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COBA Core Questions with Detailed
Verified Answers
1. Which of the following information forms available to the
marketing manager can
usually be accessed more quickly and cheaply than other
information sources? Ans: Internal databases
2. All of the following are considered to be drawbacks of local
marketing EXCEPT: Ans: it can attract unwanted competition
3. Cognitive dissonance occurs in which stage of the buyer
decision process model? Ans: Post purchase behavior
4. That the company that overlooks new and better ways to do
things will eventually lose customers to another company that has
found a better way of serving customer needs is a major tenet of:
Ans: innovative marketing
5. The biggest or greatest amount of involvement in a foreign
market comes through which of the following? Ans: Direct
investment
6. A is a good offered either free or at low cost as an incentive to
buy a product. Ans: premium
7. Setting call objectives is done during which of the following
stages of the selling process? Ans: Pre approach
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8. Pricing to cover variable costs and some fixed costs, as in the
case of some automobile distributorships that sell below total
costs, is typical of which of the following pricing objectives? Ans:
Survival
9. In determining sales force size, when a company groups
accounts into different size classes and then determines the
number of salespeople needed to call on them the desired
number of times, it is called the: Ans: work-load approach
10. is products bought by individuals and organizations for further
processing or for use in conducting a business. Ans: Industrial
products
11. All of the following would be ways to segment within the
category of psychographic segmentation EXCEPT : Ans:
occupation
12. The is a person within a reference group who, because of
special skills, knowledge, personality, or other characteristics,
exerts influence on others. Ans: opinion leader
13._____________describes changes in an individual's behavior
arising from experience. Ans: Learning
14. Concerns that the manufacturers of harmful products such as
tobacco have influence on lawmakers to the detriment of the
public interest is used as evidence of which criticism of marketing?
Ans: Too much political power
15. The Internet evolved from a network created by during the
1960s. Ans: the Defense Department
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16. In terms of execution styles, a family seated at the dinner table
enjoying the advertised product would be an example of which
of the following types of advertising? Ans: Slice of life
17. A child in the United States is normally exposed to all of the
following values EXCEPT : Ans: collectivism
18. ________________have contractual authority to sell a
manufacturer's entire output. Ans: Selling agents
19. Sellers that handle their own exports are engaged in: Ans:
direct exporting
20. More and more salespeople are being evaluated and
compensated based on different measures than in the past. All of
the following are illustrations of those measures EXCEPT : Ans:
competitive predatory pricing performance
21. _____________ includes practices such as overstating the
product's features or performance, luring the customer to the store
for a bargain that is out of stock, or running rigged contests. Ans:
Deceptive promotion
22. The orange juice manufacturers know that orange juice is most
often consumed in the mornings. However, they would like to
change this and make the drink acceptable during other time
periods during the day. Which form of segmentation would they
need to work with and establish strategy reflective of their desires?
Ans: occasion segmentation
23. The typical method of retail operation used by supermarkets
and catalog showrooms is called: Ans: self-service retailing
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A(n) _________ are computerized collections of information
obtained from data sources within the company Ans: internal
databases
25. The total number of items that the company carries within its
product lines refers to the of the product mix. Ans: length
26. The use of price points for reference to different levels of
quality for a company's related products is typical of which
product-mix pricing strategy? Ans: Product line pricing
27. If a company's objective were to reach masses of buyers that
were geographically dispersed at a low cost per exposure, the
company would likely choose which of the following promotion
forms? Ans: Advertising
28. Using a successful brand name to introduce additional items in
a given product category under the same brand name (such as
new flavors, forms, colors, added ingredients, or package sizes) is
called a(n): Ans: line extension
29. Successful service companies focus their attention on both
their customers and their employees. They understand which links
service firm profits with employee and customer satisfaction. Ans:
service-profit chains
30. ________is quoted as saying that "everyone lives by selling
something. Ans: Robert Louis Stevenson
31. Anything that can be offered to a market for attention,
acquisition, use, or consumption that might satisfy a want or need
is called a(n): Ans: product
COBA Core Questions with Detailed
Verified Answers
1. Which of the following information forms available to the
marketing manager can
usually be accessed more quickly and cheaply than other
information sources? Ans: Internal databases
2. All of the following are considered to be drawbacks of local
marketing EXCEPT: Ans: it can attract unwanted competition
3. Cognitive dissonance occurs in which stage of the buyer
decision process model? Ans: Post purchase behavior
4. That the company that overlooks new and better ways to do
things will eventually lose customers to another company that has
found a better way of serving customer needs is a major tenet of:
Ans: innovative marketing
5. The biggest or greatest amount of involvement in a foreign
market comes through which of the following? Ans: Direct
investment
6. A is a good offered either free or at low cost as an incentive to
buy a product. Ans: premium
7. Setting call objectives is done during which of the following
stages of the selling process? Ans: Pre approach
, Page | 2
8. Pricing to cover variable costs and some fixed costs, as in the
case of some automobile distributorships that sell below total
costs, is typical of which of the following pricing objectives? Ans:
Survival
9. In determining sales force size, when a company groups
accounts into different size classes and then determines the
number of salespeople needed to call on them the desired
number of times, it is called the: Ans: work-load approach
10. is products bought by individuals and organizations for further
processing or for use in conducting a business. Ans: Industrial
products
11. All of the following would be ways to segment within the
category of psychographic segmentation EXCEPT : Ans:
occupation
12. The is a person within a reference group who, because of
special skills, knowledge, personality, or other characteristics,
exerts influence on others. Ans: opinion leader
13._____________describes changes in an individual's behavior
arising from experience. Ans: Learning
14. Concerns that the manufacturers of harmful products such as
tobacco have influence on lawmakers to the detriment of the
public interest is used as evidence of which criticism of marketing?
Ans: Too much political power
15. The Internet evolved from a network created by during the
1960s. Ans: the Defense Department
, Page | 3
16. In terms of execution styles, a family seated at the dinner table
enjoying the advertised product would be an example of which
of the following types of advertising? Ans: Slice of life
17. A child in the United States is normally exposed to all of the
following values EXCEPT : Ans: collectivism
18. ________________have contractual authority to sell a
manufacturer's entire output. Ans: Selling agents
19. Sellers that handle their own exports are engaged in: Ans:
direct exporting
20. More and more salespeople are being evaluated and
compensated based on different measures than in the past. All of
the following are illustrations of those measures EXCEPT : Ans:
competitive predatory pricing performance
21. _____________ includes practices such as overstating the
product's features or performance, luring the customer to the store
for a bargain that is out of stock, or running rigged contests. Ans:
Deceptive promotion
22. The orange juice manufacturers know that orange juice is most
often consumed in the mornings. However, they would like to
change this and make the drink acceptable during other time
periods during the day. Which form of segmentation would they
need to work with and establish strategy reflective of their desires?
Ans: occasion segmentation
23. The typical method of retail operation used by supermarkets
and catalog showrooms is called: Ans: self-service retailing
, Page | 4
A(n) _________ are computerized collections of information
obtained from data sources within the company Ans: internal
databases
25. The total number of items that the company carries within its
product lines refers to the of the product mix. Ans: length
26. The use of price points for reference to different levels of
quality for a company's related products is typical of which
product-mix pricing strategy? Ans: Product line pricing
27. If a company's objective were to reach masses of buyers that
were geographically dispersed at a low cost per exposure, the
company would likely choose which of the following promotion
forms? Ans: Advertising
28. Using a successful brand name to introduce additional items in
a given product category under the same brand name (such as
new flavors, forms, colors, added ingredients, or package sizes) is
called a(n): Ans: line extension
29. Successful service companies focus their attention on both
their customers and their employees. They understand which links
service firm profits with employee and customer satisfaction. Ans:
service-profit chains
30. ________is quoted as saying that "everyone lives by selling
something. Ans: Robert Louis Stevenson
31. Anything that can be offered to a market for attention,
acquisition, use, or consumption that might satisfy a want or need
is called a(n): Ans: product
