Sales TAXation

Sales TAXation
1. The Central Board of Revenue became Federal Board of Revenue by the enactment
of
(A) FBR Act 2006
(B) FBR Act 2007
(C) FBR Act 2008
(D) FBR Act 2009
2. The current chairman of FBR is

(A) Qamar Zaman Chaudhry
(B) Tariq Mahmood Pasha
(C) Nisar Muhammad Khan
(D) Usman Yousaf Mobeen
3. The Chairman FBR is

I. Executive head of the Board
II. Secretary of the Revenue Division
III. Chief Commissioner Inland Revenue
(A) I only
(B) II only
(C) I and II
(D) I, II and III
4. To provide convenience to the Large Taxpayers, the posts of Chief Commissioner

Inland Revenue Large Taxpayers Unit (LTUs) were established in
(A) Islamabad, Lahore and Karachi
(B) Islamabad, Karachi and Peshawar
(C) Islamabad, Lahore, Karachi, Peshawar and Quetta
(D) Islamabad, Lahore, Karachi, Peshawar, Quetta and Muzaffarabad
5. The Chief Collectors Southern region include Chief Collectors:

(A) Karachi, Lahore and Hyderabad
(B) Karachi, Hyderabad and Quetta
(C) Lahore, Rawalpindi and Peshawar
(D) Karachi, Hyderabad, Quetta and Gwadar
6. The Chief Collectors Northern region include Chief Collectors:

(A) Lahore, Rawalpindi and Peshawar
(B) Lahore, Rawalpindi, Peshawar and Multan
(C) Lahore, Rawalpindi, Peshawar, Multan and Faisalabad
(D) Lahore, Rawalpindi, Peshawar, Multan, Faisalabad and Sambrial
7. Which from the following are the responsibilities of FBR chairman?

I. Formulation and administration of fiscal policies
II. Levy and collection of federal taxes
III. All matter relating to administrative control
(A) I and II
(B) I and III
(C) II and III
(D) I, II and III
8. Which from the following are called domestic taxes?

(A) Income Tax
(B) Sales Tax
(C) Federal Excise Duty
(D) All of the above
9. The Inland Revenue Wing of the FBR is responsible to collect

(A) Income Tax
(B) Sales Tax
(C) Federal Excise Duty
(D) All of the above taxes
10. Domestic Taxes constitute about __________ of the Revenue collected by FBR.
(A) 80%
(B) 85%
(C) 90%
(D) 95%
ANSWERS: FEDERAL BOARD OF REVENUE (FBR) MCQS

1(B) 2(B) 3(C) 4(A) 5(D)
6(D) 7(A) 8(D) 9(D) 10(C)
11. Which from the following is the direct responsibility of chairman FBR?
(A) All matter relating to administrative control
(B) All legal issues pertaining to the jurisdiction
(C) Quasi-judicial function of hearing of appeals
(D) Generation of revenue within jurisdiction
12. Which from the following is NOT the responsibility of Chief Commissioners LTUs?
(A) Enforcement/collection of revenue
(B) Facilitation of Taxpayer
(C) Generation of revenue within jurisdiction
(D) Interaction with the concerned ministries
13. Which from the following is the responsibility of Chief Commissioners LTUs?
(A) All matter relating to administrative control
(B) Generation of revenue within jurisdiction
(C) All legal issues pertaining to the jurisdiction
(D) All of the above
14. The total number of Inland Revenue Wings chiefs at the FBR Headquarter is
(A) 3
(B) 4
(C) 5
(D) 6
15. Which from the following sections work under Chief Inland Revenue (IR)
Headquarter?
(A) IR General and IR Judicial section
(B) IR General, IR Judicial section and IR coordination section
(C) IR General, IR Judicial section, IR coordination section and IR Revenue Budget
(D) IR General, IR Judicial section, IR coordination section, IR Revenue Budget and IR
ST/FED section
16. Valuation of goods and tariff values is the responsibility of

(A) Chief IR (HQs)
(B) Chief (ST/FED – Policy)
(C) Chief (Income Tax – Policy)
(D) Chief IR (Operations)
17. Post budget clarifications and issuance of SROs is the responsibility of

(A) Chief IR (HQs)
18. Taxpayers Registration for Income Tax and Sales Tax is the responsibility of Inland
Revenue
(A) General Section
(B) Judicial Section
(C) Coordination Section
(D) Revenue Budget Section
19. Assignment and monitoring of collection targets of Income Tax, Sales Tax and
Federal Excise duty is the responsibility of IR
(A) General Section
20. Matters pertaining to Income Tax, Sales Tax and Federal Excise duty Jurisdiction is
the responsibility of IR
(A) General Section
ANSWERS: FUNCTIONS OF FBR MCQS
11(C) 12(D) 13(D) 14(D) 15(C)
16(B) 17(B) 18(C) 19(D) 20(D)
21. All budget and policy matters relating to dutiable / taxable goods and services is the
responsibility of
(A) Chief IR (HQs)
22. The each chief of the three Chiefs Inland Revenue (IR) is assisted by Secretary and
Second Secretary and _____ RTOs/LTUs offices.
(A) 5
(B) 6
(C) 7
(D) 8
23. Which from the following sections work under the Chief (Income Tax – Policy)?
(A) Secretary (ITP) and Secretary (WHT)
(B) Secretary (ITP) , Secretary (WHT) and Secretary (Exemptions)/(I.T Rules)
(C) Secretary (ITP) , Secretary (WHT) and Secretary (International Taxes)
(D) Secretary (ITP) , Secretary (WHT), Secretary (Exemptions)/(I.T Rules) and
Secretary (International Taxes)
24. Matters pertaining to reforms/ restructuring/ reorganization is the responsibility of IR

(A) General Section
25. Matters related to parliament business, cabinet matters and ADR, FTO matters
(Income Tax/ Sales Tax) is the responsibility of IR
(A) General Section
26. A tax that takes a larger percentage from high-income earners than it does from
low-income earners is called
(A) proportional tax
(B) progressive tax
(C) regressive tax
(D) suppressive tax
27. Which from the following is NOT an indirect type of tax?
(A) Income Tax
(B) Sales Tax
(C) Custom Tax
(D) Federal Excise Duty
28. The sales tax paid at any stage does not exceed _____ of the total sales price of the
supplies.
(A) 15%
(B) 16%
(C) 17%
(D) 18%
29. Income tax is levied generally on the

(A) net income
(B) gross income
(C) gross income − net income
(D) any from the above
30. Capital Value Tax is levied on transaction of

(A) movable property
(B) immoveable property
(C) perishable property
(D) damaged goods
ANSWERS: INLAND REVENUE MCQS

21(B) 22(C) 23(D) 24(A) 25(B)
26(B) 27(A) 28(C) 29(A) 30(B)
31. Which from the following is NOT among the heads of “Total Income”?
(A) Salary
(B) Income from property/business
(C) Income from sales
(D) Capital gains
32. Custom duty is levied on goods

I. imported into Pakistan
II. exported from Pakistan
III. transported through Pakistan
(A) I only
(B) II only
(C) I and II
(D) I and III
33. Excise duties are levied on a limited number of goods manufactured, and services
provided _____ Pakistan.
(A) in
(B) outside
(C) both A and B
(D) None of these
34. All exports are liable to _____ Federal Excise Duty.

(A) 0%
(B) 5%
(C) 10%
(D) 17%
35. Which from the following is/are considered as “Good(s)”?

(A) Actionable claims
(B) Money
(C) Stocks, Shares and Securities
(D) None of these
36. Which Section of the Sales Tax Act 1990 stipulates the goods that are exempt from
levy of sales tax?
(A) Section 4
(B) Section 10
(C) Section 13
(D) Section 15
37. Which Schedule of Section 13 of the Sales Tax Act 1990 includes a list of items on
which no sales tax is levied?
(A) Third Schedule
(B) Fourth Schedule
(C) Fifth Schedule
(D) Sixth Schedule
38. Sales Tax is levied at the rate of _____ on all goods imported into Pakistan.
(A) 0%
(B) 5%
(C) 10%
(D) 17%
39. The sales tax on goods imported into Pakistan is paid by the
(A) importers
(B) exporters
(C) both A and B
(D) None of these
40. All supplies made in Pakistan by a registered person in the course of any business
carried on by him, is liable to pay __________ sales tax.
(A) 0%
(B) 5%
(C) 10%
(D) 17%
ANSWERS: TAXATION QUIZ

31(C) 32(C) 33(A) 34(A) 35(D)
36(C) 37(D) 38(D) 39(A) 40(D)
41. Taxable supply means a supply of taxable goods. The supply of taxable goods does
not include taxable supply made by a/an
(A) importer
(B) transporter
(C) retailer
(D) manufacturer
42. Which from the following transactions do not constitute taxable supply?
(A) Supply of exempt goods
(B) Supply of goods chargeable to tax at the rate of zero per cent
(C) Supply made by an importer
(D) Supply made by a banker
43. Zero-rated supply means a taxable supply which is charged to tax at the rate of 0% .
Which Section of the Sales Tax Act 1990 elucidates the goods that are chargeable to
tax at the rate of 0 percent?
(A) Section 4
(B) Section 10
(C) Section 13
(D) Section 17
44. Which Schedule of Section 4 of the Sales Tax Act 1990 includes a list of items on
which 0% sales tax is levied?
(A) Third Schedule
(B) Fourth Schedule
(C) Fifth Schedule
(D) Sixth Schedule
45. Under which section of the Sales Tax Act 1990, the Federal Government is
empowered to prescribe any specified taxable goods which can be imported without
payment of whole or part of sales tax?
(A) Section 30
(B) Section 40
(C) Section 50
(D) Section 60
46. Retailer means a person supplying goods to __________ for the purpose of
consumption.
(A) departmental stores
(B) general public
(C) wholesaler
(D) shops
47. Which from the following taxes is not included in the Retail Price?
(A) Sales tax
(B) Excise duty
(C) Utilities
(D) Capital value tax
48. Registered Person means a person who is:

I. Registered
II. Liable to be registered
III. Tax avoider or Tax escaper
(A) I only
(B) II only
(C) I and II
(D) I, II and III
49. Which from the following activity is not considered as a taxable activity?
(A) An economic activity carried on for profit
(B) An economic activity carried on not for profit
(C) Rendering services
(D) Employee work and services
50. Value of supply is equal to

(A) Taxable Supply
(B) Taxable supply + All Taxes
(C) Taxable Supply + All taxes + Duty Paid
(D) Taxable Supply + All taxes − Duty Paid
ANSWERS: TAXATION QUIZZES

41(B) 42(D) 43(A) 44(C) 45(D)
46(B) 47(A) 48(C) 49(D) 50(C)
51. In general, according to Sales Tax Act 1990, tax period is a period of
(A) one month
(B) six months
(C) nine months
(D) one year
52. The due date to furnish a return at the end of the tax period is the _____ day of the
following month.
(A) 7th
(B) 10th
(C) 15th
(D) 18th
53. A computerized program for analysing and cross-matching of sales tax returns is
called
(A) Matlab
(B) SPSS
(C) SAS
(D) CREST
54. Cottage industry means a manufacturer whose annual turnover from taxable
supplies made in any tax period during the last twelve months ending any tax period
does not exceed
(A) Rs. 1.00 million
(B) Rs. 5.00 million
(C) Rs. 10.0 million
(D) Rs. 100 million
55. Local supplies of goods made by a cottage industry are exempt from
(A) Income Tax
(B) Sales Tax
(C) Capital Value Tax
(D) Federal Excise Duty
56. General Sales Tax (GST) is charged on

(A) Selling Price
(B) Retail Price
(C) Manufacturing Cost
(D) None of these
57. Selling Price is equal to

(A) Retail Price + GST
(B) Retail Price − GST
(C) Manufacturing Cost + GST
(D) Manufacturing Cost − GST
58. According to Income Tax Ordinance 2001, the Normal tax year is a period of twelve
months from _____ to _____.
(A) 1 January, 31 December
(B) 1 April, 30 March
(C) 1 July, 30 June
(D) 1 September, 31 August
59. The income of a resident person is computed by taking into account amounts that
are:
I. Pakistan-source income
II. Foreign-source income
(A) I only
(B) II only
(C) I + II
(D) I − II
60. The income of a non-resident person is computed by taking into account amounts
that are:
I. Pakistan-source income
II. Foreign-source income
(A) I only
(B) II only
(C) I + II
(D) I − II
ANSWERS: TAXATION MCQS

51(A) 52(C) 53(D) 54(C) 55(B)
56(B) 57(A) 58(C) 59(C) 60(A)
1. Attitudes toward a brand result from a combination of __________________ attitude-formation

processes.
A. primary and secondary

B. linear and non-linear
C. associative and non-associative
D. central- and peripheral-route
E. None of the above.
View answer
Correct answer: (D)
central- and peripheral-route
2. A strength of radio advertising is ________________
A. the ability to reach segmented audiences

B. the ability to reach prospective customers on a personal and intimate level
C. low cost per thousand
D. short lead-times
E. All of the above
View answer
Correct answer: (E)
All of the above
3. In a _________________ advertising schedule, advertising is used during every period of the

campaign, but the amount of advertising varies considerably from period to period.
A. flighting
B. dated
C. plotted
D. pulsing
E. continuous
View answer
Correct answer: (D)
pulsing
4. Marketers can enhance the consumers' ability to access knowledge structures by

________________
A. using loud music

B. using colorful ads
C. employing verbal framing
D. repeating brand information
E. increasing curiosity about the brand
View answer
Correct answer: (C)
repeating brand information
5. All marketing activities that attempt to stimulate quick buyer action or immediate sales of a
product are known as ______________________
A. Sponsorship
B. Advertising
C. personal selling
D. sales promotion
E. Publicity
View answer
Correct answer: (D)
sales promotion
6. A detergent that advertises how clean it gets clothes is appealing to the ___________________
consumer need
A. Functional
B. Symbolic
C. Biological
D. Utilitarian
E. Experiential
View answer
Correct answer: (A)
Functional
7. Which of the following is NOT a requirement for setting advertising objectives?
A. Objectives must specify the amount of change.

B. Objectives must be stated in terms of profits.
C. Objectives must be realistic.
D. Objectives must be internally consistent.
E. Objectives must be clear and in writing.
View answer
Correct answer: (B)
Objectives must be stated in terms of profits.
8. The ______________________ component of attitudes focuses on behavioral tendencies
A. Affective
B. Instrumental
C. Conative
D. Cognitive
E. Behavioral
View answer
Correct answer: (C)
Conative
9. The process of translating thought into a symbolic form is known as _____________________
A. Encoding
B. Feedback
C. Noise
D. Decoding
E. the message channel
View answer
Correct answer: (A)
Encoding
10. Margaret Stephens notices the television commercial because of the loud sounds. This is an
example of ______________________
A. exposure
B. involuntary attention
C. nonvoluntary attention
D. voluntary attention
E. interpretation
View answer
Correct answer: (B)
involuntary attention
The
consultativ
e selling
approach is
based on
the sales
person:
Having a limited product line
Assessing customer needs early in process
Using a scripted sales approach
Basing the sales pitch on price and convenience
Focusing on differentiating themselves to build long-term relationships with

customers
Having multiple products to sell
A salesperson's personal selling philosophy is, in part, based on:

His or her communication style
His or her desire to be successful
Adopting a total sales concept
Adopting a marketing concept
Being prepared to work hard
Being competitive
The biggest factor that has caused the strategic / consultative selling
model to evolve is:
The requirement to increase emphasis on customer needs
The Internet
Increased competition
Increased number of services
More complex products
Better sales processes
The product strategy element of the Strategic / Consultative Selling

Model is most importantly based on:
Being a product expert
Having several product options to sell
Understanding how to create value-added solutions for customers.
Being able to adjust prices for your products
Being able to cite all the product features
Managing around the product warranty limitations
In today's highly competitive selling environment, a successful

salesperson must absolutely master:
Reading spreadsheets
Bending the laws
Citing product features from memory
Delivering product demos
Being a skilled influencer and negotiator
Being more aggressive than the competition

The main reason pre-call planning has been described by many sales
managers and sale representatives as the most important of 14 selling
skills is:
It is the first step in the selling process
It is misunderstood by most salespeople
It is the first step in prospecting which is the most important sales function.
It takes very little time yet has a significant impact
It is the favourite skill of salespeople and they constantly practise it
It generates specific industry, customer, and competitor knowledge and sets

objectives to guide the entire sales process
A key determining factor to decide on the correct sales call objective

is:
The progression of the sales call activity (first, second, third call)
The industry segment
The number of competitors in the market
The strength of your sales funnel activity
How long you have been a salesperson
Whether you have a product testimonial to share
A key to the approach stage of the selling process is:

Show up to the customer's location a half hour ahead of schedule
Establish a connection with the customer through some relevant observations
Introduce a trial close early on in conversation
Avoid eye contact in the first few minutes
Ask the customer a personal question to really connect

Bring a coffee for the customer
The #1 benefit of the need discovery phase of the selling process

model is:
It gives the salesperson a reason for asking questions
It gives you something to tag a feature and benefit to
It helps "break the ice"
It establishes a need in the prospect's mind
It allows you to summarize so you can move on with sales process
It builds trust
After agreeing on the customer's needs, your customer tells you he

isn't sure your product is the best solution for his company's need.
What type of question should you use to deal with this situation?
Open question
Closed question
Probing question
Confirmation question
Need-satisfaction question
Trial-close question
A key aspect of the "cluster of satisfactions" illustrated in Exhibit 6.5

is that:
The cluster of satisfaction often changes based on the buying centre role. See
page 165.
The product cluster must always be considered first
The company cluster is the most important for the buyer

The order of how the clusters are presented to the buyer is the most important
aspect
The knowledge of the salesperson is the most important aspect
The product cluster should be positioned before the company cluster
The toughest sales presentation to plan and execute is the:

Product presentation
Reminder presentation
Persuasive presentation
Push-pull presentation
Informative presentation
Demo presentation
One of the best techniques to overcome buyer concerns is to:

Ignore the concern and push on with presentation
Challenge the buyer to prove the concern
Say something that knocks the competition
Demo the product to show the customer it has a great set of features
Shut down the call and reschedule when you have the objection figured out
Use the "feel-felt-found" technique

What is a good approach to take if a customer decides not to buy?
Quickly drop the price
Get aggressive with the buyer so he or she understands how important the sale
is to you
Apologize to the buyer
Thank the buyer, and attempt to conduct a "curb side review"
Table another product on the fly to keep the buyer talking
Trash the competition to plant doubt in the buyer's mind
Which is a good technique to manage dissatisfied customers?

Give the customer a discount
Blame someone else in your organization so the customer will feel sorry for you
Encourage the customer to voice the complaint so you can understand the issue
and try to address it quickly
Try to sell the customer something else to change their attitude towards you and
your products
Indicate there is nothing you can do so the customer will move on
Immediately bring your boss in to solve the problem
Correct aNSERs
1.B 2.D 3.A 4.C 5.E 6. F 7.A 8.B 9.D 10.E 11.A 12.C
13.A 14. D 15 .C
By Dua Waqar
1. Sampling requires the answer to three questions. Which of the following is an
inappropriate one?
Select correct option:
Who is to be sampled (what sampling unit)?
How many people should be surveyed (what sample size)?
Why should they be sampled (justification)?
How should the people be chosen (what sampling method)?
2. What is the initial stage in the development of an advertising campaign?
Setting the budget for advertising
Identifying and analyzing the target audience
Defining the advertising objectives
Creating the advertising platform
3. In creating research questionnaires, which of the following is good advice for research
specialist to follow?
Use care in the wording and ordering of questions
Questions do not have to be arranged in a logical order
Ask personal questions in the middle of the instrument
Avoid eye contact as it may confuse the respondents
4. Order processing, inventory management, materials handling, warehousing, and
transportation fall under which of the following activities?
Wholesaling
Retailing
Physical distribution
Channel management
5. Which of the human wants are backed by buying power?
Needs
Wants
Demands
Exchange
6. A firm has decided to localize its products and services to meet local market demands.
Which one of the following approaches is a good approach for this segmentation?
Geographic
Demographic
Psychographics
Behavioral
7. Publics including workers, managers, volunteers and the board of directors show
which of the following publics?
Citizen-action publics
Local publics
General publics
Internal Publics
8. Which one of the following option is NOT research instrument for data collection?
Experiment
Observation
Questionnaire
Information
9. Selecting the right competitive advantage is part of which one of the following
concepts?
Target marketing
Market Positioning
Market segmentation
Undifferentiated Marketing
10. Drawing conclusion from research after analysis of collected data called:
Gathering
Collection
Interpretation
Survey
11. In relation to a product launch strategy, a company engaged in high levels of
promotion at the same time as selling at a high price is following which one of the
strategy?
Slow penetration strategy
Rapid penetration strategy
Rapid skimming strategy
Slow skimming strategy
12. Which of the following number refers to the Universal marketing functions?
Seven
Eight
Nine
Ten
13. Survey research, called the backbone of primary research, is the most widely used
method for primary data collection and is best suited for gathering which of the following
information?
Personal
Attitude
Descriptive
Exploratory
14. Mr. ABC and his staff have decided to use target marketing to reach their sales goals.
Which are their three steps (in order) to target marketing?
Market segmentation, market positioning, and target marketing
Market segmentation, target marketing, and market positioning
Market alignment, market segmentation, and market positioning
Market recognition, market preference, and market insistence
15. Mr. A retains complete ownership of all members of its distribution channel. Mr. A
channel would be best described as which of the following VMS?
Corporate
Contractual
Conventional
Administered
16. Unique psychological characteristics that lead to relatively consistent and lasting
responses to one’s own environment refers to which one of the following?
Belief
Culture
Personality
Self-awareness
17. Products that are relatively inexpensive and are purchased frequently with minimal
effort can be classified as which one of the following products?
Shopping
Convenience
Industrial
Unsought
18. How many stages involved in the consumer adoption process?
Six
Seven
Three
Five
19. Through which process individuals and groups obtain what they need and want by
creating and exchanging products and value with others?
Production process
Marketing process
Managerial process
Accounting process
20. Marketing strategies are developed on the basis of which of the following?
Opportunities
Strength
Threats
Weakness
21. To reduce inventory management costs, many companies use a system where they
carry only small inventories of parts or merchandise, often only enough for a few days of
operation refers to which of the following concepts?
Just-in-time logistics
Limited inventory logistics
Economic order quantity
Supply chain management
22. Companies manage their supply chains through which of the following?
Skilled operators
Information
Internet
Competitors
23. Which of the following is a way in which a firm can respond to the price change by
the competitor?
Reduce price
Reduce the quality
24. In which of the following methods of data collection consumers read questions from a
computer screen and respond?
Personal interviewing
Computer interviewing
Telephone interviewing
Mail questionnaires
25. Which of the following SBUs are not the types of SBU
Stars
Cash Cows
Cats
Dogs
26. The long-run ultimate effectiveness of promotion is determined by the degree to
which one of the following statements?
The target market is informed about the product.
Consumers agree with the promotional message.
The total market is educated about the product's uses.
It moves buyers closer to adopting a product.
27. The strategic marketing process is how an organization allocates its marketing mix
Composed & Solved
resources to reach its:
Stated business ideas
Target markets
Competition
Area of expertise
28. ABC Company launched new mobile phone and tested it in current market. XYZ
Company is considering which of the following strategies?
Product development
Market development
Diversification
Market penetration
29. Which one of the following represents large growing kid and teen market?
Baby boomers
Generation-X
Generation-Y
Echo boomers
30. According to Philip Kotler how many marketing management philosophies are
there?
Three
Four
Five
Six
31. Sales usually start to decline at which one of the following stages of the product life
cycle?
At the beginning of the termination stage
At the end of the growth stage
At the beginning of the decline stage
During the maturity stage
32. All of the following are the forces of company’s micro environment EXCEPT:
The company
The Supplier
Competitor
Demographic
33. Which of the following number refers to the Universal marketing functions?
Seven
Eight
Nine
Ten
34. What would happen if marketers failed to keep up with technological changes?
They would miss new product opportunities
Their competitors would corner the market
Their products would lose their market value
They would find their products outdated
35. Selecting the right competitive advantage is part of which one of the following
concepts?
Target marketing
Market Positioning
Market segmentation
Undifferentiated Marketing
36. When Kodak sets the general price range of its cameras low and its related film high,
it is practicing which one of the following pricing?
Market-penetration pricing
Market-skimming pricing
Product line pricing
Captive-product pricing
37. Publics--carry news, features, and editorial opinions refer to which of the following
publics?
Financial publics
Media publics
Government publics
38. What does the meaning of the physical arrangement of the illustration, headline,
subhead line, body copy and the signature?
Copy
Art design
Layout
Storyboard
39. Gillette was the first marketer of disposable razors to offer a product specifically
designed for men. This is an example of segmentation using which of the following
variables?
Demographic
Psychographic
Geographic
Product use
40. At the very least, which of the following identifies the product or brand that might
also describe several things about the product?
Label
Style
Package
Brand
Question # 4 of 20 ( Start time: 02:08:06 PM ) Total Marks: 1
“Outside-in” perspective focus on which of following philosophies?
Product
Satisfaction
Sales
Promotion
Which one of the following stage of the product life cycle generates most sales revenue
for the firm?
Introduction
Growth
Maturity
Decline
All of the following are the forces of company’s micro environment EXCEPT:
The company
The Supplier
Competitor
Demographic
What is the basic objective of organization?
Making a Profit
Marketing the product
satisfying the customers
Maintaining relationship with the customers
Which of the following is NOT part of the microenvironment?
Cultural forces
Financial intermediaries
Customer markets
Marketing channel firms
Which of the following is NOT a form of direct marketing?
Personal selling
Advertising
Telephone marketing
Direct-mail marketing
A state of "felt deprivation" in human is called:
Want
Demand
Value
Need
When a firm sets out to analyze, plan, implement, and control sales force activities
through sales force management. What does it set and design?
Sales territories
Sales force strategies
Team selling efforts
Promotional objectives
There are major steps in media selection. Which is NOT one of these steps?
Deciding on reach, frequency, and impact
Choosing among major media types
Selecting specific media vehicles
Deciding on format elements
Which one of the following attributes may grab attention and produce pleasing aesthetics,
but it does not necessarily make the product perform better?
Design
Style
Variable
Packaging
In contrast to vending machines which dispense only products, there are other systems
that dispense information and take orders without direct human aid. This system refers to
which one of the following options?
Kiosks
TV monitors
The internet
Cell phones
"Value pricing" means setting a fair price for a marketing mix that gives the target
market superior customer value.
True
False
People vary in their emphasis on serving themselves versus serving others reflects
which of the following views?
People’s views of themselves
People’s views of others
People’s views of organizations
People’s views of societies
Mr. ABC and his staff have decided to use target marketing to reach their sales goals.
A customer pays Rs.10,000/- and receives a Sony television set in return. What does this
example shows?
Exchange
Transaction
People change the goods and services they buy over time because of two important
factors. Which one of the following sets reflects these factors?
Belief and attitude
Perception and personality
Age and life-cycle stage
Family and tradition
A network of networks that consists of millions of smaller domestic, academic, business,
and government networks, which together carry various information and services. Which
one of the following networks represents it?
LAN
Intranets
Extranet
Internet
Public that influence the company’s ability to obtain funds reflects which of the
following publics?
Financial publics
Media publics
Government publics
“Provide more quality products and services without variation in the quality” refers to
which of the following marketing functions?
Standardizing and grading
Transporting
Storing
Selling
The marketer’s job does not end when the product is bought. After purchasing the
product, the consumer will be satisfied or dissatisfied and will engage in which of the
following behavior?
Dissonance-Reducing Buying Behavior
Habitual buying behavior
Post purchase behavior
Variety-seeking buying behavior
The price quoted before any discount or reduction refers which one of the following
price?
Barter price
Transaction price
Market price
List price
The cost of advertising for most products is especially high during which of the following
period?
Peak seasons
The summer months
Prime-time programs
Late-night programming
Quiz Start Time: 10:42 PM
Time Left 88
sec(s)
Which of the following is not the type of retailers?
Self-service retailers
Limited service retailers
Half service retailers
Full service retailers
Mr. A retains complete ownership of all members of its distribution channel. Mr. A
channel would be best described as which of the following VMS?
Corporate
Contractual
Conventional
Administered
If a company raises its price per unit, but keeps total fixed cost and variable cost per unit
the same, the break-even point will be lower.
True
False
Through vehicle the coded message is transmitted from the source to the receiver. Which
one of the following vehicle is used for this purpose?
Decoder
Encoder
Relay channel
Media
Displays, discounts, coupons and demonstrations are examples of which one of the
following promotion mix?
Sales promotion
Direct marketing
Public relations
Advertising
Which one of the following is not the component of micro environment?
Suppliers
Competitors
Political
Intermediaries
Which of the following advertising becomes more important to build selective demand as
competition increases?
Persuasive advertising
Informative advertising
Patronage advertising
Reminder-oriented advertising
“How are you telling consumers in your target group about your product” This question
belongs to which marketing concept?
Product
Price
Place
Promotion
Which one of the following is the major direct-marketing communications tool in today’s
business world?
Television marketing
Kiosk marketing
Telephone marketing
Catalog marketing
In contrast to vending machines which dispense only products, there are other systems
that dispense information and take orders without direct human aid. This system refers to
Kiosks
TV monitors
The internet
Cell phones
You purchase cleaning supplies for your custodial help regularly. It is showing which
buying situation?
Modified rebuy
Straight rebuy
Consumer buy
Modified straight rebuy
Low consumer involvement in purchase and little significant brand difference comes in
which type of buying behavior.
Complex buying behavior
Dissonance-reducing buying behavior
Customers buy from stores and firms that offer the highest ______.
Value for the dollar
Customer perceived value
Level of customer satisfaction
Company image
Once a product prototype is developed, it is ready for. Which one of the following steps
best describe this statement of the new product development?
Commercialization
Idea screening
Concept development
Test marketing
Marketing information from which of the following databases can be accessed more
quickly and cheaply
External
Internal & External
Internal
Representatives
Which one of the following categories refers to a group of products that are closely
related because they 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?
Product line
Line extension
Private brand
Product bandwidth
Environmental groups are one kind of which of the following publics?
Media publics
Government publics
Local publics
Which one of the following is NOT an ethical pricing issue?
Product dumping
Predatory pricing
Price fixing
Slow Skimming
Products that are used directly in the production of a final product but are not easily
identifiable are categorized as which one of the following?
Component parts
Consumable supplies
Assembly components
Process materials
In which of the following stage marketer provides quality product and services without
variation in quality?
Storing
Selling
Standardizing and grading
Risk Taking
Following are the variables for the segmentation of International markets EXCEPT:
Geographical location
Economic factors
Cultural factors
Psychological factors
A company division, a product line within a division, or sometimes a single product or
brand refers to which one of the following concepts?
A market
The BCG
An SBU
An initiator
Distribution channel decisions often involve ___ with other firms.
Short-term commitments
Long-term commitments
Major problems
Financial losses
If a company's customers are concentrated in a small geographic area and the company
sells technical products, which promotion method will it most likely use?
Advertising
Publicity
Personal selling
Sales promotion
Which method of research can be used to obtain information if people are unwilling or
unable to provide?
Observation
Focus groups
Personal interviews
Questionnaires
Publics--carry news, features, and editorial opinions refers to which of the following
publics?
Financial publics
Media publics
Government publics
The search for new-product ideas should be ___ rather than haphazard.
Consistent
Systematic
Continual
Seldom
Which of the following is "something of value" that might be offered to FINAL
CONSUMERS as part of the "price equation"?
Sufficient margin to allow for profit
Promotion aimed at customers
Price-level guarantees
Repair facilities
Mr. ABC and his staff have decided to use target marketing to reach their sales goals.
The group lies in the shadow of the boomers and lack obvious characteristics reflect
which of the following options?
Baby boomer
Generation-X
Generation-Y
Echo boomer
Estimates of new product failure rates range from ________, depending on the industry.
33% to 90%
7% to 12%
5% to 33%
10% to 65%
Quantity discounts are a legal form of price discrimination. A quantity discount is a price
reduction to buyers who purchase ___.
Frequently
Large volumes
Inferior merchandise
Superior merchandise
Low consumer involvement in purchase and little significant brand difference comes in
Marketing manager wants to improve the packaging of new products after reading
customer responses to its customer opinion poll. Which one of the following is NOT a
function of packaging?
It contains and protects the product
It contains the brand mark
It determines product quality
It may contain the brand symbol
Orders can be submitted by which of the following ways:
By mail or telephone
Through salespeople
Via computer
All of the given options
In which of the following pricing the seller selects a given city as a "basing point" and
charges all customers the freight cost from that city to the customer location, regardless
of the city from which the goods are actually shipped?
Base-point pricing
Freight absorption pricing
Transfer pricing
Zone pricing
Which of the following is most likely to stimulate customer loyalty?
Coupons
Frequent-user incentives
Samples
Premiums
When the aim of the promotion, while introducing a new consumer product, is to achieve
high awareness levels, the firm will most likely make heavy use of which one of the
following promotional mix?
Advertising
Sales promotion
Personal selling
Publicity
Which one of the following is NOT base for marketing segmentation?
Consumer markets
Industrial markets
Business markets
International markets
A sales representative from a software company shows an accounting firm that a new
software package can perform bookkeeping tasks that the firm's present package cannot.
The accounting firm is most likely in which stage of the organizational buying decision
process?
Problem recognition
Product specification
Product selection
Product purchase
A situation where potential suppliers quote a confidential price to the buyer refers to
Price fixing
Competitive bidding
Rapid penetration
Slow skimming
Which one of the following statement is not include in marketing process
Analyzing marketing opportunities
Selecting target market
Company’s mission statement
Developing marketing mix
Which of the following planning is not the type of planning
Strategic Planning
Tactical Planning
Production Planning
Operational Planning
A local firm wants to adopt the marketing concept. To be consistent with this move, it
should adopt which of the following philosophies?
Making money is our business
The customer is always right
Keep prices low
Focus on today
Horizontal conflict occurs among firms at the _______ level of the channel
Same
Different
Technical personnel who help in developing the specifications and evaluate alternative
products for possible use refers to which of the following?
Users
Influencers
Buyers
Deciders
Which one of the following is the first step in the new product development?
Idea screening
Concept development
Idea generation
Concept testing
Drawing conclusion from research after analysis of collected data called:
Gathering
Collection
Interpretation
Survey
Marketers know that a price drop will not increase demand appreciably in case of elastic
demand.
True
False
Which one of the following can be estimated from historical data or from price/quantity
data across sales districts?
Price elasticity
Features/benefits
Price/quantity
Pricing patterns
Setting low prices to encourage initial product trial and to generate sales growth reflects
which one of the following pricing method?
Penetration pricing
Skimming pricing
Competition-Based Pricing
Cost-Based Pricing
Which of the following statements about how product considerations affect pricing is
true?
A retailer should use the same techniques for pricing a designer swimsuit as it used to
price a pair of sunglasses.
The homogeneity of consumer products strongly affects pricing decisions.
The same strategy would be used for pricing a new device for checking a baby's
temperature and cloth diapers.
A skimming policy is appropriate early in the product life cycle when demand is
price inelastic.
Customers buy from stores and firms that offer the highest ______.
Value for the dollar
Customer perceived value
Level of customer satisfaction
Company image
Which of the following traits should salespeople have?
Honesty
Patience
Responsiveness
All of the given options
What would happen if marketers failed to keep up with technological changes?
They would miss new product opportunities
Their competitors would corner the market
Their products would lose their market value
They would find their products outdated
Marketing researchers usually draw conclusions about large groups of consumers by
studying which of the following small component of the total consumer population?
Group
Sample
Target group
Audience
In which strategy company spend a lot on advertising and consumer promotion to build
up consumer demand, if successful then consumer will ask their retailers for the product,
the retailer will ask the wholesalers and wholesalers will ask the producers.
Pull strategy
Operational strategy
Push strategy
Positioning strategy
Delivery of customer satisfaction at a profit is known as:
Sales
Price
Marketing
Value
McDonald's uses a segmentation strategy for its sandwiches based on characteristics such
as age, gender and income. It is using which group of segmentation variables?
Geographic factors
Psychographic factors
Behavioral factors
Demographic factors
A ___________ combines successive stages of production and distribution under single
ownership.
Contractual VMS
Corporate VMS
Administered VMS
Franchise organization
One of the following is a part of 4 C’s?
Consumer
Company
Which one of the following is the function of a channel of distribution?
Direct the flow of products from producer to consumer
Link producer to other marketing intermediaries
Takes title to product and resells them
Manages transportation and warehousing functions
A sales representative from a software company shows an accounting firm that a new
software package can perform bookkeeping tasks that the firm's present package cannot.
The accounting firm is most likely in which stage of the organizational buying decision
process?
Problem recognition
Product specification
Product selection
Product purchase
Companies begin their marketing with one targeted segment and then expand into other
segments refers to which of the following concepts?
Concentrated
Multi segment
Total market
Target marketing
Each culture contains smaller _____, or groups of people with shared value systems
based on common life experiences and situations.
Motives
Attitudes
Cognitive dissonances
Subcultures
If the competitor’s price cut harm the company’s sales and profit then what should your
company do:
Hold the current price
Increase the price
Decrease the price
Either increase or decrease the price
Anything that can be offered to a market for attention, acquisition, use, or consumption
and that might satisfy a want or need refers to which one of the following concepts?
Product
Price
Place
Promotion
True
False
Gillette was the first marketer of disposable razors to offer a product specifically
variables?
Geographic
Psychographic
Behavioral
Demographic
At least how many parties should be included in “Exchange”?
Two
Three
Four
Five
Question # 1 of 20 ( Start time: 12:36:25 AM ) Total Marks: 1
Which of the following is a way in which a firm can respond to the price change by the
competitor?
Reduce price
Reduce the quality
Which one of the following is an example of a convenience consumer product?
Petrol
A motorcycle
A bicycle
Athletic shoes
Anything that can be offered to a market for attention, acquisition, use, or consumption
and that might satisfy a want or need refers to which one of the following concepts?
Product
Price
Place
Promotion
Once a product prototype is developed, it is ready for. Which one of the following steps
best describe this statement of the new product development?
Commercialization
Idea screening
Concept development
Test marketing
ABC Company is identifying and developing new markets for its current product. ABC
Company is exploring possibilities for which of the following strategies?
Product development
Market penetration
Market development
Diversification
Three common techniques sales managers use to boost sales force morale that include the
organizational climate, sales quotas and which one of the following is the third
technique?
Positive incentive Page#189
Composed & Solved
Positive thinking
Positive recognition
Positive feedback
When the requirements associated with a new-task purchase are changed the second or
third time, this is called which of the following purchase?
Modified rebuy purchase
Contractual purchase
Straight rebuy purchase
Negotiated rebuy purchase
Political force is one of the forces of marketing macro environment. How marketers view
political forces?
Easily ignored
Easily influenced
Simple to recognize
Beyond their control
A well designed marketing information system (MIS) begins and ends with which of the
following?
User
Vendor
Company
Competitors
Marketing researchers usually draw conclusions about large groups of consumers by
studying which of the following small component of the total consumer population?
Group
Sample
Target group
Audience
Gathering secondary information is one of the steps of developing the research plan.
What does the meaning of secondary information in marketing research?
That already exists somewhere in an organized form
That does not currently exist in an organized form
That already exists somewhere, having been collected for another purpose
That the researcher can obtain through surveys and observation
Which one of the following affects both demographic and psychological factors?
Quantity discounts
Price elasticity
Quality discounts
Mark-up pricing
What is the first step in target-cost pricing?
Determine budget limitations
Forecast sales
Predict competitive reaction
Define the market segment
Marketing manager wants to improve the packaging of new products after reading
customer responses to its customer opinion poll. Which one of the following is NOT a
function of packaging?
It contains and protects the product
It contains the brand mark
It determines product quality
It may contain the brand symbol
Question# 15 of 20 (Start time: 12:51:56 AM) Total Marks: 1
Which of the following is NOT an internal factor while setting the price of a new
product?
Marketing Strategy
Objectives
Marketing Mix
None of the above
Network television advertising is very expensive. The media planner looks both at the
total cost of using a medium and at which of the following cost?
Cost per exposure
Cost of premium offers
Cost of the magazine it is using
Opportunity cost
In which of the following cases a company introduces additional items in a given product
category under the same brand name, such as new flavors, forms, colors, ingredients, or
package sizes?
Line extensions
Product mix
Service variability
Service intangibility
If Proctor and Gamble, the makers of Ariel, need to know what percentage of customers
examines product labels before making a product selection in the supermarket? By which
method this study would be accomplished?
Focus groups
Mail surveys
Personal interviews
Observation
Mail-intercepts
A manufacturer spends a large amount of money on research and development leading to
the introduction of a product that is likely to present the firm with a breakthrough
opportunity. The manufacturer prices the product with the goal of achieving a 20 percent
return on its investment. Which of the following types of pricing objectives is the
company using?
Target return
Profit maximization
Non price competition
Meeting competition
A marketing manager of a large consumer foods company is studying distribution,
promotion, and price of the company's product. Marketing manager is studying which
one of the following concepts?
Marketing strategy
Marketing mix
Market offering
Marketing plan
Suppose marketers at Lever Brothers are trying to determine whether the use of coupons
for detergent was the reason for a sales increase in a particular store. What would be this
type of study conducted to answer this question?
Exploratory
Descriptive
Casual
Qualitative
What is the purpose of intranets?
Buying and selling processes
Business-to-business purchasing
Communication among employees
maintaining customer relations
When a company caters to clothing, cosmetics and toiletries markets, it is probably using
which type of segmentation?
Age and life cycle
Gender
Behavior
Geographic
Competitor price increases are more likely to be followed when they are due to:
Falling sales
General rising costs
Increased advertising
Price wars
Base-point pricing
Transfer pricing
Zone pricing
relation to a product launch strategy, a company engaged in high levels of promotion at
the same time as selling at a high price is following which one of the strategy?
Slow penetration strategy
Rapid penetration strategy
Rapid skimming strategy
Slow skimming strategy
Segments of consumers having similar needs and buying behavior even they are located
in different countries” refers to which of the following segmentation?
International marketing segmentation
Consumer marketing segmentation
Business marketing segmentation
Inter market segmentation
Which one of the following steps comes after identifying and defining problem in
marketing research?
Interpretation
Implementation
Developing the research plan
Observation
Collection of raw facts refers to which of the following options?
Information
Data
Results
Reports
Organizations that rely heavily on personal selling are likely to use other promotional
efforts. What is the purpose of these promotional efforts?
Promote their less expensive products.
Urge consumers to send their comments and ideas to the firm.
Promote free gifts to consumers.
Improve the effectiveness of salespeople.
Companies manage their supply chains through which of the following?
Skilled operators
Information
Internet
Competitors
price quoted before any discount or reduction refers which one of the following price?
Barter price
Transaction price
Market price
List price
In an ad, what is the second thing the reader notices?
Copy
Illustration
Headline
Color
There are __ ways through which the organizations change their prices to meet the
change in demand of a product.
12
Gillette was the first marketer of disposable razors to offer a product specifically
variables?
Demographic
Psychographic
Geographic
Product use
Whether the price raised or lowered, the action will affect on:
Buyers
Competitors
Competitors
All of above
Nationally distributed consumer convenience products such as cigarettes are MOST
likely distributed through which of the following channels?
Producer, agents, wholesalers, retailers, consumers
Producer, wholesalers, consumers
Producer, wholesalers, retailers, consumers
Producer, industrial distributor, wholesalers, retailers, consumers
High involvement in purchase and perceive a significant differences among brands comes
in which type of buying behavior.
Mr. A's girlfriend tells him she wants jewellery for Christmas. He decides to go to a store
that provides the best possible selection of jewellery. His best choice would be to shop at
a ________ store.
Department
Discount
Specialty
Convenience
A cash-and-carry wholesaler would be expected to:
Provide transportation
Handle high turnover products
Carry a wide variety of products
Provide a wide range of services
Finance, research and development, purchasing and manufacturing are all activities of
which element of the micro environment?
The supplier
The Competitor
The company
The public
Which one of the following is the final stage of the selling process?
Closing
Trial close
Presentation
Follow-up
The process of shaping and refining potential product ideas refers to which one of the
following options?
Prototype development
Concept development
Test marketing
Idea screening
The strategic marketing process is how an organization allocates its marketing mix
resources to reach its:
Stated business ideas
Target markets
Competition
Area of expertise
The BCG growth-share matrix classifies which of the following four types of SBUs?
Product; price; promotion; placement
Sales; market share; price; promotion
Stars; cash cows; question marks; dogs
Planning; organizing; leading; controlling
Four common sources of internal data include the accounting department, operations, the
sales force and the other one?
Owners
Stockholders
Marketing department
Quality control department
What is our business? Who’s our customer? What do our customers value? What should
our business be? All these simple-sounding questions define which of the following
concepts?
Objectives and goals
Mission statement
Business portfolio
Operational strategies
If Proctor and Gamble, the makers of Ariel, need to know what percentage of customers
examines product labels before making a product selection in the supermarket? By which
method this study would be accomplished?
Focus groups
Mail surveys
Personal interviews
Observation
Which product life cycle stage features an emphasis on informative promotion,
development of distribution channels and low sales?
Market establishment
Market introduction
Market growth
Market maturity
Annual licensing fees and monthly rent for a day care center are examples of which one
of the following costs?
Fixed costs
Variable costs
Derived costs
Total costs
General pricing approaches and pricing strategies are ______ things.
One and the same things
Different things
Publics including workers, managers, volunteers and the board of directors show which
of the following publics?
Local publics
General publics
Internal Publics
In which strategy company spend a lot on advertising and consumer promotion to build
up consumer demand, if successful then consumer will ask their retailers for the product,
the retailer will ask the wholesalers and wholesalers will ask the producers.
Pull Strategy
Positioning Strategy
Push Strategy
Segmentation Strategy
Sales promotion includes a wide assortment of tools. Which one of the following is NOT
one of these tools?
Contests
Premiums
Telephone surveys
Coupons
To attract customers into stores, ABC Company advertises its milk at less than cost,
hoping that customers will purchase other groceries as well. It reflects which one of the
following pricing strategy?
Special-event pricing
Experience curve pricing
Superficial discounting
Loss leader pricing
Once the product or service passes the business analysis test, it moves into which stage?
Concept development
Product development
Market testing
Product proposal
Beyond quality level, high quality also can mean high levels of quality consistency. Here,
“Freedom from defects and consistency in delivering a targeted level of performance”
refers to which of the following qualities?
Perceived quality
Product quality
Adherence quality
Conformance quality
Composed & Solved
Marketing strategy
Marketing mix
Market offering
Marketing plan
Making more sales to current customers without changing a firm’s products refers to
which of the following strategies?
Market development
Market growth
Market penetration
Product development
The environment that is made up of institutions and other forces affecting society’s basic
values, perceptions, preferences and behaviors shows which of the following
environment?
Select correct option
Cultural environment
Fictitious environment
Natural environment
Political environment
There are __ ways through which the organizations change their prices to meet the
change in demand of a product.
12
Which one of the following is NOT a part of market potential
Size
Growth rate
Size and growth rate
Inflation
Most of fast moving consumer goods (FMCG) companies are using _____ for the
distribution of their products.
Intensive Distribution
Exclusive Distribution
Selective Distribution
None of above
Three main strategies for intensive growth are market penetration, product development
and the other one?
Product improvement
Market saturation
Market growth
Market development
People vary in their emphasis on serving themselves versus serving others reflects which
of the following views?
People’s views of themselves
People’s views of others
People’s views of organizations
People’s views of societies
What is the first step in target-cost pricing?
Determine budget limitations
Forecast sales
Predict competitive reaction
Define the market segment
Three common techniques sales managers use to boost sales force morale that include the
organizational climate, sales quotas and which one of the following is the third
technique?
Positive incentives
Positive thinking
Positive recognition
Positive feedback
Which of the following is NOT a part of the macro-environment?
Demographic forces
Natural forces
Competitors' forces
Political forces
Defining the problem and research objectives; developing the research plan; collecting
information; analyzing the information; and presenting the findings, these are steps of
which of the following steps?
Marketing survey
Marketing intelligence
Marketing research
Marketing study
When the size, purchasing power and profiles of business market segments can be
determined, they are said to possess the requirement of being what?
Measurable
Accessible
Substantial
Actionable
“Segments of consumers having similar needs and buying behavior even they are located
in different countries” refers to which of the following segmentation?
International marketing segmentation
Consumer marketing segmentation
Business marketing segmentation
Inter market segmentation
To identify, sort and label the goods is a function of
Material handling
Selling Agent
True
False
Fast-food restaurants offer tasty and convenient food at affordable prices; they contribute
to fatness that harms consumer health and causes health problems in the long run. This
statement reflects which one of the following concepts?
Marketing concept
Societal marketing concept
Product concept
Production concept
A transaction in which the organization is making an initial purchase of an item to be
used to perform a new job refers to which of the following purchases?
Straight rebuy purchase
Delayed purchase
New-task purchase
Modified rebuy purchase
Which one of the following pricing policy may result in losing money on the product?
Price leader
Psychological discounting
Penetration pricing
Special-event pricing
“How are you telling consumers in your target group about your product” This question
belongs to which marketing concept?
Product
Price
Place
Promotion
Which of the following is NOT an internal factor while setting the price of a new
product?
Marketing Strategy
Objectives
Marketing Mix
None of the above
For a day care center, disposable diapers, juice boxes, cleaning supplies and electricity
are examples of which one of the following costs?
Fixed costs
Variable costs
Derived costs
Total costs
Base-point pricing
Transfer pricing
Zone pricing
Which one of the following is suspicious of change and adopts only after the product is
no longer considered an innovation?
Late majority
Early Adopter
Early Majority
Laggards
Which one of these is form of direct marketing?
Face to face marketing
Catalog marketing
Kiosk marketing
All of above
Learning occurs through the interplay of all of the following EXCEPT which one of the
following?
Drives
Stimuli
Cues
Behavior
Unique psychological characteristics that lead to relatively consistent and lasting
responses to one’s own environment refers to which one of the following?
Belief
Culture
Personality
Self-awareness
Economic factors focus on which one of the following concepts?
Level of economic development
Bureaucracy
Behavioral pattern
Stability of government
Gathering secondary information is one of the steps of developing the research plan.
What does the meaning of secondary information in marketing research?
That already exists somewhere in an organized form
That does not currently exist in an organized form
That already exists somewhere, having been collected for another purpose
That the researcher can obtain through surveys and observation
The purpose of idea generation is to create a ___ of ideas. The purpose of succeeding
stages is to ___ that number.
Small number; reduce
Small number; increase
Large number; increase
Large number; reduce
Hybrid marketing channels are also known as
Vertical Marketing Systems
Horizontal Marketing Systems
Multinational Distribution Systems
None of above
When a toy manufacturer advertises a product on Saturday-morning television and tells
children to ask for the product at their favorite toy shops, it is implementing which one of
the following policies from its promotion mix?
Differentiated
Penetration
Push
Pull
An MIS consists of people, equipment, and procedures to gather, sort, ___, evaluate, and
distribute information to marketing decision makers.
Test
Test market
Analyze
Assess
ABC Research Group must guard against problems during the implementation phase of
marketing research for its clients. Typically, management will not encounter which of
these problems?
Respondents who refuse to cooperate or give biased answers
Interviewers who make mistakes or take shortcuts
Interpreting and reporting the findings
Primary data that conflict with secondary data
What might be the effect of a successful price increase on profits?
Profit can increase
Profit can decrease
No change observed in profits
Infinite change in profits
Publics including workers, managers, volunteers and the board of directors show which
of the following publics?
Local publics
General publics
Internal Publics
Public that influence the company’s ability to obtain funds reflects which of the
following publics?
Financial publics
Media publics
Government publics
Which of the human wants are backed by buying power?
Needs
Wants
Demands
Exchange
When a firm sets out to analyze, plan, implement, and control sales force activities
through sales force management. What does it set and design?
Sales territories
Sales force strategies
Team selling efforts
Promotional objectives
Environmental groups are one kind of which of the following publics?
Media publics
Government publics
Local publics
According to Philip Kotler how many marketing management philosophies are there?
Three
Four
Five
Six
Which of the following three psychographic dimensions are MOST commonly used in
market segmentation?
Personality, perception and learning
Personality, perception and behavior
Motives attitudes and lifestyles
Personality, social class and lifestyles
What can we say about the size of the business market compared to consumer markets?
It is same
It is smaller
It is huge
No need to compare
The information collected for the specific purpose at hand refers to which of the
following data?
Primary data
Secondary data
Encrypted data
Bulk data
Which of the following set refers to the order of action in marketing control process?
Measure performance – evaluate performance – corrective action – set goals
Corrective action – set goals - measure performance – evaluate performance
Set goals - Measure performance – evaluate performance - corrective action
Set goals - Measure performance – corrective action – evaluate performance
The decline stage is marked by chronically decreasing profits.
True
False
How many forces are in a Porter’s model of competition?
Three
Four
Five
Six
Which one of the following is a marketer’s major positioning tool that has a direct impact
on product or service performance; thus, it is closely linked to customer value and
satisfaction?
Product quality
Product style
Product design
Product features
Delivery of customer satisfaction at a profit is known as:
Sales
Price
Marketing
Value
A firm establishes which of the following pricing objectives to maintain or increase its
product's sales in relation to total industry sales?
Cash flow
Sales potential
Product quality
Market share
Which one of the following is the final stage of the selling process?
Closing
Trial close
Presentation
Follow-up
Which of the following is a way in which a firm can respond to the price change by the
competitor?
Reduce price
Reduce the quality
Lawyers, accountants, and other professionals typically price by adding a standard
markup for profit that reflects which one of the following concepts?
Cost-plus pricing
Value-based pricing
Break-even price
Penetration pricing
Four common sources of internal data include the accounting department, operations, the
sales force and the other one?
Owners
Stockholders
marketing department
Quality control department
The set of marketing tools a firm uses to implement its marketing strategy refers to which
Promotion mix
Product mix
Marketing mix
Marketing effort
Which one of the following groups of people gets the product exposure but is not often
perceived by the majority of potential buyers as typical consumers?
Early Adopter
Early Majority
Late Majority
Innovators
Which one of the following is a first step of the marketing process?
Selecting target markets
Managing the marketing effort
Developing the marketing mix
What is the purpose of intranets?
Buying and selling processes
Business-to-business purchasing
Communication among employees
Maintaining customer relations
If a retailer needed help with store design and training sales personnel, it would most
likely use the services of which of the following wholesalers?
Full-service wholesaler
Full-price wholesaler
Rack jobber
Cash-and-carry wholesaler
Pak Suzuki Motor Company 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. Which one of the following survey would be
used by Pak Suzuki Motor Company?
Mail
Telephone
Personal interview
Population
There are several competitors in the market and all behave like then how would your
company react to such type of competitors?
Analyze a typical competitor
Analyze all competitors
No need to analyze any competitor
Analyze all competitors on the basis of their size
If a company's customers are concentrated in a small geographic area and the company
sells technical products, which promotion method will it most likely use?
Advertising
Publicity
Personal selling
Sales promotion
Collection of raw facts refers to which of the following options?
Information
Data
Results
Reports
An activity and/or material that offers added value or incentive to resellers, salespersons,
or consumers. Which one of the following promotional tools offers added value?
Advertising
Personal selling
Publicity
Sales promotion
When establishing prices, a marketer's first step is to:
Develop pricing objectives
Select a pricing policy
Evaluate competitors' prices
Determine a pricing method
Ford Motors is producing a new van with four-wheel drive, which one of the following
would be a likely variable for segmenting the market for this new model?
Religion
Geographic location
Income
Race
The creative people must find the best style, tone, words, and format for executing the
message. Which of the following is the style that shows one or more typical people using
the product in a normal setting?
Lifestyle
Slice of life
Personality symbol
Real-world depiction
The phase in the selling process in which the salesperson gathers as much information
about the prospective client before the sales call refers to which one of the following
options?
Reproach
Approach
Prospecting
Qualifying
Which of the following advertising is used in which a company directly or indirectly
compares its brand with one or more other brands?
Informative advertising
Reminder advertising
Comparative advertising
Institutional advertising
Network television advertising is very expensive. The media planner looks both at the
total cost of using a medium and at which of the following cost?
Cost per exposure
Cost of premium offers
Cost of the magazine it is using
Opportunity cost
Through sales management supervision, what does the company do for sales force to do a
better job?
Coaches
Motivates
Influences
Forces
In SWOT analysis, strength and weaknesses are part of which of the following
environment?
Internal
Outdoor
External
Outside
General pricing approaches and pricing strategies are ________ things.
One and the same things
Different things
Which of the following are those products purchased for further processing or for use in
conducting a business?
Unsought products
Specialty products
Shopping products
Industrial products
Marketing strategy
Marketing mix
Market offering
Marketing plan
The verbal portion of an advertisement, including headlines, body, and signature reflects
which one of the following concepts?
Composed & Solved
Copy
Storyboard
Layout
Script
If a product has an inelastic demand and the manufacturer raises its price then what will
happen?
Total revenue will increase
Quantity demanded will increase
The demand schedule will shift
Total revenue will decrease
Sale is decreasing due to substitute product, this statement related to which one of the
following research?
Causal research
Observational research
Experimental research
Survey research
Which of the following is a pricing strategy used while the product is in running phase?
Market-Skimming Prices
Product Line Pricing
Which one is NOT the stage that customers go through in the process of adopting a new
product?
Awareness
Interest
Evaluation
Culture
Quantity discounts are a legal form of price discrimination. A quantity discount is a price
reduction to buyers who purchase _____.
Frequently
Large volumes
Inferior merchandise
Superior merchandise
A firm establishes which of the following pricing objectives to maintain or increase its
product's sales in relation to total industry sales?
Cash flow
Sales potential
Product quality
Market share
’
’
MIDTERM EXAMINATION
Fall 2009
MGT301- Principles of Marketing (Session - 3)
Question No: 1 ( Marks: 1 ) - Please choose one
Which one of the following phrases reflects the marketing concept?
► The supplier is a king in the market
► Marketing should be viewed as hunting not gardening
► This is what I make, won't you please buy it?
► This is what I want, won't you please make it?
If a local company wants to adopt the marketing concept. To be consistent with this move, it
should adopt which of the following philosophies?
► Focusing on today is important for us
► Making money is our business
► The customer is always right
► Keeping prices low is our objective
Which one of the following options is best to explain the purpose of intranets?
► Buying and selling processes

► Business-to-business purchasing
► Communication among employees
► Maintaining customer relations
All of the following are accurate descriptions of a company's mission statement, EXCEPT
which one?
► Mission statement should fit the market environment
► Mission statement should be realistic
► Mission statement should be broad
► Mission statement should be motivating
Which of the following sets refers to the order or sequence of marketing management
functions?
► Control - implementation - market planning
► Market planning - control - implementation
► Implementation - control - market planning
► Marketing planning - implementation - control
Advertising agencies are an example of which of the following marketing intermediaries?
► Insurance company
► Financial intermediary
► Marketing services agency
► Physical distribution firm
"How people feel about corporations, government agencies, trade unions and universities" refers
to which of the following views?
► People's view of others
► People's view of societies
► People's view of themselves
► People's view of organizations
Which one of the following is NOT a part of the macro-environment?
► Demographic forces
► Natural forces
► Competitors' forces
► Political forces
Marketing information from which of the following databases can be accessed more quickly and
cheaply?
► External
► Internal & External
► Internal
► Representatives
Gathering secondary information is one of the steps of developing the research plan. What does
the meaning of secondary information in marketing research?
► That does not currently exist in an organized form
► That already exists somewhere, having been collected for another purpose
► That the researcher can obtain through surveys and observation
► That already exists somewhere in an organized form
Survey research, called the backbone of primary research, is the most widely used method for
primary data collection and is best suited for gathering which of the following information?
► Personal
► Attitude
► Descriptive
► Exploratory
If ABC Ltd knows that its market share in Pakistan 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?
► Hypothesis development
► Symptom identification
► Problem identification
► Data interpretation
Which one of the following factor is NOT used for measuring the social class?
► Income
► Number of children in family
► Occupation
► Education
Which one of the following three-step process represents “Perception”?
► Motivation, personality and attitudes
► Collecting, eliminating and organizing information inputs
► Receiving, organizing and interpreting information inputs
► Anticipating, classifying and discarding information inputs
Person's pattern of living as expressed in his or her psychographics represents which one of the
following concept?
► Personality
► Culture
► Lifestyle
► Motive
Which one of the following option represents the collection of data for the purpose of applying
appropriate actions at a subsequent time?
► Lifestyle
► Learning
► Perception
► Attitude
Which one of the following is NOT the stage that customers go through in the process of
adopting a new product?
► Awareness
► Interest
► Evaluation
► Culture
After deciding to order replacement parts for ageing machinery, the buyer for a construction
company examines catalogues and trade publications. The buyer is probably at which stage of
the organizational buying decision process?
► Problem recognition
► Product specification
► Product-supplier search
► Product evaluation
Demographic segmentation divides the market into groups based on which of the following
variables?
► Size, location, industry, customer
► Size, company, industry, technology
► Location, size, occupation, race
► Customer, technology, company, industry
Which of the following factors are often used for segmenting customer groups?
► Geographic factors
► Psychographic factors
► Behavioral factors
► Demographic factors
A marketer has brought same products in the market for all segments without considering the
needs and wants of the customers. Which one of the following strategy is being practiced by the
marketer?
► Undifferentiated marketing strategy
► Differentiated marketing strategy
► Concentrated marketing strategy
► Custom marketing strategy

Buyer- seller similarities is an attribute comes under which one of the following concepts?
► Demographic factors
► Personal characteristics
► Situational factors
► Operating variables
Which of the following are those products purchased for further processing or for use in
conducting a business?
► Unsought products
► Specialty products
► Shopping products
► Industrial products
Which one of the following categories refers to a group of products that are closely related
because they 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?
► Product line
► Line extension
► Private brand
► Product bandwidth

After concept testing, a firm would engage in which stage for developing and marketing a new
product?
► Marketing strategy development
► Business analysis
► Product development
► Test marketing
A review of the sales, costs and profit projections for a new product to find out whether they
satisfy the company's objectives refers to which one of the following concepts?
► Business feasibility
► Feasibility study
► Business analysis
► Product acceptance
In which of the following product life cycle stages, sales are zero and the company's investment
costs mount?
► Product development
► Introduction
► Growth
► Maturity
In which one of the following stages of the product life cycle sales fall off and profits stop?
► Growth
► Introduction
► Decline
► Maturity
McDonald's run advertisement featuring children, senior citizens and minority groups. What
does this ad show?
► Company is product oriented
► Company considers only environmental factors
► Company has several target markets
► Company is market oriented
When a customer pays Rs.1000 and receives a television set in return. What does this example
show?
► Exchange
► Transaction
► Market
► Segment
In a company division, a product line within a division, or sometimes a single product or brand
reflects which one of the following options?
► Market
► BCG
► SBU
► Initiator
“Planning that involves developing a strategy to meet competition and ensure long-term survival
and growth” represents which one of the following planning types?
► Long-range planning
► Short-range planning
► Annual planning
► Strategic planning
Which one of the following is a chief goal of the implementation function in marketing
process?
► Develops marketing plans
► Turns plans into actions
► Takes corrective actions
► Develops strategic plans
"Consumers are spending more on products and services that will improve their lives rather than
their image” reflects which aspect of the cultural environment?
► People's view of others
► People's view of themselves

► People's view of organizations
► People's view of nature
Suppose marketers at Lever Brothers are trying to determine whether the use of coupons for
detergent was the reason for a sales increase in a particular store. What type of study conducted
to answer this question?
► Exploratory
► Descriptive
► Causal
► Qualitative
ABC Company wants to learn about consumer attitudes toward mail order purchases and
conducts a study to acquire this information. Which one of the following data would BEST be
classified for this study?
► Causal
► Experimental
► Primary
► Secondary
Which one of the following is NOT considered as competitive differentiation of a company?
► Product
► Service
► Image
► Sales
Which one of the following characteristics is NOT a requirement for effective segmentation?
► Differential
► Achievable
► Accessible
► Measurable
Which one of the following product requires a lot of advertising, personal selling and other
marketing efforts because consumer either does not know about it or knows about it but does not
normally think about buying?
► Specialty products
► Shopping products
► Industrial products
► Unsought products
Business markets can be segmented on the basis of all of the following variables EXCEPT:
► Personal characteristics
► Operating variables
► Selling approaches
► Situational factors
Question No: 41 ( Marks: 10 )
Being a marketing manager in a store you have been assigned a task to find out the reasons that
why the sales volume is decreasing day by day. How would you apply the concept of Marketing
Information System (MIS) in this store and how it will work?
http://vustudents.ning.com
Quiz Start Time: 07:14 PM Time Left 13
sec(s)

Which one of the following statement is not include in marketing process

Selecting target market
Company’s mission statement
Developing marketing mix

sec(s)

Low consumer involvement in purchase but significant perceived brand difference comes in


sec(s)

Products that are used directly in the production of a final product but are not easily identifiable
are categorized as which one of the following?
Component parts
Consumable supplies
Assembly components
Process materials
sec(s)

Most, but not all, marketing channels have marketing intermediaries. A marketing intermediary
sometimes called a middleman, who perform which of the following function?
Always sells products to wholesalers

Links producers to the ultimate users of the products
Always sells products to retailers
Does not take title to products

sec(s)

Anything that can be offered to a market for attention, acquisition, use, or consumption and that
might satisfy a want or need refers to which one of the following concepts?
Product
Price
Place
Promotion

sec(s)

During shopping in a market, a girl sees a new diet cola. She picks up a six-pack to take home
and try. This purchase is indicative of which one of the following decision making?
Low-involvement
High-involvement
Enduring
Perceived

sec(s)

"Value pricing" means setting a fair price for a marketing mix that gives the target market
superior customer value.
True
False

sec(s)

Product elimination can BEST be described as the process of deleting a product from the product
mix when it:
Is perceived as a failure by top management

Increases production costs and decreases profits
No longer responds to promotional efforts
No longer satisfies a sufficient number of customers

sec(s)

Which one of the following is NOT a part of marketing channel firms (intermediaries)?
Physical distribution firm

Marketing service agency
Financial intermediary
Stock exchange

sec(s)

Which of the human wants are backed by buying power?
Needs
Wants
Demands
Exchange

sec(s)

All of the following are the stages involved in the consumer adoption process EXCEPT:
Desire
Awareness
Interest
Trial

sec(s)
Specifications of a product relate to which of the following?
Physical characteristics and level of quality

Financing available with the product
Types of competitors offering a similar product
Price of a product offering to customer

sec(s)

At which stage personal or difficult questions should be asked in a questionnaire?
In beginning
In the middle
In the last
At any point in time

sec(s)

Which of the following phase of marketing research process is considered MOST expensive and
subject to error?
Exploratory research
Hypothesis
Data collection
Data validation

Sales TAXation

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Sales TAXation

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Sales TAXation

2. The current chairman of FBR is

3. The Chairman FBR is

4. To provide convenience to the Large Taxpayers, the posts of Chief Commissioner

5. The Chief Collectors Southern region include Chief Collectors:

6. The Chief Collectors Northern region include Chief Collectors:

7. Which from the following are the responsibilities of FBR chairman?

8. Which from the following are called domestic taxes?

9. The Inland Revenue Wing of the FBR is responsible to collect

ANSWERS: FEDERAL BOARD OF REVENUE (FBR) MCQS

16. Valuation of goods and tariff values is the responsibility of

17. Post budget clarifications and issuance of SROs is the responsibility of

24. Matters pertaining to reforms/ restructuring/ reorganization is the responsibility of IR

29. Income tax is levied generally on the

30. Capital Value Tax is levied on transaction of

ANSWERS: INLAND REVENUE MCQS

32. Custom duty is levied on goods

34. All exports are liable to _____ Federal Excise Duty.

35. Which from the following is/are considered as “Good(s)”?

ANSWERS: TAXATION QUIZ

48. Registered Person means a person who is:

50. Value of supply is equal to

ANSWERS: TAXATION QUIZZES

56. General Sales Tax (GST) is charged on

57. Selling Price is equal to

ANSWERS: TAXATION MCQS

1. Attitudes toward a brand result from a combination of __________________ attitude-formation

A. primary and secondary

2. A strength of radio advertising is ________________

A. the ability to reach segmented audiences

3. In a _________________ advertising schedule, advertising is used during every period of the

4. Marketers can enhance the consumers' ability to access knowledge structures by

A. using loud music

7. Which of the following is NOT a requirement for setting advertising objectives?

A. Objectives must specify the amount of change.

8. The ______________________ component of attitudes focuses on behavioral tendencies

9. The process of translating thought into a symbolic form is known as _____________________

Assessing customer needs early in process

Using a scripted sales approach

Basing the sales pitch on price and convenience

Focusing on differentiating themselves to build long-term relationships with

A salesperson's personal selling philosophy is, in part, based on:

His or her desire to be successful

Adopting a total sales concept

Adopting a marketing concept

Being prepared to work hard

Increased number of services

More complex products

Better sales processes

The product strategy element of the Strategic / Consultative Selling

Having several product options to sell

Understanding how to create value-added solutions for customers.

Being able to adjust prices for your products

Being able to cite all the product features

Managing around the product warranty limitations

In today's highly competitive selling environment, a successful

Bending the laws

Citing product features from memory

Delivering product demos

Being a skilled influencer and negotiator

Being more aggressive than the competition

It is misunderstood by most salespeople

It takes very little time yet has a significant impact

It is the favourite skill of salespeople and they constantly practise it