12-13 Cont. Marketing Final Exam Review
True/False
Indicate whether the sentence or statement is true or false.
____
1. Marketing has not changed much in the past 20 years.
____
2. If a business offers a good product, marketing is not necessary.
____
3. Bartering still occurs today.
____
4. Businesses using the marketing concept identify the market and develop a marketing mix.
____
5. During the sales era, the philosophy of marketing emphasized developing many new marketing activities to
sell products.
____
6. In the 1960s, people had limited money to spend on products and much of their purchasing was for basic
needs.
____
7. Marketers discovered that effective marketing can convince customers to buy a product they do not believe
will satisfy their needs.
____
8. Marketing causes improvements in existing products.
____
9. An increase in production efficiency results in an increase in price.
____ 10. Marketing decreases the standard of living in a country.
____ 11. On average, total marketing expenses average about 2 to 10 percent of the price.
____ 12. Marketing has made people more aware of important social issues.
____ 13. The Fair Packaging and Label Act established the Food and Drug Administration.
____ 14. The relationship between supply and consumer demand is an important tool for marketers.
____ 15. The specific types of resources a business has available will determine the types of products and services it
can develop and sell.
____ 16. The opposite of pure competition is oligopoly.
____ 17. A monopoly is typically the result of a lack of competition.
____ 18. Businesses in an oligopoly must pay careful attention to the actions of competitors.
____ 19. Advertising is a part of marketing.
____ 20. Marketing today is very similar to marketing 20 years ago.
____ 21. People who understand the basics of marketing are in high demand in the business world.
____ 22. Usually, most products have only one use.
____ 23. Wholesalers must rely on retailers and manufacturers to get products to the consumer.
____ 24. It is common for businesses to offer discounts from their list prices to some or all of their customers.
____ 25. Promotion cannot do much to help a company that has a poor product, excessively high prices, or ineffective
distribution.
____ 26. Various groups of consumers have very different needs and wants.
____ 27. Much of the information that flows through a business is valuable for marketing decision-making.
____ 28. Trade and professional associations provide information specific to the needs of their members.
____ 29. A marketing information system is an organized method of collecting, storing, analyzing, and retrieving
information used to make marketing decisions.
____ 30. Abraham Maslow identified five areas of needs that all people have.
____ 31. One of the most important techniques of advertising in the United States is through trade press advertising.
____ 32. Most people are on the same level on the hierarchy of needs.
____ 33. Rational motives are reasons to buy based on facts or logic.
____ 34. Patronage purchasing is limited to large, expensive purchases.
____ 35. Decision-making, as it applies to a specific purchase, uses the sequence of information search, problem
recognition, alternative evaluation, purchase, and post-purchase evaluation.
____ 36. Once you recognize a need, you are on the decision-making path to a purchase.
____ 37. Language, values, lifestyles, and social systems that are shared by a culture can influence promotional
strategies.
____ 38. The descriptive characteristics of a market such as age, gender, race, income, and education level are referred
to as psychographics.
____ 39. You are segmented psychographically by the way you spend your time and make your lifestyle choices.
____ 40. Market share is usually expressed as the number of units sold.
____ 41. The Rule of 72 works well to project market share for rates of growth up to about 20% per year.
____ 42. Positioning is done to highlight similarities between competitors in the mind of the consumer.
____ 43. It's normally fairly easy to get information about a competitor by directly asking the company for it.
____ 44. The use of the Internet as a place to buy and sell products began in the mid-1990s.
____ 45. The introduction of the personal computer in the late 1950s made it possible for individuals to have an
important tool available at work and at home.
____ 46. During the interaction stage of e-commerce development, a customer cannot place an order directly from the
web site.
____ 47. A majority of businesses on the Internet were not successful because they did not apply the marketing
concept.
____ 48. The Internet has resulted in the development of new products that can be delivered to customers from
computer to computer.
____ 49. Businesses using e-commerce have found that it is easy to predict demand for products when information is
available worldwide on the Web.
____ 50. In the year 2000, the U.S. led the world in Internet use.
____ 51. It has been projected that by the year 2005, U.S. Internet users will make up less than 25 percent of the
worldwide market.
____ 52. When customers see few differences, they’re less likely to be satisfied and will look for the lowest price.
____ 53. Packaging can make the product more useful for the consumer.
____ 54. During the introduction phase of the product life cycle, a company should not try to get widespread
distribution.
____ 55. A marketing plan is not developed to solve a specific problem or accomplish a specific objective.
____ 56. It is a mistake to believe that business people are better able to define needs than consumers.
____ 57. A price discount is an example of an enhancement made to a basic product.
____ 58. A product's packaging serves the dual purpose of protection and promotion.
____ 59. Retailers cannot develop a brand.
____ 60. States can levy sales taxes on sales to in-state residents only if the seller has a physical presence in that state.
____ 61. Most supplies, such as paper, pencils, and paper clips, are uniquely developed for one business.
____ 62. Much of the cost of making tangible goods is in the form of fixed costs for items such as capital equipment.
____ 63. In the future, companies will use fewer people to produce their goods because of the increasing use of
technology.
____ 64. The purchasing function does not affect the success of a business.
____ 65. The basic marketing process is very different for business consumers than the marketing process used for
final consumers.
____ 66. Businesses that produce or resell similar products and services usually purchase similar capital equipment,
operating equipment, raw materials, and other products.
____ 67. Businesses that produce products for sale to final consumers often have a lot of contact with the customer.
____ 68. Retailers use modified purchasing when they have had success with the basic product and want to offer
additional features and options to customers.
____ 69. Many businesses have departments and personnel that specialize in purchasing.
____ 70. A basic stock list describes the complete assortment of products a store would like to offer to customers.
____ 71. When a marketer develops a marketing plan, many ways to distribute a product or service need to be
considered.
____ 72. In any exchange between producer and consumer, all of the marketing functions must be performed.
____ 73. Indirect channels are typical in business-to-business marketing.
____ 74. Many manufacturers use multiple channels of distribution for the same product.
____ 75. Members of a channel of distribution do not always cooperate with each other.
____ 76. If a manufacturer does not have the space, it may use retailers who specialize in storage and inventory
management.
____ 77. In inelastic demand, a price decrease will increase total revenue.
____ 78. In elastic demand, a price decrease will decrease total revenue.
____ 79. People who develop artistic works such as books, films, recordings, or artwork, can also be protected by
patents.
____ 80. Products sold by quantity must have a label listing the price for a basic unit of measurement so consumers can
make price comparisons.
____ 81. Companies that want to maximize profits usually select large target markets where unique products can be
developed.
____ 82. Markups are usually stated as a dollar amount rather than a percentage.
____ 83. Persuasive promotion is designed to stimulate action.
____ 84. In order for the encoded message to be transmitted to the ultimate receiver, the receiver must select and use a
message channel.
____ 85. Even if a message is received, it will not necessarily be decoded correctly.
____ 86. Interpersonal communication is frequently used in business-to-business marketing.
____ 87. Advertising is a two-way communication process.
____ 88. Advertisers have no control over who might be watching, reading, or listening to their advertisements.
____ 89. Objectives for specific advertising plans are similar from organization to organization and from product to
service.
____ 90. All parts of an advertising plan should be evaluated.
____ 91. Most promotional methods are directed at small groups of customers, usually only one or two customers at a
time.
____ 92. Selling is typically used near the beginning of the consumer decision-making process.
____ 93. When personal selling is used, the company has only limited control over the sales process.
____ 94. Selling requires motivation and an effective use of time.
____ 95. Some customers offer a greater potential for sales because they purchase more frequently or in larger
quantities.
____ 96. A marketing-oriented business frequently uses cold calling.
____ 97. The manual that accompanies the company’s product is a good source of information about the product.
____ 98. Today, international trade in products is growing faster than trade in services.
____ 99. As economies expand throughout the world and as standards of living increase, consumers are willing to
spend their money for a variety of products.
____ 100. The marketing concept does not apply in other countries’ markets.
Multiple Choice
Identify the letter of the choice that best completes the statement or answers the question.
____ 101. People who are self-sufficient
a. barter.
b. specialize in certain activities.
____ 102. Products are exchanged
a. at central markets.
b. when people travel.
____ 103. The accounting and finance function includes
c. do not rely on others.
d. all of the above.
c. at the river.
d. on the road.
____ 104.
____ 105.
____ 106.
____ 107.
____ 108.
____ 109.
____ 110.
____ 111.
____ 112.
____ 113.
____ 114.
____ 115.
____ 116.
a. transporting products.
c. implementing business plans.
b. answering customer questions.
d. developing budgets.
In the early part of the 20th century, the primary way to sell more products was
a. to advertise.
b. to make more products.
c. to be able to deliver them to a larger number of customers.
d. all of the above.
A marketing mix is the blending of which marketing elements?
a. location, distribution, price, and product
b. price, product, customer, and location
c. product, price, distribution, and promotion
d. market, product, promotion, and price
When did the marketing department era occur?
a. 1900s—1920s
c. 1950s—1960s
b. 1930s—1940s
d. 1970s—today
Marketing causes
a. lower costs.
c. more products.
b. higher sales volume.
d. all of the above.
Business people must take criticisms of marketing seriously because
a. it affects the product's functionality.
b. it identifies the consumers buying the product.
c. many consumers have the same attitude.
d. businesses need the demographic data.
What event triggered the growth of consumerism?
a. the presentation of the Consumer Bill of Rights
b. World War II
c. the establishment of the Food and Drug Administration
d. the passage of the Fair Packaging and Labeling Act
Consumers who are dissatisfied with the actions or products of a business can organize
a. government actions.
c. a boycott.
b. legal penalties.
d. all of the above.
Effective marketing relies on the principles and concepts of
a. advertising.
c. economics.
b. creativity.
d. all of the above.
Unlimited wants and needs, combined with limited resources, result in
a. scarcity.
c. oligopoly.
b. over-supply.
d. monopoly.
In which type of economic system does the government attempt to own and control important resources and
to make the decisions about what will be produced and consumed?
a. regulated economy
c. free economy
b. controlled economy
d. private enterprise economy
The quantity of a product consumers are willing and able to purchase at a specific price is known as
a. demand.
c. production.
b. resources.
d. value.
All of the consumers who will purchase a particular product or service comprise a(n)
a. demand curve.
c. supply.
b. demand.
d. economic market.
Economic resources can be classified as
____ 117.
____ 118.
____ 119.
____ 120.
____ 121.
____ 122.
____ 123.
____ 124.
____ 125.
____ 126.
____ 127.
____ 128.
a. capital.
c. equipment.
b. labor.
d. all of the above.
What type of market condition exists when there are a large number of suppliers offering very similar
products?
a. monopoly
c. pure competition
b. oligopoly
d. monopolistic competition
Money spent on marketing is
a. simply an expense.
b. wasted when the market is good.
c. wasted when the market is poor.
d. an investment in the company’s future.
Planning that identifies how a company expects to achieve its goals is known as
a. the marketing concept.
c. a supply curve.
b. the employee handbook.
d. a strategy.
Prices can be changed by
a. allowances.
c. net profit.
b. scanning.
d. all of the above.
The most difficult type of competition businesses face is a market in which they compete with other
businesses offering
a. similar products.
c. lower quality products.
b. different products.
d. more expensive products.
A monopoly
a. always has satisfied customers.
b. will concentrate on protecting its advantage in the market.
c. does not need to worry about the uniqueness of its product or service.
d. all of the above.
To make informed decisions about the marketing mix, marketers need information about
a. tax policies.
c. economic conditions.
b. product price.
d. international markets.
Information about consumers that will help a business make effective marketing decisions includes
a. product features.
c. economic conditions.
b. tax policies.
d. product purchases.
Digital photography is an example of newer technology that
a. slows down the production of printed documents.
b. reduces the time required to bring new products to the market.
c. increases the cost of printed documents.
d. all of the above.
Internal information that can help you make decisions can be found in
a. marketing plans.
b. performance information.
c. customer records and sales information.
d. all of the above.
All effective marketing information systems contain
a. one element.
c. five elements.
b. three elements.
d. seven elements.
Information already collected for another purpose that can be used to solve the current problem is
a. research data.
c. primary data.
b. secondary data.
d. data analysis.
____ 129. All of the people in the group a company is interested in studying are known as the
a. population.
c. random sample.
b. sample.
d. all of the above.
____ 130. In the decision-making process, the evaluation of alternatives includes
a. summarizing the information.
c. both of the above.
b. ranking the alternatives.
d. none of the above.
____ 131. Purchase satisfaction can be improved by
a. placing more signs in the store to provide directions.
b. decreasing the amount of display space used in the store.
c. providing customer service.
d. all of the above.
____ 132. Beliefs or attitudes that are passed on from generation to generation is known as
a. a reference group.
c. consumer behavior.
b. culture.
d. social class.
____ 133. A business might use routine decision-making when
a. hiring a new employee.
c. constructing a new building.
b. redecorating the office.
d. purchasing operating supplies.
____ 134. Demographic characteristics include
a. hobbies.
c. income.
b. personal interests.
d. all of the above.
____ 135. Competition between businesses is beneficial because
a. product demand stabilizes.
b. it limits the variety of products available.
c. it encourages product improvements.
d. all of the above.
____ 136. In the past decade, outdoor advertising has
a. become more popular.
c. remained the same.
b. become less popular.
d. varied in popularity.
____ 137. Shop at your competitor’s business to
a. attract customers to your business.
b. find information about current pricing and promotions.
c. evaluate the competitor’s financial status.
d. find information about suppliers.
____ 138. The purpose of collecting information about your competitors is to
a. predict their future actions.
b. identify their strengths and weaknesses.
c. assess their current marketing strategies.
d. all of the above.
____ 139. Today, a business will miss some customers if it has not placed information on the Internet about its
a. location.
c. expenses.
b. officers.
d. employees.
____ 140. The information a business gathers on the Internet about its customers can be used to
a. develop new products.
c. improve its marketing mix.
b. perform promotional activities.
d. all of the above.
____ 141. Some advertising costs are hidden because
a. companies use credit to pay for advertising.
b. companies barter their advertising space.
c. individuals pay for advertising.
d. all of the above.
____ 142. Internet advertisements are measured in
a. centimeters.
c. pixels.
b. inches.
d. millimeters.
____ 143. Companies develop e-mail lists for advertising by
a. using addresses of current customers.
b. using addresses of consumers who have sent inquiries.
c. purchasing e-mail lists from other companies.
d. all of the above.
____ 144. A component of the marketing mix that provides protection and security for the product until the consumer
can use it is
a. any associated services.
c. packaging.
b. features.
d. options.
____ 145. During the introduction of a new product, the business may try to assure customers of the quality of the
product by offering
a. a guarantee.
c. a rebate.
b. an associated product.
d. free delivery.
____ 146. Convenience goods include
a. staple goods.
c. emergency goods.
b. impulse goods.
d. all of the above.
____ 147. Most of the major purchases made by consumers are
a. unsought goods.
c. convenience goods.
b. staple goods.
d. shopping goods.
____ 148. The marketing plan is based on
a. a marketing strategy.
c. the behavior of competitors.
b. the current environment.
d. available funds.
____ 149. A marketing strategy describes
a. implementation details.
b. available funds for business activities.
c. what the business wants to do.
d. profit earned by the business.
____ 150. The success rate for new products is
a. 10 percent.
c. 50 percent.
b. 25 percent.
d. 75 percent.
____ 151. New products are often expensive because
a. the cost of development is passed on to consumers.
b. marketing a new product is expensive.
c. consumers do not need the product.
d. all of the above.
____ 152. Marketing is a direct link between a business and its
a. investors.
c. employees.
b. customers.
d. all of the above.
____ 153. Test marketing is no longer used as much because
a. the results are not accurate.
b. it has become very expensive.
c. it is difficult to identify the test market.
d. all of the above.
____ 154. An enhancement to a basic product could be
a. a different color.
c. packaging.
____ 155.
____ 156.
____ 157.
____ 158.
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____ 162.
____ 163.
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____ 165.
____ 166.
____ 167.
____ 168.
b. a brand name.
d. all of the above.
A group of similar products with slight variations in the marketing mix to satisfy different needs in a market
is known as
a. an enhanced product.
c. a target market.
b. a product line.
d. a market segment.
Small or expensive items are often packaged in large containers to reduce the chance of
a. breakage.
c. theft.
b. loss.
d. damage.
The goals of a not-for-profit organization that delivers services may be
a. public service.
b. knowledge.
c. public awareness of a message or idea.
d. all of the above.
The amount of human effort required to deliver a service is
a. labor intenseness.
c. standard.
b. physical assistance.
d. measured.
Service performance standards should be set by
a. potential customers.
c. the target market.
b. the company.
d. the company’s competitors.
Combining the price of several related services is
a. packaging.
c. boxing.
b. bundling.
d. grouping.
A business purchases products to
a. incorporate into their own products.
c. operate the business.
b. resell to other customers.
d. all of the above.
Wholesale businesses are considered to be
a. resellers.
c. service businesses.
b. nonprofit organizations.
d. retailers.
The types and quantities of products and services demanded by a business are based on
a. the quantity that it can store.
c. the level of demand of its customers.
b. the quantity that it can afford.
d. all of the above.
Business consumers tend to buy
a. more than final consumers.
c. the same amount as final consumers.
b. less than final consumers.
d. a different amount every time.
While the decisions of the individual consumers are often guided by emotion, business purchasing is usually
a. impulsive.
c. unplanned.
b. rational.
d. regulated.
The most difficult purchasing situation occurs when
a. a repeat purchase is made.
b. changes or improvements are needed to products purchased in the past.
c. the business could make the product.
d. a new product or service is purchased.
Inventory records should include
a. the purchase specifications for the item.
b. the source of the product.
c. a list of competitors that supply the same product.
d. all of the above.
Distribution as a part of the marketing mix is the
____ 169.
____ 170.
____ 171.
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____ 174.
____ 175.
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____ 180.
a. price of the product.
b. features of the product.
c. location and method used to make the product available to customers.
d. promotional materials created for the product.
An indirect channel of distribution is most often selected when
a. there are a large number of consumers.
b. the product requires a great deal of service.
c. consumers are located in a limited geographic area.
d. all of the above.
Manufacturers usually make their profits from the sale of products and services to
a. final consumers.
c. wholesalers.
b. transportation companies.
d. marketers.
The traditional indirect channel of distribution involves a
a. wholesaler, a retailer, and the final consumers.
b. producer, a wholesaler, and the final consumers.
c. producer, a wholesaler, and a retailer.
d. producer, a retailer, and the final consumers.
In a wholesale club, the variety of products and the choice of brands are
a. limited.
c. extensive.
b. high quality.
d. expensive.
Some retailers refuse to work with wholesalers because they believe
a. they can get better service and prices if they deal directly with manufacturers.
b. wholesalers do not follow the marketing concept.
c. wholesalers are not aware of the needs of the retailers’ customers.
d. all of the above.
Retailers provide services to their customers such as
a. alterations.
c. repairs.
b. delivery.
d. all of the above.
The highest possible price that can be charged is determined by the
a. marketer.
c. distributor.
b. target market.
d. desired profit.
The quantity where total costs equal total revenue is the
a. total fixed costs.
c. break-even point.
b. profit threshold.
d. maximum price.
The distinct categories within which products are organized based on differences in price, quality, and
features, are
a. FOB pricing.
c. flexible pricing.
b. price lines.
d. zone pricing.
Credit offered by one business to another business is
a. trade credit.
c. an allowance.
b. retail credit.
d. incentive credit.
Informational promotion is useful when
a. a product is improved or reformulated.
b. when new uses are discovered for old products.
c. when new products are introduced.
d. all of the above.
Sometimes, messages are not received or interpreted correctly because of noise, such as
a. the expense of sending the message.
b. competing messages.
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____ 185.
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____ 192.
c. previous knowledge possessed by the sender.
d. all of the above.
The major disadvantage of publicity is the
a. high cost.
b. ability to reach the target audience.
c. lack of control over the content.
d. ability to influence customers’ opinions.
A carefully arranged sequence of promotions designed around a common theme responsive to specific
objectives is a
a. promotional mix.
c. promotional plan.
b. marketing plan.
d. business plan.
The information obtained from the market analysis is used primarily to enable the marketer to determine
a. the amount to spend on promotion.
b. the target market.
c. market research that should be conducted.
d. all of the above.
Over the last few decades, the leading advertising media have been
a. radio and television.
c. television and newspaper.
b. radio and newspaper.
d. radio and billboards.
Advertising is performed by
a. businesses.
c. political organizations.
b. churches.
d. all of the above.
Organizational advertising
a. promotes ideas, issues, and images.
b. is less expensive than product advertising.
c. contains specific products in the advertisements.
d. cannot be customized for target markets.
Advertising plans are carefully developed because
a. they determine the advertising for a specific product.
b. they involve huge sums of money.
c. they determine the image of the company.
d. none of the above.
A detailed budget should be prepared
a. early in the planning process.
b. as planning is completed.
c. before objectives are determined.
d. at any time during the planning process.
A salesperson’s expenses can include
a. product development.
c. product packaging.
b. customer service.
d. travel.
The selling process will be much more productive if the salesperson knows
a. the needs of the prospective customer.
b. how to contact each customer.
c. the location of the prospective customer.
d. all of the above.
Many times, people want to buy a product but they do not have the
a. opportunity.
c. resources.
b. ability to locate the product.
d. all of the above.
The series of mental stages followed by a consumer preparing to make a purchase includes
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____ 194.
____ 195.
____ 196.
____ 197.
____ 198.
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____ 200.
a. research.
c. evaluation.
b. conviction.
d. all of the above.
The major part of the sales presentation is the
a. demonstration.
c. approach.
b. preapproach.
d. closing.
A salesperson resolves concerns and provides additional information needed by a customer during the
a. approach step.
c. answering questions step.
b. demonstration step.
d. closing step.
Answering questions will often help the salesperson
a. give a demonstration.
b. identify the customer’s needs.
c. determine if the customer has the authority to make a purchase.
d. all of the above.
For selling to be effective, salespeople must receive support from
a. other marketing personnel.
c. customer service.
b. production.
d. all of the above.
In the past, most of the items exchanged between countries were
a. finished products.
c. raw materials.
b. services.
d. people.
Multinational companies hire employees, including managers, from
a. the main country where they operate.
b. countries where they hope to do business.
c. all countries where they operate.
d. all of the above.
Many of the citizens of a country with a preindustrial economy
a. provide for all of their own needs.
c. are employed by large companies.
b. sell manufactured goods.
d. all of the above.
In a preindustrial country it is difficult to
a. produce products.
c. sell products.
b. distribute products.
d. all of the above.
12-13 Cont. Marketing Final Exam Review
Answer Section
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36
37
41
42
45
63
65
69
69
74
86
87
88
95
96
97
97
114
120
123
124
147
148
149
151
151
152
152
153
167
167
169
170
42.
43.
44.
45.
46.
47.
48.
49.
50.
51.
52.
53.
54.
55.
56.
57.
58.
59.
60.
61.
62.
63.
64.
65.
66.
67.
68.
69.
70.
71.
72.
73.
74.
75.
76.
77.
78.
79.
80.
81.
82.
83.
84.
85.
86.
87.
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
F
F
T
F
T
T
T
F
T
T
T
T
T
F
T
F
T
F
T
F
T
T
F
F
T
F
T
T
F
T
T
F
T
T
F
F
F
F
T
F
F
T
F
T
T
F
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
171
182
192
192
194
195
195
195
197
202
224
226
229
241
261
268
270
271
275
275
276
291
313
314
316
317
320
321
332
344
349
341
351
352
355
381
381
382
383
384
388
405
407
407
409
432
88.
89.
90.
91.
92.
93.
94.
95.
96.
97.
98.
99.
100.
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
T
F
T
F
F
T
T
T
F
T
F
T
F
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
432
435
444
455
457
458
460
460
463
466
485
485
492
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
11
12
14
16
19
21
36
39
45
46
58
59
59
61
64
65
68
88
91
97
100
101
117
117
118
120
124
130
130
152
MULTIPLE CHOICE
101.
102.
103.
104.
105.
106.
107.
108.
109.
110.
111.
112.
113.
114.
115.
116.
117.
118.
119.
120.
121.
122.
123.
124.
125.
126.
127.
128.
129.
130.
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
C
A
D
C
C
C
D
C
A
C
C
A
B
A
D
D
C
D
D
A
A
B
B
D
B
D
C
B
A
C
131.
132.
133.
134.
135.
136.
137.
138.
139.
140.
141.
142.
143.
144.
145.
146.
147.
148.
149.
150.
151.
152.
153.
154.
155.
156.
157.
158.
159.
160.
161.
162.
163.
164.
165.
166.
167.
168.
169.
170.
171.
172.
173.
174.
175.
176.
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
C
B
D
C
C
A
B
D
A
D
B
C
D
C
A
D
D
A
C
C
A
B
B
D
B
C
D
A
B
B
D
A
C
A
B
D
B
C
A
C
D
A
A
D
B
C
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
153
155
156
167
179
181
183
183
199
199
207
207
209
226
229
233
234
239
240
262
262
263
264
268
269
270
296
297
299
302
313
315
316
316
318
319
328
344
351
353
354
356
357
359
386
386
177.
178.
179.
180.
181.
182.
183.
184.
185.
186.
187.
188.
189.
190.
191.
192.
193.
194.
195.
196.
197.
198.
199.
200.
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
ANS:
B
A
D
B
C
C
B
C
D
A
B
B
D
D
C
B
A
C
B
D
C
D
A
D
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
REF:
393
394
405
408
413
418
419
431
431
432
435
436
458
463
463
464
469
470
471
473
484
491
493
493