Fresh Marketing And Sales Executive Interview Questions & Answers:

1. ____________factors are most popular bases for segmenting customer groups.

* a) Geographic
* b) Demographic
* c) Psychographic
* d) Behavioral

Answer b

2. Fact that services are sold, produced, and consumed at the same time refers to which of the following service characteristics:

* a) Intangibility
* b) Inseparability
* c) Variability
* d) Perishability

Answer b

3. ________________ is process of evaluating each market segments attractiveness and selecting one or more segments to enter.

* a) Mass marketing
* b) Market segmentation
* c) Market targeting
* d) Market positioning

Answer c

4. It is fact that there are 24 million left-handed people in the United States, however, most marketers do not attempt to appeal to or design products for this group because there is little in the way of census data about this group. Therefore, this group fails in one of the requirements for effective segmentation. Which of the following is most likely to apply in this case?

* a) Actionable
* b) Substantial
* c) Differentiable
* d) Measurable

Answer d

5. Many firms have sought relief from foreign competition by demanding protectionism policies by the U.S. government. A better way for companies to compete is to expand into foreign markets and:

* a) Lower prices
* b) Increase promotion both at home and abroad
* c) Continuously improve their products at home
* d) Join into cartels at home

Answer c

6. _____________ is principle of enlightened marketing that requires that a company seek real product and marketing improvements.

* a) Innovative marketing
* b) Consumer-oriented marketing
* c) Value marketing
* d) Sense-of-mission marketing

Answer a

7. Terms of special product life cycles, a _____________ is a basic and distinctive mode of expression.

* a) Genre
* b) Style
* c) Fashion
* d) Fad

Answer b

8. _______________ are ads that appear while subscribers are surfing online services or Web sites, including banners, pop-up windows, "tickers," and "roadblocks"

* a) Online infomercials
* b) Online ads
* c) Online broadcasts
* d) Online bullets

Answer b

9. _____________ consists of dividing a market into distinct groups of buyers; on the basis of needs, characteristics, or behavior, which might require separate products or marketing mixes.

* a) Product differentiation
* b) Market segmentation
* c) Market targeting
* d) Market positioning

Answer b

10. When company enters a new product category for which its current brand names are not appropriate, it will likely follow which of the following brand strategies?

* a) Product extensions
* b) Line extensions
* c) Brand extensions
* d) New brands

Answer d

11. __________ is general term for a buying and selling process that is supported by electronic means.

* a) Internet commerce
* b) Web commerce
* c) Computer commerce
* d) Electronic commerce

Answer d

12. Wal-Mart owned Sams club is example of retail form called a(n):

* a) Factory outlet
* b) Super specialty store
* c) Seconds store
* d) Warehouse club

Answer d

13. Successful ________________ depends on how well company blends its people, organizational structure, decision and reward systems, and company culture into a cohesive program that supports its strategies.

* a) Marketing strategy
* b) Marketing control
* c) Marketing analysis
* d) Marketing implementation

Answer d

14. Yahoo, Info seeks, and Excite all are called:

* a) Browsers
* b) Web casters
* c) Search engines
* d) Software

Answer c

15. Type of sales presentation approach that requires good listening and problem-solving skills is:

* a) Canned approach
* b) Formula approach
* c) Need-satisfaction approach
* d) Critical-thinking approach

Answer c

16. Anything that can be offered to market for attention, acquisition, use, or consumption that might satisfy a want or need is called a(n):

* a) Idea
* b) Demand
* c) Product
* d) Service

Answer c

17. _______________ is quoted as saying , "everyone lives by selling something."

* a) Bill Gates
* b) Robert Louis Stevenson
* c) Arthur Miller
* d) Henry Ford

Answer b

18. Successful service companies focus on their attention on both their customers and their employees. They understand ___________________, which links service firm profits with employee and customer satisfaction.

* a) Internal marketing
* b) service-profit chains
* c) Interactive marketing
* d) Service differentiation

Answer b

19. Using successful brand name to introduce additional items in a given product category under the same brand name (such as new flavors, forms, colors, added ingredients, or package sizes) is called a(n):

* a) Line extension
* b) Brand extension
* c) Multi-branding
* d) New brands

Answer a

20. If company's objective were to reach masses of buyers that were geographically dispersed at a low cost per exposure, the company would likely choose which of the following promotion forms.

* a) Advertising
* b) Personal selling
* c) Public relations
* d) Sales promotion

Answer a

21. Use of price points for reference to different levels of quality for a company is related products are typical, of which product-mix pricing strategy:

* a) Optional-product pricing
* b) Captive-product pricing
* c) By-product pricing
* d) Product line pricing

Answer d

22. Total number of items that the company carries within its product lines refers to the ___________ of the product mix.

* a) Width
* b) Depth
* c) Length
* d) Consistency

Answer c

23. A (n) __________________ are computerized collections of the information obtained from data sources within the company.

* a) Retrieval systems
* b) Marketing research reports
* c) Flow diagrams and PERT charts
* d) Internal databases

Answer d

24. Typical method of retail operation used by supermarkets and catalog showrooms is called:

* a) Self-service retailing
* b) Limited-service retailing
* c) Full-service retailing
* d) Service-merchandiser

Answer a

25. Orange juice manufacturers know that orange juice is most often consumed in the mornings. However, they would like to change this and make the drink acceptable during other times during the day. Which form of segmentation would they need to work with and establish strategy reflective of their desires?

* a) Gender segmentation
* b) Benefit segmentation
* c) Occasion segmentation
* d) Age and life-cycle segmentation

Answer c

26. _____________ includes the practices such as overstating the products features or performance, luring the customer to the store for a bargain that is out of stock, or running rigged contests.

* a) Deceptive promotion
* b) Deceptive packaging
* c) Deceptive pricing
* d) Deceptive cost structure

Answer a

27. More and the more salespeople are being evaluated and compensated based on different measures than in the past. All of the following are illustrations of those measures except:

* a) Long-term customer satisfaction
* b) Competitive predatory pricing performance
* c) Full customer service
* d) Retention rates

Answer b

28. ___________ have the contractual authority to sell a manufacturers entire output.

* a) Selling agents
* b) Rack jobbers
* c) Manufacturer's agents
* d) Purchasing agents

Answer a

29. Sellers that the handle their own exports are engaged in:

* a) Direct exporting
* b) Indirect exporting
* c) Licensing
* d) Contract manufacturing

Answer a

30. Child in the United States is normally exposed to all of the following values except:

* a) Achievement and success
* b) Activity and involvement
* c) Material comfort
* d) Collectivism

Answer d

31. Terms of execution styles, a family seated at the dinner table enjoying the advertised product would be an example of which of the following types of advertising:

* a) Slice of life
* b) Lifestyle
* c) Mood or imagery
* d) Personality symbol

Answer a

32. Internet evolved from a network created by _________________ during the 1960s.

* a) The Commerce Department
* b) The Massachusetts Institute of Technology (MIT)
* c) Northwestern University
* d) The Defense Department

Answer d

33. Concerns that manufacturers of harmful products such as tobacco have influence on lawmakers to the detriment of the public interest are used as evidence of, which criticism of marketing:

* a) Too much advertising
* b) Too few social goods
* c) Cultural pollution
* d) Too much political power

Answer d

34. _________ describes the changes in an individuals behavior arising from experience.

* a) Modeling
* b) Motivation
* c) Perception
* d) Learning

Answer d

35. ____________ is a person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts influence on others.

* a) Facilitator
* b) Referent actor
* c) Opinion leader
* d) Social role player

Answer c