DECA Marketing Exam Sample 2
Which of the following is not a capital investment decision:
How to manage cash flow is not a capital investment decision.
Which of the following is a situation that is likely to require a company's employees to obtain special training from an external source:
Learning a complex computer software program.
Positioning a corporate brand involves communicating the brand's _______ to the target markets.
Value. A corporate brand is all of the impressions and images associated with a company in the minds of the consumers.
One reason why it is important to coordinate the headline and illustrations in an advertisement is to make the reader
Want to read the message.
Which of the following statements would be the best way for a job applicant to end an interview:
"Ms. Martin, I know that I can do this job, and I would like to have it."
This year a business spends $423,500 in salaries, $88,000 in rent, $15,250 to maintain a web site, and gives employees $60,000 in bonuses. What are the fixed costs?
$526,750
which of the following is an example of coordinating promotional activities:
A business advertises a product and mails free samples to consumers.
Which of the following situations best demonstrates why businesses should retain their records:
A business is planning to sell out to another company.
Which of the following would be done by a business collecting primary data for marketing decisions:
A customer survey would be conducted. (facts collected specifically for the problem or project at hand)
Which of the following is the most appropriate method for supervisors to use when communicating about personal or confidential issues with individual employees:
A face-to-face meeting is when a supervisor must address a sensitive, personal, or confidential issue with an employee.
Company A requires company B to carry certain products in order to obtain the product that Company B really wants. This is an example of an illegal activity called
A tying agreement, which is a n illegal agreement requiring a customer to buy other products in order to obtain desired goods and services.
Statements about a present of desired strength are called
Affirmations, or positive statements about something you want to accept, incorporate, or develop.
The purpose of semantic-differential rating scales is to measure
Attitude.
One way that a business might try to compensate for the limited number of qualified works is to increase its use of
Automation is the use of robots or other automatic equipment to do certain tasks.
Some large retailers have successfully integrated information sharing between channel members by incorporating____________ between suppliers, warehouse, and store checkout.
Bar codes and EDI. Bar codes are a way of marking products that allows for Electronic Data Interchange. (EDI)
Employees are more likely to be able to correctly follow directions if those directions are explained in:
Chronological order when assigning jobs or tasks to employees. Provide employees with precise, easy to follow directions.
To be an effective team member, an employee needs to be willing to
Collaborate (work with) others. Effective team members must be willing to help, work well with, recognize the strengths of, and listen to other team members.
What do many individuals establish when planning for the future financial needs?
College fund, a way for paying for college.
One benefit of new-employee orientation is that it makes the new employees feel _________ on the job.
Comfortable.
Which of the following are touch points that a successful company often uses to communicate its corporate brand to its target market:
Company web site, sales calls, and trade shows.
"The customer is ALWAYS right" is a philosophy many businesses try to follow in order to
Create positive customer/client relations with policies that establish appropriate attitudes which will help ensure that employees treat customers in a way that will be positive.
While typing a document using word-processing software, Janice decided that she wanted to move a paragraph from the first page to the second page of her business report. What actions should Janice use to efficiently move the text?
Cut and paste.
What is an external factor that can affect a business's promotional plan?
Demographic trends, which refer to the direction the population is moving in terms of physical and social attributes.
Changing alight bulbs in a business's storage room is an example of which of the following activities:
Doing things in an organized and methodical manner.
Which of the following is a characteristic of orderly and systematic behavior
Doing things in an organized and methodical manner.
government selling regulations are often established to lower the occurrence of business
Fraud, or intentionally deceiving or cheating an individual or business out of money or property.
Grades and standards are normally developed by which of the following groups:
Government agencies, trade associations, and businesses.
An increase in the amount of goods produced is an indication of economic
Growth. Other indications of economic growth are rising employment, wages, and profits.
A salesperson says, "Mrs. Jones, you may not know about our business;s 24-hour helpline, so let me explain it to you." This is an example of a salesperson pointing out a(n)
Hidden benefit, an advantage of a product not recognizable unless it is pointed out by a salesperson.
What is often the result when a business's employees practice good human relations skills?
Increased cooperation. (employees willing to help each other)
Which of the following is a true statement about information:
It is data put into a useful form. Data and information are not the same thing.
Decision making can be a difficult process, especially as the _____ arises.
Level of uncertainty. (the ability to make a decision easily, it becomes harder)
Which of the following situations indicates that a marketer should conduct marketing research to resolve a problem:
Losing market share. marketing research is the systematic gathering, recording, and analyzing of data about a specific issue, situation, or concern.
Ted is planning a new advertising campaign for his company, a stable that offers private horseback-riding lessons. Which of the following is data that would be useful for Ted's marketing decision making:
Market share data for his company during the past year.
During a meeting, Kevin provided an idea for cutting departmental costs by 20 percent. Which action would indicate that Kevin's supervisor liked his idea:
Nodding, smiling, and writing down the idea.
A video store tells customers that a certain DVD will be in stock, but on the release date, ti has no DVDs available. This is an example of which negative action companies should avoid taking:
Not keeping promises, this is an example of a business that hasn't kept its promise to customers.
At the library, Janelle can get up-to-date career information about job opportunities, employment trends, training, and educational needs by reading various
Occupational publications.
Many businesses that have a small sales staff and a limited advertising budget often consider it worthwhile to
Participate in trade shows. Trade shows provide the opportunity to contact a large audience of potential customers.
Businesses that fail to comply with a country's advertising regulations are often required to stop running the advertisement and
Pay a monetary fine to the government.
What category of GDP would include the money Kathy's family pays to the state university for her college tuition?
Personal consumption expenditures includes the final market value of all services and goods purchased for individual use.
In planning a staff meeting for her department, Mara should
Provide a meeting agenda to review. an agenda is a list of topics that will be discussed in a meeting.
In which of the following markets do businesses have very little control over pricing:
Pure competition. In this type of market, there are a great many buyers and sellers of nearly identical products.
he Fragrantly Yours Flower Shop determined that it sells between 35-50 dozen red roses each week. What measure is the flower shop using to analyze product sales?
Range, the distance between the smallest and largest value in a set of responses.
the first decision that marketers must make when managing channels is
Setting channel objectives, which is the first decision that marketers must make when managing channels.
In sales ethics, when salespeople answer questions they don't really know the answers to, they are
Simply guessing.
Why do most businesses use some type of quality control method at work?
To minimize errors.
Julia's company is in need of a new copy machine. She decides to send letters to several companies that sell copiers asking for more information on their products. What type of correspondence has Julia written?
an inquiry, written information concerning a product or service.
Which of the following is an example of a tax liability:
Amount due on an inheritance. (to pay taxes on items or money an individual receives)
The process of coding is part of which step of the marketing research process?
Analysis, the process which assigns a score to each response within a data set.
When writing a business report, Thomas might check his writing and style manual to determine the:
Appropriate way to cite his resources in order to provide consistency throughout written documents, certain businesses or industries who often follow a specific writing style, such as Associated press (AP) or Chicago Manual.
What should salespeople avoid doing when handling customer complaints?
Arguing politely. never argue with the customer, not even in a polite manner. Allow the person to express dissatisfaction which will put them in a positive frame of mind. Listen, empathize, and discuss the problem and possible solutions.
When should you record bank transactions in your check register?
As soon as the check is written so you can maintain accurate records.
A reason to legally research possible brand names is to
Avoid electing a name already in use by another business.
Technology advancements have provided marketers the ability to send cost-effective, opt-in promotional messages to a customer's ________ address.
The ZRB Company promises to ship LST Inc. 200 units of product by a certain date, and LST Inc. promises to ARB $25,000 for the product within 14 days of receipt. This is an example of a(n)
Bilateral Contract which is a mutually beneficial agreement between 2 parties, with each promising to perform certain activities.
Which of the following is an example of an emergency situation that business employees should know how to handle and report:
Bomb threat. Emergency situations usually occur unexpectedly.
The Norton Company conducts a survey to obtain feedback about the quality of its goods and services from the people who use them. The reason for conducting the survey is to
Determine customer-satisfaction levels. Feedback is good so you know how satisfied the customers are with their goods and services you are offering.
Which of the following limits the usefulness of the Internet as an advertising tool:
E-mail filter which will prevent messages with unfamiliar addresses from reaching a inbox.
A business might bundle products together to sell at a lower price for a limited time in order to
Encourage future sales. product bundling involves combining goods and/or services and offering them to customers as one product for a lower price that if the customers were to buy all of the products individually.
Whenever Melissa has to make a difficult decision, she considers how her actions might affect other people and their feelings. As a result, she has developed higher
Ethics, consideration of how her actions might affect other people and their feelings.
Tim went to the local hardware store to buy nails but realized that he was unsure of what size nails he needed. The clerk said that if the nails were the wrong size, he could exchange them for the correct size. The store was helping to build a loyal clientele by offering.
Favorable adjustment and return policies.
Terry's supervisor showed him some steps he could take in order to process customers' orders faster. the supervisor's suggestions are an example of
Feedback, information given to you about the things you say and do.
Which of the following identifies the need for capital and helps to reduce business risk:
Financial plan, the key to reducing financial risk and estimating financial needs or capital (profit)
A downturn in the economy has forced a home builder to lower its prices. This company has _______ prices.
Flexible. Economic hardships often force companies to lower prices to sell their products.
Joseph received an e-mail message from his supervisor and wants to send it to his coworker, Jackie. What e-mail function key would Joseph use to send the message to Jackie?
Forward. By clicking the 'forward' button, the message recipient can send the message to another person.
Channel members who complain that other members at the same level of the channel are trying to attract their customers and steal their sales are involved in _____ conflict.
Horizontal, which occurs among channel members that are a the same level of the channel.
As prices increase, the quantity supplied will generally
Increase as the quantity supplied will generally increase.
Companies that build a reputation for carrying out the terms of their warranties and guarantees generally have higher sales and more repeat customers, which results in
Increased profits.
Legal ownership of purchases does not pass to the purchaser until all payments have been made if the purchaser uses _________ credit.
Installment. (credit used to make major purchases such as cars and trucks.)
What type of promotion was used by companies that promoted the "Just Say No" campaign to discourage students from using drugs?
Institutional public service. The purpose of this type of promotion is to inform consumers of noncontroversial issues that are in the public's best interest.
Which of the following is the medium that is most appropriate to use for communicating and obtaining in-depth information:
Internet, which is a worldwide network of computers that enables users to access information and communicate with others.
Which of the following is most likely to have a marketing-research department:
Leading manufacturer because more than 85% of the country's leading manufacturers have marketing-research departments.
What is one of the weaknesses of secondary information obtained from government sources?
May be inaccurate. The government is a valuable source of secondary information because government agencies collect data about many issues on a regular basis.
Which of the following often prepare budgets in business:
Middle managers, who create budgets and are responsible for managing people and money.
Which of the following is an example of unethical business behavior:
Misleading customers. Ethics are the principles, or ideas, that guide a person's behavior.
What process do businesses follow in order to direct and control all phases in the life of a good or service?
Product managing, which involves obtaining, developing, maintaining, and improving a product or service mix in response to market opportunities.
The process of converting resources into goods and services is called
Production
Sales forecasts are used by businesses to determine
Production quantities which area a set based on the projected sales for the company's products.
To be considered a person of honesty and integrity, you should pay all debts
Promptly as honest people pay what they ow creditors when it is due.
When completing job applications, the applicants should sign their
Proper names.
Which phase of the selling process involves getting the order:
Reaching closure, the phase of the selling process in which the salesperson addresses customer objections and asks the customer to buy.
For a vision to be achievable, it must also be
Realistic. (achievable)
A business should conduct environmental scans on a continuous basis so that it can
Respond to opportunities and threats quickly.
Which of the following types of customer relationship management software would be most appropriate for a company that is looking for a more efficient way to track leads, prospects, and customers:
Sales force automation technology. Many companies use SFA technology to support, coordinate, and increase the productivity of their sales professionals.
Sweepstakes and contests are examples of communications channels often used in
Sales promotions, which involve activities other than advertising, persona selling, and publicity that stimulate customer purchases.
Which aspect of a business benefits the most when a company implements a customer loyalty program that asks its participants to complete a customer questionnaire:
Sales. Many businesses are implementing customer loyalty programs.
An important step in the process of purchasing equipment and supplies for the business is
Selecting vendors. Businesses often buy from several vendors, or ask several vendors to submit bids.
When evaluating the working of a survey, the editor should make sure that each question contains
Simple words without jargon. Wording is an important consideration when developing a survey.
Joan has been manager for Lydia's Dress Shop for five years, but she wants to be her own boss. Joan has experience, cash, and a strong desire for independence. Which type of business ownership is most appropriate for Joan?
Sole proprietorship, which is a form of business ownership in which the business is owned by one person.
Which of the following is an example of aggressive behavior:
Standing very close to others when talking. Aggressive behavior is characterized by a willingness to ignore the rights of others and to exploit them in order to achieve personal goals.
Which of the following is an example of an ownership investment:
Stocks, something people buy that allows them to own a piece of a company
Heyman's discount store planned to participate in a variety of promotional activities in order to meet its goal of increasing the store's market share. Heyman's promotional plan is a marketing
Strategy, a plan of action for achieving marketing goals and objectives.
What do you need to identify if there are complicated jobs that members of the group are unable to perform?
Support services, the technical or complicated activities that project members cannot do themselves.
Human resources management is demonstrated in which of the following statements:
The business takes care of the responsibilities associated with having employees.
A basic economic principle behind our private enterprise system is
The freedom to compete. In the U.S., people are free to compete for a job in any occupation.
Which of the following is not one of the three purposes of oral presentations.
To prepare. Oral presentations have one of three purposes: to inform, to persuade, and to entertain.
Which of the following is a reason a company might organize itself under the laws of a different country than those of its "home" country:
To save on taxes. Some countries are known as "tax havens" and have little to no tax.
A staff meeting was held to discuss some problems the business was having. Management did not need to stress the seriousness of the problems, as it was conveyed in their voices. Which speech element was management using to convey its message?
Tone, which is the sound of a speakers voice and used to communicate emotions, feelings, and attitudes.
Which of the following is a promotional method that enables businesses to introduce new products and generate new sales leads at the same time.
Trade shows, a promotional method that many businesses use to introduce new products.
Landrea had used a variety of creative thinking techniques to come up with product ideas. So far, she hasn't had any success, so she decides to relax and take a break from being so focused on coming up with the new idea. What creative thinking technique will Landrea be using?
Unconscious problem solving. Sometimes, people need to step away and be open to listening to their relaxed minds and recording the ideas that come forth.
