Examination questions for automobile marketers (Volume A) * Notes for candidates * 1. Before answering questions, candidates must clearly fill in their name, gender, age, certificate type, certificate number and examination place with a black pen. Please read all kinds of questions carefully before answering them. The answer must be filled in the corresponding position on the answer sheet. Don't mess up the test paper.
Examination questions of "Automobile Marketers"
(Volume I)
* Notes to Candidates *
1. Before answering questions, candidates must clearly fill in their name, gender, age, certificate type, certificate number and examination place with a black signature pen.
Please read all kinds of questions carefully before answering them. The answer must be filled in the corresponding position on the answer sheet.
Don't scribble on the test paper, and don't fill in irrelevant contents in the sealed area.
volume one
First, multiple-choice questions (40 small questions in this big question, 65438+ 0 points for each small question, 40 points * * *)
1. () Which of the following is the core of a salesperson's basic ability?
A. Persuasion ability B. Observation ability C. Contingency ability D. Communication ability
2. attract attention; Generate interest; Generate associations; ( ); Compare products; Deciding to buy is the six stages of customers' purchasing psychology.
A. Arouse desire B. Visit customers C. Give souvenirs D. Provide consultation
3. According to the new regulations, the time for the National Certification and Accreditation Administration (CNCA) to implement law enforcement supervision on "3C" certification is ().
August 30th, 2003 to October 30th, 2004/kloc-0.
4. The following professional knowledge that a salesperson must have is ().
A. User's relevant knowledge B. Maintenance inspection knowledge C. Regular maintenance knowledge D. Development prospect of automobile industry
5. Developing customers belongs to () functionally.
A. Cure the symptoms, not the root cause C. Difficult to determine D. Promote sales
6. For an old motor vehicle with a remaining life of two years, it is predicted that the expected income of these two years will be 6,543,800 yuan in the first year and 6,543,800 yuan in the second year. Assuming that the discount rate is 654.38+0.5%, the value estimated by the income present value method should be: ().
A.27,000 yuan, b. 235 million yuan, C.22 1 0,000 yuan, d. 204 million yuan.
7. In the process of communication between sales staff and customers, the ratio of telling and listening should usually be: ()
A. say three points and listen to seven points. B. Half and half C. Listen to three points and say seven points and above D. None of them are correct.
8. The conditions for enjoying the franchise are: renewal before the expiration of the insurance period, (), and franchise during the insurance period.
A. During the insurance period, the owner did not violate the rules. B the insured amount during the renewal period shall not be lower than that during the existing insurance period.
C. the insurance period exceeds one year. D. Free preferential treatment is embodied in the form of deducting insurance premiums.
9. The social and cultural environment that affects international marketing does not include ().
A. Customs B. Language C. Religious belief D. Educational concept
10. The date of birth of the car is ().
A.1886 65438+1October 29th B.1868 65438+/October 28th C.1885 65438+1October 29th.
1 1. The starting point and end result of automobile marketing activities are: ()
A, everything is service-oriented; Establish a new image of automobile sales enterprises.
C. Achieve the sales target with high efficiency D. Meet the needs of consumers and create profits for enterprises.
12. After-sales service management does not include ().
A. Automobile decoration management B. Planning and management of after-sales service network C. Construction management of service stations D. Information management of after-sales service
13. Which of the following communication methods plays the most important role in the sales process ()?
A. Body language B. Speech content C. Language intonation D. None of the above.
14. The professional knowledge that the following car salesmen must have is ().
A. Maintenance inspection knowledge B. User's relevant knowledge C. Development prospect of automobile industry D. Regular maintenance knowledge
15. Among the following options, the one that is not the responsibility of the salesperson is ().
A. sell products and achieve goals B. collect information and provide services.
C. improve professional quality and enrich product knowledge. D. communicate with each other and establish an image.
16. The main feature of the international automobile market is ().
A. trucks occupy a dominant position in the international automobile market.
C. Bus occupies a dominant position in the international automobile market D. The world automobile export pattern has changed.
17. The research method of automobile marketing does not include ().
A. product method B. functional method C. experimental method D. decision-making method
18. It is called () to summarize the product introduction by summarizing the main advantages of product features and the benefits they bring to target customers.
A. Small promotional transactions B. Recommended transactions C. Supply pressure transactions D. Revenue summary transactions
19. The license plate has a blue background and a white box, and the driver is required to have at least a () driver's license.
A.A. with B.B. with C.C. with D.E.
20. The insured shall, from the date when the public security traffic management department closes the case, submit to the insurer the necessary documents that can prove the cause, nature, division of responsibilities and loss identification of the traffic accident.
A.7 days B.48 hours C.3 days D. 10 days
2 1. Sales staff should make market information feedback work ().
A. Institutionalization and normalization B. Institutionalization and regularization C. Normalization and regularization D. Institutionalization and systematization
22. The main content of non-price competition is ().
A. Excellent service B. Perfect function C. Interpersonal communication D. Trademark brand
23. When a new car is licensed, if the owner is an enterprise, the original enterprise code certificate must be brought. When a car sales company handles services, you must first check the enterprise code certificate ().
A. Issuing unit B. Institution type C. Code number D. Validity period
24. When facing the customer's objection, the first psychological skill for the salesperson to deal with is: ()
A. defense, waiting for an opportunity to fight back. B. Find out the basis of the case. C. try to transfer the solution. Accept objections
25. When submitting a business card to a customer, you should have a business card ().
A. that's all right B. Different customers have different requirements. C. reverse customer orientation and correct your name. D. Face to face and call the customer.
26. The most basic duty of a salesperson is ().
A. selling goods B. providing services C. collecting information D. establishing an image
27. The concept of automobile marketing is: ()
Salespeople are the main body in the sales process and the link between enterprises and customers.
B. Use appropriate methods and skills to meet some customers' needs, so as to obtain enterprise benefits while meeting customers' needs.
C establish a good image of individuals, enterprises and commodities, and pay attention to long-term interests.
D. keep in touch with customers and provide perfect after-sales service.
28. If you want to be competent in sales, the basic condition that a salesperson should have is ().
A. use professional methods to explore customers and use public relations to contact customers.
B has rich professional knowledge, including enterprise knowledge, product knowledge, market knowledge and user knowledge.
C. Good language skills, using statements, questions, listening and behavior language to complete sales.
D. Be good at learning, constantly accumulate experience, and sum up the sales rules suitable for personal style.
29. As far as automobile marketing is concerned, () can win more customers for enterprises.
A. Perfect function B. Low price C. Brand model D. Excellent service
30. In which of the following decision-making processes, customers mainly consider: (1) In the process of changing from "buying consciousness" to "wanting to buy".
A.are you satisfied? B. Option C. Setting procurement standards D. Demand
3 1. Automobile dealers shall act as agents for automobile replacement, lease, loan and license plate auction in the name of ().
A. Our sales company B. Customer C. Automobile manufacturer D. Owner
32. The real purpose of commodity after-sales service lies in ().
A. maintenance of commodity reputation B. provision of commodity information C. maintenance of customers D. fulfillment of sales and service commitments
33. What kind of customers usually have a long trading cycle ().
A. Leading customers B. Communicating customers C. Analytical customers D. Individual customers
34. The concept of modern automobile marketing is: ()
Salespeople are the main body in the sales process and the link between enterprises and customers.
B. Use appropriate methods and skills to meet the needs of enterprises and better meet the needs of customers.
C establish a good image of individuals, enterprises and commodities, and pay attention to long-term interests.
D. keep in touch with customers and provide perfect after-sales service.
35. A characteristic of China automobile market as a whole is ().
A. The total market demand is growing rapidly, especially for commercial vehicles. B. Strong independent development capability and increasingly internationalized domestic automobile market.
C. Market environment, market order is gradually irregular D. Automobile trading and consumption behavior tend to be rational.
36. The characteristics of brokers and agents do not include ().
A. Brokerage company B. Credibility C. Agency company D. Intermediary
37. The limitation of action for trademarks stipulates that the validity period of a registered trademark is () years, counting from the date of approval.
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 happen 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 a car from a car sales company and rented it to B. One day, B lent C to drive from Shanghai to Nanjing, and his friend Ding took the car away. Who are the customers of the car sales company?
A.a and b are both d, and neither is.
40. The characteristics of service products are generally shown as ().
A. Tangibility B. Separability C. Difference D. Storability
Second, multiple-choice questions (this big topic ***25 small questions, 2 points for each small question, ***50 points)
4 1. According to the influence of various forces in the marketing environment on enterprise marketing, the marketing environment can be divided into ().
A. Micro environment B. Internal environment C. Macro environment D. External environment
42. The service station after-sales service operation can be divided into ().
A. paid service B. quality warranty C. activity service D. production plan
43. Effective communication steps: determine the list of key customers and the contact objects of sales personnel ().
A. each salesperson communicates his work according to the planned objectives.
C. Clarify the specific objectives and tasks of communication relationship D. Regular inspection and evaluation by the sales manager;
44. As a representative of corporate image, sales staff should do ().
A. neither supercilious nor supercilious B. take your time C. behave appropriately D. be polite
45. The technical training content of automobile after-sales service includes ().
A. User training B. Service network training C. Organization technical training D. Teaching ability training
46. The quality of sales staff includes: ()
A. Technical quality B. Professional quality C. Personal quality D. Communication quality
47. The basic skills of a salesperson are: ()
A. develop customers in a professional way. B. Contact customers by public relations.
C. can accurately judge customers D. effectively deal with obstacles from customers.
48. The enterprise strategy includes ().
A. Overall strategy B. Marketing strategy C. Local strategy D. Functional strategy
49. Salesman maintain customer emotional contact commonly used methods are ().
A. Give souvenirs B. Contact by letter and telephone C. Visit D. Have regular in-depth exchanges.
50. After China's entry into WTO, () and other factors will prompt the domestic automobile market to reduce the price of automobiles.
A. Tariff B. Export quota C. Exchange rate and customs inspection price D. Output
5 1. The main control forms of marketing control are ().
A. annual plan control B. cost control C. profit control D. strategic control
52. The content of professional quality includes ().
A. Have modern marketing concept; B. Have rich professional knowledge; C. have a solid sales foundation; Skilled sales skills.
53. The language art of emergencies is ().
A. use potential to turn words into words B. use homophonic C. refute D. polite expressions
54. The customer's purchase motivation ().
A. Quality and price B. Comfort, styling C. Safety D. After-sales service and supply of other parts
55. The principle of marketing public relations timing is ().
A. Principle of seeking truth from facts B. Principle of emphasis C. Principle of profundity D. Principle of maximization
56. The whole process of vehicle sales includes ().
A. buy b, accept c, transport d and store.
57. The cost-oriented pricing method includes ().
A. cost-based pricing method B. target income pricing method C. investment benefit balance pricing method D. marginal cost pricing method
58. The basic requirement for a salesman to write a letter to a customer is ().
A. the writing standard is neat. B. sincere and enthusiastic. C. concise and appropriate. D. 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. Analytical research stage D. Result processing stage
6 1. The main business of automobile sales enterprises includes ().
A. Vehicle distribution B. After-sales service C. Network management D. Information management
62. The automobile market environment survey includes ().
A. policy and legal environment survey B. economic environment survey C. scientific and technological environment survey D. social and cultural environment survey
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. The finishing skills include the following ().
A. hypothetical transaction B. alternative method C. spot transaction D. forward transaction
65. The factors that affect consumer demand are ().
A. Geographical factors B. Population factors C. Psychological factors D. Behavioral factors
III. True or false (this big question is a small question of * * 10, and each small question is 1 minute, and * *1minute)
66. After-sales service is related to the goods sold, which is beneficial to the buyer's service. ( )
67. It is an important duty of sales staff to expand the use function of enterprise products. ( )
68. Assuming that the time required to produce a Regal 3.0 in an automobile factory last year was half a year, the actual time required to produce the same type of vehicle this year was reduced to five months, and the cost reduction of this type of vehicle due to the reduction of labor time belongs to economic functional depreciation. ( )
69. When two car sales companies allocate cars to each other, the former company will issue a unified invoice for motor vehicle sales to the next company, and the next company will also issue a unified invoice for motor vehicle sales to direct users. ( )
70. The strength of salespeople's persuasion ability is an important criterion to measure the level of salespeople. ( )
7 1. If a salesperson wants to sell a car, he must first sell himself successfully. ( )
72. In order to expand the market share of enterprise products, the task of salespeople is to develop potential customers. ( )
73. Feedback of market information to enterprises is one of the responsibilities of salespeople. ( )
74. From the economic point of view, after-sales service is a favorable guarantee and supplement to sales. ( )
75. Salespeople should be confident and self-reliant in sales, showing a positive mental outlook. ( )
Volume II
Four, short answer questions (this big topic ***5 small questions, each small question 5 points, ***25 points)
76. What is the product mix? What types does it have?
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 commercial promotion?
80. What are the main functions of advertisements? How to choose advertising media?
Verb (abbreviation of verb) composition topic (this topic *** 10 score)
8 1. Try to describe the characteristics and development trend of the international automobile market.
Six, the case (this topic *** 15 points)
82. As one of the top ten well-known automobile manufacturers in the world, Fiat is a latecomer, and it is in a weak position in the China market compared with GM and Volkswagen. In view of this situation, how did Fiat change its backward position after 1999 cooperated with Nanjing Yuejin, and what competitive strategies did it adopt?
Answers to the examination papers of automobile enterprise marketers
volume one
I. Multiple choice questions
1. Answer, 2. Answer 3. d，4。 d，5。 A, 6. C7。 Answer, 8. c，9。 d， 10。 a， 1 1。 a， 12。 a， 13。 b， 14。 c， 15。 c， 16。 b， 17。 c， 18。 d， 19。 c，20。 d，2 1。 b，22。 Answer, 23. c，24。 c，25。 d，26。 A, 27. b，28。 c，29。 d，30。 b，3 1。 Answer, 32. c，33。 c，34。 b，35。 d，36。 c，37。 c，38。 c，39。 c，40。 C
Second, multiple choice questions
4 1.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，5 1。 a、C、D、52。 A, B, C, D, 53. A, B and C, fifty-four. A, B, C and D, fifty-five. A, B, C and D, 56. A, B, C, D, 57. A, B, C and D, 58. A, B, C, D, 59. b、C、D，60。 a、B、D，6 1。 A, B, C, D, 62. A, B, C, D, 63. A, B, C, 64. a、B，65。 A, B, C and D
Third, right or wrong (A is right and B is wrong)
A, 67. b，68。 b，69。 Answer, 70. a，7 1。 Answer, 72. b，73。 Answer, 74. b，75。 A
Volume II
Fourth, short answer questions
76. What is the product mix? What types does it have?
Key points of the answer:
Product mix refers to the combination or collocation of all automobile product lines and automobile product varieties produced and sold by an automobile enterprise. It has two types: breadth combination and depth combination.
77. How to manage potential customers?
Key points of the answer:
Customer management includes the following contents.
(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?
Key points of the answer:
Cost-oriented pricing methods include cost-based pricing method, target income pricing method, breakeven pricing method and marginal cost pricing method.
Demand-oriented pricing method includes understanding value pricing method and demand difference pricing method.
Competition-oriented pricing methods include market-oriented pricing methods and bidding pricing methods.
79. What are the characteristics of commercial promotion?
Answer: (1) is an auxiliary promotion method with strong pertinence and flexible methods.
(2) It is an irregular promotion activity.
(3) The irritation is very strong, but the effect is not lasting.
80. What are the main functions of advertisements? How to choose advertising media?
A: The functions of advertisements are: introducing products and transmitting information; Stimulate consumption and expand product sales; Establish corporate image while maintaining or expanding.
Verb (abbreviation of verb) On the Problems of Literature
8 1. Try to describe the characteristics and development trend of the international automobile market.
Key points of the answer:
The characteristics and development trend of the international automobile market are as follows.
(1) The automobile occupies a dominant position in the international automobile market.
(2) The international automobile market shows the trend of "Three Kingdoms" on many levels.
(3) The world automobile export pattern has not changed.
(4) The dispute situation of competition, merger and alliance is becoming more and more obvious.
(5) The position of traditional automobile producing countries in the international automobile market is slowly declining, while the position of some developing countries is steadily improving.
(6) The automobile market in major automobile producing countries presents obvious buyer's market characteristics, and the market tends to be saturated, and the demand will mainly be updated, and the growth potential of the ownership is already very small.
Six, case analysis questions
Key points of the answer:
Fiat adopted a pragmatic China marketing strategy in the market.
1) Free technology transfer reduces the cost of automobile products, makes automobile products more competitive and ensures the long-term development with China enterprises;
2) adopt the concept of "world car" to provide cars with the same quality to all regions of the world;
3) Challenge the price, which is nearly 10,000 yuan lower than the price of vehicles of the same grade.