1) A complete picture of a business's prospective customers is a... a) customer profile. b) customer needs analysis. c) resource plan d) marketing plan 2) Customers who buy for personal use are in what market segment? a) consumer b) trade c) small business d) industrial 3) Customers who like to purchase products and services from companies they know demonstrate a) market share b) demographics c) economies of scale d) brand loyalty 4) A portion of the total sales generated by all the competing companies in a given market is called the a) market share b) capitalism c) industrial market d) marketing plan 5) A percentage of the price of an item that goes to a state or local government is a a) discount b) sales tax c) patent d) contract 6) The federal agency that monitors product safety for items such as cosmetics, food items, and suntan lotions is the a) Federal Trade Commission. b) Food and Drug Administration. c) American Bar Association. d) Consumer Product Safety Commission 7) Which of the following describes the channel that moves a product from producer to customer with no one in between? a) indirect channel b) distribution channel c) direct channel d) market channel 8) The part of the product's package used to present information is the a) product mix b) symbol c) brand d) label 9) A document that explains five strategies – product, place, price, promotion, and people. a) business plan b) sales plan c) product plan d) marketing plan 10) Which of the following describes the channel that moves a product from producer to customer through an intermediary? a) direct channel b) distribution channel c) market channel d) indirect channel 11) A market share estimate is based on a a) sales forecast.  b) marketing plan.  c) business plan. d) sales promotion 12) The final step in managing a sales operation is to evaluate a) promotions. b) advertising. c) sales performance. d) markets. 13) Private companies that ship their own goods are called a) common carriers. b) private carriers. c) contract carriers. d) postal carriers. 14) A process that includes managing transportation, storage, materials handling, and delivery terms. a) distribution management b) time management c) situational management d) total quality management 15) A system for verifying and maintaining the desired standards in a product or service is called a) quality circle.  b) inspection.  c) automation. d) quality control. 16) A key factor in production management is a) materials handling.  b) machinery maintenance. c) storage. d) transportation. 17) The failure to exercise reasonable care is called a) factor.  b) robbery. c) negligence. d) casualty insurance.

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