RHS Competition Marketing Test 2010

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Multiple Choice
Identify the choice that best completes the statement or answers the question.

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.	first-line
b.	regional	d.	executive

A primary advantage to businesses using direct marketing to promote their goods and services is that the messages

a.	provide customers with direct access to knowledgeable salespeople	c.	are relatively inexpensive to produce.
b.	enhance the business’s credibility	d.	are sent to those who are mostly likely to buy

Because the Hubert Company is not sure how to define its marketing problem, it should begin examining the issue by

a.	Analyzing the sampling error	c.	Selecting a survey format
b.	Gathering primary marketing data	d.	Conducting exploratory research

What component is important to include in all types of inquiry letters?

a.	Attention-getting title	c.	Contact information
b.	Personal qualifications	d.	Project specifications

During which phase of a product’s life cycle does its profit margins tend to narrow?

a.	Growth	c.	Introduction
b.	Maturity	d.	Decline

Which of the following is an example of secondary source of data that a business can obtain internally:

a.	Government web site	c.	Sales report
b.	Magazine article	d.	Trade journal

What should the first section of an executive summary contain?

a.	A recommended course of action	c.	A letter of authorization
b.	An acknowledgement of the report’s sponsors	d.	A statement of the report’s purpose

Which of the following communication channels is a corporation’s public-relations department most likely to use to maintain positive relationships with shareholders:

a.	Press releases, online social networks, and print advertisements	c.	Newsletters, annual reports, and the company’s web site
b.	News conferences, consumer blogs, and employee manuals	d.	Policy manuals, commercials, and sponsorships

When a salesperson first begins to establish a relationship with a customer, s/he should focus on

a.	asking the customer for the sale	c.	recommending complementary items
b.	putting the customer at ease	d.	describing the product’s benefits

10.

When Elliot was tabulating marketing research data, he transposes some numbers as he was converting raw data into numerical values. What type of error occurred?

a.	Measurement	c.	Response
b.	Recording	d.	Sampling

11.

To take advantage of work-related networking opportunities, a businessperson might benefit by

a.	participating in an online social network.	c.	joining a professional organization.
b.	developing a creative résumé and cover letter.	d.	planning a meeting with sales trainer.

12.

Which of the following are characteristics of effective business information:

a.	Applicable, Historical, and Complete	c.	Usable, Accurate, and Retrievable
b.	Organized, Complex, and Superficial	d.	Current, Simple, and Accessible

13.

Which of the following is an external threat that a company might identify while conducting a situation analysis:

a.	failing interest rates	c.	rising inflation rate
b.	declining unemployment	d.	increasing GDP

14.

Consumers may be prompted to increase their spending when

a.	their confidence levels in the health of the economy decline.	c.	businesses purchase fewer raw materials.
b.	unemployment rates steadily increase over an extended periond of time.	d.	the government implements expansionary monetary policies.

15.

What does a businessperson need to do when preparing for an upcoming negotiation?

a.	Adopt an aggressive negotiating style	c.	Develop a strategy that avoids conflict
b.	Embrace an all or nothing attitude	d.	Analyze the other person’s position

16.

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.	multitasking	c.	multithreading
b.	multiprocessing	d.	multi-user

17.

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.	exaggeration	c.	branding
b.	misrepresentation	d.	exclusivity

18.

Which of the following is an unethical situation in product/service management:

a.	The Simpson Company embellishes the information that it places on its product labels.	c.	Vincent Electronics discontinues production of a slow-moving solar calculator.
b.	Travis Manufacturing uses recycled materials for its product packaging.	d.	Donna’s Dress Boutique obtains deep discounts from a new clothing designer.

19.

A primary reason that businesses expand their operations in foreign countries is to

a.	increase revenues	c.	promote environmental issues
b.	eliminate tax obligations	d.	condense their market shares

20.

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

21.

Which of the following research methods is an appropriate way to gather marketing information when quick responsiveness and low costs are important issues:

a.	Internet survey	c.	Field experiment
b.	Face-to-face interviews	d.	Test marketing

22.

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.	c.	Timely information is usually relevant to the problem or situation at hand
b.	Timely information that is obtained from online sources is usually accurate.	d.	Older information that is obtained from secondary sources lacks credibility.

23.

A business can enhance its customer-service levels after the sales transaction has occurred by

a.	offering training programs and providing technical support.	c.	providing product information and generating referrals
b.	checking inventory status and advertising product specials.	d.	arranging financing and suggestion selling

24.

An apartment buuilding is an example of a(n) __________ investment

a.	Lending	c.	Ownership
b.	Realistic	d.	Domestic

25.

What element of the marketing mix involves consideration such as types of brands that the business carries and the types of support services that business offers?

a.	Place	c.	Product
b.	Price	d.	Promotion

26.

What is a potential benefit to an employee who demonstrates initiative on the job?

a.	Increased emotional intelligence	c.	Fewer performance reviews
b.	Decreased job responsibilities	d.	More advancement opportunities

27.

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	c.	company web site, sales calls, and trade shows
b.	Sales calls, company web site, and marketing audits	d.	Trade shows, sales reports, and employees

28.

Governments that have passed “do not call” laws are restricting promotional activities related to

a.	Direct mail.	c.	Contests
b.	Internet downloads	d.	Telemarketing.

29.

It is often best for a business to use an exclusive distribution pattern when it

a.	Needs to maintain tight control over a product	c.	Prefers to have its intermediaries promote the product
b.	Wants the product to be available in all possible locations	d.	Chooses to eliminate intermediaries

30.

Which of the following is a device that helps to ensure that direct-observation research is collected in a neutral way:

a.	Video camera	c.	Global-orientation systems
b.	Computer-disk player	d.	Fax machine

31.

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.	The manufacturer’s product literature
b.	Branson’s newspaper advertisement	d.	The display model of the product

32.

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 placement	c.	Competitors’ products.
b.	Customers’ suggestions.	d.	Product modification

33.

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.	SWOT analysis	c.	Promotional plan
b.	Financial statement	d.	Marketing mix

34.

Which of the following situations indicates that a marketer should conduct marketing research to resolve a problem

a.	Testing new products	c.	Losing market share
b.	Monitoring competitors	d.	Declining inflation

35.

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.	developing a contest
b.	placing billboard advertisements	d.	sending direct mail.

36.

Which of the following situations best demonstrates why business should retain their records:

a.	A business is planning to sell out to another company	c.	A business is planning to use webinars for employee training
b.	A business is planning to send anniversary cards to employees on the date of their employment	d.	A business is planning to send press releases to the local newspaper

37.

Which of the following data-collection methods obtains product information during the point-of-purchase process:

a.	E-mail survey	c.	Volume-tracking scanner
b.	Statistical survey	d.	Photographic scanner

38.

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.	Dark pantsuit, Blouse, and Low-heel shoes	c.	Black, Sequin dress; Short jacket; and High-heel shoes
b.	Casual pants, Long sleeve T-shirt, and Athletic shoes	d.	Colorful blouse, Short skirt, and Sandals

39.

What is the advantage to a business that installs external surveillance cameras in prominent locations around its property?

a.	Discourages attempted burglaries	c.	Reduces the risk of extortion
b.	Eliminates the need to install alarms	d.	Prevents armed robberies

40.

An important aspect of fulfilling a company’s brand promise is to

a.	Use touch points to create positive customer experiences	c.	Establish different policies for different types of customers
b.	Change the company’s slogan on a regular basis	d.	Develop different trade characters for different market segments

41.

A business’s selling policies are beneficial to customers when they

a.	maximize profitability and achieve sales goals	c.	provide customers with limited credit options
b.	ensure that all customers are treated fairly	d.	restrict the salespeople’s selling activities

42.

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.	Rebate	c.	Warranty
b.	Sweepstakes	d.	Coupon

43.

Why is it important for a business to clearly communicate its budget to employees?

a.	Because the business is legally required to disclose financial information	c.	So employees know when they should work overtime
b.	So employees are aware of their effect on the business’s profits	d.	Because employees need to know when they need to adjust the budget

44.

During lunch in the company’s cafeteria. McKenzie overhead 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	c.	Tell Abby that she overheard the conversation, and assure Abby that her secret is safe.
b.	Promise Kyle that she will not tell anyone about his conversation with Abby	d.	Keep the information to herself and not say anything to anyone

45.

Which of the following is an example of a public relations activity that involves communicating with an internal audience:

a.	Making a donation to a charity	c.	Distributing a press release
b.	Holding a weekly press conference	d.	Developing an employee newsletter

46.

Which of the following is an unethical practice in relation to marketing-information management:

a.	Obtaining a customer’s personal data	c.	Implementing opt-in and opt-out e-mail policies
b.	Using spyware computer programs	d.	Summarizing statistical data in an unusual format

47.

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.	physiological	c.	self-actualization
b.	safety	d.	esteem

48.

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.	Change the distribution strategy from selective to intensive	c.	Purchase higher quantities of the sale items in a timely manner
b.	Send copies of the promotional literature to the store’s vendors	d.	Hire additional warehouse staff for the duration of the sale

49.

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 received the desired product?

a.	Contact the customer and ask him/her what color s/he wants	c.	E-mail the customer to advise him/her that the order is incomplete
b.	Select the color based on the most available in stock	d.	Have the warehouse staff ship one in each color

50.

What marketing function directly affects how well a product will sell and the amount of money the business will make?

a.	Channel Management	c.	Promotion
b.	Product/Service Management	d.	Pricing

51.

Effective note-taking involves summarizing key concepts in ways that

a.	Are meaningful to the note-taker	c.	Reflect proper punctuation and grammar
b.	Make sense to the speaker	d.	Include personal opinion and bias

52.

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.	Demographic changes	c.	Economic resources
b.	Personal attitude	d.	Geographic limitation

53.

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.	review the prospective client’s web site	c.	telephone the prospective client’s vendors
b.	send e-mail inquires to the prospective client’s employees	d.	access the prospective clients Intranet

54.

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.	Mentorship	c.	Volunteer work
b.	Temporary employment	d.	Internship

55.

An electronic interchange (EDI) system facilitates a company’s ability to

a.	improve product durability.	c.	develop new products.
b.	manage product availability.	d.	test product quality.

56.

What is an advantage of product bundling to a business?

a.	the business usually increases its profit margins by offering deep discounts	c.	Customers are usually satisfied with the quality of all the bundled items.
b.	The business is less likely to experience cash-flow problems.	d.	Customers are less likely to buy the individual items from the competitors later.

57.

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

58.

When positioning its corporate brand, it is important for a company to evaluate its competitors so it can determine

a.	points of difference	c.	support services
b.	profit margins.	d.	managerial styles

59.

When participating in a project-status meeting, it is important for a participant to

a.	Monopolize the conversation	c.	Provide information about new company policies
b.	Take notes for the group	d.	Be prepared to provide an update

60.

Kelsey’s work team decides that the best way to approach a situation is to have each member focus on different aspects of the isssue, such as fact finding, positives, negatives, and emotions. What creative-thinking technique is the work team using?

a.	Mind mapping	c.	Unconscious problem loving
b.	Six Thinking Hats	d.	Brainstorming

61.

Which of the following best describes the goal of amplified word-of-mouth:

a.	Improving the quality of goods and services the business offers	c.	Encouraging customers to provide both positive and negative feedback
b.	Building loyal relationships with the customers	d.	Providing information to activists to share with others

62.

Which of the following statements is true about he timeliness of research information

a.	Timely information is usually relevant to the problem or situation at hand	c.	Older information that is obtained from secondary sources lacks credibility
b.	A company that uses out-of-date research data may make poor business decisions	d.	Timely information that is obtained from online sources is usually accurate

63.

How can a business communicate a print advertisement’s message to its audience in an appealing way?

a.	Select a variety of bold fonts and unrelated graphics	c.	Coordinate the advertisements’s elements
b.	Focus more on the text and less on graphics	d.	Use testimonials from celebrities in the news

64.

Which of the following statements is true about the use of computer-coded frequent-shopper cards:

a.	Frequent-shopper cards serve as incentives for customers to buy from other businesses.	c.	Non-cardholders receive points rather than price discounts.
b.	Non-cardholders pay service fees to obtain the lower prices that cardholders pay.	d.	Cardholders receive better discounts on products than non-cardholders.

65.

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.	Puffery
b.	Fear-based	d.	Gender bias

66.

Size, weight, condition, and quality are often factors that government agencies consider when they

a.	review inventory systems	c.	establish cost standards
b.	assign product grades	d.	enforce safety policies

67.

Which of the following is an example of a team leader using a positive incentive to motivate his/her team members:

a.	Karl said, “If this project isn’t done on time, we’re all going to receive bad performance reviews.”	c.	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.”	d.	To ease the tension in the group, Calvin told a joke, which made all the members laugh.

68.

Which of the following is an important aspect of a business’s operations function:

a.	Hiring qualified employees	c.	Locating potential customers
b.	Establishing efficient processes	d.	Providing access to information

69.

A retailer advertises discounted prices for certain items in a local newspaper and deliberately does not change the prices of the items in this 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.	dumping.	c.	collusion.
b.	scanner fraud.	d.	price discrimination.

70.

What type of software program allows a business employee and customer to communicate in real time from a computer by typing text?

a.	Call tracking	c.	Database
b.	Procurement	d.	Instant Messaging

71.

Which of the following questions does a well-written marketing-research brief answer:

a.	Did we achieve the desired outcome?	c.	Can we effectively enter a new market?
b.	Why are sales decreasing?	d.	What is the purpose of the research?

72.

A government establishes an organization that monitors and ensures that businesses are complying with advertising laws. This organization is an example of a

a.	Lobbying group	c.	A regulatory agency
b.	Legislative body	d.	Watchdog corporation

73.

In relation to career success, it’s important for individuals to assess their strengths and weaknesses so they can

a.	change their personalities	c.	eliminate conflict
b.	apply their talents where they are best used.	d.	improve their relationships with friends

74.

Which of the following is often a factor that a business considers when evaluating a vendor’s performance:

a.	Accounting methods	c.	Order accuracy
b.	Invoice number	d.	Business plan

75.

A primary Factor that a business considers when deciding to participate in a trade show is the

a.	cost of the concessions.	c.	business’s operation policies.
b.	number of expected visitors	d.	business’s inventory levels.

76.

To reduce the risk of bribery in selling situations, it is a good idea for businesses to develop

a.	diversity training manuals	c.	product delivery policies
b.	promotional budgets	d.	entertainment guidelines

77.

Which of the following situations is an example of a public-relations activity:

a.	Jana prepares a press release about her firm’s new licensing agreement with a large company.	c.	Evan coordinates an upcoming sales promotion with the company’s purchasing manager.
b.	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.

78.

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, low
b.	high, high	d.	low, low

79.

Before you analyze the available information to solve a problem, it is important to

a.	identify and check your assumptions.	c.	ask for input from your peers.
b.	brainstorm possible solutions.	d.	determine the best solution from several alternatives.

80.

One way to demonstrate active listening is by

a.	Interrupting the speaker to ask questions	c.	Focusing your attention on distractions
b.	Taking steps to minimize barriers	d.	Concentrating only on the points that you want to hear

81.

When evaluating the wording of a survey, the editor should make sure that each question contains

a.	Impressive but vague language	c.	Simple words without jargon
b.	Vocabulary with dual meanings	d.	Clear, technical terms

82.

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

83.

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.	Budget	c.	Situation analysis
b.	Executive summary	d.	Strategy

84.

An important aspect of a business’s production efforts is

a.	developing compensation policies	c.	identifying financing options
b.	scheduling a sales promotion	d.	obtaining the necessary resources

85.

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.	behavior
b.	psychographics	d.	demographics

86.

A good indication that you may be making an unethical choice is if you

a.	Make excuses to justify your behavior	c.	Disagree with the rules
b.	Attempt to be objective	d.	Maintain confidential information

87.

What entertaining form of Internet promotion involves animations that float across the computer screen and move back to their original space?

a.	Banner ads	c.	Interstitials
b.	Media-rich advertising	d.	Blogs

88.

Ethan is a human resources manager who is attending a job fair to discuss employment opportunities wth job-fair attendees. This is an example of a ___________ activity.

a.	Recruiting	c.	Training
b.	Compliance	d.	Sales-promotion

89.

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

90.

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.	Competitive advantage	c.	Superior quality
b.	Time utility	d.	Touch points

91.

When developing a sampling plan for a marketing-research project, a business must first determine

a.	The validity of the information	c.	How to predict the sample group’s responses.
b.	How the researchers should code the responses	d.	The size of the group it intends to survey

92.

Which of the following situations is an example of SUGGNIG:

a.	A marketer tells a customer that s/he is conducting research, and then begins a sales pitch	c.	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.	d.	A business promotes a product by sending samples to its customers without authorization

93.

Office supplies, computers, steel, and signage are examples of _________ resources that might be needed for projects

a.	perishable	c.	support
b.	donated	d.	tangible

94.

A critical aspect of financial planning involves

a.	Investing in high-risk securities	c.	Setting broad financial goals
b.	Saving money for unexpected situations	d.	Obtaining several credit cards

95.

A business should strive to keep its cash conversion cycle as short as possible so it

a.	Has fewer liquid assets	c.	Has cash available to use
b.	Can increase its profit margin	d.	Can earn dividends

96.

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.	autoresponder	c.	mechanical reaction
b.	timed reply	d.	instant message

97.

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.	Range	c.	Median
b.	Mode	d.	Average

98.

The primary advantage to businesses sing electronic data interchange (EDI) systems in the channel management function is that the systems

a.	Streamline communications between buys and sellers	c.	Ensure that product quality standards are achieved
b.	Allow sellers to track the transportation route of orders	d.	Provide buyers with a greater selection of goods and services

99.

Slotting allowances are an ethical issue that businesses must consider because these types of fees can

a.	Decrease channel reliability	c.	Increase customers’ choices
b.	Discourage innovation	d.	Encourage high tariffs

100.

Which of the following is a situation in which horizontal conflict may occur among channel members:

a.	Chargebacks	c.	Scrambled merchandising
b.	Direct selling	d.	Franchisor restriction on franchisees