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TEST BANK FOR
MARKETING 12 TH
EDITION
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TRUE/FALSE
1 : In most cases, in order for a firm to succeed in a competitive market, it needs to have a clear
understanding of the marketplace and produce products based on the wants and needs of the
customers, rather than expecting the customers to want the products manufactured solely
based on the assessment of the firms internal capabilities.
A : true
B : false
Correct Answer : A
2 : With the help of an effective sales force that devises high-quality sales techniques, a sales-
oriented firm can successfully convince customers to purchase goods and services that they
neither wanted nor needed.
A : true
B : false
Correct Answer : B
3 : The Internet and the extensive use of social media have fueled the change in power from
consumers and business users to manufacturers and retailers.
A : true
B : false
Correct Answer : B
4 : Customers perceive high-quality products that are sold at high prices to be a good value.
A : true
B : false
Correct Answer : B
5 : Training plays an important role in customer service and relationship building.
A : true
B : false
Correct Answer : A
6 : The organizations that are frequently noted for delivering superior customer value and
providing high levels of customer satisfaction assign employees to teams and teach them team-
building skills.
A : true
B : false
Correct Answer : A
7 : A sales-oriented firm defines its mission in terms of benefits its customers seek, while a
market-oriented firm defines its business in terms of goods and services.
A : true
B : false
Correct Answer : B
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8 : A tsales-oriented tfirm ttargets tits tproducts tat teverybody, twhile ta tmarket-oriented
torganization taims tat tselling tits tproducts tto ta tspecific tcustomer tgroup.
A t: ttrue
B t: tfalse
Correct tAnswer t: tA
9 : tThrift tstores tseek tto tachieve tprofitability tthrough thigh tsales tvolumes.
A t: ttrue
B t: tfalse
Correct tAnswer t: tB
10 : tMarketing tdetermines tprices tand tpricing tpolicies tthat tcontribute tto tachieving
tthe tfundamental tobjectives tof tmost tbusinesses.
A t: ttrue
B t: tfalse
Correct tAnswer t: tA
11 : tMarketing tcareer topportunities talmost texclusively texist tin tnonbusiness torganizations.
A t: ttrue
B t: tfalse
Correct tAnswer t: tB
MULTIPLE tCHOICE
12 : tWhich tof tthe tfollowing tstatements tis tnot ttrue tof tmarketing?
A t: tMarketing tfocuses ton tpractices tthat tdeliver tvalue tand tbenefits tto tcustomers.
B t: tMarketing tfocuses tprimarily ton tselling tgoods, tservices, tand/or tideas tto tcustomers.
C t: tMarketing temploys tthe tcombined tuse tof tcommunication, tdistribution, tand tpricing tstrategies.
D t: tMarketing tinvolves tbuilding tlong-term, tmutually trewarding trelationships twith tcustomers.
tCorrect tAnswer t: tB
13 : tWhich tstatement texpresses tthe tAmerican tMarketing tAssociation t(AMA)s tcore tdefinition
tof tmarketing?
A t: tMarketing tis ta tphilosophy, tan tattitude, ta tperspective, tor ta tmanagement torientation tthat
tstresses tcustomer tsatisfaction.
B t: tMarketing tis tan torganization tfunction tand ta tset tof tprocesses timplemented tin torder tto tensure
tcustomer tsatisfaction.
C t: tMarketing trefers tto tpersonal tselling tthat tfocuses tsolely ton tselling tgoods, tservices,
tand/or tideas tto tcustomers.
D t: tMarketing tinvolves tbuilding tlong-term, tmutually trewarding trelationships tthat tare tbeneficial
texclusively tto tthe tsellers.
Correct tAnswer t: tB
14 : tWhen ta tfirm tfocuses ton tits tinternal tcapabilities trather tthan ton tthe tdesires tand tneeds tof tthe
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marketplace, tthen tthe tfirm tis tsaid tto thave tadopted tthe t orientation.
A t: tproduction
B t: tsales
C t: tmarket
D t: tsocietal
t Correct tAnswer t:
tA
15 : tA tfirm tcould tbenefit tfrom ta tproduction torientation twhen t .
A t: tit tproduces texactly twhat tthe tmarket twants
B t: tthe tmarket tdemand tis tless tthan tthe tproducts tsupplied tby tthe tfirm
C t: tit thopes tthat tthe tproduct tit tproduces tis tsomething tcustomers twant
D t: tit tfocuses ton twhat tcompany tmanagement tthinks tshould tbe tproduced
tCorrect tAnswer t: tA
16 : tFirm tXYZ tis tknown tfor tadopting ta tstrategy tthat tfocuses ton tdesigning tnew tproducts
tbased ton ttheir tassessment tof tthe tcapabilities tof ttheir tengineers tand ton tthe teasy tavailability
tof tresources. tThe tfirms tapproach, twhich temphasizes tthe tease tof tproduction tand tthe ttalents
tof tits tresources trather tthan tthe tneeds tand twants tof tthe tmarketplace, tcan tbe tattributed tto
tits t
torientation.
A t: tproduction
B t: tsales
C t: tmarket
D t: tsocietal
t Correct tAnswer t:
tA
17 : tA tproduction-oriented tfirm tis tone tthat tfocuses ton t .
A t: tthe tneeds tand twants tof tthe tcustomers
B t: taggressive tsales ttechniques
C t: tenhancing tindividuals tand tsocietys tlong-term tbest tinterests
D t: tthe tinternal tcapabilities tof tthe tfirm
tCorrect tAnswer t: tD
18 : tA tproduction-orientated tcompany tcan tsurvive tin ta tcompetitive tmarket tif t .
A t: tits tgoods tand tservices tmeet tthe tneeds tof tthe tmarketplace
B t: tit tdoes tnot timplement taggressive tsales ttechniques
C t: tit tfocuses tsolely ton tsocietys tlong-term tbest tinterests
D t: tit tdoes tnot tassess tthe tinternal tcapabilities tof tthe tfirm
tCorrect tAnswer t: tA
19 : tWhich tof tthe tfollowing tstatements tis ttrue tof ta tsales-oriented tfirm?
A t: tConsumers tcan tbe tconvinced tto tbuy tgoods tor tservices teven tthough tthey tdo tnot tneed tthem.
B t: tSales-oriented tfirms tunderstand tthe tneeds tand twants tof tthe tmarketplace.
C t: tSales-oriented tfirms tplace tmaximum temphasis ton tsocietys tlong-term tbest tinterests.
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TEST BANK FOR
MARKETING 12 TH
EDITION
Downloaded by: Ariah |
Distribution of this document is illegal
, Stuvia.com - The Marketplace to Buy and Sell your Study Material
TRUE/FALSE
1 : In most cases, in order for a firm to succeed in a competitive market, it needs to have a clear
understanding of the marketplace and produce products based on the wants and needs of the
customers, rather than expecting the customers to want the products manufactured solely
based on the assessment of the firms internal capabilities.
A : true
B : false
Correct Answer : A
2 : With the help of an effective sales force that devises high-quality sales techniques, a sales-
oriented firm can successfully convince customers to purchase goods and services that they
neither wanted nor needed.
A : true
B : false
Correct Answer : B
3 : The Internet and the extensive use of social media have fueled the change in power from
consumers and business users to manufacturers and retailers.
A : true
B : false
Correct Answer : B
4 : Customers perceive high-quality products that are sold at high prices to be a good value.
A : true
B : false
Correct Answer : B
5 : Training plays an important role in customer service and relationship building.
A : true
B : false
Correct Answer : A
6 : The organizations that are frequently noted for delivering superior customer value and
providing high levels of customer satisfaction assign employees to teams and teach them team-
building skills.
A : true
B : false
Correct Answer : A
7 : A sales-oriented firm defines its mission in terms of benefits its customers seek, while a
market-oriented firm defines its business in terms of goods and services.
A : true
B : false
Correct Answer : B
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Distribution of this document is illegal
, Stuvia.com - The Marketplace to Buy and Sell your Study Material
8 : A tsales-oriented tfirm ttargets tits tproducts tat teverybody, twhile ta tmarket-oriented
torganization taims tat tselling tits tproducts tto ta tspecific tcustomer tgroup.
A t: ttrue
B t: tfalse
Correct tAnswer t: tA
9 : tThrift tstores tseek tto tachieve tprofitability tthrough thigh tsales tvolumes.
A t: ttrue
B t: tfalse
Correct tAnswer t: tB
10 : tMarketing tdetermines tprices tand tpricing tpolicies tthat tcontribute tto tachieving
tthe tfundamental tobjectives tof tmost tbusinesses.
A t: ttrue
B t: tfalse
Correct tAnswer t: tA
11 : tMarketing tcareer topportunities talmost texclusively texist tin tnonbusiness torganizations.
A t: ttrue
B t: tfalse
Correct tAnswer t: tB
MULTIPLE tCHOICE
12 : tWhich tof tthe tfollowing tstatements tis tnot ttrue tof tmarketing?
A t: tMarketing tfocuses ton tpractices tthat tdeliver tvalue tand tbenefits tto tcustomers.
B t: tMarketing tfocuses tprimarily ton tselling tgoods, tservices, tand/or tideas tto tcustomers.
C t: tMarketing temploys tthe tcombined tuse tof tcommunication, tdistribution, tand tpricing tstrategies.
D t: tMarketing tinvolves tbuilding tlong-term, tmutually trewarding trelationships twith tcustomers.
tCorrect tAnswer t: tB
13 : tWhich tstatement texpresses tthe tAmerican tMarketing tAssociation t(AMA)s tcore tdefinition
tof tmarketing?
A t: tMarketing tis ta tphilosophy, tan tattitude, ta tperspective, tor ta tmanagement torientation tthat
tstresses tcustomer tsatisfaction.
B t: tMarketing tis tan torganization tfunction tand ta tset tof tprocesses timplemented tin torder tto tensure
tcustomer tsatisfaction.
C t: tMarketing trefers tto tpersonal tselling tthat tfocuses tsolely ton tselling tgoods, tservices,
tand/or tideas tto tcustomers.
D t: tMarketing tinvolves tbuilding tlong-term, tmutually trewarding trelationships tthat tare tbeneficial
texclusively tto tthe tsellers.
Correct tAnswer t: tB
14 : tWhen ta tfirm tfocuses ton tits tinternal tcapabilities trather tthan ton tthe tdesires tand tneeds tof tthe
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, Stuvia.com - The Marketplace to Buy and Sell your Study Material
marketplace, tthen tthe tfirm tis tsaid tto thave tadopted tthe t orientation.
A t: tproduction
B t: tsales
C t: tmarket
D t: tsocietal
t Correct tAnswer t:
tA
15 : tA tfirm tcould tbenefit tfrom ta tproduction torientation twhen t .
A t: tit tproduces texactly twhat tthe tmarket twants
B t: tthe tmarket tdemand tis tless tthan tthe tproducts tsupplied tby tthe tfirm
C t: tit thopes tthat tthe tproduct tit tproduces tis tsomething tcustomers twant
D t: tit tfocuses ton twhat tcompany tmanagement tthinks tshould tbe tproduced
tCorrect tAnswer t: tA
16 : tFirm tXYZ tis tknown tfor tadopting ta tstrategy tthat tfocuses ton tdesigning tnew tproducts
tbased ton ttheir tassessment tof tthe tcapabilities tof ttheir tengineers tand ton tthe teasy tavailability
tof tresources. tThe tfirms tapproach, twhich temphasizes tthe tease tof tproduction tand tthe ttalents
tof tits tresources trather tthan tthe tneeds tand twants tof tthe tmarketplace, tcan tbe tattributed tto
tits t
torientation.
A t: tproduction
B t: tsales
C t: tmarket
D t: tsocietal
t Correct tAnswer t:
tA
17 : tA tproduction-oriented tfirm tis tone tthat tfocuses ton t .
A t: tthe tneeds tand twants tof tthe tcustomers
B t: taggressive tsales ttechniques
C t: tenhancing tindividuals tand tsocietys tlong-term tbest tinterests
D t: tthe tinternal tcapabilities tof tthe tfirm
tCorrect tAnswer t: tD
18 : tA tproduction-orientated tcompany tcan tsurvive tin ta tcompetitive tmarket tif t .
A t: tits tgoods tand tservices tmeet tthe tneeds tof tthe tmarketplace
B t: tit tdoes tnot timplement taggressive tsales ttechniques
C t: tit tfocuses tsolely ton tsocietys tlong-term tbest tinterests
D t: tit tdoes tnot tassess tthe tinternal tcapabilities tof tthe tfirm
tCorrect tAnswer t: tA
19 : tWhich tof tthe tfollowing tstatements tis ttrue tof ta tsales-oriented tfirm?
A t: tConsumers tcan tbe tconvinced tto tbuy tgoods tor tservices teven tthough tthey tdo tnot tneed tthem.
B t: tSales-oriented tfirms tunderstand tthe tneeds tand twants tof tthe tmarketplace.
C t: tSales-oriented tfirms tplace tmaximum temphasis ton tsocietys tlong-term tbest tinterests.
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