COBA CORE EXAM 2025 QUESTIONS
AND 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
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
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,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
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
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, 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
32. The type of sales presentation approach that requires good listening and problem-solving
skills is the: - ANS need-satisfaction approach
33. Yahoo, Info seek, and Excite are all called: - ANS search engines
34. Successful depends on how well a company blends its people, organizational structure,
decision and reward systems, and company culture into a cohesive program that supports its
strategies. - ANS marketing implementation
35. Wal-Mart owned Sam's club is an example of a retail form called a(n): - ANS warehouse
club
36. is the general term for a buying and selling process that is supported by electronic means. -
ANS Electronic commerce
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AND 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
1 Copyright ©2025 BRAINBARTER ALL RIGHTS RESERVED
,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
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
2 Copyright ©2025 BRAINBARTER ALL RIGHTS RESERVED
,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
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
3 Copyright ©2025 BRAINBARTER ALL RIGHTS RESERVED
, 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
32. The type of sales presentation approach that requires good listening and problem-solving
skills is the: - ANS need-satisfaction approach
33. Yahoo, Info seek, and Excite are all called: - ANS search engines
34. Successful depends on how well a company blends its people, organizational structure,
decision and reward systems, and company culture into a cohesive program that supports its
strategies. - ANS marketing implementation
35. Wal-Mart owned Sam's club is an example of a retail form called a(n): - ANS warehouse
club
36. is the general term for a buying and selling process that is supported by electronic means. -
ANS Electronic commerce
4 Copyright ©2025 BRAINBARTER ALL RIGHTS RESERVED
