CLE 028 MARKET RESEARCH FOR TECHNICAL
PERSONNEL EXAM 2026 EXAM SCRIPT
COMPLETE SOLUTIONS
◉ Mike's Hamburger Joint serves great hamburgers at a good deal,
and is very present on social media. However, their parking lot is
difficult to access. Which of the 4Ps is preventing Mike's Hamburger
Joint from successful marketing? Answer: place
◉ What is the purpose for brainstorming and screening in
product/service management? Answer: generate new product ideas
◉ Which term refers to the value of money placed on a good or
service? Answer: price
◉ What is the path a product takes from a manufacturer to the final
consumer? Answer: channel of distribution
◉ What is a formal written document that identifies a company's
target audience, and directs marketing activities to reach that
audience? Answer: marketing plan
, ◉ Which segmentation segment groups consumers based on
attitudes, lifestyles, and their interests? Answer: psychogrpahic
◉ Selling is a process that involves solving a customer's problems
with a product or service. What are common steps in most sales
processes? Answer: approach, determining needs, product
presentation, overcoming objections, close, suggestion selling,
follow-up
◉ What are concerns, hesitations, doubts, or other honest reasons a
customer has for not making a purchase? Answer: objections
◉ At which stage does sales revenue equal the costs and expenses of
making and distributing a product? Answer: break-even point
◉ Which sales activities are designed to invest in developing long-
term customer relationships as opposed to closing the sale today?
Answer: -Follow up with customer on product satisfaction
-Address customer issues immediately
◉ Advertising Answer: television, newspapers
◉ Personal Selling Answer: salespeople, telemarketers
PERSONNEL EXAM 2026 EXAM SCRIPT
COMPLETE SOLUTIONS
◉ Mike's Hamburger Joint serves great hamburgers at a good deal,
and is very present on social media. However, their parking lot is
difficult to access. Which of the 4Ps is preventing Mike's Hamburger
Joint from successful marketing? Answer: place
◉ What is the purpose for brainstorming and screening in
product/service management? Answer: generate new product ideas
◉ Which term refers to the value of money placed on a good or
service? Answer: price
◉ What is the path a product takes from a manufacturer to the final
consumer? Answer: channel of distribution
◉ What is a formal written document that identifies a company's
target audience, and directs marketing activities to reach that
audience? Answer: marketing plan
, ◉ Which segmentation segment groups consumers based on
attitudes, lifestyles, and their interests? Answer: psychogrpahic
◉ Selling is a process that involves solving a customer's problems
with a product or service. What are common steps in most sales
processes? Answer: approach, determining needs, product
presentation, overcoming objections, close, suggestion selling,
follow-up
◉ What are concerns, hesitations, doubts, or other honest reasons a
customer has for not making a purchase? Answer: objections
◉ At which stage does sales revenue equal the costs and expenses of
making and distributing a product? Answer: break-even point
◉ Which sales activities are designed to invest in developing long-
term customer relationships as opposed to closing the sale today?
Answer: -Follow up with customer on product satisfaction
-Address customer issues immediately
◉ Advertising Answer: television, newspapers
◉ Personal Selling Answer: salespeople, telemarketers
