DECA Marketing Cluster Practice Exam

A

Listing the number of respondents who answered "agree," "no opinion," or "disagree" to each question on

a marketing questionnaire is an example of

A. tabulation.

B. proportion.

C. deviation.

D. association.

B

Statistical data revealed that Zane Industries sold 32% more of the Model EQ2 desktop photocopier last

year after it made changes to increase the photocopier's speed and refine its print quality. In this

situation, the statistical findings helped the company determine that

A. its sales forecasts were inaccurate.

B. product improvements helped boost sales.

C. research and development expenses exceeded the budget.

D. the company achieved its sales goals.

C

Which of the following is an example of a brand promise:

A. Low credit terms are available for qualified customers until January, 2012.

B. Leather sofas only $499 this weekend—buy now at Fred's Furniture Warehouse.

C. Henderson Photography...uniquely capturing your special moments is our priority.

D. For your convenience, four Cup O' Joe locations are open in the greater-metro area.

B

What type of marketing data can a business obtain by reviewing its inventory reports and customers'

invoices?

A. Customers' credit limits

B. Customers' product preferences

C. Product quality

D. Actual market share

C

Product bundling is an effective method to sell goods and services because it

A. provides new products with better exposure than advertising.

B. allows businesses to sell unrelated items at the same time.

C. creates a sense of value for the customer.

D. encourages customers to comparison shop.

C

Which of the following is a question that a salesperson is most likely to ask during the reaching closure

phase of a sale:

A. How can I help you today, Mrs. Watson?

B. Will you be using the printer to fax and copy documents?

C. Would you like to use your credit card to pay for the camera?

D. Would you like me to show you the features of the boat, Mr. Conrad?

D

Which of the following would be done first in an environmental scan:

A. Identifying and analyzing important trends and issues

B. Carrying out scanning activities

C. Selecting trends and issues to act on

D. Identifying participants and responsibilities

A

Which of the following is a use of product promotion:

A. Informing customers about product features

B. Highlighting social or environmental issues

C. Recruiting new employees

D. Changing attitudes toward the company

A

A customer is most likely to raise objections during the selling process when the

A. product is expensive.

B. customer is impulsive.

C. salesperson is discovering the customer's needs.

D. salesperson reaffirms the buyer-seller relationship.

B

Which of the following is a way that local zoning laws affect businesses:

A. Prohibit price discrimination

B. Restrict placement of billboards

C. Limit creation of monopolies

D. Require labels on products

C

Which of the following is an example of a voluntary debtor-creditor relationship:

A. Requiring specific information

B. Receiving a monetary gift

C. Obtaining a loan from a bank

D. Owing punitive damages

B

Every channel of distribution begins with the __________ and ends with the user or consumer.

A. intermediary

B. producer

C. retailer

D. agent

D

How does implementing an electronic data interchange (EDI) system benefit businesses?

A. It allows trading communities to establish linear distribution strategies.

B. It increases the use of artificial intelligence systems.

C. It duplicates the data entry process within the supply chain.

D. It improves the speed and accuracy of information flow.

D

. Marsha got a great deal on a phone that she bought on the Internet. When she had a problem with it, she

contacted the manufacturer and was told that the company would not honor the warranty because her

phone had been sold by the manufacturer to a company in China. The manufacturer would not honor the

warranty because Marsha's phone is an example of a product in the

A. distribution channel.

B. product life cycle.

C. product mix.

D. gray market.

A

Which of the following is a true statement about channel-member relationships in the supply chain:

A. Members can often reduce conflict by focusing on the common goal of customer satisfaction.

B. Because the producers are the channel leaders, they usually have more negotiating power.

C. Technological advancements have made interaction among channel members unnecessary.

D. To minimize horizontal conflict, most wholesalers in the supply chain charge slotting fees.

C

An important factor in effective verbal communication is

A. reading from a script.

B. developing mannerisms.

C. having a pleasant voice.

D. enunciating rapidly.

D

. When Jeremy extended his hand toward Hank as they were introduced, Hank said, "Hello, Jeremy."

However, he ignored Jeremy's hand and kept his own hands in his pockets. What kind of nonverbal

message was Hank sending?

A. We have met before.

B. I am glad to meet you.

C. We have a lot in common.

D. I don't want to know you.

A

What type of communication style is usually most appropriate to use when evaluating employees?

A. Formal

B. Casual

C. Routine

D. Instructional

C

Which of the following should you be sure to do when taking notes:

A. Write in complete sentences.

B. Use correct spelling and grammar.

C. Write as legibly as possible.

D. Try to write down everything the teacher says.

D

Identify the type of appeal used in the following persuasive message: "This new book is written by Dr.

Juliet Browne, who holds a doctorate from the Harvard School of Medicine and is the Chair of the World

Health Organization."

A. Shock value

B. Reason

C. Emotions

D. Credibility

A

A characteristic of simple memorandums written by business employees is that they usually are intended

to be read by a(n)

A. internal audience.

B. board of directors.

C. planning committee.

D. group of suppliers.

D

A disadvantage of problem-solving in groups is that it

A. hinders communication.

B. decreases conformity.

C. decreases risk-taking.

D. takes more time

C

Businesses must keep in mind that word-of-mouth promotion can be

A. bought.

B. avoided.

C. negative.

D. inconsequential.

A

When management establishes policies that help employees to deal with customers in the same way,

under the same circumstances, the main purpose of these policies is the

A. fair treatment of customers.

B. reduction of expenses.

C. satisfaction of customers' wants.

D. smooth operation of the business.

A

Some natural resources are plentiful but are expensive and difficult to

A. obtain.

B. use.

C. sell.

D. conserve

A

When the demand for a product increases, a producer will normally increase the quantity of product

supplied. In this situation, what will usually happen to the product's price?

A. The price will increase.

B. The price is not affected.

C. The price will decrease.

D. The price will remain constant.

C

The owner of a small retail store has decided to offer designer jeans for the back-to-school campaign.

Which of the following business activities should be used to inform the potential customers about the new

items for sale:

A. Production

B. Financial analysis

C. Marketing

D. Strategic management

C

A car dealership purchases new cars from a Ford factory and then sells them to consumers. What type of

business model is this?

A. Trader

B. Manufacturer

C. Distributor

D. Importer

D

How does innovation support a business's long-term survival?

A. By decreasing organizational conflict

B. By making it impossible for employees to predict what's coming next

C. By enabling a business to cut costs

D. By giving a business a competitive edge

D

The owner of Bonnie's Birds and Bugs realizes that she cannot completely protect her building from the

possibility of fire. What would be the best means of dealing with this risk?

A. Retain the risk

B. Prevent the risk

C. Avoid the risk

D. Transfer the risk

B

Union and management officials are meeting next week to determine the terms and conditions that will

be provided to employees. This process is known as

A. striking.

B. collective bargaining.

C. picketing.

D. corporate campaigning

C

Randy used to work in a factory. However, after technological advances brought robots that could do the

same job for less money, he was laid off. Randy is looking for a new job in a factory, but everything

requires knowledge of computer programs, which he doesn't have. Randy is facing __________

unemployment.

A. cyclical

B. frictional

C. structural

D. seasonal

D

What do individuals often identify when assessing their personal strengths and weaknesses?

A. Risks

B. Careers

C. Benefits

D. Interests

B

The act of deliberately giving a wrong or false impression of something is considered to be

A. poor communications.

B. dishonest.

C. tactless.

D. good business.

D

We know we are being treated fairly when we

A. are being treated better than others.

B. get our way and receive the outcomes we want.

C. feel happy and satisfied with others' decisions.

D. are being treated the way we deserve to be treated.

C

If you cannot take the blame for your mistakes, then

A. you will never be successful.

B. your friends will likely take the blame for you.

C. you cannot take the credit for your successes.

D. it will be difficult to graduate.

C

It is considered unethical for an employee to spread malicious gossip about a coworker because the

gossip may

A. earn the person a promotion.

B. make the person uncomfortable.

C. damage the person's reputation.

D. affect the person's social life.

B

Alicia is trying to persuade members of her work team to implement a new process. Because Alicia used

this process with her former employer, she is very knowledgeable and knows what needs to be done to

make a smooth transition. The work team is likely to go along with the change because Alicia has

A. exhibited cultural sensitivity.

B. established personal credibility.

C. demonstrated empathy.

D. coached others effectively.

A

Often, people can creatively resolve a conflict by

A. brainstorming.

B. debating.

C. deciding.

D. mediating.

A

Zane is feeling overwhelmed about his stressful job. Which action should he take to manage his stress?

A. Talk through the situation with a friend or coworker.

B. Create an employee survey for his coworkers.

C. Take on a greater amount of work.

D. Skip work often so that he has time to relax

D

Once a coach has helped a coachee establish an improvement plan, it is important for the coach to

A. give monetary rewards to the coachee.

B. set goals for the coachee.

C. give harsh feedback to the coachee.

D. track the coachee's progress.

A

One benefit of assessing the long-term value and impact of your actions on others is helping you to act

A. more ethically.

B. on behalf of your business.

C. in your own best interest.

D. your age.

D

Following your teacher's guidelines is an example of which ethical principle?

A. Viability

B. Transparency

C. Trust

D. Rule of law

A

Cornell wants to start his own business, but he isn't exactly sure what product or service he wants to

pursue at the moment. The first step of the entrepreneurial process that Cornell should focus on is

A. idea generation.

B. a feasibility study.

C. illumination.

D. verification.

A

In an ancient society, townspeople used cows to pay for the things they needed. The cows are an

example of __________ money.

A. commodity

B. representative

C. fiat

D. paper

D

Saving money helps you achieve __________ goals, while investing money helps you achieve

__________ goals.

A. long-term; career

B. long-term; short-term

C. career; short-term

D. short-term; long-term

A

Morgan received an email that claimed to be from her credit card company. The email said that her

account would be cancelled immediately if she didn't follow a link and enter her credit card and social

security numbers. After Morgan did so, she found out that the email wasn't actually from her credit card

company. Instead, it was a scam designed to steal her personal information. Morgan was a victim of

A. phishing.

B. baiting.

C. skimming.

D. hacking.

D

The biggest risk to a real estate investment is

A. inability to write checks.

B. low rate of return.

C. not being FDIC-insured.

D. depreciation

C

When John was injured in an auto accident on his way to work, what kind of insurance paid his hospital

bill?

A. Term

B. Disability

C. Health

D. Life

C

Finemart's bookkeeper journalizes the business's income and expenditures at the time they occur even if

no money changes hands at that time. Finemart uses the __________ accounting method to record

transactions.

A. managerial

B. cash

C. accrual

D. tax

A

Why do some governments require businesses to use specific accounting methods?

A. To provide external sources with accurate financial information

B. To ensure that the businesses are complying with intellectual property laws

C. To control the ways in which businesses develop credit policies

D. To monitor how businesses establish their sales goals and budgets

C

Which of the following is an example of an employee-assistance program:

A. Training on the use of dangerous power equipment

B. Compensation

C. Career and education planning

D. Corrective action

B

Businesses that obtain information about competitors with the use of questionable techniques, even

though these techniques are legal, are often behaving

A. aggressively.

B. unethically.

C. carelessly.

D. recklessly.

C

Which situation is an example of SUGGING?

A. A salesperson offers a customer the opportunity to try an expensive product free of charge.

B. A telemarketer asks a customer if s/he knows anyone who would want to buy a certain product.

C. A marketer tells a customer that s/he is conducting research, and then begins a sales pitch.

D. A business promotes a product by sending samples to its customers without authorization

A

A marketing-research project that gathers sufficient information to help the business in its decisionmaking

would be described as

A. thorough.

B. efficient.

C. tedious.

D. predictive

D

Which of the following is a true statement about qualitative research:

A. It is based on statistics and facts.

B. It is often conducted through experiments.

C. It uses large samples of the population.

D. It is conducted during a short time frame.

A

Which of the following is determined in a research project's master plan:

A. How much data to collect

B. The company's target market

C. How much the marketers will be paid

D. The purpose of the research

B

Which probability design allows marketers to study distinct groups within the target population?

A. Simple random sampling

B. Stratified random sampling

C. Systematic random sampling

D. Cluster sampling

B

. What type of marketing data can a business obtain by reviewing its inventory reports and customers'

invoices?

A. Customers' credit limits

B. Customers' product preferences

C. Product quality

D. Actual market share

D

Interviewers cause marketing-research errors when they

A. allow respondents to answer questions honestly.

B. communicate clearly with respondents.

C. ask the respondents to answer all of the questions.

D. express a biased attitude when asking questions.

B

When a local athletic apparel store sells shoes, clothing, and accessories that are designed specifically

for runners, it is using ____________ segmentation.

A. geographic

B. psychographic

C. demographic

D. rate of usage

A

Which of the following is a question that a business should answer about its target market while

conducting a situational analysis:

A. What are our customers buying?

B. How are our financing methods affecting our company's growth?

C. Are we operating at peak efficiency?

D. Which shipping companies are we using?

A

Which of the following factors affects how far ahead a business needs to predict its sales:

A. The business's resources

B. The typical information that is available

C. The similarity of competitors

D. The productivity of the business

A

Your web search results contain URLs from a variety of sources. Which of the following sources should

provide the most reliable data:

A. A government agency

B. A term paper

C. A personal blog

D. A Wikipedia site

A

Thomas wants to change the word "develop" to the word "create" in several places throughout his

document. The quickest way to make these changes is by using the __________ function.

A. find and replace

B. cut and paste

C. header and footer

D. styles and formatting

A

Which of the following is needed to post a web page:

A. Web server

B. Product to sell

C. Interested audience

D. Legal permit

A

Which of the following is needed to post a web page:

A. Web server

B. Product to sell

C. Interested audience

D. Legal permit

A

Analyzing data with Simpson's Paradox in mind can help account for

A. unconsidered variables or dimensions.

B. human error.

C. inconsistencies in data generation.

D. incorrect assumptions

B

Businesses can use data mining to

A. show why information is valuable.

B. see patterns within data.

C. eliminate the need to understand data.

D. make decisions for them.

A

A growing trend that is influencing the way that many companies do business is the concern for

A. protecting the environment.

B. distributing the wealth.

C. monitoring the economy.

D. regulating the government.

B

A company trains its human resources department in how to handle emergency situations. Is this an

example of operations management?

A. Yes, because the human resources department is considered an outside customer.

B. Yes, because it involves the operational aspects of safety and security.

C. No, because the human resources department does not interact with outside customers.

D. No, because the human resources department does not use operations.

C

Which of the following situations is an example of a hazard that affects the safety of the workplace:

A. Wide aisles to accommodate foot traffic

B. Proper lighting throughout the building

C. Boxes stacked in front of a fire exit

D. Secure locks on the building's exterior doors

D

Which of the following situations may represent a risk to the business:

A. A regular customer is impatient when the cashier takes a telephone order.

B. A regular customer brings a new neighbor to shop at the business.

C. A new customer with a check provides a piece of photo identification.

D. A new customer's check is for an amount larger than the purchase total.

D

What do managers often use to evaluate project results?

A. Activities

B. Techniques

C. Resources

D. Standards

B

A materials and notions buyer who purchases more zippers and buttons from a supplier to replace

depleted inventory is placing a

A. production requisition.

B. reorder.

C. back order.

D. line requisition.

A

Stan is a small-business owner who is always looking for ways to increase his company's ability to do the

job right the first time. He listens to his staff members' suggestions and implements many of their ideas

for improvement. What is Stan doing?

A. Creating a quality culture

B. Developing new products

C. Supporting external resources

D. Reorganizing priorities

C

Which of the following is one of the biggest expenses that employees can help a business control:

A. Rent

B. Advertising

C. Payroll

D. Taxes

B

Cathy is allowing her four friends to pick out a skirt for her at the mall—with one request: that all four

friends agree about the selection. Which style of decision-making is Cathy asking her friends to use?

A. Minimum

B. Maximum

C. Medium

D. Moderate

B

Why do we need creativity?

A. It indicates one's intelligence.

B. It moves the world along.

C. It shows businesses which employees can think in concrete terms.

D. It helps businesses to identify employees who will succeed in performing routine tasks.

A

If individuals enjoy operating machinery, driving vehicles, or using tools, they might consider a career that

involves working with

A. things.

B. animals.

C. people.

D. information.

D

Javier had an interview with a potential employer, Dan Martinez. The interview was pretty casual and

informal. How should Javier begin his thank you note?

A. He doesn't need to send a thank you note for a casual interview.

B. Dear Dan

C. Hi Dan

D. Dear Mr. Martinez

A

Which of the following provides a business's employees with a foundation for acceptable behavior in the

workplace:

A. Rules of conduct

B. Organizational chart

C. Grievance procedures

D. Articles of incorporation

A

The ability for marketers to think fast on their feet is most associated with

A. decision-making.

B. creativity.

C. people skills.

D. people knowledge

C

The price function often influences the place function by determining

A. how the product is advertised.

B. why the product is shipped.

C. where the product is sold.

D. when the product is made.

C

In which of the following situations might loss-leader pricing be illegal:

A. Customers pay a premium.

B. Businesses make a large profit.

C. Products are sold below cost.

D. Competitors match the price.

D

In product/service management, a major disadvantage of rapid technological changes is the

A. increase in customer satisfaction and profitability.

B. number of new products entering the market.

C. increase of customer product awareness.

D. rate at which existing products become obsolete.

C

Which of the following is a technique that many businesses use to identify product opportunities:

A. Evaluating a prototype

B. Testing the market

C. Observing the competition

D. Developing a brand

A

The primary goal during the brainstorming process is to

A. come up with as many ideas as possible.

B. analyze each idea as it is presented.

C. rate each idea in relation to one another.

D. come up with a set number of ideas within a certain time.

A

Which federal agency has the responsibility for inspecting meat that is shipped across state lines?

A. U.S. Department of Agriculture

B. U.S. Department of Commerce

C. Federal Trade Commission

D. Interstate Commerce Commission

B

A group of related products is called a product

A. item.

B. line.

C. mix.

D. expansion.

A

Which of the following situations is an example of product bundling:

A. Buy item Y and receive service W free for six months.

B. Buy item Z and receive a $50 manufacturer's rebate.

C. Buy product X and receive a $15 discount if it is paid within 10 days.

D. Buy service M and receive a coupon to use for future purchases.

D

The following statement appears on a company's website:

"Unlike our competitors, Naturally Yours Cosmetics uses organically-grown ingredients in its facial scrubs

and lotions."

What strategy is the company using to position its line of skin-care items?

A. Product reliability

B. Price

C. Customization

D. Unique attributes

B

One reason that a brand name should be adaptable is so that the business can

A. change the brand name as often as necessary.

B. use the brand name in multinational marketing.

C. use the brand name in packaging and advertising.

D. make its products look like other similar products.

B

Employee interactions, websites, and advertisements are all examples of

A. corporate brands.

B. touch points.

C. logos.

D. distributor brands.

C

Many of the town's residents have heard that this coming summer is predicted to be the hottest summer

ever. As a result of hearing this, Tim, the owner of an appliance store, decided to do more advertising for

air conditioners. Which of the following external factors has affected Tim and his business:

A. Technology

B. Legal and political factors

C. Demand

D. Cultural and social trends

B

A promotion that makes false or exaggerated claims about a product is considered to be

A. stereotypical.

B. deceptive.

C. offensive.

D. manipulative

C

Technological advancements in computer software have made it possible for media planners to calculate

reach, frequency, and __________ of their placements more quickly.

A. promotional mix

B. attention value

C. cost efficiency

D. audience fluency

D

To qualify as a specialty medium, an item must be

A. delivered through the postal service.

B. sold to a prospective customer.

C. used for decorative purposes only.

D. imprinted with the business's name/logo.

D

Which of the following is an example of direct advertising:

A. A retailer conducts a telephone survey to determine its customers' satisfaction with its services.

B. A hotel chain develops an advertising campaign that includes television spots and billboards.

C. A soft drink company places an advertisement on television during a major sporting event.

D. An apparel company mails its latest catalog to customers who have ordered items within a year.

D

The reason for using certain communications channels, such as coupons, in sales promotion is to

A. advertise a new product.

B. create long-term demand.

C. persuade customers to remain loyal.

D. generate an immediate response.