GCU MKT 315 EXAM SCRIPT 2025/2026 QUESTIONS WITH
ANSWERS GRADED A+
✔✔full service retailer - ✔✔Provide trained staff to assist customers in making
selections and help with customized services.
✔✔Non-store retailer - ✔✔Transactions are accomplished in a wide variety of formats
including catalogs, vending machines, door-to-door sales, home party sales, and the
fast-growing Internet marketplace.
✔✔self-service retailer - ✔✔Require customers to shop independent of store staff
✔✔break-even point - ✔✔the point at which the costs of producing a product equal the
revenue made from selling the product
✔✔A/B testing - ✔✔process of comparing two versions of a web page, email, or other
marketing asset and measuring the difference in performance
✔✔adaptive selling - ✔✔custom or tailored approach to selling, which takes into
account the type of customer, the sales situation and the feedback received.
✔✔Appeal in advertising - ✔✔communication strategies that grab customers attention
and persuade to buy
✔✔blog - ✔✔reaching your home business' target market through the use of a blog
✔✔broker - ✔✔a wholesaler who does not take title to goods and whose function is to
bring buyers and sellers together and assist in negotiation
✔✔Call to Action (CTA) - ✔✔An image or line of text that prompts visitors, leads, and
customers to perform a desired action.
✔✔Communication process - ✔✔sender, encoding the message, message channel,
decoding the message, receiver
✔✔consultive selling - ✔✔sales that provide solutions to customers' problems by finding
products that meet their needs.
✔✔cost per thousand (CPM) - ✔✔The media cost of exposing 1,000 readers or viewers
to an advertising impression.
✔✔direct investment (global market entry) - ✔✔The act of establishing local operations
in a foreign market
, ✔✔direct marketing - ✔✔consists of any marketing that relies on direct communication
or distribution to individual consumers, rather than through a third party such as mass
media
✔✔Disintermediation - ✔✔the cutting out of marketing channel intermediaries by
product or service producers
✔✔Drip Campaign - ✔✔sending marketing information to prospects repeatedly over
longer periods of time in order to nurture prospects or leads through the marketing
funnel
✔✔field of experience - ✔✔how environment, experiences, culture, and even heredity
can influence how a sender constructs a message
✔✔Form (retailer utility) - ✔✔how well a product or service meets the customer's needs
✔✔hierarchy of effects - ✔✔a series of steps prospective customers move through,
from initial awareness of a product to brand loyalty
✔✔landing page - ✔✔the web page that a person reaches when clicking on a search
engine listing or ad
✔✔loss-leader - ✔✔a product sold at a loss to attract customers.
✔✔Noise in the communication process - ✔✔unwanted signal which interferes with the
original message signal and corrupts the parameters of the message signal
✔✔Odd-even pricing - ✔✔psychological pricing tactic in which numeric value is utilized
to impact the customer's perceptions of product value. The "odd" part of this tactic refers
to a price ending in 1,3,5,7,9—or any number just below an even number
✔✔omni-channel distribution - ✔✔a multichannel approach that allows customers a way
to purchase and receive orders from several sales channels
✔✔order getters - ✔✔front line sales persons whose job is to persuade the customers
to make a direct purchase and to acquire new customers
✔✔order takers - ✔✔ales person who collects orders but does not attempt to find new
customers
✔✔penetration pricing - ✔✔setting a low initial price on a new product to appeal
immediately to the mass market
ANSWERS GRADED A+
✔✔full service retailer - ✔✔Provide trained staff to assist customers in making
selections and help with customized services.
✔✔Non-store retailer - ✔✔Transactions are accomplished in a wide variety of formats
including catalogs, vending machines, door-to-door sales, home party sales, and the
fast-growing Internet marketplace.
✔✔self-service retailer - ✔✔Require customers to shop independent of store staff
✔✔break-even point - ✔✔the point at which the costs of producing a product equal the
revenue made from selling the product
✔✔A/B testing - ✔✔process of comparing two versions of a web page, email, or other
marketing asset and measuring the difference in performance
✔✔adaptive selling - ✔✔custom or tailored approach to selling, which takes into
account the type of customer, the sales situation and the feedback received.
✔✔Appeal in advertising - ✔✔communication strategies that grab customers attention
and persuade to buy
✔✔blog - ✔✔reaching your home business' target market through the use of a blog
✔✔broker - ✔✔a wholesaler who does not take title to goods and whose function is to
bring buyers and sellers together and assist in negotiation
✔✔Call to Action (CTA) - ✔✔An image or line of text that prompts visitors, leads, and
customers to perform a desired action.
✔✔Communication process - ✔✔sender, encoding the message, message channel,
decoding the message, receiver
✔✔consultive selling - ✔✔sales that provide solutions to customers' problems by finding
products that meet their needs.
✔✔cost per thousand (CPM) - ✔✔The media cost of exposing 1,000 readers or viewers
to an advertising impression.
✔✔direct investment (global market entry) - ✔✔The act of establishing local operations
in a foreign market
, ✔✔direct marketing - ✔✔consists of any marketing that relies on direct communication
or distribution to individual consumers, rather than through a third party such as mass
media
✔✔Disintermediation - ✔✔the cutting out of marketing channel intermediaries by
product or service producers
✔✔Drip Campaign - ✔✔sending marketing information to prospects repeatedly over
longer periods of time in order to nurture prospects or leads through the marketing
funnel
✔✔field of experience - ✔✔how environment, experiences, culture, and even heredity
can influence how a sender constructs a message
✔✔Form (retailer utility) - ✔✔how well a product or service meets the customer's needs
✔✔hierarchy of effects - ✔✔a series of steps prospective customers move through,
from initial awareness of a product to brand loyalty
✔✔landing page - ✔✔the web page that a person reaches when clicking on a search
engine listing or ad
✔✔loss-leader - ✔✔a product sold at a loss to attract customers.
✔✔Noise in the communication process - ✔✔unwanted signal which interferes with the
original message signal and corrupts the parameters of the message signal
✔✔Odd-even pricing - ✔✔psychological pricing tactic in which numeric value is utilized
to impact the customer's perceptions of product value. The "odd" part of this tactic refers
to a price ending in 1,3,5,7,9—or any number just below an even number
✔✔omni-channel distribution - ✔✔a multichannel approach that allows customers a way
to purchase and receive orders from several sales channels
✔✔order getters - ✔✔front line sales persons whose job is to persuade the customers
to make a direct purchase and to acquire new customers
✔✔order takers - ✔✔ales person who collects orders but does not attempt to find new
customers
✔✔penetration pricing - ✔✔setting a low initial price on a new product to appeal
immediately to the mass market
