Future Business Leaders of America
2015 – 2016 Team Open Testing
MARKETING CONCEPTS – MIDDLE LEVEL
Your team may work together but you may not refer to other reference materials or
other individuals outside of your team in answering the questions. You must
return your answer sheet within 30 minutes to be eligible.
1. Complete the information requested on the answer sheet or your test will not be graded.
NEATLY PRINT YOUR NAME on the first line following the word “NAME”. If there is more than one member of a team, PRINT all of your names on the back on the signature line.
Write the name of your SCHOOL on the “DATE” line (Spell out your school name). 2. All answers will be recorded on the answer sheet.
3. Read each question carefully before answering. When you have decided which answer is correct, find the space on the answer sheet following the number of the problem. With a pencil, BLACKEN THE ENTIRE SPACE in the proper column. Do not make any other marks on the answer sheet as the scoring machine will reject it.
4. Read each question carefully. You may be asked to give more than one answer per question. 5. Be sure to use a #2 pencil with an eraser.
6. You are allowed 30 minutes for completing the test.
7. If you are given TRUE/FALSE questions, answer True questions in the “A” column and False questions in the “B” column.
8. When you are finished with your test, bring it to your test proctor and you may leave. Ties will be broken based on the order the test was submitted.
DO NOT WRITE ON THIS TEST! This test will be reused.
If you write on it, your team will be disqualified.
Results will be announced at the Fall Leadership Conference for those tests taken at Rally.
2015 Georgia FBLA Team Open Testing – Marketing Concepts – Middle Level
1) A business will miss some customers if it has not placed information on the Internet about its ____. A) Expenses
B) Officers C) Employees D) Location
2) A component of the marketing mix that provides protection and security for the product until the consumer can use it is ____.
A) Features B) Packaging
C) Any associated services D) Options
3) A marketing mix is the blending of which marketing elements? A) Location, distribution, price, and product
B) Product, price, distribution, and promotion C) Market, product, promotion and price D) Price, product, customer, and location
4) A marketing mix that is designed to reach business customers might stress ____. A) Individualized attention
B) A quantity price discount
C) Advertising through broadcast media D) Standardized prices
5) A retail buyer typically requires skills in which of the following marketing functions? A) Pricing
B) Production C) Selling D) Promotion
6) A unique, memorable quality of a brand is its ____. A) Quality
B) Uses C) Packaging D) Image
7) A written marketing plan should ____. A) Identify your overall marketing strategy B) Define your networking objectives
C) Help you determine your strategies and goals D) Not be changed for five years
8) Advertising agencies and public relations firms are often involved in which of the seven marketing functions?
A) Product/service management B) Selling
C) Distribution D) Promotion
9) Advertising can be very important for new businesses because it ____. A) Is a free form of promotion
B) Provides an incentive to customers
C) Lets potential customers know what kinds of products or services you offer D) Helps set up a network of reliable distributors
10) As a marketing employee who is handling customer requests, questions, and complaints, your response to the customer must depend upon____.
A) Knowledge of the company’s policy B) Respect for the customer’s needs
C) Empathy for the customer’s situation
11) Because people cannot see or handle a service, it is important for the marketer to focus on the ____. A) Price of the service
B) Convenience of the service C) Location of the service
D) Benefits customers will receive
12) Businesses that operate on the Web need to hire ____. A) Hire personnel with skill in technology
B) Move all of their business activities to the Internet C) Relocate to cities on the West Coast
D) Assume all have access to the Internet
13) Companies using a sales-based objective will sell their products ____. A) To markets with a large number of available customers
B) To small target markets
C) To customers who value the image of a product D) For the highest possible price
14) Effective marketing relies on the principles and concepts of ____. A) Advertising
B) Economics C) Creativity D) Layout
15) Elizabeth is an advertising salesperson for a local newspaper. She earns a 12 percent commission on her sales. Last month, Elizabeth sold $14,982 in advertising. Her commission was ____.
A) $179.78 B) $180.00 C) $1,797.84 D) $1,791.36
16) For exchange to take place ____.
A) Each party must feel obligated to accept the offer B) Money must be present
C) There must be at least two parties D) Communication must not occur
17) For managers and other decision-markers, the most important part of a marketing information system is the ____.
A) Research B) Analysis C) Input D) Output
18) In a market economy, who decides how products are produced? A) Businesses
B) Consumers C) Government D) Labor
19) In a sales situation, describing an item’s features to a customer is known as ____. A) Presenting the product
B) Determining needs
C) Approaching the customer D) Handling needs
20) In business, the potential for profit increases ____. A) As the marketing expenditures decreases B) As the competition increases
C) As taxes decrease D) As the risk increases
21) Marketing is a direct link between a business and its _____. A) Employees
B) Inventors C) Customers
D) Board of directors
22) Morgan works in the marketing department of a publishing company. In a meeting with his supervisors, Morgan wants to demonstrate that a marketing campaign he designed has resulted in increased sales over the last four months. As a graphic illustration of his campaign’s success, Morgan should use a ____.
A) Bar graph B) Circle graph C) Line graph
D) Four-color word graph
23) New products are often expensive because ____. A) Marketing is a new product is expensive B) Consumers do not need the product
C) The cost of development is passed on to consumers D) The cost of development is passed on to the company
24) One of the most important considerations in direct mail advertising is ____. A) The timing of the mailing
B) The accuracy of the mailing list
C) The choice of the advertisement’s format D) The cost of the mailing
25) Over the last few decades, the leading advertising media has been ____. A) Radio and television
B) Radio and newspaper C) Radio and billboards D) Television and newspaper 26) Sales forecasts predict ____.
A) Marketing personnel B) The market share C) The quantity of sales D) Marketing expenses
27) Sales promotion can involve all of the following EXCEPT ____. A) Catalogues
B) Outdoor billboards
C) Point-of-purchase materials D) Samples
28) Sales promotions ____.
A) Generate immediate, short-term sales
B) Include advertising, publicity, and personal selling C) Are not usually very expensive
D) Create customer loyalty
29) Small and local businesses may be eliminated from many types of mass media advertising because of _____.
A) Lack of expertize to produce advertising B) Lack of time to produce advertising C) Lack of money to produce advertising D) A limited product line
30) Small or expensive items are often packaged in large containers to reduce the chance of ____. A) Theft
C) Breakage D) Damage
31) Temporarily pricing products below the list price and sometimes even below cost, to increase short run sales is ____.
A) Area pricing
B) Promotional pricing C) Direct pricing D) Zone pricing
32) The earliest use of marketing was ____.
A) To interest consumers in purchasing products B) To manufacture more products
C) To move products from the producer to the consumer D) To sell more products
33) The major advantage of publicity is the ____. A) Low price
B) Wide distribution C) Goodwill it can create
D) Ability to reach a target audience
34) The practice of using databases to make marketing decisions is known as ____. A) Virtual marketing
B) Resource marketing C) Database marketing D) Cold calling
35) The process of designing activities in order to create goodwill toward a business is called ____. A) Selling
B) Public relations C) Promotion D) Advertising
36) The struggle between companies for customers is called ____. A) Surplus
B) Competition C) Profit
D) Promotion
37) The term “product” is NOT concerned with ____. A) Packaging
B) Selling C) Branding D) Warranty
38) The type of promotion that involves short term activities, offers customers an incentive to make a purchase, and can be used successfully in all distribution channels is ____.
A) Sales promotion B) Advertising C) Publicity
D) Personal selling
39) The use of a name, symbol, or design to identify a particular product is known as ____. A) Branding
B) Advertising C) Pricing D) Promotion
40) The willingness to help customers and provide prompt service is referred to as ____. A) Reliability
B) Competence C) Responsiveness D) Courtesy
41) Today, low cost of setting up shop ____ makes it even more possible and profitable to serve very small niches.
A) Near major competitors B) In mail-order catalogs C) On the Internet
D) In malls in major cities
42) Using the Internet for marketing research to find out customers’ needs and wants is an example of ____.
A) Satisfying company requirements B) Identifying customer requirements C) Satisfying customer requirements D) Anticipating customer requirements 43) What act made price fixing illegal?
A) Robinson Act B) Sherman Act C) FTC Act D) Pactman Act
44) What is green marketing?
A) Making environment friendly products B) Make use of more green colors in packages C) Making more products with natural ingredients
D) Educating marketers about the importance of natural environment 45) What is the focus of marketing orientation?
A) Suppliers B) Customers C) Competitors D) Employees
46) What is the most dynamic marketing mix variable? A) Pricing
B) Product C) Promotion D) People
47) Which element of the “marketing mix” is the only one that directly affects the value of sales achieved by a business?
A) Place B) Price C) Product D) Promotion
48) Which of the following description provides the best definition of the “marketing mix”? A) The way a business distributes its products through retailers and wholesalers B) The way products are arranged in a retail store to maximize sales
C) The way products are priced and packaged
D) The way a business combines the main marketing elements to sell products that meet the needs and wants of customers
49) Which of the following is generally NOT one of the benefits of a career in marketing? A) Three-month summer vacation
B) Stable employment C) Attractive compensation D) Many job choices
50) Which of the following terms refers to the response rate for Internet advertisements? A) Banners
C) Buttons D) Click-through
2015 RALLY – MARKETING CONCEPTS – MIDDLE LEVEL
