This post addresses questions for a marketing study guide.
1. As a
rule, a firm cannot survive unless its organization structure satisfies the
target market, regardless of how well employee and management needs are met.
a. True
b. False
2. All of
the following are performers in a distribution channel, EXCEPT:
a. Retailer
b. Manufacturer
or Wholesaler
c. Specialist
d. Consultant
e. Consumer
3. The three
elements of the Human Resource Triad are:
a. HR
professionals, store managers, and employees
b. Training,
compliance, and respect
c. Leaders,
managers, and associates
d. Performance,
rules, and regulation
e. Individuals,
teams, and the company
4. ____________
is when the authority for retailing decisions is delegated to corporate
managers rather than to geographically dispersed managers.
a. Regionalization
b. Decentralization
c. Corporate
structuring
d. Centralization
e. Desertification
5. All of
the following are steps in the process of managing store employees, EXCEPT:
a. Recruit
and select employees
b. Socialize
and train new employees
c. Motivate
and manage employees to achieve store performance goals
d. Evaluate
employee performance and provide feedback
e. Compensate
and reward senior management for employee performance
6. Organization
Analysis is the examination of the environment, strategies, and resources of
the organization to determine the optimum organizational design.
a. True
b. False
7. All of
the following are principles of learning, EXCEPT:
a. Goal
setting
b. Individual
differences
c. Modeling
d. Feedback
and reinforcement
e. Action
steps
8. According
to Maslow’s hierarchy of needs, which of the following represents the highest
level of need?
a. Self-actualization
needs
b. Social
needs
c. Esteem
needs
d. Physiological
needs
e. Safety
needs
9. All of
the following are examples of non-financial rewards used to motivate employees,
EXCEPT:
a. Job
enrichment
b. Recognition
c. Promotion
d. Merchandise
e. Encouragement
and Praise
10. ____________
occurs when employees are given the power in their jobs to do the things
necessary to satisfy and make things right for customers.
a. Job
satisfaction
b. Turnover
c. Communication
gaps
d. Advancement
e. Empowerment
11. The
marketing mix includes product, price, promotion, and sales performance.
a. True
b. False
12. All of the
following are important factors for a professional sales force, EXCEPT:
a. Provide
excellent product knowledge
b. Work long
hours
c. Sell a
high-quality product
d. Understand
the customer’s business
e. Sell a
wide variety of products that offer a total solution
13. What is
the last step in the sales process?
a. Prospecting
b. Follow-up
c. Needs
assessment
d. Gaining
commitment
e. Approach
14. All of the
following are important elements of an effective sales presentation, EXCEPT:
a. Never
discuss costs
b. Keep the
presentation simple
c. Talk the
prospect’s language
d. Stress
the application of the product or service to the prospect’s situation
e. Seek
credibility
15. ____________
is the total dollar income paid to each sales representative for a given period
of time.
a. Commission
b. Salary
c. Level of
earnings
d. Minimum
wage
e. Incentive
plan
16. The
Americans with Disabilities Act )ADA) ensures equal treatment of individuals in
all aspects of employment.
a. True
b. False
17. The
_____________ outlaws discrimination in pay, employee benefits, and pensions
based on a worker’s gender.
a. Equal Pay
Act of 1963
b. Fifth
Amendment
c. HIPAA
Act of 1976
d. Smoot-Hawley
Act
e. Constitution
18. Failure to
use a reasonable amount of care in the workplace is called:
a. Worker’s
compensation
b. No-fault
injury
c. Oversight
d. Negligence
e. Employee
loss
19. Employees
engage in _____________ if they report an employer’s illegal actions, immoral
conduct, or illegal practices to government agencies charged with upholding the
law.
a. Gossip
b. Tattling
c. Illegal
activities
d. Muck-racking
e. Whistle-blowing
20. The
American Marketing Association’s code of ethics includes which of the
following?
a. Professional
conduct
b. Honesty
and fairness
c. Rights
and duties of parties in the marketing exchange process
d. All of
the above
e. None of
the above
21. Performance
appraisals should only be used to identify employees that are doing well and
those who are not.
a. True
b. False
22. Criterion
deficiency refers to appraisals that focus on only one performance dimensions
while excluding other important performance dimension.
a. True
b. False
23. All of the
following are common goals of a strategic compensation policy, EXCEPT:
a. To reward
employees’ past performance
b. To
maintain salary equity among employees
c. To
attract new employees
d. To reward
outstanding performance for select employees
e. To reduce
unnecessary turnover
24. _____________
is an employee’s perception that compensation received is equal to the value of
the work performed.
a. Pay-for-performance
b. Payola
c. Pay
equity
d. Paycheck
e. Payoff
25. An
unplanned bonus given for employee’s effort unrelated to an established
performance measure is called a ____________.
a. Spot
bonus
b. Standard
hour plan payment
c. Piecework
bonus
d. Differential
piece rate payment
e. Merit
raise
