2008 DECA Ontario Provincials
Test 962 TECHNICAL SALES EVENT 1
1.Which of the following are not required to follow the rules and regulations of Title VII of the Civil Rights Act:
A.Private employers who employ fewer than 15 persons
B.Governmental offices and agencies
C.Nonprofit organizations located in rural communities
D.Businesses that export goods to foreign countries
2.Most government services in a market economy are financed through the
A.sale of products produced by the government.C.collection of taxes from businesses and individuals.
B.regulation of price controls.D.price support system.
3.A convenience good usually has ______distribution.
A.selective C.exclusive
B.intensive D.relative
4.One advantage to a computer-repair company of installing a global-positioning system in all of the business's delivery vehicles is that the drivers can
A.identify possible delays in traffic. C.calculate the fuel needed to complete a route.
B.obtain accurate directions to destinations. D.gain access to inventory data.
5.A manufacturer who wants an electronics retailer to carry a new technical product might pay the retailer a slotting allowance to cover the cost of
A.sales incentives. C.cents-off coupons.
B.licensing fees. D.mail-in rebates.
6.To identify the best combination of transportation routes and modes for optimal distribution effectiveness and costs, a supply chain manager would use a(n) ______model.
A.queuing C.distribution
B.inventory D.game theory
7.What do many technical businesses do if they detect problems during the process of evaluating the performance of a channel member?
A.Help the member improve C.Fine the member for damages
B.Terminate the member D.Recommend the member to others
8.What should technical business employees be willing to accept when defending their ideas objectively?
A.Additional responsibility C.Nonverbal support
B.Critical feedback D.Personal attack
9.Which of the following is not a reason to participate in a discussion:
A.To declare your opinion C.To organize your thoughts
B.To gain confidence D.To think critically
10.To make sure that employees understand how to complete a new business procedure, the manager should explain it and then allow plenty of time for
A.conversation. C.relaxation.
B.recreation. D.practice.
11.Mr. Potter, a regular customer in your cellular phone store, has examined three different models of cell phones and read all the information on the boxes and labels. What type of customer is Mr. Potter?
A.Slow/Methodical C.Suspicious
B.Dishonest D.Domineering/Superior
12.Machines used to manufacture technical products are classified as ______goods.
A.consumer B. capitalC.serviceD.nondurable
13.One of the factors that directly limits the economic freedom of individuals in a private enterprise system is government
A.taxation. C.services.
B.production. D.indecision.
14.Which of the following is a characteristic of a business-format franchise:
A.It is the least popular franchise arrangement.C.Continuous assistance is provided by the franchisor.
B.Products are bought directly from the supplier.D.The name of the business is chosen by the franchisee.
15.One function of the U.S. Federal Reserve System is to
A.regulate the domestic money supply. C.develop international trade regulations.
B.establish the national inflation rate. D.determine federal taxation policies.
16.In which of the following situations would consumers' purchasing power increase:
A.Take-home pay remains at a constant level. C.Interest rates increase from 6% to 7%.
B.Federal income tax rates increase by 2%.D.Pay raise is 5% and inflation rate is 3%.
17.Being persuasive is a characteristic of a(n)
A.loyal follower. C.effective leader.
B.domineering person. D.authority figure.
18.When you ask yourself, “What would I attempt to do if I knew I could not fail?” you are determining your
A.reason for existing. C.aspirations.
B.necessary resources. D.values.
19.If you like to feel as though you are an important member of the team, you will probably work best under a(n) ______manager.
A.hands-off C.laissez-faire
B.democratic D.authoritarian
20.Which of the following is a type of credit card that can be used to make purchases from a variety of participating businesses:
A.Hotel C.Bank
B.Retail D.Petroleum
21.One of the advantages to technical businesses of collecting primary information is that this type of information is
A.generic. C.accurate.
B.expensive. D.internal.
22.For its sales forecast, Giant Telecommunications Company wants to survey not only the opinions of company executives but the opinions of outside experts as well. This is known as the ______method of sales forecasting.
A.jury of executive opinion C.sales-force composite
B.survey of buyer intent D.Delphi technique
23.Calculating total revenue and marginal revenue is one way for electronics businesses to determine
A.assets and liabilities. C.cause and effect.
B.supply and demand. D.output and profit.
24.Studying the pager business's profit-and-loss statement can tell a business owner the
A.value of the business's assets. C.amount of cash on hand.
B.rate of return on sales.D.value of current inventory.
25.To verify information about applicants, employers can
A.examine application blanks. C.check references.
B.review résumés. D.administer physical examinations.
26.When using resources in job orientations, which of the following should be avoided:
A.Selecting a variety of resources
B.Using resources that help to achieve the goals of the orientation
C.Using resources to fill time
D.Selecting resources that will be meaningful to the audience
27.One of the advantages of rewarding technical employees is that the offer of a reward often encourages employees to be
A.cost conscious. C.creative.
B.competitive. D.financially motivated.
28.Rob's supervisor has asked him to carry some boxes of stereo equipment weighing 55 pounds each. Rob refuses because his union contract states that he does not have to carry anything weighing more than 50 pounds. What act protects Rob from being fired for refusing to carry the boxes?
A.Occupational Safety and Health Act C.Civil Rights Act
B.Age Discrimination in Employment ActD.Wagner Act
29.In planning marketing activities and in making marketing decisions, technical marketers use a variety of data gathered by a(n)
A.file of employee records. C.marketing-information management system.
B.double-entry bookkeeping system.D.inventory control system.
30.Determine which of the following is a true statement:
A.The steps in marketing research must follow a certain order, and none can be eliminated.
B.The amount of data being gathered affects the steps in the marketing-research process.
C.The business can leave out some of the steps in marketing research in certain situations.
D.The order of the steps in marketing research can be changed to suit the business.
31.Which of the following is an example of a cellular phone business tabulating the results of a marketing survey:
A.Comparing the results with results from other types of research
B.Analyzing the information to make it useful to the business
C.Assigning a numeric value to the various responses on the survey
D.Counting the number of respondents who agreed with the questions
32.How does the marketing function of selling benefit society?
A.Helps to increase employment C.Determines to whom to sell
B.Creates a relationship with customers D.Affects demand for a good or service
33.A technical marketer who changes the product element in the marketing mix should re-evaluate the other marketing elements because the elements are
A.interrelated. C.unique.
B.independent. D.detached.
34.Liza has always wanted a plasma television, and she has finally saved enough money to buy one. In marketing terms, Liza is a
A.market segment. C.target group.
B.resource. D.market.
35.Technical businesses often segment their target markets into which of the following three primary areas:
A.Geographic, economic, technological C.Demographic, productive, rational
B.Demographic, psychographic, geographicD.Psychographic, sociological, promotional
36.Which of the following is an example of a marketing strategy that a cellular phone business might develop in order to achieve an objective it has outlined in its marketing plan:
A.Obtaining $1 million in sales C.Increasing profits by 10%
B.Lowering prices by 5% D.Reducing operating costs
37.What do electronics businesses often conduct in order to be able to forecast sales and plan for the future:
A.Financial review C.Case study
B.Performance evaluation D.Market analysis
38.Which of the following marketing strategies focuses on opportunities that are a good match with the technical business's strengths:
A.W-T C.W-O
B.S-T D.S-O
39.Sales forecasts are used by electronics businesses to determine
A.management policy. C.target market.
B.production quantities.D.past sales.
40.Why is it important for telecommunications businesses to include specific time frames when setting marketing goals and objectives?
A.Guides the business in hiring more staff. C.Keeps the business focused on the goal.
B.Helps the business predict the future. D.Allows the business to identify the market.
41.A primary reason for establishing a marketing budget is that it helps a pager business to
A.manage depreciation. C.control spending.
B.monitor fixed assets. D.reduce tax liability.
42.What is your primary source of marketing-research information once you have started your own technical business?
A.Accounting records C.Employees
B.Online surveys D.Current customers
43.It is important for electronics businesses to provide employees with safety and health information and training in order to
A.ensure greater profits. C.increase employee morale.
B.prevent accidents. D.control employee sick leave.
44.What type of production process involves operating machines around the clock to meet consumer demand for standard products?
A.Continuous C.Batch
B.Intermittent D.Labor-intensive
45.A primary reason for a business to analyze and update its technical sales procedures is to
A.boost its spending levels. C.decrease its inventory.
B.reduce its outputs. D.increase its efficiency.
46.When technical project managers ask members of the group to give short status reports, the managers are
A.providing information. C.organizing activities.
B.answering questions. D.monitoring progress.
47.Careful handling of complex technical business equipment by employees helps to prevent damage and control
A.usage. C.theft.
B.expenses. D.overtime.
48.Which of the following is an area often used by customers that an electronics store must maintain on a regular basis:
A.Employee lounge C.Exterior sidewalk
B.Corporate office D.Storage facility
49.What is an aspect of a technical business that should be included in a regular maintenance program?
A.Telephone cables C.Water lines
B.Utility meters D.Light fixtures
50.John frequently lists or ranks the things he needs to do in the order of their importance. John is ______his activities.
A.grouping C.prioritizing
B.categorizing D.classifying
51.An employee is visiting the electronics company's European office in an effort to obtain a transfer. The best way for the employee to obtain the transfer is to interview with the appropriate person and
A.show a slide presentation. C.provide a lengthy résumé.
B.set up a dinner meeting.D.send a follow-up letter.
52.Which of the following differentiates technical sales representative jobs from similar retail sales positions:
A.Represents their companies C.Has limited direct supervision
B.Implements firm's marketing strategiesD.Faces more rejection than acceptance
53.Which of the following is a technical sales position that involves staying at the business location while assisting customers:
A.Order-taker B. Sales supportC.Inside sales D.Specialist
54.Cellular phone businesses that price their goods and services higher than most customers are willing to pay are likely to
A.increase profit. C.reduce costs.
B.improve demand. D.lose sales.
55.One of the advantages to businesses using the technology of optical scanning is that it allows
A.suppliers to monitor the delivery system. C.businesses to change pricing information.
B.customers to complete the checkout process. D.employees to maintain a secure facility.
56.Which of the following is an internal factor that has a significant effect on selling price:
A.Variable expenses C.Competitors' costs
B.Social concerns D.Government regulations
57.Which of the following areas of product/service management is important in attracting customers and in protecting technical products:
A.Idea generation C.Labeling
B.Concept testing D.Packaging
58.Satellite communications systems often impact the product/service management function by helping electronics distributors to
A.order replacements. C.use software.
B.evaluate information. D.track shipments.
59.Which of the following is an example of internal resources that electronics businesses often use to generate product ideas:
A.Agencies B. Competitions.C.Customers D.Employees
60.A seller of digital clock radios provides purchasers with an assurance that any problem with the radios will be repaired or the radios will be replaced if they stop working within a year's time. This promise by the seller is an example of a
A.warranty. B. limited warranty.C.guarantee.D.money-back guarantee.
61.When evaluating customers' experiences, a telecommunications company should keep in mind that customers are most often influenced by their interactions with the company's
A.negotiation committee. C.labor union.
B.suppliers. D.employees.
62.When a business takes an existing technical product and increases its user-friendliness, the business is fulfilling its customers' needs by a process called product
A.modification. C.certification.
B.classification. D.mollification.
63.Should a pager business attempt to provide services to satisfy every possible customer?
A.No, service levels aren't that important to most customers.
B.Yes, the loss of a prospect is a catastrophe.
C.No, some people make impossible demands.
D.Yes, this helps to maintain the desired profit margin.
64.A manager of an electronics store who notices that some employees are standing around while others are struggling to serve a long line of customers should ______his/her employees.
A.cross train B. rewardC.promoteD.congratulate
65.The primary reason why technical businesses choose a positioning strategy is to
A.ensure that the product is priced reasonably. C.help decide if the product should be altered.
B.differentiate a product from its competitors.D.save money on production costs.
66.What might your electronics business do if a competitor is using a brand mark and a brand name that are similar to your business's leading private brand?
A.Take the competitor's actions as a complimentC.Assume that brand recognition will continue
B.Market the leading brand as usualD.Take legal action to protect the brand
67.Which of the following is an example of patronage promotion:
A.GE brings good things to life. C.Don't drink and drive.
B.Exercise to improve your health.D.Support your local schools.
68.The corrective action that the government might require an advertiser to take if the advertiser does not advise consumers about important facts about a technical product is called affirmative
A.briefing. C.testimonial.
B.endorsement. D.disclosure.
69.Which of the following is an advantage to businesses of using direct mail to promote a new digital scanner:
A.Massive audience appeal C.Selection of recipients
B.Low production costs D.Predictable delivery times
70.A manufacturer advertises a digital camera and provides businesses with racks for displaying it. This is an example of the
A.use of cooperative advertising. C.selection of channels of distribution.
B.coordination of promotional activities. D.development of an advertising campaign.
71.In order for a technical business to continue to exist, its goods and services must be
A.created. B. produced.C.sold. D.manufactured.
72.Which of the following is an example of an area covered by selling-activity policies:
A.Pricing products C.Delivering shipments
B.Adjusting problems D.Qualifying customers
73.Withholding negative information about technical products is considered unethical because it can cross into which of the following illegal activities:
A.Unfair competition C.Bribery
B.Misrepresentation D.Required reciprocity
74.What type of information about technical products can a salesperson obtain by talking to customers?
A.Construction C.Ways of using the product
B.Type of product warrantyD.Availability
75.A customer is more likely to buy a technical product when the salesperson is able to
A.obtain product information quickly. C.explain obvious product features effectively.
B.translate the product's features into benefits. D.offer product discounts and service warranties.
76.The most important consideration in developing a sales-quota system is
A.improvement in job satisfaction. C.its appeal to salespeople.
B.imitating competitors. D.management's objectives.
77.When a salesperson encounters a customer who cannot decide between two stereo systems, the most appropriate action to take is to
A.ask questions about the intended use of the product.
B.let the customer browse without asking many questions.
C.use a standard outline of questions to promote decision making.
D.provide a written list of attributes and benefits of each product.
78.When Sandy first meets a potential customer, she greets the person with a smile and shakes hands as she introduces herself. Then she asks questions to determine the customer's interests. This is her attempt to
A.demonstrate product knowledge. C.be honest and sincere.
B.gain customer confidence.D.relate features and benefits to the customer.
79.The probing technique that is used by electronics store salespersons to make sure they understand the customer's request is intended to
A.open the door for all possible answers. C.elicit positive and negative opinions.
B.elicit a simple yes/no response. D.confirm what the customer has said.
80.A salesperson suggesting an cell phone different than the one requested by the customer should avoid referring to that item as a
A.substitute. B. popular brand.C.bargain.D.best seller.
81.When the customer complains that a plasma television's price is too high, the salesperson should
A.show a lower priced line of goods.C.dismiss the comment as an excuse for not purchasing.
B.discount the item's selling price.D.find out why the customer thinks the price is too high.
82.A sales close is the point in a sales presentation when the customer
A.is given a brochure to read. C.decides to buy.
B.makes a preliminary decision.D.rejects a salesperson's suggestion.
83.Suggestion selling is a sales technique that involves
A.pressuring the customer to buy expensive items.
B.encouraging the customer to buy additional items.
C.selling items that are heavily promoted.
D.selling items the salesperson likes.
84.Why do salespeople often use a structured style of presentation when selling technical equipment to a group?
A.To evaluate feedback C.To be aggressive
B.To generate conversation D.To maintain control
85.One of the most effective, but expensive, methods of following up a sale is to
A.explain services. C.send letters.
B.visit customers.D.maintain records.
86.A 589-pound shipment is sent by motor freight at a rate of $11.56 per 100 pounds. What are the shipping charges?
A.$69.09 C.$66.08
B.$67.08 D.$68.09
87.Which of the following is an example of a special order:
A.A company returns incorrectly shipped semiconductors to the manufacturer.