1
nnn MKTG 3101>Test Bank for MKTG 12th Edition
n n n n n n
TRUE/FALSE
1 :nInnmostncases,ninnordernfornanfirmntonsucceedninnancompetitivenmarket,nitnneedsntonhavenanclearnunderstandin
gnofnthenmarketplacenandnproducenproductsnbasednonnthenwantsnandnneedsnofnthencustomers,nrathernthannexpecti
ngnthencustomersntonwantnthenproductsnmanufacturednsolelynbasednonnthenassessmentnofnthenfirmsninternalncapabi
lities.
An:ntruenBn
:nfalse
CorrectnAnswern:nA
2 :nWithnthenhelpnofnanneffectivensalesnforcenthatndevisesnhigh-qualitynsalesntechniques,nansales-
orientednfirmncannsuccessfullynconvincencustomersntonpurchasengoodsnandnservicesnthatntheynneithernwantednno
n
rnneeded.
An:ntruenBn
:nfalse
CorrectnAnswern:nB
3 :nThenInternetnandnthenextensivenusenofnsocialnmedianhavenfuelednthenchangeninnpowernfromnconsumersna
ndnbusinessnusersntonmanufacturersnandnretailers.
An:ntruen
Bn:nfalse
CorrectnAnswern:nB
4 :nCustomersnperceivenhigh-qualitynproductsnthatnarensoldnatnhighnpricesntonbenangoodnvalue.nAn:ntrue
Bn:nfalse
CorrectnAnswern:nB
5 :nTrainingnplaysnannimportantnroleninncustomernservicenandnrelationshipnbuilding.nAn:ntrue
Bn:nfalse
CorrectnAnswern:nA
6 :nThenorganizationsnthatnarenfrequentlynnotednforndeliveringnsuperiorncustomernvaluenandnprovidingnhighnlevel
snofncustomernsatisfactionnassignnemployeesntonteamsnandnteachnthemnteam-nbuildingnskills.
An:ntruenBn
:nfalse
CorrectnAnswern:nA
7 :nAnsales-orientednfirmndefinesnitsnmissionninntermsnofnbenefitsnitsncustomersnseek,nwhilenanmarket-
orientednfirmndefinesnitsnbusinessninntermsnofngoodsnandnservices.
An:ntruenBn
:nfalse
CorrectnAnswern:nB
1
,2
8 :nAnsales-orientednfirmntargetsnitsnproductsnatneverybody,nwhilenanmarket-
orientednorganizationnaimsnatnsellingnitsnproductsntonanspecificncustomerngroup.
An:ntruenBn
:nfalse
CorrectnAnswern:nA
9 :nThriftnstoresnseekntonachievenprofitabilitynthroughnhighnsalesnvolumes.nAn:ntrue
Bn:nfalse
CorrectnAnswern:nB
10 :nMarketingndeterminesnpricesnandnpricingnpoliciesnthatncontributentonachievingnthenfundamentaln
objectivesnofnmostnbusinesses.
An:ntruenBn
:nfalse
CorrectnAnswern:nA
11 :nMarketingncareernopportunitiesnalmostnexclusivelynexistninnnonbusinessnorganizations.nAn:ntrue
Bn:nfalse
CorrectnAnswern:nB
MULTIPLEnCHOICE
12 :nWhichnofnthenfollowingnstatementsnisnnotntruenofnmarketing?
An:nMarketingnfocusesnonnpracticesnthatndelivernvaluenandnbenefitsntoncustomers.
Bn:nMarketingnfocusesnprimarilynonnsellingngoods,nservices,nand/ornideasntoncustomers.
Cn:nMarketingnemploysnthencombinednusenofncommunication,ndistribution,nandnpricingnstrategies.nDn:nMarketingninvol
vesnbuildingnlong-term,nmutuallynrewardingnrelationshipsnwithncustomers.
CorrectnAnswern:nB
13 :nWhichnstatementnexpressesnthenAmericannMarketingnAssociationn(AMA)sncorendefinitionnofnmarketing?
An:nMarketingnisnanphilosophy,nannattitude,nanperspective,nornanmanagementnorientationnthatnstressesncustome
rnsatisfaction.
Bn:nMarketingnisnannorganizationnfunctionnandnansetnofnprocessesnimplementedninnorderntonensurencustomernsatisfacti
on.
Cn:nMarketingnrefersntonpersonalnsellingnthatnfocusesnsolelynonnsellingngoods,nservices,nand/ornideasntoncustomer
s.
Dn:nMarketingninvolvesnbuildingnlong-
term,nmutuallynrewardingnrelationshipsnthatnarenbeneficialnexclusivelyntonthensellers.
CorrectnAnswern:nB
14 :nWhennanfirmnfocusesnonnitsninternalncapabilitiesnrathernthannonnthendesiresnandnneedsnofnthe
2
,marketplace,nthennthenfirmnisnsaidntonhavenadoptednthe
3 orientation.nAn
:nproduction
Bn :n salesnCn:
nmarket
Dn:n societalnCorrectnA
nswern:nA
15 :
Anfirmncouldnbenefitnfromnanproductionnorientationnwhen
n
.nAn:nitnproducesnexactlynwhatnthenmarketnwants
Bn:nthenmarketndemandnisnlessnthannthenproductsnsuppliednbynthenfirmnCn:nitnhopesnth
atnthenproductnitnproducesnisnsomethingncustomersnwant
Dn:nitnfocusesnonnwhatncompanynmanagementnthinksnshouldnbenproducednCorrectnAnsw
ern:nA
16 :
FirmnXYZnisnknownnfornadoptingnanstrategynthatnfocusesnonndesigningnnewnproductsnbasednonntheirnassessmentn
n
ofnthencapabilitiesnofntheirnengineersnandnonntheneasynavailabilitynofnresources.nThenfirmsnapproach,nwhichnemph
asizesntheneasenofnproductionnandnthentalentsnofnitsnresourcesnrathernthannthenneedsnandnwantsnofnthenmarketplac
e,ncannbenattributedntonitsnn
norientation.
An:nproductionnBn:
nsales
Cn:nmarketnDn
:nsocietal
CorrectnAnswern:nA
17 :
Anproduction-orientednfirmnisnonenthatnfocusesnon
n
.nAn:nthenneedsnandnwantsnofnthencustomers
Bn:naggressivensalesntechniques
Cn:nenhancingnindividualsnandnsocietysnlong-
termnbestninterestsnDn:ntheninternalncapabilitiesnofnthenfirm
CorrectnAnswern:nD
18 :
Anproduction-orientatedncompanyncannsurviveninnancompetitivenmarketnif
n
.nAn:nitsngoodsnandnservicesnmeetnthenneedsnofnthenmarketplace
Bn:n itn doesn notn implementn aggressiven salesn techniquesnCn:nitnfocuse
snsolelynonnsocietysnlong-
termnbestninterestsnDn:nitndoesnnotnassessntheninternalncapabilitiesnofn
thenfirm
CorrectnAnswern:nA
19 :nWhichnofnthenfollowingnstatementsnisntruenofnansales-orientednfirm?
An:nConsumersncannbenconvincedntonbuyngoodsnornservicesnevennthoughntheyndonnotnneednthem.nBn:nSales-
orientednfirmsnunderstandnthenneedsnandnwantsnofnthenmarketplace.
Cn:nSales-orientednfirmsnplacenmaximumnemphasisnonnsocietysnlong-
termnbestninterests.nDn:nIntermediariesnarenencouragedntonaggressivelynpushnmanufacturersnproducts.
CorrectnAnswern:nD
20 :nWhennanfirmnbelievesnthatnemployingnaggressivensalesntechniquesnwouldnhelpnsellntheir
3
, productninnthenmarketnandnachievenhighnprofitsnrathernthanndesigningntheirnproductnbasednonnthendesiresnandnneedsn
4ofnthenconsumers,nthennthenfirmnisnsaidntonhavenadoptedna
orientation.nAn
:nproduction
Bn :n salesnCn:
nmarket
Dn:n societalnCorrectnA
nswern:nB
21 :nThenmanagementnatnABCnComputersnbelievesnthatnhighnsalesnwillnresultninnhighnprofit.nToge
thernwithnthencompanynsalesnforce,nmanagementndevisesnansalesnstrategyntonpromotentheirnnewnlinenofnconvertiblen
laptopsnbasednonnthenassumptionnthatnconsumersnwillnpurchasenanproductnifnthencompanynpromotesnitnaggressively
.nThisnsalesnhypothesisncannbenattributedntonthencompanys orientation.
An:nproductionnBn:
nsales
Cn:nmarketnDn
:nsocietal
CorrectnAnswern:nB
22 :
nAnsales-orientedncompanyynisnonenthatnfocusesnon
.nAn:nthenneedsnandnwantsnofnthencustomers
Bn:naggressivensalesntechniques
Cn:nenhancingnindividualsnandnsocietysnlong-
termnbestninterestsnDn:ntheninternalncapabilitiesnofnthenfirm
CorrectnAnswern:nB
23 :nAccordingntonsales-orientednfirms,nmarketingnmeans .
An:nemployingnpracticesnthatndelivernvaluenandnbenefitsntoncustomers
Bn:nbuildingnlong-
term,nmutuallynrewardingnrelationshipsnwithncustomersnCn:nsellingngoodsnandnservicesn
andnreapingnprofitsnfromnthem
Dn:nenhancingnindividualsnandnsocietysnlong-
termnbestninterestsnCorrectnAnswern:nC
24 :nWhichnofnthenfollowingnisnansimilaritynbetweennanproductionnorientationnandnansalesnorientation?
An:nBothnignorenthenimportancenofnassessingnanfirmsninternalncapabilities.
Bn:nBothnlacknannunderstandingnofnthenneedsnandnwantsnofnthenmarketplace.
Cn:nBothnplacenlittlenemphasisnonnthenassessmentnofnmanufacturingnplantsnandnfacilities.nDn:nBothnfailninnan
marketnwherendemandnexceedsnsupply.
CorrectnAnswern:nB
25 :nWhichnofnthenfollowingnisnandrawbacknofnansalesnorientation?
An:nItngivesnexcessivenimportancentonthenneedsnandnwantsnofnthenmarketplace.
Bn:nItncannotnconvincenpeoplentonbuyngoodsnthatnarenneithernwantednnornneeded.
Cn:nItnplacesnhighnemphasisnonnthenassessmentnofnmanufacturingnplantsnandnfacilities.nDn:nItngivesnimpor
tancentonthenproductionnfunctionnovernothernfunctions.
CorrectnAnswern:nB
4
nnn MKTG 3101>Test Bank for MKTG 12th Edition
n n n n n n
TRUE/FALSE
1 :nInnmostncases,ninnordernfornanfirmntonsucceedninnancompetitivenmarket,nitnneedsntonhavenanclearnunderstandin
gnofnthenmarketplacenandnproducenproductsnbasednonnthenwantsnandnneedsnofnthencustomers,nrathernthannexpecti
ngnthencustomersntonwantnthenproductsnmanufacturednsolelynbasednonnthenassessmentnofnthenfirmsninternalncapabi
lities.
An:ntruenBn
:nfalse
CorrectnAnswern:nA
2 :nWithnthenhelpnofnanneffectivensalesnforcenthatndevisesnhigh-qualitynsalesntechniques,nansales-
orientednfirmncannsuccessfullynconvincencustomersntonpurchasengoodsnandnservicesnthatntheynneithernwantednno
n
rnneeded.
An:ntruenBn
:nfalse
CorrectnAnswern:nB
3 :nThenInternetnandnthenextensivenusenofnsocialnmedianhavenfuelednthenchangeninnpowernfromnconsumersna
ndnbusinessnusersntonmanufacturersnandnretailers.
An:ntruen
Bn:nfalse
CorrectnAnswern:nB
4 :nCustomersnperceivenhigh-qualitynproductsnthatnarensoldnatnhighnpricesntonbenangoodnvalue.nAn:ntrue
Bn:nfalse
CorrectnAnswern:nB
5 :nTrainingnplaysnannimportantnroleninncustomernservicenandnrelationshipnbuilding.nAn:ntrue
Bn:nfalse
CorrectnAnswern:nA
6 :nThenorganizationsnthatnarenfrequentlynnotednforndeliveringnsuperiorncustomernvaluenandnprovidingnhighnlevel
snofncustomernsatisfactionnassignnemployeesntonteamsnandnteachnthemnteam-nbuildingnskills.
An:ntruenBn
:nfalse
CorrectnAnswern:nA
7 :nAnsales-orientednfirmndefinesnitsnmissionninntermsnofnbenefitsnitsncustomersnseek,nwhilenanmarket-
orientednfirmndefinesnitsnbusinessninntermsnofngoodsnandnservices.
An:ntruenBn
:nfalse
CorrectnAnswern:nB
1
,2
8 :nAnsales-orientednfirmntargetsnitsnproductsnatneverybody,nwhilenanmarket-
orientednorganizationnaimsnatnsellingnitsnproductsntonanspecificncustomerngroup.
An:ntruenBn
:nfalse
CorrectnAnswern:nA
9 :nThriftnstoresnseekntonachievenprofitabilitynthroughnhighnsalesnvolumes.nAn:ntrue
Bn:nfalse
CorrectnAnswern:nB
10 :nMarketingndeterminesnpricesnandnpricingnpoliciesnthatncontributentonachievingnthenfundamentaln
objectivesnofnmostnbusinesses.
An:ntruenBn
:nfalse
CorrectnAnswern:nA
11 :nMarketingncareernopportunitiesnalmostnexclusivelynexistninnnonbusinessnorganizations.nAn:ntrue
Bn:nfalse
CorrectnAnswern:nB
MULTIPLEnCHOICE
12 :nWhichnofnthenfollowingnstatementsnisnnotntruenofnmarketing?
An:nMarketingnfocusesnonnpracticesnthatndelivernvaluenandnbenefitsntoncustomers.
Bn:nMarketingnfocusesnprimarilynonnsellingngoods,nservices,nand/ornideasntoncustomers.
Cn:nMarketingnemploysnthencombinednusenofncommunication,ndistribution,nandnpricingnstrategies.nDn:nMarketingninvol
vesnbuildingnlong-term,nmutuallynrewardingnrelationshipsnwithncustomers.
CorrectnAnswern:nB
13 :nWhichnstatementnexpressesnthenAmericannMarketingnAssociationn(AMA)sncorendefinitionnofnmarketing?
An:nMarketingnisnanphilosophy,nannattitude,nanperspective,nornanmanagementnorientationnthatnstressesncustome
rnsatisfaction.
Bn:nMarketingnisnannorganizationnfunctionnandnansetnofnprocessesnimplementedninnorderntonensurencustomernsatisfacti
on.
Cn:nMarketingnrefersntonpersonalnsellingnthatnfocusesnsolelynonnsellingngoods,nservices,nand/ornideasntoncustomer
s.
Dn:nMarketingninvolvesnbuildingnlong-
term,nmutuallynrewardingnrelationshipsnthatnarenbeneficialnexclusivelyntonthensellers.
CorrectnAnswern:nB
14 :nWhennanfirmnfocusesnonnitsninternalncapabilitiesnrathernthannonnthendesiresnandnneedsnofnthe
2
,marketplace,nthennthenfirmnisnsaidntonhavenadoptednthe
3 orientation.nAn
:nproduction
Bn :n salesnCn:
nmarket
Dn:n societalnCorrectnA
nswern:nA
15 :
Anfirmncouldnbenefitnfromnanproductionnorientationnwhen
n
.nAn:nitnproducesnexactlynwhatnthenmarketnwants
Bn:nthenmarketndemandnisnlessnthannthenproductsnsuppliednbynthenfirmnCn:nitnhopesnth
atnthenproductnitnproducesnisnsomethingncustomersnwant
Dn:nitnfocusesnonnwhatncompanynmanagementnthinksnshouldnbenproducednCorrectnAnsw
ern:nA
16 :
FirmnXYZnisnknownnfornadoptingnanstrategynthatnfocusesnonndesigningnnewnproductsnbasednonntheirnassessmentn
n
ofnthencapabilitiesnofntheirnengineersnandnonntheneasynavailabilitynofnresources.nThenfirmsnapproach,nwhichnemph
asizesntheneasenofnproductionnandnthentalentsnofnitsnresourcesnrathernthannthenneedsnandnwantsnofnthenmarketplac
e,ncannbenattributedntonitsnn
norientation.
An:nproductionnBn:
nsales
Cn:nmarketnDn
:nsocietal
CorrectnAnswern:nA
17 :
Anproduction-orientednfirmnisnonenthatnfocusesnon
n
.nAn:nthenneedsnandnwantsnofnthencustomers
Bn:naggressivensalesntechniques
Cn:nenhancingnindividualsnandnsocietysnlong-
termnbestninterestsnDn:ntheninternalncapabilitiesnofnthenfirm
CorrectnAnswern:nD
18 :
Anproduction-orientatedncompanyncannsurviveninnancompetitivenmarketnif
n
.nAn:nitsngoodsnandnservicesnmeetnthenneedsnofnthenmarketplace
Bn:n itn doesn notn implementn aggressiven salesn techniquesnCn:nitnfocuse
snsolelynonnsocietysnlong-
termnbestninterestsnDn:nitndoesnnotnassessntheninternalncapabilitiesnofn
thenfirm
CorrectnAnswern:nA
19 :nWhichnofnthenfollowingnstatementsnisntruenofnansales-orientednfirm?
An:nConsumersncannbenconvincedntonbuyngoodsnornservicesnevennthoughntheyndonnotnneednthem.nBn:nSales-
orientednfirmsnunderstandnthenneedsnandnwantsnofnthenmarketplace.
Cn:nSales-orientednfirmsnplacenmaximumnemphasisnonnsocietysnlong-
termnbestninterests.nDn:nIntermediariesnarenencouragedntonaggressivelynpushnmanufacturersnproducts.
CorrectnAnswern:nD
20 :nWhennanfirmnbelievesnthatnemployingnaggressivensalesntechniquesnwouldnhelpnsellntheir
3
, productninnthenmarketnandnachievenhighnprofitsnrathernthanndesigningntheirnproductnbasednonnthendesiresnandnneedsn
4ofnthenconsumers,nthennthenfirmnisnsaidntonhavenadoptedna
orientation.nAn
:nproduction
Bn :n salesnCn:
nmarket
Dn:n societalnCorrectnA
nswern:nB
21 :nThenmanagementnatnABCnComputersnbelievesnthatnhighnsalesnwillnresultninnhighnprofit.nToge
thernwithnthencompanynsalesnforce,nmanagementndevisesnansalesnstrategyntonpromotentheirnnewnlinenofnconvertiblen
laptopsnbasednonnthenassumptionnthatnconsumersnwillnpurchasenanproductnifnthencompanynpromotesnitnaggressively
.nThisnsalesnhypothesisncannbenattributedntonthencompanys orientation.
An:nproductionnBn:
nsales
Cn:nmarketnDn
:nsocietal
CorrectnAnswern:nB
22 :
nAnsales-orientedncompanyynisnonenthatnfocusesnon
.nAn:nthenneedsnandnwantsnofnthencustomers
Bn:naggressivensalesntechniques
Cn:nenhancingnindividualsnandnsocietysnlong-
termnbestninterestsnDn:ntheninternalncapabilitiesnofnthenfirm
CorrectnAnswern:nB
23 :nAccordingntonsales-orientednfirms,nmarketingnmeans .
An:nemployingnpracticesnthatndelivernvaluenandnbenefitsntoncustomers
Bn:nbuildingnlong-
term,nmutuallynrewardingnrelationshipsnwithncustomersnCn:nsellingngoodsnandnservicesn
andnreapingnprofitsnfromnthem
Dn:nenhancingnindividualsnandnsocietysnlong-
termnbestninterestsnCorrectnAnswern:nC
24 :nWhichnofnthenfollowingnisnansimilaritynbetweennanproductionnorientationnandnansalesnorientation?
An:nBothnignorenthenimportancenofnassessingnanfirmsninternalncapabilities.
Bn:nBothnlacknannunderstandingnofnthenneedsnandnwantsnofnthenmarketplace.
Cn:nBothnplacenlittlenemphasisnonnthenassessmentnofnmanufacturingnplantsnandnfacilities.nDn:nBothnfailninnan
marketnwherendemandnexceedsnsupply.
CorrectnAnswern:nB
25 :nWhichnofnthenfollowingnisnandrawbacknofnansalesnorientation?
An:nItngivesnexcessivenimportancentonthenneedsnandnwantsnofnthenmarketplace.
Bn:nItncannotnconvincenpeoplentonbuyngoodsnthatnarenneithernwantednnornneeded.
Cn:nItnplacesnhighnemphasisnonnthenassessmentnofnmanufacturingnplantsnandnfacilities.nDn:nItngivesnimpor
tancentonthenproductionnfunctionnovernothernfunctions.
CorrectnAnswern:nB
4
