Question 1

How do personnel in sales-oriented firms differ from personnel in market-oriented firms?

Accepted Answer

A) Personnel in sales-oriented firms tend to be inward looking. 
B) Personnel in sales-oriented firms focus on making what the market wants. 
C) Personnel in sales-oriented firms enhance individuals' and society's long-term best interests. 
D) Personnel in sales-oriented firms determine the needs of both the final buyer and intermediaries. 
A) Personnel in sales-oriented firms tend to be inward looking. 
B) Personnel in sales-oriented firms focus on making what the market wants. 
C) Personnel in sales-oriented firms enhance individuals' and society's long-term best interests. 
D) Personnel in sales-oriented firms determine the needs of both the final buyer and intermediaries.

Question 2

Which of the following is the meaning of promotion in the marketing mix?

Accepted Answer

A) quantifying of a value in exchange for a company's offering 
B) the tangible and intangible aspects of a company's offering 
C) making an offering available to the customer 
D) the visible activities of marketing 
A) quantifying of a value in exchange for a company's offering 
B) the tangible and intangible aspects of a company's offering 
C) making an offering available to the customer 
D) the visible activities of marketing

Question 3

Shaun wanted to purchase a used car. He was willing to either trade his old car or pay cash to get what he wanted. What was missing from this exchange?

Accepted Answer

A) There must be at least two parties involved. 
B) Money must be used in the transaction. 
C) At least one party must feel obligated to accept the offer. 
D) At least one party must have something of value that the other party desires. 
A) There must be at least two parties involved. 
B) Money must be used in the transaction. 
C) At least one party must feel obligated to accept the offer. 
D) At least one party must have something of value that the other party desires.

Question 4

Company XYZ is building marketing activities to keep a consistent message and look. Which of the following strategies would be used in this situation?

Accepted Answer

A) product 
B) price 
C) place 
D) promotion 
A) product 
B) price 
C) place 
D) promotion

Question 5

What is customer value? How can marketers make sure customers perceive their companies/products as sources of value?

Accepted Answer

Customer value is the relationship betwe

Question 6

What does the marketing concept involve?

Accepted Answer

A) focusing on customers' wants so that the organization can distinguish its product (or products) from the competitors' products 
B) selling products at the highest prices that the market will bear with the idea of maximizing profits in the short run 
C) selling as much product as possible under the assumption people will buy more goods and services if aggressive selling techniques are used 
D) focusing on production in order to increase product quality and lower prices 
A) focusing on customers' wants so that the organization can distinguish its product (or products) from the competitors' products 
B) selling products at the highest prices that the market will bear with the idea of maximizing profits in the short run 
C) selling as much product as possible under the assumption people will buy more goods and services if aggressive selling techniques are used 
D) focusing on production in order to increase product quality and lower prices

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

What is a need?

Accepted Answer

A) an itch 
B) a desire for something 
C) a want 
D) a belief that makes the customer satisfied 
A) an itch 
B) a desire for something 
C) a want 
D) a belief that makes the customer satisfied

Question 9

Discuss the differences between sales and market orientations using the following five characteristics as guidelines: (1) the organization's focus, (2) the business the organization is in, (3) the people to whom the product is directed, (4) the organization's primary goal, and (5) the tools used to achieve that goal.

Accepted Answer

Organization's focus: With a sales orien

Question 10

Which of the following is similar to the product in the marketing mix?

Accepted Answer

A) the needs that are being satisfied and how to best package them 
B) taking factors into consideration and making the best decision 
C) making an offering available to the customer 
D) the visible activities of marketing 
A) the needs that are being satisfied and how to best package them 
B) taking factors into consideration and making the best decision 
C) making an offering available to the customer 
D) the visible activities of marketing

Question 11

Which of the following best describes 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

Canadian Smoked Turkey Inc. is mail-order business that doesn't accept credit cards and doesn't have a toll-free number for customers to call. It may be old-fashioned but has a very loyal following. What does Canadian Smoked Turkey probably use to maintain these long-term ties to its customers?

Accepted Answer

A) reactive marketing 
B) synergistic management 
C) relationship marketing 
D) promotional marketing 
A) reactive marketing 
B) synergistic management 
C) relationship marketing 
D) promotional marketing

Question 13

Which of the following is a characteristic of customer loyalty?

Accepted Answer

A) maintaining and building trust with the customer 
B) developing and establishing a relationship with the customer 
C) increasing company profits through sales 
D) increasing company profits using a pricing strategy 
A) maintaining and building trust with the customer 
B) developing and establishing a relationship with the customer 
C) increasing company profits through sales 
D) increasing company profits using a pricing strategy

Question 14

What is the definition of want?

Accepted Answer

A) product or service that is not a necessity 
B) product or service that is a necessity 
C) product or service a consumer needs 
D) product or service that is built for the customer 
A) product or service that is not a necessity 
B) product or service that is a necessity 
C) product or service a consumer needs 
D) product or service that is built for the customer

Question 15

Which of the following is the meaning of price in the marketing mix?

Accepted Answer

A) quantifying of a value in exchange for a company's offering 
B) taking factors into consideration and making the best decision 
C) making an offering available to the customer 
D) the visible activities of marketing 
A) quantifying of a value in exchange for a company's offering 
B) taking factors into consideration and making the best decision 
C) making an offering available to the customer 
D) the visible activities of marketing

Question 16

Shoppers at a supermarket can request Smart Partner cards. A percentage of the amount of money each shopper spends is given to a school of their choice. What type of orientation does the supermarket have?

Accepted Answer

A) societal marketing orientation 
B) supplier orientation 
C) sales orientation 
D) philanthropic orientation 
A) societal marketing orientation 
B) supplier orientation 
C) sales orientation 
D) philanthropic orientation

Question 17

Four competing philosophies strongly influence the role of marketing and marketing activities within an organization. Name and briefly describe each of these four philosophies.

Accepted Answer

Production orientation: This orientation

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is a drawback of the sales-orientation philosophy?

Accepted Answer

A) It gives excessive importance to the needs and wants of the marketplace. 
B) It cannot convince people to buy goods that are neither wanted nor needed. 
C) It places little emphasis on the assessment of manufacturing plants and facilities. 
D) It gives importance to the production function over other functions. 
A) It gives excessive importance to the needs and wants of the marketplace. 
B) It cannot convince people to buy goods that are neither wanted nor needed. 
C) It places little emphasis on the assessment of manufacturing plants and facilities. 
D) It gives importance to the production function over other functions.

Question 20

Which of the following best describes a sales orientation?

Accepted Answer

A) Consumers can be convinced to buy goods or services even though they do not need them. 
B) Sales-oriented firms understand the needs and wants of the marketplace. 
C) Sales-oriented firms give maximum emphasis to society's long-term best interests. 
D) Intermediaries are encouraged to push manufacturers' products aggressively. 
A) Consumers can be convinced to buy goods or services even though they do not need them. 
B) Sales-oriented firms understand the needs and wants of the marketplace. 
C) Sales-oriented firms give maximum emphasis to society's long-term best interests. 
D) Intermediaries are encouraged to push manufacturers' products aggressively.

How do personnel in sales-oriented firms differ from personnel in market-oriented firms?

Which of the following is the meaning of promotion in the marketing mix?

Shaun wanted to purchase a used car. He was willing to either trade his old car or pay cash to get what he wanted. What was missing from this exchange?

Company XYZ is building marketing activities to keep a consistent message and look. Which of the following strategies would be used in this situation?

What is customer value? How can marketers make sure customers perceive their companies/products as sources of value?

What does the marketing concept involve?

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

What is a need?

Which of the following is similar to the product in the marketing mix?

Which of the following best describes customer relationship management?

Canadian Smoked Turkey Inc. is mail-order business that doesn't accept credit cards and doesn't have a toll-free number for customers to call. It may be old-fashioned but has a very loyal following. What does Canadian Smoked Turkey probably use to maintain these long-term ties to its customers?

Which of the following is a characteristic of customer loyalty?

What is the definition of want?

Which of the following is the meaning of price in the marketing mix?

Shoppers at a supermarket can request Smart Partner cards. A percentage of the amount of money each shopper spends is given to a school of their choice. What type of orientation does the supermarket have?

Four competing philosophies strongly influence the role of marketing and marketing activities within an organization. Name and briefly describe each of these four philosophies.

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

Which of the following is a drawback of the sales-orientation philosophy?

Which of the following best describes a sales orientation?

The Marketing Environment, Social Responsibility, and Ethics

Strategic Planning for Competitive Advantage

Developing a Global Vision

Marketing Research

Consumer Decision Making

Business Marketing

Segmenting, Targeting, and Positioning

Customer Relationship Management CRM

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Setting the Right Price

Marketing Channels and Supply Chain Management

Retailing

Marketing Communication

Advertising, Public Relations, and Direct Response

Sales Promotion and Personal Selling

Social Media and Promotion

Filters

Exam 1: An Introduction to Marketing

How do personnel in sales-oriented firms differ from personnel in market-oriented firms?

Which of the following is the meaning of promotion in the marketing mix?

Shaun wanted to purchase a used car. He was willing to either trade his old car or pay cash to get what he wanted. What was missing from this exchange?

Company XYZ is building marketing activities to keep a consistent message and look. Which of the following strategies would be used in this situation?

What is customer value? How can marketers make sure customers perceive their companies/products as sources of value?

What does the marketing concept involve?

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

What is a need?

Which of the following is similar to the product in the marketing mix?

Which of the following best describes customer relationship management?

Canadian Smoked Turkey Inc. is mail-order business that doesn't accept credit cards and doesn't have a toll-free number for customers to call. It may be old-fashioned but has a very loyal following. What does Canadian Smoked Turkey probably use to maintain these long-term ties to its customers?

Which of the following is a characteristic of customer loyalty?

What is the definition of want?

Which of the following is the meaning of price in the marketing mix?

Shoppers at a supermarket can request Smart Partner cards. A percentage of the amount of money each shopper spends is given to a school of their choice. What type of orientation does the supermarket have?

Four competing philosophies strongly influence the role of marketing and marketing activities within an organization. Name and briefly describe each of these four philosophies.

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

Which of the following is a drawback of the sales-orientation philosophy?

Which of the following best describes a sales orientation?

The Marketing Environment, Social Responsibility, and Ethics

Strategic Planning for Competitive Advantage

Developing a Global Vision

Marketing Research

Consumer Decision Making

Business Marketing

Segmenting, Targeting, and Positioning

Customer Relationship Management CRM

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Setting the Right Price

Marketing Channels and Supply Chain Management

Retailing

Marketing Communication

Advertising, Public Relations, and Direct Response

Sales Promotion and Personal Selling

Social Media and Promotion

Filters