MBA MFT EXAMINATION TEST 2026
QUESTIONS WITH SOLUTIONS GRADED A+
COMPLETE ANSWERS
●● penetrated market.
Answer: set of customers who are buying the company's product
●● target market.
Answer: qualified available market the company decides to pursue
●● available market.
Answer: set of consumers who have interest, income, and access to a
particular offer
●● potential market.
Answer: set of consumer with a sufficient level of interest in a market
offer
●● corporate culture.
Answer: shared experiences, stories, beliefs, & norms that characterize
an organization
,●● strategic marketing plan.
Answer: lays out the target market and the firm's value proposition,
based on an analysis of the best market opportunities
●● 5 stages of consumer buying process decision process.
Answer: (1) need recognition, (2) information search, (3) evaluation of
alternatives, (4) purchase decision, (5) post-purchase behavior
●● 8 steps of business purchasing process.
Answer: (1) identify need, (2) select specific product, (3) appoint
purchase team, (4) specify technicalities, (5) budget for purchase, (6)
research potential suppliers, (7) solicit bids, (8) award contracts
●● 4 factors influencing consumer behavior.
Answer: (1) cultural, (2) social, (3) personal, (4) psychological
●● 4 factors that influence business purchasing behavior.
Answer: (1) environmental, (2) organizational, (3) interpersonal, (4)
individual
●● competitive intelligence.
Answer: defining, gathering, analyzing, & distributing intelligence about
products, customers, competitors, and any aspects of the environment
,needed to support executives & managers making strategic decisions for
an organization
●● managerial decision making process steps (6).
Answer: (1) establish the objective, (2) define the problem, (3) identify
possible solutions, (4) evaluate alternative courses of action, (5)
implement the decision, (6) acquire feedback
●● 8 major models of marketing communication.
Answer: (1) advertising, (2) sales promotion, (3) events & experiences,
(4) public relations & publicity, (5) direct marketing, (6) interactive
marketing, (7) word-of-mouth marketing, (8) personal selling
●● pull strategy.
Answer: the manufacturer uses advertising and other communication to
persuade consumers to demand the product from intermediaries, thus
inducing intermediaries to order it
●● push strategy.
Answer: uses the manufacturer's sales force, trade promotion money, or
other means to induce intermediaries to carry, promote, & sell the
product to end users
●● points-of-parity (POPs).
, Answer: attributes or benefit associations that are not necessarily unique
to the brand but may be shared with other brands
●● points-of-difference (PODs).
Answer: attributes of benefits that consumers strongly associate with a
brand, positively evaluate, and believe they could NOT find to the same
extent with a competitive brand
●● posititioning.
Answer: the act of designing a company's offering and image to occupy
a distinctive place in the minds of the target market
●● supersegment.
Answer: set of segments sharing some exploitable similarity
●● 5 key criteria market segments must rate favorably on to be useful.
Answer: (1) measurable, (2) sustainable, (3) accessible, (4)
differentiable, (5) actionable
●● pyschographic.
Answer: the science of using psychology & demographics to better
understand consumers
●● variables of demographic segmentation (6).
QUESTIONS WITH SOLUTIONS GRADED A+
COMPLETE ANSWERS
●● penetrated market.
Answer: set of customers who are buying the company's product
●● target market.
Answer: qualified available market the company decides to pursue
●● available market.
Answer: set of consumers who have interest, income, and access to a
particular offer
●● potential market.
Answer: set of consumer with a sufficient level of interest in a market
offer
●● corporate culture.
Answer: shared experiences, stories, beliefs, & norms that characterize
an organization
,●● strategic marketing plan.
Answer: lays out the target market and the firm's value proposition,
based on an analysis of the best market opportunities
●● 5 stages of consumer buying process decision process.
Answer: (1) need recognition, (2) information search, (3) evaluation of
alternatives, (4) purchase decision, (5) post-purchase behavior
●● 8 steps of business purchasing process.
Answer: (1) identify need, (2) select specific product, (3) appoint
purchase team, (4) specify technicalities, (5) budget for purchase, (6)
research potential suppliers, (7) solicit bids, (8) award contracts
●● 4 factors influencing consumer behavior.
Answer: (1) cultural, (2) social, (3) personal, (4) psychological
●● 4 factors that influence business purchasing behavior.
Answer: (1) environmental, (2) organizational, (3) interpersonal, (4)
individual
●● competitive intelligence.
Answer: defining, gathering, analyzing, & distributing intelligence about
products, customers, competitors, and any aspects of the environment
,needed to support executives & managers making strategic decisions for
an organization
●● managerial decision making process steps (6).
Answer: (1) establish the objective, (2) define the problem, (3) identify
possible solutions, (4) evaluate alternative courses of action, (5)
implement the decision, (6) acquire feedback
●● 8 major models of marketing communication.
Answer: (1) advertising, (2) sales promotion, (3) events & experiences,
(4) public relations & publicity, (5) direct marketing, (6) interactive
marketing, (7) word-of-mouth marketing, (8) personal selling
●● pull strategy.
Answer: the manufacturer uses advertising and other communication to
persuade consumers to demand the product from intermediaries, thus
inducing intermediaries to order it
●● push strategy.
Answer: uses the manufacturer's sales force, trade promotion money, or
other means to induce intermediaries to carry, promote, & sell the
product to end users
●● points-of-parity (POPs).
, Answer: attributes or benefit associations that are not necessarily unique
to the brand but may be shared with other brands
●● points-of-difference (PODs).
Answer: attributes of benefits that consumers strongly associate with a
brand, positively evaluate, and believe they could NOT find to the same
extent with a competitive brand
●● posititioning.
Answer: the act of designing a company's offering and image to occupy
a distinctive place in the minds of the target market
●● supersegment.
Answer: set of segments sharing some exploitable similarity
●● 5 key criteria market segments must rate favorably on to be useful.
Answer: (1) measurable, (2) sustainable, (3) accessible, (4)
differentiable, (5) actionable
●● pyschographic.
Answer: the science of using psychology & demographics to better
understand consumers
●● variables of demographic segmentation (6).
