Question 1

Which of the following is a similarity between a production orientation and a sales orientation?

Accepted Answer

A) Both ignore the importance of assessing a firm's internal capabilities. 
B) Both lack an understanding of the needs and wants of the marketplace. 
C) Both place little emphasis on the assessment of manufacturing plants and facilities. 
D) Both fail in a market where demand exceeds supply. 
A) Both ignore the importance of assessing a firm's internal capabilities. 
B) Both lack an understanding of the needs and wants of the marketplace. 
C) Both place little emphasis on the assessment of manufacturing plants and facilities. 
D) Both fail in a market where demand exceeds supply.

Question 2

Which of the following statements is true of production-oriented firms?

Accepted Answer

A) They do not focus on their internal capabilities. 
B) They do not understand the needs and wants of the marketplace. 
C) They focus on their customers and have quick cycle times. 
D) They determine what products their customers want and then produce them. 
A) They do not focus on their internal capabilities. 
B) They do not understand the needs and wants of the marketplace. 
C) They focus on their customers and have quick cycle times. 
D) They determine what products their customers want and then produce them.

Question 3

A market-oriented organization believes that the social and economic justification for an organization's existence is the satisfaction of customer wants and needs while meeting organizational objectives.

Accepted Answer

A) True 
 B)False

Question 4

Marketing career opportunities do not exist in nonbusiness organizations.

Accepted Answer

A) True 
 B)False

Question 5

Define customer value, and discuss ways to provide customer value.

Accepted Answer

Answers will vary. Customer value is the

Question 6

Teamwork entails collaborative efforts of people to accomplish common objectives.

Accepted Answer

A) True 
 B)False

Question 7

The sales orientation extends the marketing concept by acknowledging that some products that customers want may not really be in their best interests or the best interests of society as a whole.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following statements is true of market-oriented personnel?

Accepted Answer

A) They tend to be inward looking and are internally focused. 
B) They focus on selling what the organization makes. 
C) They build short-term relationships with customers. 
D) They derive their profits from an external focus. 
A) They tend to be inward looking and are internally focused. 
B) They focus on selling what the organization makes. 
C) They build short-term relationships with customers. 
D) They derive their profits from an external focus.

Question 9

In the context of marketing, an exchange refers to people giving up something in order to receive something else they would rather have.

Accepted Answer

A) True 
 B)False

Question 10

Why should people study marketing?

Accepted Answer

Answers will vary. There are several imp

Question 11

Which of the following statements is true of customer relationship management?

Accepted Answer

A) It involves targeting the average customer or everybody. 
B) It involves establishing and tracking customer interactions with the company. 
C) It considers all customers as one large group that should be targeted with a single promotional strategy. 
D) It is used by sales-oriented firms to convince customers to buy their products. 
A) It involves targeting the average customer or everybody. 
B) It involves establishing and tracking customer interactions with the company. 
C) It considers all customers as one large group that should be targeted with a single promotional strategy. 
D) It is used by sales-oriented firms to convince customers to buy their products.

Question 12

Briefly discuss the concept of marketing.

Accepted Answer

Answers will vary. Marketing has two fac

Question 13

Which of the following is a sales-oriented organization?

Accepted Answer

A) Fournotts Corp., which produces what the company management thinks it can produce best 
B) Magnira Corp., which understands the needs and wants of the marketplace 
C) Fillets Inc., which believes that aggressive promotion techniques can result in high sales 
D) Laelle Inc., which believes that a sale is based on a customer's decision to purchase a product 
A) Fournotts Corp., which produces what the company management thinks it can produce best 
B) Magnira Corp., which understands the needs and wants of the marketplace 
C) Fillets Inc., which believes that aggressive promotion techniques can result in high sales 
D) Laelle Inc., which believes that a sale is based on a customer's decision to purchase a product

Question 14

Researchers at Fresnas Inc. invented a new form of glass that filters harmful rays of sunlight and blocks heat. Without researching the market conditions, Fresnas Inc. manufactured windshields with the new glass. It hopes that customers will like its new product. In this scenario, Fresnas Inc. has adopted a _____.

Accepted Answer

A) sales orientation 
B) production orientation 
C) market orientation 
D) societal marketing orientation 
A) sales orientation 
B) production orientation 
C) market orientation 
D) societal marketing orientation

Question 15

Which of the following statements is true of market-oriented firms?

Accepted Answer

A) They focus on their internal capabilities rather than on the desires and needs of the customers. 
B) They believe that people will buy more goods and services if aggressive sales techniques are used and that high sales result in high profits. 
C) They assume that a sale does not depend on an aggressive sales force but rather on a customer's decision to purchase a product. 
D) They claim that people must give up something in order to receive something else they would rather have. 
A) They focus on their internal capabilities rather than on the desires and needs of the customers. 
B) They believe that people will buy more goods and services if aggressive sales techniques are used and that high sales result in high profits. 
C) They assume that a sale does not depend on an aggressive sales force but rather on a customer's decision to purchase a product. 
D) They claim that people must give up something in order to receive something else they would rather have.

Question 16

Allied Inc., a beverage manufacturer, follows a societal marketing orientation. It wants to revamp its existing containers as they were found to be harmful to its users. In this case, Allied Inc. should:

Accepted Answer

A) change the label of the old containers and use them. 
B) sell containers that will leave high amounts of chemical wastes when burned. 
C) produce containers that are less toxic than its previous containers. 
D) manufacture containers that cannot be reused. 
A) change the label of the old containers and use them. 
B) sell containers that will leave high amounts of chemical wastes when burned. 
C) produce containers that are less toxic than its previous containers. 
D) manufacture containers that cannot be reused.

Question 17

A local grocer groups his customers into specific groups based on what products they buy and when they buy them. The grocer then schedules shipments of specific items based on these customer segments and offers different kinds of promotions to different customer groups. This is an example of customer relationship management.

Accepted Answer

A) True 
 B)False

Question 18

A market-oriented organization targets its products at "everybody" or "the average customer."

Accepted Answer

A) True 
 B)False

Question 19

Which of the following statements is true of customer relationship management?

Accepted Answer

A) It involves linking all processes of a company from its customers through its suppliers. 
B) It tries to convince potential customers to buy, even if the seller knows that the customer and the product are mismatched. 
C) It is used more by sales-oriented firms than market-oriented firms. 
D) It is most extensively used by production-oriented firms. 
A) It involves linking all processes of a company from its customers through its suppliers. 
B) It tries to convince potential customers to buy, even if the seller knows that the customer and the product are mismatched. 
C) It is used more by sales-oriented firms than market-oriented firms. 
D) It is most extensively used by production-oriented firms.

Question 20

Which of the following statements is true of marketing?

Accepted Answer

A) It makes products inaccessible to low-income customers. 
B) It offers great career opportunities in business and nonbusiness organizations. 
C) It is an unnecessary luxury in food business. 
D) It is limited to the people of the marketing department of a firm. 
A) It makes products inaccessible to low-income customers. 
B) It offers great career opportunities in business and nonbusiness organizations. 
C) It is an unnecessary luxury in food business. 
D) It is limited to the people of the marketing department of a firm.

Which of the following is a similarity between a production orientation and a sales orientation?

Which of the following statements is true of production-oriented firms?

A market-oriented organization believes that the social and economic justification for an organization's existence is the satisfaction of customer wants and needs while meeting organizational objectives.

Marketing career opportunities do not exist in nonbusiness organizations.

Define customer value, and discuss ways to provide customer value.

Teamwork entails collaborative efforts of people to accomplish common objectives.

The sales orientation extends the marketing concept by acknowledging that some products that customers want may not really be in their best interests or the best interests of society as a whole.

Which of the following statements is true of market-oriented personnel?

In the context of marketing, an exchange refers to people giving up something in order to receive something else they would rather have.

Why should people study marketing?

Which of the following statements is true of customer relationship management?

Briefly discuss the concept of marketing.

Which of the following is a sales-oriented organization?

Which of the following statements is true of market-oriented firms?

Allied Inc., a beverage manufacturer, follows a societal marketing orientation. It wants to revamp its existing containers as they were found to be harmful to its users. In this case, Allied Inc. should:

A market-oriented organization targets its products at "everybody" or "the average customer."

Which of the following statements is true of customer relationship management?

Which of the following statements is true of marketing?

Strategic Planning for Competitive Advantage

Ethics and Social Responsibility

The Marketing Environment

Developing a Global Vision

Consumer Decision Making

Business Marketing

Segmenting and Targeting Markets

Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Supply Chain Management and Marketing Channels

Retailing

Marketing Communications

Advertising, Public Relations, and Sales Promotion

Personal Selling and Sales Management

Social Media and Marketing

Pricing Concepts

Filters

Exam 1: An Overview of Marketing

Which of the following is a similarity between a production orientation and a sales orientation?

Which of the following statements is true of production-oriented firms?

A market-oriented organization believes that the social and economic justification for an organization's existence is the satisfaction of customer wants and needs while meeting organizational objectives.

Marketing career opportunities do not exist in nonbusiness organizations.

Define customer value, and discuss ways to provide customer value.

Teamwork entails collaborative efforts of people to accomplish common objectives.

The sales orientation extends the marketing concept by acknowledging that some products that customers want may not really be in their best interests or the best interests of society as a whole.

Which of the following statements is true of market-oriented personnel?

In the context of marketing, an exchange refers to people giving up something in order to receive something else they would rather have.

Why should people study marketing?

Which of the following statements is true of customer relationship management?

Briefly discuss the concept of marketing.

Which of the following is a sales-oriented organization?

Which of the following statements is true of market-oriented firms?

Allied Inc., a beverage manufacturer, follows a societal marketing orientation. It wants to revamp its existing containers as they were found to be harmful to its users. In this case, Allied Inc. should:

A market-oriented organization targets its products at "everybody" or "the average customer."

Which of the following statements is true of customer relationship management?

Which of the following statements is true of marketing?

Strategic Planning for Competitive Advantage

Ethics and Social Responsibility

The Marketing Environment

Developing a Global Vision

Consumer Decision Making

Business Marketing

Segmenting and Targeting Markets

Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Supply Chain Management and Marketing Channels

Retailing

Marketing Communications

Advertising, Public Relations, and Sales Promotion

Personal Selling and Sales Management

Social Media and Marketing

Pricing Concepts

Filters