DECA TEST STUDY GUIDE 2026
Psychographic - Answers -This market segmenting involves studies of consumers
based on their attitudes, lifestyles, and values.
Demographic - Answers -This market segment refers to statistical data or information
concerning a person's age gender income level occupation, etc
Behavioral - Answers -This type of market segmentation is based on segmenting a
market based on segmenting a market based on rate of use, shopping patterns or
product benefits
Geographic - Answers -This market segmentation refers to segmenting as market
based on where people live.
Marketing - Answers -A process of identifying human wants and needs, and developing
a plan to meet those wants and needs. Refers to everything involved with convincing an
attendee to come to the event. Also refers to providing information to support the exhibit
sales function.
Approach - Answers -The first-face-to-face contact a sale person has with the customer
Psychological Pricing - Answers -Pricing techniques that create an illusion for
customers
Market Share - Answers -A firm's percentage of total sales generated by all competitors
in a given market
Sole Proprietorship - Answers -A business owned by one person
Suggestive Selling - Answers -Selling additional goods or services to the customer after
the customer has made a commitment to buy
Ethics - Answers -Based on knowing the difference between right and wrong
Decrease - Answers -According to the law of supply and demand, as the price
increases the quantity demanded will.
Boomerang - Answers -Bring the objection back to the customer.
Superior Point - Answers -Admit disadvantages in certain products but then present
superior points to offset or compensate for them.
Third Party Demonstration - Answers -Use a previous customer or neutral person to
give a testimonial about the product show to operate a product
,Substitution - Answers -Recommending a different product that would satisfy the
customer's needs
Trade Surplus - Answers -When a country exports more than it imports.
Introduction - Answers -1st step of the product life cycle. company focuses it's efforts
on promotion and production
Decline - Answers -4th step of the product life cycle: Sales level off and competition
increase
Maturity - Answers -3rd step of the product life cycle: Sales begin to fall and company
looks to modernize or alter the product
Growth - Answers -2nd step of the product life cycle: Product is enjoying success
shown by increased sales and profits
Price - Answers -The value of money placed on a good or service
Headline - Answers -Attract readers, arouse interest, and get people to look at the
illustration and copy.
Copy - Answers -Represents the selling message in the ad.
Illustration - Answers -Help expand on the copy by showing how the product works or
how it is used
Signature - Answers -Aka logo, the identification symbol for a business
Slogan - Answers -A catch phrase or small group of words that are combined in a
special way it identify a product or company
Wholesaler - Answers -Buys, stores, and resells large quantities of goods
Closing the sale - Answers -Obtaining positive agreement from the customer to buy.
The Marketing Mix - Answers -Product, Place, Price, Promotion
Secondary Research - Answers -Government records, internet sources, Business
publications, Focus groups
Primary Research - Answers -Interview, survey, observation, Focus Group
Sample - Answers -A part of target population that is assumed to represent the entire
population
,Price Fixing - Answers -An illegal activity occurs when competitors agree on setting
prices
Approaching the Customer - Answers -Step 1 of the selling process
Determine Needs - Answers -Step 2 of the selling process
Presenting the Product - Answers -step 3 of the selling process
Overcoming Objections - Answers -Step 4 of the selling process
Suggestion Selling - Answers -Step 6 of the selling process
close the sale - Answers -step 5 of the selling process
Relationship Building - Answers -Step 7 of the selling process
Marketing Research - Answers -Used to obtain information about the preferences,
options, habit, trends, and plans of current and potential customers
Product/ Service Management - Answers -Obtaining, developing, maintaining, and
improving a product or product mix in response to marketing opportunities
Financing - Answers -Getting the money that is necessary to set-up and run a business
Marketing Information Management - Answers -Gather, storing, and analyzing data to
determine customers habits and attitudes
Distribution - Answers -Physically moving and storing goods
Pricing - Answers -Determining how much to charge for goods and services
Promotion - Answers -Informing persuading or reminding potential customers about a
business' products/ services
Selling - Answers -Determining customer needs and wants and responding through
planned, personalized, communication
Nonverbal Communications - Answers -Expression yourself through body language
such as facial expressions, hand motions, and eye movement.
Promotional Mix - Answers -A carefully planned combination of techniques designed to
persuade customers to purchase and support a business' products
Direct Close - Answers -Closing technique in which salesperson asks for the sale.
, Image - Answers -The public's view of a business.
Price Lining - Answers -A pricing technique in which a store offers all merchandise in a
given category at certain prices, such as $10 and $20
Bundle Pricing - Answers -Offering several complimentary products in a package that is
sold at a single price
Prestige Pricing - Answers -Setting high-than average pricing to suggest status
Everyday Low Pricing - Answers -Setting a consistent price point with no intention of
offering discounts
Line - Answers -A group of closely related products within the product mix is a
business' product
Marketing Segmentation - Answers -Analyzing a market by specific characteristics in
order to define the target market.
Objections - Answers -Concerns, hesitations, doubts, or other honest reasons a
customer has for not making a purchase.
Traditional Economy - Answers -An economy where decisions are based on cultural or
religious practices and ideals
Command Economy - Answers -An economy in which the government controls the
factors of production and makes all decisions about their use.
Market Economy - Answers -An economy with no government involvement in economic
decisions. Decisions are made by individuals and businesses
Mixed Economy - Answers -An economy in which the decisions are made by the
government individuals and businesses
Staffing - Answers -The selection and training of new employees.
4P's - Answers -Product, Place, Price, Promotion
Return on Investment - Answers -A calculation that is used to determine the relative
profitability of an investment
Channel of Distribution - Answers -The path a product takes from producer or
manufacturer to the final user.
Form - Answers -Changing raw materials into actual goods.
Psychographic - Answers -This market segmenting involves studies of consumers
based on their attitudes, lifestyles, and values.
Demographic - Answers -This market segment refers to statistical data or information
concerning a person's age gender income level occupation, etc
Behavioral - Answers -This type of market segmentation is based on segmenting a
market based on segmenting a market based on rate of use, shopping patterns or
product benefits
Geographic - Answers -This market segmentation refers to segmenting as market
based on where people live.
Marketing - Answers -A process of identifying human wants and needs, and developing
a plan to meet those wants and needs. Refers to everything involved with convincing an
attendee to come to the event. Also refers to providing information to support the exhibit
sales function.
Approach - Answers -The first-face-to-face contact a sale person has with the customer
Psychological Pricing - Answers -Pricing techniques that create an illusion for
customers
Market Share - Answers -A firm's percentage of total sales generated by all competitors
in a given market
Sole Proprietorship - Answers -A business owned by one person
Suggestive Selling - Answers -Selling additional goods or services to the customer after
the customer has made a commitment to buy
Ethics - Answers -Based on knowing the difference between right and wrong
Decrease - Answers -According to the law of supply and demand, as the price
increases the quantity demanded will.
Boomerang - Answers -Bring the objection back to the customer.
Superior Point - Answers -Admit disadvantages in certain products but then present
superior points to offset or compensate for them.
Third Party Demonstration - Answers -Use a previous customer or neutral person to
give a testimonial about the product show to operate a product
,Substitution - Answers -Recommending a different product that would satisfy the
customer's needs
Trade Surplus - Answers -When a country exports more than it imports.
Introduction - Answers -1st step of the product life cycle. company focuses it's efforts
on promotion and production
Decline - Answers -4th step of the product life cycle: Sales level off and competition
increase
Maturity - Answers -3rd step of the product life cycle: Sales begin to fall and company
looks to modernize or alter the product
Growth - Answers -2nd step of the product life cycle: Product is enjoying success
shown by increased sales and profits
Price - Answers -The value of money placed on a good or service
Headline - Answers -Attract readers, arouse interest, and get people to look at the
illustration and copy.
Copy - Answers -Represents the selling message in the ad.
Illustration - Answers -Help expand on the copy by showing how the product works or
how it is used
Signature - Answers -Aka logo, the identification symbol for a business
Slogan - Answers -A catch phrase or small group of words that are combined in a
special way it identify a product or company
Wholesaler - Answers -Buys, stores, and resells large quantities of goods
Closing the sale - Answers -Obtaining positive agreement from the customer to buy.
The Marketing Mix - Answers -Product, Place, Price, Promotion
Secondary Research - Answers -Government records, internet sources, Business
publications, Focus groups
Primary Research - Answers -Interview, survey, observation, Focus Group
Sample - Answers -A part of target population that is assumed to represent the entire
population
,Price Fixing - Answers -An illegal activity occurs when competitors agree on setting
prices
Approaching the Customer - Answers -Step 1 of the selling process
Determine Needs - Answers -Step 2 of the selling process
Presenting the Product - Answers -step 3 of the selling process
Overcoming Objections - Answers -Step 4 of the selling process
Suggestion Selling - Answers -Step 6 of the selling process
close the sale - Answers -step 5 of the selling process
Relationship Building - Answers -Step 7 of the selling process
Marketing Research - Answers -Used to obtain information about the preferences,
options, habit, trends, and plans of current and potential customers
Product/ Service Management - Answers -Obtaining, developing, maintaining, and
improving a product or product mix in response to marketing opportunities
Financing - Answers -Getting the money that is necessary to set-up and run a business
Marketing Information Management - Answers -Gather, storing, and analyzing data to
determine customers habits and attitudes
Distribution - Answers -Physically moving and storing goods
Pricing - Answers -Determining how much to charge for goods and services
Promotion - Answers -Informing persuading or reminding potential customers about a
business' products/ services
Selling - Answers -Determining customer needs and wants and responding through
planned, personalized, communication
Nonverbal Communications - Answers -Expression yourself through body language
such as facial expressions, hand motions, and eye movement.
Promotional Mix - Answers -A carefully planned combination of techniques designed to
persuade customers to purchase and support a business' products
Direct Close - Answers -Closing technique in which salesperson asks for the sale.
, Image - Answers -The public's view of a business.
Price Lining - Answers -A pricing technique in which a store offers all merchandise in a
given category at certain prices, such as $10 and $20
Bundle Pricing - Answers -Offering several complimentary products in a package that is
sold at a single price
Prestige Pricing - Answers -Setting high-than average pricing to suggest status
Everyday Low Pricing - Answers -Setting a consistent price point with no intention of
offering discounts
Line - Answers -A group of closely related products within the product mix is a
business' product
Marketing Segmentation - Answers -Analyzing a market by specific characteristics in
order to define the target market.
Objections - Answers -Concerns, hesitations, doubts, or other honest reasons a
customer has for not making a purchase.
Traditional Economy - Answers -An economy where decisions are based on cultural or
religious practices and ideals
Command Economy - Answers -An economy in which the government controls the
factors of production and makes all decisions about their use.
Market Economy - Answers -An economy with no government involvement in economic
decisions. Decisions are made by individuals and businesses
Mixed Economy - Answers -An economy in which the decisions are made by the
government individuals and businesses
Staffing - Answers -The selection and training of new employees.
4P's - Answers -Product, Place, Price, Promotion
Return on Investment - Answers -A calculation that is used to determine the relative
profitability of an investment
Channel of Distribution - Answers -The path a product takes from producer or
manufacturer to the final user.
Form - Answers -Changing raw materials into actual goods.
