C201 BUSINESS ACUMEN EXAM
QUESTIONS AND ANSWERS
Which part of the organizing process aids in effective and efficient progress toward
planned goals and often results in changes within the organization?
A. Promoting vision
B. Evaluating results
C. Turning strategy into action
D. Determining the specific activities - ANSWERSB. Evaluating results
What is the result of a company increasing the delegation of authority and the span of
control?
A. Centralized decision making
B. Increased number of managers at the upper management level
C. Increased number of direct reports per manager
D. Increased decision-making authority given to employees - ANSWERSD. Increased
decision-making authority given to employees
Which two key elements does an effective organization include?Choose 2 answers
A. Human interaction
B. Compensation
C. Safety
D. Structure - ANSWERSHuman Interaction and Structure
Why does a line organizational structure function most effectively in a crisis situation?
A. It provides specialized expertise, advice, and guidance.
B. It draws on temporary resources needed in an emergency.
C. It establishes a direct flow of authority.
D. It places authority in the hands of a group of individuals rather than a single person. -
ANSWERSC. It establishes a direct flow of authority.
A company might divide itself into smaller groups that best match the types of
customers it serves. What is this is an example of?
A. Departmentalization
B. Organization
C. Strategic Planning
D. Decentralization - ANSWERSA. Departmentalization
,Which primary driver does management use for an organization's structure?
A. Ease of employee interaction
B. Hierarchical accountability
C. Company business processes
D. Achievement of company goals - ANSWERSD. Achievement of company goals
Which step in the organizing process results in management grouping work activities
into units within the organization?
A. Delegation
B. Centralization
C. Decentralization
D. Departmentalization - ANSWERSD. Departmentalization
A high-tech startup company is launching a marketing campaign for its new social
media portal by highlighting how the portal exceeds the connectivity and collaboration
capabilities of all other social media sites.Which type of competitive advantage is this
company leveraging?
A. Brand recognition
B. Customer loyalty
C. Price
D. Product - ANSWERSD. Product
Which marketing strategy is devoted to maintaining continuous bottom line prices rather
than relying on short-term price-cutting tactics such as cents-off coupons, rebates, and
special sales?
A. Skimming pricing
B. Penetration pricing
C. Cost-based pricing
D. Everyday low pricing - ANSWERSD. Everyday low pricing
When would a pull promotional strategy enhance a competitive advantage to market a
product better than a push strategy?
A. When the product is best sold through personal selling activities.
B. When demand for the product is driven by marketing intermediaries.
C. When demand for the product is driven by the end user.
D. By combining messages of price-value, product differentiation, and prestige into a
focused campaign. - ANSWERSC. When demand for the product is driven by the end
user.
Which marketing tool is often used to build effective relationship marketing campaigns?
,A. Affinity programs
B. Logistics
C. Distribution strategies
D. Product mix - ANSWERSA. Affinity programs
Which element of the promotional mix has the advantage of messaging that can be
tailored for each customer, but the disadvantage of a high cost per contact?
A. Advertising
B. Personal selling
C. Sales promotion
D. Sponsorships - ANSWERSB. Personal selling
What three factors should be addressed in a successful marketing plan? Choose 3
answers
A. Target market
B. Product gross margin target
C. Sales revenue goals
D. Product specifications
E. Plan implementation timeline - ANSWERSA. Target market
C. Sales revenue goals
E. Plan implementation timeline
Which three characteristics are measured in demographic segmentation? Choose 3
answers
A. Race and ethnicity
B. Geographic location
C. Income
D. Purchase history
E. Household size - ANSWERSA. Race and ethnicity
C. Income
E. Household size
In which three ways does business-buying behavior differ from consumer-buying
behavior? Choose 3 answers
A. A group or committee often makes decisions.
B. Purchasers follow an ad hoc process.
C. Purchasers often invite selected providers to bid on a purchase.
D. Buyers treat each buying decision independently.
E. Buyers face organizational influences that affect their own preferences. -
ANSWERSA. A group or committee often makes decisions.
C. Purchasers often invite selected providers to bid on a purchase.
E. Buyers face organizational influences that affect their own preferences.
, Which three factors suggest a product should be marketed as a specialty product?
Choose 3 answers
A. Priced high
B. Priced low
C. Purchased frequently
D. Purchased infrequently
E. Available from a large number of retailers
F. Available from a small number of retail outlets - ANSWERSA. Priced high
D. Purchased infrequently
F. Available from a small number of retail outlets
With which two types of products does a marketing strategy rely on advertising more
than personal selling? Choose 2 answers
A. Capital products bought with budgeted funds
B. Accessories to primary products
C. Component parts of primary products
D. Consumable supplies - ANSWERSB. Accessories to primary products
D. Consumable supplies
After years of marketing a body lotion, a cosmetics company begins promoting the
lotion as an insect repellent as well.In which three product life cycle extension strategies
did this company engage? Choose 3 answers
A. Increasing the frequency of shopper visits
B. Adding new users
C. Re-branding the product
D. Increasing frequency of use
E. Finding new uses for the product - ANSWERSB. Adding new users
D. Increasing frequency of use
E. Finding new uses for the product
What are three qualities of strong brand equity? Choose 3 answers
A. Awareness
B. Loyalty
C. Favorable images
D. Trademark
E, Cost-based pricing - ANSWERSA. Awareness
B. Loyalty
C. Favorable images
A customer intends to purchase her favorite cereal. It is out of stock, so she purchases
an alternative brand of cereal instead.Which stage of brand loyalty is this customer in?
QUESTIONS AND ANSWERS
Which part of the organizing process aids in effective and efficient progress toward
planned goals and often results in changes within the organization?
A. Promoting vision
B. Evaluating results
C. Turning strategy into action
D. Determining the specific activities - ANSWERSB. Evaluating results
What is the result of a company increasing the delegation of authority and the span of
control?
A. Centralized decision making
B. Increased number of managers at the upper management level
C. Increased number of direct reports per manager
D. Increased decision-making authority given to employees - ANSWERSD. Increased
decision-making authority given to employees
Which two key elements does an effective organization include?Choose 2 answers
A. Human interaction
B. Compensation
C. Safety
D. Structure - ANSWERSHuman Interaction and Structure
Why does a line organizational structure function most effectively in a crisis situation?
A. It provides specialized expertise, advice, and guidance.
B. It draws on temporary resources needed in an emergency.
C. It establishes a direct flow of authority.
D. It places authority in the hands of a group of individuals rather than a single person. -
ANSWERSC. It establishes a direct flow of authority.
A company might divide itself into smaller groups that best match the types of
customers it serves. What is this is an example of?
A. Departmentalization
B. Organization
C. Strategic Planning
D. Decentralization - ANSWERSA. Departmentalization
,Which primary driver does management use for an organization's structure?
A. Ease of employee interaction
B. Hierarchical accountability
C. Company business processes
D. Achievement of company goals - ANSWERSD. Achievement of company goals
Which step in the organizing process results in management grouping work activities
into units within the organization?
A. Delegation
B. Centralization
C. Decentralization
D. Departmentalization - ANSWERSD. Departmentalization
A high-tech startup company is launching a marketing campaign for its new social
media portal by highlighting how the portal exceeds the connectivity and collaboration
capabilities of all other social media sites.Which type of competitive advantage is this
company leveraging?
A. Brand recognition
B. Customer loyalty
C. Price
D. Product - ANSWERSD. Product
Which marketing strategy is devoted to maintaining continuous bottom line prices rather
than relying on short-term price-cutting tactics such as cents-off coupons, rebates, and
special sales?
A. Skimming pricing
B. Penetration pricing
C. Cost-based pricing
D. Everyday low pricing - ANSWERSD. Everyday low pricing
When would a pull promotional strategy enhance a competitive advantage to market a
product better than a push strategy?
A. When the product is best sold through personal selling activities.
B. When demand for the product is driven by marketing intermediaries.
C. When demand for the product is driven by the end user.
D. By combining messages of price-value, product differentiation, and prestige into a
focused campaign. - ANSWERSC. When demand for the product is driven by the end
user.
Which marketing tool is often used to build effective relationship marketing campaigns?
,A. Affinity programs
B. Logistics
C. Distribution strategies
D. Product mix - ANSWERSA. Affinity programs
Which element of the promotional mix has the advantage of messaging that can be
tailored for each customer, but the disadvantage of a high cost per contact?
A. Advertising
B. Personal selling
C. Sales promotion
D. Sponsorships - ANSWERSB. Personal selling
What three factors should be addressed in a successful marketing plan? Choose 3
answers
A. Target market
B. Product gross margin target
C. Sales revenue goals
D. Product specifications
E. Plan implementation timeline - ANSWERSA. Target market
C. Sales revenue goals
E. Plan implementation timeline
Which three characteristics are measured in demographic segmentation? Choose 3
answers
A. Race and ethnicity
B. Geographic location
C. Income
D. Purchase history
E. Household size - ANSWERSA. Race and ethnicity
C. Income
E. Household size
In which three ways does business-buying behavior differ from consumer-buying
behavior? Choose 3 answers
A. A group or committee often makes decisions.
B. Purchasers follow an ad hoc process.
C. Purchasers often invite selected providers to bid on a purchase.
D. Buyers treat each buying decision independently.
E. Buyers face organizational influences that affect their own preferences. -
ANSWERSA. A group or committee often makes decisions.
C. Purchasers often invite selected providers to bid on a purchase.
E. Buyers face organizational influences that affect their own preferences.
, Which three factors suggest a product should be marketed as a specialty product?
Choose 3 answers
A. Priced high
B. Priced low
C. Purchased frequently
D. Purchased infrequently
E. Available from a large number of retailers
F. Available from a small number of retail outlets - ANSWERSA. Priced high
D. Purchased infrequently
F. Available from a small number of retail outlets
With which two types of products does a marketing strategy rely on advertising more
than personal selling? Choose 2 answers
A. Capital products bought with budgeted funds
B. Accessories to primary products
C. Component parts of primary products
D. Consumable supplies - ANSWERSB. Accessories to primary products
D. Consumable supplies
After years of marketing a body lotion, a cosmetics company begins promoting the
lotion as an insect repellent as well.In which three product life cycle extension strategies
did this company engage? Choose 3 answers
A. Increasing the frequency of shopper visits
B. Adding new users
C. Re-branding the product
D. Increasing frequency of use
E. Finding new uses for the product - ANSWERSB. Adding new users
D. Increasing frequency of use
E. Finding new uses for the product
What are three qualities of strong brand equity? Choose 3 answers
A. Awareness
B. Loyalty
C. Favorable images
D. Trademark
E, Cost-based pricing - ANSWERSA. Awareness
B. Loyalty
C. Favorable images
A customer intends to purchase her favorite cereal. It is out of stock, so she purchases
an alternative brand of cereal instead.Which stage of brand loyalty is this customer in?
