1.Please draw the pyramid of Maslow’s hierarchy of needs and try to illustrate.
（p59）(表格)
A person tries to satisfy the most important need first. When that need is satisfied, it will stop being a motivator and the person will then try to satisfy the next most important need.
Physiological needs, they consist of need for oxygen, food, water, and a relatively constant temperature.
Safety needs, when all physiological needs are satisfied, the need for security can become active. Adult have little awareness of their security needs except in times of emergency or periods of widespread rioting(暴动). Children often display the signs of insecurity and the need to be safe.
Social needs, when the needs for safety and for physiological are satisfied, the need for love, affection, and belongingness can emerge. People seek to overcome feelings of loneliness and alienation(疏离). This involves both giving and receiving love, affection and the sense of belonging.
Esteem needs, when above three needs are satisfied; the needs for esteem can become dominant. These involve needs for both self-esteem and for the esteem a person gets from others.
Self-actualization needs, when all of the foregoing(上面提到的) needs are satisfied, then the need for self-actualization activated. Self-actualization as a person’s need to be and do that the person was “born to do”. These needs make themselves felt in signs of restless, because they don’t know what restlessness（坐立不安）is about.
2.What is the PEST analysis? （p21）
A PEST analysis of the company’s microenvironments factors will be made in this section. PEST analysis involves identifying the political, economical, social and technological influences on an organization.
P—political environment
E—economical environment
S—socio cultural environment
T—technological environment
e an example to explain three levels of benefits in terms of product analysis.
（p33）
A Parker fountain pen, the product analysis would be:
Core Benefit, Writing implement for communication
Real Product, A physical fountain pen
Enhanced Product, Brand identity, guarantee period, repair and maintenance service
4.What’s PLC? 产品生产周期（p36）(表格)
A product’s lifecycle can be divided into four stages.
Introduction stage is a period of slow sales growth as the product being introduce in the market; this is the most expensive stage.
Growth stage is a period of rapid market acceptance and increasing profiles. The product is establishing itself in the market and sales are increasing over time. Maturity stage is a period of slowdown in sales growth, because the product has achieved acceptance by most potential buyers.
Decline stage is a period when sales fall off and profit drop.
周期表表示的是随着时间的增长，销量产生的变化。
5.What’s the Marketing implication of the Boston Box? (7 points)（p34）(表格) The Boston box classifies products according to their market share and potential for market growth. It is often used by management to help decide on the appropriate product range.
Stars are high-growth, high share business or products. They often need heavy investment to finance their rapid growth.
Cash cows are low-growth, high-share business units in high-growth markets. It will probably require intensive(猛烈的) advertising.
Dogs are low-growth, low-share business and products which are probably making a loss and should be dropped from the product range.
6.Could you list 5 different ways of entering a new foreign market? (5 points)
（p113-116）
Exporting is a simplest of entering a foreign market that involves the least trouble Agency is a company that employ another person or company to sell for him the products or service.
Licensing, in international marketing, a company and a foreign company can arrive at
