Marketing MCQs

Page No. 1

Sales force compensation should direct the sales force toward activities that are consistent with _________ ?


aOverall company strategies

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bOverall company objectives

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cOverall department objectives

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dAll of the above

✓


View Answer All of the above

Marketers argue for a __________ in which all functions work together to respond to, serve, and satisfy the customer.


aCross-functional team orientation

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bCollaboration model

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cCustomer orientation

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dManagement-driven organization

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View Answer Customer orientation

Companies that practice both a reactive and proactive marketing orientation are implementing a __________ and are likely to be the most successful.


aTotal market orientation

✓


bExternal focus

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cCustomer focus

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dCompetitive, customer focus

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In the course of converting to a marketing orientation, a company faces three hurdles _______.


aOrganized resistance, slow learning, and fast forgetting

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bManagement, customer reaction, competitive response

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cDecreased profits, increased R&D, additional distribution

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dForecasted demand, increased sales expense, increased inventory costs

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Several scholars have found that companies who embrace the marketing concept achieve superior performance. This was first demonstrated for companies practicing a ___________ understanding and meeting customers’ expressed needs.


aReactive market orientation

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bProactive marketing orientation

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c Total market orientation

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dImpulsive market orientation

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The concept holds that consumers and businesses, if left alone, will ordinarily not buy enough of the organization’s products is termed as____________?


aProduction Concept

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bSelling Concept

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cMarketing Concept

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dBuying Concept

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View Answer Selling Concept

The ________ concept holds that consumers will favor those products that offer the most quality, performance, or innovative features.


aProduct

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bMarketing

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cProduction

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dSelling

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View Answer Product

The __________ is practiced most aggressively with unsought goods, goods that buyers normally do not think of buying, such as insurance, encyclopedias, and funeral plots.


aMarketing concept

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bSelling concept

✓


cProduction concept

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dProduct concept

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View Answer Selling concept

Many brick-and-click competitors became stronger contenders in the marketplace than the pure-click firms because they had a larger pool of resources to work with and ________.


aBetter prices

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bWell-established brand names

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cOne-on-one communications

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ddirect selling capability

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In response to giant retailers and category killers, entrepreneurial retailers are building entertainment into stores with coffee bars, lectures, demonstrations, and performances. They are marketing a(n) ________ rather than a product assortment.


aCustomer value

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bCustomer delight

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ctotal service solution

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dintangible benefit(s)

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View Answer Customer value

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