COBA CORE EXAM 2026-2027
QUESTIONS AND ANSWERS
(GRADED A+)
1. Which of the following information forms available to the marketing manager can
usually be accessed more quickly and cheaply than other information sources? -
ANSWER-Internal databases
2. All of the following are considered to be drawbacks of local marketing EXCEPT: -
ANSWER-it can attract unwanted competition
3. Cognitive dissonance occurs in which stage of the buyer decision process model?
- ANSWER-Post purchase behavior
4. 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: - ANSWER-innovative marketing
5. The biggest or greatest amount of involvement in a foreign market comes through
which of the following? - ANSWER-Direct investment
6. A is a good offered either free or at low cost as an incentive to buy a product. -
ANSWER-premium
7. Setting call objectives is done during which of the following stages of the selling
process? - ANSWER-Pre approach
8. 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? - ANSWER-Survival
9. 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: - ANSWER-work-load approach
10. is products bought by individuals and organizations for further processing or for
use in conducting a business. - ANSWER-Industrial products
11. All of the following would be ways to segment within the category of
psychographic segmentation EXCEPT : - ANSWER-occupation
12. The is a person within a reference group who, because of special skills,
knowledge, personality, or other characteristics, exerts influence on others. -
ANSWER-opinion leader
,13._____________describes changes in an individual's behavior arising from
experience. - ANSWER-Learning
14. 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? - ANSWER-Too much political power
15. The Internet evolved from a network created by during the 1960s. - ANSWER-
the Defense Department
16. In terms of execution styles, a family seated at the dinner table enjoying the
advertised product would be an example of which of the following types of
advertising? - ANSWER-Slice of life
17. A child in the United States is normally exposed to all of the following values
EXCEPT : - ANSWER-collectivism
18. ________________have contractual authority to sell a manufacturer's entire
output. - ANSWER-Selling agents
19. Sellers that handle their own exports are engaged in: - ANSWER-direct exporting
20. More and more salespeople are being evaluated and compensated based on
different measures than in the past. All of the following are illustrations of those
measures EXCEPT : - ANSWER-competitive predatory pricing performance
21. _____________ includes practices such as overstating the product's features or
performance, luring the customer to the store for a bargain that is out of stock, or
running rigged contests. - ANSWER-Deceptive promotion
22. The orange juice manufacturers know that orange juice is most often consumed
in the mornings. However, they would like to change this and make the drink
acceptable during other time periods during the day. Which form of segmentation
would they need to work with and establish strategy reflective of their desires? -
ANSWER-occasion segmentation
23. The typical method of retail operation used by supermarkets and catalog
showrooms is called: - ANSWER-self-service retailing
A(n) _________ are computerized collections of information obtained from data
sources within the company - ANSWER-internal databases
25. The total number of items that the company carries within its product lines refers
to the of the product mix. - ANSWER-length
26. The use of price points for reference to different levels of quality for a company's
related products is typical of which product-mix pricing strategy? - ANSWER-Product
line pricing
,27. If a company's objective were to reach masses of buyers that were
geographically dispersed at a low cost per exposure, the company would likely
choose which of the following promotion forms? - ANSWER-Advertising
28. Using a successful brand name to introduce additional items in a given product
category under the same brand name (such as new flavors, forms, colors, added
ingredients, or package sizes) is called a(n): - ANSWER-line extension
29. Successful service companies focus their attention on both their customers and
their employees. They understand which links service firm profits with employee and
customer satisfaction. - ANSWER-service-profit chains
30. ________is quoted as saying that "everyone lives by selling something. -
ANSWER-Robert Louis Stevenson
31. Anything that can be offered to a market for attention, acquisition, use, or
consumption that might satisfy a want or need is called a(n): - ANSWER-product
32. The type of sales presentation approach that requires good listening and
problem-solving skills is the: - ANSWER-need-satisfaction approach
33. Yahoo, Info seek, and Excite are all called: - ANSWER-search engines
34. Successful depends on how well a company blends its people, organizational
structure, decision and reward systems, and company culture into a cohesive
program that supports its strategies. - ANSWER-marketing implementation
35. Wal-Mart owned Sam's club is an example of a retail form called a(n): -
ANSWER-warehouse club
36. is the general term for a buying and selling process that is supported by
electronic means. - ANSWER-Electronic commerce
37. When a company enters a new product category for which its current brand
names are
not appropriate, it will likely follow which of the following brand strategies -
ANSWER-New brands
38. consists of dividing a market into distinct groups of buyers on the basis of needs,
characteristics, or behavior who might require separate products or marketing mixes.
- ANSWER-Market segmentation
39. ________are ads that appear while subscribers are surfing online services or
Web sites, including banners, pop-up windows, "tickers," and "roadblocks." -
ANSWER-Online ads
40. In terms of special product life cycles, a _______is a basic and distinctive mode
of expression. - ANSWER-style
, 41. ____________is a principle of enlightened marketing that requires that a
company seek real product and marketing improvements. - ANSWER-Innovative
marketing
42. Many U.S. firms have sought relief from foreign competition by demanding
protectionism policies by the U.S. government. A better way for companies to
compete is to expand into foreign markets and: - ANSWER-increase promotion both
at home and abroad
43. _________is the process of evaluating each market segment's attractiveness
and selecting one or more segments to enter. - ANSWER-Market targeting
44. It is a fact that there are 24 million left-handed people in the United States,
however, most marketers do not attempt to appeal to or design products for this
group because there is little in the way of census data about this group. Therefore,
this group fails in one of the requirements for effective segmentation. Which of the
following is most likely to apply in this case? - ANSWER-measurable
45. The fact that services are sold, produced, and consumed at the same time refers
to which of the following service characteristics? - ANSWER-Inseparability
46. __________factors are the most popular bases for segmenting customer groups
- ANSWER-Demographic
47. A manufacturer has four sponsorship options. A is a brand created and owned by
a reseller of a product or service. - ANSWER-private brand
48. When Michael Jordan and Tiger Woods use marketing to promote their careers
and improve their impact and incomes, they are using: - ANSWER-person marketing
49. 3M runs a Pollution Prevention Pays program that has led to a substantial
reduction in
pollution and costs. This would be an example of responding to which of the
following? - ANSWER-The "green movement."
50. When an international seller sells a plant, equipment, or technology to another
country and agrees to take payment in the resulting products, it is called: -
ANSWER-buy-back
51. The stage is the product life cycle that focuses on expanding market and creating
product awareness and trial is the: - ANSWER-introduction stage
52. Which of the following promotional budget methods wrongly views sales as the
cause of promotion rather than as the result? - ANSWER-Percentage-of-Sales
method
53. If the field sales force has been supplied with new leads (via the telephone) that
have been qualified, they have probably been assisted by: - ANSWER-telemarketers
QUESTIONS AND ANSWERS
(GRADED A+)
1. Which of the following information forms available to the marketing manager can
usually be accessed more quickly and cheaply than other information sources? -
ANSWER-Internal databases
2. All of the following are considered to be drawbacks of local marketing EXCEPT: -
ANSWER-it can attract unwanted competition
3. Cognitive dissonance occurs in which stage of the buyer decision process model?
- ANSWER-Post purchase behavior
4. 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: - ANSWER-innovative marketing
5. The biggest or greatest amount of involvement in a foreign market comes through
which of the following? - ANSWER-Direct investment
6. A is a good offered either free or at low cost as an incentive to buy a product. -
ANSWER-premium
7. Setting call objectives is done during which of the following stages of the selling
process? - ANSWER-Pre approach
8. 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? - ANSWER-Survival
9. 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: - ANSWER-work-load approach
10. is products bought by individuals and organizations for further processing or for
use in conducting a business. - ANSWER-Industrial products
11. All of the following would be ways to segment within the category of
psychographic segmentation EXCEPT : - ANSWER-occupation
12. The is a person within a reference group who, because of special skills,
knowledge, personality, or other characteristics, exerts influence on others. -
ANSWER-opinion leader
,13._____________describes changes in an individual's behavior arising from
experience. - ANSWER-Learning
14. 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? - ANSWER-Too much political power
15. The Internet evolved from a network created by during the 1960s. - ANSWER-
the Defense Department
16. In terms of execution styles, a family seated at the dinner table enjoying the
advertised product would be an example of which of the following types of
advertising? - ANSWER-Slice of life
17. A child in the United States is normally exposed to all of the following values
EXCEPT : - ANSWER-collectivism
18. ________________have contractual authority to sell a manufacturer's entire
output. - ANSWER-Selling agents
19. Sellers that handle their own exports are engaged in: - ANSWER-direct exporting
20. More and more salespeople are being evaluated and compensated based on
different measures than in the past. All of the following are illustrations of those
measures EXCEPT : - ANSWER-competitive predatory pricing performance
21. _____________ includes practices such as overstating the product's features or
performance, luring the customer to the store for a bargain that is out of stock, or
running rigged contests. - ANSWER-Deceptive promotion
22. The orange juice manufacturers know that orange juice is most often consumed
in the mornings. However, they would like to change this and make the drink
acceptable during other time periods during the day. Which form of segmentation
would they need to work with and establish strategy reflective of their desires? -
ANSWER-occasion segmentation
23. The typical method of retail operation used by supermarkets and catalog
showrooms is called: - ANSWER-self-service retailing
A(n) _________ are computerized collections of information obtained from data
sources within the company - ANSWER-internal databases
25. The total number of items that the company carries within its product lines refers
to the of the product mix. - ANSWER-length
26. The use of price points for reference to different levels of quality for a company's
related products is typical of which product-mix pricing strategy? - ANSWER-Product
line pricing
,27. If a company's objective were to reach masses of buyers that were
geographically dispersed at a low cost per exposure, the company would likely
choose which of the following promotion forms? - ANSWER-Advertising
28. Using a successful brand name to introduce additional items in a given product
category under the same brand name (such as new flavors, forms, colors, added
ingredients, or package sizes) is called a(n): - ANSWER-line extension
29. Successful service companies focus their attention on both their customers and
their employees. They understand which links service firm profits with employee and
customer satisfaction. - ANSWER-service-profit chains
30. ________is quoted as saying that "everyone lives by selling something. -
ANSWER-Robert Louis Stevenson
31. Anything that can be offered to a market for attention, acquisition, use, or
consumption that might satisfy a want or need is called a(n): - ANSWER-product
32. The type of sales presentation approach that requires good listening and
problem-solving skills is the: - ANSWER-need-satisfaction approach
33. Yahoo, Info seek, and Excite are all called: - ANSWER-search engines
34. Successful depends on how well a company blends its people, organizational
structure, decision and reward systems, and company culture into a cohesive
program that supports its strategies. - ANSWER-marketing implementation
35. Wal-Mart owned Sam's club is an example of a retail form called a(n): -
ANSWER-warehouse club
36. is the general term for a buying and selling process that is supported by
electronic means. - ANSWER-Electronic commerce
37. When a company enters a new product category for which its current brand
names are
not appropriate, it will likely follow which of the following brand strategies -
ANSWER-New brands
38. consists of dividing a market into distinct groups of buyers on the basis of needs,
characteristics, or behavior who might require separate products or marketing mixes.
- ANSWER-Market segmentation
39. ________are ads that appear while subscribers are surfing online services or
Web sites, including banners, pop-up windows, "tickers," and "roadblocks." -
ANSWER-Online ads
40. In terms of special product life cycles, a _______is a basic and distinctive mode
of expression. - ANSWER-style
, 41. ____________is a principle of enlightened marketing that requires that a
company seek real product and marketing improvements. - ANSWER-Innovative
marketing
42. Many U.S. firms have sought relief from foreign competition by demanding
protectionism policies by the U.S. government. A better way for companies to
compete is to expand into foreign markets and: - ANSWER-increase promotion both
at home and abroad
43. _________is the process of evaluating each market segment's attractiveness
and selecting one or more segments to enter. - ANSWER-Market targeting
44. It is a fact that there are 24 million left-handed people in the United States,
however, most marketers do not attempt to appeal to or design products for this
group because there is little in the way of census data about this group. Therefore,
this group fails in one of the requirements for effective segmentation. Which of the
following is most likely to apply in this case? - ANSWER-measurable
45. The fact that services are sold, produced, and consumed at the same time refers
to which of the following service characteristics? - ANSWER-Inseparability
46. __________factors are the most popular bases for segmenting customer groups
- ANSWER-Demographic
47. A manufacturer has four sponsorship options. A is a brand created and owned by
a reseller of a product or service. - ANSWER-private brand
48. When Michael Jordan and Tiger Woods use marketing to promote their careers
and improve their impact and incomes, they are using: - ANSWER-person marketing
49. 3M runs a Pollution Prevention Pays program that has led to a substantial
reduction in
pollution and costs. This would be an example of responding to which of the
following? - ANSWER-The "green movement."
50. When an international seller sells a plant, equipment, or technology to another
country and agrees to take payment in the resulting products, it is called: -
ANSWER-buy-back
51. The stage is the product life cycle that focuses on expanding market and creating
product awareness and trial is the: - ANSWER-introduction stage
52. Which of the following promotional budget methods wrongly views sales as the
cause of promotion rather than as the result? - ANSWER-Percentage-of-Sales
method
53. If the field sales force has been supplied with new leads (via the telephone) that
have been qualified, they have probably been assisted by: - ANSWER-telemarketers
