DECA Marketing

A business's cash flow statement for one month indicates cash sales of $10,250, credit sales of $3,750,
loans received of $525, and fixed expenses of $2,800. Calculate the total cash receipts.

...$10,775

A common way for businesses to generate new product ideas is by reviewing

...Customer surveys

A company that makes ink pens claims that no other pen on the market uses a type of ink that changes
color when exposed to light. The company is positioning its product according to what strategy?

...Unique characteristics

A customer asks a specific product question that a new salesperson cannot answer. What should the
new salesperson do?

...Ask an available, experienced employee

A high rate of unemployment usually has a negative impact on a country's

...Gross domestic product.

A job applicant should be able to completely answer the interviewer's questions if s/he has been

...Listening

A law is established to ensure that businesses include pricing terms in their advertisements. The law is
designed to discourage businesses from practicing \__________ pricing strategies.

...Deceptive

A legal issue associated with the use of information might involve the violation of \__________ laws.

...Copyright

A marketing -information management system can help businesses to

...Discover new markets

A summarization of the total income and expense of a business for a period of time is called

...The profit-and-loss statement.

A women's clothing store that tells customers it will refund their money if they are not completely satisfied
with any item they buy is providing a(n)

...Guarantee

An auto-parts buyer evaluates a new vendor's performance and determines that the vendor didn't follow
through on all of its promises and was late delivering the buyer's order. One of the first things that the
buyer should do is

...Communicate his/her feedback to the vendor

An effective way to create a desire for others to agree with your ideas is by

...Explaining benefits.

An example of a lead that a salesperson might obtain from sources within his/her own company is a lead

...Obtained from an industry trade show

An important external factor that affects the type of promotional plan a business develops is the
business's

...Competition

Because the Engel Company takes raw materials and makes products that are useful for consumers, it is
an example of a

...Manufacturer

Business risks that are caused by changes in the market are called \__________ risks.

...Economic.

Businesses often participate in trade shows as a way of communicating with their

...Target audiences

Businesses that display their goods and services at trade shows usually have representatives available
whose major responsibility is to

...Meet with potential customers

Carpeting had been installed in Karl's living room and den on Friday afternoon. The next day, he noticed
that along one wall, the carpeting was not laid properly. Karl called the installer to have the problem
corrected. The carpet installer should first

...Listen to Karl and see the problem through his eyes.

Corporate branding involves creating a specific image for a variety of products and product lines by
focusing on

...A common vision

Critics claim that promotion poses an ethical dilemma because it encourages \__________ attitudes in
society.

...Materialistic

Dry cleaning is an example of a(n)

...Economic service.

Effective product promotions can be used by businesses to

...Persuade consumers to buy goods or services

Employees often use simple written reports to provide managers with \__________ information.

...Routine

Employees who are able to deal with new situations and changes in the workplace are demonstrating

...Adaptability

Harrison Stroller Company manufactures baby strollers. The business launched a new stroller line in
hopes of increasing its market share. The new model featured neon, plastic, musical toys on the front bar
of the stroller. By the middle of the first year, there were 50 reports of infant injuries. What legal action will
Harrison Stroller Company have to face?

...Product liability.

How do antitrust laws that prevent the formation of monopolies and promote competition affect
businesses?

...Make certain selling activities illegal

Human relations can best be described as the study of the ways people

...Form and conduct relationships

If you were trying to convince someone to use quantitative sales forecasting, which of the following
factors would you stress:

...Factual basis.

In order for an employee to follow directions s/he is being given about how to do a new job properly, the
employee must

...Focus on the message's content

Individuals often succeed in occupations that require the skills that match their

...Aptitudes

Jennifer's manager pointed out some areas for improvement in her last performance review. Now, she
thinks she is a poor employee. This is an example of

...False generalization.

John loves sports and would like to own his own sporting goods business. He has set aside some money
for investment but has very little time for the day -to-day operations of a business. What type of business
ownership would you recommend?

Corporation.

Katrina is a long-time employee who routinely finishes her assignments ahead of schedule. John, a new
employee, often stays late to complete his work. As a responsible employee, Katrina should

...Offer to assist John if she can

Kelli accesses a professional association's web site to review information about employment trends in a
specific industry. What type of research is Kelli obtaining?

...Secondary

Mark has decided to hire a financial-services provider to help him plan his long-term financial goals.
Which of the following should he do first:

...Obtain referrals from trusted friends.

Marketing businesses use the information from sales representatives to make decisions. One type of
report that details a sales representative's planned sales calls and routes for an upcoming week or month
is a(n) \__________ report.

...Activity

One of the characteristics of a positive attitude that is easy to observe is

...A friendly smile.

One of the major functions of business maintenance is to

...Create a favorable impression

One of the ways creativity is useful in marketing occupations is in accomplishing \__________ activities.

...Public relations

One of the ways that salespeople can use selling to create desire for products is by

...Using product demonstrations

One reason why human resources management is important to the success of a business is because this
process is responsible for

...Staffing the business

One way for a marketing researche r to determine if online journals and articles are up -to-date is by

...Locating the publication date

Paul is responding to an inquiry he received in the mail. His response includes some good news and
some bad news. How should he structure his response in light of the bad news?

...Place the good news at the beginning and the bad news in secondary position(s)

Preparing wills and setting up guardianships are types of financial services that often are provided by

...Attorneys

Shari finally finished the major project she'd been working on for months, so she takes the day of f and
heads to the spa. Which step in developing an achievement orientation does this illustrate?

...Rewarding yourself for your accomplishments

Technology is important to the product/service management function because it helps a business

...Monitor inventory

The economic system in which producers are willing to use resources to create products that consumers
are willing to buy is known as a \__________ economic system.

...Market.

The Internet gives marketing-information managers the ability to search for data in

...Remote locations

The most immediate impact of the marketing function is its relation to

...Offering a variety of goods and services

The way that business benefits directly from promotion is through

...Increased sales.

The XYZ Company has a financial organization within the business that offers small loans, installment
credit, and low interest rates to its members. This is an example of a

...Credit union

To enunciate when speaking to customers means to

...Pronounce words clearly.

Using coercive power in distribution channel relationships is illegal in the United States if it

...Restricts competition

What approach to record keeping is Dahlia's business using when it hires a data processing center to
handle the record keeping for its accounting information?

...Outsourcing the task.

What do customers often associate with high prices?

...Quality

What is a common method of collecting research data that often involves the use of questionnaires?

...Mail survey

What is a spreadsheet soft ware program's calculation for next year's operating expenses based on the
following information: an increase of 5% over current sales of $675,500 a year, and a 3% increase in
operating expenses that are currently 40% of sales.

...$304,988.25

What is an effective technique for employees to use to extract relevant information from written
materials?

...Take notes while reading

What is an important guideline to remember when establishing personal goals?

...Set realistic goals.

What is an important quality that all résumés should possess?

...Neatness.

What is the advantage to businesses of reviewing internal records to obtain information?

...Data are specific to the company

What kind of customer would make the following statement: "Why are you always moving everything
around? You really make it hard for me to find what I want."

...Disagreeable

What might a business lose if an advertisement attracted new customers, but they were greeted by a
discourteous employee?

...Repeat business.

What should researchers consider when evaluating the design of questionnaires?

...Types of questions

What type of data do descriptive statistics summarize?

...Sample

What type of promotional media might a chain of businesses use in order to reach a large number of
potential customers in a particular state or province?

...Regional magazines

When a government requires a business to inform consumers about its product's limitations in its
promotional materials, it is often referred to as

...Affirmative disclosure.

When coordinating marketing activities, it is important for all distribution channel members to understand
their roles in the supply chain and to

...Communicate clearly

When goods or services are made more useful to consumers, the goods and services have added

...Utility

When Ken Ditioner, owner of Shine Shampoo, considers how to package the items he produces, he is
making a \__________ decision.

...Product

When Matthew receives a check four times a year for income he has earned on his stock investments, he
is receiving

...Dividends

When operating machinery in the workplace, employees can reduce the risk of injury to themselves and
damage to the machinery by

...Following the manufacturer's operating instructions

When writing e-mail messages to businesspeople, it is best to avoid using

...Initialisms.

When you ask questions in an open -minded way, you avoid

...Attacking someone else's idea.

Which of the following activities is the primary responsibility of the U.S. judicial system:

Applies the laws.

Which of the following causes the greatest number of cultural sensitivity issues:

...Communication.

Which of the following examples illustrates how environmental factors are dynamic:

...High interest rates will eventually get lower

Which of the following has a direct impact on a manager's span of control:

...Number of subordinates

Which of the following is a basic belief that you must have so you can start to be assertive:

...Your thoughts, feelings, ideas, and opinions are important

Which of the following is a benefit of project planning:

...Coordinating all of the parts of the project

Which of the following is a communication technique that supports and encourages a speaker:

...Active listening

Which of the following is a communications channel used in sales promotion:

...Discount coupons

Which of the following is a computer-based time -management tool that helps employees keep track of
their appointments and activities:

...Electronic task organizer

Which of the following is a positive outcome for a business when its salespeople consistently provide
excellent customer service as part of the selling process:

...Positive reputation

Which of the following is a reason why a business might choose to expand its product mix:

...To increase sales

Which of the following is a trend in information management:

...Increased compliance laws and regulations

Which of the following is an example of a method that marketers use to conduct causal research:

...Experiments

Which of the following is an example of a security precaution to protect the business from credit-card
fraud:

...Checking the customer's signature.

Which of the following is an example of an internal source that Eli can use to develop a project that he
needs to complete for his supervisor:

...Sales reports

Which of the following is one way that businesses use marketing information:

...To develop new products.

Which of the following is the most common channel of distribution for consumer goods:

Manufacturer

Which of the following presents the steps in the accounting process in the correct order:

...Record, organize, summarize

Which of the following products would likely use an exclusive distribution pattern:

A large piece of farm machinery.

Which of the following should a business deduct from gross profit in order to arrive at net profit:

...Operating expenses.

Which of the following situations would involve direct competition:

...A new bank opens in a community already served by three banks.

Which of the following transactions would be counted in the gross domestic product:

...A customer purchases a sweater.

Why is it important to coordinate the elements in advertisements?

...To strengthen the theme.

With the arrival of digital television, many customers have purchased new digital televisions. A marketer
recognized that these customers would want to do something with their old TVs. This is an example of

...Opportunity recognition