MAR 3023 FSU BRADY FINAL EXAM
2026 ACTUAL PAPER QUESTIONS &
ANSWERS GRADED A+
1. Personal Selling.
Answer: A PAID, PERSONAL COMMUNICATION that seeks to
inform customers and persuade them to purchase products in an
exchange situation.
2. Public Relations.
Answer: A BROAD set of communication efforts used to create and
maintain favorable relationships between an organization and its
stakeholders.
3. Sales promotion.
Answer: An activity or material that acts as a DIRECT INDUCEMENT
offering.
4. Integrated Marketing Communications.
Answer: Coordination of promotion and marketing efforts for
maximum impact.
5. Traditional Promotion mix.
Answer: Promotion and marketing efforts are separate between media
channels, and it wasn't very consistent and did not communicate well.
6. The concept of "push strategy" in marketing refers to:
Answer: Marketing efforts directed at channel members to encourage
them to stock and promote a product to final consumers.
,7. The concept of "pull strategy" in marketing refers to:
Answer: Marketing efforts directed at consumers to encourage them to
request the product from channel members.
8. Which of the following is NOT one of the four Ps of the marketing mix?
Answer: People (the four Ps are Product, Price, Place, Promotion).
9. The process of dividing a market into distinct groups of buyers with
different needs, characteristics, or behaviors is called:
Answer: Market segmentation.
10.A company that targets the entire market with one offer and one marketing
mix is using a:
Answer: Mass marketing (undifferentiated) strategy.
11.The stage of the product life cycle characterized by rapidly rising sales and
increasing profits is:
Answer: Growth stage.
12.The marketing metric that measures the total profit divided by the number of
customers is:
Answer: Customer profitability.
13.A firm's total sales divided by total industry sales is known as:
Answer: Market share.
14.The process of creating, communicating, delivering, and exchanging
offerings that have value for customers is:
Answer: Marketing.
, 15.A pricing strategy that sets a high initial price to skim revenue layer by layer
from the market is called:
Answer: Price skimming.
16.A pricing strategy that sets a low initial price to attract a large number of
buyers quickly and gain market share is:
Answer: Penetration pricing.
17.The type of research that gathers data that has already been collected for
another purpose is:
Answer: Secondary research.
18.The collection of original data for a specific marketing research project is:
Answer: Primary research.
19.A group of customers who are aware of a product, have the ability to buy it,
and are willing to buy it is called:
Answer: A market.
20.In the product life cycle, the stage where sales decline and profits fall is:
Answer: Decline stage.
21.The element of the promotion mix that involves nonpersonal communication
paid for by an identified sponsor is:
Answer: Advertising.
22.The value of a customer to a company over the entire duration of their
relationship is known as:
Answer: Customer lifetime value (CLV).
2026 ACTUAL PAPER QUESTIONS &
ANSWERS GRADED A+
1. Personal Selling.
Answer: A PAID, PERSONAL COMMUNICATION that seeks to
inform customers and persuade them to purchase products in an
exchange situation.
2. Public Relations.
Answer: A BROAD set of communication efforts used to create and
maintain favorable relationships between an organization and its
stakeholders.
3. Sales promotion.
Answer: An activity or material that acts as a DIRECT INDUCEMENT
offering.
4. Integrated Marketing Communications.
Answer: Coordination of promotion and marketing efforts for
maximum impact.
5. Traditional Promotion mix.
Answer: Promotion and marketing efforts are separate between media
channels, and it wasn't very consistent and did not communicate well.
6. The concept of "push strategy" in marketing refers to:
Answer: Marketing efforts directed at channel members to encourage
them to stock and promote a product to final consumers.
,7. The concept of "pull strategy" in marketing refers to:
Answer: Marketing efforts directed at consumers to encourage them to
request the product from channel members.
8. Which of the following is NOT one of the four Ps of the marketing mix?
Answer: People (the four Ps are Product, Price, Place, Promotion).
9. The process of dividing a market into distinct groups of buyers with
different needs, characteristics, or behaviors is called:
Answer: Market segmentation.
10.A company that targets the entire market with one offer and one marketing
mix is using a:
Answer: Mass marketing (undifferentiated) strategy.
11.The stage of the product life cycle characterized by rapidly rising sales and
increasing profits is:
Answer: Growth stage.
12.The marketing metric that measures the total profit divided by the number of
customers is:
Answer: Customer profitability.
13.A firm's total sales divided by total industry sales is known as:
Answer: Market share.
14.The process of creating, communicating, delivering, and exchanging
offerings that have value for customers is:
Answer: Marketing.
, 15.A pricing strategy that sets a high initial price to skim revenue layer by layer
from the market is called:
Answer: Price skimming.
16.A pricing strategy that sets a low initial price to attract a large number of
buyers quickly and gain market share is:
Answer: Penetration pricing.
17.The type of research that gathers data that has already been collected for
another purpose is:
Answer: Secondary research.
18.The collection of original data for a specific marketing research project is:
Answer: Primary research.
19.A group of customers who are aware of a product, have the ability to buy it,
and are willing to buy it is called:
Answer: A market.
20.In the product life cycle, the stage where sales decline and profits fall is:
Answer: Decline stage.
21.The element of the promotion mix that involves nonpersonal communication
paid for by an identified sponsor is:
Answer: Advertising.
22.The value of a customer to a company over the entire duration of their
relationship is known as:
Answer: Customer lifetime value (CLV).
