30 Free Test Bank for Selling Today Partnering to Create Value 13th Edition by Manning Multiple Choice Questions

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30 Free Test Bank for Selling Today Partnering to Create Value 13th Edition by Manning Multiple Choice Questions

Which one of the following people would LEAST likely be considered a "knowledge worker"?

• A) someone who performs research to discover new information
• B) someone who takes current research and uses it to facilitate a task
• C) someone who relays information from one party to another without changing it
• D) someone who puts information in a format that allows others to access it
• E) someone who uses information to solve a problem

Salespeople are most likely considered knowledge workers because they:

• A) position and lay out information in a way that helps buyers understand it
• B) gain knowledge of the product before they can sell it
• C) repeat a script that they are given by their managers
• D) develop an understanding of the best practices of sales
• E) create products themselves before they sell them

Tamara Grindel is a doctor who practices with a group of other physicians with the same specialty. She is considering taking a course on selling skills. What is the most important way in which this will help her medical practice?

• A) Learning selling skills will give Dr. Grindel an alternate career once she retires from medicine.
• B) Learning selling skills will help Dr. Grindel bring new patients to her practice.
• C) Learning selling skills will aid Dr. Grindel in communicating effectively with pharmaceutical reps who show her new medications.
• D) Learning selling skills will show Dr. Grindel how to ensure that her patients take the medications she prescribes them.
• E) Learning selling skills will require Dr. Grindel to understand the financial pressures of running a practice.

The CEO of SwiftLink spends one week each month going to sales appointments with various salespeople in the company. In addition to assisting the salespeople with presentations, a likely reason the CEO goes on sales calls is to:

• A) gather information on customer needs and preferences
• B) deduct mileage on his vehicle as a way to offset taxes
• C) undercut the salespeople in underperforming divisions of SwiftLink
• D) ensure that the salespeople do not give volume discount pricing
• E) trade information to customers in exchange for information on competitors

Peter Kumar has developed a software application that will reduce costs and increase server speed for corporations of all sizes. Even with this useful application, Peter still needs to develop personal selling skills in order to:

• A) understand and write a business plan for his company
• B) explain his application to potential buyers
• C) apply for a patent on his application
• D) maintain the discipline and stamina required to develop such a complicated piece of software
• E) ensure that only corporate users buy his application

Salespeople use social media to:

• A) design web pages with product features
• B) learn to use administrative software
• C) create and maintain customer contact
• D) set up mobile offices from their vehicles
• E) automate selling so they do not have to make client contact

Which of the following is an activity that would most likely be performed by a customer service representative (CSR)?

• A) processing employee paperwork
• B) delivering supplies to the factory floor
• C) providing telephone support for installation
• D) calling on prospects to sell them the product
• E) reconciling bank statements with accounting records

Which of the following trends in sales has led to an increase in both the education and skills a salesperson needs?

• A) an increase in commission per sale
• B) an increase in the time spent on personal relationships
• C) an increase in web-based selling channels
• D) a shift from in-person to telephone sales
• E) a shift from "selling" to "consulting"

Of the following activities routinely performed by salespeople, which one contributes LEAST financially to both the salesperson and the company?

• A) service calls
• B) face-to-face selling
• C) telephone selling
• D) waiting and traveling
• E) billing clients

25 Free Test Bank for Marketing Research 3rd Australian Edition by Zikmund Multiple Choice Questions

25 Free Test Bank for Marketing Research 3rd Australian Edition by Zikmund Multiple Choice Questions

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25 Free Test Bank for Marketing Research 3rd Australian Edition by Zikmund Multiple Choice Questions

Information obtained from marketing research can be used for all the following, except:

• A.evaluating marketing activities.
• B.monitoring marketing performance.
• C.identifying marketing opportunities.
• D.ensuring correct marketing execution.

The systematic and objective process of generating information to improve marketing decisions is the essence of:

• A.marketing research.
• B.applied research.
• C.basic research.
• D.subjective research.

Research conducted to address questions about a specific real-life problem is the essence of:

• A.basic research.
• B.pure research.
• C.applied research.
• D.intuitive research.

Research that tries to verify a theory or learn more about a certain concept is the essence of:

• A.performance-monitoring research.
• B.pure research.
• C.applied research.
• D.forecasting research.

Developing and implementing a marketing strategy involves the following stages, except:

• A.analysing market segments and selecting target markets.
• B.identifying and evaluating opportunities.
• C.analysing marketing performance.
• D.designing the data collection method.

Which type of product research is conducted to determine whether a finished product outperforms its competitors or meets expectations?

• A.Concept testing
• B.Package testing
• C.Brand-name evaluation
• D.Product testing

A local book publisher would like to investigate possible options for improving the accessibility of its titles to customers. This would involve:

• A.product research.
• B.pricing research.
• C.distribution research.
• D.promotional research.

Pricing research may be used to address all of the following questions, except:

• A.Is there a need for seasonal or quantity discount?
• B.Are coupons more effective than price reductions?
• C.Is a brand price elastic or inelastic?
• D.Is there a need for shopping services online?

Asking consumers what they think about a possible brand name for a new product is an example of which type of research?

• A.Pricing research
• B.Promotion research
• C.Product research
• D.Distribution research

When Chee-tos conducted research in China to determine which flavours consumers would find appealing, it was an example of which type of research?

• A.Pricing research
• B.Promotion research
• C.Product research
• D.Distribution research

Research that attempts to determine which critical attributes of a product consumers use to perceive the product’s value is an example of which type of research?

• A.Product research
• B.Distribution research
• C.Promotion research
• D.Pricing research

Which type of research would best address the question of whether a business should offer discounts or coupons?

• A.Promotion research
• B.Pricing research
• C.Distribution research
• D.Product research

An organisation attempting to decide whether or not to add home delivery to its customer service options is an example of which type of research?

• A.Distribution research
• B.Pricing research
• C.Promotion research
• D.Product research

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74 Free Test Bank for Marketing Principles 2nd Australian Edition by Pride Multiple Choice Questions

Customer satisfaction can come from:

• A) lack of service.
• B) the bulk and weight of the product being too great.
• C) lack of process.
• D) anything received when buying and using a product.
• E) bad experiences.

The definition of marketing implies that __________ should receive benefits from exchange relationships.

• A) only customers
• B) only businesses
• C) company management
• D) both customers and businesses
• E) only the most important customers

Marketing is the process of:

• A) promoting products through personal selling and advertising to facilitate satisfying exchange relationships.
• B) maximising returns to stakeholders by developing relationships with valued customers and creating an advantage for them.
• C) delivering a standard of living to a society.
• D) creating, distributing, promoting and pricing goods, services and ideas to facilitate the achievement of a firm’s objectives.
• E) focusing on customers’ needs.

The focal point of all marketing activities is:

• A) products.
• B) the marketing mix.
• C) profits.
• D) sales.
• E) customers.

A target market:

• A) involves a large number of customers.
• B) is a specific group of customers on whom a company focuses its marketing efforts.
• C) already has several competitors vying for customers’ business.
• D) is the same thing as a salesperson’s prospective client list.
• E) is a customer group classified as people with similar demographic characteristics.

The Australian airline Jetstar Airways __________ its domestic flights in Australia to people who want to fly to a destination without having to pay for meals and other things that are not essential to arriving at the destination safely and in good spirit.

• A) arranges
• B) prepares
• C) provides
• D) targets

The Ford Focus combines an economical vehicle with coordinated distribution, promotion and price appropriate for the __________ of primarily younger drivers who value technology, driving dynamics and styling.

• A) target market
• B) consumer advocates
• C) marketing strategy
• D) marketing mix
• E) marketing tactic

Marketing managers strive to develop a marketing mix that:

• A) minimises marketing costs.
• B) matches what competitors are offering.
• C) best matches the abilities of the firm.
• D) matches the needs of the target market.
• E) generates the highest level sales.

The product variable of the marketing mix can include all of the following except:

• A) the creation of brand names.
• B) consumer perception of the product price.
• C) the development of product packaging.
• D) warranty issues.
• E) repair services.

A physical product you can touch is a(n):

• A) service.
• B) good.
• C) idea.
• D) concept.
• E) philosophy.

Even funerals are changing as a result of customers’ needs and wants. Some funeral companies are developing new products such as:

• A) less environmentally friendly coffins.
• B) less economical funeral cars.
• C) fewer cremation services.
• D) cardboard coffins.

The application of human and/or mechanical efforts to people or objects to provide intangible benefits to customers is:

• A) a service.
• B) a physical entity.
• C) concepts, philosophies, images and issues.
• D) a brand name.

The marketing mix includes four marketing activities except which of the following?

• A) Product
• B) Price
• C) Political forces
• D) Promotion
• E) Place

The Australia Zoo in Queensland is in the business of:

• A) establishing zoos.
• B) making people happy and giving them memorable experiences.
• C) making animals perform.
• D) teaching about endangered animals.

Which of the following scenarios involves the distribution element of the marketing mix?

• A) Deciding whether a certain product should continue to be sold
• B) Determining whether an advertising message would be more effective on television or in magazines
• C) Choosing between a company jet or an airline for executive travel
• D) Deciding whether to have retail outlets in addition to a website
• E) Developing a new warranty policy for an existing product

With its thorough presentation of marketing concepts, 78 Free Test Bank for Marketing 11th Edition by Lamb Multiple Choice Questions will help the student realize the importance of marketing principles in the daily life as well as the business world. Not only does this marketing test bank provide the instructors with a tool to summarize the knowledge and easily plan their marketing courses for students but it also showcases the learners a clear overview of real-world marketing with free marketing textbook test bank questions and answers mentioning key points of this topic such as: Strategic Planning for Competitive Advantage, Ethics and Social Responsibility, Marketing Environment, Developing a Global Vision and the analysis of marketing opportunities. Thanks to a sufficient coverage of marketing and updated information as well as nicely-designed format, these multiple choice questions will make it easy for you to understand all the core issues of marketing and have a perfect preparation for your exams! Practice and raise your level now!

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78 Free Test Bank for Marketing 11th Edition by Lamb Multiple Choice Questions

A firm with a production orientation is most likely to survive if:

• a.there are many small competitors in the marketplace
• b.demand for the product it produces exceeds supply
• c.the needs of the marketplace are constantly shifting
• d.supply for the product it produces exceeds demand
• e.any of these conditions exist

A firm that adopts a(n) _____ orientation to marketing will fail to consider whether what the firm produces most efficiently also meets the needs of the marketplace.

• a.customer
• b.exchange
• c.product
• d.market
• e.production

Toyota found that consumers wanted cars to last longer and be more environmentally friendly. GM, however, enjoyed being the top U.S. car producer, and focused more on how many cars and trucks it could manufacture and not on what customers wanted from a vehicle. GM had more of a _____ orientation.

• a.sales
• b.production
• c.market
• d.product
• e.customer

The _____ orientation assumes people will buy more if aggressive selling techniques are used.

• a.market
• b.sales
• c.customer
• d.production
• e.exchange

Which marketing management philosophy is often adopted by organizations that sell unsought products such as life insurance, retirement plans, and pre-planned funeral services?

• a.sales orientation
• b.production orientation
• c.marketing orientation
• d.product orientation
• e.customer orientation

Which marketing orientation assumes people will buy more goods and services if aggressive marketing techniques are used?

• a.sales
• b.production
• c.market
• d.customer
• e.marketplace

Colorado Silversmith creates and markets silver and turquoise jewelry, which it sells to retailers in the western United States. The company’s management believes its retail customers will stock more jewelry if its salespeople use aggressive marketing techniques, so the company provides strong incentives for salespeople and promotional allowances to resellers to get distribution for its jewelry. The company has a _____ orientation.

• a.promotion
• b.production
• c.sales
• d.market
• e.customer

If a company uses a sales orientation, consumer complaints would most likely result in:

• a.a modification of the sales presentation
• b.product reinvention
• c.continuous market research
• d.philanthropy
• e.attempts to cut production costs

Which marketing management philosophy assumes that a sale does not depend on an aggressive sales force but rather on a customer’s decision to purchase a product?

• a.sales
• b.production
• c.product
• d.market
• e.exchange

Best Buy has become the nation's largest specialty retailer by focusing on the customer's needs and wants. This philosophy is at the heart of a(n) _____ orientation.

• a.sales
• b.market
• c.retail
• d.production
• e.exchange

At www.mystarbucksidea.com customers are encouraged to share their ideas and thoughts about how Starbucks can better serve their customers. Starbucks customers told management that they wanted to be recognized for choosing Starbucks coffee. So Starbucks instituted the Starbucks Reward program with money saving benefits to their Starbuck card-holders. Starbucks is an example of a company with a _____ oriented philosophy.

• a.transactional
• b.sales
• c.product
• d.societal
• e.market

Companies that rely on the marketing concept and that have implemented a market orientation strategy recognize that:

• a.price is the most important variable for customers
• b.sales depend predominantly on an aggressive sales force
• c.what the customer thinks he or she is buying is what is important
• d.a company has to apply scientific management techniques to survive
• e.selling and marketing are essentially the same thing

A company that has a market orientation and adheres to the marketing concept does NOT:

• a.integrate all the activities of the firm to satisfy customer wants
• b.focus on consumer needs and wants
• c.differentiate the firm's products from its competitor's products
• d.fuel sales growth through the application of aggressive sales techniques
• e.concentrate on long-term goal achievement (such as profits and growth) for the firm

Minor League Baseball (MiLB) suffers from sluggish attendance. To attract more fans to MiLB games, owners often resort to gimmicks--free hot dog nights, events designed to get into the Guinness Book of Records, and celebrity visits. Since baseball fans are seldom asked what would make them want to attend more games, this suggests most MiLB teams do not have a(n) _____ orientation.

• a.sales
• b.empowerment
• c.community
• d.societal
• e.market

A company adhering to the marketing concept will likely take which of the following steps if it learned that its customers were dissatisfied with its product?

• a.hire more salespeople
• b.decrease its organizational overhead
• c.increase its advertising to underserved markets
• d.increase the number of outlets in which the product is sold
• e.conduct research to determine if its customers' needs have changed

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20 Free Test Bank for Marketing 11th Edition by Lamb True - False Questions

Marketing is defined as producing, promoting, and selling products.

• True
• False

According to the American Marketing Association, marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.

• True
• False

An exchange cannot take place unless each party in the exchange has something that the other party values.

• True
• False

Sara Lee Industries spent considerable money and time developing a crustless bread. Prior to the introduction, the company had not conducted market research among its customers, but it was confident that its science and technology department had produced a successful new product. Based on this example, Sara Lee is a good example of a production-oriented company.

• True
• False

Unlike a production orientated firm, a firm embracing a sales orientation focuses on customer wants and needs so it can develop the best product at the lowest cost that will require very little selling effort.

• True
• False

The marketing concept states that the social and economic justification for an organization's existence is the satisfaction of customers’ wants and needs while meeting organizational objectives.

• True
• False

The societal marketing concept considers society's long-term best interests along with the satisfaction of customers' wants and needs.

• True
• False

The focus of a production-oriented firm is on what it can make or do best.

• True
• False

Personnel in sales-oriented firms tend to be “outward looking,” focusing on selling what the market wants.

• True
• False

Customer value is the relationship between company profits and company costs.

• True
• False

The way to achieve customer satisfaction and value is to offer the lowest price.

• True
• False

3D Systems is a company that uses computers to generate new product prototypes. It has generated loyal business clients by providing the best customer support in the industry. The company also provides direct sales consultations that gives its salespeople intimate knowledge about what exactly its customers want. This partnership between 3D Systems and its customers entails relationship marketing.

• True
• False

Only a firm's salespeople need to be customer-oriented.

• True
• False

Retailers who give their sales clerks the authority to handle customer complaints without having to get approval from a supervisor are using empowerment.

• True
• False

In the early 1920s, Ford promised its customers any color vehicle they wanted as long as it was black. Ford's management assumed anyone buying a car would accept the color black, so it made products affordable by offering only one variety in large quantities. Ford is an example of a market-oriented firm.

• True
• False

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20 Test Bank for Internet Marketing 3rd Edition by Roberts Multiple Choice Questions

________ is the communications protocol that provides the common “language” of Internet computing.

• a. TCP/IP
• b. HTML
• c. The graphic browser

________ is the feature of the Internet that allows users to move easily from one document to another.

• a. Telecommunications
• b. Common platform
• c. Hypertext

Which is not among the four distinct generic goals of Internet marketing?

• a. Acquisition
• b. Conversion
• c. Mobile access

The Sabre System is an example of:

• a. a new service made possible by the Internet.
• b. an information product.
• c. a product targeted solely at the consumer market.

Objectives that can be appropriate for Internet marketing include:

• a. building loyal customer relationships.
• b. doubling the customer base.
• c. decreasing the need for customer service.

Which of the following is not an element of the Internet infrastructure stack?

• a. Website content
• b. Operations like load balancing and security
• c. Connections to the telecommunications backbone of the Internet

A website must be hosted on a ________.

• a. browser
• b. interactive device
• c. server

Which of the following is not a strategic driver of the Internet economy?

• a. Speed is essential to successful Internet operations.
• b. Employees can easily be substituted for one another.
• c. Making it possible to deal with customers on a 1-to-1 basis.

Term often used when software is made available on a fee for usage basis:

• a. Applications Software Providers.
• b. Proprietary Software.
• c. Software as a Service.

Web 2.0 is characterized by:

• a. services and co-creation.
• b. economic and technical evolution.
• c. a "dot com" business enterprise.

Which of the following is a true statement about the origins of the Internet?

• a. The Internet was initially conceptualized in a term paper by a computer science student at Stanford.
• b. The Internet was initially developed by a number of technology companies that wanted to expand the market for their products.
• c. The Internet was initially developed by DARPA to fund research in communications technology for defense purposes.

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22 Free Test Bank for Marketing 1st Australian Edition by Grewal Multiple Choice Questions

When a t-shirt manufacturer states, 'We only sell it in black because that way we can buy plenty of black fabric and run our plant efficiently', their statement reflects the views that were popular in which era of the evolution of marketing?

• Production-oriented
• Sales-oriented
• Market-oriented
• Value-based marketing

Xavier is analysing potential market segments. He should carefully seek potential customers who have both an interest in his products and:

• a thorough knowledge of his brand messages
• the ability to buy them
• knowledge of competing products
• are removed from traditional marketing alternatives

Whenever Valerie has a new massage therapy customer, she invites the person to be on her email distribution list. In the process, in addition to exchanging her massage therapy service for payment, Valerie is gathering:

• information
• promotional capital
• value co-creation
• feedback

Henriette offers financial counselling and management on a fee-only basis. She has found that different customers are willing to pay different rates for her services. This shows that her pricing decisions should depend primarily on:

• choosing an average price that she will charge all her clients
• changes in technology allowing consumers to manage their own affairs
• how different customers perceive the value of her services
• how much her competitors charge for similar services

Yesenia, the new university course scheduling manager, is struggling with adjustments to the autumn schedule. She is trying to determine how to offer the classes students need at the times students need them. Yesenia is struggling with the marketing function of:

• communicating the value proposition
• supply chain management
• capturing value
• value co-creation

__________ is communication by a marketer that informs, persuades or reminds potential customers about a

• product.
• Pricing
• Promotion
• Placement

Auction sites like eBay have mainly increased opportunities for __________ marketing.

• B2B
• C2C
• D2C
• C2D