DECA Sample Test 3
76. Why do many businesses provide opportunities for their employees to continue their education or receive additional training? A. To provide financial assistance B. To be able to promote from within C. To identify problems in the company D. To support the local community college
B
77. Informing, persuading, or reminding customers about products is known as A. product planning B. promotion C. pricing D. place
B
79. Which step in the new-product development process involves seeking feedback from customers to know what response they would give to a proposed product? A. Product screening B. Concept testing C. Idea generation D. Feasibility analysis
B
81. How does the use of grades and standards effect the buying and selling process? A. It provides product information on unsafe products B. It enables consumers to buy without having to inspect each product C. It enables businesses to set high prices D. It enables salespeople to suggest products without having to determine customer needs
B
82. An unwritten warranty that is understood by the customer and the seller that the product will perform as expected is a(n) ____________ warranty A. full B. implied C. limited D. express
B
86. Before selecting a brand name for a new product, marketers should determine the acceptability of brand possibilities among different cultures. As part of this process, marketers should A. create URLs for the product in each of the countries where the product will be marketed B. determine if the brand name would be culturally taboo where the product will be marketed C. developing a different trade character for each of the countries where the product will be marketed D. choose a different brand name for each country where the product will be marketed
B
89. Which of the following is an example of electronic interactive media that allows businesses to promote their products to large audiences: A. Specialty B. Internet C. Transit D. Electronic spectaculars
B
91. Which of the following types of media may include catalogs: A. Out-of-home B. Direct mail D. Broadcast media D. Transit media
B
93. Your partner has designed a sharp, distinctive graphic logo for your business' ad and wants you to develop a catchy phrase to use with the logo. What will you be creating? A. Headline B. Slogan C. Copy D. Illustration
B
97. Maggie is in the market for a new stove, and Jan recommends Appliance World because she has purchased three different appliances there and the company backs up its promises. This is an example of which benefit of customer service? A. Profit motive B. Reputation C. Spirit D. Convenience
B
98. Fostering customer loyalty and goodwill helps build a cilentele, but these efforts can be wiped out by salespeople who A. implement business policies B. fail to keep promises C. avoid competition D. give customers full attention
B
10. A good example of a casually operated group is a A. football team selecting a strategy or play B. football team running laps around the field C. few players tossing a football during practice D. few friends talking about football
D
17. Which of the following is NOT an action to take in helping the slow/methodical, or analytical, customer: A. demonstrate merchandise carefully B. Seek agreement on key selling points C. Summarize benefits of buying now D. Show a large selection of products
D
18. Determine the type of utility being created in the following situation: A business offers a credit plan to allow customers to purchase items they want. A. Price B. Place C. Form D. Possession
D
28. An employee who consistently displays a positive attitude is likely to have A. decreased chances of promotion B. difficulty with relationships C. increased self-consciousness D. increased chances of success
D
11. Business people need to use to correct words in written communication in order to make sure that the receiver _______ the message. A. understands B. agrees with C. accepts D. approves of
A
13. When encouraging the reader to take a specific course of action, persuasive messages are most effective when the message source demonstrates a high level of A. credibility B. inconsistency C. adaptability D. objectivity
A
14. When staff members wish to discuss problems related to their jobs, they should communicate with A. their immediate superior B. the personnel department C. the company president D, their coworkers
A
15. What can you do to project to customers that they are important to the business? A. use customer names in conversations B. stare at customers do they know you are listening C. request a superior's assistance in resolving problems D. speak loudly so that customers can easily hear your responses
A
21. The ultimate goal of a company that redirects its marketing effort to an untapped market segment is to increase its A. profit B. prices C. expense D. output
A
26. Ultimately, employees with initiative try to further their education to prepare themselves for A. job advancement B. lateral job changes C. membership in professional organizations D. certification
A
30. What should you develop to persuade others to believe what you say? A. Personal credibility B. Nonverbal language C. Creativity D. Speaking skills
A
37. The Chrysler Theater is hosting the road show of "Annie." In which of the following cases would the theater be liable for damages: A. A guest trips on loose carpet in the hallway and sprains an ankle B. During intermission, one attendee accidentally spills a drink on someone C. An attendee's car parked in a city lot gets broken into during the performance D. People complain that the theater-goers in front of them block their view of the show
A
47. Using a database to track its customers' preferences and buying habits can usually help a business A. build strong, loyal customer relationships B. obtain additional deductions for its semi-annual tax return C. reduce unnecessary operational expenses D. decrease the need for personnel to analyze marketing activities
A
50. What do businesses create to help answer the research problem? A. Objectives B. Strategies C. Procedures D. Activities
A
55. The XYZ Corporation has set a goal to increase profitability by 15% within the next two years. To achieve that goal, the corporation has decided to open a new location. This strategy is the corporation's A. plan of action B. marketing mix C. type of risk D. financial plan
A
57. Managing information regarding copyrights and trademarks helps a company to preserve its A. identity B. inventory C. correspondence D. customers
A
59. What is the visual tool in presentation software that smoothly moves one slide into the next slide? A. Transition B. Animation C. Effects D. Formatting
A
61. A new law was passed that affects the type of personnel records Germaine must keep at his financial services company. What is influencing the selection of records that the business must keep? A. Regulations B. Leaders C. Industry D. Size
A
63. What type of trend are businesses considering when they analyze where customers live and their ethnic backgrounds? A. Demographic B. Environmental C. Technical D. Cultural
A
7. The systematic gathering, recording, and analyzing of data about problems related to the marketing of goods and services is known as A. marketing research B. secondary data C. information flow D. situation analysis
A
71. Personal grooming rules for hair should include keeping the hair clean, styled, and A. dandruff free B. tinted C. cut short D. curled
A
78. What is the advantage to a business of using bar-code pricing? A. Easier to change prices B. Reduces required business security C. Easier for customers to read D. Reduces number of employees needed for sales
A
80. A business using satellite communications systems to track a product from the time it is ordered until it is delivered is an example of technology impacting the ___________ function. A. product/service management B. marketing-information management C. transportation and receiving D. selling and promotion
A
70. Why is it important for businesses to maintain storage areas in a way that allows them ti identify and discard products whose expiration dates have expired? A. To prevent cross-contamination B. To eliminate health hazards C. To obtain replacement items D. To follow federal guidelines
B
87. Determine whether the following statement is true or false: Promotion is non-personal communication of information about goods services, images, or ideas to achieve a desired outcome. A. False, promotion can be personal or nonpersonal communication about ideas, images, goods, or services B. False, promotion is any paid form of communication about ideas, images, goods, or services C. True, promotion is any nonpaid form of communication about ideas, images, goods, or services D. True, promotion is the nonpersonal communication of ideas, images, goods, or services
A
88. Premiums, coupons, point-of-purchase displays, contests, and dealer incentives are all examples of the form of promotion known as A. sales promotion B. advertising C. publicity D. personal selling
A
9. Which of the following is a general guideline for answering the telephone in a businesslike manner: A. Identify the firm or department and yourself B. Address the caller by his/her first name C. Take immediate action on the caller's request D. Record the correct spelling of each caller's name
A
92. Which of the following statements is true regarding direct advertising strategies: A. Marketers often select their direct advertising methods based on customers' preferences. B. Use of e-mail advertising messages rewards most markets with a very high response rate C. Telemarketing programs are generally considered to be obsolete forms of direct advertising D. Infomercial and home shopping television are the least effective media to send promotional messages
A
94. One of the first steps in developing a promotional plan is to: A. set objectives B. prepare a budget C. design a message D. create a schedule
A
95. Which of the following is a promotional activity that retail businesses should coordinate with their special promotions: A. Visual merchandising B. Information gathering C. Sales training D. Product planning
A
16. Sharon is a customer service representative who spends most of her day on the phone with customers. Her company prohibits her from eating at her work station so she won't be tempted to eat while talking with customers. This is an example of a(n) _________ policy. A. service B. employee C. product D. customer
B
19.A Vermont ski shop has not yet received its November shipment of ski supplies. Since the holiday rush is only days away, you would expect prices of existing stock to A. decrease B. increase C. remain the same D. fluctuate
B
22. Stable prices and interdependence are characteristics of a(n) A. technical monopoly B. oligopoly C. monopoly D. differentiated oligopoly
B
23. What is an advantage of specialization of labor? A. Management can rotate jobs B. It's easier to train workers C. Worker dependency increases D. Jobs may become obsolete
B
25. The way that business people in different countries behave is based on what is acceptable in their business A. activities B. subcultures C. contracts D. policies
B
27. Accepting blame for failure and credit for success is an indication of a person's A. initiative B. responsibility C. consideration D. interpersonal skills
B
32. Which of the following is an example of a conflict response mode: A. Frustration B. Avoidance C. Meditation D. Exclusion
B
34. Because the United States is made up of people from all parts of the world, it has mant different A. governments B. cultures C. courts D. sanctions
B
35. Businesses that offer revolving charge accounts and send customers updated statements showing the status of their accounts are following which federal law? A. Equal Credit Opportunity Act B. Truth-in-Lending Act C. Fair Credit Billing Act D. Fair Credit Reporting Act
B
38. Business managers use accounting information to help them to: A. reduce insurance premiums B. allocate their funds C. calculate excise taxes D. pay labor union dues
B
39. A business' buying buildings, vehicles, and equipment is an example of money flowing out in order to acquire A. products B. assets C. staples. D. supples
B
43. In what way might a human resources manager be involved in employee benefits? A. Selecting an employee's personal plan options B. Determining eligibility and costs of benefits C. Collecting insurance payments from employees D. Choosing an employee's vacation days
B
45. As Justin is cooking, his sister reads the recipe directions to him out loud. Justin isn't sure if she said one teaspoon of vanilla or two. He gives her a puzzled look, and his sister reads the directions again. Which of the following steps for following directions does this situation illustrate: A. Accept responsibility B. Acknowledge directions verbally or non-verbally C. Take notes D. Eliminate distractions
B
46. Which of the following internet-based marketing-research methods is most likely to raise an ethical issue regarding the users' right to privacy: A. Scan portals B. Cookies C. Browsers D. Banner ads
B
49. Advertisers that use concept testing to obtain feedback from potential customers are conducting A. focus group analysis B. primary market research C. target readership evaluation D. pretest idea measurement
B
5. Electronic billing, purchase-order verification, bar-code technology, and image processing are examples of A. horizontal channel integration B. integrated data between channel members C. functions of the finance department D. vertical channel integration
B
56. Which of the following is an example of an external change that could effect a business's sales forecast: A. A new sales rep has been hired to develop the company's territory in Texas B. The population of a town increases when a new hospital opens in the community C. The company plans to modify its approach to mailing catalogs to customers D. A company plans to raise prices on its product
B
6. Branch locations of a business that operate in the same city and target the same customers may experience ______________ channel conflict. A. community B. horizontal C. vertical D. dominant
B
1. One of the main functions of the legal procedure is to A. establish laws B. enact legislation C. resolve disputes D. regulate business
C
100. What is the primary difference between selling approaches in the retail and manufacturing industries? A. The level of communication B. Sales volume in terms of dollars C. The nature of the customer D. Business ownership structure
C
12. Which of the following is an example of a complimentary close: A. Enclosure B. To Whom It May Concern C. Yours Truly D. Dear Occupant
C
2. Jason would like to start a small business which he could operate from his home. His business would not cost a great deal to start, and he has experienced an interest in that type of business. What form of ownership should he consider A. monopoly B. partnership C. sole proprietorship D. corporation
C
20. Efficient resource use is an advantage of the __________ organizational structure. A. regional B. vertex C. matrix D. regulated
C
24. During which phase of a business cycle does the demand for goods and services begin to exceed the production capacity of the business community? A. Trough B. Expansion C. Peak D. Contraction
C
3. What marketing function is concerned with obtaining information about the preferences, opinions, habits, trends, and plans of current and potential customers? A. selling B. product/service management C. marketing-information management D. promotion
C
31. Which of the following is an example of using posture to express assertiveness: A. Explaining why you must refuse request for help B. Raising your eyebrows when you have questions C. Standing up straight when talking to other people D. Frowning when you disagree or disapprove
C
36. Which of the following statements about understanding your spending habits is true: A. A key aspect of opening a bank account B. A key aspect in exceeding financial goals C. The first step in creating a financial plan D. The last step in creating a financial plan
C
41. Which of the following is a measure of how well a business generates cash flow: A. Capital structure B. Accounts receivable C. Return on capital D. Accounts payable
C
42. Which of the following is a desired characteristic of the format of a particular budget report: A. Is flexible and unimportant B. Is standardized and does not change C. Can change to meet a manager's needs D. Is unique to each department and manager
C
44. A wholesaler breaks down a large shipment of a product and sells portions of it to several retailers. The wholesaler is reducing a discrepancy of A. installation B. assortment C. quantity D. promotion
C
48. The observation method of collecting marketing-research data involves A. surveying consumers by mail B. test marketing new products C. watching what consumers do D. calling consumers on the telephone
C
51. How might a business use the information in the salespeople's lost-business reports that indicate that customers are dissatisfied with the business's credit policies and service? A. To identify its target market B. To change its operating goals C. To revise its marketing strategy D. To update its promotional techniques
C
53. In addition to the wording on a questionnaire being clear, the wording should be A. ambiguous and complex B. complex and concise C. concise and objective D. objective and adaptable
C
58. The scope of the internet can be described as A. regional B. secure C. worldwide D. proprietary
C
67. Which of the following is a way that effective purchasing benefits a business: A. Creates jobs B. Increases assets C. Lower costs D. Reduces sales
C
72. In a staff meeting, a store manager asks employees to come up with as many suggestions for improvement as they can within 15 minutes. What creativity technique is being used? A. Attributing listing B. Checklist C. Brainstorming D. Problem identification
C
73. Employees who arrive at work on time and direct their own work-related activities during the course of the day usually possess positive _________ skills. A. inner-qualitative B. self-conceptual C. self-management D. personal-orientation
C
8. When Jeremy extended his hand toward Hank as they were introduced, Hank said, "Hello, Jeremy," but he ignored Jeremy's hand and kept his own hands in his pockets. What kind of nonverbal message was Hank sending him? A. We have a lot in common B. I am glad to meet you C. I don't want to know you D. We have met before
C
84. The assortment of products that a firm offers for sale is referred to as its product A. line B. consistency C. mix D. differentiation
C
85. A company packages two software programs together and sells them at a lower price than if each programs were purchase individually. This is an example of product A. integration B. blending C. bundling D. consolidation
C
99. New salespeople often rely on more experienced personnel to explain product information that is A. ordinary B. routine C. technical D. favorable
C
29. Which of the following is a true statement regarding negative feedback: A. Most negative feedback points out a person's strengths, as well as his/her weaknesses B. Negative feedback reinforces a message receiver's attitude of behavior C. The primary purpose of negative feedback is to embarrass the message receiver D. Negative feedback expresses disapproval about a specific behavior
D
33. Tim ad his classmates all feel that their teacher's grading scale is unfair. While everyone else sits around and grumbles about it, Tim decides to ask his teacher for a meeting to discuss the grading scale. Which characteristic of a change leader is Tim displaying in his situation? A. Know how to coach others V. Persuasive C. Loves to learn now things D. Not afraid to "go for it"
D
4. What type of intermediary would purchase baseball bats from one producer, mitts from another, and balls from still another, and then sell an assortment to sporting good stores? A. retailer B. agent C. producer D. wholesaler
D
40. Benny's Bike Shop manufactures bicycles for its customers during the year. Benny's purchases sprockets from Spikes Sprockets, tires from Tiny's Tires, and frames from Freddie's Frames. The expense of purchasing these items is known as A. gross profit B. operating expenses C. revenue D. cost of goods sold
D
52. Which of the following is an example of a business developing a code for answers to survey questions in order to process and analyze marketing information: A. Results are tabulated according to date received B. Questions are numerbed in chronological order C. Each survey contains an identification number D. Each answer has a specific numeric value
D
54. Because of customer requests, a business decides to reorder a product that it had stopped selling. The business is using the A. distribution process B. promotional-mix concept C. production process D. marketing concept
D
60. What type of software would a business use to calculate the effect that charging higher rates would have on profit? A. Presentation B. Desktop publishing C. Database D. Spreadsheet
D
62. Which of the following is an example of information that a manufacturing company keeps about its customers: A. Expense reports B. Tax returns C. Payroll reports D. Invoices
D
64. Which of the following forms of technology is MOST useful in operations: A. Smart phones B. Wireless internet C. E-mail D. Computer-aided design
D
65. A common cause of back injuries on the job is A. sitting in one position B. poor posture C. hard physical labor D. improper lifting
D
66. What do project-planning tools show you about the project? A. When you will do a similar project B. Why you want to complete the project C. How pleased the stakeholders are D. Who is doing what
D
68. Production is often called a conversion process because it A. makes inputs from outputs B. creates product utility C. changes failure to success D. turns resources into products
D
69. One way that employees can help control a business's expenses is by A. handling products casually B. rotating stock daily C. overlooking thefts D. arriving at work on time
D
74. Many teenagers begin searching for their first jobs by contacting A. community training programs B. employment agencies C. national corporations D. neighborhood businesses
D
75. What is the preferred length of a job resume? A. As long as necessary B. Three pages C. Five pages D. From one to two pages
D
83. Mr. and Mrs. Finetune purchased a new digital camera from Optical One. Six months after purchasing the product, it caught on fire and was damaged very badly. The Finetunes contacted the manufacturer so they could have the camera replaced. The representative gave them a control number and retailer that would provide them with another digital camera. This is an example of the manufacturer complying with which of the following federal laws: A. Fair Packaging and Labeling Act B. Federal Food, Drug, and Cosmetic Act C. Consumer Product Safety Act D. Magnuson-Moss Warranty Act
D
90. In a free-enterprise economic system, promotional practices are often subject to regulation by governmental systems, consumer groups, and ________________ organizations. A. liability B. competitive C. nonprofit D. industry
D
96. Carlos tries to respond personally to his customers' needs and wants by using communication to influence their purchase decisions. Carlos is engaged in A. distributing B. advertising C. financing D. selling
D
