Marketing 6–12Marketing 6 to 12

Test Format and Sample Questions

The Marketing 6–12 subject area test consists of approximately 80 multiple-choice questions.The Marketing 6 to 12 subject area test consists of approximately 80 multiple-choice questions. You will have two and one-half hours to complete the test.

Each question will contain four response options, and you will indicate your answer by selecting A, B, C, or D.

The table below presents types of questions on the exam and directs you to examples of these formats among the sample items that follow.

Table of Question Formats

Type of Question	Sample Question
Command Select the best response option.	Question 1
Charts and graphs Identify or interpret a diagram by choosing the response option that best answers the question.	Question 7
Scenario Examine a situation, problem, or case study. Then answer a question, make a diagnosis, or recommend a course of action by selecting the best response option.	Question 16
Word Problem Apply mathematical principles to solve a real-world problem.	Question 21
Sentence completion Select the response option that best completes the sentence.	Question 26
Direct question Choose the response option that best answers the question.	Question 28

Sample Questions

The following questions represent both the form and content of questions on the examination. These questions will acquaint you with the general format of the examination; however, these sample questions do not cover all of the competencies and skills that are tested and will only approximate the degree of examination difficulty.

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Competency 1—Knowledge of marketing careers and employability

DIRECTIONS: Read the question and select the best response.

Select the most appropriate question for an interviewee to ask on an initial job interview.

Choose an answer

1. How many weeks of vacation will the person hired for this position get?
2. What are the responsibilities of this position?
3. What fringe benefits are being offered by the company?
4. What is the salary for this position?

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: B.

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Competency 1—Knowledge of marketing careers and employability

DIRECTIONS: Read the question and select the best response.

Career student organizations provide students opportunities for

Choose an answer

1. distance learning.
2. leadership skills development.
3. on-the-job training.
4. postsecondary education.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: B.

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Competency 2—Knowledge of human relations

DIRECTIONS: Read the question and select the best response.

Which of the following would be the most acceptable method for a salesperson to handle a customer's complaint?

Choose an answer

1. Apologize to the customer for being unable to be of assistance.
2. Determine how the complaint can be handled within store policy.
3. Make a decision to handle the complaint using common sense.
4. Refer the customer to another salesperson with less experience.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: B.

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Competency 2—Knowledge of human relations

DIRECTIONS: Read the question and select the best response.

Peggy has seen a coworker taking merchandise out of the store without paying for it. What action should Peggy take?

Choose an answer

1. Approach the coworker with a warning.
2. Assume the coworker had permission to take the merchandise.
3. Attempt to observe the coworker again before turning him in.
4. Report the incident to her supervisor immediately.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: D.

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Competency 3—Knowledge of communications

DIRECTIONS: Read the question and select the best response.

An organization's primary concern when deciding whether to use the Intranet or its Web site should be the

Choose an answer

1. skills of the technology staff.
2. start-up costs.
3. target audience.
4. time needed to upload information.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: C.

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Competency 3—Knowledge of communications

DIRECTIONS: Read the question and select the best response.

Mr. Dorsey has just been hired by the Warrick Company. One of his duties is to answer the telephone during the regular telephone operator's lunch break. What is the most appropriate way to answer the telephone?

Choose an answer

1. "Good afternoon. Warrick Company."
2. "Hello. Dorsey speaking."
3. "Terrell Dorsey. May I help you?"
4. "Warrick Company operator."

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: A.

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Competency 4—Knowledge of marketing mathematics

DIRECTIONS: Read the question and select the best response.

PEOPLE'S FAVORITE COLORS

A pie chart depicting people's favorite colors with the following percentages: blue 34 percent, yellow 2 percent, purple 6 percent, orange 13 percent, red 25 percent, and green 20 percent.

Based on the information given above, complete the following statement.

The percentage of people whose favorite color is yellow is what percentage of the people whose favorite color is green?

Choose an answer

1. 10%10 percent
2. 15%15 percent
3. 20%20 percent
4. 25%25 percent

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: A.

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Competency 4—Knowledge of marketing mathematics

DIRECTIONS: Read the question and select the best response.

If Gifts by Chris purchases a jade figure at a cost of $25.00 and marks up the price by $30.00, what is the retail price?If Gifts by Chris purchases a jade figure at a cost of 25 dollars and marks up the price by 30 dollars, what is the retail price?

Choose an answer

1. $ 5.005 dollars
2. $25.0025 dollars
3. $30.0030 dollars
4. $55.0055 dollars

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: D.

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Competency 5—Knowledge of economic principles

DIRECTIONS: Read the question and select the best response.

The process of choosing between two possible uses of resources results in making

Choose an answer

1. economic exchanges.
2. production possibilities.
3. trade-offs.
4. value judgments.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: C.

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Competency 5—Knowledge of economic principles

DIRECTIONS: Read the question and select the best response.

Which of the following is a characteristic of prosperity?

Choose an answer

1. Consumer spending increases.
2. Economic growth slows.
3. Fewer goods and services are produced.
4. Unemployment begins to rise.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: A.

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Competency 5—Knowledge of economic principles

DIRECTIONS: Read the question and select the best response.

One method used to limit or control international trade is

Choose an answer

1. factors of production.
2. international marketing services.
3. tariffs or quotas.
4. trade missions.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: C.

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Competency 5—Knowledge of economic principles

DIRECTIONS: Read the question and select the best response.

Which of the following is an example of form utility?

Choose an answer

1. A business changes from a sole proprietorship to a corporation.
2. Firewood is sold in the winter.
3. Sand is made into concrete.
4. Valentine's Day merchandise is moved to a prominent location in the store.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: C.

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Competency 6—Knowledge of marketing principles

DIRECTIONS: Read the question and select the best response.

Wishy Washy is a very popular, widely used bar of soap. It can be found in virtually every local grocery store, drugstore, and discount store. Which of the following best describes the distribution strategy for Wishy Washy?

Choose an answer

1. exclusive distribution
2. intensive distribution
3. random distribution
4. selective distribution

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: B.

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Competency 6—Knowledge of marketing principles

DIRECTIONS: Read the question and select the best response.

Businesses no longer use typewriters. This is an example of which stage of the product's life cycle?

Choose an answer

1. acceptance
2. obsolescence
3. peak
4. rise

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: B.

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Competency 6—Knowledge of marketing principles

DIRECTIONS: Read the question and select the best response.

Each of the following is an element of market segmentation  start uppercase EXCEPT end uppecase 

Choose an answer

1. articulation.
2. demographics.
3. geographics.
4. lifestyle.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: A.

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Competency 7—Knowledge of selling

DIRECTIONS: Read the question and select the best response.

The Gonzalez Company initiated a one-month sales incentive program that rewarded salespeople for opening the most new charge accounts, selling the greatest dollar volume of merchandise, or selling the most winter coats. Which best describes the company's reason for initiating the monthlong sales incentive program?

Choose an answer

1. to increase advertising
2. to increase awareness in the local market
3. to increase sales volume
4. to increase the volume of winter coats in stores

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: C.

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Competency 7—Knowledge of selling

DIRECTIONS: Read the question and select the best response.

The boomerang is a sales method used for

Choose an answer

1. approaching customers.
2. closing sales.
3. handling objections.
4. substituting merchandise.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: C.

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Competency 8—Knowledge of business operations

DIRECTIONS: Read the question and select the best response.

To ensure that a business is covered against a customer's falling in the store, management would secure what type of insurance?

Choose an answer

1. business interruption
2. personal liability
3. property damage
4. worker's compensation

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: B.

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Competency 8—Knowledge of business operations

DIRECTIONS: Read the question and select the best response.

The primary role of outsourcing is to

Choose an answer

1. add diversity to the workforce.
2. encourage small business growth.
3. enhance operational efficiencies.
4. keep organizational capabilities confidential.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: C.

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Competency 9—Knowledge of sales promotion

DIRECTIONS: Read the question and select the best response.

The primary objective of promotional advertising is to

Choose an answer

1. create customer interest in a company’s business plan.
2. introduce a product to a new market or age group.
3. keep a company's name before the public.
4. make consumers aware of the policies of an established company.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: B.

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Competency 9—Knowledge of sales promotion

DIRECTIONS: Read the question and select the best response.

Bridgette's Bridal Boutique is placing an advertisement in the local Sunday paper. The newspaper has quoted a rate of $5.10 per column inch.Bridgette's Bridal Boutique is placing an advertisement in the local Sunday paper. The newspaper has quoted a rate of 5.10 dollars per column inch. The advertisement will be 5 inches long and 3 columns wide. How much will the advertisement cost?

Choose an answer

1. $15.3015 dollars 30 cents
2. $25.5025 dollars 50 cents
3. $40.8040 dollars 80 cents
4. $76.5076 dollars 50 cents

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: D.

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Competency 9—Knowledge of sales promotion

DIRECTIONS: Read the question and select the best response.

Which medium is most effective for reaching the adolescent market?

Choose an answer

1. direct mail
2. newspaper
3. radio
4. trade journal

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: C.

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Competency 10—Knowledge of product and service technology

DIRECTIONS: Read the question and select the best response.

A statement that contains exceptions to and exclusions from a warranty is

Choose an answer

1. a disclaimer.
2. a merchantability.
3. an exchange clause.
4. an implied guarantee.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: A.

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Competency 11—Knowledge of leadership and management

DIRECTIONS: Read the question and select the best response.

A course on buying offered to employees who aspire to be buyers is categorized as which type of program?

Choose an answer

1. benefits
2. human relations
3. sales
4. training

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: D.

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Competency 11—Knowledge of leadership and management

DIRECTIONS: Read the question and select the best response.

The manager of Stone's Department Store has posted a bulletin saying that every department will provide complimentary gift wrapping to customers. This is an example of management's

Choose an answer

1. being firm with the store's customers.
2. determining store policy.
3. implementing cost-cutting measures.
4. setting a positive example.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: B.

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Competency 12—Knowledge of work-based experiences

DIRECTIONS: Read the question and select the best response.

The most appropriate factor in determining where to place a student in the local marketing community is the

Choose an answer

1. hours.
2. student's career objective.
3. student's transportation arrangements.
4. wages.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: B.

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Competency 13—Knowledge of program operation

DIRECTIONS: Read the question and select the best response.

Of the DECA competitive events, which provides the best opportunity for a student to demonstrate personal vocational understanding?Of the D E C A competitive events, which provides the best opportunity for a student to demonstrate personal vocational understanding?

Choose an answer

1. Chapter Activities Project
2. Chapter Written Project
3. Competency-based Series Events
4. Research-based Events

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: C.

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Competency 14—Knowledge of entrepreneurship

DIRECTIONS: Read the question and select the best response.

Which form of business ownership would an entrepreneur choose in order to raise capital, limit personal liability, and establish perpetual existence?

Choose an answer

1. corporation
2. franchise
3. partnership
4. proprietorship

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: A.

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Competency 14—Knowledge of entrepreneurship

DIRECTIONS: Read the question and select the best response.

Which of these is an accurate statement about business ownership?

Choose an answer

1. Corporations have a limited life and limited liability.
2. Each form of business ownership has unlimited liability.
3. Partnerships are easy to establish but highly taxed.
4. Sole proprietorship is the most common form.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: D.

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Competency 15—Knowledge of financial literacy

DIRECTIONS: Read the question and select the best response.

Credit unions differ from banks in that credit unions

Choose an answer

1. are more secure.
2. are only for members.
3. cannot offer loans.
4. offer higher interest rates.

AnswerEnter to expand or collapse answer.Answer expanded

Correct Response: B.

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