Automotive Marketing Examination Questions Answer Time: 2010-11-12 12:35 Source: Original Author of this Site: 126zk I want to contribute

"Automotive Marketer" Examination Questions (Paper A ) *Notes to Candidates* 1. Before answering, candidates must use a black pen to fill in their name, gender, age, ID type, ID number, and exam location. 2. Please read the various questions carefully and then answer the questions. The answers must be filled in the corresponding positions on the uniformly prescribed answer sheet. 3. Don’t mess with the test paper

"Automotive Marketer" exam questions

(Paper A)

＊Notes for candidates＊

1. Before answering the answer sheet, candidates must use a black pen to fill in their name, gender, age, ID type, ID number, and exam location.

2. Please read the various questions carefully and then answer the questions. The answers must be filled in the corresponding positions on the uniformly prescribed answer sheet.

3. Do not scribble on the test paper or fill in irrelevant content in the marked area.

Volume I

1. Single-choice questions (this major question has 40 small questions, each question is worth 1 point, and the total score is 40 points)

1. ( ) Which of the following is the core of the basic abilities of a salesperson?

A. Persuasion ability B. Observation ability C. Adaptability D. Communication ability

2. Attract attention; generate interest; generate associations; ( ); compare products; make up your mind to buy They are the six stages of customer purchasing psychology.

A. Arouse desire B. Visit customers C. Give away souvenirs D. Provide consultation

3. According to the new regulations, the National Certification and Accreditation Administration (hereinafter referred to as the National Certification and Accreditation Administration) will The time when law enforcement supervision for 3C” certification begins is ( ).

A.2003-12-31 B.2002-8-30 C.2002-1-1 D.2003-8-1

4. The following are must-haves for sales personnel The professional knowledge is ( ).

A. User-related knowledge B. Maintenance and testing knowledge C. Regular maintenance knowledge D. Development prospects of the automobile industry

5. The function of developing customers belongs to ( ).

A. Treat the symptoms B. Treat the root cause C. Difficult to determine D. Promotion

6. For an old motor vehicle with a remaining life of two years, the expected income of these two years is predicted It is: 15,000 yuan in the first year and 12,000 yuan in the second year. Assuming the discount rate is 15, the valuation value using the income present value method should be: ( ).

A. 27,000 yuan B. 23,500 yuan C. 22,100 yuan D. 20,400 yuan

7. During the communication process between the salesperson and the customer, the usual words of telling and listening are The ratio should be: ( )

A. Three points for speaking and seven points for listening B. Half and half C. Three points for listening and seven points for speaking D. None of the above

8. Enjoy The conditions for no-compensation preferential treatment are: renewal before the insurance period expires, ( ), and no compensation during the insurance period.

A. The car owner has no violations during the insurance period. B. The types of insurance covered during the renewal period are no less than the types of insurance during the existing insurance period.

C. The insurance period is one year or more. D. The no-compensation preferential treatment is reflected in the form of insurance premium deduction

9. The social and cultural environment that affects international marketing does not include ().

A. Customs and habits B. Language C. Religious beliefs D. Educational concepts

10. The birth date of the car is ( ).

A. January 29, 1886 B. January 28, 1868 C. January 29, 1885 D. January 28, 1885

11. Automobile Marketing The starting point and foothold of the activity are: ( )

A. Everything is service-oriented B. Establish a new image of the automobile sales enterprise

C. Efficiently achieve sales targets D. Satisfy consumer needs and create profits for the company

12. The content involved in after-sales service management does not include ( ).

A. Automotive decoration management B. After-sales service network planning and management C. Service station construction management D. After-sales service information management

13. During the sales process, the following Which communication method has the greatest impact ( ).

A. Body language B. Content of speech C. Language tone D. None of the above

14. The following professional knowledge that car salespersons must possess is ( ).

A. Maintenance and testing knowledge B. User-related knowledge C. Development prospects of the automobile industry D. Regular maintenance knowledge

15. Which of the following options is not the responsibility of the salesperson ( ).

A. Sell products and complete targets B. Collect information and provide services

C. Improve business quality and enrich product knowledge D. Communicate relationships and establish image

16. The main characteristics of the international automobile market are ( ).

A. Trucks occupy a dominant position in the international automobile market B. Cars occupy a dominant position in the international automobile market

C. Passenger cars occupy a dominant position in the international automobile market D. World automobile export pattern Changes have occurred

17. The research methods of automobile marketing do not include ( ).

A. Product approach B. Functional approach C. Experimental approach D. Decision-making approach

18. End the product by summarizing the main advantages of product features and the benefits they bring to target customers The introduction is called ( ).

A. Small promotion transaction B. Complimentary transaction C. Supply pressure transaction D. Benefit summary transaction

19. The number plate is blue with white letters and white lines. , the driver is required to have at least ( ) driving license.

A.A photo B.B photo C.C photo D.E photo

20. The insured shall submit to the insurance company evidence of the accident within ( ) from the date the public security and traffic management department handles the traffic accident. Necessary documents including cause, nature, division of responsibilities, determination of loss, etc.

A. 7 days B. 48 hours C. 3 days D. 10 days

21. The salesperson must make market information feedback work ( ).

A. Institutionalization and standardization B. Institutionalization and regularization C. Standardization and regularization D. Institutionalization and systematization

22. The main content of non-price competition is ( ).

A. High-quality service B. Perfect functions C. Interpersonal communication D. Trademark brand

23. When registering a new car, if the owner is a company, he must bring the original company code certificate. When a car sales company provides services, you must first check the enterprise code certificate ( ).

A. Issuing unit B. Organization type C. Code number D. Validity period

24. The first step in the salesperson’s psychological skills in dealing with objections from customers Yes: ( )

A. Defend and wait for opportunities to counterattack B. Find out the basis of the case C. Try to transfer and resolve it D. Accept the objection

25. When handing a business card to a customer, you should use the business card of( ).

A. Doesn’t matter B. Different customers have different requirements C. Facing the customer with his or her name facing you D. Facing the other party with your name facing the customer

26. The most basic things for a salesperson Responsibilities are ( ).

A. Selling goods B. Providing services C. Collecting information D. Building image

27. The concept of automobile marketing is: ( )

A. Sales Employees are the main body in the sales process and the link between the company and customers

B. Use appropriate methods and techniques to meet certain needs of customers, and obtain corporate benefits while satisfying customer needs

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C. Establish a good personal, corporate and product image, and focus on long-term benefits

D. Maintain contact with customers and provide perfect after-sales service

28. To be competent in sales work, the basic qualifications a salesperson should possess are ( ).

A. Use professional methods to develop customers and use public relations methods to contact customers

B. Have rich professional knowledge, including corporate knowledge, product knowledge, market and users Knowledge

C. Good language expression skills, using statements, questions, listening and behavioral language to complete sales

D. Good at learning, constantly accumulating experience, and summarizing sales rules suitable for personal style

29. As far as automobile marketing is concerned, ( ) can win more customers for the company.

A. Perfect functions B. Low prices C. Branded models D. High-quality services

30. In which of the following decision-making processes, customers change from "purchasing consciousness" to In the process of "wanting to buy", the main considerations are: ( ).

A. Are you satisfied B. Choose a plan C. Set purchase standards D. Demand

31. Car sellers should use the name of ( ) as an agent for car replacement, leasing, loans and License auction and other services.

A. The sales company B. Customer C. Car manufacturer D. Car owner

32. The real purpose of after-sales service for goods is ( ).

A. Maintenance of product reputation B. Provision of product information C. Maintaining customers D. Fulfillment of commitments in sales services

33. Which type of customer usually has a long transaction cycle? ( ).

A. Dominant customers B. Dual customers C. Analytical customers D. Individual customers

34. The concept of modern automobile marketing is: ( )

A. The salesperson is the main body in the sales process and the link between the company and the customer

B. Use appropriate methods and techniques to better meet the needs of customers while meeting the needs of the company.

C. Establish a good personal, corporate and product image, and focus on long-term benefits

D. Maintain contact with customers and provide perfect after-sales service

35 . One of the characteristics of my country's automobile market as a whole is ( ).

A. The total market demand is growing rapidly, especially for commercial vehicles. B. The independent development capability is strong, and the domestic automobile market is becoming increasingly international.

C. The market environment and market order are gradually becoming irregular. D. Car trading and consumer behavior tend to be rational

36. The characteristics of brokers and agents do not include ().

A. Brokerage B. Trusteeship C. Agency D. Intermediary

37. The legal provisions of trademark limitation are that the validity period of a registered trademark is ( ) years, since approval Calculated from the date.

A. Twenty years B. Five years C. Ten years D. Fifteen years

38. The difference between service marketing and product marketing is ( ) .

A. Production, retail and consumption do not occur at the same time B. People are not part of the product C. Quality control issues D. The product can be stored

39. A bought from a car sales company I rented a car to B, and one day B lent the car to C to drive from Shanghai to Nanjing. My friend D took the car. Who is the customer of this car sales company ( ).

A. A and B B. A C. All of them D. None of them

40. The characteristics of service products are generally expressed as ( ).

A. Tangibility B. Separability C. Difference D. Storing

2. Multiple choice questions (this major question has 25 questions, each 2 points for small question, ***50 points)

41. According to the impact of various forces in the marketing environment on corporate marketing, the marketing environment can be divided into ( ).

A. Micro environment B. Internal environment C. Macro environment D. External environment

42. The after-sales service operations of the service station can be divided into ( ).

A. Paid service B. Quality warranty C. Event service D. Production plan

43. Effective steps for communication relationships: Determine the list of major customers and determine the contact persons of the salesperson. ( ).

A. Each salesperson communicates work according to planned goals B. Each salesperson communicates work according to planned goals

C. Specifies specific goals and tasks for communication relationships D. Sales management Regular inspection and evaluation of personnel;

44. As a representative of the corporate image, salespeople must do ().

A.Neither humble nor arrogant B.Calm down C.Behave appropriately D.Be courteous

45. The technical training content of automobile after-sales service includes ( ).

A. User training B. Service network training C. Technical training organization D. Teaching ability training

46. Salesperson qualities include: ( )

A. Technical quality B. Business quality C. Personal quality D. Communicative quality

47. The basic skills of a salesperson are: ( )

A. Use a professional way to develop customers B. Use public relations to contact customers

C. Able to accurately judge customers D. Effectively deal with obstacles from customers

48. Corporate strategy includes ( ).

A. Overall strategy B. Marketing strategy C. Local strategy D. Functional strategy

49. Commonly used methods of emotional contact for salespersons in customer retention ( ).

A. Giving souvenirs B. Contacting by letter and phone C. Visiting D. Regular centralized communication

50. After joining the WTO, ( ) and other factors will cause the price of cars in the domestic automobile market to drop.

A. Tariff B. Export quota C. Exchange rate and customs price verification D. Production

51. The main forms of marketing control are ( ).

A. Annual plan control B. Cost control C. Profit control D. Strategic control

52. The content of business quality includes ( ).

A. Have modern marketing concepts B. Have rich professional knowledge, C. Have a solid sales foundation D. Have skilled sales skills

53. Emergency language arts include ( ).

A. Use gestures to change words B. Use homophony cleverly C. Retort D. Polite language

54. Customer’s purchasing motivation ( ).

A. Quality, price B. Comfort, style C. Safety D. After-sales service and supply of other parts

55. The principles for selecting marketing and public relations opportunities are ( ).

A.Principle of reality B.Principle of focus C.Principle of profundity D.Principle of maximization

56. The entire process of vehicle sales includes ( ).

A. Purchase B. Acceptance C. Transportation D. Storage

57. The cost-oriented pricing method includes ( ).

A. Cost-plus pricing method B. Target revenue pricing method C. Investment-benefit balance pricing method D. Marginal cost pricing method

58. Basic requirements for salespeople to write letters to customers ( ).

A. The writing should be standardized and neat B. The attitude should be sincere and enthusiastic C. The writing should be concise and appropriate D. The content should be true and accurate

59. The basic abilities of a salesperson include: ( )

A. Refutation ability B. Adaptability C. Observation ability D. Memory ability

60. Automobile marketing research can generally be divided into ( ).

A. Preparatory research stage B. Formal research stage C. Analysis and research stage D. Results processing stage

61. The main business of automobile sales companies includes ( ).

A. Complete vehicle distribution B. After-sales service C. Outlet management D. Information management

62. The automobile market environment survey includes ( ).

A. Policy and legal environment investigation B. Economic environment investigation C. Science and technology environment investigation D. Social and cultural environment investigation

63. Automobile marketing public relations language art includes ( ).

A. Communicative language art B. Service language art C. Negotiation language art D. Narrative language art

64. Closing skills include the following types ( ).

A. Hypothetical transaction B. Choose one method C. Immediate transaction method D. Long-term transaction type

65. The factors that affect consumer demand are ( ).

A. Geographic factors B. Demographic factors C. Psychological factors D. Behavioral factors

3. True or False Questions (this major question has 10 small questions, each question is 1 point , ***10 points)

66. What is closely related to the goods sold and beneficial to the buyers is the after-sales service of the goods. ( )

67. Expanding the use functions of enterprise products is an important responsibility of sales personnel. ( )

68. Assume that it took half a year for a car manufacturer to produce a Regal 3.0 last year, and the actual time needed to produce the same model of vehicle this year was reduced to 5 months. This kind of loss caused by the reduction in labor time The reduction in vehicle cost is a depreciation of economic functions. ( )

69. When two car sales companies allocate cars to each other, the operation is as follows: the upper company issues a unified motor vehicle sales invoice to the lower company, and the lower company also issues a unified motor vehicle sales invoice to direct users. ( )

70. The strength of a salesperson’s persuasive ability is an important criterion for measuring the level of a salesperson. ( )

71. If a salesperson wants to sell a car, he must first successfully sell himself. ( )

72. In order to expand the market share of the company's products, the salesperson's task is to develop potential customers. ( )

73. The salesperson should feed back market information to the enterprise. This is one of the responsibilities of the salesperson. ( )

74. From an economic perspective, after-sales service is a beneficial guarantee and supplement to sales. ( )

75. Salespeople must be confident, self-reliant and have a positive mental outlook when selling. ( )

Volume II

IV. Short answer questions (this major question has 5 small questions, each question is 5 points, ***25 points)

76. What is product portfolio? What are its types?

77. How to manage potential customers?

78. What are the cost-oriented, demand-oriented and competition-oriented pricing methods?

79. What are the characteristics of business promotion?

80. What is the main function of advertising? How to choose advertising media?

5. Essay questions (this university Question ***10 points)

81. Describe the characteristics and development trends of the international automobile market.

6. Case question (***15 points for this major question)

82. As one of the top ten well-known automobile manufacturers in the world, compared with General Motors and Volkswagen, Fiat It is a latecomer in the Chinese market and is in a weak position. In response to this situation, how did Fiat change its backward position after cooperating with Nanjing Yuejin in 1999, and what competitive strategies did it adopt?

Answers to the Automotive Business Marketer Exam Paper

Paper I

1. Multiple Choice Questions

1. A, 2. A, 3 . D , 4. D , 5. A , 6. C , 7. A , 8. C , 9. D , 10. A , 11. A , 12. A , 13. B , 14. C , 15. C ,16.B,17.C,18.D,19.C,20.D,21.B,22.A,23.C,24.C,25.D,26.A,27.B,28 . C , 29. D , 30. B , 31. A , 32. C , 33. C , 34. B , 35. D , 36. C , 37. C , 38. C , 39. C , 40. C

2. Multiple choice questions

41. A, C, 42. A, B, C, 43. A, B, C, D, 44. A, B, C, D, 45. A, B, C, 46. B, C, 47. A, B, C, D, 48. A, B, D, 49. A, B, C, 50. A, C, D, 51. A, C, D, 52. A, B, C, D, 53. A, B, C, 54. A, B, C, D, 55. A, B, C, D, 56. A, B, C, D, 57. A, B, C, D, 58. A, B, C, D, 59. B, C, D, 60. A, B, D, 61. A, B, C, D, 62. A, B, C, D, 63. A, B, C, 64. A, B, 65. A, B, C, D

3. True or False Question (A True, B is wrong)

66. A, 67. B, 68. B, 69. A, 70. A, 71. A, 72. B, 73. A, 74. B, 75. A

Volume II

IV. Short answer questions

76. What is product portfolio? What are its types?

Answer points:

Product mix refers to the combination or mix of all automobile product lines and automobile product varieties produced and sold by an automobile company. It has two types: breadth combination and depth combination.

77. How to manage potential customers?

Answer points:

Customer management content includes the following.

(1) Identification and classification of potential customers.

(2) Attitude towards potential customers.

78. What are the cost-oriented, demand-oriented and competition-oriented pricing methods?

Answer points:

Cost-oriented pricing methods include cost-plus pricing, target revenue pricing, break-even pricing and marginal cost pricing.

Demand-oriented pricing includes understanding value pricing and demand differential pricing.

Competition-oriented pricing methods include market-following pricing methods and bidding pricing methods.

79. What are the characteristics of business promotion?

Answer: (1) It is a auxiliary promotion method with strong pertinence and flexible method.

(2) It is an infrequent and irregular promotional activity.

(3) It is very irritating, but its effect is not long-lasting.

80. What is the main function of advertising? How to choose advertising media?

Answer: The functions of advertising are: introducing products and transmitting information; stimulating consumption, expanding product sales; establishing the enterprise image while maintaining or expanding.

5. Essay questions

81. Describe the characteristics and development trends of the international automobile market.

Answer points:

The characteristics and development trends of the international automobile market are mainly as follows.

(1) Cars occupy a dominant position in the international automobile market.

(2) The international automobile market shows the trend of "Three Kingdoms" at multiple levels.

(3) The world automobile export pattern has not changed.

(4) The disputes over competition, mergers, and alliances are becoming increasingly apparent, 126 Self-Study Network.

(5) The status of traditional automobile producing countries in the international automobile market is slowly declining, while the status of some developing countries is steadily improving.

(6) The automobile market in major automobile producing countries shows obvious characteristics of a buyer's market. The market tends to be saturated, demand will be dominated by renewal demand, and the growth potential of ownership is already very small.

VI. Case analysis questions

Answer points:

Fiat adopts a very pragmatic Chinese market strategy in the market.

1) Transfer technology free of charge to reduce the cost of automobile products, make automobile products more competitive, and ensure long-term development with Chinese companies;

2) Adopt the "World Car "Concept, provide cars of the same quality to all regions of the world;

3) Conduct price challenges, with a price discount of nearly 10,000 yuan compared to models of the same grade.