Marketing Aptitude/knowledge

1.Who said "If the buyer in a transaction is buying for purposes of

re-sale or to further his business operations, the seller in that same
transaction is engaged in whole saling" ?
(1) Davidson (2) Philip Kotler (3) Cundiff and Still (4) Dr.
Diya Parashar (5) William J. Stanton
2. These type of goods are always purchased by wholesalers
(1) Inferior (2) Superior
(3) Huge Quantity (4) Less
Quantity (5) Durable
3.Basically merchant wholesalers who do not provide lull
services, and often provide only the minimum services is known
as
(l) General Merchanise wholesaler (2) General live wholesaler
(3) Speciality wholesaler (4) Limited Function wholesaler
(5) None of above
4. Wholesalers make proper balance in between
(1) Costs and profit (2) Profit and loss (3) Demand and supply
(4) Buyer and seller (5) Government and roducer
5. Which is not an example of Large Scale Trading ?
(1) Speciality Shop (2) Departmental store
(3) Super Bazar
(4) Mail order and Business Houses (5) Shopping Malls

(3) Multiple shops

8. The name of distribution channel which is run by producers

directly is known as
(1) Departmental store
(2) Multiple shops (3) Mire purchase
shops (4) MOB (5) Small shops
9. Which business organization requires more and effective
advertisement support among the following ?
(1) Departmental store (2) Supper Bazar (3) Multiple store
(4) MOB (5) Ration shops
10.Among the following which business organisation have the
widest scope ?
(1) Departmental store
(2) Super Bazar
(3) Chain shops
(4) Mail order business Houses (5) Ration shops
11. Co- operative societies Act was passed in
(1) 1904
(2) 1912 (3) 1932
(4) 1948
12. Marketing is best defined as:
(1) matching a product with its market.
(2) promoting and selling products.
(3) facilitating satisfying exchange relationships.
(4) distributing products at the right price to stores

13. The expansion of the definition of marketing to include

nonbusiness activities adds which one of these examples to the
field of marketing?
(1) Proctor and Gamble selling toothpaste.
(2) St. Pauls Church attracting new members.
(3) PepsiCo selling soft drinks.
(4) Liver's donating Rs. 5 to a charity with every pack purchased
(5) None of these
14. Tom goes to a vending machine, deposits Rs. 20. and receives
a Cola. Which one of the following aspects of the definition of
marketing is focused on here?
(1) Production concept. (2) Satisfaction of organisational goals.
(3) Product pricing and distribution.
(4) Exchange
(5) None of these
15.The marketing environment is Best described as being:
(1) composed of controllable variables.
(2) composed of variables independent of one another.
(3) an indirect influence on marketing activity.
(4) dynamic and changing.
(5) None of these
16. A physical, concrete product you can touch is:
(1) a service
(2) a goods
(3) an idea
(4) a concept
a philosophy

6.Bata showroom' is an example of(1) Departmental stores

(2) Multiple shops
(3) Co - operative societies
(4) None of these
(5) All of Above
7. A Restaurant may be a part of(1) Departmental store
(2) Super Bazar
(4) 1 & 2 (5) 2 & 3

(5) None of these

(5) 2001

(5)

17.Chimney Sweeps employs people to clean fireplaces and

chimneys in homes and apartments. The firm is primarily the
marketer of:
(1) a service (2) a goods (3) an idea
(4) an image
(5)
None of these
1.3
7.1
13.2

2.3
8.1
14.4

3.4
9.2
15.4

4.3
10.4
16.2

5.1
11.2
17.1

6.2
12.1

18. Which one of the following statements by a company

chairman best reflects the marketing concept?
(1) We have organised our business "to make certain that we
satisfy customer's needs.
(2) We believe that the marketing department must organise to sell
what we produce.
(3) We try to produce only high quality, technically efficient
products.
(4) We try to encourage company growth.
(5) None of these
19. The marketing concept is a way of thinking or a management
philosophy that affects:
(1) only marketing activities
2) most efforts of the organization
(3) mainly the efforts of sales personnel
(4) mainly customer relations
(5) None of these

20. If VonAir, a hairdryer manufacturer, is focusing on customer

satisfaction, it will find that what consumers really want is:
(1) More watts (2) More speed (3) Higher heat settings (4)
Attractive hair (5) None of these

28.Which of the following is the most important responsibility of

a Manager ?
(1) Allowing Fraud (2) Making Product (3) Taking Decisions
(4) Withdrawing Salary (5) Earning Bonus

21.The XKL company wants to adopt the marketing concept. To

be consistent with this move, it should adopt which of the
following philosophies?
(1) The customer is always right (2) Making money is our
business (3) Sell, sell, sell
(4) Keep prices low
(5) None of these

29.Who said - "Decision making is the selection based on some

criteria from two or more possible alternatives." ?
(1) George R. Terry (2) Earnest Dale (3) Philip Kotler (4)
Marshal (5) Koontz & O'Donnel

22. Bold new, the maker of a highly innovative light bulb, finds
that it has excess stocks. The firm increases its advertising budget
by 50 per cent and doubles its sales staff. This company is
operating as if it were operating
(1) production (2) sales (3) marketing (4) social (5) None of
these
23. Chrysler's Chief Executive Officer is the company's
spokesperson. His message has focused on
concern for customers and product quality. Which aspect of
implementing the marketing concept does this represent?
(1) Focusing on general conditions
(2) Stressing the short run
(3) Endorsement of the marketing concept by top management
(4) Development of an information system
(5) None of these
24. Which of the following is an example of a problem that may
arise in the implementation of the marketing concept?
(1) By satisfying one segment in society, a firm contributes to the
dissatisfaction of other segments.
(2) Consumers do not understand what the marketing concept is.
(3) Dealers do not support the marketing concept.
(4) A product may fit the needs of too many segments.
(5) None of these
25. Most specifically, marketing strategy:
(1) is concerned with key decisions required to reach an objective
(2) encompasses selecting and analysing a target market and
creating and maintaining an appropriate marketing mix
(3) expands geographic boundaries of markets to serve larger
geographic areas
(4) involves determining the direction and objectives of marketing
management
(5) None of these

31.Decision making involves the choice of a course of action to

(1) Achieve success (2) Achieve sale Target (3) Achieve pre
Determined Objectives
(4) Achieve Trust
(5) Achieve Incentive Targets
32.A decision is generally expressed as
(1) A Policy (2) A Case (3) A Motive
(5) 1 and 4

(4) A Directive

33. Which of the following is a type of Incidents ?

(1) Bold Incident (2) Present Incident (3) Past Incident
Future Incident
(5) 2, 3 and 4
Answers:
18.1
23.3
28.3
33.5

19.2
24.1
29.1

20.4
25.2
30.2

34.Different decisions__
(1) Inter related
(2) Inter dependent
(3)
(5) (1)&(2)

21.1
26.4
31.3

(3) Outer

(4)

22.2
27.1
32.5

(4) (2) &

35.Decision making is a process of_.

(1) Dispersion (2) Discrete (3) Continuity (4) Observation
(5) Scare
36.Which of the following describes the nature of Decision
Making ?
(1) Process of continuity (2) Commitment (3) Evaluation
Birth to new decisions (5) All of above

(4)

37.A decision reflects

(1) Media
(2) Method of solving problem (3) Commitment of
decision maker
(4) Enterprise's Growth (5) Care by owner

26. All of the following are marketing management tasks

EXCEPT:
(1) marketing planning.
(2) organising marketing activities.
(3) co-ordinating marketing activities.
(4) project development and analysis.
(5) None of these
27. Management is the compulsory process of
(1) Decision Making
(2) Lapse
(3) Final Decision
Interim Decision (5) All of above

30.Who said - "Decision is the selection from among alternatives

of a course of actions." ?
(1) Marshal
(2) Koontz & O'Donnel (3) Earnest Dale (4)
Pankaj Parashar (5) Dr. Manmohan Singh

(4)

38.All the business activities are performed in accordance with the

decisions taken by the
(1) Lower Level Management (2) Top Level Management (3)
Middle Level Management
(4) Junior Level Management (5) Senior Level Management

39.In the process of decision making the available

resources/alternatives are
(1) Analysed (2) Observed (3) Compared (4) All of above
(5) None of above
40.Which aspect of decision making put more emphasis on the
need of proper Environment ?
(1) Proper Environment (2) Environment of Decision Making
(3) Time of Decision
(4) Psychological Factor
(5)
Employees Participation
41. If there is only one method /way of doing a particular act,
there is no need of
(1) Management
(2) Need of decision taking
(3) Need of
trading
(4) Need of environment (5) Need of process
42. What will happen if the decisions are not implemented ?
(1) Wastage of time
(2) Wastage of money (3) Wastage of
entertainment
(4) Wastage of all resources
(5) 1,2 and 4
43.Which aspect of the nature of decision making emphasise on
having proper time of decision making ?
(1) Time Lapse (2) Speed (3) Time of decision making (4)
Quality time (5) Quantity of time
44.If the decisions are not taken at its proper time, it will cause
various problem for
(1) Top Level Management
(2) Middle Level Management
(3) Lower Level Management
(4) Outer Level Management (5) All of above except 4
45.The decision maker should have which of the following
qualities ?
(1) Ability
(2) Fatness
(3) Intelligence
(4) Experience
(5) 1, 3 and 4
46.The factor which should be taken care of at the time of decision
taking is
(1) Social Environment
(2) Liking - (3) Disliking
(4)
Political learnings (5) All of above
47.Whose participation is most required in the process of decision
making ?
(1) Middle level Management (2) Sources (3) Subordinates
(4) Top Level Management (5) None of above
48.Which aspect of decision making emphasise on contribution
from subordinates ?
(1) Participation (2) Participation of employee (3)
Participation of government
(4) Participation of competitors (5) Participation of consumers
49.Decisions and its communication must go_.
(1) Separately (2) Together (3) One by one
Situation (5) As per nature

(4) Depends on

50.Implementation of decision can be ensured only when these are

___communicated.

(1) Timely
(5) 1,2 and 4

(2) Clearly

(3) Combinally

(4) Properly

51.Marketing decisions defines the

(1) Scope of Marketing Activities
(2) Duties
Responsibilities (4) Power of Employees
(5) All of above

(3)

52.Marketing decisions are very critical because

(1) Achievement of marketing objective
(2) Success of enterprise depends on it
(3) Purchase depends on it
(4) All the activities depends on it
(5) 1 and 2
53. Which of the following is one of the types of decisions ?
(1) Major
(2) Minor
(3) Routine (4) Rare
(5) All of
above
54.What type of decision affects the product line ?
(1) Major Decisions (2) Minor (3) Routine (4) Rare
Policy

(5)

55.Which of the following is one of the criterion of Major

Decisions ?
(1) To produce a new product or not (2) To cotinue the
production of existing product
(3) To provide the credit facility to consumers
(4) 1 and 3
(5) 1,2 and 3
Answers:
34.5

35.3

36.5

37.3

38.2

39.4

40.2

41.2

42.5

43.3

44.5

45.5

46.5

47.3

48.2

49.2

50.5

51.5

52.5

53.5

54.1

55.5

56.Which decision is based on careful study and analysis of

relevant factors ?
(1) Major Decisions
(2) Minor Decisions (3) Routine
Decisions (4) Rare Decisions (5) Policy Decisions
57.Name the decisions which are made for the implementation of
major decisions.
(1) Policy Decision [2] Rare Decision (3) Minor Decision (4)
Major Decision (5) Routine Decision
58.Which of the following decisions affect the demand of a
product?
(1) Routine Decision (2) Minor Decision (3) Major Decision
(4) Rare Decision (5) Policy Decision
59.Which of the following is an example of Minor decisions ?
(1) Colour of Product (2) Design of Product
(3) Packing of
Product
(4) Form of Product
(5) All of above
60.Marketing is

(1) Consumer oriented

(2) Product oriented
oriented (4) 1 or 3 (5) 1, 2 and 3
61.Firstly business must find out what the
(1) Consumer want (2) Market Demand
(4) Competitor Supplies
(5) All of above

(3} Marketing

(3) Product Create

62.What is offered for sale should be determined by

(1) Consumer (2) Market (3) Antherities (4) Government
(5) Competitors
63. Marketing starts and ends with
(1) Consumer
(2) Market
(3) Product
MRP

65.Now a days producers has _ relation with consumer.

(1) Indirect
(2) Direct (3) Simple
(4) Complex (5)
Traditional
66.A market transaction take place when there is a successful
matching of___take place.
(1) Product (2) Buyer & Seller (3) Government (4)
Producer (5) Tax Authorities
67.What is the basis on which power to influence a transaction
depends ?
(1) Muscle Power (2) Discount (3) Competitive strength (4)
Purchasing strength
(5) Selling strength
68. Marketing should start
(1) Before production (2) After production (3) During
production (4) As per the nature of the product
(5) None of these
69.Marketing would have authority over
(1) Product Innovation (2) Planning (3) Production
scheduling (4) Sales (5) All of above
70.As per modern scenario the concept of marketing is that
Goods must reach customers at maximum speed but with
(1) Minimum Quality (2) Minimum Price (3) Maximum
Moisture (4) Maximum Packing
(5) Maximum Spoiled condition

(3) Art

(4) Market

5)

74.Marketing is an art because

(1) It has body of rules (2) It has body of principles (3)
Standardisation (4) Market information
(5) All of above
75.Marketing Rules/Principles can not be accurate as. the rules
of
(1) Science (2) Physics (3) Chemistry
(4) 1 and 3
(5)
1,2 and 3 :

(4) Taxes (5)

64.What type of relation producer has with customers in older

days?
(1) Simple
(2) Direct (3) Indirect
(4) Complex (5)
Traditional

71.Marketing is being treated

(1) Science (2) Science & Art Both
Mathematics (5) English

73.In part Marketing is synonymous with

(1) Selling (2) Product (3) Marketing
Producer

76. All marketing activities revolves around

(1) Exchange Process (2) Selling Process (3) Purchase
Process (4) Production Process (5) None of these
77.Marketing is a process because
(1) It comprises a series of Functions
(2) It comprises a series of Mishandling
(3) It comprises a series of Frauds
(4) It comprises a series of Mischiefs
(5) It comprises a series of Products
Answers:
56.1
62.1
68.1
74.5

57.3
63.1
69.5
75.1

58.2
64.2
70.2
76.1

59.5
65.1
71.2
77.3

60.1
66.2
72.1

61.1
67.3
73.1

78. To whom Producer is giving more attenlion rather than

production, now a days ?
(l) Government (2) Females
(3) Consumers (4) Male
members of society (5) Taxes
79. Who said- "Marketing is the business'' ?
(1) Peter F. Drucker (2) Philip Kotler (3) Marshal
Robinson (5) Clark

(4)

80.In what ways Marketing is important to the society ?

(1) Delivery of standard of living
(2) Decrease in Distribution
cost
(3) Increase in Employment opportunities
(4) Increase in
National Income (5) All of above
81. Marketing discovers the
l) needs of consumer (2) wants of consumer
Government 4) needs of tax authorities
(5) 1 and 2

(3) needs of

(4)

72.Marketing was born as

(1) The step child of Economic (2) The step child of
Mathematics (3) The step child of English
(4) The step child of Art
(5) The step child of Accountancy

82.How marketing effects the demand ?

(1) Create Demand of product
(2) Create Demand of Existing
Product
(3) Maintain Demand of new product
(4) 1 and 3
(5) 1, 2
and 3
83.Decrease in distribution cost directly effects the

(1) Price of Product (2) Quality of Product (3) Quantity of

Product (4) All of above (5) None of these

(4) Design, Brand Name and Packaging

(5) Tangible Product. Services ideas

84. There are successful operation of marketing activities in

employment opportunities because(1) Expansion needs more manpower (2) Expansion needs more
Machine
(3) Expansion needs more Product
(4) Expansion needs more
Space
(5) Expansion needs more Technique

94.Product Planners must think of products and services on three

levels.
(1) True (2) True when choices are limited
3) True in case of Multilevel product
(4) False (5) False when product is of durable nature

85. Which is one of the activities involved in Marketing ?

(1) Transport
(2) Communication (3) Storage (4)
Warehousing etc
(5) All of above

86. Successful operation of marketing activities is to increase the

sales, thus it helps in increasing
(1) National Income (2) Sale Price (3) Purchase Price (4)
Cost of Product (5) Distribution cost
87. Marketing research reduces overall cost and helps in
increasing(1) Profits (2) Other costs (3) Nominal cost (4) Revenue
(5) Competition
88. Which is the most important activity in any business concern ?
(1) Employees (2) Purchase
(3) Government (4)
Marketing (5) Schedule
89.Name the inversely accepted business activity which is
required for all the successful businesses ?
(1) Production (2) Marketing (3) Purchase (4) Schedule
(5) Raw Material
90.The firm should decide what can be sold before deciding_.
(1) Marketing
(2) Production
(3) What can be produced
(4) Channel of Distribution (5) None of these
91.Who said "Product is a cluster of Psychological satisfactions"?
(1) George Fisk (2) Prof. Diva Parashar (3)J Dr. Manmohan
Singh
(4) Rustom S. Davar
(5) Dr. Pankaj Parashar
92.What is a product ?
(1) Goods which are produced for the sale purpose of
consumption
(2) Anything that satisfies consumers wants or needs and involves
transfer of title
(3) Anything that satisfies a need or want and can be offered on
the market for attention, acquisition, use or consumption,
including physical objects, services, persons, places, organisations
ideas and mixes of the above
(4) Any Physical Good
(5) Goods that satisfy a want or need and that consumers can
actually see or touch
93.The three levels of Product are
(1) Raw, Semi finished & finished
2) Core Product. Actual Product and Augmented Product
(3) Price. Place. Promotion

95.The following represents perhaps the most distinctive skill of

professional marketers as they create, maintain, protect and
enhance consumer perception of a product or service. What is it ?
(1) Trade mark (2) Design of a striking symbol (3) Personal
sales (4) Branding (5) Performance
96.A brand serves to identify the maker or seller of a product and
may consist of___.
(1) A name, term, sign, symbol, design (2) A Board
(3) A Catchy slogan (4) A Powerful name (5) A high price tag
Answers:
78.1
82.5
86.1
90.3
94.1

79.5
83.1
87.1
91.1
95.4

80.5
84.1
88.4
92.3
96.1

81.5
85.5
89.2
93.2

97. Major branding decisions include brand name selection,brand

sponsor and strategy.
(1) True (2) True when brand is so famous (3) True when
brand is very simple (4) False (5) False in some special cases
98. If a protected brand name becomes too successful, a company
can lose the exclusive rights to that name :
(1) False if found guilty (2) False (3) False in somecases (4)
True (5) True when brand is not so tipicle
99.A company has four choices when it comes to brand strategy,
new brands, multi brands_---------&----------(1) Pure and Impure (2) Line extension and Line creation (3)
Line extension and brand extension
(4) brand extension and brand creation (5) Line creation and
brand cre100ation
100. Making a major product line decision involves determining
(1) Product line length (2) Product line stretching (3) The
marketing mix (4) Classification
(5) Diversification
101. Which of the following is not a step in the new product
development process ?
(1) Marketing (2) Test marketing (3) Concept development and
testing (4) Commercialisation
(5) Market Research
102. New to the world products, where the category itself is new,
are also known as_.
(1) Specialty Products (2) Diffusions (3) Innovations (4)
Ideas (5) Inventions

103. Product is the _______of all the marketing activities.

(1) Bottom
(2) Top (3) Centre
(4) Point (5) Source
104. Two most important variables of Marketing is
(1) Consumer (2) Wholeseller (3) Product (4) New Product
(5) 1 and 3
105. Two concepts of product are
(1) Narrow concept (2) Line concept (3) Wide concept
Straight concept (5) 1 and 3

106. "A product is a bundle of physical or chemical properties"

states _______concept of Product.
(1) Tall (2) Narrow (3) Wide (4) Small (5) Straight
107. What is one of the example narrow concept ?
(1) Soap
(2) Fan
(3) Table
(4) Chair (5) All of
above
108. "Product means all the goods and services which may satisfy
the needs and wants of customers" states _concepts of product.
(1) Table
(2) Chair
(3) Same shampoo available in 5 different Packings
4) Toothpaste (5) Mouth freshener
109. If the first commandant in marketing is known as the
customer, the second is_.
(1) Product (2) Raw Material (3) Finished Material (4)
Useless Material (5) Safe Material

(4)

111. What is the main classification of products/Goods ?

(1) Consumer Product
(2) Industrial Product (3) Sale
Product (4) Defence Product (5) 1, 2 and 4
112. What the sub-division of consumer products ?
(1) Convenience
(2) Shopping
(3) Speciality
above
(5) None of these

(4) All of

113. Products which are made for direct consumption by the

consumer are called ____.
(1) Small Product
(2) Big Product (3) Consumer Product
(4) Industrial Product (5) None of these
114. Example of consumer products is
(1) Scooter
(2) Tyre
(3) Book (4) Pen

(5) all of above

115. The goods which are purchased by consumers very

frequently are called :
(1) Consumer Goods (2) Convenience Goods (3) Shopping
Goods (4) Industrial Goods
(5) Speciality Goods
116. Convenience Goods are nature.
(1) Durable (2) Semi Durable (3) Non Durable
Perishable (5) None of above

(4)

98.4
102.5
106.2
110.1
114.5

99.3
103.3
107.5
111.5
115.2

100.1
104.5
108.3
112.4
116.3

117. The goods which are purchased by customers only after

comparing their quality, price and other things are called__.
(1) Convenience Goods (2) Shopping Goods
(3)Speciality
Goods- (4) Normal Goods (5) Abnormal Goods

(4)

110. All the marketing efforts and___with product.

(1) Starts and End (2) Begin and Mid (3) Save and Secure
Long and Short (5) Brave and Safe

97.1
101.5
105.5
109.1
113.3

118. Example of shopping Goods

(1) Furniture
(2) Clothes (3) Shoes
above

(4) Sarees

(5) All of

119. These type of goods are having some unique characteristics

(1) Speciality Goods (2) Clothes (3) Normal Goods (4)

Shopping Goods (5) Simple Goods
120. If Erin Farm Insurance saw a sudden increase in the number
of farmers seeking; Hood insurance in Ireland due to major floods
in Britain, the floods would be presenting the company with a
marketing:
(1) opportunity (2) strategy (3) concept (4) mix (5) None
of these
121. A change in the minimum drinking age in India presents a
change in which of the following for Bass Brewery?
(1)Marketing mix (2) Marketing environment (3) Marketing
concept
(4) Marketing task (5) None of these
122. If MK Invest was to perceive that consumers within a
particular group were becoming more conservative in their
investing, and thus developed more products with lower risk, it
would be:
(1) responding to the marketing environment (2) changing its
target market
(3) developing a sales orientation
(4) changing its
organization structure (5) None of these
123. Capri is a brand of cigarette that contains low tar and slim in
design to appeal to women. In this instance, women comprise
Capris:
(1) marketing mix (2) target market
(3) target audience
(4)
marketing strategy (5) None of these
124. When DuPont develops new carpets that are highly stain
resistant and durable, it must educate consumers about the
product s benefits. This calls for activity in which of the
following marketing mix variables?
(1) Price
(2) Promotion
(3) Distribution 4) Product (5)
None of these
125. Why are marketers interested in the level of disposable
income?
(1) it accurately represents future buying power
(2) it increases current buying power

(3) it is what is left after taxes to buy luxuries with

(4) it is a ready source of buying power
(5) None of these
126. Which of the following companies would probably be most
interested in tracking discretionary income levels?
(1) Asda Supermarkets
(2) BMW automobiles 3) The Post
Office (4) Kraft General Foods (5) None of these
127. What type of competitive structure exists when a firm
produces a product that has no close substitutes?
(1) Monopoly (2) Oligopoly (3) Monopolistic Competition
(4) Perfect Competition (5) None of these
128. In the beer industry, a few large brewers supply the majority
of the market. The brewing Industry is an example of which of the
following competitive structures?
(1) Monopoly (2) Oligopoly (3) Monopolistic Competition
(4) Perfect Competition (5) None of these
129. Which of the following firms would most likely have a
monopoly for its competitive environment?
(1) Sunset Cablevision (2) Montgomery Transport (3) Post
Office Parcel Services
(4) Telecom Car Phones (5) None of these
130. Essex Office Products has decided to use a particular
competitive tool that it feels will have a major impact. Its
consultant. Dr. Bell, contends that this particular approach is the
one most easily copied by the firm's competitors. The tool in
question is:
(1) price (2) market segmentation 3) distribution (4)
promotion (5) None of these
131. A small hardware store whose only competitor is a huge
discount store would be least likely to use which competitive tool?
(1) services
(2) price (3) product offering (4) distribution
(5) None of these
132. Technology assessment is:
(1) assessing how much technology has been incorporated into an
organisation
(2) trying to foresee the effects of new products and processes on
a firm's operation and on society in general
(3) assessing how much technology one wants to put into a
company in the future
(4) assessing the cost of new technology to determine whether a
firm can afford to use it
(5) None of these
117.2

118.5

119.1

120.1

121.2

122.1

123.2

124.2

125.4

126.2

127.1

128.2

129.1

130.1

131.2

132.2

133. When Bell laboratories attempts to anticipate the effect of

new products and processes on its own innovations, other business
organisations, and society in general, it is engaging in:
(1) product differentiation (2) monopolistic competition (3)
technology assessment (4) innovative marketing
(5) None of these
134. If V1DEOCON developed a new technology that made 3-D
imagery possible through the use of
videotape played on an advanced television set, it would be more
likely to market this innovation if it could obtain a:
(1) competitive advancement (2) patent (3) low price
advantage
(4) technological assessment
(5) None of these
135. Which of the following represents an output from the
marketing environment?
(1) Money borrowed by Liverpool F.C. to help finance its
operations
(2) Nike's television advertising campaign featuring a leading
sports personality
(3) Information on shoppers' attitudes purchased by Debenhams
Department Stores
(4) Steel purchased by Volvo to be used in producing cars
(5) None of these
136. Compaq Computers collects information about political,
legal, regulatory, societal, economic, competitive and
technological forces that may affect its marketing activities. This
process is called :
(1) environmental scanning
(2) survey of environment
(3) marketing information analysis
(4) environmental analysis
(5) None of these
137. When Pepsi Co takes the Information collected through
research and attempts to assess and interpret what it means for its
soft drink marketing efforts, Pepsi Co is involved in
environmental:
(1) scanning (2) forces
(3) management
4) analysis (5)
None of these
138. After Compaq Computers gathers information related to its
marketing environment, it attempts to define current
environmental changes and predict future changes, allowing it to
determine possible opportunities
and threats facing the company this process is called.
(1) environmental scanning (2) survey of environment
(3)
marketing planning
(4) environmental analysis (5) None of these
139. If cigarette manufacturers were to lobby Parliament to get
restrictions on cigarette advertising eased, their environmental
response would best be described as:
(1) passive
(2) reactive (3) proactive (4) conservative
(5) None of these

140. There are two major categories of laws that directly affect
marketing practices: procompetitive
legislation and:
(1) consumer protection legislation
(2) unfair trade practices laws
(3) trading standards legislation
(4) consumer price discrimination legislation
(5) None of these
141. If the National Association of Hoisery Manufacturers sets
guidelines for its member firms to follow regarding the use of
unethical practices, it is engaging in:
(1) legislation (2) lobbying (3) self-regulation (4)
environmental scanning (5) None of these
142. The consumer movement is:
(1) against foreign imports that are much cheaper than products
produced in the home market
(2) a movement that is trying to improve consumer satisfaction
(3) a social movement that is able to challenge big business
practices
(4) a diverse group of individuals, groups and organizations
attempting to protect the rights of consumers
(5) None of these
143. Lynx has demonstrated against the sale of coats made of
animal furs .This group's efforts to change shoppers' altitudes rep
resents_ for fur retailers.
(1) an opportunity (2) self-regulation 3) a societal force
(4) an economic force (5) None of these
144. The period in the business cycle in which there is extremely
high unemployment, low wages, minimum total disposable
income, and a lack of confidence in the economy by consumers is:
(1) recovery
(2) prosperity (3) depression (4) recession
(5) None of these
145. Global marketing is
(1) the development of marketing strategies for the entire world or
major regions of the world
(2) performing marketing activities across national boundaries
(3) the creation of value and the exchange of value between
countries
(4) having firms with operations or subsidiaries located in many
countries
(5) None of these
146. The Chairman of Unilever states that the world is just one big
market. He feels anyone not taking this stance is systematically
passing up profitable business. His approach MOST closely
resembles
(1) exporting (2) global marketing (3) export marketing (4)
full-scale international marketing
(5) None of these
133.3
140.1

134.2
141.3

135.2
142.4

136.1
143.3

137.4
144.3

138.4
145.1

139.3
146.2

147. McDonald's and KFC satisfy hungry consumers in every

hemisphere. This is an example of

(1) globalization (2) customization

(4) regionalization (5) None of these

(3) internationalization

148. Which of the following is not limited service wholesalers ?

(1) Distributors (2) Cash wholesalers (3) Industrial
Distributors (4) Rack Jobbers (5) Drop shippers
149. Transporters/ Truck wholesalers, drop shippers are examples
of full services wholesellers.
(1) True (2) False (3) True when wholesalers has all India
presence (4) True in special conditions
(5) False when Government is the owner.
150. Which of the following results from vertical integration by
sellers or buyers ?
(1) Brokers
(2) Merchant wholesalers
(3) Manufactures's
sales branches and offices
(4) Rack Jobber's (5) None of these
151. Which of the following is not a future retailing trend ? (1) Rise in competitions
(2) The rise of mega retailers
(3) The global expansion of major retailers
(4) The trend to limit the type of goods sold through each type of
retail store
(5) The growth of non store retailing
152. Main type of Buyers in Super Bazar are
(1) Higher Income class.
(2) Lower Income class
(3)
Middle Income class
(4) Top middle class
(5) People from all the category
153. What is the sale technique of departmental stores ?
(1) Sales by salesman
(2) Based on self service (3) As per a
management
(4) As and where basis
(5) None of above
154. What is the nature of departmental stores ?
(1) Credit (2) Cash and credit both (3) Only credit
cash (5) None of above

(4) Only

155. What is the basis of difference among Departmental stores

and Multiple shops ?
(1) Nature of Product (2) Price of Product (3) Credit
Facilities (4) Utility (5) All of above
156. At which place one can type of products ?
(1) Multiple shops (2) Retail shops (3) Wholesalers (4)
Ration shops (5) Departmental stores
157. Shops selling the products of only one manufacture are called
(1) Departmental store (2) Retail Trade (3) Multiple Shops
(4) Wholesale Trade (5) Ration shops
158. Which rank a Wholesalers holds in Mediator Channel ?
(1) First (2) Second (3) Third (4) Fifth (5) Tenth
159. Which rank a Retailer holds in Mediator channel ?
(1) First (2) Third (3) forth (4) Second (5) Last

160. Amount of Risk in wholesale is

(1) Less (2) Average (3) More (4) Nominal
nature

(5) as per

161. Amount of Risk in Retail Business is

(1) Less than wholesalers (2) Equals to wholesale
than wholesalers (4) Average (5) None of above

(3) More

162. Credit facilities in Retail Trade is

(1) More (2) Less (3) Minimum (4) Less than wholesalers (5)
None of these
163. Credit Facilities in wholesale Trade is
(1) More (2) Less 3) Minimum (4) Less than Retail Trade
(5) None of above
164. Degree of importance of Business place in Retail Trade is
(1) Minimum (2) More (3) Average (4) Not applicable (5)
None of above
165. Degree of importance of Business place in Wholesale Trade
is
(1) Minimum (2) More (3) Average (4) Not applicable (5)
All of above
166. Scope of Business Areas
(1) Wide in wholesale (2) Narrow in Retail (3) Unlimited in
wholesale (4) 1 and 2 (5) None of above
167. Services of wholesalers to manufactures is
(1) Distribution services (2) Demand analysis
Large scale production
(4) Proceed towards lesses (5) 1,2 and 3

(3) Help in

168. Services of wholesalers to retailers is

(1) Financial Help (2) Consultations (3) Stability in Prices
(4) Specialisation (5) All of above
169. What type of relationship is there between consumer and
retailer?
(1) Direct (2) Indirect (3) Marginal (4) Vertical (5) Straight

Answers:
147.1
151.4
155.5
159.5
163.4
167.5

148.3
152.5
156.5
160.3
164.2
168.5

149.2
153.1
157.4
161.1
165.4
169.1

172. Which type of decisions affect the profitability of

organisation ?
(1) Vital Decision (2) Important Decision (3) Minor Decision
(4) Rare Decision (5) 1 or 2

150.3
154.2
158.2
162.1
166.4

170. Which type of decisions are taken in regular course of action

?
(1) Major Decision (2) Risky Decision (3) Routine Decision
(4) Rare Decision (5) Minor Decision
171. Which type of decisions are of repeatative nature ?
(1) Minor Decision (2) Important Decision (3) Risky Decision
(4) Routine Decision (5) Rare Decision

173. Example of Vital Decision is

(1) Purchase of new plant
(2) Develop the capacity of existing
plant
3) Purchase of Raw Material (4) Packing of Product (5) 1 and 2
174. Which type of decisions are not taken repeatatively and
regularly?
(1) Rare Decision (2) Minor Decision (3) Major Decision
Policy Decision (5) important Decision
175. Example of Rare Decisions is
(1) To change the channel of Distribution
advertising agency
(3) To change organizational structure
organization (5) All of above

(4)

(2) To change the

(4) To change sales

176. Which type of decision is made at different time intervals ?

(1) Recurring Decisions (2) Rare Decisions (3) Major
Decisions (4) Minor Decisions (5) Policy Decisions
177. Example of Recurring decision is
(1) Determining Sales quota
(2) Advertisement
Material (4) Finished Product
(5) 1 and 2

(3) Raw

178. All the decisions which great risk are called

(1) Very Risky Decisions 2) Risky Decisions
(3] Recurring
Decisions (4) Rare Decisions
(5) Major Decisions
179. Example of very risky decisions is
(1) Pricing policy of enterprise (2) Change the price of product
(3) Appointment of marketing executive
(4) 1 and 3
(5) 1,2 and 3
180. Which type of decisions is having minimum risk ?
(1) Very risky decision (2) Less risky decision (3) Important
decision (4) Rare decision (5) Vital decision
181. Example of Less Risky Decisions is
(1) Appointment of sales representative (2) Change of colour
(3) Change of packing
(4) Change of weight (5) All of above
182. Which decision decides the marketing policy of enterprise?
(1) Policy Decision (2) Rare Decision (3) Rarest Decision (4)
Minor Decision (5) Major Decision
183. Example of policy decision is
(1) selection of channel of distribution
(2) selection of media of advertisement
(3) selection of methods of sales Promotion
(4) All of above
(5) None of above

184. Which of the following is a types of techniques of decision

making?
(1) Traditional Method (2) Rare Method (3) Rarest Method
(4) Scientific Method
(5) 1 and 4
185. Under which technique of decision making, method of
decision making is based on symptomatic diagnosis ?
(1) Traditional Method (2) Rare Method (3) Medical Method
(4) Scientific Method (5) Analyse Method
186. Which of the following is one at the aspects of the process of
Scientific Method ?
(1) Ascertaining the problem
(2) Analyse the problem (3)
Development of alternative Solutions
4) Selection of Best alternative (5) All of the above
187. What is the Importance of marketing in Indian Economy?
(1) Increase in employment opportunities (2) Balanced growth
of the country
(3) Increase in per capita income (4) Increase in the sale of
Goods (5) All of above
188. What are the main functions of Marketing ?
(1) Marketing Research (2) Product Planning and Development
(3)Buying and Assembling of Goods
(4) Packing. Packaging & Labelling (5) All of Above
189. Products are the foundation , store of any marketing
programme, therefore____is very important
(1) Product Planning (2) Product (3) Product Development
(4) Creation (5) 1 and 3
170.3
174.1
178.1
182.1
186.5

171.4
175.5
179.5
183.4
187.5

172.5
176.1
180.2
184.5
188.5

173.5
177.5
181.5
185.1
189.5

190. What are the decisions included in Product Planning and

development ?
(1) What to produce? (2) flow to pack the product ? 3) Price
Fixing (4) Size (5) All of the above
191.'The marketing department determines the requirements of
customers and pass on this information to following departments :
(1) Production Department (2) H.R. Department (3) Purchase
Department (4) Security Department
(5) 1 and 3
192. The term "assembling" can be described in different senses.
How many are they ?
(1) One (2) Two (3) Fifteen
(4) Twenty (5) Hundred
193. Selling is very complicated function because of the
(1) Market situation (2) Substitute available in the market (3)
Severe competition in the market
(4) 1 and 2
(5) 1, 2 and 3

194. Liquid material like wine and squash should be packed in

(1) Cloth (2) Paper (3) Bottles
(4) Mud Pots (5) 2, 3 and 4
195. Packaging includes
(1) Container (2) Wrapper
All of the Above

(3) Bottles

(4) Cartoons

(5)

196. A trade mark is a legal term which refers to a brand

registered under :
(1) Trade and Merchandise Marks Act 1958 (2) Indian
Companies Act 1956
(31 Indian Partnership Act 1932
(4) IPC
(5) All of above
197. Which is one of the example Brand ?
(1) Rath Vanaspali (2) Colgate Toothpaste (3) Four Square
Cigarettes (4) Tata Tea (5) All of above
198. Physical means of carrying goods is
(1) Transportation (2) Communication (3) Warehouse
Copyright (5) None of these

(4)

199. What is the risk involved in business ?

(1) Natural Risk (2) Competitive Risk (3) Human Risk (4)
Political Risk (5) All of above
200. It is very difficult to eliminate the risk but it can be
(1) Increased (2) Minimised (3) Scheduled (4) Properly
managed (5) None of these
201. Focus of selling activity is always on
(1) Seller's need (2) Producers need (3) Government need
Taxable need (5) Competitors need

(4)

202. Focus of Marketing activity always on

(1) Consumer's need (2) Producer's need (3) Government need
(4) Taxable need (5) None of these
203. What is the step involved in Marketing concept ?
(1) Customer Need (2) Integrated Marketing (3) Profit through
customer satisfaction (4) 1 and 3 (5) 1, 2 and3
204. Which was the period of sales oriented stage ?
(1) 1901 1920 (2) 1930 1950 (3) 1900 1927 (4) 2000
2008 (5) 1957 1992
205. Products which are used in producing other goods and
services are called_.
(1) Industrial Goods (2) Consumer Goods (3) Household
Goods (4) Shopping Goods
(5) Speciality Goods
206. What is one of the classifications of Industrial products ?
(1) Production Material (2) Production Supplies (3)
Production Facilities (4) Management Materials
(5) All of above
207. What is the main classifications of Industrial product ?
(1) Production Material (2) Production Supplies (3) Goods
Management Material
(4) Production Facilities and Equipments
(5) All of above

208. Name the subheads of production material under Industrial

product
(1) Raw Material (2) Semi Finished Goods (3) Fabricating
Goods (4) All of above (5) None of these
209. Example of raw material under Production Material is
(1) Sugarcane for sugar industry (2) Cotton for Textile industry
(3) Natural Rubber for Parts of T.V.
(4) All of above
(5) 1 & 3 . .
210. Another name of semifinished products is
(1) Work (2) Work in Progress (3) Progress of work
Slow Progress (5) None of these

(4)

211. The goods which are manufactured by one industrial unit and
used by another industrial unit without any processing are called
(1) Raw Material (2) Semi Finished (3) Production (4)
Production Supplies (5) Fabricating Goods
Answers:
190.5
195.5
200.2
205.1
210.2

191.5
196.1
201.1
206.5
211.5

192.2
197.5
202.1
207.5

193.5
198.1
203.5
208.4

194.3
199.5
204.2
209.4

212. Examples of Fabricating Goods are

(1) Speaker for T.V. (2) Tyre and Tube (3) Pen and Ink
1 and 3 (5) 1. 2 and 3

(4)

(3)

215. Example of Production Supplies is

(1) Coal (2) Gas 3) Nut-Bolt
(4) Cleaning Material
All of above

(5)

216. Example of Production Facilities is

(1) Plant (2) Building (3) Furniture (4) All of above (5) None
of these
217. What is the bases of difference between consumer Goods and
Industrial Goods ?
(1) Nature of Customers (2) Number of customers (3) Nature
of Demand (4) Product Analysis
(5) All of above
218. Expansion of Product Mix states
(1) increase in the number of Product lines
(2) Increase the number of Product items in product line
(3) More companies
(4) Maximum exploitation of plant
(5) 1 and 2

220. What is one of the objectives of Expansion of Product Mix ?

(1) To assure regular demand
(2) To start the production of by
product
(3) To increase market recognition (4) To earn profits
(5) 1,2
and 3
221. Contraction of Product Mix means
(1) Reducing the number of Product Lines
(2) Reducing the number of Product items in Product lines
(3) Increase Production Capacity
(4) Decrease Production Capacity
(5) 1 and 2
222. The composite of all products offered for sale by a firm" is
called :
(1) Product Mix (2) Product Line (3) Product (4) Product
item (5) Special Product

213. The goods which arc necessary for the operation of

industrial unit are called_.
(1) Production Material (2) Production Supplies (3) Supplies
(4) Material (5) Facilities
214.____helps in process of production.
(1) Production Facilities and Equipments (2) Material
Supplies (4) Raw Material (5) Semi Finished

219. What is true of Under Product Line ?

(1) It is important that under product line are not necessary to be
related with the existing lines
(2) Its necessary that new product line should be as same as
previous one
(3) Two products should be launched at a time
(4) 1 and 2
(5) 1,2 and 3

223. Single Product is called

(1) Product Mix (2) Product item
Product (5) Normal Product

(3) Product line

(4) Special

224. All the product items of the same group are called :
(1) Product line (2) Product Mix (3) Product Grade (4)
Special Product (5) Normal Product
225. Global marketing involves developing marketing strategies
as if the world is one market. Which one of the following
marketing mix variables is MOST difficult lo standardize for
globaling?
(1) Brand name (2) Package (3) Media allocation (4) Labels
(5) None of these
226. When Graphic Products decided to go international with its
marketing effort, it adopted a totally global approach. Which one
of the following factors did GP MOST likely experience difficulty
with as the firm applied
a global strategy for marketing?
(1) Branding
(2) Product characteristics (3) Packaging (4)
Advertising (5) None of these
227. When products are introduced into one nation from another,
acceptance is far more likely
(1) if prices are set very low (2) when bribes are paid lo local
officials lo aid distribution
(3) if there are similarities between the two cultures (4) if
packaging is adjusted to match local customs
(5) None of these

228. Which of the following is often used to raise revenue for a

country and/or to protect domestic products?
(1) A quota (2) A warning label (3) An embargo (4) An
import tariff (5) None of these
229. The_____is the difference in value between a nation's exports
and its imports.
(1) balance of payments (2) export/import ratio (3) gross
domestic product (4) net trade value
(5) None of these
Answers:
212.5
217.5
222.1
227.3

213.2
218.5
223.2
228.4

214.1
219.1
224.1
229.1

215.5
220.5
225.3

216.4
221.5
226.4

230. JCB would look lo which of the following factors to

determine how trade barriers would affect its ability to market its
earthmoving equipment in various countries?
(1) Political and legal forces (2) Interpersonal forces (3)
Social forces (4) Technological forces
(5) None of these
231. Which of the following statements about technological forces
in international marketing is TRUE?
(1) Television advertising can be used universally throughout the
world
(2) Much of the technology used in industrialised regions of the
world may be ill-suited for developing countries
(3) Because all countries have up-to-date postal services, direct
mail advertising is always a viable option
(4) Technology is generally not a problem in international
marketing
(5) None of these
232. USA Chemicals' president is very excited about the
possibility of the firm's British subsidiary having access to the
entire EU. He realises that it will be some time before this area
truly becomes one market, primarily because
of differences in
(1) Available advertising media (2) Culture (3) Law (4)
Technology (5) None of these
233. Countries in the Pacific Rim encompass -of the world's
population.
(1) 40% (2) 50% (3) 60% (4) 70% (5) None of these
234. The lowest level of commitment to international marketing,
and also the most flexible approach, is
(1) a joint venture (2) direct ownership (3) exporting (4)
licensing
(5) None of these
235. Export agents
(1) bring buyers and sellers from different countries together and
collect a commission for arranging sales
(2) purchase products from different companies and sell them lo
foreign countries

(3) are specialists at understanding the needs of customers in

foreign countries
(4) arrange for licensing agreements between domestic and
foreign countries
(5) None of these
236. Cuisinart Corporation owns the Spalding name but does not
produce a single golf club or tennis ball. This arrangement could
indicate what type of organisational structure for international
marketing?
(1) exporting (2) trading (3) joint venture (4) licensing (5)
None of these
237. Nuhibai believes it has the technological expertise to produce
communication systems that will be the leaders around the globe.
Boston Electronics is widely regarded as having excellent
management systems and superior marketing programme The two
might form_to work together on a worldwide basis.
(1) a licensing agreement (2) an export trading company (3) a
joint agreement (4) a strategic alliance
(5) None of these
238. Once a company makes a longterm commitment to a foreign
market that has a promising political and economic environment,
what becomes a possibility?
(1) Exporting (2) Joint venture (3) Limited exporting (4)
Direct ownership (5) None of these
239. ICI has subsidiaries in countries. ICI is
(1) an exporter
(2) a licensing company (3) a trading company
(4) a multinational company (5) None of these
240. Body Shop and Benetton are examples of companies which
have employed-as a market entry strategy.
(1) franchising (2) exporting (3) joint ventures (4) licensing
(5) None of these
241. Which approach to international marketing involves least risk
and minimum effort?
(1) licensing (2) exporting (3) franchising (4) joint venturing
(5) None of these
242. The most suitable advertisement media for a Departmental
store is
(1) National News Paper (2) Television
(3) Hordings (4)
Radio (5) Internet
243. Direct mail advertising is suitable for
(1) Share Broker (2) Hotel (3) Doctor
(5) Serviceman

(4) Manufacturer

244. Sand witch Board Advertisement is not suitable for

(1) Bread
(2) Cold Drink (3) Car (4) Circus (5) Play
245. When a number of advertisements are published in a
newspaper in series at a regular intervals, it is called.
(1) Classified Advertisement (2) News Type Advertisement
(3) Teaser Advertisement
(4) Outdoor Advertisement (5) None of Above

Answers:
230.1
234.3
238.4
242.1

231.2
235.1
239.4
243.1

232.2
236.4
240.1
244.2

233.3
237.4
241.2
245.3

246. 'Catalogue' is generally used

(1) Personal Advertising (2) Direct Mail Advertising
Classified Advertising (4) Window Shopping
(5) None of these

(1) Collection
None of these

2) Summary (3) Analysis of the data

(5) 1, 2 and 3

(4)

258. Who said Marketing research may he defined as the

application of scientific method to the solution of marketing
problems ?
(1) Luck Wales and Savior (2) Prof. Richard D. Crisp (3)
Parashar P.K (4) Tousley (5) Clark & Clark

(3)

247. Which of the following method of sales promotion

(1) Free gifts lo consumers (2) Discount coupons (3) Price
Reduction (4) Premium Product (5) All of Above
248. The performance of actual selling activity is called
(1) Personal selling
2) Sales Promotion (3) Sales Campaign
(4) All of Above (5) None of these

259. The main objects of marketing research is lo

(1) Prepare market policies (2) Amend market policies
Prepare market strategies
(4) Amend market strategies (5) All of above
260. Scope of marketing Research is
(1) Very wide
(2)Low (3) Narrow
None of these

(4) Simply wide

(3)

(5)

249. Which is an activity of personal selling ?

(1) To sell the product to consumer directly (2) To train the
sales force (3) To maintain the sales records
(4) To Avoid Consumer Satisfaction
(5) 1, 2 & 3

261. Who said "Marketing research is a systematic attempt to get

information useful in solving marketing problems (Making
marketing decisions)"?
(1) Clark and Clark (2) Pankaj Parashar (3) Lorei, Wales &
Tayloi (4) Prof. Richar D. Crisp
(5) Sh. Lalu Prasad Yadav

250. Which is the irregular programme of a sales campaign ?

(1) Personal Selling (2) Advertisement (3) Sales Promotion
(4) Discounts (5) None of these

262. Prof. Richard D Crisp has included _ in marketing search

(1) Products (2) Service Research (3) Market Research 4)
Advertisement Research (5) All of above

251. A salesman must be honest towards :

(1) Product (2) Consumer only (3) Employer only
Promotion (5) Selling Area

263. What is the concept included in Marketing Research ?

(1) Research of Product and Services
(2) Research on Markets
(3) Research on sales (4) Research on sales Methods and
Policies (5) None of these

(4) Sales

252. A particular growing of customers and prospects assigned to

a salesman for his sales activities is known as :
(1) Market (2) Product (3) Sales zone
(4) Sales Territories
(5) Selling Area
253. A specific sales target assigned to a particular salesman is
described as_.
(1) Sales Volume (2) Sales Goal (3) Sales quota (4) Sales
Target (5) All of these
254. Can a manufacturer eliminates completely the rises involved
in marketing ?
(1) Yes
(2) In special conditions (3) No
(4) Cant Say
(5) May be or not
255. What is the main philosophy behind marketing concept now
a days ?
(1) Customer is King (2) Customer is Fool (3) Customer is
Brave (4) Customer is Loyal
(5) Customer is Customer
256. Every company make efforts to provide the goods and
services to the consumer at__.
(1)Right time (2) Right place (3) as per their taste
(4) 1 and 3 (5) 1,2 and 3
257. In General sense marketing research is ____ regarding goods
and services.

264. Name the concept which is meant to study the satisfaction of

customers.
(1) Research (2) Research of Products and Services (3)
Research on Markets
(4) Research on Sales Methods and Policies
(5) None of
the above
265. Marketing includes the entireprocess of
(1) Satisfying the needs of consumer 2) Satisfying the wants of
consumers
(3) Satisfying taxes (4) Satisfying products (5) 1 and 2
Answers:
246.2
251.4
256.1
261.2

247.5
252.4
257.1
262.3

248.1
253.3
258.1
263.1

249.1
254.3
259.2
264.5

250.4
255.1
260.1
265.5

266. Who said "Marketing is the performance of those business

activities that direct the flow of goods and services from producer
to consumer." ?
(1) American Marketing Association
(2) Prof. Clark (3) Prof. Pankaj Parashar
(4) Prof. Philip Kotler (5) Manmohan Singh

267. Marketing is the process of

(1) Planning (2) Organising (3) Directing
(4) Motivating and other activities (5) All of above
268. Who -said- "Management is the art of getting things done
through and with people in formally organised groups." ?
(1) Harold D. Kanntz (2) Henry Fayol (3) James L. Lundy
(4) Theo Haimann (5) Stanely Vance
269. New Product idea generation can come from_.
1) Distributor
(2) Supplier (3) Customer (4)Competitors
(5) All of above
270. The screening stage of the new product development process
is used to
(1) Eliminate Undesirable ideas (2) Generate new product ideas
(3) Ideas
(4) Determine potential profits from the new product (5)
Determine how long the test market should run
271. Standard lest markets have characteristic, that include_.
(1) Taking proper Care (2) Taking along lime to complete
(3) Being very costly (4) Giving competitors a look at the new
product
(5) 2, 3 and 5
272. What are the different stages of the product life cycle ?
(1) Creation & Development
(2) Product Development introduction Growth, Maturity, Decline
(3) Corruption, Growth, Maturity, Decline
(4) Innovative, Growth, decline
(5) Introduction. Growth, Maturity
273. A company's internal new product development process is
the only way for them to gel new products
1) True (2) True when new product is an FMCG (3) False
(4) False when company has critical product line
(5) True in some special cases
274. Because the new product development process is so through,
new consumers packaged goods rarely fail in todays market place
:
(1) True (2) True when Development process is very slow
(3) True when there is no pack aged food (4) False (5) False in
case of monopoly
275. Fads are__.
(1) Food Products
(2) A basic distinctive made of expression
(3) Fashions that enter quickly, are adopted with great appeal,
peak and decline very slowly
(4) A currently accepted
(5) Fashions that enter quickly, are adopted with great appeal peak
early and decline fast
276. When a product reaches maturity you should__.
(1) Oiler product extension (2) Offer product extension,
service, warranty
(3) Offer a basic product
(4) Phase out weak items
(5)
Diversity brand and models

277. Controlled test markets usually cost less and take less lime
than standard test markets :
(l)True (2) True when all competitors are of same nature
(3) When all the producers produces the same product (4) False
(5) False when market is of monopoly nature
278. Many companies, to save time over simultaneous' product
development, have adopted 'sequential product development':
(1) True
(2) When product is Industrial (3) True if all
consumers are educated
(4) False
(5) False if customer is fruit seller
279. The three major personal Influences believed to affect the
consumer buying decision process are
(1) perception motives, and attitudes. (2) personality, learning,
and perception
(3) emographic, situational and attitudes. 4) situational,
lifestyle', and demographic. (5) None of these
280. The purchase of _____ is least likely to be affected by
demographic factors.
(1)a car 2) table salt (3) a computer for home use (4) fast
food (5) None of these
281. Buyers tend to remember Information inputs that support
their Reliefs and forget inputs that do hot. This is known as
selective
(1) exposure. (2) distortion
(3) retention (4) information.
(5) None of these
282. If a consumer receives information (hat is Inconsistent with
her or his feelings or beliefs. The consumer may alter this
information. This is known as selective:
(1) exposure. (2) distortion. (3) retention. (4) information
(5)None of these
Answers:
266.1
271.5
276.5
281.3

267.5
272.2
277.1
282.2

268.1
273.3
278.4

269.5
274.4
279.4

270.1
275.3
280.2

283. Psychological forces that influence where a person purchases

products on a regular basis are called:
(1) convenience responses. (2) patronage motives. (3) shopping
motives. (4) pattern responses.
(5) None of these
284. A depth interview is MOST likely to be used to:
(1) alter a buyer's attitudes toward a product. (2) influence a
buyers perceptions of a product.
(3) discover a buyer's motives. (4) increase a buyer's knowledge
of a product. (5) None of these
285. Having used both Rexona and Denim deodorants, Anna feels
that Sure is a good product and the one that best meets her needs.
She has formed ____about Sure.
(1) a motive (2) an evoked set (3) a cognition (4) an attitude
(5) None of these

286. A consumer's buying decisions are affected in part by the

people around him or her. These people and the forces they exert
on a buyer are called
(1) motivational influences. (2) social factors. (3) roles. 4)
personality influences. (5) None of these
287. Damien is torn between buying a new swing set for his
children and buying a new set of Wilson golf clubs for himself. He
is experiencing:
(1) attitude formation. (2) belief assessment (3) role
inconsistency. (4) cognitive dissonance. (5) None of these
288. Which one of the following is MOST likely to be a product
for which both the purchasing decision and the brand decision are
strongly influenced by reference groups?
(1) Canned peaches (2) Instant coffee (3) Jeans (4) Bed linen
(5) None of these
289. The car company developed a concept statement. "An
inexpensive subcompact "green" car appealing to environmentally
conscious people who want practical transportation and low
pollution." This concept statement
would be used
1) to develop concepts (2) for concept testing (3) to prepare for
idea screening (4) to help generate new ideas
(5) None of these
290. How does a company estimate sales?
(1) it examines past sales history of similar products
(2) it conducts market research to survey consumers
(3) it discusses manufacturing capacity with the plant manager
(4) a and b (5) None of these
291. The strategy used during maturity to attempt to increase the
consumption of the current product is called
(1) customer modification (2) market modification (3) product
modification (4) marketing mix modification
(5) None of these
292. As a product manager on a product in the mature stages of
the product life cycle, what should you specifically do to best
market your product?
(1) defend against competitive marketing tactics
(2) prepare to discontinue the product
(3) modify the product, market and the marketing mix
(4) increase sampling programs
(5) None of these
293. Setting prices as low as possible typically supports which of
the following marketing objectives?
( 1) survival (2) current profit maximization (3) market share
leadership (4) product-quality leadership
(5) None of these
294. Finance required lo cam' on marketing activities is known as:

(1) Finance (2) Marketing Finance (3) Social Finance (4)

Long term Finance (5) Short term Finance
295. Which is the starting point of marketing process ?

(1) Discovery of needs (2) Wants of consumer

Fraud of consumers
(4) All of Above
(5) 1 and 2

(3) Making

296. What is the ending point of marketing process ?

(1) Discovery of needs (2) Satisfaction of needs and wants of
consumers (3) Wants of consumers
(4) Making Fool of Consumers (5) All of above
297. The method which is used by the firm for purchasing new
assets when they don't have adequate funds is called
(1) Cash purchases (2) Purchase (3) Lease out |4)
Installment Payment method (5) All of the above
298. Who said - "Advertising is a paid form of non-personal
presentation of the idea, goods or services by an identified
sponsor' ?
(1) Richard Buskirk (2) Prof. Pankaj Parashar (3) Prof. Aditya
Sharma (4) Prof. Weed (5) Philip Kotler
299. What is one of the function of Advertisement ?
(1) Primary Function (2) Secondary Function (3) Economic
Function (4) Social Function (5) All of above
283.2
287.3
291.2
295.5
299.5

284.3
288.3
292.3
296.2

285.4
289.2
293.3
297.4

286.2
290.4
294.2
298.1

300. To introduce new goods and services to the world of

consumers" is the main object of_.
(1) Government
(2) Enemy Country (3) Advertising (4)
Products (5) All of above
301. Advantages of advertisement has been broadly classified as :
(1) Advantages of Producers (2) Advantages to Middlemen (3)
Advantages to consumers
(4) Advantages to society
(5) All of above
302. What is one of the advantages of advertisement to Producers
?
(1) Stability (2) Increase in Sales (3) Increase in Profits (4)
Increase in Goodwill (5) All of above
303. Increase in sale results :
(1) Increase in Profit
(2) Increase in Competition (3)
Increase in Fraud (4) Increase in dignity
(5) All of above
304. What is one of the advantages of advertisement to consumers
?
(1) Knowledge of new product (2) Convenient Purchasing
(3)
Saving of Time
(4) Increase in cheating
(5) 1,2 and 3
305. What is the advantage of advertisement society has ?
(1) Employment opportunity (2) Increase in standard of living
(3) Encouragement to Healthy competition
(4) Educative
(5) All of above

306. Name the advantage of advertisement under which it

provides complete information about the
product/uses to the society :
(1) Utilisation (2) Fuller Utilisation (3) Educative (4) Help
(5) Stress
307. Advertisement provides knowledge of new products and
commodities to the society to
(1) Increase in sale (2) Increase in fraud (3) Increase in
standard of living (4) Help (5) Educative .
308. Newspapers are sold for very cheaper rates because
(1) It contains discount coupon
(2) It is used for criminal
activities (3) It contains Advertisement
(4) It enjoys subsidy
(5) All of the above
309. Through advertisement consumers used to take their
purchasing decision in advance. In this way advertisement helps in
(1) Convenient Purchasing (2) Purchasing Parity (3) Purchase
Return (4) Social Obligation
(5) After purchase/sale service
310. Which advertisement media will you prefer to market the
product at national level ?
(1) Loca news papers (2) Television (3) Wall Painting (4)
Posters (5) Periodicels
311. Which advertisement media will you prefer for immediate
effect of it ?
(1) News paper (2) Periodicels (3) Radio
(4) Posters
(5)
1, 3 & 4
312. Collective Bargaining is a main characteristic of
(1) Super Bazar (2) Chained shops (3) co - operative Societies
(4) Departmental store (5) None of these
313. Retailing is defined as all the activities involved in selling
goods or services directly to final consumer for
(1) Black Marketing (2) Personal use (3) Business use (4)
Personal and Business use (5) None of these
314. Retailing is defined as all the activities involved in selling
goods and services directly to find consumer for personal and
business use.
(1) True in Large scale Trade (2) Trade in PSUs (3) True in
Emergency (4) True (5) False
315. Super markets are large low costs, high margin, high volume
self services stores that carry a wide range of Food, Laundry and
Household products.
(1) False for small towns (2) True (3) True in case of Rural
Area (4) False (5) Can't say
316. Retailers must decide on three product variables - product
assortment, services, mix and price.
(1) True (2) True in the some cases (3) True in special cases
(4) False (5) False in some Geographical Areas.
317. Which of the following is not a service level offered by
retailers ?

(1) Limited service (2) Self service

Full service (5) Quantity service

(3) Quality service

(4)

318. Which is not a type of Retailer?

(1) Doctor's seeing patient (2) Real estate agents (3)
Wedworths safety (4) Avon (5) Avon Representatives
319. Convenience stores must charge high price to make up for
higher operating costs and lower sales volume.
(1) True (2) True up to some extern (3) False (4) True in
some special conditions
(5) False when one products is purchased
Answers:
300.3
301.5
302.5
303.5
304.5
305.5
306.3
307.3
308.3
309.1
310.2
311.5
312.3
313.4
314.5
315.4
316.4
317.3
318.5
319.1

320. Alteration, complaints handling and delivery are a few

examples of primary services that a full service retailer should
offer.
(1) True (2) False
(3) True there is no showroom (4) True
when these is monopoly in the market
(5) False when consumer court exist
321. Which of the following is the best definitions of chain shops?
(1)group of consumers whoband together to gel and volume
pricing trom manufactures
(2) A group of volunteers who shop for handicap individual
(3) Retailers that volunteer to carry new. united Products
(4) Independently owned retailers who are sponsored by a
wholesaler to engage in bulk buying and common
merchandising
(5) None of above
322. Which of the following stores has high gross margin, narrow
product assortment and high level of
service?
(1) Convenience store
(2) supermarkets
(3) speciality
stores
(4) Departmental stores
(5) Ration shops
323. Wholesaling includes all the activities involved in selling
goods and services to these buying for
resale or business use.
(1) True in case of big wholesalers
(2) True in case of
registered wholesalers
(3) True in case of Indian wholesalers
(4) True
(5) False in case of producer retailer

324. An agent is wholesalers who does not lake title to goods and
whose function is to bring buyers and sailers together and assist in
negotiation.
(1) False
(2) False in case of single wholesalers
(3) True
(4) True when reserve price applicable
(5) True agent is a wholesalers as well as retailer

325. Traditional/ normal store retailers face increasing

competition from which of the following new
store retailers ?
(1) print catalogues (2) Print cartons (3) Online computer
shopping service
(4) Television shopping shows
(5) 1.3 and 4
326. A wholesaler that lakes title to the merchandise they handle,
is known as a
(1) Simple wholesalers (2) Merchant wholesalers (3)
Commission merchants (4) Agent (5) Brokers

327. A major trend wholesaling is that wholesaling companies

will grow larger, primarily through acquisitions, merger and
geographical expansion.
(1) True when only one whole salers in market
(2) True when wholesalers has so many branches
(3) True
(4) False (5) False when wholesalers charges
different prices.
328. Which of the following is not a function carried out by
wholesalers ?
(1) Making Fraud Deals
(2)Providing quicker delivery to
buyers
(3)Holding inventories
(4) Financial customers buy
giving credit
(5) Provide after sale service to customers
329. What is the decision that can be taken after research of
Products and Services ?
(1) Development of Products
(2) Product Diversification
(3) Product Simplification
(4) Changes in Product
(5)
All of above
330. Research which relates to entire market is called ________
(1) Market Research
(2) Field Research
(3) Product
Research
(4) Taste Research
(5) Attitude Research
331. Which research is meant to forecast the demand of products
on the basis on analysis of markets
(1) Research on Product
(2) Research on Market
(3) Research on Policies
(4) Research on Sales (5)
Research on Consumers

332. The fields analysed under Research on Markets is to

(1) Study the nature of customers
(2) Study the habits of customers
(3) Study the Tastes of customers
(4) Study the Attitudes ol customers
(5) All of above
333. Which of the following researches is meant to study different
aspects of sale in an enterprises ?
(1) Research on Sales Methods and Policies
(2) Research on Sales Market and Policies
(3) Research on Sales Product and Policies
(4) Research on Customer and Policies
(5) A Research on Sales Advertisement and Policies

334. The aspect which is studied in Research on sales Methods

and Policies is -_____________
(1) Classification of Sales Territories
(2) Amendments in saleTerritories
(3) Study of Competitors sale Territories
(4) Development of new sale Terri tories
(5) All of above
Answer:
320.1
324.1
328.5
332.5

321.4
325.5
329.2
333.1

322.3
326.2
330.1
334.1

323.4
327.3
331.1

335. Study of the different media of advertisement is

called_______
(1) Advertisement Research (2) Product Research (3) Market
Research (4) Potential Research
(5) Miscellaneous Research
336. Advertising Research helps in________
(1) selecting suitable media for advertisement
salesman
(3) selecting Transport
(4) selecting Channels (5) None of these

(2) selecting

337. Marketing Research is a gift of

(1) Modern concept of Marketing (2) Classical concept of
Marketing (3) Traditional concept of Marketing
(4) Old concept of Marketing
(5) Basic concept of
Marketing
338. No business and industrial enterpriese can achieve its
marketing objectives in the absence of ___________
(1) Marketing Research (2) Product Research
(3) Consumer
Research (4) Simple Research
(5) Advance Research
339. Which concept signifies the importance of marketing
research ?
(1) Production of Products (2) New use of Products (3)
Knowledge of Demand
(4) Planned Production (5) All of above
340. Mai keting research explores the possibility of selling
a_product into a market.
(l)New
(2) Old
(3) Traditional (4) Searched
(5) FMCG
341. How production of new producthelps enterprises ?
(1) Capturing the market (2) Loose the market (3) Research
the market (4) Create the market
(5) Leave the market
342. Wide publicity of new uses of product can_________
(1) create new market (2) create new customer (3) save tax
make fraud dealings (5) 1 and 2

(4)

343. Which of the following studies analyse the nature of

customers?
(1) Important Information about customers
(2) Important Information about Market
(3) Important Information about Product
(4) Important Information about Competitors
(5) Important Information about Government

353. The most common and ultimate object of all business

activities is_________
(1) To earn maximum profit
(2) Cost minimisation
(3) Independence
(4) Rapid Industrialisation
(5) None of these

344. Producers use to send their product lo the customers with the
help of_.
(1) Doordarshan TV. Channel (2) Distribution channel
(3) Midway channel (4) Market channel
(5) Competitors channel
345. Under which important researches the product and services
offered by competitors ?
(1) Existence in competitive situation
(2) Existence in Market
(3) Existence in Product Line
(4) Existence in Product Planning
(5) None of above
346._______ can adjust demand and supply of products of
company.
(1) Planned Production
(2) Nonplanned Production
(3) Total Production
(4) Average Production
(5) Marginal Production

348. What is the basic Fundamental of Marketing Management?

(1) The objectives of the enterprise must be the maximum
satisfaction of consumer needs
(2) Maximum retail fraud with customer
(3) Efforts must be made to maximise the profits through
maximum sales
(4) All of above ,
(5) 1 and 3
349. How many fundamentals of Marketing Management has been
initiated by William J.Stanton ?
(1) Seven
(2) Ten
(3) two
(4) Three.
(5) Four
350. Marketing management is the combination of___________
(1) Analysis
(2) Planning
(3) Implementation
(3)
Control
(5) All of above

(5) 1

352. 4 P's does not stand for________

(1) Product
(2) Price |(3) Promotion
Properly

(4) Place

355. What is the percentage of population of India living in Rural

areas ?
(1) 20 per cent
(2) 72.2 per cent (3) 68 per cent
(4)
40 per cent (5) 70 per cent
Answer :
335.3
340.5
345.1
350.5
355.2

336.1
341.1
346.4
351.1

337.5
342.1
347.2
352.5

338.5
343.5
348.5
353.1

339.5
344.1
349.3
354.1

356. Green Revolution shows growth in ________

(1) Modern Fertilizers (2) Irrigation Facilities (3) Improvement
in Agricultural technique
(4) Use of improved seeds
(5) All of above

347. The consumer may discard the product tomorrow

(1) which they prefer today
(2) which they hate today
(3) which is in demand
(4) which is available in market
(5) None of above

351. Rule of P's consist of ____P"s.

(1) 4 (2) 2
(3) 3
(4)5

354. In which period Marketing Management was not considered

to be very important in India ?
(1) Before independence (2) After independence (3) On
independence (4) In 2000 (5) In 2000 2001

(5)

357. India is lacking in the development of techniques of

marketing because_________
(1) Lack of Marketing Personel
(2) Lack of Marketing ResearchFacilities
(3) Attitude of Indian Industrialists
(4) Attitude of Indian consumers
(5) All of above
358. India have a shortage of Marketing Personnels because
of_________(1) Less number of institutes
(2) Lack in learning capacity
(3) Lack of Proper Planning
(4) 1 and 3
(5) 1, 2, and 3
359. In India we don't have Fundamental research facility thats
why we are lacking in
(1) Market Research (2) Market (3) Marketing (4)
Competition (5) All of above
360. A producer who wants to carry his own marketing research,
he face the problem of ________
(1) Qualified people
(2) Trained Researchers
(3) Infrastructure
(4) Government Obligations
(5) 1
and 2

369. Which of the following is one of the types of Marketing

objectives?
(l) Short term (2) Permanent (3) Artificial (4) Longterm (5)
1 and 4

361. Most of the industrialists in India do not make their efforts

for the development of market because _______
(1) Government Regulations
(2) Their Attitude does not allow it
(3) The cost of product will increase
(4) It will reduce profit margin
(5) 3 and 4

370. Marketing plan must be quite clear so that:

(1) Activities can be directed
(2) Plan must be kept clear and updated
(3) Goods can be sold
(4) Shops can be opened
(5) All of above

362. Indian industrialists thought that research on following

topic /field is useless :
(1) Taste of consumer
(2) Needs of consumer
(3) Wants of consumer
(4) Behaviour of consumer
(5) All of above

371. Which of the following is a description of a product in the

growth phase of its Product Life Cycle ?
(1) Peak season - high Profit
(2) Peak season high Profits. Low cost per customer
(3) Declining sales, declining profits, high cost per customer
(4) Low sales, negative profits high cost per customer
(5) Rapidly rising sales, rising profits, average cost per customer

363. How the attitude of Indian consumers affect the marketing

reserach ?
(1) The generally do not co-operate
(2) They do not reply the questions asked in marketing research
programme
(3) They are criminals
(4) They are careless
(5) 1 and 2

372. "Fashion" is the currently accepted or popular style in a given

field :
(1) False in case of clothes related to old people
(2) False if old fashion clothes
(3) True
(4) False
(5) True in case of Teenagers

364. Techniques of Marketing management has not been

developed because of
(1) The lacking of Effective Product Planning
(2) Defective Product
(3) More industries
(4) Government Regulation
(5) All of above

373. To understand Product Planning properly it is necessary to

understand the individual meaning of:
(1) Product
(2) By product
(3) Planning (4) Maximum
(5) 1 & 3

365. Problem of Deffective channels of Distribution arise because

of________
(1) Unorganised distribution sector
(2) improper planning
(3) No Reads
(4) No Transport
(5) 1 and 2
366. What are the causes of high marketing cost ?
(1) Advertisement charges
(2) Packing expence
(3) Trade Mark charges
(4) Transportation cost
(5) All of above
367. Marketing Management has to perform _____functions in
Marketing Products.
(1) Solo
(2) Two (3) Many
(4) Twelve
(5)
None of these
368. What is the main function performed by Marketing
Management ?
(1) Planning
2) Organising (3) Directing (4) Motivating
All of above

(5)

374. "Deciding what is to be done in future" is called__________

(1) Planning
(2) Plan
(3) Plane
(4) Plain
(5) Please
Answer :
356.5
360.5
364.1
368.5
372.3

357.5
361.5
365.5
369.5
373.5

358.4
362.5
366.5
370.1
374.1

359.1
363.5
367.3
371.5

375. "Deciding a particular product which will be

produced/distributed by the enterprise is called
(1) Planning (2) Producer's Planning1 (3) Product Planning
(4) Planman (5) Preference Plan
376. Who said The planning, direction and control of all stages in
the life-cycle of a product from
the time of its creation to the time of its removal from the
company's line of product is known as Product Planning"?
(1) Mason and Rath (2) Johnson (3) William J. Stanton (4)
Prof. Pankaj Parashar (5) Prof. Akshila Sharma

377. Product Planning is to take decisions regarding _________

(1) Which product must be produced ?
(2) Which new product must be developed ?
(3) What expansion or contraction must be made ?
(4) How black marketing can be initialed
(5) 1, 2 and 3
378. What is one of the main elements of Product Planning ?
(1) Research before Production
(2) Possibility of the Production of Product
(3) Decision for the change in the Product line
(4) Elimination of Unprofitable product
(5) All of above
379. Research before production helps in deciding about
_________
(1) Quality of Product (2) Size of Product (3) Design of Product
(4) Colour of Product (5) All of above
380. Decision for the change in the Product line
includes_________
(1) Decision regarding existing product
(2) Decision for corruption
(3) Decision regarding new product
(4) Decision for the theft of tax
(5) 1 and 3

381. What is one of the bases of the Importance of Product

Planning ?
(1) Starting point of Marketing Programme
(2) Symbol of Managerial Ability
(3) To meet social Responsibilities
(4) Helpful in facing competition
(5) All of above
382. Who said "Product Planning is the starting point for the
entire marketing programme" ?
(1) William J. Stanton (2) Dr. B.D. Sharma (3) Prof. Pankaj
Parashar (4) Prof. Philip Kotler (5) Marshal
383. Product Planning is not an activity. It is a________
(1) Boom (2) Development (3) Process (4) Creation
(5) Planning

384. Who said "Product development encompasses the technical

activities of product research, engineering and design" ?
(1) William J. Stanton
(2) Limpson and Darling
(3) Prof.
Bhagwan Dass Sharma
(4) Lai Krishna Adwani
(5) Prof. Pankaj K. Parashar
385. What is one of the main elements of Product Development?
(1) To Discover the feasibility of the production of product
(2) To develop the quality of product
(3) To develop different models
(4) To select the best model
(5) All of above

386. What is one of the principles of

Product Development ?
(1) Principle of Standardisation
(2) Principle of Simplification
(3) Principle of Specialisation
(4) Principle of Double Entry
(5) 1, 2 and 3
387. Which principle stresses upon the fact that these must be
predetermined standards for the product ?
(1)Principle of Accountancy
(2) Principle of Marketing
(3) Principle of Standardisation
(4) Principle of MBA College
(5) None of above
388. Which Principle stresses that production process must be as
simple as possible ?
(1) Principle of Simplification (2) Principle of Justification (3)
Principle of Marketing
(4) 1 and 3
(5) 1, 2 and 3
389. What is one of the main advantages of Product Development
?
(1) Best quality products
(2) Market Expansion
(3) Maximum Satisfaction to customers
(4) Increase in Profits
(5) All of above
390. The assistant category manager was told to use cost-plus
pricing to evaluate the profit potential of new products. This
involves
(1) setting prices to reach a specific rate of return
(2) adding a standard markup to the cost of the product
(3) pricing products with the buyer's sense of value in mind
(4) basing the prices on what the competition charges
(5) None of these

391. Before setting his prices, Zach conducted a market research

study to learn what consumers
would pay. Zach appears to be using which type of pricing
method?
(1) cost-plus (2) target profit (3) value-based (4) going-rate
(5) None of these
Answer :
375.3
379.5
383.3
387.3
391.3

376.1
380.5
384.1
388.1

377.5
381.5
385.5
389.5

378.5
382.1
386.5
390.2

392. When automobile manufacturers offer options in specially

priced deals, they are practicing a form of
(1) product-line pricing (2) product bundle pricing (3) captiveproduct pricing
(4) by-product pricing (5) None of these

393. Which, if any, of the following are reasons producers use

intermediaries?
(1) because of their greater efficiency in making goods available
to target markets
(2) because of their contacts and experience with retailers
(3) because of their specialization in delivering goods as needed
(4) All (1), (2) and (3)
(5) None of these
394. Which one of the following statements BEST characterises
marketing research?
(1) research is a continuous process, providing a constant flow of
information
(2) research is conducted on a special-project basis
(3) research is performed when routine information is required
(4) research is the basis for making recurring marketing decisions
(5) None of these
395. In the previous three years, four studies have been conducted
on the characteristics of Tyrone
Bricks clients. As the firm seeks to put together a report showing
trends in this area, it has a hard
time locating the information contained in these study reports.
This firm seems to need:
(1) a marketing research manager (2) a marketing databank (3)
survey research
(4) primary data
(5) None of these
396. An intuitive manager could best be described as one who:
(1) uses scientific problem solving
(2) eliminates uncertainty in decision making
(3)searches out facts and data systematically
(4) uses personal knowledge and experience to make decisions
(5) None of these

400. When working on a job placement for a local retailer. Joan

Halverson was sent to the library to look up data on population
forecasts for Scotland, the population information she found
would be considered-----data:
(1) primary (2) secondary (3) syndicated research (4)
exploratory (5) None of these
401. Primary data are BEST described as the;
(1) first batch of data collected for a specific study
(2) data that arc observed recorded, or collected from respondents
(3) data (hat were compiled for some purpose other than the study
current study
(4) data that are collected from a computerised data base
(5) None of these
402. Which of the following is a mode of advertisements ?
(1) Press Advertisement (2) Outdoor Advertisement (3)
Entertainment Advertisement
(4) Mail Advertisement (5) All of Above
403. What is one of the types of Press Advertisement ?
(1) News Paper (2) Magazines (3) Journals (4) Directories
(5) All of above
404. Which of the following of outdoor advertisement ?
(1) Posters (2) Sign Boards (3) Sandwich Advertisement
Transport Advertisement
(5) All of the above

405. Advertisements which comes under the category of

Entertainment Advertisement is
(1) Cinema (2) Radio (3)Exhibitions (4) T.V. (5) All of
the above

397. If Master Foods Ltd knows that its market share in Ireland
has dropped 13 percent in the first
quarter of the year but does not know what might have contributed
to this decline, it is in which
stage of the marketing research process?
(1) hypothesis development
(2) symptom identification
(3) problem identification
(4) data interpretation
(5) None of these

406.A type of mail advertisement is

(1) Radio
(2) Sale Bill (3) Magazines
(5) 3 and 4

398. Suppose marketers at Lever Brothers are trying to determine

whether the use ol money off
coupons for detergent was the reason for a sales increase in a
particular store. The type of
study conducted to answer this question would be:
(1) exploratory (2) descriptive (3) casual (4) qualitative (5)
None of these

407. Modern important factor of advertisement is

(1) Internet (2) Specific (3) Loudspeaker (4) Festival
Advertisement
(5) All of above

399. Marks and Spencer wants to learn about consumer attitudes

toward mail order purchases
and conducts a study to acquire this information, this study would
best be classified as collecting ___data.
(1) casual (2) experimental (3) primary (4) secondary (5)
None of these

(4)

Answer :
392.2
396.4
400.2
404.5

393.4
397.3
401.2
405.5

394.2
398.3
402.5
406.5

(4) Catalogue

395.2
399.3
403.5

408. What is one of the factors to be considered while selecting

suitable advertisement media ?
(1) Black Marketing (2) Area of Business (3) Nature of Goods
and services
(4) Nature of Advertisement
(5) 2. 3 and 4

409. Type of Novelty gift under Direct mail advertising

(1) Calender
(2) Diary
(3) Wall Clock (4) Watch
(5) All of above

410. The advertisement media which is widely used by publishers

is
(1) Television (2) Radio (3) Catalogue
(4) Booklets
(5) Pamphlet
411. Which type of advertisement media built a sort of personal
relationship between Consumer and Businessman ?
(1) Magazine (2) Personal letters (3) Novelty Gifts
(4) Price list (5) Booklets
412. What is one of the parts of Advertising copy ?
(1) Title
(2) Subtitle (3) Card beard box
(4) Name of Product
(5) 1.2,4
413. What is the main drawback of Direct Mail Advertising ?
(1) Very Expensive (2) Limited coverage (3) Less time
consuming (4) Increasing Fraud
(5) Easy Mailing list
414. Counter and Window Display is normally seen at:
(1) Cinema Halls (2) Bus stations (3)Railway stations
(4) Exhibitions (5) All of above
415. Brief Advertisement in Newspapers is called ________
(1) Kun (2) Classifieds (3) Coloured Front Cover
(4) Middle Page (5) Last Page
416. Which statement is true about newspaper Advertisement ?
(1) Newspapers are very costly
(2) Newspapers are senseless
(3) Not suitable for uneducated customers
(4) Lack of Personal touch with customer
(5) 3 and 4
418. Which sentence has to be added at the end of news type
advertisement in newspaper ?
(1) Advertisers are criminal (2) It is an Advertisement
(3) Social behavior (4) Cultural Showings
(5) All of above
419. Which of the following is a type of analysis included in
Marketing Research ?
(1) Product Analysis
(2) Market Analysis
(3) Distribution Analysis
(4) Competition Analysis (5) All of above
420. Under which analysis study involves the detailed study of the
popularity of product among consumers ?
(1) Product Analysis (2) Market Analysis
(3) Consumer Analysis (4) Competition Analysis
(5) Sales Analysis

423. Research depends on

(1) Data . (2) Consumers
(5) Product

(3) Market

(4) Competitors

424. Which of the following is a type of Research data ?

(1) Complex (2) Primary (3) Secondary (4) Traditional
(5) 2 and 3
425.Primary data possesses the advantage of being _________
(1) Low cost as compared to secondary data
(2) available to any interested party to use
(3) free of interview bias
(4) relevant to the problem at hand
(5) All of the above
426. As Marketing Managers and researchers define the problem
and set research objectives, they should employ
(1) Exploratory research alone
(2) Casual research alone
(3) descriptive research alone
(4) all of above combined
(5) None of above
427. Telephone interview offer
(1) speed in gathering data
(2) a low non response rate
(3) potential fox reaching all house holds
(4) the highest cost method for collecting data
(5) All of above
428. Low response rate is a problem associated with which contact
method ?
(1) Personal interview (2) telephone (3) online surveys (4)
Mail
(5) None of these
Answer:
407.5
411.2
415.2
419.3
423.5
427.5

408.5
412.5
416.5
420.5
424.5
428.3

409.5
413.1
417.3
421.5
425.5

410.3
414.5
418.2
422.5
426.2

429.Today's Market Managers can never have too much

information.
(1) True (2) True in Public Limited Companies (3) True in
Cottage industries
(4) False when market is small (5) False

421. Distribution Analysis analyse the problems of

(1) storage (2) transportation (3) Advertisement
(4) Sales Promotion (5) All of above

430. Marketing research usually begins with gathering primary

data.
(1) True in case of PSU's (2) True in case of EOU's (3) True
(4) False (5) False in case of cottage industries

422. Consumers can be divided into different parts under

consumer Research on the basis of
(1) Age
(2) Sex
(3) Education
(4) Income
(5) All of above

431. A company's own observational research produces what we

cell primary data.
(1) False (2) False in Short Run (3) False in Long Run
(4) True (5) True when primary data is collected

443. Marketing Manager is the of his subordinates.

(1J Monitor
(2) Control
(3) Objective (4) Direction
None of these

432. Market research is very necessary

(1) When new product is to be launched
(2) Consumer behaviour
(3) Packing
(4) Campaign
(5) None of these

444. What is one of the main activities of controlling process ?

(1) Determination of standards
(2) Evaluation of actual performance
(3) Comparison of actual performance with standards

433. What is the very first step of Marketing research ?

(1) Define the problem
(2| Create the problem
(3) Solving the problem
(4| Analyse the problem
(5) None of above

(4) To adopt corrective measures if the standards are not achieved

(5) All of above
445. Which concept consists of activity of appointing right person
to right job ?
(1) Stalling (2) Analysis (3) Planning (4) Direction (5)
Objective

434. Second step in market research is

(1) Situation Analysis
(2) Problem Analysis
(3) Collection of Data
(4) Tabulation of Data
(5) All of above
435. What is one of the sources of collection of data ?
(1) Internal
(2) External (3) Traditional
(4) 1 and 2
None of these
436. Comparative study is made by(1) Tabulation of data
(2) Analysis of data
Preparation of data
(4) Follow up
(5) All of above

446. Which is the main function of Marketing Manager ?

(1) To analyse the cost of marketing activities
(2) To make
fraud
(3) To get involve in criminal activities (4) 1,2
(5) 1, 2 and
3
(5)

(3)

437. What is the limitation of Marketing Research ?

(1) Limitation of money
(2) Limitation of time
Limitation of skill
(4) Limitation of Bias
(5) All of above

(3)

438. Small business houses cannot afford Marketing Research

because of the
(1) Limitation of money
(2) Limitation of time
(3) Limitation of skil
(4) Limitation of Bias
5) None of
above
439. Name the concept which means to collect and co-ordinate the
required means to implement a plan ?
(1) Marketing
(2) Organisation
(3) Co-ordination
(4) Directing
(5) Control
440._________ is the harmonious adjustment of all the activities
of all the deparments.
(1) Co-ordination
(2) Direction
(3) Control
(4)
Marketing
(5) Management
441. No plan is successful in achieving its object without_______
(1) Direction (2) Control
(3) Organisation
(4)
Determination
(5) Co ordination
442. Marketing Manager is responsible for________
(1) Guiding
(2) Supervising
(3) Organisation
subordinates
(5) 1.2 and 4

(5)

(4) All

447. To evaluate the productivity and performance of individual

sales man" is the function of
(1) Marketing Manager
(2) Market
(3) Manage (4)
Supervisor
(5) None of above
448. What is one of the objectives of Marketing Management ?
(11 Determination of needs and wants of consumer
(2) Market segmentation
(3) Growth of Enterprise
(4) Increase in net profit
(5) All of above
449. Growth of enterprises includes
(1) Increase in sales volume
(2) Increase in net profit
(3) Increase in customer's satisfaction
(4) All of above
(5) None of above
450. All the Marketing activities leads to _______
(1) Selling
(2) Market
(3) Product
(4) Demand
Supply
Answers:
429.5
435.1
441.1
447.1

430.1
436.1
442.5
448.5

431.5
437.5
443.1
449.4

432.1
438.1
444.5
450.1

433.5
439.2
445.1

(5)

434.2
440.1
446.1

451. The ultimate objective of every business is________

(1) To earn maximum profit
(2) To cheat the customers
(3) To evaluate new users
(4) To follow governments rule
(5) All of above

452. _____ is the key of every business.

(1) Customer's Satisfaction (2) Multiple shops
(3) Multilated Profit (4) Gross Income (5) Future Trading
453. Every science has______
(1) Specific Principles
(2) Faulty Principles
(3) Amazing Ideas
(4) Special Treatment
(5) None of these
454. Principles of Marketing Managemenl involves_______
(1) Principle of Planning (2) Principle of Organisation
(3) Principle of Control (4) Principle of Direction
(5) All of above
455. Special emphasis must be given to the discovery of________
(1) Preferences (2) Purchasing power of consumers
(3) Weight of consumer (4) Height of consumer
(5) 1 and 2
456. Which aspect should be taken in consideration while making
strategies ?
(1) Strategies of competitors (2) Policies of competitors
(3) Planning of competitors (4) All of above
(5) None of above
457. What is one of the steps involved in Principle of control ?
(1) Standards must be determined
(2) Actual performance must be determined
(3) Actual results must be compared with targets
(4) Corrective measures must be adopted
(5) All of above
458. Activities of Marketing must be motivated, under the
principle of________
(1) Motivation
(2) Direction
(3) Control
(4) Malpractices
(5) None of these
459. What is the main responsibilities of marketing manager
towards Enterprise ?
(1) Market Research
(2) Sales Forecasting
(3) Product Planning (4) Credit Control
(5) All of above
460. What is one of the responsibilities of marketing manager
towards society ?
(1) To provide new products to the society
(2) To develop alternative uses of product
(3) To increase the employment opportunities
(4) 1 and 3 (5) 1.2 and 3
461. Persons who want to maximize their profit through sales are
known as
(1) Producers
(2) Dealers
(3) Businessman
(4) Wholesalers (5) All of above
462. What is the main purpose of sales promotion ?
(1) Encourage consumer lo buy the product
(2) Persuade consumer to buy the product
(3) Discount coupons
(4) Premium Product Free sample Distribution
(5) 1 and 2

463. Who said Sales promotion means any steps that are taken
for the purpose of obtaining or
increasing sales". ?
(1) A.H.R. Delens (2) Philip Kotler (3) L.K. Johnson (4)
William J. Stauton (5) Robinson
464. Who said- "Sales promotion is an exercise in information,
persuasion and influence" ?
(1) A.H.R. Delens (2) Philip Kotler (3) L.K. Johnson (4)
William J. Stauton (5) Robinson
465. What is the main object of sales promotion ?
(1) To introduce new product (2) To attract new customers
(3) To face the competition (4) 1 and 3
(5) 1.2 and 3
466. What is the main advantage of sales promotion ?
(1) Helps in creating demand (2) Cheating
(3) Black marketing (4) Increase in corruption
(5) None of these
467. The parties who has got advantages through sales promotion
is called
(1) Manufactures
(2) Middlemen
(3) Wholesalers
(4) Consumer
(5) 1 and 3
468. What is the advantage manufacturer has out of Sales
promotion?
(1) Helps in creating demand for new product
(2) Helps in getting new customers
(3) Helps in minimising the cost
(4) 1 and 3 (5) 1. 2 & 3
469. What is the advantage of sales promotion to Middleman ?
(1) Helps in selling the product (2) Helps in increasing the profit
(3) Increases the goodwill (4) Increase in incentives
(5) All of above
470. What is the advantage of Sales Promotion to Consumers ?
(1) Source of Education
(2) Improvement in standard of living
(3) Schemes and discounts
(4) Information about the new products
(5) All of above
Answer :
451.1
455.5
459.5
463.1
467.5

452.1
456.4
460.5
464.4
468.5

453.1
457.5
461.5
465.5
469.5

454.5
458.1
462.5
466.1
470.5

471. What is one of the methods of Sales promotion?

(1) Consumer Promotion Method (2) Dealer Promotion Method
(3) Market Method (4) Competitor Method (5) 1 and 2

product or its packing" ?

(1) Philip Kotler (2) Anjum Dass (3) Stanton (4) Parashar
(5) Marshal

472. Free samples can be distributed as_________

(1) Door to Door (2) Through Retail shop 3) With another
product (4) Under some competition
(5) All of above

482. What is one of the various strutegies of product Modification

?
(1) Quality improvement (2) Style improvement
(3) Features improvement (4) Packaging improvement
(5) All of above

473. A certificate which enables a consumer to gel a certain

reduction in price on next purchase
of particular product is called_________
(1) Discount (2) Discount coupon (3) Cash Discount (4) Trade
Discount (5) None of these
474. 20% to 30% discount on all products of Gandhi Ashram on
Gandhi Jayanti is an example of
(1) Discount
(2) Reduction in Price
(3) Trade Fair (4)
Free Gift (5) Sold
475. Under which method producer announce that with the
purchase of a particular product,
another product will be given at a very cheap rate ?
(1) cheap Bargain 2) Trade Discount (3) Reduction in Price
(4) Free Gift (5) After Discount
476. Under which method consumer gives a guarantee to
maintain the product in proper condition
till a limited period from the date of purchase ?
(1) After sale service (2) Discount (3) Discount coupon (4)
Discounted Rate (5) Advertisement
477. Which method is used to encourage dealers to sell more
product ?
(1) Dealer Promotion Method
(2) Consumer Promotion Method
(3) Product Promotion Method
(4) Market Promotion Method
(5) Sales Promotion Method
478. Dealer Promotion Method includes
(1) Advertisement Allowance
(2] Quantity Discount
(3) Incentives to Salesman
(4) Commission
(5) All of above
479. The decision to start the production of a product or not is
called
(1) Product Decision (2) Design Decision (3) Name of Product
(4) Price Decision (5) None of these
480. Guarantee given by the seller enterprise to repair the product
for a certain period" shows the
concept of________
(1) Guarantee and aftersale service (2) Warranty
(3) Sale with service (4)Service centre (5) None of these
481. Who said "A Product modification is any deliberate alteration
in the physical attributes of a

483. Style improvement strategy Includes_________

(1) Change in Colour (2) Change in IV (3) Change in Size
(4) 1 & 3 (5) 1,2 and 3
484. Who said "But putting products to death or letting them die is
a drab business and often engenders much of the sadness of a
final parting with old and tried friends" ?
(1) Philip Kotler (2) R. S. Alexander f (3) Pankaj Parashar
(4) Dr. Rita Sharma (5) Marshal
485. What is one of the reasons for not taking Product
Elimination Decision ?
(1) Effect of External Factors on sales
(2) Boosting by Marketing Programme
(3) Boosting by Product Modification
(4) Helpful In the sale of other Products
(5) All of above
486. Which concept of marketing is Dynamic in nature ?
(1) Product Planning (2) Product Innovation
(3) Product Capacity (4) Product Elimination
(5) None of these
487. In which of the following we find frequent changes ?
(1) Habits of consumer (2) Tastes of consumer
(3) Liking of consumer (4) None of above
(5) 1. 2 and 3
488. Man enterprise does not change its products according to
changing circumstances, it can not be
successful in achieving
(1) Marketing Plan (2) Marketing Objectives
(3) Marketing Strategy (4J Marketing People
(5) Marketing Source
489. When some improvements are introduced in existing
products it is called________
(1) Product (2) Product Innovation (3) New Product (4)
Further Product (5) Marketing
Answer :
471.5 472.5
476.1 477.1
481.1 482.5
486.2 487.5

473.2
478.5
483.5
488.2

474.2
479.1
484.2
489.2

475.1
480.1
485.5

490. product innovation is higher in_______

(1) Development countries (2) Underdeveloped countries
(3) Developing countries
(4) Western countries
(5) Asian countries
491. Rate of Product innovation is too low in _____________
(1) America
(2) South America (3) China
(4) Canada
(5) India
492. Majority of the consumers in India are_______
(1) Clever (2) Illiterate (3) Literate (4) Standard (5) Rich

502. What is the department established in an enterprise ?

(1) Sales Department
(2) Advertisement Department
(3) After Sale Department (4) Sale Promotion Department
All of above

(5)

503. Need of Marketing organization arises due to_______

(1) Development of new concept of marketing
(2) Development of mankind
(3) Development of product
(4) Development of living standard
(5) None of these

493. Standard of Living of Indian people/consumers is

very________
(1) Low
(2) High
(3) Average
(4) Positive
(5) Negative

504. As per new concept of Marketing

(1) Customer is king (2) Producer is king (3) Salesman is king
(4) Retailer is king (5) Wholeseller is king

494. Per capita income of indian consumers is ;

(1) Very low
(2) Very high (3) Average
(4) Positive
(5) Negative

505. All the market efforts starts with the discovery of

(1) Product (2) Needs and wants of consumers (3) Corruption
(4) Valid crime Case (5) All of above

495. What is one of the reasons for Product Innovation ?

(1) Business Growth
(2) Competition
(3) Market changes
(4) Technological changes
(5) All of
above

506. All the marketing activities ends with

(1) Satisfaction of needs of customers
(2) Satisfaction of Government
(3) Satisfaction of Businessman
(4) Satisfaction of Legal Authorities
(5) Satisfaction of Competitor

496. Business Growth is complementary to_______

(1) Product Development
(2) Product Innovation
(3) Product growth (4) Product stage (5) Product idea
497. When the product reaches at saturation stage it becomes
necessary for the enterprise to ________
(1) Innovate the Product
(2) Eliminate the Product
(3) Increase the Production
(4) Stop the Production
(5) None of these
498. Producing a new product by using the wastage and scraps is
the example of _______
(1) Maximising Utilisation of Resources
(2) Minimising wastages (3) Miximising social waste
(4) Maximise profit level
(5) All of above
499. Who said "Marketing comprises both buying and selling
activities" ?
(1) J.F. Pyle (2) William J. Stanton
(3) Prof. P.K. Parashar
(4) Prof Philip Kotler (5) Bowley
500. We should understand the meaning of______ to know
Marketing Organisation.
(1) Marketing and Selling
(2) Market and Product
(3) Society and Product
(4) Marketing and Organisation (5)
None of these
501. Who said "Marketing organisation provides the vehicle for
making decisions on products,
marketing channels, physical distribution, promotion and prices. ?
(1) Cundifl
(2) Still (3) Govani
(4) Philip Kotler
(5) 1. 2 and 3

507. Who said "Organisation is the determine the activities to

accomplish a job and to arrange
the distribution of activities among the people" ?
(1) Lurwlck (2) Kimbai (3) Tousley (4) J.F. Pyle
(5) Clark and Clark
508. Which view of organization states - "organisation as a group
of people brought together to
participate in a common effort to accomplish certain goals."
(1) Traditional view (2) Modern view (3) Classical view
(4) Ancient view (5) None of above
509. what are the major goals of marketing organisations ?
(1) Desired Financial Resuhs
(2) Disposition toward change
(3) Desired place in the industry (4) Competitive posture
(5) All of the above
510. The company's ________is of great importance to the
market organisation
(1) Goal (2) Profit Goal (3) Profit and Loss (4) 1 and 2 (5)
None of above
490.1
491.5
492.2
493.1
494.1
495.5

496.1

497.1

498.1

499.1

500.1

501.1

502.1

503.2

504.1

505.2

506.3

507.1

508.5

509.2

510.2

511. Which view stales business as economic institutions ?

(1) Traditional (2) Classical

(5) Ultra modern

(3) Overview (4) Modern

512. Firms operating under the marketing concept have opted

infavour of emphasizing change
rather than_________
(1) Fluctuation (2) Stability
(3) Funds
(4) Life
(5) None of these
513. What is one of the dimensions under which industry defines
its desired place in industry ?
(1) Size of operation
(2) Major functions (3) Quality
(4) Price
(5) All of the above
514. A company that strives to have the largest market share in
the industry requires_________
(1) A lager marketing organisation
(2) A smaller organization (3) A Medium organisation
(4) A complicated market (5) A faulty market
515. Levels of market segmentation includes mass marketing,
segment marketing, and _______
(1) Positioning
(2) Macro marketing
(3) Industrial (B2B) Marketing
(4) Micro marketing (5) None of above
516. What is the process of dividing a Market into distinct groups
of buyers, each of which might
require separate products or Marketing Mixes ?
(1) Market Segmentation (2) Mass Marketing
(3) Micro Marketing (4) Market Positioning
(5) Market Targeting
517. Climate is one way to segment a market using ______
segmentation.
(1) Psychographic (2) Demographic (3) Geographic
(4) Political
(5) Behavioural
518. Age is often a poor predictor of a person's life cycle, health,
work or family status and buying power :
(1) True
(2) True when all the customers are 18th
(3) True when all the citizens are senior citizens
(4) False
(5) False when all citizens are healthy
519. Marketers find Utile reason to focus on lower income
customers in most geographic markets :
(1) True (2) True when all customers are of same age group
(3) True when 50% of customers arc unemployed
(4) False
(5) Partial False
520. The car Industry does not use gender segmentation to cater
for women, as men remain the
dominant market for new cars in India :
(1) True
(2) True when we consider Rural areas
(3) True because India is a men dominant society
(4) False in case of Urban areas
(5) False

521. Which of the following is not a variable for Psychographic

segmentation ?
(1) Personality (2) Status (3) Values
(4) Values, attitudes and lifestyle (5) Attitude towards the product
522. Which segmentation form do marketers depends on most ?
(1) Demographic
(2) No one method is used most
(3) Psychographic
(4) Geographic
(5) None of these
523. What is one of the characteristic of market segments that
make them useful to marketers?
(1) Accessibility (2) Intractivity and accessibility
(3) Measurability, Accessibility, Substantiality and actionability
(4) Substantiality (5) There are not such characteristics
524. Consumer and business marketers use many of the same
variables to segment their markets.
(1) True (2) When markets nature is of monopoly
(3) True when market is perfectly competitive
(4) False
(5) False if all the products are of substitute nature
525.There are lour characteristics that market segments are usually
judged by to determine their
effectiveness to the marketing organisation :
(1) True in Emergency (2) True if all organisations are same
(3) True (4) False (5) False in Indian Context
526. A company has segmented its market based on income and
personality. These segmentation
variables belong to the classification(s) of:
(1) Demographic
(2) Demographic and Psychographic
(3) Behavioural and geographical
(4) Demographic and Behavioural
(5) Psychographic

527. In evaluating different market segments, a company must

look at three factors, excluding________
(1) Company objectives
(2) Company objectives and resources
(3) Segment structural attractiveness
(4) Segment size and growth
(5) Potential competitors
Answer :
511.1
516.1
521.5
526.2

512.1
517.3
522.2
527.5

513.5
518.1
523.3

514.1
519.4
524.1

515.4
520.5
525.3

528. Product position is the way the product is defined

by________
(1) Advertising company
(2) Competitors
(3) Company Employees
(4) Company Directors
(5)
Consumers

529. What is one of the characteristics on which customers are

segmented ?
(1) Income
(2) Education ' (3) Age
(4) Cost
(5) All of above
530. Who has initiated the basis of Market Segmentation ?
(1) Prof. Pankaj Parashar (2) Philip Kotler
(3) Cundif and Still (4) Marshal (5) 2 and 3
531. A valid study:
(1) portrays the population being studied
(2) establishes a casual relationship between variables
(3) uses random sampling (4) measures what it is supposed to
(5) None of these
532. Marketing researchers at Cumbria Ltd. repeated an
experiment several times and discovered that the results produced
each time were identical. This would suggest that the results
were:
(1) reliable (2) valid (3) usable
(4) predictable
(5) None of these
533. To set the price of a new dictionary. KJRAN PRAKASHAN
needs to know how many dictionaries
can be sold at different prices. The dependent variable in this
example would be:
(1) competition (2) book publishers (3) sales
(4) price (5) None of these
534. Nestle develops a scale to measure young adult attitudes
toward snacking. There is concern
that if the questions were given to the same person several times
they would produce different answers. Nestle is concerned about
the scale's
(1)validity
(2) capacity
(3) dependability
(4) reliability (5) None of these
535. The University Book Shop selects 200 of its more than
8,000customers to participate in a
study on service quality in the shop. The Book Shop has
established a _for use in its research:
(1) population (2) field setting (3) dependent grouping
(4) sample (5) None of these
536. Ms. Mayawati is running for Parliament in the General
Election. She needs to know the intended
choices of the voters and will undertake a survey. All the voters on
the Electoral Register in her constituency would be the study's: (1) sample (2) dependent variable (3) population
(4) independent variable (5) None of these
437. In what type of sampling design is the final choice of
respondents left up to the interviewer?
(1) stratified sampling (2) random sampling
(3) cluster sampling (4) quota sampling . (5) None of these

538. Wessex Motors needs to assess the company's image relative

to a new competitor. The time
schedule is flexible, the research budget is very limited and a low
response rate will not be a major problem. Wessex Motors will
probably use______ survey.
(1) mail
(2) telephone
(3) random
(4) personal interview
(5) None of these
539. If Adidas needs to survey retailers altitudes on the
availability of product literature in athletic
shoe shops and needs the results within four working days, Adidas
will probably use ______survey.
(1) a mail
(2) a telephone
(3) a mall intercept
(4) a personal interview
(5) None of these
540. An item on the University Book Shop's survey asks
respondents to tell the shop, in their own
words, what they like least about textbook shopping. This item
would be an example of_______ question.
(1) an open-ended
(2) a dichotomous
(3) a forced-sum choice
(4) a multiple choice
(5) None of these
541. If Proctor and Gamble, the makers of Ariel, need to know
what percentage of customers examine product labels before
making a product selection in the supermarket, this could best be
accomplished through:
(1) focus groups (2) mail surveys (3) personal interviews
(4) observation (5) None of these
542. Lever Bros, markets a number of different brands of laundry
detergents including Radion. Persil Power, Persil Colour and Surf.
Each of these specific versions of laundry detergents can be
described as:
(1) a product item (2) a product line (3) a core product
(4) a mix item (5) None of these
543. A brand name is one of the elements of the
(1) core product (2) actual product
(3) augmented product (4) All of the above
(5) None of these
Answer :
528.5
529.5
530.5
531.4
532.1
533.3
534.4
535.4
536.3
537.4
538.1
539.2
540.1

541.4

542.1

543.2

544. Procter & Gamble makes at least eight different detergents

This illustrates:
(1) product mix width (2) product mix consistency
(3) product mix depth (4) market item width
(5) None of these

554. Who said "Oral presentation is a conversation with one or

more prospective purchasers for the
purpose of making sales" ?
(1) American Marketing Association (2) AIMA
(3) Stock Exchange (4) Marketing Department (5) Government

545. Advertisement materials supplied by Producer to the dealer

may include________
(1) Diaries (2) Calenders (3) Literature (4) Packing Bags
(5) All of above

555. The concept in which sellers and buyers come in direct

contact with each other, is called _______
(1) Personal selling (2) Selling (3) Window shopping (4)
Shopping (5) Sales

546. Under which method a special price reduction is being given

to dealers by Producers ?
(1) Quantity Discount (2) Quality Discount
(3) Daily Discount (4) Cash Discount
(5) Trade Discount

556. Which is the most effective tool of increasing the sales ?

(1) Sales (2) Discount (3) Personal selling (4) Effective
selling (5) All of the above

547. What is being given lo Salesman if he achieves

predetermined sale targets ?
(1) Commission (2) Sales (3) Reduction (4) Discount
(5) Training
548. Under which method producer allows credit to dealers and
distributors ?
(1) Suitable Credit Policy (2) Reduction (3) Commission
(4) Credit (5) Follow on
549. At which place the doubts and confusions ol middlemen can
be rectified ?
(1) Meetings (2) Seminars (3) Fairs (4) Factory (5) 1 and 2
550. Sales promotion programme or measures are not helpful in
Improving the product" It is a _____ of sale promotion.
(1) Advantage (2) Limitation (3) Adverse effect
(4) Punctualness (5) None of above
551. What are the main limitations of sales Promotion ?
(1) Focus on short term aspect
(2) Sales promotion alone is useless
(3) Does not improve the product
(4) Not helpful in removing the drawbacks of advertisement
programme
(5) All of above
552. Which of the following is not a likely outcome to sales
promotion activities ?
(1) Gelling customers to "load up" on product
(2) Long term consumer loyalty
(3) Including consumers to try a new launch
(4) Promotes Brand
(5) None of above
553. Who said- "Personal selling consists of contacting
prospective buyers of product personally". ?
(1) Richard Buskirk (2) William J. Stanton (3) Pankaj Prashar
(4) Marshal (5) Robinson

557. Which selling method is the oldest method of selling

products ?
(1) Counter (2) Personal selling (3)Further selling (4)
Selling
(5) Discount selling
558. Which is the function of Personal selling ?
(1) To cheat customers (2) To remove doubts and confusions of
customers
(3) To sell interior product (4) To charge more price
(5) None of above
559. Is sales promotion the different concept than personal selling
?
(1) True in Perfect competition (2) False in Monopoly
(3) Can't say (4) False (5) True
560. Best Sales people is______
(1) Highly motivated (2) Cheaters
(4) Body Builders
(5) 1 and 3

(3) Good closers

561. Personal selling and Salesman ship are

(1) Similar (2) Different (3) Different on some issues
(4) Always similar in KMCG (5) None of above
562. What is one of the advantages of Personal Selling ?
(1) Helpful in Gelling new customers (2) Helpful in
Demonstrating product
(3) Helpful in Communication
(4) Helpful in Real sale
(5) All of above
563. Under which activity salesman concentrate up on attracting
new customers ?
(1) Getting old customers (2) Getting new customers (3) Leave
old customer.
(4) All of above (5) None of these
Answers:
544.3
548.1
552.2
556.3
560.5

545.5
549.5
553.1
557.2
561.3

546.1
550.2
554.1
558.2
562.5

547.1
551.5
555.1
559.5
563.2

564. Increase in the cost of sale is the ____of Personal Selling

(1) Advantage (2) limitation (3) Capital
(4) Costing
(5) Creation
565. A Trade mark is a brand-that has been given legal protection
thus ensuring its use____
(1) By all the people (2) By one seller only (3) By all sellers
(4) By Government (5) All of above
566. Trade Mark' is a
(1) Legal Term (2) Social Term (3) Specific Term
(4) Marketing Term (5) Unorganised Term
567. Some brand of Soap is :
(1) Godrej No. 1
(2) Cinthol
(5) All of above

(3) Pears

568.Name the brand of Tooth-pastes

(1) Promise
(2) Babool (3) Binaca
5) All of above
569. A brand name facilitates
(1) Advertising (2) Functions as a demand
(3) Social (4) General (5) 1 and 2

(4) Lux

(4) Pepsodent

(1) category (2) dimension 3) extension.

of these

(4) line.

(5) None

577. The depth of a product mix is measured by the average

number of
(1)inconvenience products as compared with the number of
specialty products
(2) different product lines offered by the company
(3) different products offered in each product line.
(4) specialty products as compared with the number of
convenience products.
(5) None of these
578. Beatrice Company markets such diverse products as Rosarita
Mexican foods and Samsonite luggage. These various offerings
exhibit Beatrices product mix
(1) width (2) depth. (3) length. (4) volume (5) None of these
579. Aggressive pricing is typical during the ____ stage of the
product life cycle.
(1) decline (2) growth (3) introduction (4) plateau 5) None
of these

stimulant

570. Acts related to Trade mark came into existence in

(1) 1958
(2) 1959
(3) 1962
4)1970
(5) 1990
571. Which act have been passed in the year 1958 ?
(1) Trade and Merchandise Marks Act 195G
(2) Companies Act 1956
(3) Indian Partnership Act 1932
(4) Income Tax Act
(5) None of above
572. "All the Trade marks are brand" but
(1) All the Brands are not Trade mark
(2) All the Brands art Trademark
(3) All the Brands are not rare Art
(4) All the Brands of McDonald are trademarks
(5) 1 and 2
573. What is one of the advantages of brand a consumer has ?
1) Easy to recognize (2) Easy to Claims (3) Legal Protection
(4) Time saving (5) All of above
574. What is one of the benefits brand Marketer's has ?
(1) Brand Royalty (2) Increase in Goodwill (3) Discourage Pi
ice Competition (4)1 and 2
(5) 1,2 and 3
575. A product item can be best described as a
(1) component of a marketing mix.
(2) particular type of brand.
(3) specific characteristics of a company's product.
(4) specific version of a product.
(5) None of these
576. A group of closely related product items that are considered
to be a unit because of marketing,
technical, or end-use considerations is a product

580. Sales usually start to decline __of the product life cycle
(1) at the be beginning of the termination stage
(2)at the end of the growth stage
(3)at the beginning of the decline stage
(4)during the maturity stage
(5)None of these
581. An ad that stresses "Demand the real Lucas Wine Cooler:
accept no substitutes!" is best geared
for which stage of the product life cycle?
(1) Introduction (2) Growth (3) Maturity (4) Decline (5)
None of these
582. Persil is the best selling laundry detergent in the UK. When
Letter Bros used the Persil brand name for its washing up liquid it
was adopting policy.
(1) an individual branding (2) an overall family branding (3) a
line family branding
(4) a brand extension branding (5) None of these
583. Firms that use_____ are less likely to damage their
reputations if a new product fails.
(1) Individual branding 2) overall family branding (3) line
family branding (4) brand extension branding
(5) None of these
564.2

565.2

566.1

567.5

568.5

569.5

570.1

571.1

572.1

573.5

574.5

575.4

576.4

577.3

578.1

579.2

580.4

581.2

582.4

583.1

584. Which of the following is NOT a desirable feature for a

brand name?
(1) it can facilitate the introduction of new products
(2) it can become used as the generic, name for all products in the
category
(3) it can make it possible for the firm lo engage in non price
competition
(4) it can help develop brand loyalty amongst buyers
(5) None of these
585. Which of the following is an example of a manufacturers
brand?
(1) Sainsbury wines (2) Matsui televisions (3) Yessica dresses
(4) Flymo lawnmowers
(5) None of these

594. What is the nature of Advertisement ?

(1) Repeatitive
[2) Irregular (3) Regular
(5)none of these

(4) Distinctive

595. Sales promotion is of _____ nature.

(1) Irregular
(2) Distinctive
(3) Repeatitive
Regular
(5) Silent

(4)

596. Personal selling is of____nature.

(1) Regular
(2) Irregular (3) Necessary (4) Scope
Control

(5)

597. Advertisement is ______

(1) Necessary (2) Unnecessary (3) Beyond necessary' (4) Not
required at all (5) None of above

586. Andrex toilet tissue is a_____for Kimberly Scott Corporation

(1) trade name (2) trade mark (3) brand name (4) brand mark
(5) None of these

598. Personal selling is _____

1.necessary (2) Unnecessary (3) Not so necessary (4)
Always Problematic (5) None of these

587. The Nike swoosh that is prominent on all of the arm's

packaging, products, and advertising is a:
(1) trade name (2) trade mark (3) brand name (4) brand
mark (5) None of these

599. What type of scope Sales promotion has ?

(1) Small
(2) Widest (3) Smallest (4) Rarest
Narrow

588. Own label brands are initialed

(1) manufacturers only (2) manufacturers and retailers.
wholesalers only.
(4) wholesalers or retailers. (5) None of these

(3)

589. The Major characteristic of own label brands is that

(1) only retailers initiate and own the brand
(2) manufacturers are not identified on the product.
(3) producers become involved with the marketing mix.
(4) producers are identified on the product.
(5) None of these
590. At one time, generic brands represented about 10 percent of
all retail grocery' sales. Today they
account for
(1) considerably less (2) considerably more (3) about the same.
(4) none of above (5) None of these
591. Dukolah, a South Dakota-based producer and marketer of
fine home furnishings, authorized Dan River Mills to produce and
market a line of sheets under the Dakolah name. This arrangement
is an example of
(1) brand extension. (2) brand licensing. (3) family branding
(4) individual branding. (5) None of these
592. Selling is totally depends upon the :
(1) Ability of salesman (2) Capability of salesman
experience of salesman
(4) All of above
(5) None of above

(3)

593. Personal selling is responsible for

(1) Creating Demand (2) Increasing Demand (3) Maintaining
Demand (4) Diminishing Demand
(5) 1, 2 and 3

600. Scope of Personal selling is

(1) Narrow (2) Most narrow 3) Wider
Small
584.2
588.4
592.4
596.1
600.2

585.4
589.2
593.5
597.1

586.3
590.1
594.1
598.3

(4) Widest

587.4
591.2
595.1
599.2

(5)

(5)

Check your knowledge

1. In 'Double-win' strategy
(1) Customer gets an additional benefit
(2) Customer gets price debate.
(3) Both customs and the sales person come out with sense of
satisfaction
(4) Both (1) and (2)
(5) None of these
2. Consumer behavior, 'Perception is a process through which_
(1) a consumer make ultimate purchasing
(2) a consumer is satisfied
(3) a consumer's mind receives, organizes and interprets physical
stimuli
(4) Both (1) and (3) (5) None of these
3. Sales forecast implies_
(1) an estimate of the maximum possible sales opportunities
present in a particular market segment
(2) an estimate of sales, in physical units, in a future period
(3) Both (1) and (2)
(4) Only (1)
(5) Only (2)
4. In advertising for_____is not allowed
(1) Liquour (2) Cigarattes (3) Both (1) and (2)
(5) Only (2)

(4) Only(l)

5. A theory states that no matter how efficiently goods / services

are produced, if they cannot be delivered to the customer in the
quickest possible time it is vain.
This theory is called
(1) Quickest the best (2) Instant service (3) Service on time
(4) Timely effort (5) None of these
6. Entrepreneurs find direct marketing attractive because of___
(1) Investment is low (2) It doesn't required specialized skills
(3) Returns are quick
(4) All of the above
(5) None of these
7. Demonstration is an exercise to_
(1) attractively pack and display the goods
(2) prove the characteristic of the product
(3) Both (1) and (2)
(4) Only (1)
(5) Only (2)
8. Which among the following is not an example of Direct
marketing ?
(1) tele-marketing (2) sales on internet (3) mail order sales
(4) Retail stores (5) None of these
9. In selling 'consumption' is the ultimate goal of the salesman
while a marketer_
(1) identify consumer needs
(2) develop an appropriate product / service to attain customer
satisfaction
(3) accomplish organizational goals through integrated marketing
approach
(4) All of the above
(5) None of these

10. In Banking services, market can be segmented on the basis of_

(1) density
(2) customers (3) Both (1) and (2) (4) Only (1)
(5) Only (2)
11. Which of the following is not a 'Post testing' Technique of
advertisement ?
(1) Sales test (2) Focus group (3) Enquiry test
(4)
Attitude test
(5) None of these
12. 'Casual' research is basically concerned with
(1) establishing cause and effect relationship
(2) arriving at a forecast or prediction of interest
(3) measuring and estimating the frequencies with which of things
occur
(4) All of the above.
(5) None of these
13. A method, in which Brand equity is measured by comparing
difference between the retail price of the brand and the retail price
of an unbranded product in the same category is called
(1) Brand goodwill method (2) Price premium method (3)
Both (1) and (2) (4) Only(l) (5) Only (2)
14. Media planning includes_
(1) assessing lost
(2) selecting the right medium
and (2) (4) Only (1) (5) Only (2)

(3) both (I)

15. In India, which commission can be approached to curb

misleading advertisements_
(l)MRTP (2)MTP (3) ISPT (4) QTP
(5) None of these
16. In marketing 'initiator' is a term which describes_
(1) who determines that some need is not being met and
authorities a purchase to rectify the situation
(2) who most directly involved in the consumption of the
product
(3) Only (1)
(4) Only (2)
(5) None of these
17. What is the full form of L1C ?
(1) Life Insurance Corporation (2) Life Insurance Commission
(3) Life India Corporation
(4) All of these
(5) None of these
18. The Traditional Marketing style involves ____
(1) Telemarketing (2) Digital Marketing (3) Indirect
Marketing (4) Direct Marketing (5) All of these

19. A lead means_

(1) A prospect who is more likely to avail of the Bank's product
(2) A political leader
(3) A religious leader
(4) A bank chairman
(5) None of these
20. Innovation means_
(1) Compensation
(2) Inspiration (3) Additional perquisites
(4) Implementing new ideas or (new methods

(5) None of these

30. Marketing plan helps in_
(1) Better lead generation
(2) Better systems
(3) Better results
(4) Improved balance sheet
(5) Better customer service

21. A Call means_

(1) Calling on friends
(2) Calling on bank employees
(3) Calling on prospective customers
(4) To make telephone calls
(5) Calling on relatives
22. A prospect means_
(1) Any customer who walks into the bank
(2) An employee of the bank
(3) A customer who is likely to be interested bank's product or
service
(4) A depositor of the bank'
(5) A borrower of the bank
23. Modem Method of Marketing include ___
(1) Publicity on the net (2) Advertisement on the net
Soliciting business through e-mails
(4) Tele marketing
(5) All of these

(3)

24. A true marketing requires_

(1) Command and other mindset (2) Control Mindset (3)
Passive mindset (4) Active mindset
(5) None of these
25. Which of the following sentences is true?
(1) Marketing is not required in a Buyers' Market
(2) Marketing is not required in a Seller's market
(3) Marketing is not required due to competition
(4) Marketing is not required due to liberalization
(5) Marketing is not required due to globalization
26. For effective marketing the salesmen should have which of
these qualities?
(1) Creativity (2) Team spirit (3) Motivation (4) Effective
communication skills (5) All of these
27. Market information means_
(1) Knowledge of shops and bazaars
(2) Knowledge of shopping malls
(3) Knowledge of customer profile and product mix
(4) Knowledge of various languages
(5) None of these
28. Market Research is needed for_
(1) Checking the market area
(2) Checking the right product to be sold
(3) Making proper marketing decisions
(4) Deciding right time to sell
(5) All of these
29. Which of the following statement is true_
(1) Marketing makes the company to go into loss due to higher
expenses
(2) Marketing is not required in profit making companies
(3) Marketing sharpens the minds of the employees
(4) Marketing is a time bound seasonal function
(5) Marketing is a waste of time

31. Which of the following statements is correct?

(1) Marketing is the term used to refer only to the sales function
within a firm
(2) Marketing managers usually don't get involved in production
or distribution decisions
(3) Marketing is an activity that considers only the needs of the
organization, not the needs of society as a whole
(4) Marketing is the activity, set of institutions, and processes for
creating, communicating, delivering, and exchanging offerings
that have value for customers, clients, partners, and society at
large
(5) None of the above
32. The term marketing refers to:
(1) New product concepts and improvements
(2) Advertising and promotion activities
(3) A philosophy that stresses customer value and satisfaction
(4) Planning sales campaigns
(5) None of the above
33. In the history of marketing, when did the production period
end?
(1) In the late 1800s
(2) In the early 1900s
(3) In the 1920s
(4) After the end of the Second World War
(5) None of the above
34. A marketing philosophy summarized by the phrase "a good
product will sell itself is characteristic of the________period.
(1) Production
(2) Sales
(3) Marketing
(4) Relationship
(5) None of the above
35. Which of the following factors contributed to the transition
from the production period to the sales period?
(1) Increased consumer demand
(2) More sophisticated production techniques
(3) Increase in urbanization
(4) The Great Depression
36. An organization with a _ orientation assumes that customers
will resist purchasing products not deemed essential. The job of
marketers is to overcome this resistance through personal
selling and advertising.
(1) Production (2) Marketing (3) Relationship (4) Sales (5)
None of the above
37. In the relationship marketing firms focus on
_______relationships with______

(1) Short term; customers and suppliers

(2) Long term; customers and suppliers
(3) Short term; customers
(4) Long term; customers
(5) None of the above
38. Political campaigns are generally examples
(1) Cause marketing (2) Organization marketing (3) Event
marketing (4) Person marketing
(5) None of the above
39. The Coca Cola organization is an official sponsor of the
Olympics. The firm is engaging in;
(1) Place marketing (2) Event marketing (3) Person marketing
(4) Organization marketing (5) None of the above
40. Today's marketers need...
(1) Neither creativity nor critical thinking skills
(2) Both creativity and critical thinking skills
(3) Critical thinking skills but not creativity
(4) Creativity but not critical thinking skills
(5) None of the above
41. Which of the following is NOT an element of the marketing
mix?
(1) Distribution (2) Product (3) Target market (4) Pricing
(5) None of the above
42. The term "marketing mix" describes:
(1) A composite analysis of all environmental factors inside and
outside the firm
(2) A series of business decisions that aid in selling a product
(3) The relationship between a firm's marketing strengths and its
business weaknesses
(4) A blending of four strategic elements to satisfy specific target
markets
(5) The range of products that is offered for sale
43. Newsletters, catalogues, and invitations to organizationsponsored events are most closely associated with the marketing
mix activity of:
(1) Pricing (2) Segmentation (3) Distribution (4) Product
development (5) Promotion
44. The way in which the product is delivered to meet the
customers' needs refers to:
(1) New product concepts and improvements
(2) Selling
(3) Advertising and promotion activities
(4) Place or distribution activities
(5) None of the above
45. A market orientation recognizes that:
(1) Price is the most important variable for customers
(2) What the customer thinks he or she is buying is what is
important
(3) Selling and marketing are essentially the same thing
(4) Sales depend predominantly on an| aggressive sales force
(5) None of the above

46. A value chain in marketing is:

(1) an operator of discount stores with many branches
(2) a factory outlet store
(3) a process by which goods gain value as they pass through
different levels of intermediaries
(4) a process by which companies target value conscious
customers
(5) None of these
47. In general, concern with the ecological environment is most
closely associated with economies characterised by:
(1) rapid economic growth
(2) high levels of GDP per capita
(3) low levels of GDP per capita
(4) abundant natural resources
(5) None of these
48. Business ethics is essentially about:
(1) universal codes of business practice
(2) societally orientated behaviour by rums
(3) a culturally conditioned agreement on what constitutes right
and wrong
(4) honesty to a finn's customers
(5) None of these
49. Which of the following is least likely to be associated with a
firm's macro-environment?
(1) study of the changing birth rate (2) analysis of household
savings ratios (3) a new staff incentive scheme
(4) cultural convergence
(5) None of these
50. Which of the following represents the most important reason
why firms monitor their demographic environment?
(1) to explain historical trends
(2) to predict political change .
(3) to predict the size of market segments
(4) to predict business cycles
(5) None of these
51. In a flexible firm, 'core workers' are:
(1) numerically flexible (2) Functionally flexible
(2) (4) neither(l)nor(2) (5) None of these

(3) both(l)and

52. Which of the following is NOT part of an organisation's

micro-environment?
(1) Customers (2) Suppliers (3) Competitors (4) Government
legislation (5) None of these
53. Which of the following is an element of an organisation's
internal-environment?
(1) Competitors (2) Employees (3) Wholesalers (4) Retailers
(5) None of these
54. A method of comparing the internal capabilities of an
organisation with the demands and challenges of its external
environment is referred to as:
(1) SHOT analysis (2) SWOT analysis (3) Stakeholder analysis
(4) Shareholder analysis (5) None of these

55. The marketing environment IS the actors and forces outside

market mg that affect marketing management's ability to:
(1) Make money. (2) Increase shareholder wealth.
(3) Develop and maintain successful transactions with its
target customers.
(4) Ward off government intervention. (5) None of these
56. All of the following would be forces that might be contained
in a company's microenvironment EXCEPT:
(1) Economic forces. (2) Marketing channel firms. (3) The
company itself. (4) Suppliers. (5) None of these
57. Which of the following would be considered to be external to
a company's internal environment?
(1) Finance. (2) Accounting. (3) Marketing intermediaries. (4)
Manufacturing. (5) None of these
58. Marketing research firms, advertising agencies, and media
firms would all be examples of which of the following marketing
intermediaries?
(1) Resellers. (2) Physical distribution firms. (3) Marketing
service agencies.
(4) Financial intermediaries. (5) None of these
59. Which of the following publics would MOST LIKELY
include managers, volunteers, and the board of directors?
(1) Internal public. (2) Financial public. (3) General public. (4)
Local public. (5) None of these
60. Which of the following environments is primary in its effect
on consumer buying power and spending patterns?
(1) Technological environment.
(2) Economic environment.
(3) Cultural environment.
(4) Demographic environment.
(5) None of these
61. Which of the following statements would MOST CLOSELY
be associated with Engel's Laws?
(1) As family income rises, the percentage spent on food
increases.
(2) As family income rises, the amount spent on housing doubles.
(3) As family income rises, the percentage spent on food declines.
(4) As family income rises, the amount of time watching
television increases.
(5) None of these
62. According to studies made about consumer spending at
different income levels, the category that is consistently the
highest no matter whether the income is low, middle, or high is:
(1) Transportation. (2) Clothing. (3) Food (4) Housing. (5)
None of these
63. Which of the following environments examines institutions
and other forces that affect society's basic values, perceptions,
preferences, and behaviours?
(1) Psychological environment. (2) Cultural environment. (3)
Demographic environment.
(4) Legal environment.
(5) None of these

64. If a consumer researcher were to examine beliefs and values

that were passed on from parents to children and were reinforced
by schools, churches, business, and government, the researcher
would be examining which of the
following types of beliefs and values?
(1) Core beliefs and values. (2) Global beliefs and values. (3)
Simple beliefs and values.
(4) Secondary beliefs and values. (5) None of these
65. Some companies are very concerned about the environment
and their role in environmental affairs. If such a company were to
hire lobbyists, run advertorials expressing their point of view on
environmental subjects, and
interact with political processes to influence opinion, the company
could be said to have a(n):
(1) Environmental conscience. (2) Environmental management
perspective.
(3) Environmental mission statement. (4) Social agenda (5)
None of these
66. If Wipro was concerned about the interest rate it must pay in
the next quarter to acquire needed financial resources, this concern
would involve which one of the following?
(1) A marketing environment input (2) Its marketing mix (3) Its
marketing approach
(4) A marketing environment output (5) None of these
67. To effectively monitor changes in the marketing environment,
marketers must engage in:
(1) use of the marketing concept
(2) environmental scanning and analysis
(3) information collection
(4) marketing research
(5) None of these
68. If Cadburys found a magazine article which provided key
information on the television viewing habits of heavy buyers of
chocolate, this would be an example of information obtained
through environmental:
(1) scanning (2) forces (3) analysis (4) management (5)
None of these
69. Many marketers view political forces as:
(1) easily ignored (2) easily influenced (3) simple to recognize
(4) beyond their control (5) None of these
70. Which one of the following statements about self-regulatory
programmes is FALSE?
(1) They are usually less expensive than governmental ones
(2) Their guidelines are generally more realistic and operational
(3) Nongovernmental ones have neither the tools nor the authority
to enforce guidelines
(4) The guidelines are generally stricter than governmental ones
(5) None of these
71. Why is a high material standard of living simply not enough in
society today?
(1) people desire a variety of intangible benefits from products
(2) human beings never totally satisfy their desires
(3) material goods are not for the purpose of happiness

(4) people also desire a high degree of quality in their lives

(5) None of these
72. Marketing strategy during a recession should include:
(1) a reduction in the number of sales personnel
(2) a reduction in the expenditures for newproduct
development
(3) a reduction in advertising
(4) promotional efforts that promote value and utility
(5) None of these
73. If the Tata Motors decides to build a new plant because it
anticipates the next five years will bring low unemployment and
increases in buying power, it is forecasting a period of:
(1) depression (2) prosperity (3) recovery (4) austerity (5)
None of these
74. In a period of recovery, the best marketing strategy for Airtel
would be characterised by which of the following?
(1) flexibility (2) aggressiveness (3) austerity (4)
retrenchment (5) None of these
75. Why are marketers interested in the level of disposable
income?
(1) it accurately represents future buying power
(2) it increases current buying power
(3) it is what is left after taxes to buy luxuries with
(4) it is a ready source of buying power
(5) None of these
76. What type of competitive structure exists when a firm
produces a product that has no close substitutes?
(1) Monopoly (2) Oligopoly (3) Monopolistic Competition
(4) Perfect Competition (5) None of these
77. In the beer industry, a few large brewers supply the majority
of the market, The brewing industry is an example of which of the
following competitive structures:
(1) Monopoly (2) Oligopoly (3) Monopolistic Competition (4)
Perfect Competition" (5) None of these
78. Essex Office Products has decided to use a particular
competitive tool that it feels will have a major impact. Its
consultant. Dr. Bell, contends that this particular approach is the
one most easily copied by the firm's competitors,
The tool in question is:
(1) price (2) market segmentation (3) distribution (4)
promotion (5) None of these
79. A small hardware store whose only competitor is a huge
discount store would be least likely to use which competitive tool?
(1)services
(2) price (3) product offering (4) distribution (5)
None of these
80. Technology assessment is all assessing how much technology
has been incorporated into an organisation
(1) analysing the overall growth of the organisation
(2) trying to foresee the effects of new products and processes on
a firm's operatum and on society 111 general

(3) assessing how much technology one wants to put into a

company in the future
(4) assessing the cost of new technology to determine whether a
firm can afford to use It
(5) None of these
81. Which of the following represents an output from the
marketing environment?
(1) Money borrowed by Liverpool F,C, to help finance its
operations
(2) Nike's television advertising campaign featuring a leading
sports personality
(3) Information on shoppers' attitudes purchased by Debenharns
DepartmentStores
(4) Steel purchased by Volvo to be used in producing cars
(5)None of these
82. There are two major categories of laws that directly affect
marketing practices: procompctitive legislation and
(1) consumer protection legislation (2) unfair trade practices
laws (3) trading standards legislation
(4) consumer price discrimination legislation (5) None of these
83. If the National Association of Hoisery Manufacturers sets
guidelines for its member firms to follow regarding the use of
unethical practices, it is engaging in
(1) legislation (2) lobbying (3) self-regulation (4)
environmental scanning (5) None of these
84. The consumer movement is
(1) against foreign imports that are much cheaper than products
produced in the home market
(2) a movement that is trying to improve consumer satisfaction
(3) a social movement that is able to challenge big business
practices
(4) a diverse group of individuals, groups and organisations
attempting to protect the rights of consumers
(5) None of these
85. Lynx has demonstrated against the sale of coats made of
animal furs. This group's efforts to change shoppers' attitudes
represents for fur retailers
(1) an opportunity (2) self-regulation (3) a societal force (4)
an economic force (5) None of these
86. The period in the business cycle in which there is extremely
high unemployment, low wages, minimum total disposable
income, and a lack of confidence in the economy by consumers
is
(1) recovery (2) prosperity (3) depression (4) recession (5)
None of these
87. Market Expansion means(1) hiring more staff (2) firing more staff (3) buying more
products (4) buying more companies
(5) None of these
88. Delivery Channel means
(1) maternity wards
(2) handing over the products to the buyers

(3) places where products are made available to the buyers

(4) All of these
(5) None of these
89. One of the following is a target group for the marketing of
Internet Banking.
(1) All the customers (2) All the educated customers (3) All the
computer educated customers
(4) Only creditors
(5) All of these
90. One of the following is a target group for the marketing of
educational loan.
(1) All the customers (2) Students (3) Only poor students (4)
Students having promising educational track record
(5) All of these
91. Service after sale is not the function of
(1) Marketing staff (2) Seller (3) Director of the company (4)
Employees of the company
(5) All of the above are wrong
92. If done through.........the rural marketing would be more
effective.
(1) fairs (2) village fairs (3) door to door campaign (4) All of
these (5) None of these
93. Market Survey means
(1) Market Research (2) Market Planning
Strategies (4) Market Monitoring
(5) All of these

(3) Marketing

94..........can be done through digital Banking?

(1) Mobile phone (2) Internet (3) Telephone (4) All of these
(5) None of these
95. A good seller should have the following quality/qualities?
(1) Devotion to the work (2) Submissive (3) Sympathy (4) All
of these (5) None of these
96. The rural marketing is not required because
(1) rural people do not understand marketing
(2) it's not practical from the cost point of view
(3) it is sheer wastage of time
(4) All are wrong
(5) All are correct
97. Planned-cost service means
(1) Costly products
(2) Extra profit on the same cost
(3) Extra work by seller
(4) All of these
(5) None of these
98. Internet marketing means
(1) Self-marketing
(2) Core Groups monitoring
(3) Employees marketing
(4) All of these
(5) None of these

99.The aim of successful marketing is

(1) to increase the sale
(2) to increase the profit
(3) to increase the output of sellers
(4) All of these
(5) None of these
100. The networking becomes...... through networking.
(1) very difficult
(2) dull (3) easy (4) has no role in
marketing (5) None of these
101. Cross-selling covers
(1) Identifying customer needs
(2) Matching the Products to customer needs
(3) Convincing the customers of Product benefits
(4) Responding to questions and objections of customers
(5) All of these
102. One of the following is the correct definition of marketing
used by the Chartered Institute of Marketing and the others are
fundamentally flawed. Which one is correct?
(1) The selling process which results from the identification and
anticipation of customer requirements
(2) The management process which identifier, anticipates and
supplies customer requirements efficiently and profitably
(3) An accounting process of minimising costs and maximising
revenues
(4) The supply of goods and services to customers in such a way
that the company becomes the preferred source of supply for
customers
(5) None of these
103. A builder who has a full order book during a period of
economic prosperity and leaves his potential customers waiting
for work to be completed is most likely showing what type of
business orientation?
(1) marketing operation (2) selling orientation (3) production
orientation (4) societal orientation
(5) None of these
104. Is marketing an art or a science? Marketing differs from the
natural sciences because:
(1) Marketing tends to deal with open systems whereas the natural
sciences tent to deal with closed systems
(2) Marketing tends to deal with closed system whereas the
natural sciences tend to deal with open systems.
(3) It is impossible to develop a systems perspective for
marketing, unlike the natural sciences
(4) It is impossible to develop a systems perspective for the
natural sciences, unlike marketing.
(5) None of these
105. Positivist approaches to marketing are essentially based on
which of the following approaches?
(1) In depth case studies of consumers
(2) Uncovering the real underlying truth about consumer emotions
(3) Methodologies which are robust and repeatable
(4) Methodologies which seek to uncover positivist and relative
attitudes about a product
(5) None of these

106. Peter Drucker noted the relationship between selling and

marketing in the following terms?
(1) Marketing is a subsidiary component of selling
(2) The aim of marketing is to make selling superfluous
(3) The aim of selling is to make marketing superfluous
(4) Selling and marketing are essentially same thing
(5) None of these
107. Which of the following statements is NOT true about the
concept of a customer?
(1) A customer and consumer are always the same thing-the terms
arc completely interchangeable
(2) Customers can be described as clients
(3) A customer doesn't necessarily consume the product that they
have purchased
(4) Students can be described as customers of a university
(5) None of these
108. Which of the following is the best definition of value?
(1) A technical measure of a company's selling price relative to its
production costs.
(2) A measure of the mark-up charged by companies
(3) The lowest price available to consumers
(4) The best ratio of benefits to costs available to buyers
(5) None of these
109. Which of the following is NOT usually defined as an element
of the marketing mix?
(1) Products (2) People (3) Place (4) Profits (5) None of
these
110. Marketing is best defined as
(1) matching a product with its market
(2) promoting and selling products
(3) facilitating satisfying exchange relationships
(4) distributing products at the right price to store
(5) distributing products at low price to stones
111. The expansion of the definition of marketing to include
nonbusiness activities adds which one of these examples to the
field of marketing?
(1) Proctor and Gamble selling toothpaste
(2) St. Pauls Church attracting new members
(3) PepsiCo selling soft drinks
(4) Lever's donating 25 pence to a charity with every pack
purchased
(5) None of these
112. Tom goes to a vending machines, deposits 50 pence, and
receives a Cola. Which one of the following aspects of the
definition or marketing is focused on here?
(1) Production concept (2) Satisfaction of organizational goals
(3) Product pricing and distribution
(4) Exchange
(5) None of these
113. The marketing environment is BEST described as being
(1) composed of controllable variables
(2) composed of variables independent of one another
(3) an indirect influence on marketing activity

(4) dynamic and changing

(5) None of these
114. A physical, concrete product you can touch is
(1) a service (2) a good (3) an idea (4) a concept (5) a
philosophy
115. Chimney Sweeps employs people to clean fireplaces and
chimneys in homes and apartments. The firm is primarily the
marketer of
(1) a service (2) a good (3) an idea (4) an image (5) a
physical entity
116. Which one of the following statements by a company
chairman best reflects the marketing concept?
(1) We have organized our business to make certain that we
satisfy customer needs.
(2) We believe that the marketing department must organize to
sell what we produce
(3) We try to produce only quality, technically efficient products
(4) We try to encourage company growth.
(5) We try to produce only high quality and low to cost products
117. The marketing concept is a way of thinking or a management
philosophy that affects
(1) only marketing activities (2) most efforts of the organization
(3) mainly the efforts of sales personnel
(4) mainly customers relations (5) Only business organizations
118. If Von Air, a hair-dryer manufacturer, is focusing on
customer satisfaction, it will find that what consumers really want
is
(1) More watts (2) More speed (3) Higher heat settings (4)
Attractive hair (5) More hair
119. The XKL company wants to adopt the marketing concept. To
be consistent with this move, it should adopt which of the
following philosophies?
(1) The customer is always right (2) Making money is our
business (3) Sell, sell, sell
(4) Keep prices low
(5) Focus on today
120. Boldnew, the maker of a highly innovative light bulb, finds
that it has excess stock. The firm increases its advertising budget
by 50 per cent and doubles its sales staff This company is
operating,as if it were operating(1) production (2) sales (3) marketing (4) social (5) None
of these
121. Chrysler's Chief Executive Officer is the company's
spokesperson. His message has focused on concern for customers
and product quality. Which aspect of implementing the marketing
concept does this represent?
(1) Focusing on general conditions
(2) Stressing the short run
(3) Endorsement of the marketing concept by top management
(4) Development of an information system
(5) Restructuring of the organization

122. Which of the following is an example of a problem that may

arise in the implementation of the marketing concept?
(1) By satisfying one segment in society, a firm contributes to the
dissatisfaction of other segments.
(2) Consumers do not understand what the marketing concept is.
(3) Dealers do not support the marketing concept
(4) A product may fit the needs too many segments.
(5) None of these
123. Most specifically, marketing strategy(1) is concerned with key decisions required to reach an objective
(2) encompasses selecting and analyzing a target market and
creating and maintaining an appropriate marketing mix
(3) expands geographic boundaries of markets to serve large
geographic areas
(4) involves determining the direction and objectives of marketing
management
(5) expands market to reach a goal
124. All of the following are marketing management tasks
EXCEPT
(1) marketing planning
(2) organizing marketing activities
(3) co-ordinating marketing activities
(4) project development and analysis kotak form
(5) marketing control
125. If Erin Farm Insurance saw a sudden increase in the number
of farmers seeking flood insurance in Bihar due to major floods
the floods would be presenting the company with a marketing
(1) opportunity (2) strategy (3) concept (4) mix (5)target
126. A change in the minimum drinking age in the Maharashtra
presents a change in which of the
following for UB group?
(1) Marketing mix (2) Marketing environment (3) Marketing
concept (4) Marketing task (5) Product strategy
127. If Religare was to perceive that consumers within a particular
group were becoming more conservative in their investing, and
thus developed more products with lower risk, it would be
(1) responding to the marketing environment
(2) changing its target market
(3) developing a sales orientation
(4) changing its organization structure
(5) responding to changes in technology
128. Capri is a brand of cigrette that is low tar and slim in design
to appeal to women. In this instance, women comprise Capri's
(1) marketing mix (2) target market (3) target audience (4)
marketing strategy (5) marketing opportunity
129. When DuPont develops new carpets that are highly stain
resistant and durable,'it must educate consumers about the
product's benefits. This calls for activity in which of the following
marketing mix variables?
(1) Price (2) Promotion (3) Distribution (4) Product (5)
Packaging
130. Marketing efforts are especially aimed at

(1) distributing 'something of value' to buyers and sellers

(2) facilitating
satisfying exchange relationships
(3) developing new products for target markets
(4) understanding buyer behavior to meet buyer need
(5) Distributing products at the right price to store
131. Premier, a smokeless cigarette, failed because it could not be
easily lit with a match. This failure was due to
(1) poor distribution (2) high prices (3) lack of customers
satisfaction (4) poor promotion (5) poor packaging
132. The type of product that results from applying human and
mechanical efforts to people or objects is
(1) a service (2) a good (3) an idea (4) a concept (5) a
philosophy
133. Parents Against Drunk Drivers is a group that acts to change
attitudes and laws about driving under the influence of alcohol.
This group primarily markets
(1) goods (2) ideas (3) services (4) political messages (5)
None of these
134. When Campbell's introduction its line of low-sodium soups
ion response to consumer demand, it was following which one of
the following philosophies?
(1) Selling concept (2) Production concept (3) Customer
concept (4) Marketing concept
(5) None of these
135. The marketing concept is a philosophy that states that an
organization should try to satisfy customers' needs and at the same
time
(1) increase market share . (2) increase sales (3) achieve the
organization goals
(4) always produce high (5) quality products
136. TATA places steel beams in the doors of its cars to:
(1) reduce the possibility of accidents
(2) increase short run customer satisfaction
(3) increase long run customer satisfaction
(4) add style to its cars
(5) open the door comfortable
137. If Maruti finds that it can engineer its drive to go faster and,
regardless of weather or not customers are interested in more
speed, decide to make this faster model, Maruti has
characteristics associated with the _
concept.
(1) production (2) sales (3) marketing (4) social
(5) None
of these
138. SBI implements a programe me of calling its current
cardholders to find out what, if any, changes they would like to
see in the services provided. The firm is exhibiting characteristics
associated with which of the following?
(1) production (2) sales (3) marketing (4) social (5) None
of these
139. PNB launches an innovative in-home banking system tied to
personal computers. The products not widely accepted because

bank customers don't see the need for such a service. This
situation represents a failure in which
(1) Establishment of a customer information system
(2) Organization structure
(3) Top management commitment
(4) Technological advance
(5) Scanning corporate capabilities

145. McDonald's runs advertisements featuring children, senior

citizens, and minority groups. These ads indicate that the
company
(1) is production oriented
(2) considers only environmental factors
(3) has several target markets
(4) lacks focus
(5) considering only on markets

140. The two components of a marketing strategy are

(1) marketing objectives and promotion
(2) marketing mix and marketing objectives
(3) target market and marketing mix
(4) target markets and promotions
(5) None of these
141. Ritu is a marketing manager for a larger consumer foods
company. She is studying distribution, promotion and price of the
company's product. Ritu is studying company's
(1) marketing strategy (2) marketing mix (3) marketing offering
(4) product offering (5) marketing plan

147. The marketing mixes of organizations that market services

include product, price, promotion, place and
(1) Packaging (2) Premiums (3) People (4) Purchasing (5)
None of these

142. Evaluating marketing performance comparing it to

established standards is of
(1) marketing planning
(2) organizing marketing activities
(3) coordinating marketing activities
(4) marketing control
(5) None of these

148. The costs of marketing activities account typically for what

proportion of consumer spending on goods and services?
(1) one half (2) one third (3) one fourth (4) one fifth (5) None
of these

143. A marketing manager for a small computer manufacture is

analyzing the potential effects of political,social and economic
forces on the firm's operations. The marketing manager is
examining the___that influence(s)____ the
firm's strategy.
(1) operating situation (2) marketing environment (3) trends
(4) economic conditions (5) None of these
144. Sony is aiming its Cool Cam camera at teenagers. Teenagers
are song's
(1) audience (2) target audience (3) segmentation (4) target
market (5) focus group

Answers:
1.2
11.4
21.3
31.4
41.3
51.2
61.3
71.4
81.2
91.1
101.2
111.2
121.3
131.3

2.3
12.b
22.4
32.3
42.4
52.4
62.1
72.4
82.1
92.2
102.2
112.4
122.1
132.1

3.3
13.2
23.5
33.3
43.5
53.2
63.2
73.2
83.3
93.1
103.3
113.4
123.2
133.2

4.3
14.3
24.4
34.1
44.4
54.2
64.1
74.1
84.4
94.1
104.1
114.2
124.4
134.4

5.2
15.1
25.2
35.3
45.2
55.3
65.2
75.4
85.3
95.4
105.3
115.1
125.1
135.3

146. The two steps of developing a marketing strategy include

selecting and analyzing a target market and
(1) selecting a group of persons towards which the firm should
direct its marketing efforts
(2) developing marketing objectives to meet organization goals
(3) deciding how to organize the marketing department to meet
customers needs
(4) developing a marketing mix that precisely meets the needs of
individuals in the target market
(5) None of these

6.4
16.1
26.5
36.4
46.3
56.1
66.1
76.1
86.3
96.4
106.2
116.5
126.2
136.3

149. If McDonald was to offer Mc Veggy at Rs. 25 to increase

sales, it is alternating the _ _ element of the marketing mix.
(1) Promotion (2) price (3) product (4) place (5) people
150. Which of the following is true about marketing planning at
the bottom of a business cycle?
(1) This is the worst time to invest because the market is weak.
(2) If it is fairly certain that the bottom of the cycle has been
reached, this is the time to begin increasing investment
(3) Planning should continue on the basis of no change in the level
of national economic activity
(4) There is greater certainty at this stage ion the cycle
(5)none of these

7.2
17.1
27.3
37.2
47.2
57.3
67.2
77.4
87.5
97.2
107.3
117.2
127.1
137.1

8.4
18.3
28.5
38.4
48.3
58.3
68.1
78.1
88.3
98.5
108.4
118.4
128.2
138.3

9.3
19.1
29.3
39.2
49.3
59.1
69.4
79.2
89.3
99.4
109.4
119.1
129.2
139.1

10.3
20.4
30.3
40.2
50.3
60.2
70.4
80.2
90.2
100.3
110.3
120.2
130.2
140.3

141.3

142.4

143.2

144.4

145.3

146.4

147.3

*****************************

148.1

149.2

150.2