Test 948 Food Marketing Series 1

2008 DECA Ontario Provincials
Test 948 FOOD MARKETING SERIES 1

FMS
1. In which type of service does a seated hostess or host place food from bowls & platters on to guests’ plates? a.
Russian Service c. English Service b. French Service d. American Service _______2. In which type of service are
2. 2. guests served from tableside carts? a. Russian Service c. English Service b. French Service d. American
Service _______3. Which type of service is the most formal? a. Russian Service c. English Service b. French
Service d. American Service _______4. Which type of service is food portioned onto plates in the kitchen by
employees? a. Russian Service b. French Service _______5. A server in training is called: a. captain b. Apprentice
c. Front waiter d. Maître d’ hotel c. English Service d. American Service 6. Which position in the dining room is
responsible for overseeing all service? a. Front waiter b. Head Waiter c. Maître d’ hotel d. Apprentice 7. Which of
the following is performed on the guest’s left side? a. Presenting & serving from a platter b. Setting & clearing
plates c. Replenishing or changing flatware d. Pouring beverages & presenting
3. 3. bottles 8. Which of the following is performed at the guest’s right side? a. Pouring beverages and
presenting bottles b. Holding platters when guests help themselves c. Serving salad when it is served as a side dish
d. Placing bread on bread plates 9. Which of the following is placed to the right side of a table setting? a. Dinner
knife b. Dinner fork c. Salad fork d. Bread plate 10. Where in the traditional table setting is the dinner fork placed?
a. Directly above the water glass B. To the right of the dinner plate C. To the left of the dinner plate d. Directly
above the dinner plate 11.Name the Style of table Services? 12-In what service style Commis de Rang is used? 13-
What is the buffets, what is main
4. 4. purpose of it? 14-How did you define Brunch Menu? 15-Name three type of Menu 16-Classical Menu is
composed by ___ items on the menu 17-what is the 3 types of restaurants? 18- Express you opinion or feeling
regarding Fine Dining service. Explain you thoughts? 19-Draw the Chart of the Fine Dining and explain each of it?
30 QuestionsSHOW ANSWERS
• Question 1
30 seconds
Q. Manager in charge of all food and beverage services at a hotel.
answer choices
banquet chef
bartender
food and beverage director
front bar
• Question 2
30 seconds
Q. Another term for customers
answer choices
banquet setup staff
breakdown
function
clients
• Question 3
30 seconds
Q. Food served in honor of a special occasion.
answer choices
banquet
convention
clients
minibar
• Why show ads?
• Question 4
30 seconds
Q. Written record of all the decisions made regaring what the client wants during a banquet.
answer choices
banquet event order
front bar
passed items function
hospitality suite
• Question 5
30 seconds
Q. person responsible for feeding all the large groups in a hotel.
answer choices
bartender
waiter
banquet chef
banquet manager
• Question 6
30 seconds
Q. The staff responsible for moving and arranging the room dividers, tables, and chairs for a banquet.
answer choices
bartender
house custodians
banquet setup staff
banquet manager
• Question 7
30 seconds
Q. A type of standing buffet where servers walk around with food and guest items from the tray.
answer choices
room server
passed-items function
meet-and-greet function
open bar
• Question 8
30 seconds
Q. To clear dishes and food, clean tables and chairs, out away all furniture and equipment and clean the floor
break down
clean-up crew
custodial enginees
bus boys
• Question 9
30 seconds
Q. The bar where the bartender serve the customers face to face.
answer choices
minibar
front bar
food and beverage director
bartender
• Question 10
30 seconds
Q. A special room in a hotel that is reserved by a group for the purpose of serving refreshments to the group.
answer choices
function suite
meet and greet suite
hospitality suite
guest suite
• Question 11
30 seconds
Q. A small cabinet containing small bottles of alcoholic beverages and snacks located in guest rooms
answer choices
minibar
open bar
standing bar
complimentary bar
• Question 12
30 seconds
Q. A person who prepares alcoholic beverages and serves them guests.
answer choices
waiter
server
bartender
care taker
• Question 13
30 seconds
Q. A large business meeting, usually sponsored by a group for its members.
answer choices
caberet
fraternity
convention
function
• Question 14
30 seconds
Q. Another term for special event.
answer choices
funtcion
conventionmeeting banquet
open bar function
meet and greet function
• Question 15
30 seconds
Q. Person responsible for making sure each aspect of the banquet is run smoothly.
answer choices
banquet server
room service manager
beverage manager
banquet manager
• Question 16
30 seconds
Q. Guests are seated at tables but serve themselves from a buffet table then return to their seats to eat.
answer choices
room service
seated buffet
seated banquet
stationary food bar
• Question 17
30 seconds
Q. Guest are seated at tables and are served all parts of the meal by servers.
answer choices
seated banquet
seated buffet
stationary food bar
special service food bar
• Question 18
30 seconds
Q. Table linen placed around the buffet table to hide the table legs.
answer choices
draping
skirting
cover up
hide back
• Question 19
30 seconds
Q. Delievry of food and beverages to guests in their hotel rooms.
answer choices
room service
bell hop
food server
beverage server
• Question 20
30 seconds
Q. The supervisor of all room service operations.
answer choices
room service manager
food service manager
director of food service
beel hop
• Question 21
30 seconds
Q. 1) What is hospitality?
answer choices
a) Any activity that is done for rest, relaxation, and enjoyment.
a) Meeting the needs of guests with kindness and goodwill.
a) A place to sleep for one or more nights.
a) A business that physically moves people from one place to another.
• Question 22
30 seconds
Q. 1. Which of the following is a major reason all the segments of the hospitality industry must work together?
answer choices
a) to give chains and franchises equal opportunity.
a) To ensure that both single-unit and multiple-unit business are involved.
a) To successfully meet the needs of the customers.
a) To provide customers with minimum comforts and impressions
• Question 23
30 seconds
Q. 1. Who is responsible for the appearance of a banquet?
answer choices
a) Banquet manager
a) Banquet chef
a) Beverage manager
a) Banquet setup staff
• Question 24
30 seconds
Q. 1. What is Lodging?
answer choices
a place to eat
a place to sleep for one night or more
a package
a place to stay for one night or more
• Question 25
30 seconds
Q. 1.) What percentage of the American people eat outside of their homes using the foodservice Industry?
answer choices
• 43%
• 75%
• 50%
• 25%
• Question 26
30 seconds
Q. 1) Why is it important for all four segments of the hospitality industry to work together?
answer choices
a) To involve chains and franchises in the business.
a) To give single-unit and multiple unit businesses the same opportunities.
a) To successfully meet the needs of the customers.
a) To give customers a small impression.
• Question 27
30 seconds
Q. 1. All of the following are examples of the food and beverage industry except?
answer choices
a) Grocery store deli that makes sandwiches
School cafeteria
a) Roadside rest stop on interstate that includes vending machines
Travel agency
• Question 28
30 seconds
Q. 1. What are the four segments of hospitality? 1. What are the four segments of hospitality?
answer choices
a) Parks, restaurants, lodging and recreation
a) Food and beverage, lodging, recreation, travel and tourism
a) Travel agencies, six flags, McDonald’s
a) Disney World, Arby’s, Sea World, the zoo
• Question 29
30 seconds
Q. What are the four segments of the hospitality Industry?
answer choices
food, beverage, lodging, recreation
food, beverage, lodging, recreation
recreation, lodging, travel and beverage, food and tourism
travel and tourism, lodging, recreation, food and beverage
1. One reason food marketing businesses usually are unable to enter into legally binding contracts with minors is because
those under the legal age
A. do not have sufficient funds to make payments.
B. may not understand the consequences of their actions.
C. are unable to make basic decisions.
D. cannot make promises to do something for others.
2. What is the main purpose of most food safety laws and regulations?
A. To prevent contamination C. To monitor production
B. To organize distribution D. To eliminate bacteria
3. Efficient inventory control can keep a convenience store from having too much of its __________ tied up in stock.
A. accounts receivable C. sales volume
B. capital D. utility
4. The use of intermediaries enables food producers to make larger profits because intermediaries
A. enable producers to use direct distribution.
B. may sell more than the producer could sell on its own.
C. increase the number of retailer to producer contacts.
D. help to reduce the per-unit costs of goods.
5. Tying agreements between food producers and distributors might be considered illegal if they substantially limit
A. profitability. B. competition. C. management. D. technology.
6. Which of the following is an example of a grocery store coordinating distribution with the marketing function of
promotion:
A. Writing a news release to announce a new product line
B. Making sure products are in stock before advertising a sale
C. Organizing a contest to attract customers to the store
D. Placing an advance order to obtain a seasonal discount
7. Which of the following benefits of partnerships among channel members in a distribution channel has the most
potential for misuse:
A. Rapid order fulfillment C. Improved product quality
B. Lower inventories and operating costs D. Sharing of sensitive information
8. When making a telephone call to another food marketing business, it is courteous to

A. ask who is answering the phone. C. identify yourself and your company.
B. state the purpose of the call. D. call at your convenience.
9. Grocery store employees who participate in group discussions should present their ideas and opinions in a(n)
A. written format. B. assertive manner. C. argumentative way. D. nonverbal style.
10. Which of the following is a guideline for supermarket employees to use in communicating with coworkers:
A. Think about what they want to say before they say it
B. Feel free to express their complaints about their jobs
C. Be sure to share rumors and gossip with their coworkers
D. Use a direct approach in speaking to an angry coworker
11. Being customer-oriented most benefits food marketing employees by supporting their
A. competitiveness. B. need to be recognized. C. careers. D. efficiency at work.
12. What is a guideline for gourmet market employees to follow when handling disagreeable customers?
A. Interrupt often B. Serve promptly C. Act offended D. Observe closely
13. When an item on a purchase order is not in stock, the seller may promise later delivery. This item is referred to as
A. missing. B. back-ordered. C. discontinued. D. a special order.
14. Businesses usually are able to prevent the loss of profits on distressed produce by
A. buying produce in large quantities. C. inspecting the produce when received.
B. selling produce at higher prices. D. attractively displaying the produce.
15. A specialty market that maintains a higher level of inventory than needed to meet demand decreases its
A. federal tax obligations. C. amount of operating capital.
B. investment in merchandise. D. costs for insurance coverage.
16. A primary service that food brokerage firms offer small specialty food stores is helping them locate new
A. distributors. B. networks. C. vehicles. D. sponsors.
17. Which of the following is a shipping method that is often used to transport milk and fresh produce over long distances:
A. Air cargo planes C. Refrigerated railroad cars
B. Inland container ships D. International trucks
18. A bakery that includes target marketing in its business activities is trying to
A. determine how many people have heard of the bakery.
B. forecast how much profit the bakery can make.
C. keep its operating expenses within the budget.
D. find out whether there is a market for its products.
19. Which of the following has inelastic demand:

A. Bread B. Ice cream C. Movie tickets D. Television sets
20. The main difference between food retailers and wholesalers is that retailers sell to
A. resource producers. C. ultimate consumers.
B. other businesses. D. local distributors.
21. A supermarket chain decides to hold its annual meeting in one U.S. city rather than another because of crime in that
city. This is an example of __________ the risk.
A. transferring B. preventing or controlling C. retaining D. avoiding
22. When the economy is growing too slowly, production and employment decrease, and the unemployed have less money
to spend on goods and services. What is one way that the government can compensate for a downturn in economic
activity?
A. Increase the discount rate for banks C. Decrease spending
B. Increase the amount of money in circulation D. Increase taxes
23. How many people are actually unemployed if there are 45,000 people in the labor force and the total unemployment
rate is 5.2%?
A. 2,250 B. 2,340 C. 2,295 D. 2,385
24. Which of the following is one of the positive effects that an increase in international trade is having on food retailers:
A. Expanding distribution systems C. Reducing speculative risks
B. Opening up new markets D. Lowering price levels
25. Susan volunteered to conduct a customer-complaint survey because she felt it would benefit the grocery store. Which
of the following personal traits is Susan displaying:
A. Initiative B. Dependability C. Creativity D. Empathy
26. Adhering to an established set of personal ethics is referred to as

A. deceit. B. integrity. C. honesty. D. truth.
27. A supermarket employee who misuses company time is actually
A. shoplifting. B. pilfering. C. robbing. D. stealing.
28. A recession would be an example of a(n) __________ change.

A. technological B. personal C. social D. economic
29. One of the reasons that many people fail to assert themselves is because they
A. are afraid people will take advantage of them. C. don't really know how to be assertive.
B. are secure in their relationships. D. don't want to reduce their level of self-esteem.
30. To be effective members of a workplace team, individual workers should be

A. committed to personal career goals. C. willing to do whatever is needed.
B. skilled in avoiding conflict. D. experienced at working on a team.
31. Dan is unable to walk without assistance and needs special equipment to drive his car. He is employed as a butcher for
a major supermarket. Dan knows more about cuts of meat than most of his coworkers, and can answer customers'
questions that no one else can answer. Dan is an example of a person who effectively performs his job despite his
A. lifestyle. C. personality.
B. physical condition. D. mental ability.
32. After buying a display case for her bakery on credit from the Supermarket Supply Company, Joan realized there was
an error on her bill. What federal law will help Joan resolve this error?
A. Truth-in-Lending Act C. Fair Credit Billing Act
B. Equal Credit Opportunity Act D. Fair Credit Reporting Act
33. Which of the following is not an important topic for a grocery store owner to discuss with a potential investment advisor:
A. Experience C. Education
B. Licensing D. Hometown
34. Why does a grocery store need a flow of money into the business?
A. To borrow C. To sell
B. To exist D. To invest
35. A bakery shop owner who completes a bank deposit that includes a request for cash back is usually required to
A. sign the slip. C. count the money.
B. open an account. D. wait for approval.
36. Which of the following is an internal source of marketing information that a convenience store uses:
A. Employee handbooks C. Trade journals
B. Government web sites D. Inventory records
37. Which of the following is an overall reason that marketing research is important to grocery store chains:
A. It improves financial management.
B. It contributes to the chain's success.
C. It makes competitors take notice of the chain.
D. It helps the chain to base decisions on opinions.
38. Which of the following is information about customers that supermarket chains often monitor in order to make pricing
decisions:
A. Personal character C. Credit rating
B. Buying behavior D. Supplemental income
39. One reason it is important for supermarket chains to review paper-based questionnaires before processing the
marketing information is because some of the questionnaires may be
A. completed anonymously. C. improperly filled out and unusable.
B. printed with answer codes. D. organized according to last name.
40. Overall, what does marketing allow us to do?
A. Feel better about shopping C. Limit our spending
B. Stop buying online D. Live our daily lives
41. Bob owns Green Market, a health-food business in the Florida Keys. Bob recently decided to increase his advertising,
specifically the advertising on local radio and television. Which of the following marketing functions relates to Bob's
decision:
A. Financing C. Selling
B. Distribution D. Promotion
42. How does having too much merchandise in inventory affect large convenience stores?
A. They will create a consumer attitude that the merchandise is less valuable than it really is.
B. They will automatically need to reduce the price of the merchandise and lose money.
C. They will have excess merchandise to store that will tie up valuable cash.
D. They will limit the opportunities for manufacturers and distributors to interact with the store.
43. The Martin Cereal Company determines that it wants to build a second plant in another region of the country. This is an
example of a marketing
A. tactic. C. strategy.
B. goal. D. plan.
44. Which of the following is considered a shopping good:

A. Oil painting C. Refrigerator
B. Sugar D. Milk
45. Why do grocery stores develop marketing plans?

A. To attract the target customer C. To provide quality service
B. To expand the distribution system D. To prepare a revenue statement
46. Identifying potential threats in the marketplace and turning them into opportunities is one reason why a convenience
store chain conducts a(n)
A. physical inventory. C. training program.
B. organizational review. D. situational analysis.
47. If 60% of a bakery's 400 current customers spend an average of $350 per year and 40% spend $275 per year,
calculate the bakery's sales forecast for next year if sales are expected to stay the same.
A. $116,000 C. $135,000
B. $128,000 D. $140,000
48. Netscape Navigator is an example of a web

A. browser. C. server.
B. bookmark. D. cookie.
49. What type of software would a specialty market use to calculate the effect that charging higher prices would have on
profit?
A. Desktop publishing C. Database
B. Spreadsheet D. Presentation
50. The grocery store clerk in the frozen foods department regularly checks the temperature of the display freezers, stocks
the freezers up to the load line, and rearranges the frozen foods after customers make selections. Why is it important
for the clerk to perform these tasks?
A. To prevent the frozen foods from thawing
B. To maintain order in the freezer
C. To keep the freezer clean
D. To remove frozen foods from the freezer
51. Which step in the buying process involves signing a form that becomes a legal document?
A. Issuing a purchase order C. Negotiating a purchase price
B. Completing a requisition form D. Paying a shipping invoice
52. The ultimate responsibility for personal health and safety on the job rests with the
A. company. C. union.
B. worker. D. government.
53. One of the benefits to the convenience store of establishing good, continuing, relationships with suppliers is that it
enables the store to
A. obtain advance information on new products.
B. minimize its inventory investment.
C. coordinate all of its purchasing efforts.
D. purchase at the lowest prices.
54. The three-way light bulbs that supermarkets sell are all made with the same size base. This is an example of a
production process that uses __________ parts.
A. segmented C. branded
B. standardized D. graded
55. What should food marketing managers do to prevent the project from falling behind schedule?
A. Locate resources C. Track deadlines
B. Review goals D. Assign tasks
56. Alert employees can help supermarkets control expenses by discouraging

A. shoplifting. C. exchanging.
B. purchasing. D. selling.
57. When you set a challenging goal, you are most likely to
A. give up too soon. C. be very frustrated.
B. be unhappy with the results. D. put forth your best effort.
58. Which of the following steps in the decision-making process involves identifying the consequences of taking different
actions:
A. Evaluating information C. Reviewing outcomes
B. Choosing alternatives D. Analyzing situation
59. Why is it a good idea to take a small dictionary with you when completing a job application form?
A. To impress a potential employer with your ability to access information
B. To provide accurate, current addresses and phone numbers
C. To check the accuracy of grammar used in completing the form
D. To create a positive impression by spelling words correctly
60. Education is an important part of a job résumé and should be listed with the __________ first.
A. easiest to complete C. most recently completed
B. earliest completed D. most difficult to complete
61. What type of trade publication might be useful to food marketers who want to be informed about worldwide industry
trends?
A. Native B. Regional C. Foreign D. Domestic
62. Which of the following jobs in retailing offers individuals the opportunity to plan a convenience store chain's
merchandise assortment and supervise the development of in-store displays:
A. Auditor B. Designer C. Manager D. Buyer
63. Which of the following situations is an example of a food marketer engaging in an unethical pricing practice:
A. YUM Snack Food Corporation considers its competitors when it is establishing pricing for new products.
B. Kipling Food Distribution prices its goods and services in accordance to industry standards.
C. Cunningham Food Mart's standard pricing policy is to mark up its products 50%.
D. Get-n-Go Supermarket increases its food prices in a location that is experiencing a natural disaster.
64. Which of the following is an example of a gourmet market using the illegal tactic of bait-and-switch advertising:
A. Agreeing with competitors to sell a specialty item for a certain price
B. Offering a low-priced specialty item to eliminate competition
C. Promoting a low-priced specialty item to sell a more expensive item
D. Selling certain specialty items at a discounted price
65. Is the following statement true or false: There is no connection between a grocery store's marketing objectives and its
pricing objectives.
A. True, marketing and pricing are independent of each other.
B. False, marketing objectives are based on pricing objectives.
C. True, pricing objectives are not related to marketing objectives.
D. False, pricing objectives should be used to achieve marketing objectives.
66. During the introductory stage of a food product's life cycle, a snack-food manufacturer is most likely to
A. earn high profits and gain the desired reputation.
B. develop and implement intensive distribution strategies.
C. promote the product aggressively to create product awareness.
D. price the product to effectively penetrate the market.
67. Obtaining information about customers and potential customers who access a supermarket supply business's web site
is one way that businesses use __________ technology.
A. database B. computer C. e-mail D. satellite
68. Ethical food marketers establish procedures to handle consumer complaints, returns, or product recalls.
A. True, establishing procedures is a way of explaining problems with products because of improper use by
customers.
B. False, establishing procedures is not important unless required by law.
C. False, establishing procedures is a waste of time if products have been tested for safe use.
D. True, establishing procedures reduces harmful effects to the company and its image.
69. A group of employees meeting to review a supermarket's sales records for the purpose of identifying product
opportunities is an example of
A. experimenting. B. brainstorming. C. negotiating. D. questioning.
70. When using mind mapping to generate food-product ideas, you begin by writing down the main problem or
A. market opportunity. C. primary associations.
B. supporting facts. D. situational analysis.
71. The highest grade of meat usually found in supermarkets is

A. choice. B. prime. C. standard. D. good.
72. Which of the following vegetables should be misted with water once an hour in order to maintain their quality:
A. Cabbage B. Potatoes C. Onions D. Mushrooms
73. Why would a food market add higher priced products to its product mix?
A. To prevent out-of-stock conditions C. To enhance the image of the market
B. To overcome production problems D. To limit costs
74. When a butcher shop positions its products by highlighting particular features or attributes, what element of the
marketing mix is being used?
A. Product B. Place C. Price D. Promotion
75. Why do cereal manufacturers want customers to demonstrate brand insistence for them?
A. Manufacturers will not have to market themselves or advertise as much.
B. Customers will bypass other brands because they are brand loyal and will buy only the desired brand.
C. Research shows that customers will pick their brand in a double-blind test 95% of the time.
D. Their touch points pretty much take care of themselves.
76. Why is it important for supermarket chains to determine the final cost of purchases from domestic and international
sources?
A. To calculate gross profit C. To set up a depreciation schedule
B. To monitor operating expenses D. To apply for personal loans
77. What amount of merchandise would a convenience store probably buy for the next year if sales have been increasing
by 6% each year and last year's sales totaled $472,350?
A. $495,967 B. $498,329 C. $500,691 D. $505,414
78. Supermarkets receive positive feedback about the effectiveness of their promotional messages when consumers
A. buy their products. C. visit their competitors.
B. ask specific questions. D. see their advertisements.
79. Which of the following is a true statement about inexpensive, self-service products in convenience stores:
A. They are in the declining stage of their life cycles.
B. Their promotional mix should emphasize personal selling.
C. Examples of these products are automobile parts.
D. Sales promotion could promote these products successfully.
80. When the manager of a large supermarket supply company takes potential customers out for lavish dinners and buys
them expensive gifts, it might appear as if the manager is engaging in the unethical practice of
A. slander. B. puffery. C. bribery. D. fraud.
81. Misleading or deceptive grocery store advertising is considered to be an unfair

A. business policy. C. sales trend.
B. trade practice. D. marketing plan.
82. The promotional medium that allows a supermarket to tailor its message and present it only to selected consumers is
__________ advertising.
A. television B. direct mail C. radio D. newspaper
83. Illustrations used in a supermarket's print ads are examples of illustrations that focus on the
A. product in an appropriate setting. C. product's features.
B. product itself. D. benefits of the product.
84. Which form of traditional direct mail is the most expensive for a food marketer to produce and distribute?
A. Two-color flyer B. Sales letter C. Postcard D. Four-color catalog
85. What is a guideline that many specialty food markets follow in order to maintain their displays in good condition?
A. Replace goods occasionally C. Check lights daily
B. Clean fixtures regularly D. Remove merchandise safely
86. Which of the following is a reason why grocery stores create promotional signs:
A. To imitate the competition C. To provide accurate information
B. To pressure customers to buy D. To advertise slow-selling items
87. Many supermarkets coordinate a wide variety of promotional activities such as advertising, special events, and displays
in order to
A. spread out promotional funds. C. maintain appearances.
B. reach a large audience. D. keep employees occupied.
88. As a supermarket supply business's sales increase, employment opportunities in the company are most likely to
A. remain the same. C. decrease.
B. stabilize. D. increase.
89. Which of the following is a positive outcome for a supermarket supply business when its salespeople consistently
provide excellent customer service as part of the selling process:
A. Competitive disadvantage C. Increased commissions
B. Improved quality D. Positive reputation
90. Which of the following is a reason why some supermarket supply businesses prefer to have unwritten selling policies:
A. Regimentation B. Consistency C. Conformity D. Flexibility
91. Because technology increases sales efficiency and order processing, salespeople in the food-marketing industry have
more time to
A. build and maintain a clientele. C. focus on competitors' activities.
B. set their sales standards and goals. D. develop new goods and services.
92. If a supermarket supply salesperson does not disclose important information about a product during the selling
process, s/he may be violating
A. customer-service regulations. C. false-labeling policies.
B. consumer-protection laws. D. exclusive-dealing statutes.
93. A power drink manufacturer has spent $1 million for magazine advertising featuring well-known sports figures. As a
salesperson, how should you use these promotions during a sales presentation to buyers for a chain of grocery stores?
A. To build customer confidence C. To forecast sales
B. To prove the equipment is the best buy D. To shorten the sales presentation
94. A supermarket deli department cooking a roast for a short time at high temperatures
A. increases portion yield. C. reduces shrinkage.
B. increases moisture content. D. increases shrinkage.
95. A supermarket is more likely to buy a refrigerated display case when the salesperson is able to
A. offer product discounts and service warranties.
B. obtain product information quickly.
C. explain obvious product features effectively.
D. translate the product's features into benefits.
96. When the variety of goods and services available is limited, food marketing salespeople should ask customers
__________ questions.
A. fewer B. more C. complex D. intimate
97. When a supermarket supply salesperson tells a story about other customers who have solved a refrigeration problem
by purchasing the good or service, the salesperson is using a __________ close.
A. narrative B. silence C. bonus D. contingent
98. Which of the following is considered a proper method of bagging groceries:

A. Place heavy items on the bottom C. Place meat and produce in the same bag
B. Place fragile items in the middle D. Mix refrigerated items with dry goods
99. On May 2, Jan returns a bag of dog food with a receipt that shows it was a cash purchase of $9.99 on April 29. Jan
wants to exchange the bag of dog food for one that is $14.95. Grocery store policy states that cash refunds will not be
given, returns must be made within 10 days, and sales receipts must be presented. Will a cash refund be issued for
this transaction?
A. Yes, it was a cash purchase. C. No, the time limit has expired.
B. No, the customer owes additional money. D. Yes, the customer will get a due bill.
100. Which of the following is not a reason why planning is important to a food marketing business:
A. The other management functions are based on the business's plans.
B. Planning helps to unify the efforts of employees.
C. Planning is an independent business function.
D. Managers who have a plan to follow are less likely to make mistakes.
Test 948 FOOD MARKETING SERIES
15
16
1. B
May not understand the consequences of their actions. Food marketing businesses usually are
prevented from entering into legally binding contracts with certain groups of people because
these people are not considered to have the capacity to understand the consequences of their
actions. One of these groups includes minors, those people under the legal age. In most cases,
minors cannot enter into legally binding contracts because they are not old enough to be
responsible for the consequences. Minors often have part-time jobs and may have sufficient
funds to make payments. Minors are able to make basic decisions and can promise to do
something for others. Therefore, these are not reasons why businesses usually are unable to enter
into legally binding contracts with minors.
SOURCE: BL:002
SOURCE: Mescon, M.H., Bovee, C.L., & Thill, J.V. (1999). Business today (9th ed.) [pp. 617-618].
Upper Saddle River, NJ: Prentice Hall.
2. A
To prevent contamination. The main purpose of most food safety laws and regulations is to prevent
contamination of food products that are sold to customers. These laws and regulations apply to
manufacturers who produce food products, such as cereals and cookies, as well as to grocery
stores that sell the products. Also, many grocery stores have deli departments that prepare food
items so they are required to follow food safety laws and regulations. The intent is to prevent
contamination that may cause illness or even death. Food safety laws and regulations are not
intended to organize distribution. Many food safety laws and regulations give governmental
agencies the authority to monitor food production in order to verify that the production techniques
are safe. It is not possible to completely eliminate bacteria.
SOURCE: BL:054
SOURCE: Educational Institute of the American Hotel & Motel Association. (2000). Lodging
management program: Year two (pp. 288-293). Lansing, MI: Author.
3. B
Capital. Convenience stores cannot afford to invest in too much stock or too little. If too much stock
is on hand, storage costs add to the cost of the goods, and goods that are held too long may
become outdated or stale. If too little stock is on hand, customers' needs cannot be met. Sales
volume is the amount of a store's sales—usually expressed in dollars. A store needs to maintain
adequate stock to satisfy its volume of sales. Accounts receivable are the monies owed to a store
by its customers. Distribution provides products with time and place utility.
SOURCE: CM:001
SOURCE: DS LAP 1—Distribution
4. B
May sell more than the producer could sell on its own. By using intermediaries, a food producer
may be able to increase the size of its sales force by sharing the selling activities with other
businesses. Although the use of intermediaries may help to reduce the per-unit cost of a good, this
does not automatically increase the profits of the producer. By using intermediaries, producers are
unable to deal directly with ultimate consumers or industrial users. The use of intermediaries
decreases the number of retailer to producer contacts.
SOURCE: CM:003
SOURCE: MB LAP 3—Channels of Distribution
17
5. B
Competition. Competition is rivalry between two or more businesses to attract customer dollars. It
should not be prevented through specific business actions such as tying agreements which require
a customer to buy other food products in order to obtain desired goods and services. Tying
agreements are considered illegal if they substantially limit competition by preventing other
distributors from obtaining and selling the same food product to customers. Tying agreements are
not considered illegal if they limit profitability, management, or technology.
SOURCE: CM:005
SOURCE: Armstrong, G., & Kotler, P. (2000). Marketing: An introduction (5th ed.) [p. 377]. Upper
Saddle River, NJ: Prentice Hall.
6. B
Making sure products are in stock before advertising a sale. It is important for grocery stores to
coordinate distribution with the marketing function of promotion because products must be in stock
and available to sell when they are advertised. Stores that are planning to advertise a sale must
first make sure the products are in stock. If customers visit a store to buy products that are not
available, they may become irritated with the store and go elsewhere to buy. Promotion includes
writing a news release to announce a new product line and organizing a contest to attract
customers to the store. However, these activities do not involve distribution. Placing an advance
order to obtain a seasonal discount is a distribution function, but it does not involve promotion.
SOURCE: CM:007
SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2006). Marketing essentials (p. 367).
New York: Glencoe/McGraw-Hill.
7. D
Sharing of sensitive information. The sharing of sensitive information between channel members is
necessary to insure lower inventories and operating costs, to improve product quality, and to fill
orders quickly. However, this type of customer information can be easily misused or even wind up in
the hands of competitors. As a result, actions by channel partners should be closely monitored to
prevent the misuse of sensitive information. Lower inventories and operating costs, improved
product quality, and rapid order fulfillment are not benefits that are often misused.
SOURCE: CM:008
SOURCE: Etzel, M.J., Walker, B.J., & Stanton, W.J. (2001). Marketing (12th ed.) [pp. 417-419].
Boston: Irwin.
8. C
Identify yourself and your company. Frequently, the person answering the telephone is not the
person with whom you wish to speak. When you identify yourself to the other person, you provide
the person with an immediate point of reference. It may be inappropriate to state the purpose of the
call to the person answering the phone. Asking that person's name would only be appropriate under
certain circumstances. Business calls should be made at an appropriate time whenever possible,
not simply at any time that is convenient.
SOURCE: CO:114
SOURCE: Miculka, J.H. (1999). Speaking for success (pp. 108-110). Cincinnati: South-Western
Educational.
18
9. B
Assertive manner. Assertiveness is the ability to express yourself, communicate your point of view,
and stand up for your rights, principles, and beliefs. Grocery store employees who participate in
group discussions should present their ideas and opinions in an assertive manner so others will
know exactly what they think. Being assertive is an effective way to express your point of view in
group discussions. Employees should not be argumentative when participating in group
discussions because the goal usually is to reach some type of agreement. Employees usually do
not present their ideas and opinions in a written format or a nonverbal style when participating in
group discussions.
SOURCE: CO:053
SOURCE: Lussier, R.N. (2003). Management fundamentals: Concepts, applications, skill
development (2nd ed.) [pp. 329-330]. Mason, OH: South-Western.
10. A
Think about what they want to say before they say it. Supermarket employees should be able to
express themselves to their coworkers. However, they should always think about what they want to
say before saying it so that they do not cause problems or misunderstandings. Legitimate
complaints or problems about the job should be discussed with the supervisor, not coworkers.
Rumors and gossip should not be passed on to coworkers as they may not be true and could cause
harm. A nondirective approach is best in communicating with angry coworkers as it helps to defuse
their anger.
SOURCE: CO:014
SOURCE: Leskiar, R.V., & Flatley, M.E. (2005). Basic business communication: Skills for
empowering the Internet generation (10th ed.) [pp. 413-414]. Boston: McGraw-
Hill/Irwin.
11. C
Careers. Food marketing employees who are customer-oriented often receive compliments from
customers, positive performance evaluations, and raises and/or promotions. Efficiency,
competitiveness, and the need to be recognized vary from person to person.
SOURCE: CR:004
SOURCE: HR LAP 32—Customer-Service Mindset
12. B
Serve promptly. The disagreeable customer is often surprised and calmed by gourmet market
employees who are composed, courteous, and efficient. When dealing with disagreeable
customers, employees should serve them promptly in order to eliminate a reason for complaining.
Employees should observe closely those customers whom they think may be dishonest. Employees
should avoid interrupting disagreeable customers or acting offended by their unpleasant behavior.
SOURCE: CR:009
SOURCE: EI LAP 1—Making Mad Glad
13. B
Back-ordered. Back order is a term used by shippers to refer to goods that are out of stock and will
be shipped at a later date. This term explains to the purchaser the reason the item is missing from
the shipment. A discontinued item is one that is no longer available. A special order is an attempt to
obtain an item requested by a customer but not part of the firm's regular stock.
SOURCE: DS:004
SOURCE: DS LAP 5—The Receiving Process
19
14. C
Inspecting the produce when received. Each incoming shipment of produce should be inspected for
damage or signs of deterioration. If a business receives distressed produce, it should return the
produce to the vendor for credit or for a new shipment. Care must be taken in ordering good-quality
produce in sufficient amounts to meet customer demand without overstocking. Displaying
distressed produce or selling it at higher prices will not prevent loss of profit.
SOURCE: DS:085
SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2006). Marketing essentials (pp. 503-
506).
15. C
Amount of operating capital. Specialty markets spend money to purchase and store inventory. If
markets maintain a higher level of inventory than needed to meet demand, they decrease the
amount of operating capital available for other purposes. They are spending their operating capital
to cover the costs of purchasing, storing, and insuring more inventory than will sell during a
reasonable amount of time. Markets that maintain high levels of inventory increase their investment
in merchandise, their costs for insurance coverage, and their federal tax obligations.
SOURCE: DS:023
SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2002). Marketing essentials (3rd ed.)
[pp. 434-435]. Woodland Hills, CA: Glencoe/McGraw-Hill.
16. A
Distributors. A food broker is a person or business that locates or buys something on the behalf of a
client. Sometimes, specialty food stores sell unusual items and need help in locating a vendor (e.g.,
distributor) that carries a particular or unique product. Brokers have the expertise and knowledge to
help the stores locate vendors. Locating networks, vehicles (e.g., cars), and sponsors are not
usually the types of activities that food brokerage firms perform for their clients.
SOURCE: DS:126
SOURCE: Food Ventures. (n.d.). Choosing and using brokers. Retrieved October 30, 2007, from
http://www.acenetworks.org/frames/food_industry_resources/brokers.htm
17. C
Refrigerated railroad cars. Many types of food products are perishable and require the use of
special shipping methods. One method that is often used to transport milk and fresh produce over
long distances is refrigerated railroad cars. These cars maintain the correct temperature to prevent
milk and fresh produce from spoiling while they are being transported over long distances. Inland
container ships, air cargo planes, and international trucks are not suitable shipping methods for milk
and fresh produce unless they have the ability to refrigerate the items.
SOURCE: DS:127
18. D
Find out whether there is a market for its products. Target marketing is the identification and
selection of markets for a business or for a product. Bakeries need to know whether there are
consumers who are likely to buy from them in order to know what to sell and how to sell it.
Identifying the target market will not enable the bakery to predict the amount of profit that it can
earn. Finding out how many consumers have heard of the bakery is not a purpose of target
marketing since those who have heard about the bakery still may not buy from it. Identifying the
target market does not help to control operating expenses, the costs of running the bakery.
SOURCE: MP:003
SOURCE: IM LAP 9—Have We Met?
20
19. A
Bread. A product has inelastic demand when the demand for it remains the same regardless of
increased prices. Products with inelastic demand will be purchased even when their prices are
increased. Movie tickets, television sets, and ice cream are considered luxury products and are said
to have elastic demand. The demand for these products will go down as their prices are increased.
SOURCE: EC:005
SOURCE: EC LAP 11—It's the Law (Supply and Demand)
20. C
Ultimate consumers. Retailers and wholesalers are the two main divisions of the trade industry and
are responsible for moving goods from producers to consumers or to industrial users. Food retailers
sell to ultimate consumers, while wholesalers sell to other businesses. All retailers sell products to
ultimate consumers, but wholesalers supply the goods that will be sold to retailers or that will be
used by businesses in their operation. Wholesalers rather than retailers sell to resource producers
and local distributors.
SOURCE: EC:070
SOURCE: MB LAP 6—Business and Society
21. D
Avoiding. The supermarket chain is avoiding the dangers of criminal activity by eliminating the risk.
To retain risk is to keep it. Preventing or controlling risk is taking measures to prevent or reduce the
risk, which would not be possible in this case. Transferring risk is passing the risk to someone else.
SOURCE: EC:011
SOURCE: EC LAP 3—Lose, Win, or Draw (Business Risk)
22. B
Increase the amount of money in circulation. Increasing the amount of money in circulation may
help to increase spending by consumers, which would increase the amount of money received by
businesses. Government uses many techniques to compensate for a slow economy including
increasing government spending, decreasing taxes, and decreasing the discount rate for banks.
SOURCE: EC:017
SOURCE: EC LAP 1—Gross Domestic Product
23. B
2,340. The labor force includes those who are working or those who are unemployed but actively
looking for work. The unemployment rate is the percentage of the unemployed people in the labor
force. To calculate the number of unemployed people based on the unemployment rate, multiply the
number in the workforce by the rate of unemployment (45,000 x 5.2% or .052 = 2,340). The rate of
unemployment is used to analyze the condition of the economy. A low unemployment rate indicates
a healthy economy because most of the people who want to work are working. On the other hand,
a high unemployment rate indicates a slowdown in the economy with fewer goods and services
produced and many people out of work.
SOURCE: EC:082
SOURCE: O'Sullivan, A., & Sheffrin, S.M. (2003). Economics: Principles in action (pp. 334-335).
Upper Saddle River, NJ: Prentice Hall.
21
24. B
Opening up new markets. International trade is increasing, which is having a positive effect on food
retailers by opening up new markets. In many cases, the domestic market has reached capacity,
and in order for food retailers to grow, they need to find new markets. Foreign markets often provide
that growth opportunity because their economies are improving, and their populations have more
disposable income. Retailers that move into the international market often face more speculative
risks because of differences in culture and the need to expand or develop new distribution systems.
The increase in international trade usually does not lower price levels.
SOURCE: EC:094
SOURCE: Berman, B., & Evans, J.R. (1998). Retail management: A strategic approach (7th ed.)
[pp. 83-86]. Upper Saddle River, NJ: Prentice Hall.
25. A
Initiative. This trait identifies a willingness to take on additional or unpleasant duties without being
asked to do so. Dependability is exhibited when a person does what s/he says s/he will do.
Creativity is the ability to generate unique ideas, approaches, or solutions. Empathy is the ability to
put yourself in another person's place.
SOURCE: EI:018
SOURCE: EI LAP 9—You've Got Personality
26. B
Integrity. Your integrity involves the overall quality of your moral character. Honesty refers to
truthfulness, fairness, and authenticity. Truth is an indisputable or accepted fact. The practice of
cheating, misleading, or misrepresenting is known as deceit.
SOURCE: EI:022
SOURCE: HR LAP 19—Honesty and Integrity
27. D
Stealing. Stealing is taking something that belongs to someone else with no intention of returning it.
Misusing company time is a form of stealing because the company is paying for that time, and it
cannot be replaced. Ethical supermarket employees work during all of the hours for which they are
paid. Robbery is theft that involves the use of force, violence, or fear. Pilfering is taking small sums
of money or inexpensive items. Shoplifting is theft of goods by customers.
SOURCE: EI:004
SOURCE: EI LAP 4—Work Right (Ethical Work Habits)
28. D
Economic. A recession is an economic change, or fluctuation in the economy, as are depressions
and prosperous times. Such fluctuations have a direct effect on us all. Personal changes are
changes in an individual's private life. Social changes are changes in the values, tastes, habits,
etc., of society. Technological changes are developments, breakthroughs, and other changes in the
fields of science, engineering, etc.
SOURCE: EI:026
SOURCE: HR LAP 8—Adjusting to Change
29. C
Don't really know how to be assertive. Many people admire assertiveness in others, but they may
not know how to be assertive themselves. They simply have never learned how to behave in an
assertive manner. Being assertive prevents others from taking advantage of you. People who are
not assertive are often insecure in their relationships. Being assertive tends to raise your level of
self-esteem.
SOURCE: EI:008
SOURCE: HR LAP 16—Assertiveness
22
30. C
Willing to do whatever is needed. In order to be an effective team member, workers should be
willing to do whatever is needed in order to meet the team's goals. This may include carrying out
tasks or accepting assignments that are not to the individual's liking. It may also mean that the
individual cannot be so committed to personal career goals that s/he cannot set them aside, at least
temporarily. Workers do not need to have had previous experience as team members since the role
of team player can be learned. Conflict is often part of teamwork and should be managed rather
than avoided.
SOURCE: EI:045
229).
31. B
Physical condition. A person's overall state of health is his/her physical condition. Mental ability
refers to an individual's learning and thinking ability. Personality is the combination of all of an
individual's personal characteristics, or traits. Lifestyle is the way in which people lead their daily
lives.
SOURCE: EI:036
SOURCE: HR LAP 24—Treating Others Fairly at Work
32. C
Fair Credit Billing Act. This act requires businesses that extend credit to respond within 30 days to
any customer's complaint or inquiry about a billing error. Businesses then have 90 days in which to
explain or correct the error. Truth-in-Lending Act, also known as "the Consumer Credit Protection
Act," requires businesses to provide consumers with information about the status of their accounts,
as well as updated statements of their accounts at regular intervals. The Equal Credit Opportunity
Act makes the granting of credit fair by prohibiting the denial of credit based on the applicant's
gender, race, age, marital status, or national origin. The Fair Credit Reporting Act allows consumers
the opportunity to inspect the files of their credit history at any credit agency and to have any
mistakes corrected.
SOURCE: FI:002
SOURCE: FI LAP 2—Credit and Its Importance
33. D
Hometown. Although it might be interesting, knowing a potential investment advisor's hometown is
not important to discuss when deciding whether to hire him or her. Information about licensing,
education, and experience is vital to making a decision about retaining the investment advisor's
services.
SOURCE: FI:076
SOURCE: NASD. (2006). Understanding investment professional designations. Retrieved October
30, 2007, from http://www.nasd.com/web/idcplg?
IdcService=SS_GET_PAGE&nodeId=465
34. B
To exist. Money must flow into a grocery store before it can ever exist. Entrepreneurs usually
borrow money from a bank or obtain financing from investors in order to go into business. This
initial flow of money is used to purchase the goods and services needed to start the grocery store.
Stores receive money from the sale of goods and services. Entrepreneurs often obtain start-up
money by borrowing it from investors.
SOURCE: FI:091
SOURCE: FI LAP 6—Count the Cash (Cash Flow)
23
35. A
Sign the slip. Most banks and financial institutions require customers to sign the deposit slip if they
are requesting cash back from a deposit. The signature indicates that the customer acknowledges
receipt of the cash and that it was not deposited into an account. Bakery shop owners should count
any money they keep out, but it is not required by the bank. An owner making a deposit already has
an existing account. Shop owners should not expect to wait for approval.
SOURCE: FI:298
SOURCE: American Bankers Association. (2005). Today's teller: Developing basic skills (pp. 48-
50). Washington: Author.
36. D
Inventory records. Internal information sources come from within the convenience store itself.
Invoices, operating budgets, and inventory records are internal sources of information that a store
compiles itself. Government web sites and trade journals are examples of external sources of
marketing information. Employee handbooks are a type of internal information but they do not
contain marketing information.
SOURCE: IM:001
SOURCE: IM LAP 2—Marketing-Information Management
37. B
It contributes to the chain's success. Marketing research contributes to success because grocery
store chains that obtain reliable marketing-research data are better able to make good decisions
because their decisions are based on fact, not opinion. Whether marketing research improves a
chain's financial management would depend upon the kind of problem the chain is trying to solve
and the data gathered. Competitors are often unaware of a chain's marketing-research efforts.
SOURCE: IM:010
SOURCE: IM LAP 5—Nature of Marketing Research
38. B
Buying behavior. Buying behavior is the usual purchasing methods of consumers; it is the process
they use to decide what products they will buy and from whom they will buy the products. By
monitoring consumers' buying behavior, supermarket chains are able to find out what type of
products they buy, how much they spend on the products, and where they buy certain products on
a regular basis. Supermarket chains can use this information to make marketing decisions such as
whether to offer lower prices in order to take customers away from competitors. Supermarket
chains usually are not able to obtain information about a customer's personal character. Customer
credit ratings are not a consideration in pricing. Supplemental income is income from sources other
than a primary job and often is private information that is not available to supermarket chains.
SOURCE: IM:184
SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2002). Marketing essentials (3rd ed.)
[pp. 643-644]. Woodland Hills, CA: Glencoe/McGraw-Hill.
24
39. C
Improperly filled out and unusable. Paper-based questionnaires and surveys are often used to
obtain marketing information from customers. However, supermarket chains that use paper-based
questionnaires should physically review them to be sure that they are completed properly. If the
questionnaires are improperly filled out, they may be unusable because the information is incorrect
or not readable. For example, if customers leave some spaces blank or fill in more than one
response to a question, those questionnaires may need to be discarded because the answers are
not valid and will affect the accuracy of the research. Many questionnaires contain answer codes
that only researchers are able to read and understand. Most questionnaires are completed
anonymously; therefore, they are not organized according to last name.
SOURCE: IM:062
SOURCE: Churchill, G.A., Jr., & Peter, J.P. (1998). Marketing: Creating value for customers (2nd
ed.) [pp. 127-128]. Boston: Irwin/McGraw-Hill.
40. D
Live our daily lives. Overall, marketing allows us to live our daily lives since marketing is involved in
almost everything we do. Limiting our spending and not buying online anymore are negative
responses that may or may not have anything to do with marketing. Feeling better about shopping
could be a positive side effect of marketing.
SOURCE: MK:001
SOURCE: BA LAP 11—Have It Your Way
41. D
Promotion. Promotion is a marketing function that communicates information about goods,
services, images, and/or ideas to achieve a desired outcome. Selling is a marketing function that
involves determining client needs and wants and responding through planned, personalized
communication that influences purchase decisions and enhances future business opportunities.
Distribution is a marketing function that involves moving, storing, locating, and/or transferring
ownership of goods or services. Financing is a business function that involves determining the need
for and availability of financial resources to aid in business activities.
SOURCE: MK:002
SOURCE: MK LAP 1—Work the Big Six (Marketing Functions)
42. C
They will have excess merchandise to store that will tie up valuable cash. A large convenience store
that has too much inventory on hand must pay for it even if it doesn't sell quickly, which ties up
cash. Also, the merchandise must be stored to prevent damage and insured to protect it in case of
disasters. Having a lot of merchandise on hand does not automatically mean that the store must
lower the price or that customers will think it less valuable. The amount of merchandise does not
limit the opportunities for manufacturers and distributors to interact with the store.
SOURCE: MK:009
SOURCE: Everard, K.E., & Burrow, J.L. (2001). Business principles and management (11th ed.)
[pp. 395-396]. Cincinnati: South-Western.
43. B
Goal. A goal is an objective or want that you plan to fulfill—a desired outcome. A cereal company
that wants to build a second plant in another region of the country is an example of a goal. Tactics
are specific actions that a business will use to carry out strategies. Strategies are plans of action for
achieving goals and objectives. A plan is a management function of deciding what will be done and
how it will be accomplished.
SOURCE: MP:001
SOURCE: IM LAP 7—Pick the Mix (Marketing Strategies)
25
44. C
Refrigerator. A refrigerator is a shopping good because comparisons are made of competing goods
before a purchase is made. Milk and sugar are convenience goods because they are purchased
frequently and with minimum effort. An oil painting is considered a specialty good because
consumers will make a special effort to obtain its unique characteristics.
SOURCE: EC:002
SOURCE: EC LAP 10—Goods and Services
45. A
To attract the target customer. A marketing plan is a set of procedures or strategies for attracting the
target customer to a grocery store. The target market is the group of people identified and selected
as the primary users of a product. Each business has a specific target market and develops a
marketing plan for the purpose of reaching that market. Providing quality service and expanding the
distribution system are marketing strategies that a business might use to attract the target
customer. Stores do not develop marketing plans for the purpose of preparing revenue statements.
SOURCE: MP:007
SOURCE: Kotler, P. (2000). Marketing management (10th ed.) [pp. 89-93]. Upper Saddle River,
NJ: Prentice Hall.
46. D
Situational analysis. A situational analysis involves examining and interpreting the environmental
factors that affect a convenience store chain. As a result of considering the environmental factors, a
chain often is able to identify potential threats in the marketplace such as increasing competition or
a sluggish economy. Once a chain identifies the specific threats, it takes steps to turn them into
opportunities. An organizational review might identify problems within the chain rather than threats
in the marketplace. Training programs are internal and may be developed as a result of identifying
potential threats in the marketplace. A physical inventory involves counting stock.
SOURCE: MP:008
SOURCE: Zikmund, W., & d'Amico, M. (2001). Marketing: Creating and keeping customers in an
e-commerce world (7th ed.) [pp. 41-42]. Mason, OH: South-Western.
47. B
$128,000. When forecasting sales for next year, bakeries consider the amount of sales generated
by their current customers. If sales are expected to remain the same, a bakery would forecast the
same volume from one year to the next. In this example, 60% of the 400 current customers spend
an average of $350 per year. Calculate that amount by multiplying the number of customers by the
percent (400 x 60% or .60 = 240). The 240 customers spend $350 each for a total of $84,000 ($350
x 240 = $84,000). Then, determine the 40% by multiplying that percent by the number of customers
(400 x 40% or .40 = 160). The 160 customers spend $275 per year for a total of $44,000 ($275 x
160 = $44,000). Add the two amounts to calculate next year's sales, which will be the same as this
year's figure ($84,000 + $44,000 = $128,000).
SOURCE: MP:013
SOURCE: IM LAP 3—Nature of Sales Forecasts
48. A
Browser. A browser is software that allows a computer to access information on the Internet. A
browser has the capability of searching for and locating information on the Web and displaying that
information, which then can be printed or saved. Netscape Navigator is an example of a web
browser. Internet Explorer is another browser. A cookie is a bit of information that a web site collects
about each viewer. A bookmark is Netscape Navigator's term for marking a web site for later
reference. A server is a computer that provides services to another computer.
SOURCE: NF:006
SOURCE: Broadbent, B. (1998). Using the Internet smarter and faster at home, on the road, or at
the office (pp. 37, 139). Menlo Park, CA: Crisp Publications.
26
49. B
Spreadsheet. Specialty markets use spreadsheet software to perform mathematical calculations
quickly and accurately. One of the advantages of using spreadsheet software is that it is possible to
do "what if" calculations. For example, a market might enter different prices to determine the effect
that those prices would have on profit. The market can experiment with different rates before
deciding which rate will be most appealing to customers and still generate the desired profit.
Database software is used to arrange and sort information. Desktop publishing and presentation
software are used for visual presentations.
SOURCE: NF:010
SOURCE: Eggland, S.A., Dlabay, L.R., Burrow, J.L., & Ristau, R.A. (2000). Intro to business (4th
ed.) [pp. 214-216]. Cincinnati: South-Western Educational.
50. A
To prevent the frozen foods from thawing. The clerk checks the freezer to make sure the
temperature remains at zero degrees and the frozen foods are below the load line in order to
prevent the foods from thawing. It is important to keep the foods frozen because thawing can cause
the growth of harmful bacteria and mold. Maintaining order in the freezer involves arranging the
items to make them appealing to customers. Cleaning the freezer involves removing all the food
items, turning off the freezer, and washing it out. Removing frozen foods from the freezer is the
process of taking out those items that have not sold in a certain amount of time.
SOURCE: OP:128
SOURCE: Mill, R.C., (1998). Restaurant management: Customers, operations, and employees.
(pp. 202-228). Upper Saddle River, NJ: Prentice Hall.
51. A
Issuing a purchase order. A purchase order is a form identifying the prices, discounts, dating,
transportation, charges, etc., applicable to an order issued by a buyer to a seller. When a purchase
order is signed it becomes a legal document which authorizes the vendor to ship goods and the
buyer to pay for the goods ordered. Negotiating a purchase price, completing a requisition form, or
paying a shipping invoice do not involve signing legal documents.
SOURCE: OP:117
350).
52. B
Worker. The company can install safe equipment, provide training, and develop safe operating
procedures, but it is ultimately up to the worker to act in a safe manner. A company cannot force a
worker to be safe. The government has laws regulating safety in businesses, but it cannot monitor
each worker. The union can only encourage safe work habits.
SOURCE: OP:007
SOURCE: RM LAP 2—Following Safety Precautions
53. A
Obtain advance information on new products. It is essential that purchasing locate suppliers who
are dependable and able to fulfill their promises. Often, by establishing longstanding or permanent
relationships with suppliers, purchasers can gain access to advance information on new products,
better service, and more timely resolution of problems. This does not help purchasers coordinate all
purchasing efforts, purchase products at the lowest price, or minimize inventory investment.
SOURCE: OP:015
SOURCE: PU LAP 1—Purchasing
27
54. B
Standardized. Some production processes, such as mass production, use standardized parts to
make large quantities of similar products. Standardized parts are interchangeable. Grading is the
process of rating products according to certain established standards or characteristics. Branding is
the ongoing decision-making process about the use of brands. Segmenting divides people or things
into sections according to certain criteria.
SOURCE: OP:017
SOURCE: BA LAP 1—Nature of Production
55. C
Track deadlines. Tracking deadlines is important during the planning stages and while the project is
being completed. Food marketing managers should keep track of due dates and not let the project
fall behind schedule. If the deadlines are not met, the project cannot proceed as planned. Managers
also review goals, but that will not prevent the project from falling behind schedule. Managers
usually assign the task of locating resources to a group member. Once tasks are assigned,
managers monitor the progress and track deadlines.
SOURCE: OP:002
SOURCE: QS LAP 18—Make It Happen
56. A
Shoplifting. Supermarkets lose millions of dollars each year because of shoplifting. Employees can
help discourage shoplifting by being alert on the job and watching for suspicious people. Preventing
shoplifting helps supermarkets reduce the losses that they would incur if goods were stolen.
Employees should encourage purchasing by customers. Supermarket employees help with the
selling process. Discouraging exchanges would not control expenses.
SOURCE: OP:025
SOURCE: MN LAP 56—Employee Role in Expense Control
57. D
Put forth your best effort. A goal should not be too hard to reach or too easy but challenge you to
put forth your best effort. Meeting a challenging goal should make you happy with the outcome.
Giving up too soon comes from a lack of perseverance. A challenging goal is not necessarily
frustrating.
SOURCE: PD:018
SOURCE: HR LAP 6—Goal Setting
58. A
Evaluating information. Individuals should evaluate the information they have gathered and identify
the pros and cons of taking different actions. They should look at the consequences of all possible
decisions and review what might happen based on the information they have obtained. Choosing
alternatives is deciding what to do. Analyzing the situation is identifying that a decision needs to be
made. Reviewing outcomes is evaluating the result of the decision.
SOURCE: PD:017
SOURCE: PD LAP 10—Weigh Your Options (Decision Making)
28
59. D
To create a positive impression by spelling words correctly. Misspelled words on a job application
present a negative, careless image to potential employers. You should be prepared to check the
accuracy of your spelling by taking a small dictionary with you when completing application forms.
Dictionaries are not resources for addresses, phone numbers, and grammar usage. Employers are
impressed with accurately completed application forms, rather than by a person's ability to look up
words in the dictionary.
SOURCE: PD:027
SOURCE: Bailey, L.J. (2003). Working: Career success for the 21st century (3rd ed.) [pp. 47-51].
Mason, OH: South-Western.
60. C
Most recently completed. Education is one of the most important parts of a résumé and should be
listed with the most recent first. Prospective employers are interested in knowing the highest level
of education or training completed and usually, that is the most recent level. The levels of education
are listed in reverse chronological order; therefore, the earliest is listed last. Studies are listed
according to chronological order and not level of difficulty.
SOURCE: PD:031
SOURCE: Kimbrell, G., & Vineyard, B.S. (1998). Succeeding in the world of work: Teacher's
wraparound edition (6th ed.) [pp. 122-123]. New York: Glencoe/McGraw-Hill.
61. C
Foreign. Foreign trade publications are published by specific industries in other countries, such as
France or Great Britain. These foreign publications are intended for the businesses in that industry
and provide current information on what is happening in those countries. Food marketers often read
foreign trade publications in order to be informed about worldwide industry trends that may have an
effect on the same industry in their country. Domestic or native trade publications deal with industry
information in a marketer's home country. Regional trade publications deal with industry information
in a specific area of a country.
SOURCE: PD:036
SOURCE: CD LAP 1—Trade Associations and Professional Organizations
62. D
Buyer. Buyers for retail stores often are responsible for planning the merchandise assortment,
working with vendors to purchase the merchandise, and overseeing the display of that merchandise
in the store. All types and sizes of retailers, such as convenience store chains, employ people who
specialize in buying the goods that the stores sell. Employees often begin their careers as trainees
in the buying department and work their way up the ranks to assistant buyer, senior buyer, and
manager of the department. Managers are responsible for the overall operation of a store or a
specific department within the store. A designer might develop ideas for displays. An auditor
analyzes accounting information.
SOURCE: PD:038
SOURCE: Berman, B., & Evans, J.R. (1998). Retail management: A strategic approach (7th ed.)
[pp. A1-A6]. Upper Saddle River, NJ: Prentice Hall.
29
63. D
Get-n-Go Supermarket increases its food prices in a location that is experiencing a natural disaster.
It is unethical and, in some locations, it is illegal for businesses to increase prices for staple items
(e.g. food, wood, and gasoline) during emergencies. Food marketers that engage in price gouging
are taking advantage of unfortunate circumstances, which society considers an unethical practice.
Pricing goods according to industry standards, marking up goods by a certain percentage, and
considering the competition's prices do not represent ethical dilemmas.
SOURCE: PI:015
64. C
Promoting a low-priced specialty item to sell a more expensive item. Bait-and-switch advertising
involves promoting a low-priced item to attract customers to whom the gourmet market then tries to
sell a higher priced item. In many cases, the low-priced item is in very limited supply or completely
unavailable when customers try to buy it. The only reason the item is advertised at that price is to
attract customers and encourage them to buy a more expensive item. Loss-leader pricing involves
offering a low-priced item to eliminate competition. Price fixing involves agreeing with competitors to
sell an item for a certain price. Selling certain items at a discounted price is not an illegal pricing
tactic.
SOURCE: PI:017
SOURCE: Churchill, G.A., Jr., & Peter, J.P. (1998). Marketing: Creating value for customers (2nd
ed.) [p. 328]. Boston: Irwin/McGraw-Hill.
65. D
False, pricing objectives should be used to achieve marketing objectives. The grocery store should
establish its marketing objectives first, then choose pricing objectives that will help it to achieve
those objectives. A store's pricing objectives, therefore, should be compatible with its marketing
objectives.
SOURCE: PI:002
SOURCE: PI LAP 3—Factors Affecting Selling Price
66. C
Promote the product aggressively to create product awareness. During the introduction phase of a
food product, a snack-food manufacturer is more likely to lose money than to make it. This is
because the business tends to aggressively promote the product in order to generate product
awareness and to get consumers to try the product. Sometimes, businesses use pricing strategies
that generate low profit margins to encourage people to try the product and to create product
awareness. A business is most likely to use intensive distribution strategies during a product's
growth and maturity phases. A business usually generates the highest profits for a product during
the product's maturity phase. A business often uses penetration pricing during the growth stage of a
product's life cycle.
SOURCE: PM:024
SOURCE: Kotler, P., & Armstrong, G. (1999). Principles of marketing (8th ed.) [p. 293]. Upper
Saddle River, NJ: Prentice Hall.
30
67. B
Computer. Computer technology makes it possible for supermarket supply businesses that have
web sites to obtain valuable information about customers and potential customers. Today, many
businesses have web sites that visitors access on a regular basis. When visitors access a site,
computer technology enables businesses to track and record the visit. Technology also allows
businesses to ask visitors to register before accessing a site. This process often involves answering
a variety of questions such as name, address, e-mail address, etc. The businesses compile this
information into customer databases that they can use to send additional information to those
visitors who fit the criteria of their target markets. Businesses do not use e-mail, database, or
satellite technology to obtain information about customers who access their web sites.
SOURCE: PM:039
SOURCE: Zikmund, W., & d'Amico, M. (2001). Marketing: Creating and keeping customers in an
e-commerce world (7th ed.) [pp. 127-128]. Mason, OH: South-Western.
68. D
True, establishing procedures reduces harmful effects to the company and its image. Not only is it
ethical to have procedures for handling complaints, returns, or recalls, it is also in the best interest
of the food marketing company. However, these procedures are not required by law. Ethical
marketers want to resolve any problems and provide safe products to customers. Ethical marketers
do not blame customers for problems or believe that procedures are a waste of time or not
important.
SOURCE: PM:040
SOURCE: Bearden, W.O., Ingram. T.N., & LaForge, R.W. (2001). Marketing: Principles and
perspectives (3rd ed.) [pp. 235-236]. Boston: Irwin.
69. B
Brainstorming. Brainstorming is a creative-thinking technique involving the identification of as many
different ideas as possible during a certain time frame. Supermarkets often have groups of
employees meet to review information in an attempt to identify product opportunities. Sales records
are a valuable source of information to review because they contain information about product
returns. Supermarket employees can analyze the reasons for the returns and brainstorm product
opportunities that will solve the return problem. Reviewing a supermarket's sales records for the
purpose of identifying product opportunities is not an example of experimenting, negotiating, or
questioning.
SOURCE: PM:134
SOURCE: Clark, B., Sobel, J., & Basteri, C.G. (2006). Marketing dynamics (pp. 279-280). Tinley
Park, IL: Goodheart-Willcox.
70. A
Market opportunity. When a situation exists to fulfill a market's unmet needs, there is a market
opportunity. Entrepreneurs and food marketing businesses use creative-thinking techniques during
the product-development process, which involves finding ways to take advantage of the market
opportunity that presents itself. Mind mapping is a creative-thinking technique that involves
generating ideas by making associations. To begin the mind-mapping process, you write the
problem or market opportunity in the center of a large sheet of paper. From that starting point, you
draw lines to other words or phrases that relate to the main idea (problem, or market opportunity),
and continue the process by making associations, which generates ideas and identifies possible
solutions. The mind-mapping starting point does not begin by writing down supporting facts or
primary associations. A situational analysis is a determination of a firm's current business situation
and the direction in which the business is headed.
SOURCE: PM:127
SOURCE: PM LAP 11—Unleash Your Oh! Zone (Product Idea Generation)
31
71. B
Prime. In descending order, grades of meat are prime, choice, good, and standard.
SOURCE: PM:019
SOURCE: PM LAP 8—Grades and Standards
72. A
Cabbage. Certain vegetables, such as cabbage, lose moisture rapidly. They should be sprinkled or
misted to reduce shrinkage and to give the produce item that fresh look customers like. Onions,
mushrooms, and potatoes should be kept dry.
SOURCE: PM:053
SOURCE: Produce Marketing Association. (2000). Grocery store misting. Retrieved October 31,
2007, from http://aboutproduce.com/faq/misting.html
73. C
To enhance the image of the market. When a food market decides to add higher priced products or
product lines to its product mix, it is using a trading-up, product-mix strategy. In this way, the market
can upgrade its image from one level to another. The use of alteration strategies can help a market
limit its costs. An advantage associated with using an expansion strategy is that the market can
prevent out-of-stock conditions. A contraction strategy is used when production has become a
problem.
SOURCE: PM:003
SOURCE: PP LAP 3—Product Mix
74. A
Product. Product features and attributes are being affected in the positioning of the product. The
butcher shop is emphasizing features rather than price, place, or promotion.
SOURCE: PM:042
SOURCE: Burrow, J. L. (2002). Marketing (pp. 171-173). Mason, OH: South-Western.
75. B
Customers will bypass other brands because they are brand loyal and will buy only the desired
brand. Customers develop brand loyalty—a relationship with or preference for a particular brand—
through repeated, positive experiences. When customers refuse all other brands except the single
brand they want, brand insistence exists. Cereal manufacturers try to cultivate brand insistence in
customers so that they will repeatedly purchase their goods or services and will not be tempted to
try something different. When customers demonstrate brand insistence, it does not mean that
manufacturers will no longer have to market themselves or advertise. The marketplace is dynamic,
ever-changing, and highly competitive. Manufacturers must nurture their customer relationships and
communicate with their customers on an ongoing basis in order to preserve their loyalty. Likewise,
even when customers are brand insistent, it does not mean that a manufacturer's touch points, or
opportunities to interact with customers, can be left to chance. Manufacturers must nurture
relationships with even the most loyal customers with just as much passion as they attempt to woo
new ones. While most manufacturers would be pleased to have customers select their brand in any
kind of research, that is not why they want to develop customers who are brand insistent. The proof
of unwavering brand loyalty is in the depth and breadth of the relationships with those customers,
which translates into ongoing sales for the manufacturer.
SOURCE: PM:021
SOURCE: PM LAP 6—It's a Brand, Brand, Brand World! (The Nature of Branding)
32
76. A
To calculate gross profit. Gross profit is the money left after the cost of goods expense is subtracted
from total income. Cost of goods is the amount of money a supermarket chain pays for the products
it sells. The chain needs to determine the final cost of purchasing these products which might
include shipping and delivery charges, import taxes, etc. Once a chain has determined the final
cost, it subtracts that amount from net sales (income) to calculate gross profit. Supermarket chains
do not determine the final cost of purchases to monitor operating expenses, set up a depreciation
schedule, or apply for personal loans.
SOURCE: PM:193
77. C
$500,691. When determining the amount of merchandise to purchase, a convenience store would
consider last year's sales, as well as the increase in sales for the last few years. If sales have been
increasing by 6% a year for the last few years, next year's sales will probably increase by that
amount. Stores also consider other factors, such as current economic conditions and industry
predictions when deciding how much to buy; however, past sales figures and increases are major
indicators. In this example, sales will probably increase by 6% so the store will buy 6% more
merchandise. To determine the amount of merchandise the store will probably buy next year,
multiply last year's sales by 6% and add that amount to last year's sales ($472,350 x 6% or .06 =
$28,341; $472,350 + $28,341 = $500,691).
SOURCE: PM:261
487).
78. A
Buy their products. The purpose of a promotional message is to tell consumers about certain
goods, services, or ideas and persuade them to buy or form an opinion. A supermarket receives
positive feedback about the effectiveness of its promotional message when customers buy its
products. Customers might ask specific questions, but they are giving positive feedback only when
they buy. A supermarket receives negative feedback if consumers buy from a competitor. When
consumers see an advertisement, they are receiving a promotional message rather than giving
feedback.
SOURCE: PR:001
SOURCE: PR LAP 2—Promotion
79. D
Sales promotion could promote these products successfully. Sales promotion or advertising is
adequate promotion for inexpensive, self-service products that customers purchase with very little
effort. Although some of these products may be in the declining stage, others may be in the
introductory, growth, or maturity stages. Some automobile parts are expensive; however, they
usually are not sold in convenience stores.
SOURCE: PR:003
SOURCE: PR LAP 1—Promotional Mix
33
80. C
Bribery. Bribery refers to the activities in which a person engages that are meant to influence the
actions of another person. A manager of a supermarket supply company who takes potential
customers out for lavish dinners and buys them expensive gifts might be viewed as engaging in
bribery because s/he might be attempting to use these activities to obtain new customers. Bribery is
often considered unethical business behavior because it creates an unfair advantage in the
marketplace. Some, but not all, countries have laws regulating bribery practices. Puffery is the
practice of using exaggerated expressions to describe a product or its features (e.g., "the best").
When a person makes accusations or negative comments about another person or entity, it is often
called slander. Fraud is a deception purposely carried out to secure unfair or unlawful gain.
SOURCE: PR:099
SOURCE: Semenik, R.J. (2002). Promotion and integrated marketing communications (pp. 213,
219). Mason, OH: South-Western.
81. B
Trade practice. Misleading or deceptive grocery store advertising is considered to be an unfair trade
practice because it may have a negative effect on competition. Deceptive advertising may confuse
or mislead customers who will be unable to make buying decisions based on fact. When that
occurs, the stores using deceptive advertising often have an unfair advantage over competitors who
are providing truthful information to customers. A business policy is a general rule or statement the
business follows. A sales trend is the direction in which sales are moving. A marketing plan is a set
of procedures or strategies for attracting the target customer to a business.
SOURCE: PR:101
SOURCE: Russell, J.T., & Lane, W.R. (1999). Kleppner's advertising procedure (14th ed.)
[pp. 654-655]. Upper Saddle River, NJ: Prentice Hall.
82. B
Direct mail. Direct mail is a promotional medium that comes to consumers' homes in the form of
letters, catalogs, postcards, and folders. Each piece of direct mail can be designed to appeal to a
particular market and mailed only to members of that market. Newspaper, radio, and television ads
are presented to anyone who sees the newspaper or listens to the broadcast message.
SOURCE: PR:007
SOURCE: PR LAP 3—Ad-quipping Your Business (Types of Promotional Media)
83. B
Product itself. Most supermarket advertisements simply show pictures of available products.
Illustrations that focus on specific details of the product, rather than on the product as a whole, are
focusing on the product's features. Illustrations of products such as furniture or clothing often show
those products in an appropriate setting. A "before and after" illustration is an example of an
illustration that shows the benefits of using a product.
SOURCE: PR:014
SOURCE: PR LAP 7—Parts of Print Ads
84. D
Four-color catalog. Direct mail is a form of advertising in which the promotional medium comes to
consumers' homes or businesses. A catalog is a booklet that includes graphics, specifications, and
information about a business's products. Four-color catalogs are expensive to produce because the
pre-press and printing processes are more complex than they are for promotional materials that use
one or two colors of ink. Also, catalogs tend to be larger and heavier than sales letters, postcards,
and two-color flyers, which increases postage costs.
SOURCE: PR:089
SOURCE: O'Guinn, T.C., Allen, C.T., & Semenik, R.J. (2003). Advertising and integrated brand
promotion (3rd ed.) [pp. 683-685]. Mason, OH: South-Western.
34
85. B
Clean fixtures regularly. Display fixtures and props become dusty over time and should be cleaned
regularly in order to keep the display in good condition. Regularly cleaning the fixtures keeps the
display looking fresh and new. Fixtures that are dirty or dusty create a negative impression of the
goods that are on display and may discourage customers from buying them. Goods that are
missing should be replaced immediately rather than occasionally. Lights do not need to be checked
daily. Maintaining displays does not involve removing merchandise safely.
SOURCE: PR:052
86. C
To provide accurate information. One of the main reasons for creating promotional signs is to
provide accurate and factual information to customers. Promotional signs attract customers'
attention and can help to interest them in the products being offered. The information contained on
promotional signs often answers questions that customers may have about the products.
Promotional signs serve as silent salespeople; therefore, the information needs to be accurate.
Promotional signs are not created to pressure customers to buy or to imitate the competition.
Grocery stores do not advertise slow-selling items.
SOURCE: PR:109
SOURCE: Bell, J., & Ternus, K. (2002). Silent selling: Best practices and effective strategies in
visual merchandising (2nd ed.) [pp. 180-181]. New York: Fairchild.
87. B
Reach a large audience. Supermarkets know that it is more effective to coordinate a wide variety of
promotional activities rather than relying on only one type in order to reach a large audience. Some
customers are more influenced by newspaper ads while others pay attention to special events.
Coordinating the various types often increases the appeal to a larger audience. Spreading out
promotional funds, keeping employees occupied, or maintaining appearances are not purposes of
coordinating promotional activities.
SOURCE: PR:076
88. D
Increase. The more sales a supermarket supply company makes, the more people it will need to
produce and sell the products. If sales were to decrease, layoffs would most likely occur. When a
business's sales stabilize or remain the same, the company would most likely keep the employees
that it has and not increase or decrease its workforce.
SOURCE: SE:017
SOURCE: SE LAP 117—Sell Away (The Nature and Scope of Selling)
89. D
Positive reputation. When salespeople consistently provide excellent customer service, customers
are satisfied and are likely to purchase again. Customers are also likely to tell friends, relatives, and
colleagues about the business. This word-of-mouth promotion is one way the supermarket supply
business can build a positive reputation and increase its customer base. Excellent service does not
always improve product quality. Higher commissions are positive outcomes for the salesperson
rather than the business. When salespeople provide excellent customer service, the result can
provide a business with a competitive advantage over its competitors rather than a disadvantage.
SOURCE: SE:076
SOURCE: Manning, G.L., & Reece, B.L. (1998). Selling today: Building quality partnerships
(pp. 320-321). Upper Saddle River, NJ: Prentice Hall.
35
90. D
Flexibility. Selling policies may be in writing or simply understood by employees. Opinions vary as
to whether policies should be put in writing. Those against written policies claim they are too
inflexible and restrictive. Some supermarket supply businesses prefer to have unwritten selling
policies because of the flexibility that enables them to make frequent changes. Written selling
policies tend to be more consistent, regimented, and conforming.
SOURCE: SE:932
SOURCE: SE LAP 121—Selling Policies
91. A
Build and maintain a clientele. Telephones, faxes, and computers help food-marketing businesses
process their sales orders quickly. Because these technological tools increase efficiency,
salespeople have more time to call on prospective and existing customers. Sales managers usually
set sales standards and goals for sales personnel. Although salespeople may want to monitor some
of their competitors' activities, they should focus on building and maintaining a clientele. A
salesperson's job does not usually involve developing new products for the food-marketing
business.
SOURCE: SE:107
SOURCE: Boone, L.E., & Kurtz, D.L. (2004). Contemporary marketing (11th ed.) [p. 577]. Mason,
OH: Thomson/South-Western.
92. B
Consumer-protection laws. Governments develop consumer-protection laws to reduce the risk of
consumer fraud or personal injury by products that businesses sell. Consumer-protection laws
address selling activities. For example, if a company's salesperson does not tell a customer about a
product's limitations and the customer misuses the product and receives injuries due to the misuse,
the customer could sue the company. As a result, the company may experience consumer
credibility problems and financial losses. Failure to disclose information about a product during the
selling process is not a violation of customer-service regulations, false-labeling policies, or
exclusive-dealing statutes.
SOURCE: SE:108
SOURCE: Greene, C. (2000). Selling: Business 2000 (pp. 104-105). Mason, OH: South-Western.
93. A
To build customer confidence. Prospective customers pay attention to statements from experts in
the field who are willing to recommend a product. They feel if the product satisfies the expert, it will
satisfy them. The testimonial may not shorten the sales presentation, and that should not be the
salesperson's intention. A testimonial ad cannot help to predict what sales of a product will be or
prove that it is a better buy than another product. Advertising campaigns do not necessarily
guarantee the best buy. Ads should not be used to reduce time spent with the customer. The
customer's needs and wants may not be met by this particular product.
SOURCE: SE:062
SOURCE: Futrell, C.M. (1999). Fundamentals of selling: Customers for life (6th ed.) [p. 176].
Boston: Irwin/McGraw-Hill.
94. D
Increases shrinkage. Cooking a roast for a short time at a high temperature will cause more
shrinkage than cooking a roast at a lower temperature for a longer period of time. Shrinkage
reduces moisture which reduces the number of portions (by weight) available in the roast.
SOURCE: SE:130
SOURCE: Mill, R.C. (1998). Restaurant management: Customers, operations, and employees (p.
209). Upper Saddle River, NJ: Prentice Hall.
36
95. D
Translate the product's features into benefits. Knowing the facts (features) about a good or service
is of little value unless the salesperson has the ability to translate features into product benefits. In
any selling situation, the salesperson must determine the benefits for which the customer is looking
and then explain the appropriate benefits and features. When customers understand the
advantages of having the product, they are more likely to buy. Obtaining product information quickly
and explaining obvious product features may not facilitate a purchase if the salesperson does not
explain the product's benefits. Discounts and warranties are possible benefits to the customer but
are not always available.
SOURCE: SE:109
SOURCE: SE LAP 113—Find Features, Boost Benefits (Feature-Benefit Selling)
96. A
Fewer. When the variety of goods and services available is limited, food marketing salespeople
should ask fewer questions. Asking too many questions about customers' preferences when the
variety is limited could eliminate the salesperson's chances of making a sale. Asking more
questions might convince the customers that what they really want is not available. Salespeople
should avoid asking complex questions which may be confusing to customers. Salespeople should
never ask intimate questions of customers.
SOURCE: SE:111
SOURCE: SE LAP 114—Questioning
97. A
Narrative. This technique involves discussing how the good/service satisfied other customers'
needs. With the bonus close, the supermarket supply salesperson offers a gift or bonus with the
purchase of the product being presented. When the silence close is used, the salesperson stops
talking after covering the features and benefits of a good/service in order to allow the customer time
to make a decision. A contingent close depends upon the salesperson's proving a point to the
customer to remove obstacles to the sale.
SOURCE: SE:895
SOURCE: SE LAP 107—Closing Sales
98. A
Place heavy items on the bottom. Heavy items should always be placed on the bottom of bags to
prevent damaging fragile items, such as eggs and bread, and to provide a foundation for the other
groceries. Fragile items should be placed on the top to prevent crushing and breakage. Meat
should be bagged separately to prevent leakage onto other foods. Refrigerated products will remain
cold longer if they are bagged together.
SOURCE: SE:158
SOURCE: Foster, G., & Hitchman, C. (2000). Supermarket customer service (pp. 15-16). The
University of Texas-Austin.
99. B
No, the customer owes additional money. This transaction is an example of a merchandise
exchange for a higher priced item. Therefore, the customer owes the grocery store the difference
between the prices of the two items ($14.95 - $9.99 = $4.96) plus additional tax. Due bills are given
to customers when the item they wish to purchase is not in stock. The time limit has not expired
since the dryer was returned within three days.
SOURCE: SE:162
341).
37
100. C
Planning is an independent business function. Planning affects all areas of the food marketing
business because it lays the groundwork for the other management functions of organizing,
staffing, directing, and controlling. Planning can help to prevent mistakes, and it enables employees
to see how their efforts fit into the business's overall plan.
SOURCE: SM:001
SOURCE: BA LAP 6—Manage This!

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2008 DECA Ontario Provincials

Test 948 FOOD MARKETING SERIES 1

8. When making a telephone call to another food marketing business, it is courteous to

19. Which of the following has inelastic demand:

26. Adhering to an established set of personal ethics is referred to as

28. A recession would be an example of a(n) __________ change.

30. To be effective members of a workplace team, individual workers should be

44. Which of the following is considered a shopping good:

45. Why do grocery stores develop marketing plans?

48. Netscape Navigator is an example of a web

56. Alert employees can help supermarkets control expenses by discouraging

71. The highest grade of meat usually found in supermarkets is

81. Misleading or deceptive grocery store advertising is considered to be an unfair

98. Which of the following is considered a proper method of bagging groceries:

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