COBA CORE - MARKETING 2400 EXAM
2025 QUESTIONS AND ANSWERS
Which of the following information forms available to the marketing manager can usually be
accessed more quickly and cheaply than other information sources?
a. Marketing intelligence
b. Marketing research
c. Customer profiles
d. Internal databases - ANS d. (internal databases)
All of the following are considered to be drawbacks of local marketing EXCEPT :
a. it can drive up manufacturing and marketing costs by reducing economies of scale.
b. it can create logistical problems when the company tries to meet varied requirements.
c. it can attract unwanted competition.
d. it can dilute the brand's overall image. - ANS c. (it can attract unwanted competition)
Cognitive dissonance occurs in which stage of the buyer decision process model?
a. Need recognition
b. Information search
c. Evaluation of alternatives
d. Post purchase behavior - ANS d. (post purchase behavior)
1 Copyright ©2025 BRAINBARTER ALL RIGHTS RESERVED
,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:
a. innovative marketing.
b. consumer-oriented marketing.
c. value marketing.
d. sense-of-mission marketing. - ANS a. (innovative marketing)
The biggest or greatest amount of involvement in a foreign market comes through
which of the following?
a. Exporting
b. Joint venturing
c. Licensing
d. Direct investment - ANS d. (direct investment)
A is a good offered either free or at low cost as an incentive to buy a product.
a. patronage reward
b. spiff
c. price pack
d. premium - ANS d. (premium)
Setting call objectives is done during which of the following stages of the selling process?
a. Prospecting
b. Pre approach
c. Approach
2 Copyright ©2025 BRAINBARTER ALL RIGHTS RESERVED
,d. Handling objections - ANS b. (pre approach)
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?
a. Current profit maximization
b. Product quality leadership
c. Market share leadership
d. Survival - ANS d. (survival)
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:
a. key-size approach.
b. work-load approach.
c. product-need approach.
d. call-service approach. - ANS b. (work-load approach)
_____________ is products bought by individuals and organizations for further processing or
for use in conducting a business.
a. Consumer products
b. Services
c. Industrial products
d. Specialty products - ANS c. (industrial products)
All of the following would be ways to segment within the category of psychographic
segmentation EXCEPT :
3 Copyright ©2025 BRAINBARTER ALL RIGHTS RESERVED
, a. social class.
b. occupation.
c. lifestyle.
d. personality. - ANS b. (occupation)
The is a person within a reference group who, because of special skills, knowledge, personality,
or other characteristics, exerts influence on others.
a. facilitator
b. referent actor
c. opinion leader
d. social role player - ANS c. (opinion leader)
_____________ describes changes in an individual's behavior arising from experience.
a. Modeling
b. Motivation
c. Perception
d. Learning - ANS d. (learning)
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?
a. Too much advertising.
b. Too few social goods.
c. Cultural pollution.
d. Too much political power. - ANS d. (too much political power)
4 Copyright ©2025 BRAINBARTER ALL RIGHTS RESERVED
2025 QUESTIONS AND ANSWERS
Which of the following information forms available to the marketing manager can usually be
accessed more quickly and cheaply than other information sources?
a. Marketing intelligence
b. Marketing research
c. Customer profiles
d. Internal databases - ANS d. (internal databases)
All of the following are considered to be drawbacks of local marketing EXCEPT :
a. it can drive up manufacturing and marketing costs by reducing economies of scale.
b. it can create logistical problems when the company tries to meet varied requirements.
c. it can attract unwanted competition.
d. it can dilute the brand's overall image. - ANS c. (it can attract unwanted competition)
Cognitive dissonance occurs in which stage of the buyer decision process model?
a. Need recognition
b. Information search
c. Evaluation of alternatives
d. Post purchase behavior - ANS d. (post purchase behavior)
1 Copyright ©2025 BRAINBARTER ALL RIGHTS RESERVED
,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:
a. innovative marketing.
b. consumer-oriented marketing.
c. value marketing.
d. sense-of-mission marketing. - ANS a. (innovative marketing)
The biggest or greatest amount of involvement in a foreign market comes through
which of the following?
a. Exporting
b. Joint venturing
c. Licensing
d. Direct investment - ANS d. (direct investment)
A is a good offered either free or at low cost as an incentive to buy a product.
a. patronage reward
b. spiff
c. price pack
d. premium - ANS d. (premium)
Setting call objectives is done during which of the following stages of the selling process?
a. Prospecting
b. Pre approach
c. Approach
2 Copyright ©2025 BRAINBARTER ALL RIGHTS RESERVED
,d. Handling objections - ANS b. (pre approach)
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?
a. Current profit maximization
b. Product quality leadership
c. Market share leadership
d. Survival - ANS d. (survival)
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:
a. key-size approach.
b. work-load approach.
c. product-need approach.
d. call-service approach. - ANS b. (work-load approach)
_____________ is products bought by individuals and organizations for further processing or
for use in conducting a business.
a. Consumer products
b. Services
c. Industrial products
d. Specialty products - ANS c. (industrial products)
All of the following would be ways to segment within the category of psychographic
segmentation EXCEPT :
3 Copyright ©2025 BRAINBARTER ALL RIGHTS RESERVED
, a. social class.
b. occupation.
c. lifestyle.
d. personality. - ANS b. (occupation)
The is a person within a reference group who, because of special skills, knowledge, personality,
or other characteristics, exerts influence on others.
a. facilitator
b. referent actor
c. opinion leader
d. social role player - ANS c. (opinion leader)
_____________ describes changes in an individual's behavior arising from experience.
a. Modeling
b. Motivation
c. Perception
d. Learning - ANS d. (learning)
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?
a. Too much advertising.
b. Too few social goods.
c. Cultural pollution.
d. Too much political power. - ANS d. (too much political power)
4 Copyright ©2025 BRAINBARTER ALL RIGHTS RESERVED
