1. Dividing a market into distinct groups of buyers who have distinct needs, characteristics, or behavior and who might require separate products or marketing programs: (Points : 1)

1.         Differentiation
2.         Positioning
3.         Market segmentation
4.         SWOT

2. Firms that help a company to promote, sell, and distribute its goods to final buyers; they include resellers, physical distribution firms, and marketing service agencies: (Points : 1)

1.         Suppliers.
2.         Marketing intermediaries.
3.         Customers.
4.         Competitors.

3. The systematic design, collection, analysis, and reporting of data relevant to a specific marketing situation facing an organization: (Points : 1)

1.         Marketing research.
2.         Exploratory research.
3.         Descriptive research.
4.         Causal research.

4. Business demand that ultimately comes from the demand for consumer goods: (Points : 1)

1.         Derived demand
2.         Consumer market
3.         Business buyer behavior
4.         Business buying process

5. Dividing a market into nations, states, and regions: (Points : 1)

1.         Demographic segmentation
2.         Geographic segmentation
3.         Psychographic segmentation
4.         Behavioral segmentation

6. Dividing a market into groups based on variables such as age, gender, family size, family life cycle, income, occupation, education, religion, race, generation, and nationality: (Points : 1)

1.         Demographic segmentation
2.         Geographic segmentation
3.         Psychographic segmentation
4.         Behavioral segmentation

7. Physicians Sales and Service (PSS) is a large US commercial organization in the business of meeting the needs of doctors' offices and small clinics while maximizing profits for itself and its shareholders. Primary products resold by PSS include a broad range of equipment and supplies common to the office/clinic environment. PSS boasts physical branches and outside salespeople throughout the country serving clinicians in both rural and urban environments. The organization's domestic success relies heavily upon the close personal relationship developed and maintained between the PSS salesperson and his/her clients. Recently, PSS has leveraged its reputation and begun to serve the needs of overseas doctors and clinics through its e-commerce (e-business) Website.

A product bought by individuals and organizations for further processing or for use in conducting a business such as those sold by PSS: (Points : 1)

1.         Consumer product
2.         Consumer service
3.         Industrial product
4.         Social marketing

8. Physicians Sales and Service (PSS) is a large US commercial organization in the business of meeting the needs of doctors' offices and small clinics while maximizing profits for itself and its shareholders. Primary products resold by PSS include a broad range of equipment and supplies common to the office/clinic environment. PSS boasts physical branches and outside salespeople throughout the country serving clinicians in both rural and urban environments. The organization's domestic success relies heavily upon the close personal relationship developed and maintained between the PSS salesperson and his/her clients. Recently, PSS has leveraged its reputation and begun to serve the needs of overseas doctors and clinics through its e-commerce (e-business) Website.

PSS is primarily involved in the marketing function known as: (Points : 1)

1.         Retailing
2.         Wholesaling
3.         Manufacturing
4.         Distributing

9. Physicians Sales and Service (PSS) is a large US commercial organization in the business of meeting the needs of doctors' offices and small clinics while maximizing profits for itself and its shareholders. Primary products resold by PSS include a broad range of equipment and supplies common to the office/clinic environment. PSS boasts physical branches and outside salespeople throughout the country serving clinicians in both rural and urban environments. The organization's domestic success relies heavily upon the close personal relationship developed and maintained between the PSS salesperson and his/her clients. Recently, PSS has leveraged its reputation and begun to serve the needs of overseas doctors and clinics through its e-commerce (e-business) Website.

Although it is beginning to reap the rewards of its new e-commerce initiative, PSS owes the bulk of its revenues, profits, and shareholder dividends to this promotional tool of: (Points : 1)

1.         Advertising
2.         Sales promotion
3.         Public relations
4.         Personal selling

10. Physicians Sales and Service (PSS) is a large US commercial organization in the business of meeting the needs of doctors' offices and small clinics while maximizing profits for itself and its shareholders. Primary products resold by PSS include a broad range of equipment and supplies common to the office/clinic environment. PSS boasts physical branches and outside salespeople throughout the country serving clinicians in both rural and urban environments. The organization's domestic success relies heavily upon the close personal relationship developed and maintained between the PSS salesperson and his/her clients. Recently, PSS has leveraged its reputation and begun to serve the needs of overseas doctors and clinics through its e-commerce (e-business) Website.

Direct connections with carefully targeted individual consumers, specifically overseas customers of PSS, to both obtain an immediate response and cultivate lasting customer relationships: (Points : 1)

1.         Advertising
2.         Direct marketing
3.         Public relations
4.         Personal selling

11. The step in the selling process in which the salesperson asks the customer for the order: (Points : 1)

1.         Handling objections
2.         Closing
3.         Approach
4.         Presentation

12. Infectious Websites, e-mail messages, or other marketing events such that customers/viewers want to pass news of them along to friends: (Points : 1)

1.         Web communities
2.         Spam
3.         Integrated direct marketing
4.         Viral marketing

13. The break-even point is the quantity of production where: (Points : 1)

1.         The sum of costs remain the same irrespective of quantity
2.         The sum of changing expenses are closely related to output
3.         Total cost is divided by the related quantity
4.         Marginal cost equals marginal revenue

14. A common way in which the Federal Government of the United States buys goods: (Points : 1)

1.         Competitive bids
2.         Government Services Administration (GSA) contracts
3.         The Federal Register
4.         Both a and b

15. This is an example of an open-ended market research question: (Points : 1)

1.         "Is that purchase important to you?"
2.         "Why is that purchase important to you?"
3.         "Are you having any purchase problems today?"
4.         "Is your current vendor/supplier satisfactory?"

16. Despite being similar service establishments, McDonalds, Wendy's, and Burger King all prepare and deliver their hamburgers differently. This concept falls mostly under the marketing mix variable of: (Points : 1)

1.         Pricing
2.         People
3.         Processes
4.         Physical evidence

17. The commercial passenger jet took off with only half the seats filled resulting in an operating loss. The characteristic of service most in play here is: (Points : 1)

1.         Intangibility
2.         Inseparability
3.         Variability
4.         Perishability

18. Wholesalers routinely: (Points : 1)

1.         Accumulate
2.         Bulk-break
3.         Transport
4.         All the above

19. Contests, sweepstakes, and coupons are all forms of: (Points : 1)

1.         Sales promotion
2.         Public Relations
3.         Direct marketing
4.         Advertising

20. Differentiating a product by creating points of difference is primarily about: (Points : 1)

1.         Branding
2.         Segmenting
3.         Promoting
4.         Integrated marketing communications