computer's audio transmissions. B. It permanently stores the computer program files and data. C. It allows the user to view the computer data. D. It transmits power to other computer devices.

b

What is the primary advantage to businesses that use an electric data interchange (EDI) system?Aeliminate shipping errors B.shortens order cycle time C.ensures that employees follow procedures D.reduces vertical channel conflict

b

What is the primary goal of viral marketing? A. Staging C. Managing B. Sharing D. Manipulating

b

What presentation software function allows the user to move and change the order of existing slides? A. Transition C. Promote paragraph B. Slide sorter D. Note master

b

What type of marketing data can a business obtain by reviewing its inventory reports and customers' invoices? A. Customers' credit limits C. Product quality B. Customers' product preferences D. Actual market share

b

What type of unethical advertising is being used when a television commercial convinces consumers that they can avoid serious illness by using a particular product? A. Stereotyping C. Gender bias B. Fear-based D. Puffery

b

When Madeline saw that a customer had slipped an iPad in his backpack and began to walk toward the store's exit, she immediately notified the police officer who was guarding the door. What was Madeline doing? A. Setting the alarm system C. Accusing a witness of theft B. Following security procedures D. Revealing confidential information

b

When a customer brought back a coffee maker without a sales receipt, Tallman's department store applied the current selling price of the item to a gift card for the customer to use in the store. This is an example of a(n) ___________ policy. A. discount C. terms-of-sale B. return D. guarantee

b

When a government regulatory agency accuses a company of running a deceptive advertisement, the company voluntarily agrees to stop running the ad without admitting guilt. In this situation, the remedy used is A. a cease-and-desist order. C. corrective advertising. B. a consent order. D. affirmative disclosure.

b

When a local athletic apparel store sells shoes, clothing, and accessories that are designed specifically for runners, it is using ____________ segmentation. A. geographic C. demographic B. psychographic D. rate of usage

b

When developing an executive summary for a written report, the writer should include A. all supporting evidence. C. technical jargon. B. the most important points. D. mostly background information.

b

When positioning a corporate brand, what is a marketer trying to determine by comparing the company's own product attributes with those of the competition? A. Causes of risk C. Areas of concern B. Points of difference D. Frames of reference

b

When positioning its corporate brand, it is important for a company to evaluate its competitors so it can determine A. profit margins. C. managerial styles. B. points of difference. D. support services.

b

When the salesperson did not return Mr. Adkins' calls about the status of his backordered stove, he cancelled his order. The salesperson lost the order because s/he A. ordered the wrong stove. B. failed to provide customer service. C. couldn't get a hold of the vendor. D. had incorrect customer contact information.

b

Which of the following activities takes place during the preparation stage of the selling process: A. answering objections B.qualifying leads C. demonstrating products D. arraging installations

b

Which of the following are communication channels that businesses often use when engaging in the push promotion strategy: A. Mass advertising and trade shows C. Trade advertising and pricing B. Trade advertising and trade shows D. Mass advertising and coupons

b

Which of the following are listed as long-term assets on a balance sheet: A. Land, cash, and mortgage B. Buildings, vehicles, and capital equipment C. Vehicles, insurance, and accounts payable D. Capital equipment, mortgage, and inventory

b

Which of the following are touch points that a successful company often uses to communicate its corporate brand to its target market: A. Employees, sales staff, and compensation policies B. Company web site, sales calls, and trade shows C. Trade shows, sales reports, and employees D. Sales calls, company web site, and marketing audits

b

Which of the following financial services providers is most likely to provide a small, local coffee shop with business loans, checking and savings accounts, and overdraft protection: A. Eastern Region Investment Bank B. Marley and Winston Commercial Bank C. Walker, Steinbrenner, and Houghton, CPA Firm D. Allen and Mellon Brokerage Firm

b

Which of the following is a benefit of channels of distribution: A. Producers must spend more money. B. We can more easily obtain products from all over the world. C. Retailers must spend more money. D. We spend more time looking for products we want.

b

Which of the following is a characteristic of individuals who have self-confidence: A. Taking few risks because of a fear of doing something wrong B. Realizing that mistakes are a part of personal growth C. Exhibiting aggressive behavior when expressing opinions D. Being overly concerned with what others think

b

Which of the following is a characteristic of the machine bureaucracy organizational structure: A. Decentralized decision making C. Project-team orientation B. Specialization by work task D. Resource sharing

b

Which of the following is a common reason for horizontal conflict among distribution channel members: A. Transportation issues C. Direct distribution B. Territorial boundaries D. Shipping errors

b

Which of the following is a form of qualitative research: A.online survey B.focus group C. experiment D.sampling

b

Which of the following is a legal factor that may affect the business environment: A. Market trends C. International tensions B. Wage regulations D. Interest rates

b

Which of the following is a positive way for a project manager to motivate team members to keep up their good work: A. use high-pressure tactics to encourage increased productivity B. take team members to lunch after reaching a major project milestone C.provide team members with constructive criticism about their performance D.have the team members work weekends to meet important deadlines

b

Which of the following is a source of unearned income: A.wages B.dividends C.fees D.commissions

b

Which of the following is a true statement regarding how economic conditions may affect a business's sales forecast: A. Economic conditions have very little impact on sales forecasts. B. A poor economy will hurt sales for some businesses but will help others. C. A poor economy will decrease sales for all types of businesses. D. A strong economy will increase sales for all types of businesses.

b

Which of the following is a true statement regarding information management: A. It's used primarily for decision making. B. It's necessary for making even small business decisions. C. It's the same thing as MIS. D. It's the same thing as data processing.

b

Which of the following is an example of a business that is most likely violating a safety regulation: A. Porter Manufacturing inspects its production equipment several times a month. B. The Hoffman Supply Company blocks several of its doors with furniture and boxes. C. Ingram Industries stores its combustible products in well-marked storage containers. D. A manager monitors the restaurant to ensure that no more than 200 patrons are in the building.

b

Which of the following is an example of a payroll deduction: A. Overtime hours C. Net pay B. Health insurance D. Pay rate

b

Which of the following is an example of a potentially unethical action associated with providing business information: A. Using passwords to limit employees' access to various types of business files B. Discussing specific product-development processes with external business sources C. Providing employees with information about business practices and expectations D. Implementing whistle-blowing procedures to report questionable workplace behavior

b

Which of the following is an example of an employee using nonverbal communication effectively to reinforce his/her service orientation: A. When Mrs. Jones complained that her steak was not cooked the way she wanted it, Leah rolled her eyes. B. Molly nodded and maintained eye contact as Ms. West explained the problem with her computer. C. Tristan answered his office telephone and said, "Blanton Industries. How can I help you?" D. Paul crossed his arms and tapped his foot impatiently as Mr. Cook asked about a charge on his bank statement.

b

Which of the following is an example of an internal source of secondary marketing data: A. Census reports C. Consumer blogs B. Warranty agreements D. Business directories

b

Which of the following is an example of job shadowing: A. Tom asks an advertising manager about various professional organizations in marketing. B. Kayla follows the public-relations director of a local company to learn about his/her career. C. Delia talks with an event coordinator about the ways in which she can donate her time to a local charity. D. Brian sets up a time to meet with a sales representative to find out about her/his job duties.

b

Which of the following is an example of price fixing: A. A grocery store dramatically increases the prices of bottled water during a natural disaster. B. Three computer-chip manufacturers agree to sell their products within a certain price range. C. A building-materials company sets a high price for a new product and lowers it over time. D. Two restaurants offer the percentage-off coupons for their large pizzas for a limited time.

b

Which of the following is often a factor that a business considers when evaluating a vendor's performance: A. Business plan C. Invoice number B. Order accuracy D. Accounting methods

b

Which of the following levels of managers spend most of their time staffing, directing, and controlling the day-to-day activities of the business: A. Mid-level C. Executive B. First-line D. Regional

b

Which of the following should you do when preparing your letter of application: A. Write a letter that is at least one page long. B. Mention any mutual contacts you have. C. Repeat everything that is on your résumé. D. Proofread quickly so you can send the letter sooner.

b

Which of the following situations is an example of a public-relations activity: A. Evan coordinates an upcoming sales promotion with the company's purchasing manager. B. Jana prepares a press release about her firm's new licensing agreement with a large company. C. Colleen telephones a prospective customer to try to schedule a product demonstration. D. Eli reviews a report to determine which clients have overdue payments due on their accounts.

b

Which of the following statements contains the most relevant information to include in a business report about the specific market share of computer manufacturers during a particular time frame: A. In 2009, Hewett Packard shipped more computers than Dell or Apple. B. In 2009, Hewett Packard held 29.1 percent of the market share, followed by Dell, which held 21.9 percent. C. Hewett Packard, Dell, Acer, Toshiba, and Apple sold more computers in 2009 than other computer manufacturers. D. Apple Computers held the fifth highest share of the computer market in 2009.

b

While dining at Lombardi's Italian Restaurant, Mrs. Barnhart asked the restaurant manager about catering services. The manager told her that the restaurant does not offer catering services. When the manager mentioned Mrs. Barnhart's question to the restaurant owner, the owner thought that catering services would be a great way to grow the business. In this situation, a product opportunity resulted from a(n) A.manager's complaint B.customer's inquiry C.employee's suggestion D.dissatisfied patron

b

While facilitating a brainstorming session to generate product ideas, Gavin told Amy that her idea would be too expensive to implement. What did Gavin do wrong while facilitating the brainstorming session? A. Ignoring a group member B. Evaluating the idea C. Asking for opinions D. Exceeding the time limit

b

Why do human-resource managers often post job openings on web sites such as Monster.com and CareerBuilder.com? A. To interview applicants C. To identify needed skills B. To recruit employees D. To assess training methods

b

Why is it important for a business to clearly communicate its budget to employees? A. So employees know when they should work overtime B. So employees are aware of their effect on the business's profits C. Because the business is legally required to disclose financial information D. Because employees need to know when they need to adjust the budget

b

. Elise is the public-relations director for Divine Frozen Yogurt and has assembled a packet that contains key information about the company. The packet contains a cover letter, an overview of the company, photos, recent press releases, published news articles, staff biographical information, and product brochures. Elise had developed a(n) A. creative brief. C. media kit. B. sponsorship program. D. advertising profile.

c

. Which of the following is an activity that a firm's public-relations department would perform to influence legislation: A. Conducting a public-relations audit C. Lobbying government officials B. Moderating a political debate D. Coordinating service projects

c

A basic principle of procedural due process involves __________ before taking action. A. awarding damages B. obtaining witnesses C. providing notice D. creating evidence

c

A benefit to the seller of bundling products is that doing so A. reduces product-quality problems. B. eliminates the need to comparison shop. C. often lowers the marketing costs. D. usually decreases product-placement activities

c

A business can help its salespeople build a clientele by A. showing interest in the customers' needs. B. following up with customers immediately after a sale. C. having favorable adjustment and return policies. D. setting high performance goals.

c

A business determines that it can increase its market share 12 percent by promoting its goods and services to Hispanic females who are 18- to 34-years old. The business is segmenting the market on the basis of A. geographics. C. demographics. B. psychographics. D. behavior.

c

A business is mostly likely to review customer invoices from the previous year to A. execute promotions. C. forecast sales. B. evaluate ideas. D. improve service.

c

A company discovers a way to reduce the time it takes to produce a good. This is an example of __________ innovation. A. position C. process B. product D. program

c

A customer has purchased an item from you and is now faced with carrying six packages. You can use a practical idea to create positive customer relations by A. wishing the customer luck in carrying all the packages. B. thanking the customer for making so many purchases. C. offering to place all the packages in one large bag. D. complimenting the customer for getting a lot accomplished.

c

A hospital technician developed a system to stabilize small children when taking x-rays. The system improves the technician's ability to obtain clear x-rays more quickly because the patients cannot squirm or move around as much. The system includes visual entertainment for patients, which helps keep them calm and quiet. The system is now being used in hospitals worldwide. This is an example of a product opportunity that evolved from a A. market change. C. problem. B. suggestion. D. trend.

c

A manufacturer that has 65% of the market share is pressuring its wholesalers to sign an agreement stating that they will not sell competing products. In this situation, the agreement is illegal because it A. controls resale prices. B. prohibits monopolies. C. violates antitrust laws. D. limits producers' rights.

c

A manufacturer that has 65% of the market share is pressuring its wholesalers to sign an agreement stating that they will not sell competing products. In this situation, the agreement is illegal because it A. controls resale prices. C. violates antitrust laws. B. prohibits monopolies. D. limits producers' rights.

c

A marketing research firm asks the participants of a study to record information for one month about the radio stations that they listen to. This is an example of acquiring marketing data from A. production diaries. C. media-use diaries. B. commercial journals. D. attitude journals.

c

A pharmaceutical company fails to warn the public about the possible side effects associated with a new medication. This is an example of a business violating selling regulations through A. branding. C. misrepresentation. B. exaggeration. D. exclusivity.

c

A primary factor that a business considers when deciding to participate in a trade show is the A. business's inventory levels. C. number of expected visitors. B. business's operating policies. D. cost of the concessions.

c

A primary role of the facilitator in a group brainstorming session that is generating product ideas is to A. lead the debate. C. encourage participation. B. evaluate each idea. D. improve relationships.

c

A producer can minimize channel conflict among its distributors and retailers by A. establishing slotting fees for certain channels. B. selling its items directly to the end users. C. offering different products through each channel. D. requesting that the channel members carry only its brand.

c

A responsible employee is one who is able to __________ his/her mistakes. A. conceal B. avoid C. admit D. maximize

c

A salesperson says to a customer, "Mr. Michaels, I wouldn't buy from Davenport Electronics. That company buys parts for its products from sweatshops, and the items don't meet safety codes. Its products usually break within six months." In many jurisdictions, the salesperson is violating selling regulations related to A. foreign corruption. C. business defamation. B. price discrimination. D. product infringement.

c

A soft-drink company posts a film clip on YouTube and Facebook that features its employees drinking the company's best-selling beverage while they are performing a flash-mob routine. What is the company using to promote its products? A. Advergaming C. Viral video B. Streaming audio D. Custom messaging

c

Aaron prepared a detailed report for his supervisor that described several issues that Aaron's work grouphas been experiencing on a long-term project. Aaron described the most difficult or challenging issues inthe beginning of the report and ended the report with the least important points. How did Aaron organizethe information in the report? A. simple to complex B.alphabetical by category C. priority sequence D. chronological order

c

According to Maslow's Hierarchy of Needs Theory, buying behavior that involves the acquisition of goods and services to elevate a person's status or recognition are _____________ needs. A. self-actualization C. esteem B. physiological D. safety

c

According to the Keynesian theory of unemployment, the best solution for unemployment is to A. keep prices the same. B. cut wages. C. increase demand. D. increase inflation.

c

According to the law of diminishing returns, what aspect of production decreases when fixed resources have reached their maximum level of efficiency? A. Lead time C. Outputs B. Quality D. Product usefulness

c

After The IWP Company receives online orders from its customers, it quickly replies to all of its customers with the following e-mail message: "Thank you for your order. It will be processed within the next 48 hours." The e-mail function that generates these types of messages is called a(n) A. mechanical reaction. C. autoresponder. B. instant message. D. timed reply.

c

Alexandria has been using Look-So-Good cosmetics for several years and would not consider changing brands. In fact, Alexandria likes the cosmetics so much that she has become an advocate for the cosmetic company. She tells everyone about the features and benefits of Look-So-Good products, and encourages them to try the cosmetics. What type of word-of-mouth marketing is Alexandria using? A. Shill marketing B. Mobile marketing C. Organic marketing D. Virtual marketing

c

Alexandria has been using Look-So-Good cosmetics for several years and would not consider changing brands. In fact, Alexandria likes the cosmetics so much that she has become an advocate for the cosmetic company. She tells everyone about the features and benefits of Look-So-Good products, and encourages them to try the cosmetics. What type of word-of-mouth marketing is Alexandria using? A. Shill marketing C. Organic marketing B. Mobile marketing D. Virtual marketing

c

All employees can help maintain a safe work environment by A. replenishing supplies when they are needed. B. performing their daily duties in a timely manner. C. reporting noticeable hazards to management. D. cleaning up toxic waste when they see it.

c

An electronic data interchange (EDI) system facilitates a company's ability to A. test product quality. C. manage product availability. B. improve product durability. D. develop new products.

c

An electronics company scaled back its production of camcorders during an economic recession when the demand for them decreased. In this situation, the company adapted to market changes by A. improving the product's features. C. monitoring consumer spending trends. B. managing its innovation processes. D. gathering information about its competitors.

c

An employer may be liable for an employee's tort when the employee's actions occur A. within normal operating hours. C. within the scope of his/her employment. B. under emotional stress. D. without the employer's knowledge.

c

An individual returns a marketing-research survey that contains unanswered questions. This is an example of a(n) A. mathematical miscalculation. C. non-response error. B. interviewer oversight. D. rating mistake.

c

Annette sent an email to her supervisor to request a meeting to discuss the terms for a contract with a new vendor. This is an example of A. informal interaction B.horizontal feedback C.upward communication D.unsolicited collaboration

c

As an employee of Simpson and Associates, Kevin performs a variety of activities each day, sets his own work pace, and has the authority to make many business decisions. Kevin's job involves __________ scope and __________ depth. A. low, high C. high, high B. high, low D. low, low

c

Because Caroline does not have enough time to read an entire 400-page business report, what section of the report should she review to obtain an overview of the most important content? A. Appendices B. Table of contents C. Executive summary D. Conclusions

c

Businesses rely on projects because the business environment is A. free from competition. C. dynamic. B. inflexible. D. hard to understand.

c

Businesses should view negotiation as a way to A. get the action they want. B. get something done. C. build strong relationships. D. keep negative people quiet.

c

By searching the company's computer records, an employee obtained confidential information about a well-known client, which s/he discussed with a friend. Eventually, the information was leaked to the media, which embarrassed the client and the business. What action could the company have taken to prevent this unethical behavior? A. Provide clients with information tracking capabilities B. Install anti-virus software to protect the computer network C. Use computer passwords to limit access to certain data D. Require the employee to submit his/her resignation

c

Car break-ins often result because drivers leave their laptops, smartphones, and wallets on the car seat, making the items highly visible to potential thieves. As a result, an automobile manufacturer designed a hidden compartment in the front passenger seat for drivers to store their valuable items. This is an example of an idea generation strategy in which the business A. developed a new product to replace an outdated product. B. changed an existing product to attract a younger market. C. improved an existing product to solve a common problem. D. created a new product to gain the competitive advantage.

c

During which phase of a product's life cycle do its profit margins tend to narrow? A. Introduction C. Maturity B. Decline D. Growth

c

Dwayne is working on an income statement for his business. When he finishes it, he's left with his business's "bottom line," which represents the business's A. gross profit B. operating expenses C. net income D. profit and loss statement

c

Each year, Marla must pay a certain percentage of the value of her home to the local government. Which of the following is the tax liability Marla is responsible for paying: A. Sales B. Excise C. Property D. Income

c

Ethan is a human resources manager who is attending a job fair to discuss employment opportunities with job-fair attendees. This is an example of a ___________ activity. A. sales-promotion C. recruiting B. training D. compliance

c

Even though there is a significant chance that his business will fail, Sidney intends to open a sports memorabilia shop. What entrepreneurial trait is Sidney exhibiting? A. Creativity B. Organization C. Willingness to take risks D. Open-mindedness

c

For legal purposes, a business that collects marketing information from its online customers should A. purchase surge-protection insurance. C. post its privacy policies on its web site. B. develop confidential selling strategies. D. store the information at an insecure site.

c

If a pharmaceutical company sets an unnecessarily high price for a lifesaving drug, it is behaving in a(n) __________ manner. A. conscientious B. economically justifiable C. socially irresponsible D. charitable

c

If a situation analysis reveals that the company has a comprehensive, current, and flexible database system, it has identified a(n) A. product benefit. B. external asset. C. internal strength. D. technological flaw.

c

In a market economic system, who owns most of the means of production of goods and services? A. Entrepreneurs B. Political parties C. Businesses and individuals D. Government

c

Ingrid is able to access information from her desktop publishing software, word-processing software, and spreadsheet software at the same time on her personal computer. This is an example of an operating system with _____________ capabilities. A. multiprocessing C. multitasking B. multi-user D. multithreading

c

Items most likely to be subject to an excise tax include A. apartment buildings and single-family homes. C. gasoline and cigarettes. B. inherited items and luxury cars. D. milk and cheese.

c

Jackie is interested in predicting what special events result in higher demand for chocolate candy. She should conduct behavioral segmentation based on A. benefits derived. B. rate of use. C. occasion response. D. loyalty response.

c

James needs to hire a bookkeeper for his growing business. To determine the new employee's salary,James obtained pay data from five companies in his industry that are similar in size. The research indicated the following: Company A pays $31,205; Company B pays $29,995; Company C pays $34,800;Company D pays $42,500; and Company E pays $36,500. James decided to set his bookkeeper's salary at $35,000. What measure of central tendency did James use to set his new employee's salary? A.range B. mode C.mean D.median

c

Janet is a busy advertising executive trying to balance her job, family, and social responsibilities. Four days a week, Janet runs on a treadmill for an hour. After her workouts, Janet feels relaxed and focused. Janet's exercise program helps her manage A. time. C. stress. B. goals. D. work.

c

John recently expanded his business into another country to reach more of his target market. He was initially thrilled with his company's profits following the expansion—until he converted the money back to his domestic currency. At that point, he realized that the company made much less than he originally thought. What risk involved with international business did John experience? A. Political unrest in foreign countries B. International trade agreement changes C. Foreign exchange rate fluctuations D. The cost of international unionized labor

c

Knowing your personal strengths and weaknesses helps you to A. ask others for input about your strengths and abilities. B. identify potential strengths and weaknesses in others. C. make informed decisions about your future. D. perform well on a skills assessment test.c

c

Lamar Enterprises is using a trademark that looks very similar to the Seward Company's trademark. To prevent Lamar from continuing to use the trademark, Seward can take legal action by A. requiring Lamar to pay a licensing fee. B. charging Lamar with obstruction of justice. C. filing an infringement lawsuit against Lamar. D. obtaining an arrest warrant.

c

Making sure that customers sign a liability waiver is what type of selling policy? A. service B.Terms of sale C.selling activity D. opening the relationship

c

Mara, a marketing researcher, watches customers as they shop for products and writes down her impressions of the customers' behaviors. Mara is gathering _________ data by _________. A. secondary, relating C. primary, observing B. primary, interviewing D. secondary, surveying

c

Mason Publishing included the following statement in a newsletter that was sent to its sales staff about its new electronic reader: CEO Lucinda Marcelli said, "This product supports our ongoing efforts to revolutionize the ways in which students across the country learn." This is an example of A. paraphrasing a comment to explain specific product benefits. B. including a quotation to introduce an item during a sales meeting. C. using a quotation to communicate product information. D. summarizing the features of a new item by using a testimonial.

c

Matthew and Miranda are equal partners in a small consulting firm. They have allocated eight percent of last year's profits to make business improvements. Matthew wants to purchase a new copy machine, while Miranda would rather paint the building and make it look more inviting to their clients. What is the reason for Matthew and Miranda's conflict? A. Inconsistent behavior B. Unclear boundaries C. Limited resources D. Authority

c

Nelson needs to find out the exact model number of a printer to order the correct ink cartridge for a customer. To obtain accurate information quickly, Nelson should access A. his company's contact directory. C. his company's intranet. B. the manufacturer's accounting department. D. the manufacturer's production manager.

c

One of the best ways to protect yourself against identity theft is to A. use the same password for all online financial accounts. B. pay your bills online. C. monitor your credit and bank accounts continuously. D. pay for your purchases with debit cards.

c

One way that a manufacturer can foster positive relationships with its channel members is by A. selling directly to end users. C. providing training programs. B. encouraging a competitive culture. D. using aggressive tactics.

c

One way that a salesperson can provide customer service after a sale has been made is by A. using suggestion selling techniques to increase the order size. B. acquiring knowledge about competitors' products. C. ensuring that the order is processed correctly. D. providing samples so the customer can try the product.

c

One way to demonstrate active listening is by A. focusing your attention on distractions. B. interrupting the speaker to ask questions. C. taking steps to minimize barriers. D. concentrating only on the points that you want to hear.

c

Optimal pricing software takes which of the following into consideration when pricing a business's products: A. Management methods C. Consumer demand B. The income tax rate D. Opportunity costs

c

Patrick has taken his car to Parnell's auto repair shop for several years. He feels comfortable taking his car to Parnell's because the employees perform their work competently, and the business charges a reasonable fee for the work. In this situation, Patrick's buying motive is based on A. culture. C. patronage. B. testimonials. D. status.

c

Product bundling is an effective method to sell goods and services because it A. provides new products with better exposure than advertising. B. allows businesses to sell unrelated items at the same time. C. creates a sense of value for the customer. D. encourages customers to comparison shop.

c

Rosa Sanchez is a Latin-American businessperson who is meeting with a potential client, Mr. Devonshire, who is from London, England. When Rosa leaned in to shake Mr. Devonshire's hand, he backed away. This is an example of a cultural issue related to A. punctuality. C. personal space preferences. B. language variances. D. appearance.

c

Shortly after a burglar broke into their house, Mr. and Mrs. Green purchased a home security system. In this situation, Mr. and Mrs. Green's buying motive was based on __________ factors. A. esteem C. emotional B. patronage D. rational

c

Size, weight, condition, and quality are often factors that government agencies consider when they A. enforce safety policies. C. assign product grades. B. establish cost standards. D. review inventory systems.

c

Slotting allowances are an ethical issue that businesses must consider because these types of fees can A. increase customers' choices. C. discourage innovation. B. encourage high tariffs. D. decrease channel reliability.

c

So that customers can make appropriate buying decisions, product labels should contain A. promotional copy. C. accurate information. B. testimonials. D. allowances.

c

So that employees are prepared to act if an accident occurs in the workplace, many businesses provide them with ___________ training. A.fitness B. security C.first aid D.fire response

c

Sophie is developing the promotional plan for her company, and is working on the section of the plan that involves forecasting the expenses associated with various promotional activities. What component of the promotional plan is Sophie working on? A. Strategy C. Budget B. Executive summary D. Situation analysis

c

The Skintastic Cosmetic Company implemented a challenging sales promotion in which its independent sales consultants could earn bonuses, prizes, and vacations. This is an example of a company using ___________ as a sales incentive. A. cooperative advertising C. push money B. sweepstakes D. loyalty programs

c

The Upper Crust Bread Shop bakes its bread on site so that customers can smell the bread when they enter the shop, and it sets baskets of bread samples throughout the shop. The shop uses these touch points to carry out its A. operations-management processes. B. product-development tactics. C. customer-experience management strategies. D. brand-insistence advertising techniques

c

The best way for salespeople to obtain detailed information about a complex product is by A. asking a customer who uses the product. C. attending a training session. B. reading a product brochure. D. conducting a product demonstration.

c

The details regarding quotas for each salesperson would be outlined in what type of selling policy? A. Service C. Selling-activity B. Terms-of-sale D. Qualifying the customer

c

The primary difference between amplified word-of-mouth marketing and organic word-of-mouth marketing is that A. amplified is goods-oriented, and organic is service-oriented. B. amplified is personal, and organic is nonpersonal. C. amplified is planned, and organic is spontaneous. D. amplified is passive, and organic is interactive.

c

The primary purpose of building political relationships in the workplace is to A. create a competitive enviorment B. get ahead at any cost C. influence others behavior D. reduce internal conflict

c

The use of electronically bar-coded price tags on goods has increased the A. transportation costs for customers. B. need for businesses to hire additional cashiers. C. number of customer self-checkout stations. D. efficiency levels of pricing software programs.

c

Three or four times a month, Sabrina has dinner at Martinelli's Italian Restaurant because the lasagna is the best she has ever tasted, and the service is always good. Sabrina's buying decisions are motivated by A.logic B.objectivity C. patronage D.status

c

To attract a value-oriented market, Premier Cosmetics Company is adding a lower-priced product line toits product mix. What product-mix strategy is Premier using? A.cannibalization B. trading up C.tradiing down D. polarizatoin

c

To build collaborative relationships in the workplace, employees should A. agree with others' opinions. C. be open to new ideas. B. focus on personal goals. D. delegate responsibilities.

c

To develop appealing promotional messages for a target audience, a marketer might build a profile of the typical buyer by considering demographic factors such as A. personalities, lifestyles, and location. C. age, gender, and income. B. lifestyles, attitudes, and income. D. location, attitudes, and age.

c

To gain a competitive advantage, a business carefully selects channel members and trains them to provide customers with superior expertise and service. This business is positioning its products by focusing on A. customization. C. channel differentiation. B. product attributes. D. quality at an exceptional value.

c

To reduce the risk of bribery in selling situations, it is a good idea for businesses to develop A. diversity training manuals. C. entertainment guidelines. B. promotional budgets. D. product delivery policies.

c

Using the APA writing style, Ella compiles a list of the books, web sites, and journals that she used when developing a complex research report. What is Ella developing? A. The executive summary C. The bibliography B. An index D. A glossary

c

What activity involves transforming facts and figures into a useful format? A. Information reporting C. Data processing B. Data mining D. Information gathering

c

What are salespeople expected to be able to do in order to sell goods and services to customers? A. Arrange displays B. Control expenses C. Answer questions D. Develop brochures

c

What can an employee do on a regular basis to maintain an organized workspace? A. Place all paperwork in storage boxes C. Discard outdated files and papers B. Make copies of all computer documents D. Shred documents that are over one year old

c

What distribution method is best for a manufacturer to use when the product is complex and is difficult to install and repair? A. Selective C. Exclusive B. Intensive D. Invasive

c

What element of the marketing mix involves considerations such as the types of brands that the business carries and the types of support services the business offers? A. Place C. Product B. Price D. Promotion

c

What element of the marketing mix is most concerned about creating convenience for customers in relation to the product's accessibility to the market? A. Price C. Place B. Product D. Promotion

c

What form of currency is issued by the federal government? A. Corporate bonds B. Brokerage bills C. Paper money D. Certified notes

c

What form of technology allows channel members to track a product's movement through the supply chain in real time? A. Supplier performance index (SPI) C. Radio frequency identification (RFID) B. Universal product code (UPC) D. Global transit mapping system (GTMS)

c

What happens when inflation increases? A. Consumers can buy more for less. C. Purchasing power decreases. B. Supply exceeds demand. D. Production efficiency increases.

c

What information should a business provide its suppliers to ensure that products will be available to meet demand? A. Cash-flow analysis C. Sales forecast B. Annual report D. Media schedule

c

What is a business communicating when it positions a product by emphasizing the unique attributes of that product in relation to similar products marketed by competitors? A. Time utility C. Competitive advantage B. Touch points D. Superior quality

c

What is a negative consequence to a business that engages in the unethical practice of price gouging? A. Excessive profits C. Poor image B. High sales D. Weak competition

c

What is an advantage to companies that use integrated software programs? A. Integrated software reduces the need for firewalls. B. The software does not require companies to purchase licenses for multiple users. C. Users can combine information from different applications. D. Users need to exit one application before they can access another application.

c

What is one reason why businesses write informational messages? A. To analyze sales proposals B. To develop research reports C. To explain new policies D. To obtain positive feedback

c

What is the advantage to a business that installs external surveillance cameras in prominent locations around its property? A. Eliminates the need to install alarms C. Discourages attempted burglaries B. Reduces the risk of extortion D. Prevents armed robberies

c

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

c

What production activity evaluates products to make sure that the products the business produces meet certain quality standards? A. Form utility B. Automation C. Follow-up D. Standardization

c

What should the first section of an executive summary contain? A. A letter of authorization B. A recommended course of action C. A statement of the report's purpose D. An acknowledgement of the report's sponsors

c

What type of debtor-creditor relationship involves the acquisition and use of credit cards? A. Customary C. Voluntary B. Unintentional D. Implied

c

What type of software program do businesses use to monitor and order the items they need for resale? A. Project management C. Inventory management B. Production scheduling D. Asset depreciation

c

When Angela obtained marketing research from a government agency, she collected ___________information A. problem solving B. primary C.secondary D.intuitive

c

When Kaitlin walked into the office conference room, she saw a coworker speaking on the telephone. To respect her coworker's privacy, Kaitlin should A. cough loudly to let her coworker know that she is in the room. B. stand quietly until her coworker notices her. C. leave the room immediately and shut the door. D. shut the door and wait quietly in the room until the phone call is over.

c

When Samantha reviewed her company's financial information, she noticed that the sales for the Java6 coffee maker decreased for three consecutive months. In this situation, the financial information helped Samantha A. make a pricing decision. C. identify a trend. B. calculate liquidity ratios. D. negotiate a contract.

c

When a business hires individuals to post comments about its products on Twitter, Facebook, and other message boards, it is engaging in the unethical practice of A.institutionary puffery B.product placement C.stealth marketing D.primary promotion

c

When a business sets up a Facebook account to communicate with its existing and potential customers, what technological tool is it using? A. Just-in-time marketing B. Broadcast media C. Social networking D. Affiliate advertising

c

When a producer directs its advertising and sales promotion to the ultimate consumer, what promotional strategy is it using? A.niche B.push C.pull D.product placement

c

When a situation analysis reveals that a competitor's market share has steadily increased over the past year, the Franklin Electronics Company has identified an A. internal change. C. external threat. B. internal weakness. D. external strength.

c

When evaluating the wording of a survey, the editor should make sure that each question contains A. clear, technical terms. C. simple words without jargon. B. impressive but vague language. D. vocabulary with dual meanings.

c

When identifying risks that a business faces, management should focus on the A. probability of risk occurrence. C. sources of the risks. B. impact of the risks. D. ability to transfer the risks.

c

When the meeting leader asked the group participants if they had any suggestions for the new product catalog, Lily pulled out a list of notes that she had compiled and talked for the remaining 20 minutes of an hour-long meeting. In this situation, Lily A. followed parliamentary procedure. C. monopolized the discussion. B. provided positive feedback. D. expressed her opinions clearly.

c

When you have the ability to communicate appropriately with teachers, work supervisors, and family members at different times, you are demonstrating adaptability in situations related to A. resource availability. C. personal interactions. B. unfamiliar conditions. D. planned changes.

c

When you look for supporting evidence in published materials, you are evaluating the A. margin of error. C. credibility of the sources. B. readability of the text. D. timeliness of the content.

c

Which of the following actions by employees might result in additional expense for a business: A. Reporting incidents of shoplifting B. Taking the initiative to find work C. Making personal use of company property D. Giving appropriate discounts to customers

c

Which of the following are examples of overhead costs: A. prepare a purchase order B. request an invoice C. submit a receipt D.complete an expense form

c

Which of the following is a budgeting issue that a business considers when deciding whether to participate in a trade show: A. Venue's personal appeal C. Booth rental space B. Target audience size D. Competitors' attendance

c

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

c

Which of the following is a device that helps to ensure that direct-observation research is collected in a neutral way: A. Fax machine C. Video camera B. Global-orientation system D. Computer-disk player

c

Which of the following is a factor used for grading products: A. Personal recommendations C. Product contents B. Inspection method D. Resource availability

c

Which of the following is a form of technology that allows a salesperson to make a professional sales presentation to group members who are located in different locations: A. Data-mining software C. Webinar B. Global positioning system D. Autoresponder

c

Which of the following is a question that a salesperson is most likely to ask during the reaching closure phase of a sale: A. How can I help you today, Mrs. Watson? B. Will you be using the printer to fax and copy documents? C. Would you like to use your credit card to pay for the camera? D. Would you like me to show you the features of the boat, Mr. Conrad?

c

Which of the following is a reason that many products go into decline: A. no better products are abailable B. customer tastes stay the same C. the market is saturated D.they are outlawed by the government

c

Which of the following is a reason why someone might have trouble adapting to new circumstances: A.missed opportunities B. objectivity C.contentment D. empahty

c

Which of the following is an activity that is performed by a business's public-relations department: A. Developing job descriptions for employees B. Researching and developing product prototypes C. Coordinating speaking engagements for employees D. Selecting media for print and broadcast advertisements

c

Which of the following is an ethical issue that affects many businesses' product/service-management function: A. Using bait-and-switch tactics C. Testing on animals B. Engaging in collusion D. Setting unrealistic sales goals

c

Which of the following is an example of a brand promise: A. Low credit terms are available for qualified customers until January, 2012. B. Leather sofas only $499 this weekend—buy now at Fred's Furniture Warehouse. C. Henderson Photography...uniquely capturing your special moments is our priority. D. For your convenience, four Cup O' Joe locations are open in the greater-metro area.

c

Which of the following is an example of a business that is coordinating marketing activities with channel members: A.a senior buyer for a construction firm conducts online research to determine which suppliers meet the companies quality standards B.a corporations marketing department develops a schedule for print advertisements that it wants to place in local newspapers C. a wholesaler follows up with a producer to ensure that it will ship products to arrive in time for a retailers scheduled promotion D. a retail chain develops a private brand to compete with the national brands that it sells

c

Which of the following is an example of a business that uses product class as a positioning strategy: A. Focusing on the value of a line of cosmetics B. Emphasizing a 100,000-mile car warranty C. Associating an artificial sweetener with sugar D. Communicating a resort's luxury services

c

Which of the following is an example of a business using direct marketing: A. A restaurant placed an ad in a coupon booklet that is distributed to all residents and businesses located in the community. B. A national sporting-goods store paid $3.5 million for advertising that appeared during a televised football game. C. An online bookstore sent a personalized e-mail message that included a coupon to a customer. D. An apparel retail chain developed a seasonal catalog and posted it on the company's website.

c

Which of the following is an example of a customer engaging in habitual buying behavior: A. Porter conducts online research to evaluate several brands of computers and decides to purchase a Dell laptop. B. Mike goes to three automobile dealerships and test drives different vehicles to determine the one he likes best. C. Lynnette buys paper for her computer printer at the local office-supply store. D. Gabriella tells her realtor that she wants to look at three-bedroom ranch homes on the northwest side of town.

c

Which of the following is an example of a good or service that is produced through a capital-intensive conversion process: A. Hair cut C. Sport utility vehicle B. Handmade quilt D. Computer repair

c

Which of the following is an example of an employee engaging in negative workplace gossip: A. Bob tells the project team members, Jane is going to take over the project while Bryan is away on vacatoin B. Lead says, Tim did you watch the new basketball game C. Todd says, i heart that the only reason that Rachel was promoted is because she is dating the boss's son D. Laura tells her assistant, Ken i understand that mistakes happen, but this one cost the company several hundred dollars

c

Which of the following is an example of an employee who is meeting his/her employer's expectations: A. Rachel sends a text message to her roommate during a meeting. B. Tom spends the first half hour of the workday chatting with Kate. C. Allison focuses on her work tasks so she can meet her deadlines. D. Calvin tells a customer about his issues with a difficult coworker.

c

Which of the following is an example of organizing business information by location: A. Corinne prepares a real-estate guide that lists homes for sale in ascending order by selling price. B. Ben's history assignment is to create a timeline to illustrate his family's immigration from Ireland. C. Elizabeth structures a national insurance company's financial reports by branch. D. Jacob structures a research report by providing the most important information in the first section of the document.

c

Which of the following is an example of unethical business behavior in relation to information management: A. Sharing customers' personal information to others with their permission B. Telling employees that the business may monitor their telephone calls at work C. Keeping employees' payroll records in unsecured computer databases D. Using opt-in e-mail to communicate product information with customers

c

Which of the following is an example of unethical selling behavior that directly affects employee-toemployee relationships: A. The sales staff's commissions are lower after a manager restructures the company's sales territories and sets high quotas. B. A buyer awards a major contract to a construction company after the company's vice president gave the buyer Super Bowl tickets. C. To win a departmental sales contest, a salesperson claims to have processed a sales transaction before it has been formalized. D. A salesperson does not want to lose a sale, so s/he withholds information from a prospect after being questioned about the product's performance.

c

Which of the following is an external threat that a company might identify while conducting a situation analysis: A. Increasing GDP C. Rising inflation rate B. Falling interest rates D. Declining unemployment

c

Which of the following is an idea-generation technique that uses programmed thinking: A. Forced questioning C. Attribute listing B. Mind mapping D. Synectics

c

Which of the following is an important component of computer systems: A. Website B. Internet C. Software D. E-commerce

c

Which of the following is categorized as owner's equity on a company's balance sheet: A. Inventory B. Accounts receivable C. Retained earnings D. Capital equipment

c

Which of the following is most likely to contain indoor billboards: A. Buses, parking lots, and enclosed malls B. Highways, road intersections, and subway terminals C. Subway terminals, airport terminals, and enclosed malls D. Parking garages, highways, and buses

c

Which of the following is the primary benefit of keeping your personal workspace organized: A. Improved leadership skills C. Higher efficiency B. Better interpersonal skills D. Enhanced collaboration

c

Which of the following is true about a survey-sampling plan: A. Is more reliable than observation C. Represents a larger group B. Eliminates respondent bias D. Tends to have extremely low error rates

c

Which of the following questions does a well-written marketing-research brief answer: A. Can we effectively enter a new market? C. What is the purpose of the research? B. Why are sales decreasing? D. Did we achieve the desired outcome?

c

Which of the following research methods is an appropriate way to gather marketing information when quick responsiveness and low costs are important issues: A. Face-to-face interviews C. Internet survey B. Test marketing D. Field experiment

c

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

c

Which of the following situations is most likely to cause the price of corn-based products to increase: A. Corn producers reduce marketing activities. B. The demand for corn-based products declines. C. A long drought damages the corn crops. D. The rate of inflation stabilizes.

c

Which of the following statements is true about a marketing plan: A. It is more beneficial for large companies to have a marketing plan than it is for small businesses. B. An important component of the marketing plan is the business plan. C. A good marketing plan contains the business's specific marketing goals and strategies. D. The marketing plan has a narrow audience, so it takes a business minimal time to prepare it.

c

Which of the following statements is true about a mixed economy: A. Businesses are the primary economic decision makers, and the government controls the system. B. Individuals are the primary economic decision makers, and businesses control and regulate the system. C. Individuals and businesses are the primary economic decision makers, and the government helps regulate the system. D. The government is the primary economic decision maker and also regulates individual and business behavior.

c

Which of the following statements is true regarding joint ventures: A. Large corporations are the only business structures that can benefit from joint ventures. B. Joint ventures are used only when it is necessary to raise a lot of capital. C. Joint venture arrangements are usually short-term relationships. D. An independent attorney must always be consulted before signing a joint venture agreement.

c

While facilitating a brainstorming session to generate product ideas, Gavin told Amy that her idea would be too expensive to implement. What did Gavin do wrong while facilitating the brainstorming session? A. Asking for opinions C. Evaluating the idea B. Ignoring a group member D. Exceeding the time limit

c

While researching information for a business report, Tara reads the following statement in an online newspaper article: "Although unemployment has dropped slightly over the past few months, many politicians have indicated that they believe the government has done enough to get our country out of this recession." This is an example of information that contains A. statistics. C. criticism. B. historical facts. D. poll data.

c

You are more likely to persuade others to take action if you A. overstate the benefits. C. provide supporting facts. B. use illogical reasoning. D. conceal your credibility.

c

A business conducts marketing research when it needs to solve a problem or when it wants to A. analyze financing options. C. coordinate activities. B. increase its sales staff. D. identify a new market opportunity.

d

A business has very little information about the way its customers view its new product line. Which of the following is a marketing research method that will help the business acquire a variety of perspectives and opinions in a short period of time: A. Environmental scan C. Service evaluation form B. In-depth personal interview D. Focus group

d

A business introduces a new product to mid-sized cities in the southeastern section of the country. The business monitors the product's sales to determine if it should introduce the product nationwide. What marketing-research method is the business using? A. Survey C. Consumer panel B. Observation D. Test marketing

d

A business might reduce a product's price during the growth phase of the product's life cycle because A. the product tends to attract early adopters during this phase of the life cycle. B. the business wants to recover its research and development costs. C. it can lower advertising costs since the product has a loyal customer base. D. competitors have introduced similar products to the marketplace.

d

A business plans to launch a new product in the next year. When developing its promotional plan, the business should A. wait to promote the new product until the research and development costs are recovered. B. redirect most of its promotional activities to the new product. C. delay setting an advertising budget until it determines how well the new product performs. D. allocate a portion of its budget to promote the new product.

d

A business should communicate inventory needs with its vendors before a planned sales promotion to ensure that the vendors A. improve their products' quality. C. change their credit terms. B. pay the necessary service fees. D. have the products available to ship.

d

A business should strive to keep its cash conversion cycle as short as possible so it A. has fewer liquid assets. C. can increase its profit margin. B. can earn dividends. D. has cash available to use.

d

A business's selling policies are beneficial to customers when they A. maximize profitability and achieve sales goals. B. restrict the salespeople's selling activities. C. provide customers with limited credit options. D. ensure that all customers are treated fairly.

d

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 C. Interview B. Causal D. Exploratory

d

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. Interview B. Causal C. Experimental D. Exploratory

d

A financial planner advises a client to make a high-risk investment. This is an unethical action if the A. client's objective is to avoid tax obligations. B. client asks the financial planner to make the investment. C. financial planner has reviewed the investment terms and conditions. D. financial planner's primary motive is to earn a large commission.

d

A grocery store keeps track of customers' purchases through their loyalty cards. This is an example of A. data encryption. B. illegal data collection. C. data security. D. big data.

d

A jurisdiction's judicial system strives to treat all parties fairly by A. developing contracts. C. interrogating witnesses. B. implementing flexible laws. D. following legal procedure

d

A primary advantage of using internal databases to store marketing information is the ability to A. prepare formal sales presentations for customers. B. write sales letters, proposals, and promotional copy. C. produce customized questionnaires to post online. D. sort and classify different types of customer information quickly.

d

A primary benefit of taking online continuing education classes is that business professionals can A. examine their priorities B. practice their interpersonal skills C.improve their personal appearance D.learn at their convenience

d

A project manager may schedule a meeting with his project team when closing the project to A. determine project priorities and processes. B. establish the project's long-term goals. C. delegate the project's tasks to team members. D. evaluate the project's successes and obstacles.

d

A retailer sends a sales announcement and coupon with the monthly summary of accounts that it sends to its customers. What form of direct mail is the retailer using? A. Classified ads C. Self-mailers B. Media circulars D. Statement stuffers

d

A retailer that overcharges customers for small items at the point of purchase may be engaging in the unethical practice of A. price fixing. C. retail price maintenance. B. predatory pricing. D. scanner fraud.

d

A salesperson explains to a customer that a computer has a two-year warranty, which means thecustomer won't have to worry about paying for computer repairs if s/he has problems. The salespersonhas identified a(n) A. customer characteristic C.unique feature B. obvious benefit D. hidden benefit

d

A situation analysis reveals that Pullman Industries will need to increase its minimum wage to $8.75 perhour in three months or face severe government fines for noncompliance. This is an example of a_________ factor that affects businesses. A. managerial B. technological C. secondary D. regulatory

d

A snack-food company donates energy bars to runners who are participating in a race to raise money for cancer research. The business is engaging in a(n) A. advertising campaign to improve investor relations. B. media blitz to exhibit social responsibility. C. selling activity to support its image. D. public-relations activity for a charitable cause.

d

A technique that is helpful in developing self-understanding is keeping a personal diary. You should use the diary to A. review your progress on a daily basis. B. record the events of your life in detail. C. record your observations about others. D. identify the patterns of your behavior.

d

A television commercial for Antonio's Pizza Shop makes the following statement: "Our pizza contains the freshest ingredients around." This is an example of A. ambush marketing. C. stealth marketing. B. collusion. D. puffery.

d

After a Korean auto manufacturer built a plant in Ames, Iowa, Kwan noticed a substantial growth of Korean residents in the area, many of whom were relocated to Ames to work for the plant. Kwan decided to import Korean goods and sell them in a small Korean specialty store near town. This is an example of a product opportunity resulting from A. advancements in technology. C. differences in priorities. B. changes in travel habits. D. shifts in population ethnicity.

d

After a few hours of working nonstop on a report to meet a deadline, Thomas starts to panic, wonders if he will be able to finish on time, and loses his focus. So, he decides to take a short break and go for a walk outside the office building. When he gets back to his desk, he is able to refocus and finish his report. Thomas's break helped to A. set his goals. C. improve his skills. B. prioritize his work. D. reduce his stress.

d

All of the components of a well-designed print advertisement should present a A. powerful opinion. B. formal appearance. C. humorous scenario. D. unified message.

d

An advantage to forming collaborative partnerships with coworkers is that A. decision making tends to take less time. B. conflict among various departments usually decreases. C. discussions usually stay focused and on topic. D. different perspectives often facilitate creativity.

d

An advantage to retailers of offering credit is that credit customers A. spend more time deciding to buy. B. have little effect on store profits. C. always pay their accounts promptly. D. often buy impulse items more freely.

d

An athletic facility purchases a sports equipment distributor's directory for direct advertising purposes. The purchased information is often called a(n) ___________ list. A. internal-brokerage B. compiled C. house D. mail-response

d

An effective marketing-research questionnaire includes questions or statements that are written A. in an ambiguous way B.to reflect the researchers personality C.to address many issues or topics D. in an objective way

d

An important aspect of fulfilling a company's brand promise is to A. develop different trade characters for different market segments. B. change the company's slogan on a regular basis. C. establish different policies for different types of customers. D. use touch points to create positive customer experiences.

d

Barker's Dog Food pays Sid's Supermarket chain a large sum of money in exchange for highly visible shelf space for its dog-food products in the stores. Barker's Dog Food is paying a(n)...Aprocessing fee B.Finders Fee C.Installation charge D.slotting allowance

d

Because Elise paid her monthly credit-card bill on April 16 instead of April 4, the credit-card issuer added a $25 charge to her May billing statement. This is an example of a(n) ___________ fee. A. cash-advance C. balance-transfer B. annual D. late

d

Because Kevin worked late Tuesday evening to complete a report, he was the last employee to leave the building. What procedure does Kevin need to perform to protect the building from unlawful entry? A. Turn off the lights C. Lock the filing cabinet drawers B. Log off the computer D. Set the security alarm

d

Because the Hubert Company is not sure how to define its marketing problem, it should begin examining the issue by A. gathering primary marketing data. C. analyzing the sampling error. B. selecting a survey format. D. conducting exploratory research.

d

Businesses can determine their customers' ordering frequency by reviewing A. income statements. C. stock plans. B. meta tags. D. invoices.

d

Chadwell's Toy Palace is planning a "buy one, get one free" sale for some popular toys. What will the store need to do to ensure that there are enough products available to meet the changing demand? A. Send copies of the promotional literature to the store's vendors B. Hire additional warehouse staff for the duration of the sale C. Change the distribution strategy from selective to intensive D. Purchase higher quantities of the sale items in a timely manner

d

Colors, logos, and images are all elements that make up a company's A. distributor brand. B. brand values. C. brand promise. D. brand identity.

d

Companies demonstrate ethical behavior in customer relationship management (CRM) by A, using presentation software to maintain customer records B. developing rigid customer service policies C. releasing customers personal information to others without permission D. taking steps to secure their customer's confidential information

d

Decisions about positioning a company's corporate brand are influenced by its A.trademark B.trade character C.buyers D. products

d

Determine the type of and purpose for promotion used in the following example: Procter and Gamble donates thousands of bottles of its Dawn dishwashing soap to wildlife conservation programs to clean animals that are affected by oil spills and other ecological hazards. A. Product; To reinforce the company's commitment to producing high-quality items B. Institutional; To show the company's support of learning and educational initiatives C. Product; To create a positive image of the company's employees D. Institutional; To indicate the company's interest in environmental issues

d

During a brainstorming session, should participants be allowed to add new ideas to the list that are based on another group member's idea? A. Yes, because ideas that are too outrageous should be immediately modified B. No, because using someone else's idea is considered stealing C. No, because it can be interpreted as a poor evaluation of the idea D. Yes, because other participants' ideas can trigger new ideas

d

During one scene of a popular television show, an actor pours a box of brand-name cereal into a bowl and begins to eat it. This is an example of A. product programming. C. brand identification. B. brand awareness. D. product placement.

d

Governments that have passed "do not call" laws are restricting promotional activities related to A. direct mail. C. Internet downloads. B. contests. D. telemarketing.

d

Hannah studied international business in college and has worked for various international corporations. Over the years, she met many businesspeople who did not understand how cultural differences affect their business relationships. Hannah decided to start her own consulting firm to advise businesspeople about the cultural issues that they may encounter when doing business overseas. Hannah identified a product opportunity on the basis of A. accidental discovery. C. a technological issue. B. a popular hobby. D. personal expertise.

d

If one U.S. dollar is equal to $1.01018 Canadian dollar, how much would you pay for a 16-gigabyte iPhone that costs $299 U.S. dollars in Canadian dollars? A. $306.05 C. $300.05 B. $304.05 D. $302.05

d

If the test-marketing process yields positive results, the next step is A. modification B. product innovation C. prototype development D. commercialization

d

In determining its selling policies, a business would have little or no control over A. corporate goals and objectives. B. human and financial resources. C. research and development. D. customer wants and needs.

d

In the past month, Anna has purchased Lay's mesquite-barbeque chips, Shearer's kettle-cooked potato chips, and Utz's wavy potato chips. What type of buying behavior is Anna exhibiting? A. Price-oriented C. Quality-based B. Brand-preference D. Variety-seeking

d

In the time-management process, what should you do when you are identifying your objectives? A. Update the plan. B. Schedule daily activities. C. Ask for advice. D. Write them down.

d

Invention involves generating new ideas, and innovation involves A. evaluating feasibility. C. selecting options. B. submitting proposals. D. acting on ideas.

d

Jane wants to find out the estimated growth potential for marketing professionals over the next 10 years. Which of the following sources will provide Jane with the most relevant and up-to-date statistics: A. Social media webinar C. News magazine B. Career textbook D. Government web site

d

Kara has natural artistic talent and thinks that she might want to work as an interior designer. Kara's artistic ability is an example of a(n) A.vission B.hobby C.mindset D.apitude

d

Laura is responsible for coding the results of a marketing-research survey. While scanning the responses, the computer software flags a value that lies outside the range of possible answers. Laura will need to review the answer and determine how to best resolve the response error. What stage of the coding process is Laura performing? A. Data entry C. Manual scanning B. Editing answers D. Data cleansing

d

Levels of inflation and unemployment are factors that affect __________ in the world market. A. communication B. specialization C. satisfaction D. competition

d

Loggins Forestry and Mill Company sells wood to Henderson Wood Products. Henderson sells the wood to Franklin Construction Company, who uses the wood to build homes and office buildings. What is the channel of distribution for the wood products? A. Agent to industrial user to retailer to consumer B. Producer to industrial user to consumer C. Agent to wholesaler to consumer D. Producer to industrial distributor to user

d

Maria is developing her marketing plan for her small, but growing, business. She notes that one of the advantages of her company is that her staff is highly creative and flexible; however, a primary limitation that she faces is that she does not have sufficient financial resources to expand her product line. In which component of the marketing plan would Maria place this information? A. Financial statement C. Marketing mix B. Promotional plan D. SWOT analysis

d

Marta reviewed marketing data to determine if researchers followed proper procedures during the data collection phase of the project. What activity did Marta perform? A.recording B.tabulation C. editing D.validation

d

Molly works in operations. Her job is to make sure that the business has all the supplies it needs to keep production going smoothly. Molly works in the area of A. human-resources management. C. marketing. B. financial analysis. D. purchasing.

d

Mr. Martin said, "I want to return this software and get my money back. Before I bought it, your salesperson told me that it was compatible with my computer, but it isn't." What is the reason for Mr. Martin's complaint? A. The product was labeled incorrectly. B. The product was defective. C. The salesperson used high-pressure sales tactics. D. The salesperson provided inaccurate information.

d

Office supplies, computers, steel, and signage are examples of __________ resources that might be needed for projects. A. perishable C. donated B. support D. tangible

d

Once businesses attract customers, they can keep them by A.asking personal sources for referrals B. following company leads C.attending industry trade shows D. developing good relationships

d

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

d

Pablo takes a telephone call for a coworker. So that Pablo's coworker can follow up with the telephone caller, he should ask the caller for his/her A.telephone number, last name, and adress B.name, current address, and extension number C.telephone number, last name, and zip code D.name, organization, and telephone number

d

Survey respondents indicated that they buy potato chips at the supermarket between three and five times per month. This is an example of A. rank. C. mean. B. mode. D. range.

d

The Fragrantly Yours Flower Shop determined that it sells between 35 and 50 dozen red roses each week. What measure is the flower shop using to analyze product sales? A. Mode C. Median B. Average D. Range

d

The SBU Company developed a survey in which respondents are provided the same number of favorable and unfavorable rating options. This is an example of survey using a ___________ scale. A. sequential C. spliced B. continuous D. balanced

d

The government requires a business to stop running an advertisement that consumers find offensive. What type of remedy is the government using to enforce promotional regulations? A. Indictment C. Appropriation B. Affirmative disclosure D. Cease-and-desist order

d

The primary advantage to businesses using electronic data interchange (EDI) systems in the channel management function is that the systems A. ensure that product quality standards are achieved. B. provide buyers with a greater selection of goods and services. C. allow sellers to track the transportation route of orders. D. streamline communication between buyers and sellers.

d

The primary reason that the government regulates the ways in which healthcare organizations handle medical records is to A. improve employees' performance. C. keep tax information confidential. B. prevent personal-injury lawsuits. D. protect the patients' privacy rights.

d

The purpose of asking the participants of a research study to maintain product diaries is to obtain marketing research about consumers' A. financial skills. C. essential needs. B. viewing preferences. D. purchasing habits.

d

The receptionist at a medical practice schedules patients' appointments for Dr. Langdon. Typically, Dr. Langdon needs 15 minutes for a sick-patient visit and 30 minutes for a well-patient's annual check-up. This is an example of a service standard related to A. regulations. B. quality. C. cost. D. time.

d

To build and repair bridges, Campbell Construction Company buys steel beams from Horton Manufacturing. In this situation, Campbell Construction Company is the A. indirect agent. C. producer. B. wholesaler. D. industrial user.

d

To emphasize the value of diversity in the workplace, employees should A. ignore language differences B.embrace ethnocentrism C.base most of their opinions on feelings D.discourage stereotypes

d

To maximize the impact of a print advertisement, the headline, copy, graphics, and signature should be coordinated to A. include humor. C. communicate quality. B. convey subliminal messages. D. create visual appeal.

d

To obtain experience and satisfy graduation requirements, The XYZ University arranged for Desmond to work for a local business in his specific field of study during one semester of the school year. How did Desmond obtain work experience? A. Temporary employment C. Mentorship B. Volunteer work D. Internship

d

To prevent people with severe peanut allergies from accidentally consuming food items prepared in peanut oil, many governments require food manufacturers to A. seal the packaging to prevent product tampering. B. label the packaging with a hazardous product symbol. C. provide nutritional information on the packaging. D. list all ingredients on the products' packaging.

d

To promote its new fat-free, low-calorie snack item, a food producer works with several large grocery storechains to distribute coupons and provide samples of the snack in the stores. The food producer issuing A. institutional promotion to demonstrate its commitment to quality B. institutional promotion to enhance its image C.product promotion to introduce a service concept D.product promotion to create awareness of a good

d

To reinforce the company's customer-friendly image, managers should consistently A. reorganize the companies resources B. provide employees with stock options, profit sharing, and nonuses C. emphasize the importance of production planning D. Communicate the companies service quality expectations to employees

d

To take advantage of work-related networking opportunities, a businessperson might benefit by A. planning a meeting with a sales trainer. C. developing a creative résumé and cover letter. B. participating in an online social network. D. joining a professional organization.

d

Tying agreements are illegal under which of the following conditions: A. When they limit liability C. When they regulate promotion B. When they prohibit monopolies D. When they reduce competition

d

What component is important to include in all types of inquiry letters? A. Attention-getting title C. Project specifications B. Personal qualifications D. Contact information

d

What component of a marketing plan might a business use to summarize the results of its situation analysis? A. Business plan C. Market share graph B. Executive summary D. SWOT analysis chart

d

What component of a print advertisement should be designed to immediately grab the reader's attention? A.slogan B. copy C.signature D.headline

d

What component of the promotional plan describes the specific tools that the business will use to promote its goods and services? A. Evaluation C. Budget B. Objectives D. Tactics

d

What do lean operations involve? A. Lowering productivity to maintain quality B. Decreasing the need for skilled labor C. Cutting costs to improve the business's image D. Reducing waste throughout the entire supply chain

d

What form of technology helps businesses track their production supplies and resale products in real time? A. Cyber-security applications C. Three-dimensional drum scanner B. Integrated project planning software D. Radio frequency identification

d

What information should be included on a résumé? A. Personal goals, education, and references B. Work experience, education, and personal interests C. Contact information, political affiliation, and education D. Education, work experience, and contact information

d

What is a benefit of investing in mutual funds? A. Investors' fees are waived because it is an ownership investment. B. Investors are guaranteed a minimal amount of return. C. Investors earn interest because it is a lending investment. D. Investors have access to a fund manager's expertise.

d

What is an advantage of product bundling to a business? A. The business is less likely to experience cash-flow problems. B. Customers are usually satisfied with the quality of all the bundled items. C. The business usually increases its profit margins by offering deep discounts. D. Customers are less likely to buy the individual items from competitors later.

d

What is an advantage to businesses that use product-bundling strategies? A. Businesses usually reduce their suggestion selling and advertising efforts. B. It usually reduces the need for the business to follow up with customers. C. Businesses tend to spend less time training their employees about the products. D. It often reduces customers' comparison-shopping activities.

d

What is the benefit to a customer of buying a self-cleaning oven? A. Size C. Durability B. Appearance D. Convenience

d

What is the most appropriate closing to include in a response to a customer's e-mail inquiry for product information? A. The model 2CR is available in three colors—red, black, and white. Reply by e-mail with the color that you want. B. On behalf of LVN Industries, thank you for your order. Your confirmation number is 243597. C. We apologize for the inconvenience and will send a corrected invoice to you within 24 hours. D. Thank you for your interest in XWQ products. Please let me know if you have any additional questions.

d

What marketing function directly affects how well a product will sell and the amount of money the business will make? A. Channel Management C. Product/Service Management B. Promotion D. Pricing

d

What should accountants demonstrate when collecting accounting information and preparing financial documents? A. Empathy and flexibility C. A collaborative mindset B. An innovative attitude D. Professional integrity

d

What step can an organization take that will help it adapt quickly to changes in the marketplace? A. Overlook employee input C. Encourage obsolescence B. Update product information D. Develop contingency plans

d

What type of law focuses on issues regarding the promises that businesses make with their customers, vendors, and other business partners? A. Patent B. Constitutional C. Probate D. Contract

d

What type of marketing-research error exists when the survey method contains a design flaw? A.random B.response C.nonresponse D.systematic

d

What type of software program allows a business employee and a customer to communicate in real time from a computer by typing text? A. Call tracking C. Procurement B. Database D. Instant messaging

d

What type of tax is used to pay for national defense and interstate highways? A. Unemployment C. Local property B. Sales D. Federal income

d

When Elliot was tabulating marketing research data, he transposed some numbers as he was converting raw data into numerical values. What type of error occurred? A. Response C. Sampling B. Measurement D. Recording

d

When Lara purchased a sweater priced at $35.00, the dollar amount of her purchase totaled $37.43. What type of tax did Lara pay? A. Income C. Excise B. Property D. Sales

d

When a business focuses on the number of times per month that customers buy a specific product, it isidentifying a market on the basis of A. loyalty response B. benefits derived C. occasion response D.rate of use

d

When a business sets up a Facebook account to communicate with its existing and potential customers, what technological tool is it using? A. Affiliate advertising C. Just-in-time marketing B. Broadcast media D. Social networking

d

When a manufacturer asks a business to collect information from customers concerning how to improve a product, which type of utility is most likely to be affected? A. Possession B. Place C. Time D. Form

d

When all employees are on the "same page" and working toward a common goal, businesses tend to be more A. negative. B. ethical. C. popular. D. efficient.

d

When creating web pages, a business should be sure to include a __________ the home page. A. reason for B. picture on C. summary of D. link to

d

When deciding if it should participate in an industry trade show, a company should consider the number of potential contacts in relation to the company's A. pricing strategies. C. trade-in allowance. B. primary circulation. D. exhibit costs.

d

When developing a request for quotation (RFQ) for prospective vendors, a business should always include A. statistics and a checklist. C. guidelines and discounts. B. prices and a purchase order. D. specifications and deadlines.

d

When employees' personal interests become more important than achieving the company's overall goals, informal political relationships might form, which often cause organizational A. integration. B. unity. C. utility. D. conflict.

d

When it gets noisy in her work space, Olivia puts on her headphones and listens to soft music on her iPod while she works. What principle of time management is Olivia following? A. focusing on the personal goals rather than work tasks B. dividing large projects into smaller parts C. making the most of her down time D.knowing how she works best

d

When taking notes during a seminar, a businessperson should write down A. all details. B. information of interest. C. inaccurate statements. D. key points.

d

Which of the following are examples of customer-related services that a business might consider when setting a product's price: A. Research, credit, and advertising C. Installation, advertising, and research B. Delivery, credit, and advertising D. Credit, delivery, and installation

d

Which of the following are public-relations activities: A. Identifying trends, writing press releases, and hiring new staff members B. Holding press conferences, identifying trends, and hiring new staff members C. Sponsoring events, developing new products, and distributing company newsletters D. Writing press releases, distributing company newsletters, and sponsoring events

d

Which of the following are types of products for which producers are most likely to use mass marketing: A. Textbooks, chewing gum, and farm equipment B. Chewing gum, local tax services, and soda C. Toothpaste, designer handbags, and textbooks D. Soda, personal computers, and toothpaste

d

Which of the following best describes the finance function: A. it provides information about the companys finances B. it is the same as accounting C. it focuses on record keeping activities D.it boosts the companys growth and reduces risks

d

Which of the following best describes the goal of amplified word-of-mouth: A. Improving the quality of goods and services the business offers B. Encouraging customers to provide both positive and negative feedback C. Building loyal relationships with the customers D. Providing information to activists to share with others

d

Which of the following coaching characteristics means that you are willing to admit your mistakes: A. Approachability B. Dependability C. Patience D. Humility

d

Which of the following could make it difficult for you to believe that your needs are as important as the needs of others: A. You have developed a lot of self-respect. B. You choose your own behavior. C. You are an assertive person. D. You are often around aggressive people.

d

Which of the following gestures would indicate a speaker's nervousness during an oral presentation: A. Standing up straight C. Speaking very quickly B. Maintaining eye contact D. Fidgeting with accessories

d

Which of the following is a computer-based time-management tool that helps employees keep track of their appointments and activities: A. Alarm clock B. Perpetual calendar C. Instant-messaging program D. Electronic task organizer

d

Which of the following is a form of qualitative research: A. Sampling B. Online survey C. Experiment D. Focus group

d

Which of the following is a primary advantage of conducting a focus group to obtain marketing information: A. Moderator objectivity C. Limited preparation B. Cost effectiveness D. Discussion relevance

d

Which of the following is a safety procedure that businesses use to track employees who must evacuate a building during an emergency: A. Training an employee to perform CPR if others are injured B. Assigning an employee to change the smoke- alarm batteries C. Requiring employees to call managers when they arrive home D. Designating a central meeting place for all employees

d

Which of the following is a true statement about secondary dimensions of diversity: A. They are mental aptitudes. B. They are physical traits. C. They are determined by a person's subculture. D. They can change over time.

d

Which of the following is a true statement about the marketing mix: A. a change to one marketing mix element does not affect the other elements B. promotion is the most important elements in the marketing mix C. the marketing mix consists of three independent elements D.marketing mix elements are interrelated and work as a unit

d

Which of the following is a type of sales promotion that provides customers with immediate rewards: A. product displays B. mail-in rebate C.loyalty programs D. price off deals

d

Which of the following is a type of sales promotion that provides customers with immediate rewards: A. Product displays B. Mail-in rebates C. Loyalty programs D. Price-off deals

d

Which of the following is a type of simple written report that usually is distributed to employees within a business: A. Newsletter B. Proposal C. Handbook D. Memorandum

d

Which of the following is a way that businesses can protect consumers by helping them to get the "bestbuy" A.providing instructions B.testing products carefully C.labeling products accurately D.offering unit pricing

d

Which of the following is an example of a response error: A. Jack pauses for a moment before he answers the interviewer's question. B. Jack does not provide his telephone number when he fills out an online survey. C. Lydia provides her opinion about a new soft drink during a focus group. D. Rosanna checks two response options for one question on a paper questionnaire.

d

Which of the following is an example of causal research: A. A pet-supply company reviews invoices and receipts to determine which line of dog food is generating the most sales. B. A large publisher holds a series of focus groups with teachers to gather opinions about the mathematics textbooks. C. A hotel chain places suggestion cards in its sleeping rooms to solicit feedback about its guests' level of satisfaction with its services. D. A quick-serve restaurant introduces a breakfast burrito to a limited segment of the market to determine product acceptability

d

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

d

Which of the following is an example of formal communication in the workplace: A. Susan tells a coworker that she thinks her manager is going to be fired. B. Tessa asks Ken for his opinion about an article that she has written. C. Phil asks Mark if he has an extra product brochure that he can give to a customer. D. Melinda meets with her manager to discuss a possible promotion.

d

Which of the following is an example of legal tender issued by the federal government: A. Municipal bonds C. Mutual funds B. Corporate bonds D. Bank notes

d

Which of the following is an example of unethical selling behavior that directly affects employee-to-employee relationships: A. A salesperson does not want to lose a sale, so s/he withholds information from a prospect after being questioned about the product's performance. B. A buyer awards a major contract to a construction company after the company's vice president gave the buyer Super Bowl tickets. C. The sales staff's commissions are lower after a manager restructures the company's sales territories and sets high quotas. D. To win a departmental sales contest, a salesperson claims to have processed a sales transaction before it has been formalized.

d

Which of the following is an example of vertical conflict within a distribution channel A.a producer uses a short distribution channel to move its perishable goods B. manufacture wants to distribute its products through all available channels in a certain area C. A large electronics retailer offers a popular item at an extremely low price to attract customers D. a retail chain develops a private brand to compete with the national brands that is sells

d

Which of the following is an idea-generation technique that uses programmed thinking: A. Synectics B. Mind mapping C. Forced questioning D. Attribute listing

d

Which of the following is an unethical practice in relation to marketing-information management: A. Summarizing statistical data in an unusual format B. Obtaining a customer's personal data C. Implementing opt-in and opt-out e-mail policies D. Using spyware computer programs

d

Which of the following is an unethical situation in product/service management: A. Vincent Electronics discontinues production of a slow-moving solar calculator. B. Travis Manufacturing uses recycled materials for its product packaging. C. Donna's Dress Boutique obtains deep discounts from a new clothing designer. D. The Simpson Company embellishes the information that it places on its product labels.

d

Which of the following is not a reason to use contraction as a product mix strategy: A. To avoid conflict with another product in the product mix B. To make room for other products C. To protect the company from a legal liability D. To attract a new target market

d

Which of the following is the most important reason for creating a written plan for a marketing-research project: A. To make it easy to analyze the data collected B. To implement the marketing concept C. To keep the project from going over budget D. To keep the project on track

d

Which of the following marketing strategies is appropriate for the decline stage of the product life cycle: A. Increasing promotion expenditures B. Marketing to early adopters C. Expanding the product line D. Selling the product online

d

Which of the following situations indicates that a marketer should conduct marketing research to resolve a problem: A. Declining inflation C. Monitoring competitors B. Testing new products D. Losing market share

d

Which of the following statements is true about B2B (business-to-business) marketing: A. after the sale service is not a primary factor when making a buying decision B. professional buyers tend to seek product information from their peers C. one employee tends to make all of the businesses buying decisions D.businesses tend to focus on personal selling rather than promotion

d

Which of the following types of software programs would an employee use to prepare a form letter informing the company's clients of a change in product pricing: A. Database B. Spreadsheet C. Presentation D. Word processing

d

While conducting a situation analysis, the CCB Company discovers that the government is planning to tighten industry regulations. As a result of the stricter regulations, the CCB Company will have to make costly operating improvements. This is an example of a(n) A. internal threat. C. internal opportunity. B. external opportunity. D. external threat.v

d

William is a human-resources manager who networks on a professional web site with acquaintances and former business associates for the purpose of finding new employees for his company. William is using A. a database for employee-performance reviews. B. the company intranet for interviewing candidates. C. an online networking method for recruitment purposes. D. the company blog for hiring recent college graduates.

d

Writing key points on notecards and then placing the cards in order of their importance is one way to A. verify accuracy. C. revise facts. B. access files. D. organize information.

d