40 Free Test Bank for Marketing Management 1st
Edition by Iacobucci Multiple Choice Questions
What is one of the largest factors stressing out marketers these
days?
1.
2.
3.
4.

a. the pressure increase stock price
b. the pressure to prove they are valuable
c. the pressure to show results
d. the pressure to produce more money than R&D

Fundamentally, the best marketers put themselves in the place of
their _____.
1.
2.
3.
4.

a. company
b. customers
c. competitors
d. friends

One reason marketers want to quantify how effective their programs
are is to show that they increase profits. The other reason
marketers want to quantify their effectiveness is to _____.
1.
2.


Which of the following is defined to be an exchange between a firm
and its customers?
1.
2.

a. advertising
b. consumer behavior


3.
4.

c. marketing
d. finance

Marketing can make customers happier, which makes companies
____.
1.
2.
3.
4.

a. more profitable
b. less vulnerable
c. more operational
d. more ductile

The question, “Will customers want what your company is prepared
to produce?,” best describes with of these 4Ps?

d. pets

Advertising's goal is to enhance _____.
1.
2.
3.
4.

a. brand image
b. profit
c. marketing
d. purchases

Great marketing is based on ______ laws of human and
organization behavior.
1.
2.
3.
4.

a. philosophical
b. feelings about
c. intuitive
d. economic and psychological

Which of the following is NOT part of the 5Cs?
1.
2.

a. context

d. marketing concepts

The marketing framework can be used when you’re ____.
1.
2.
3.
4.

a. buying a car
b. working on a case for class
c. trying to decide where to eat lunch
d. doing your taxes

The book gives a clear knowledge of marketing at both the strategic
and conceptual level as well as the ____.
1.
2.
3.
4.

a. virtual level
b. tactical, hands-on level
c. lower level
d. psychological level

The outcome orientation perspective of ethics is called ____.
1.
2.
3.
4.


What is marketing NOT all about?
1.
2.
3.
4.

a. finding out what customers like
b. providing what customers like
c. making a profit
d. organizing the structure of a business

The 4Ps include all of the following EXCEPT:
1.
2.
3.
4.

a. positioning
b. price
c. product
d. place

Which of the following is NOT a part of STP?
1.
2.
3.
4.

a. segmentation

3.
4.

a. psychological
b. philosophical
c. deontological
d. consequentialism

The textbook will assume that _____ will be used for data intake in
a company.
1.
2.
3.
4.

a. experts
b. the Internet
c. polls
d. focus groups


What did the early marketplace primarily focus on?
1.
2.
3.
4.

a. product
b. promotion
c. price

2.
3.
4.

a. business situation
b. 5Cs
c. STP
d. ARA

What do the letters CMO represent?
1.
2.
3.
4.

a. Chief Management Officer
b. Central Marketing Organization
c. Central Management Officer
d. Chief Marketing Officer

Each chapter in the textbook answers what question?
1.
2.
3.
4.

a. Which of the 5Cs is covered in this chapter?
b. What is the topic in this chapter?
c. What makes a great marketer?
d. What do you need to do to market your own business?

gs you might hear is:
1.
2.
3.
4.

a. Marketing is sales and advertising
b. Marketing is fun
c. Marketing is the backbone of all business
d. Marking is not profitable

What is the result companies see from happier customers due to
marketing?
1.
2.
3.
4.

a. Companies are less profitable
b. Companies market less
c. Companies are more profitable
d. Companies see no results

If companies are good and if they’re lucky, the exchange continues i
terating between the customer and the company, ___________ the
tie between them.
1.
2.
3.
4.

d. What do you need to do to market your own business?

47 Free Test Bank for SELL 4th Edition by Ingram
Multiple Choice Questions
Which of the following is most accurate with respect to buyers’
expectations of salespeople?
1.
2.
3.
4.
5.

a.Buyers expect salespeople to be self-serving.
b.Buyers expect salespeople to be driven solely by profit.
c.Ultimately, buyers have little to no expectations of salespeople.
d.Buyers expect sales people to contribute to the success of the buyer’s firm
e.All of the above are accurate.

Need-satisfaction personal selling is based on the idea that:
1.
2.
3.

a.Customers need to be told what they want.
b.The customer needs to know what products the firm offers.
c.Salespeople should be friendly because customers need to feel that they
are appreciated.
4. d.Customers purchase to satisfy a particular need or set of needs.
5. e.Customers have only one need at a time and it must be met before the
salesperson can interest them in any other product.

receiving in exchange for what they’re paying. In other words, they
are concerned about _______________.
1.
2.
3.

a.Marketing
b.Personal selling
c.Customer value


4.
5.

d.Marketing Communications
e.Advertising

Salespeople have contributed to the economic growth of the United
States in two basic ways:
1.
2.
3.
4.
5.

a.By stimulating economic transactions and encouraging research and
development.
b.By bringing producers news about the state of the market and introducing
new products to people in rural areas.
c.By stabilizing economic transactions and assisting in recovery cycles.

c.Public relations.
d.Sales promotions.
e.Publicity.

Continued affirmation selling is:
1.
2.
3.

a.The primary sales method utilized by professional salespeople
b.The same thing as Adaptive Selling
c.A sales presentation that is unplanned and developed in response to the
needs of the customer
4. d.A sales presentation unrelated to stimulus response selling
5. e.An example of stimulus response selling

The problem-solving view of personal selling is an extension of:
1.
2.
3.
4.

a.Needs-satisfaction selling.
b.Stimulus-response selling.
c.Contingency selling.
d.Mental-states selling.


5.



As the evolution of personal selling continues, which of the following
is not a predicted sales force response to an expected change?
1.
2.
3.
4.
5.

a.More emphasis will be placed on developing and maintaining trust-based
long-term customer relationships.
b.Greater emphasis will be placed on team selling.
c.There will be an increase in the use of technology (e.g., laptop computers,
electronic mail, and fax machines).
d.More sales dollars will be spent on advertising.
e.There will be an increase in the globalization of sales efforts.

Sales _____________ is a customer-oriented approach that uses
truthful, non-manipulative tactics to satisfy the long-term needs of
both the customer and the selling firm.
1.
2.
3.
4.
5.

a.Dialogue
b.Pitching
c.Communication
d.Professionalism

a.Top-line, bottom-line
b.Accounting, sales
c.Profit/loss, revenue
d.Cost-of-production, cost-of-sales
e.Bottom-line, top-line

Customers perceptions of what they get for what they have to give
up is referred to as Customer __________
1.
2.
3.
4.
5.

a.Benefits
b.Cost
c.Behavior
d.Engagement
e.None of the above are correct

Which of the roles salespeople play in consultative selling is most
dependent upon the salesperson’s business, industry, and customer
knowledge?
1.
2.
3.
4.
5.

a.Strategic orchestrator



5.

e.Different

Kevin is a salesperson who relies heavily on trust building. This
style of selling is known as?
1.
2.
3.
4.
5.

a.Personal selling
b.Mental states selling
c.Trust-Based relationship selling
d.Canned selling
e.None of the above.

The part of marketing that relies heavily on interpersonal
communication and interaction between buyers and sellers is called
_____________
1.
2.
3.
4.
5.

a.Advertising

d.Only be concerned with meeting your sales quota.
e.Not get involved with your customers' problems.

Which of the five views of personal selling is considered to be the
simplest?
1.
2.
3.
4.
5.

a.Stimulus-response
b.Need-satisfaction
c.Contingency-selling
d.Mental-states
e.Problem-solution

Which of the following statements pertaining to the stimulusresponse form of personal selling is true?


1.
2.

a.The buyer takes a dominant role in the sales dialogue.
b.The stimulus-response sales strategy cannot be used with a canned sales
presentation.
3. c.The stimulus-response sales strategy must be conducted in person because
of the necessity for visual aids.
4. d.An example of the stimulus-response sales strategy would be the continued
affirmation method.

The most important part of the salesperson's job is:
1.
2.
3.
4.
5.

a.Tracking accounts receivable.
b.The sales process.
c.Training new salespersons.
d.Maintaining their credibility and integrity.
e.Attending training sessions.

The primary focus of transaction-focused selling is the
________________________.
1.
2.
3.
4.
5.

a.Salesperson and the selling organization
b.Customer
c.Product
d.Communication process
e.All of the above.

Advantages of most sales jobs include all of the following except?
1.
2.

____________
1.
2.
3.
4.
5.

a.Stimulate the economy; diffusion of innovation
b.Add value; welfare of the company for which she works
c.Uncover needs; solutions
d.Sell products; company’s brands
e.Sell products; development of her customers

Ethan is engage in sales __________ , which refers to a series of
conversations between buyers and sellers that occur as
salespeople attempt to initiate, develop, and enhance customer
relationships
1.
2.
3.
4.
5.

a.Training
b.Dialogue
c.Calling
d.Pitching
e.Both C and D are correct

The sales process begins with:

2.
3.
4.
5.

a.Act as a business consultant and long-term ally.
b.Participate in two-way and collaborative communication.
c.Practice stimulus-response selling.
d.Be actively involved in the customer's decision making process.
e.Provide continued follow-through.

Which of the following is not one of the four basic approaches to
personal selling that were identified three decades ago?
1.
2.
3.
4.
5.

a.Stimulus-response
b.Need-satisfaction
c.Contingency-selling
d.Mental-states
e.Problem-solution

All of the following statements accurately reflect factors that pertain
to need-satisfaction selling except?
1.
2.


4.
5.

a.Isolated from
b.Actively involved in
c.Dissatisfied with
d.Uncertain about
e.None of the above are correct.


Natalie is a college graduate seeking a job that will allow here to
interact with customers individually. She is looking for a job in
_______________.
1.
2.
3.
4.
5.

a.Advertising
b.Sales promotion
c.Direct marketing
d.Personal selling
e.Management

Which one of the following is not a stage in the problem-solving
approach to selling?
1.
2.
3.

5.

a.Closed sales
b.Order volume
c.Trust, mutual benefits, and enhanced profits
d.Profit in the short-term
e.None of the above.

Salespeople who are customer oriented, honest, dependable,
competent, and likable are in a good position to establish
1.
2.
3.
4.
5.

a.Rapport.
b.Trust.
c.Commitment.
d.Customer feedback.
e.Source credibility.

Which of the following is not a class of sales job?


1.
2.
3.
4.
5.