智慧树2021答案 商务英语案例分析 最新知到章节测试答案


出题者: admin 分类: 知到答案 出题时间: 2021-04-01 10:14

"

【单选题】
7. In negotiations, using competing strategy shows negotiators’ ability to ___________.
know when to withdraw
use active or effective listening
argue and debate
confront situations in a non-threatening way

" "

【单选题】
2. Why do employers use headhunters?
Because they focus on fewer assignments and have more time to approach passive candidates.
Because their compensation is based on their results, not their level of activity.
All of the above.
Because headhunters can find more proper talents than those the company finds on its own.

" "

【单选题】
1. According to the AIDA model, ______.
marketing messages need to motivate customers to buy
marketing efforts should be tailored for different stages in the customer journey
the number of prospective customers increases step by step
some customers would jump over some steps to make a purchase

" "

【单选题】
8. Which of the following statements is the feature of compromising?
Compromise will prolong the process of negotiation which has negative effect.
In order to find a compromise, the weak side must “give in” somehow to achieve a resolution.
All parties will achieve a partial victory and all points of view are taken into consideration.
Both parties are satisfied with the outcome brought about by a compromise.

" "

【单选题】
10. In the example of Coca-Cola, two question marks, Minute maid and Diet coke, have the possibility of turning into stars, if the company would take risk in _________ them considerably.
dealing with
managing
selling
investing

"

【单选题】
9. _____ appraisal is a type of performance evaluation that is done by one or more people of matching competencies. It is usually done among the members of the same team. This is a method employed to preserve the quality st
Subordinate
Peer
Superior
Self

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【单选题】
6. During the process of developing a marketing mix, marketers need to test the overall offer after drafting it by _______.
changing some elements constantly
asking customer focused questions
raising questions concerning the 4Ps
answering questions concerning the 4Ps

" "

【单选题】
7. What is the advantage for people to work with a specialist headhunter?
Clients may prefer to work with specialists that cater to candidates with a particular skill set.
Generalists have a greater understanding than specialists on recruiting fundamentals and principals.
Generalists can take on more job orders and draw from a much larger pool of candidates than specialists.
Generalists have a broader focus and work on a wide variety of positions than specialists, potentially offering more opportunities to candidates.

" "

【单选题】
9. Things to consider before and during negotiations include justifying your position, _________________, keeping your emotions in check, and knowing when to walk away.
putting yourself in the other party's shoes
understanding the market
analyzing other party’s data
criticizing other party’s standpoint

"

【单选题】
4. What is the first step for the headhunting process after headhunters are informed of the need of hiring?
To arrange a face-to-face interview.
To approach passive candidates.
To conduct executive search in order to find a exact match.
To arrange a telephone interview.

【单选题】
1. Which of the following is true concerning the purpose of the five forces model?
To survey the potential consumers.
To analyze the competitiveness in an industry.
To study the suppliers’ strategy.
To describe strengths and weaknesses of a product.

【单选题】
How many subject areas are included in this course?
5
12
4
6

"

【单选题】
4.Lean manufacturing is a management philosophy derived from the ________, focusing on eliminating waste, reducing errors, and shrinking inventory.
Toyota Production System
IBM Management System
Zara Supply Chain Management
Ford Mass Production

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【单选题】
5. Supplier power is ________ if the buyer is not price sensitive and uneducated regarding the product. If the supplier’s product is highly differentiated, then supplier bargaining power is ________.
strong; weak
weak; strong
weak; weak
strong; strong

"

【单选题】
4. A company usually divides a market into small groups of consumers based on _______.
how valuable the market is
shared characteristics
the need of the company
the requirement of consumers

"

【单选题】
2. To differentiate a product in the market, a company needs to _______.
improve its quality
work on its actual and augmented benefits
promote its unique selling proposition
emphasize its brand

" "

【单选题】
3. To build up sales and market share, a company may use _______.
values-based pricing strategy
penetration pricing strategy
psychological pricing strategy
skimming pricing strategy

"

【单选题】
8. Which of the following is NOT included in a promotional mix?
Sponsorship
Communication
Personal selling
Advertising

【单选题】
4. Which of the following method is often used in 360-degree performance appraisal?
Telephone interview.
Rating scale.
Group discussion.
Presentation.

"

【单选题】
2. Which of the following statement is true about competitive strategy?
Each competitive strategy entails differences in product line, production emphasis, marketing emphasis, and means to sustain the strategy.
All of the above.
Each competitive strategy establishes a theme for how a company can outperform rivals.
Each competitive strategy positions a company differently in its market.

"

【单选题】
9. Which of the following function is the most important function performed by a headhunter?
To try to keep candidates working for the clients as long as possible.
To find a perfect match between clients and candidates.
To save recruitment cost for the clients.
To provide career development for the candidates.

【单选题】
10. A call to action is an instruction to the audience to _______.
get an offer
prompt an immediate response
encourage them to buy a product
demonstrate the features of a product

【单选题】
6. Helping consumers develop interest is about _______.
letting consumers know about the product
giving consumers reasons to want to research further into the company’s offer
encouraging consumers to own the product
Inviting consumers to use their own resources to look into the offer

"

【单选题】
6. Due to the fact that products in dogs do not offer significant financial gain to the company, instead they consume cash investment, they are recognized as ____________.
poor performance
cash traps
mature stage
market shares

"

【单选题】
Which of the following could be an opportunity for a business?
A new competitor in its home market
Moving into new thriving market segments
Damaged reputation
Having quality processes and procedures

【单选题】
10. Which of the following is advantage of 360-degree performance appraisal?
It is both time-consuming and would cost a large sum of money.
It provides detailed information on an employee’s performance.
It arouses suspicion within an organization.
It is difficult to figure out the results.

【单选题】
1. Which of the following is the purpose of 360-degree performance appraisal?
To evaluate staff performance.
All of the above.
To establish training plan.
To reach decision whether the employ should be promoted or not.

【单选题】
8. Which of the following is NOT the satisfaction of self-actualization needs in terms of management?
Develop career potential.
Arrange after-work get-togethers.
Give self-improvement training.
Offer challenging jobs.

"

【单选题】
8. When using the _____, there is a potential danger of a broad-market cost leader.
cost leadership
cost focus strategy
differentiation focus strategy
differentiation strategy

"

【单选题】
9. __________ strategy describes a situation wherein a company chooses to strategically differentiate itself from the competition within a narrow or niche market.
Cost focus strategy
Differentiation focus strategy
Cost leadership
Differentiation strategy

"

【单选题】
7. In order to select target markets, a company needs to _______.
focus the company’s marketing offers on related consumers
assess the attractiveness of different segments
develop appropriate marketing strategy and goals
enter the most profitable market segment

" "

【单选题】
8. According to Michael Porter, what are the two main factors which can lead to a significant competitive advantage?
Low costs and differentiated products.
Bad product performance and low switching costs.
High costs and differentiated products.
Good product quality and high substitute availability.

" "

【单选题】
3. What is the advantage to recruit with a headhunter?
Headhunters, esp. those specialist headhunters, knows an industry better than HR recruiting managers.
Some headhunters have been known to lure people in for advertised jobs and then try to push other opportunities on them.
It often costs more to hire from a headhunter.
Candidates most often form lower level of loyalty with their employers.

"

【单选题】
10. Which of the following is correct about distributors?
They represent the producer to the user and make money from commissions.
They purchase goods from different producers in bulk and store them in warehouses.
They carry products from a single brand or company.
They stock goods bought from other intermediaries and then sell them to the ultimate end user.

【单选题】
9. A low threat of new entrance can both make an industry ________ competitive and ________ profitable for existing competitors.
more; less
less; less
less; more
more; more

【单选题】
5. Which of the following description of supply chain management is true?
Successful supply chain management may lower the efficiency of the movement and storage of materials.
Supply chain management aims to minimize customer value and publicize the product.
A very clear and effective supply chain involves collaborative work between roles and systems.
Supply chain management emphasizes the independent operation of each unit.

"

【单选题】
6. When buyers are able to join together to put pressure on a supplier, this is which of Porter's Five Forces?
Bargaining power of customers.
Threat of new entrants.
Competitive rivalry.
Threat of substitute products.

"

【单选题】
3. Applying the AIDA model in the planning of marketing activities is about _______.
deciding on the time to put out these activities
selecting a stage to focus these activities on
mapping out the thoughts of consumers
creating a marketing sequence

"

【单选题】
7. When suppliers are limited or inputs are scarce, which of Porter's Five Forces are at play?
Buyer power.
Threat of new entrants.
Supplier power.
Competitive rivalry.

"

【单选题】
1. A headhunter is a job recruiter who specializes in _______ highly skilled professionals with corporate clients. He or she might be an independent contractor or work through an agency where each agent specializes in particular areas of employment and po
referring
relating
matching
communicating

"

【单选题】
2. To maintain customer interest, marketing messages need to ______.
deliver the most important benefits of a product
provide entertaining content about a product
give customers hands-on experience about a product
introduce the detailed features of a product

"

【单选题】
Who usually conducts a SWOT Analysis for a business?
Managers
Lawyers
Banks
Employees

"

【单选题】
5. Which of the following can possibly satisfy the needs of safety, according to Maslow’s theory?
Retirement benefits.
Travel bonuses.
Reasonable wages.
Free lunches.

"

【单选题】
4. A highly competitive market has the following features EXCEPT_______.
many suppliers
large number of competitors
low barriers to enter
many substitute products

【单选题】
1. Negotiations can take place _________________.
between the governments of two or more countries
between buyers and sellers
between an employer and prospective employees
all of above

【单选题】
6. Who should pay the headhunter?
The HR hiring in the employer company.
All of the above.
The client.
The job seeker.

【单选题】
5. A unique selling proposition is a feature of a product that ______.
is highlighted in advertisements
attracts consumers in the market
makes it different from other similar products
satisfies customer needs

【单选题】
4. Promotional activities that aim to differentiate product would focus on _______.
building brand awareness
strengthening the brand
introducing unique features and benefits
informing consumers of the existence of the product

"

【单选题】
10. What is the advantage for a company to use differentiation focus strategy?
There is less competition and, therefore, greater pricing flexibility in the niche market.
Either (A) and (B)
Both (A) and (B)
The company becomes more experienced and specialized at providing goods and services to a limited sector of consumers, and it can charge more for that expertise due to reduced competition.

" "

【单选题】
5. Headhunters are paid on ______, which means they aren’t paid unless and until a suitable candidate that they find is hired.
the nature of the job vacancy
sales volume
contingency
time spent on each candidate

" "

【单选题】
2. If a brand has a large number of suppliers and sufficient storage of raw materials, ________ should not be set as the priority in determining its marketing strategy.
threat of new entry
buyer power
threat of substitutes
supplier power

"

【单选题】
9. A company provides its product to customers with and without intermediaries. This kind of distribution channel is called _______.
indirect distribution
direct distribution
intensive distribution
dual distribution

【单选题】
Who are suitable to take the course?
People using English to communicate in business settings.
Governmental officials in charge of foreign affairs.
College students in the major of business administration.
Senior high school students planning to study abroad.

【单选题】
Which of the following could be a weakness for a business?
Poor quality of goods and services
A developing market
Competitors with better financial support
Special marketing expertise

【单选题】
A new vocational training project can be considered as a/an ______ for an employee.
threat
strength
opportunity
weakness

"

【单选题】
1. The 4Ps model is a flexible concept, so when planning marketing activities, marketers can _______.
focus more or less on one element
monitor the four elements from time to time
pay attention to customer needs
consider how the four elements work together

" "

【单选题】
10. If a company positions a product by use or application, the company would _______ in its marketing activities.
indicate that the product would contribute to the user’s social identity
focus on the products best features
highlight how the product is used to show that it is the best solution for the task
emphasize that the product represents significant value

"

【单选题】
Which of the following SWOT elements are internal factors for a business?
Strengths and Opportunities
Weaknesses and Threats
Opportunities and Threats
Strengths and Weaknesses

"

【单选题】
7. In the pricing process, in order to understand environmental factors, a company needs to _______.
estimate the demand from consumers
adopt a fixed methodology
predict the possible actions its competitors will take and their effects
calculate fixed and variable costs of its products

"

【单选题】
1. A competitive strategy may be defined as a long-term plan of action that a company devises towards achieving a _______ over its competitors after examining the strengths and weaknesses of the latter and comparing them to its own.
higher market share
stronger customer loyalty
niche market
competitive advantage

"

【单选题】
3. “Catherine is well recognized by her peers for being creative and has recently promoted to a higher position, and she feels satisfied with her responsibility and role.” This example shows that Catherine has well fulfilled
esteem
biological and physiological
belonging and love
social

" "

【单选题】
4. The order of Maslow’s Hierarchy of Needs, from bottom to top is: ________.
Physiological, Social, Safety, Esteem, Self-Actualization
Safety, Physiological, Esteem, Social, Self-actualization
Physiological, Safety, Social, Esteem, Self-Actualization
Safety, Esteem, Social, Self-actualization, Physiological

" "

【单选题】
1. According to Maslow’s theory, the needs of ________ are the most basic needs of human being.
esteem
safety
biology and physiology
self-actualization

" "

【单选题】
5. A differentiation strategy focuses on providing a product or a service with _______ attributes, in comparison with the competition, to reach a broad market. In other words, it means to set the product or service apart from similar ones.
similar
successful
excellent
distinctive

" "

【单选题】
2. When all of the physiological needs are met, people tend to become concerned with ________.
esteem needs
sel-acutalization needs
social needs
safety needs

"

【单选题】
7. ________ forms the traditional part of the 360 degree appraisal where the employees’ responsibilities and actual performance is rated by the immediate higher level supervisor.
Self appraisal
Subordinate appraisal
Superior appraisal
Peer appraisal

【单选题】
Which of the following could be a strength for a business?
A price that is too high
A new international market
The location of a business
Weather

【单选题】
8. The subordinate appraisal is an evaluation tool whereby employees assess the performance of ______.
supervisors
subordinates
peers
themselves

【单选题】
Which of the following should be asked when you try to identify the strengths of your company?
What do you do better than your competitors?
Does political climate help you develop your business?
Which advantages does your company lack?
Which trends can negatively affect your business?

【单选题】
5. Which is the most important component in 360-degree performance appraisal?
Subordinate appraisal
Peer appraisal
Superior appraisal
All of the above

【单选题】
6. _______ is an important part of the Performance appraisal process where the employees themselves give the feedback or their views and points regarding their performance.
Peer appraisal.
Subordinate appraisal.
Client appraisal.
Self appraisal.

【单选题】
10. Rejection isn’t ______. It simply means that you are not a fit for the positions they are currently working on.
reasonable
acceptable
realistic
personal

"

【单选题】
7. The products in the quadrant of _________ are also known as problem child, which needs to be managed and operated properly for the benefits of the company, because they have the potential to grow more with the low market share but high market growth ra
stars
cash cows
question marks
dogs

" "

【单选题】
______ could be a threat for Simon, who has worked in the company for 30 years after graduating from high school.
A Possible downsizing at his company
A new position that matches his skills
His limited educational experience
His poor communication skills

"

【单选题】
5. Which of the following is NOT what marketers at the attention stage should focus on?
Raising customer awareness of the product
Informing customers that the company exists
Motivating customers to buy
Letting customers know that they need a product

【单选题】
Which of the following could be a threat for a business?
A market vacated by an incapable competitor
Location of the business
Lack of marketing expertise
Changes in technology

【单选题】
4. _______ is the first step in the AIDA buyer’s journey.
Action
Availability
Autonomy
Attention

【单选题】
Which of the following is true about weaknesses?
It’s internal and harmful.
It’s internal and helpful.
It’s external and harmful.
It’s external and helpful.

【单选题】
1. Which of the following is NOT the goal of the S-T-P process?
To enable the organization to make important marketing decisions concerning where they should compete.
To guide the organization to the implementation of an appropriate marketing mix.
To evaluate how effective an organization’s marketing mix is.
To help the organization develop an appropriate marketing mix.

"

【单选题】
5. With _______, marketers may have a greater understanding of the marketplace as they gain knowledge of differing consumer needs within the same market.
product positioning
market targeting
market selection
market segmentation

"

【单选题】
6. _______ is the second step in the S-T-P process.
Advertising
Positioning
Segmentation
Targeting

【单选题】
2. Which statement is NOT true about the benefits of the S-T-P process?
The S-T-P process guides marketers to develop and deliver personalized and relevant messages to different audiences.
The S-T-P process helps a company match its products with its customers.
The S-T-P process guides a company to divide its customers into small groups.
The S-T-P process helps marketers arrange the importance of different offers from a company.

"

【单选题】
4. What factors should be considered if a company plans to adopt cost leadership strategy?
All of the above.
The rate at which potential output levels are being met or used.
The level of how technology is implemented.
The capacity of one party to dominate the other due to its influence, power, size, or status, or through a combination of different persuasion tactics.

" "

【单选题】
8. Products in Question Marks have the potential to grow and if investment is made properly, it could easily turn them into _________.
cash cow quadrant
startup
dog quadrant
star quadrant

"

【单选题】
3. ______ is the strategy used by businesses to create a low cost of operation within their niche. The use of this strategy is primarily to gain an advantage over competitors by reducing operation costs below that of others in the same industry.
Cost leadership
Differentiation
Differentiation focus
Cost focus

"

【单选题】
3. In negotiations, using avoiding strategy shows negotiators’ ability to ___________.
communicate and keep the dialogue open
offer value to all aspects of the issue
endure the loss of one’s own side
practice leaving issues unresolved

"

【单选题】
1. Which of the following descriptions is NOT true to Zara?
Cellular manufacturing helps to streamline communication and speeds up production
In-house production increases the overall flexibility.
Zara hires many other companies to produce parts of products.
Centralized design and manufacture reduces the time to market drastically.

"

【单选题】
8. Which of the following is the feature of an ineffective resume?
Content should be very detailed in terms of results/accomplishments, NOT responsibilities.
Less is more - Cut and simplify your formatting.
Delete any Key Competencies sections.
Provide clear academic background information, such as course scores at university.

" "

【单选题】
2. As a successful case of SCM, WalMart has been developing a more highly structured and advanced supply chain management strategy by ________.
developing more process links and cutting communication with suppliers
making every part of the whole chain work independently
singling out management departments
removing some of the chain’s links and establishing effective communication networks with partners

" "

【单选题】
10. Esteem needs, displayed at the ________ layer in Maslow's hierarchy, are the need for appreciation and respect.
first
third
second
fourth

"

【单选题】
1.Two dimensions in the BCG Matrix reveal likely _________of the business portfolio in terms of cash needed to support that unit and cash generated by it.
interests
investment
profitability
presentation

"

【单选题】
2. In the example of KFC, what makes KFC China a STAR in those four profit centers?
special food menu
an aggressive strategy
all of above
high market share and high sales growth rate

"

【单选题】
9. BCG Matrix is one of the most popular corporate __________ tools and is critical to the growth and success of the company.
portfolio analysis
competitive
financial
assessment

"

【单选题】
3. An industry with high barriers to enter, having many buyers and suppliers but few substitute products and competitors, will be seen as not so competitive and thus, very attractive due to its _________.
strong competition
low potential
high profitability
low profitability

"

【单选题】
6. A risk of using accommodating strategy might be ___________.
the loss of contribution
time cost on trivial matters
a breakdown in communication
lack of feedback

"

【单选题】
9. One employee becomes depressed and lonely, and feels isolated from group activities and social events. According to Maslow, which category of needs has not been fulfilled?
Social needs.
Safety needs.
Esteem needs.
Physiological needs.

" "

【单选题】
10. When___________, the objective is to find an expedient, mutually acceptable solution that partially satisfies both parties
compromising
accommodating
avoiding
collaborating

" "

【单选题】
3. Cash cow product lines earn a lot in terms of sales, and the revenue earned mostly is spent on other operational features of the company or invested in other product category, because of ___________.
competitiveness
a low growth rate
a high market share
competitive

"

【单选题】
2. Which statement is true about 360-degree performance appraisal?
It is used only as a development tool.
It is neither an administrative tool nor a developmental tool
It is used only as an administrative tool.
It is useful as a feedback for both developmental and administrative purposes.

【单选题】
3. _______ is the process of using multiple sources of appraisal to gain a comprehensive perspective on one’s performance.
Peer appraisal
Superior appraisal
Subordinate appraisal
360-degree performance appraisal

【单选题】
6. What should a company do if it wants to motivate employees by meeting their esteem needs?
Organize team-based projects.
Create comfortable working environment.
Buy life insurance for them.
Offer training and higher job titles.

"

【单选题】
7. Which of the following statements is true in Maslow’s motivation theory.
The order of the hierarchy of needs is not fixed.
Food, shelter and wages fall into the category of safety needs.
Effective leaders should adapt to the changing needs in different settings.
(D) People move up to seek satisfaction at a higher level even the basic needs have not met yet.

"

【单选题】
6. How can a company achieve differentiation?
Enhanced customer support.
Functional design.
Competitive pricing.
All of the above.

【单选题】
7. Cost fous means a company that reduces production costs relative to its competitors and thus can charge lower prices for its products than other companies in the target _________.
area
industry
segment
market

【单选题】
4. The large profits earned from cash cows are used for ____________ on management to strengthen the future prospects.
combination
a prime focus
financial support
startup

"

【单选题】
5. Product lines are named dogs essentially in light of the fact that they by and large have various focused shortcomings, and their level of benefit is generally minor when contrasted with _________.
a cash cow business
a market
a potential business
a new business

"

【单选题】
7. Marketing activities at the desire stage aim to _______.
let customers feel that they like the product
ask customers to notice particular features of the product
persuade customers to actually buy the product
drive customers to develop a willingness and tendency to buy the product

"

【单选题】
2. A negotiator will conduct accommodating strategy, _____________
when he/she is outmatched and losing.
on issues vital to company welfare when he/she knows it is right.
when he/she wants to achieve a temporary settlement of a complex issue.
when he/she wants to gain commitment by incorporating others’ concerns into a consensual decision.

"

【单选题】
9. Which is of the following is false about testimonials?
Testimonials are insider opinions.
Testimonials can give customers reassurance.
Testimonials are statements that recommend a product as worthy and desirable.
Testimonials can be written or spoken.

【单选题】
3. Which of the following approach belongs to market segmentation?
Behavioral approach.
Linguistic approach.
Physical approach.
Psychological approach.

"

【单选题】
10. If a company wants to use the five forces model to analyze the threat of new entry, which of the following factors should be considered?
Most suppliers are pretty small.
Buyers are price sensitive and well-educated.
The industry is very large but matured.
New entrants can easily access suppliers and distributors.

"

【单选题】
8. Which of the following is NOT a way to stimulate customer desire for a product?
Answering possible objections from customers.
Persuading customers that the product would affect them positively.
Giving customers reassurance about the effectiveness of the product.
Telling customers that the product could solve their problems.

【单选题】
9. The goal of positioning is to create a clear and positive image about _______.
how a product competes against competitors
when a product will reach the market
what a product is about
where consumers can get a product

"

【单选题】
4. In a competitive climate, people are more likely to ________________.
frame issues in nonthreatening ways
deprive them of the gains
remind the organization of their potential contributions
ignore information and opinions from others.

"

【单选题】
8. Positioning is about how a company wants its product to be _______ by the target market against main competitors.
thought of
selected
bought
assessed

"

【单选题】
5. In negotiations, using collaborating strategy shows negotiators’ ability to ___________.
confront situations in a non-threatening way
endure the loss of one’s own side
communicate and keep the dialogue open
offer value to all aspects of the issue

"

【单选题】
3. One of the benefits of time-based strategy is ________.
lowering the barriers to imitation
slowing growth and improving quality
reducing costs and increasing profits
increasing cycle time and weakening communications