DECA Entrance Exam
b
Marketers can focus their market efforts by dividing the total market for their products with into a) mass markets b) market segments c) demographics d) potential consumers
b
Marketing planning is an ongoing process that works best if businesses obtain input from a(n): a) industry organization b) wide range of sources c) group of researchers d) unrelated third party
d
What is a business doing when it makes sure a sufficient supply of advertised items is available for a special sale? a) arranging a method of transportation b) developing a relationship with a vendor c) communicating information about a product d) coordinating distribution with promotion
b
What is a characteristic of mass production? a) it is considered inefficient b) it often uses assembly lines c) it produces one-of-a-kind items d) it is used to produce limited quantities
a
What is often the result when a business's employees practice good human relations skills a) increased cooperation b) decreased communication c) reduced loyalty d) improved benefits
c
An effective technique in conducting a job search is writing to personnel directors and a) requesting salary information b) inviting them to lunch c) addressing them by name d) asking them to respond immediately
c
An employee who misuses company time is actually: a) robbing b) pilfering c) stealing d) shoplifting
d
What is one of the main reasons why businesses need to keep accurate accounting records? a) to regulate taxes b) to follow procedures c) to eliminate risks d) to control expenses
c
What is one way many businesses use the technology of electronic data interchange in the distribution function? a) to update information b) to locate shipments c) to reorder inventory d) to digitize documents
a
What role does utility play in the implementation of the marketing concept? a) a satisfaction gauge b) a payment method c) a cost-saving tool d) a delivery process
d
What should business employees posses in order to extract relevant information from written materials? a) effective speaking voices b) limited vocabularies c) ability to listen d) good reading skills
c
What should salespeople avoid doing when handling customer complaints? a) discussing the problem b) listening carefully c) arguing politely d) emphasizing with the customer
a
What type of software would a business use to calculate the effect that charging higher rates would have on profit? a) spreadsheet b) desktop publishing c) database d) presentation
a
What was the original economic intent of communism? a) the people would own everything b) the government would subsidize business c) the government would control the economy d) the people would produce only what they need
d
Why do businesses often try to develop new uses for established products that are beginning to lose market share? a) to reinforce their features b) to reduce selling expense c) to monitor public awareness d) to extend their life cycle
c
Which of the following skills does a product manager need to be able to guide or direct the actions of others in a desired manner: a) communication b) decision making c) leadership d) goal setting
c
Which of the following would contribute to effective verbal communication: a) having a high-pitched voice b) speaking in a monotone c) pronouncing each word correctly d) talking rapidly
c
Which two media suffer from the fact that their ads generally have the shortest life? a) radio and direct mail b) newspaper and television c) television and radio d) direct mail and newspaper
c
Who is primarily responsible for implementing selling policies? a) management b) customers c) salespeople d) purchasing agents
c
Why are the individuals in a business considered the drivers of brands? a) they usually come from bigger companies and bring brand values with them b) they often have excellent skills in developing brand names and logos c) ideally, they demonstrate brand values in everything they do d) they alone determine what the brand's values and promise will be
c
An independent organization using part of its web site to post letters from satisfied grocery shoppers from Publix grocery stores is an example of which element of the promotional mix? a) personal selling b) advertising c) publicity d) sales promotion
c
An insurance company will insure your business to protect it from ... risk a) economic b) speculative c) pure d) competitive
a
An internal source of secondary marketing information is the business's: a) sales and budget figures b) reports from government agencies c) trade association d) nearest competitors
d
An organization of professional salespeople which requires its members to pledge to compete fairly and honorably is an example of which of the following benefits of organization membership: a) expanded business relationships b) sales promotion events c) group services d) establishment of standards
d
An unexpected happening that may result in injury, loss, or damage is called a(n) a) unsafe act b) safety hazard c) procedure d) accident
d
As a team member, should you try to encourage others on the team? a) no, this isn't part of your role as a team member b) yes, share praise you receive for your own work c) no, management should encourage your team members d) yes, this will help your fellow team members
b
Why must the data collected in marketing research be analyzed? a) to complete the data collection step b) to make them useful in the business c) to make sure they are accurate d) to evaluate the worth of the data
b
Why would a business delete product items or product lines from its product mix? a) to meet customers need for variety b) to avoid legal problems c) to appeal to a new market d) to reach a larger market
d
You are in a better position to control your own future if you ... change a) avoid b) agonize over c) wait for d) anicipate
d
A customer-service activity that salespeople can use to facilitate sales relationships is a) cold calling b) asking questions c) trading down d) following-up
a
A form of business ownership in which two or more people form and own a business is known as a: a) partnership b) joint venture c) merger d) proprietorship
d
A person who wishes to express empathy should consider facial expression as a factor that a) won't be noticed b) doesn't matter c) is immaterial d) can matter
a
A product-mix strategy when a business creates a certain image or impression of a product in the minds of a consumer is a) positioning b) consistency c) expansion d) contraction
a
A promotion that portrays a young homemaker staying at home with her family is an example of a promotion that is: a) stereotyping the female b) manipulating the public opinion c) deliberately deceptive d) playing on people's fears
d
A summarization of the total income and expense of a business for a period of time is called a) balance sheet b) gross profit c) cost of goods sold d) the profit-and-loss statement
c
After greeting the customer, a salesperson should continue the selling process by attempting to a) reach closure with the customer b) reaffirm the buyer/seller relationship c) establish a relationship with the customer d) discover the customer's needs
b
Because not every situation is clearly right or wrong, salespeople may engage in questionable selling and activities that are most often influenced by a) their customers needs b) their personal code of ethics c) the competitions pricing strategy d) the company's marketing objectives
a
Before identifying the right people to work on a project it is important to a) develop accurate job descriptions b) select necessary supplies c) ask organizations for contributions d) prepare construction specifications
c
Businesses can usually maintain customer sales records that contain information about the: a) cost of paying commissioned salespeople b) discounts offered by manufacturers c) types of products being purchased d) suppliers that provide the goods
d
Businesses plan to accomplish their goals by developing marketing a) motives b) research c) tactics d) strategies
d
Businesses that contribute money to local educational, cultural and training programs are showing social responsibility to their: a) stockholders b) employees c) customers d) community
d
Company promotional materials are useful in selling because they usually contain a) data about competitors' products b) technical information about the product c) the company's pricing strategies d) descriptions of product benefits
d
Consumer protection should be an important concern for businesses because failure to comply with the laws a) increases the rate of new-product development b) results in business failure c) can reduce business expense d) can lose the public's goodwill
a
Critics claim that promotion poses an ethical dilemma because it encourages ... attitudes in society. a) materialistic b) inflexible c) resourceful d) responsive
c
Eleanor is using a word-processing program to prepare for a business letter to send to the company's suppliers. She has selected a ready-to-use letter template. If she wants to change the size of the text, she should access the ... menu. a) edit b) tools c) format d) view
b
Employees who take company property for their own use are a) wasting personal funds b) stealing company money c) filing expense reports d) increasing profit margins
c
Highly skilled workers who are well paid by their companies may have difficulty in a) increasing production rates b) acquiring more training c) obtaining comparable jobs d) maintaining job satisfaction
c
How can individuals make informed decisions about the occupations that would best be suited for their abilities and interests? a) visit a career fair b) choose a popular career c) use various assessment tools d) ask family and friends for suggestions
d
I'll buy 30,000 widgets from you, if you buy the same amount of doodads from me. This is an example of an illegal sales activity called: a) misrepresentation b) discrimination c) exclusivity d) reciprocity
a
If a business promotes a product that emphasizes its wholesale price savings rather than its retail price savings, it's commonly referred to as ... advertising a) deceptive b) competitive c) psychological d) relational
a
If a customer wants information about a product's construction materials, which of the following questions would the customer ask: a) how is this product made? b) when will I need to replace the product? c) what does this product do? d) is this a one-of-a-kind product?
c
In an advertisement, a business's logotype and/or tag line will probably be included in the: a) copy b) headline c) identification d) illustration
b
In what type of market structure is it usually the most difficult for businesses to develop and grow? a) capitalist b) traditional c) mixed d) socialist
c
In which one of these situations might exclusive dealing be considered a legal agreement: a) a distributor requires a customer to buy all of its products to obtain one product b) a business prevents a competitor's product from entering the market c) a franchisor requires a franchisee to sell only the franchisor's products d) a manufacturer assigns an exclusive territory to restrict competition
c
Introducing new employees to their coworkers is an important step in the ... process. a) promotion b) application c) orientation d) selection
a
Joe unknowingly purchased a defective pair of in-line skates from Beckman's Sport Shop. Instead of returning them, Joe bought a repair kit and fixed them himself because he didn't want any kind of conflict with the salespeople. Joe is showing which kind of behavior? a) passive b) aggressiveness c) politeness d) assertiveness
a
Karen is planning to meet with an employee at 8:30am, read a technical report at 10:00am, have a lunch with a customer at noon, and attend a product demonstration at 2:30. Karen is: a) scheduling b) prioritizing c) delegating d) identifying
d
One of the advantages to business using the technology of optical scanning is that it allows: a) employees to maintain a secure facility b) suppliers to monitor the delivery system c) businesses to change pricing information d) customers to complete the checkout process
a
One of the first steps a business takes in developing a promotional plan is to a) identify the target market b) design the advertising message c) prepare an expense budget d) evaluate the feedback
a
One of the most effective ways to encourage ethical behavior is to provide employees involved in the distribution process with a(n) a) code of ethics b) organizational chart c) suggestion box d) competitive salary
a
One reason a channel of distribution that has strong leadership is often able to avoid conflict within the channel is because the leader has the a) authority to demand cooperation b) personality to develop friends c) ability to provide training c) capacity to regulate change
c
People have job skills but being out of work because the jobs that require those skills do not currently exist is an example of ... unemployment. a) organizational b) national c) structural d) industrial
b
People who communicate interest and enthusiasm by making eye contact with others should avoid a) talking b) staring c) smiling d) pointing
c
Requiring workers to enter and exit the business by established entrances and exits is an example of a security policy whose objective is to control a) payroll cost b) shoplifting c) employee theft d) supplier pilferage
d
Responsible employees follow a code of ethics, which means that they have: a) initiative b) good judgment c) good manners d) integrity
d
Serving as a volunteer in a specific industry or for a business-related organization is one way that individuals might obtain: a) guidance counseling b) monetary compensation c) technical training d) work experience
d
Smiling at customers and looking them in the eye is what type of communication? a) effective b) verbal c) negative d) nonverbal
d
Steve is a manager of production at the Ice-Off Company. Because his monthly bonus is based on how many ice scrapers are produced, Steve spends time each day communicating with employees who work on the assembly line to motivate them to increase their efficiency and productivity. What management function is Steve performing? a) controlling b) staffing c) organizing d) directing
a
The EFG Company verifies that its customers would like to receive promotional information through their computers. This is an example of a) opt-in email b) unsolicited junk mail c) online cookies d) instant messaging
b
The Lake View Resort and Spa designed a one price New Year's Eve package for customers that included one night's stay, dinner at an Italian restaurant at the resort, a complimentary beverage in the lounge, dancing, and free party favors. What strategy did the Lake View use to draw customers to the event? a) product planning b) product bundling c) product managing d) product controlling
c
The category of GDP called gross private domestic investment includes: a) purchases made by private individuals b) all exports of goods and services c) all purchases of capital goods d) inventories help over from previous years
d
The corrective action that the government might require an advertiser to take if the advertiser does not advise consumers about important facts about a product is called affirmative... a) briefing b) endorsement c) testimonial d) disclosure
b
The financial component of a marketing plan helps a business compare the projected costs of implementing the plan with the expected: a) expenses b) benefits c) losses d) strategies
c
The owner of a tree farm in Washington plans to ship a large amount of lumber to a lumberyard in California. The owner needs to decide which is the least expensive and the best method to ship the lumber. The tree farm owner is involved in which of the following activities: a) packaging b) stock handling c) transportation d) inventory control
c
To build clientele, a salesperson should communicate to their customers with a9n) ... attitude a) humorous b) passive-agressive c) addressing them by name d) uncompromising
a
UNISYS Corporation offers training with the computer systems and software they sell to businesses. The training is an example of a) a product-related service b) a community service c) product screening d) product positioning
b
Using which form of direct advertising is an advantage to marketers because it is inexpensive to execute: a) infomercial b) email c) direct mail d) billboard
c
When George was interviewed for a job opening, he forgot to tell the interviewer that he had computer experience. When George writes his follow-up letter, should he include this information? a) no, he should not let his interviewer know he forgot anything b) no, he should limit his letter to a few words of thanks c) yes, he can write a brief statement about his computer skills d) yes, he should describe his computer skills in detail
b
When a customer is permitted to pay their credit account in full in 30 days, or make a minimum payment and be charged a finance charge on the balance, they have a(n) ... account. a) installment b) revolving c) regular d) cycle billing
c
When conducting an external environmental analysis, businesses often focus on a) marketing goals b) previous demand c) industry growth d) financial costs
b
When positioning a product, a business should consider the target market's: a) strategies b) wants c) policies d) benefits
a
When the XYZ Company compares its items with the QRS Corporation's line of goods, it is generating product ideas by analyzing its a) direct competition b) customers' needs c) research policies d) target market
b
Which of the following allows the Gateway Insurance Group to match its agents with policyholders by aligning its agents with marketing potential: a) outbound telemarketing b) mapping software c) database software d) inbound telemarketing
d
Which of the following are creative thinking techniques that people use to generate product ideas: a) morphological analysis and observation b) observation and forced analogies c) unconscious problem solving and research d) brainstorming and mind mapping
a
Which of the following factors affects how far ahead a business needs to predict its sales: a) the business's resources b) the typical information that is available c) the similarity of the competitors d) the productivity of the business
c
Which of the following is a direct channel of distribution for consumer goods and services a) producer to industrial user b) producer to retailer to consumer c) producer to ultimate consumer d) producer to distributor to consumer
b
Which of the following is a purpose of promotion: a) to overcome brand acceptance b) to presell products for the salesperson c) to increase inventory d) to reduce company expenses
a
Which of the following is a reason why it is important for businesses to have effective staff communication: a) to help employees do a good job b) to encourage personal relationships c) to develop business contacts d) to promote social interaction
c
Which of the following is a type of price a) debt b) money c) dues d) credit
a
Which of the following is an advantage to businesses that use computer databases to manage their inventory a) increases efficiency b) decreases product usage c) increases demand d) decreases order accuracy
a
Which of the following is an example of a limited warranty: a) he manufacturer will replace defective parts for six months upon purchase of the product b) the seller promises that each customer will be satisfied with the product it sells c) if the seller experiences any problems with this product, it will be fixed or replaced d) the business will refund the customer's money if they aren't happy with the product performance
c
Which of the following is an example of selling directly to the user: a) music shops that sell CD's and tapes to musicians b) travel agents who sell ski weekends to clients c) doctors who offer medical attention to patients d) boutiques that sell designer clothes to customers
c
Which of the following is most likely to happen to employees who are discourteous to the business's customers: a) they may win an award b) they may be promoted c) they may be fired d) they may lose their benefits
a
Which of the following is one of the reasons why businesses coordinate promotional activities: a) to create interest among customers b) to collect demographic information c) to develop long-term forecasts d) to plan inventory control programs
c
Which of the following is the best way to handle dishonest customers? a) never press for sales or decisions b) explain and demonstrate good service as many times as you need to c) don't jump to quick conclusions d) mirror their behavior
b
Which of the following is the most common investment for an individual who hopes to lessen the financial burden for dependent children with a case settlement in the event of the individual's death: a) securities such as stocks and bonds b) life insurance c) business investments d) real estate purchases
b
Which of the following situations is a good example of a business engaging in an unethical pricing practice: a) The Kipling Corporation prices its goods and services in accordance to the industry standards b) The XYZ Company increases its prices in a location that is experiencing a natural disaster c) The Cunningham Company's standard pricing policy is to mark up its products 50% d) The TUV Corporation considers its competitors when it is establishing pricing for new products
c
Which of the following situations is an example of and unethical business practice in relation to the product management: a) issuing a recall for defective products b) using environmentally friendly materials c) implementing ongoing obsolescence strategies d) taking precautions to protect packaging
a
You have just had negative feedback from your supervisor that has reduced your self-esteem to a low level. Which of the following would help you to raise the level of your self-esteem: a) recall positive comments you've received b) try to forget about the criticism c) think about how hurt you feel d) avoid your supervisor when you can
c
Your body language affects how you present yourself in terms of your nonverbal cues and the a) level of productivity at work b) ability to maintain a healthy weight c) manner in which you carry yourself d) way you manage your clothing budget