MID TERM EXAM REVIEW GUIDE- MARKETING MANAGEMENT

The mid term exam is scheduled on March 13, 2018 during the class time. The questions in the
exam will be from chapter 1to 9 of the recommended text book, the class activities done, and the
power point presentations uploaded on D2L.The exam will have a mix of Multiple Choice and
True and False Questions. The exam will be of 30 points. Each Question will be of 1point.

It is emphasized that the complete syllabus covered in the class is important and questions will
be asked from the entire syllabus covered from chapter 1 to 9. Please read the recommended text
book and PPTs on D2L.

You are permitted to bring in the following for the exam:

 Hard copy of Power Point Presentation uploaded on D2L

 Class notes in a notebook form. No loose papers will be permitted.
 NO Books, Laptops, Mobile phones or any other electronic equipment will be
allowed during the exam.. All guidelines for the exam given in the syllabus will be
followed for the exam.

Some sample questions are as follows:

Q 1. The value delivery process can be divided into three phases, out of which "choosing the
value" implies ________, which is the essence of strategic marketing.
A) segmentation, developing, and delivering
B) targeting, positioning, and communicating
C) targeting, positioning, and delivering
D) segmentation, targeting, and positioning

Q2. When a customer places an order at BookBox.com, the company processes the customer's
payment information, sends the order to the nearest warehouse, and ships the order via FedEx.
This is best described as the ________ process.
A) market-sensing
B) customer acquisition
C) customer relationship management
D) fulfillment management

Q3. What is the second phase of the value creation and delivery sequence?
A) choosing the value
B) providing the value
C) communicating the value
D) calculating the value
Q4. Angelo made the decision to outsource the software components of his consulting company,
so he could focus on the company's ________, which are sources of competitive advantage,
make a contribution to perceived customer benefits, have application in a wide variety of
markets, and are difficult to imitate.
A) core competencies
B) infrastructure
C) market-sensing processes
D) fulfillment management processes

Q5). ________ provide diagnostic information about how and why we observe certain effects in
the marketplace, and what that means to marketers.
A) Marketing insights
B) Marketing metrics
C) Marketing channels
D) Marketing information systems

Q6. ________ is the difference between the prospective customer's evaluation of all benefits and
all costs of an offering and the perceived alternatives.
A) Perceived usefulness
B) Failure avoidance rate
C) Total customer benefit
D) Customer-perceived value

Q7. TBS Bikes has recently introduced a series of bikes called Surami. The core positioning of
TBS Bikes is "speed." Surami is a five-gear bike, and apart from speed, the company promises to
include other features such as safety, good performance, and pollution control features. This
describes the ________ of the bike.
A) total customer cost
B) customer-perceived value
C) value-delivery system
D) value proposition

Q8. ________ are rules of thumb or mental shortcuts in the decision process.

A) Attitudes

B) Beliefs

C) Heuristics

D) Discriminations

Q9. The location of buyers is more concentrated in B2B marketing

A. True
B. False
Q10. A buying center is place where sales representatives meet their clients

A. True
B. False