MGT 6201 MARKETING LATEST
EXAM QUESTIONS AND
ANSWERS 2026 - 2027
Markup - ANSWERS-The dollar amount added to cost to reach the
selling price
Markup percent - ANSWERS-Markup as a percentage of the selling
price (not cost); $0.50 added to a $1.00 item gives a $1.50 price = 33.3
percent
Stock turn rate - ANSWERS-The number of times average inventory
sells per year
Average cost pricing - ANSWERS-Markup added to average cost (total
annual cost divided by units sold); fragile because it ignores economies
of scale and needs an accurate demand forecast
Total fixed cost - ANSWERS-Constant regardless of output (rent;
salaries; insurance)
Total variable cost - ANSWERS-Varies with output (wages; materials;
packaging; shipping; commissions)
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PAGE
1
, MGT 6201 MARKETING LATEST
EXAM QUESTIONS AND
ANSWERS 2026 - 2027
Break-even point in units - ANSWERS-Total fixed costs divided by
contribution per unit
Contribution per unit - ANSWERS-Price minus variable cost
Profit maximization condition - ANSWERS-Marginal revenue equals
marginal cost (MR = MC)
Marginal analysis - ANSWERS-Finds the profit-maximizing price by
examining revenue and cost changes from one more unit
Demand curve - ANSWERS-Plots all price-quantity combinations; total
revenue = price x quantity at each point
Price sensitivity - ANSWERS-More sensitive with substitutes and easy
comparison; less sensitive with shared cost; big end benefit and high
switching costs
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PAGE
2
, MGT 6201 MARKETING LATEST
EXAM QUESTIONS AND
ANSWERS 2026 - 2027
Bid pricing - ANSWERS-A specific price per job rather than one price
for all; cost estimation is the hardest part
Negotiated pricing - ANSWERS-Buyer-seller bargaining over what a
specific customer will pay; common in B2B
Promotion - ANSWERS-Communicating between seller and buyer or
channel to influence attitudes and behavior
Promotion objectives - ANSWERS-Informing; persuading; reminding
AIDA model - ANSWERS-Attention; Interest; Desire; Action
Pushing - ANSWERS-Selling the whole marketing mix to channel
members
Pulling - ANSWERS-Building consumer demand so customers request
the product and retailers stock it
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PAGE
3
, MGT 6201 MARKETING LATEST
EXAM QUESTIONS AND
ANSWERS 2026 - 2027
Adopter groups - ANSWERS-Innovators; Early Adopters; Early
Majority; Late Majority; Laggards
Early adopters - ANSWERS-Respected opinion leaders; heaviest
salesperson contact; satisfaction fuels word of mouth
Laggards - ANSWERS-Traditional and suspicious; hard to reach; listen
mainly to each other
Missionary salespeople - ANSWERS-Producer reps who build goodwill
and training without taking orders
Technical specialists - ANSWERS-Product-application experts who
supply technical detail rather than persuasion
Customer service reps - ANSWERS-Resolve post-purchase problems
Institutional advertising - ANSWERS-Sells the organization's image;
reputation or ideas
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PAGE
4
EXAM QUESTIONS AND
ANSWERS 2026 - 2027
Markup - ANSWERS-The dollar amount added to cost to reach the
selling price
Markup percent - ANSWERS-Markup as a percentage of the selling
price (not cost); $0.50 added to a $1.00 item gives a $1.50 price = 33.3
percent
Stock turn rate - ANSWERS-The number of times average inventory
sells per year
Average cost pricing - ANSWERS-Markup added to average cost (total
annual cost divided by units sold); fragile because it ignores economies
of scale and needs an accurate demand forecast
Total fixed cost - ANSWERS-Constant regardless of output (rent;
salaries; insurance)
Total variable cost - ANSWERS-Varies with output (wages; materials;
packaging; shipping; commissions)
END OF
PAGE
1
, MGT 6201 MARKETING LATEST
EXAM QUESTIONS AND
ANSWERS 2026 - 2027
Break-even point in units - ANSWERS-Total fixed costs divided by
contribution per unit
Contribution per unit - ANSWERS-Price minus variable cost
Profit maximization condition - ANSWERS-Marginal revenue equals
marginal cost (MR = MC)
Marginal analysis - ANSWERS-Finds the profit-maximizing price by
examining revenue and cost changes from one more unit
Demand curve - ANSWERS-Plots all price-quantity combinations; total
revenue = price x quantity at each point
Price sensitivity - ANSWERS-More sensitive with substitutes and easy
comparison; less sensitive with shared cost; big end benefit and high
switching costs
END OF
PAGE
2
, MGT 6201 MARKETING LATEST
EXAM QUESTIONS AND
ANSWERS 2026 - 2027
Bid pricing - ANSWERS-A specific price per job rather than one price
for all; cost estimation is the hardest part
Negotiated pricing - ANSWERS-Buyer-seller bargaining over what a
specific customer will pay; common in B2B
Promotion - ANSWERS-Communicating between seller and buyer or
channel to influence attitudes and behavior
Promotion objectives - ANSWERS-Informing; persuading; reminding
AIDA model - ANSWERS-Attention; Interest; Desire; Action
Pushing - ANSWERS-Selling the whole marketing mix to channel
members
Pulling - ANSWERS-Building consumer demand so customers request
the product and retailers stock it
END OF
PAGE
3
, MGT 6201 MARKETING LATEST
EXAM QUESTIONS AND
ANSWERS 2026 - 2027
Adopter groups - ANSWERS-Innovators; Early Adopters; Early
Majority; Late Majority; Laggards
Early adopters - ANSWERS-Respected opinion leaders; heaviest
salesperson contact; satisfaction fuels word of mouth
Laggards - ANSWERS-Traditional and suspicious; hard to reach; listen
mainly to each other
Missionary salespeople - ANSWERS-Producer reps who build goodwill
and training without taking orders
Technical specialists - ANSWERS-Product-application experts who
supply technical detail rather than persuasion
Customer service reps - ANSWERS-Resolve post-purchase problems
Institutional advertising - ANSWERS-Sells the organization's image;
reputation or ideas
END OF
PAGE
4
