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UPES Marketing Management Assignment -1 Question and Answer

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Total Questions: 63 िबहार म इले न कब है – 2020 म

िबहार िवधानसभा चु नाव की
Total Marks: 100 जानकारी
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Q1. Consumers usually perceive higher-priced products as
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ी िश ा का मह पर िनबं ध – नारी
के जीवन म िश ा का मह
1. not within the reach of most people
(https://www.eguardian.co.in
2. having a higher quality
/%e0%a4%b8%e0%a5%8d
3. having high-profit margins
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4. popular brands
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5. being in the introductory stage of the product life cycle
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Q2. In-store demonstrations, displays, contests, and visiting celebrities are %e0%a4%95%e0%a5%8d

examples of: %e0%a4%b7%e0%a4%be-

%e0%a4%95%e0%a4%be-
1. franchises %e0%a4%ae%e0%a4%b9
2. sales promotions %e0%a4%a4%e0%a5%8d
3. agent promotions %e0%a4%b5/)

4. broker promotions
बक ा है ? भारत म बिकंग े का
5. product life-cycling
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Q3. Quantity discounts provide an incentive for the customer to buy वग करण और रा ीयकृत बकों की
सू ची (https://www.eguardian.co.in
1. more products or services from a variety of sellers /%e0%a4%ac%e0%a5%88
2. less from another competitor %e0%a4%82%e0%a4%95-
3. more from one given seller, rather than from many different sources %e0%a4%95%e0%a5%8d
4. more than he or she needs %e0%a4%af%e0%a4%be-
5. bundled merchandise %e0%a4%b9%e0%a5%88-
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Q4. When customers don’t know what they want or don’t even know what’s
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possible, the most effective strategy is ________ marketing.
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1. customer-driven
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2. customer-driving
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3. Societal
4. Production
5. Product CATEGORIES

About Distance Education

Q5. Consumer use price less to judge the quality of a product when they
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AMU – Aligarh Muslim

University
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2. lack skills to use the product
(6)
3. have experience with the product
Career Growth Tips
4. are shopping for a speciality item
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Q6. The ________ concept is aligned with the philosophy of continuous
Entrance Exam
product improvement and the belief that customers will choose products that
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/entrance-exam/) (7)

1. product Essays & Quotations

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4. marketing Future Formatting

5. promotion (https://www.eguardian.co.in
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Q7. ________ is one of the best ways to increase the share of customer.
General Information Book
1. Targeting new customers
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3. Cross-selling
GK – General Knowledge
4. Relationship selling
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general-knowledge/) (28)

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Q8. Buyers are less price sensitive in all of the following situations EXCEPT Indian Festivals
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1. when the product they are buying is unique /indian-festivals/) (14)
2. when the product they are buying is in high demand
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5. when the product is a speciality product
Model Question Papers
Q9. Which of the following is not a task of personal selling? (https://www.eguardian.co.in
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1. Prospecting
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2. Measuring
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4. Servicing
(7)
Q10. When compared to consumer markets, business markets are ________.
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2. smaller
3. huge QUIZ AND MOCK TEST
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Social Issues in India

1. fishyback; airtruck; trainship
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3. trainship; fishyback; piggyback
4. piggyback; fishyback; trainship Top Universities in India
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5. piggyback, fishyback; birdyback
universities-in-india/) (5)
Q12. Effective positioning begins with ______ the company’s marketing offer
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in order to give consumers more perceived value. World History
(https://www.eguardian.co.in
1. pricing
/world-history/) (3)
2. aligning
3. differentiating
4. promoting
5. Placing

Q13. Failure to enter the current price into a retailer’s system may result in
charges of

1. predatory pricing
2. scanner fraud
3. retail maintenance pricing
4. discriminatory pricing
5. price-fixing

Q14. ___ from marketing communications may suggest changes in the

promotion program or in the product offer itself.

1. Encoding
2. Decoding
3. Feedback
4. Noise
5. Shelter

Q15. A(n) _____ is used to manage international marketing by simply shipping

out goods.

1. international marketing department

2. international division
3. global organization
4. export teams
5. export department

Q16. A distinguishing feature of a contractual VMS is that coordination and

conflict management among the independent members of the channel are
attained through

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1. agents and brokers

2. working partnerships
3. limited liability incorporation
4. contractual agreements
5. natural competitive forces

Q17. you are directed to study the actors close to the company that affect its
ability to serve its customers-departments within the company, suppliers,
marketing intermediaries, customer markets, competitors, and publics. What
are you studying?

1. the macroenvironment
2. the microenvironment
3. the marketing environment
4. the demographic environment
5. the global environment

Q18. Companies use all of the following methods to set their advertising
budget EXCEPT the

1. objective-and-task method
2. integrated method
3. competitive-parity method
4. percentage-of-sales method
5. affordable method

Q19. Which of the following does NOT belong to the materials and parts group
of industrial products?

1. farm products such as wheat

2. natural products such as iron ore
3. repair and maintenance items
4. petroleum
5. Lumber

Q20. Some analysts see ________ as the major enduring asset of a company,
outlasting the company’s specific products and facilities.

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1. brands
2. convenience products
3. speciality products
4. unsought products
5. Staples

Q21. A ___ involves the use of a successful brand name to launch new or
modified products in a new category.

1. line extension
2. product line
3. brand extension
4. private brand
5. brand symbol

Q22. Creating word-of-mouth campaigns by cultivating opinion leaders and

getting them to spread information about a product or service to others in their
communities is known as

1. sales promotion
2. indirect marketing
3. buzz marketing
4. stealth marketing
5. public relations

Q23. Which of the following is the set of benefits a company promises to

deliver the customer to satisfy their needs?

1. a money-back guarantee
2. low pricing
3. customer service
4. a value proposition
5. an attribute

Q24. Which type of store carries a deep assortment, has knowledgeable staff,
and might actually be viewed as a giant speciality store?

1. category killer
2. chain
3. factory outlet
4. shopping centre
5. Independent

Q25. Marketers must weigh carefully the costs of additional information

against the ________ resulting from it.

1. organization

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2. benefits
3. creativity
4. ethical issues
5. Cost

Q26. The product life cycle period when sales fall off and profits drop, is called
as :

1. Introduction
2. Growth
3. Maturity
4. Decline
5. Development

Q27. A society’s ________ are expressed in how people view themselves,

organizations, society, nature, and the universe.

1. social codes
2. cultural values
3. demographics
4. public policies
5. Economies

Q28. A company’s total marketing communications mix consists of a special

blend of advertising, sales promotion, public relations, personal selling, and
direct-marketing tools that the company uses to communicate customer value
and build customer relationships. This is also called

1. direct marketing
2. integrated marketing
3. the promotion mix
4. competitive marketing
5. target marketing

Q29. The decision-making unit of a buying organization is called the

________.

1. business buyer
2. buying centre
3. buying system
4. business-to-business market
5. supplier-development centre

Q30. Which type of organization helps companies to stock and move goods
from their points of origin to their destination?

1. financial intermediaries

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2. physical distribution firms
3. marketing services agencies
4. resellers
5. Suppliers

Q31. The third step in the personal selling process after completion of the pre-
approach step is to

1. prospecting and qualifying

2. handling objections
3. approach
4. presentation and demonstration

Q32. Which of the following is an external factor that affects pricing decisions?

1. the salaries of production management

2. competition
3. the salaries of finance management
4. funds expensed to clean production equipment
5. A, B, and C

Q33. He/she is an individual acting on behalf of a company who performs one

or more of the following activities: prospecting, communicating, servicing, and
information gathering.

1. press agent
2. sales assistant
3. marketing director
4. salesperson
5. Publicist

Q34. Manufacturers must comply with specific laws regarding

1. price structures
2. product quality and safety
3. product placement
4. distribution channels
5. product life cycles

Q35. Increasing profits will most likely occur at which stage of the PLC?

1. introduction
2. maturity
3. growth
4. decline
5. product development

Q36. Another name for systems selling is ________ selling.

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1. solutions
2. blanket contract
3. vendor-managed inventory
4. negotiated contract
5. periodic purchase

Q37. Which stage of the new-product development process focuses on finding

new ways to solve customer problems and create more customer-satisfying
experiences?

1. concept testing
2. new-product development
3. customer-centred new-product development
4. sequential product development
5. team-based new-product development

Q38. Four common sources of internal data include the accounting department,
operations, the sales force, and the ________.

1. owners
2. stockholders
3. marketing department
4. competition
5. Web

Q39. It includes all the activities involved in selling products or services

directly to final consumers for their personal, nonbusiness use.

1. Franchising
2. Retailing
3. Brokering
4. Wholesaling
5. Disintermediation

Q40. All of the following are accurate descriptions of modern marketing,

EXCEPT which one?

1. Marketing is the creation of value for customers.

2. Marketing is managing profitable customer relationships.
3. Selling and advertising are synonymous with marketing.
4. Marketing involves satisfying customers’ needs.
5. Marketing is used by for-profit and not-for-profit organizations.

Q41. It is common for international marketers to ________ their channel

strategies for each country.

1. extend

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2. adapt
3. restrict
4. seek approval for
5. Eliminate

Q42. you want to observe how often consumers listen to music throughout their
day and what different audio devices they use. you are also interested in how
consumers store and access their own music collections. you should conduct
________ research.

1. causal
2. experimental
3. secondary
4. survey
5. Exploratory

Q43. When it comes to international distribution channels, _______ procure

products from their entry point to final users and buyers.

1. Channels between nations

2. Channels within foreign nations
3. Seller’s International Marketing Headquarters
4. None of the above
5. N

Q44. Today, a growing number of firms now outsource some or all of their
logistics to

1. cross-functional teams
2. disintermediaries
3. channel members
4. third-party logistics providers
5. Competitors

Q45. Consumers can show their allegiance to brands, stores, or companies.

Marketers can use this information to segment consumers by ________.

1. user status
2. loyalty status
3. store type
4. brand preference
5. usage rate

Q46. A(n) ________ is the set of actual and potential buyers of a product.

1. market
2. audience

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3. group
4. segment
5. Exchange

Q47. Which of the following capital items is NOT considered accessory

equipment?

1. buildings
2. hand tools
3. lift trucks
4. desks
5. Chairs

Q48. They have filled the ultralow-priced, high-volume gap by buying at less-
than-regular wholesale prices and charging consumers less than retail.

1. Off-price retailers
2. Discount stores
3. Convenience stores
4. Chain stores
5. Limited-service retailers

Q49. Selecting which segments of a population of customers to serve is called

________.

1. market segmentation
2. positioning
3. customization
4. target marketing
5. managing the marketing effort

Q50. A(n) ________ controls the flow of information to others in the buying
center.

1. user
2. influencer
3. buyer
4. gatekeeper
5. Decider

Q51. The demand for many business goods and services tends to change more,
and more quickly, than the demand for consumer goods and services does. This
is referred to as ________ demand.

1. fluctuating
2. derived
3. inelastic

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4. elastic
5. Supplier

Q52. When General Motors provides payments or price reductions to its new
car dealers as rewards for participating in advertising and sales support
programs, it is granting a(n)

1. trade discount
2. functional discount
3. allowance
4. promotional allowance
5. trade credit

Q53. ________ refers to the unique psychological characteristics that lead to

relatively consistent and lasting responses to one’s own environment. It is
usually described in traits such as self-confidence, dominance, sociability,
autonomy, defensiveness, adaptability, and aggressiveness.

1. Alternative evaluation
2. Belief
3. Culture
4. Personality
5. Self-awareness

Q54. Which concept calls for aggressive selling and focuses on generating
transactions to obtain profitable sales?

1. marketing
2. production
3. product
4. selling
5. societal marketing

Q55. CellTones, a new company selling several lines of cellular phones, has
closely modelled its products after successful products that are already in the
marketplace. As it prepares to enter the market with its new products and
services, which of the following should concern CellTones the most?

1. legal obligations to suppliers and dealers

2. patent laws
3. the Federal Food, Drug, and Cosmetic Act
4. product liability suits
5. limited warranties

Q56. According to Freud’s theories, people are ________ many of the

psychological forces shaping their behaviour.

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1. unaware of
2. unsure of
3. aware of
4. status-driven about
5. socially conscious of

Q57. The best approach for researchers to take to guard consumer privacy
includes all of the following EXCEPT which one?

1. Ask only for the information needed.

2. Use information responsibly to provide value.
3. Avoid sharing information without the customer’s permission.
4. Sell the information only when it is financially worthwhile.
5. Fully explain to the respondents how the information will be used.

Q58. In which stage of the business buying process is a supplier’s task to make
sure that the supplier is giving the buyer the expected satisfaction?

1. problem recognition
2. performance review
3. supplier search
4. supplier selection
5. order-routine specification

Q59. Hewlett-Packard and Dell buy Intel microprocessor chips because

consumers buy personal computers. This demonstrates an economic principle
called ________.

1. elastic demand
2. fluctuating demand
3. derived demand
4. joint demand
5. market demand

Q60. A person’s buying is influenced by four major psychological factors.

Which is NOT one of these factors?

1. motivation
2. perception
3. alternative evaluation
4. learning
5. Beliefs

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Q61. A ____ is a group of products that are closely related because they

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function in a similar manner, are sold to the same customer groups, are
marketed through the same type of outlets, or fall within given price ranges.

1. product line
2. line extension
3. private brand
4. convenience product
5. product bandwidth

Q62. ________ occurs when two established brand names of different

companies are used on the same product.

1. A brand extension
2. Brand equity
3. Co-branding
4. Internal marketing
5. Cannibalization

Q63. All of the following are disadvantages of the team selling approach
EXCEPT

1. Selling teams can overwhelm customers.

2. Many salespeople are unaccustomed to working with others
3. Selling teams increase costs and are time-consuming.
4. Individual contributions and compensations can be difficult to assess.
5. Most salespeople are trained to excel in individual performance.

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