IBPS Specialist Officers – Marketing Model Paper
1. The sequence of a sales process is-
a) A call, a lead, presentation and sale
b) A lead, a call, presentation and sale
c) Presentation, sale, lead and call
Accessing the web
d) Presentation, lead, sale and call
e) Sale, call, lead and presentation
2. ‘Benchmark’ means?
a) Products line up on bench
b) Sales man sitting on a bench
c) Set standards
d) Marks on a bench
e) None of these
3. A market plan is?
a) Company’s prospectus
b) Same as memorandum of association
c) A document for marketing strategies
d) Business goals
e) Action plan for better production
4. “HNI” in marketing means?
a) High number influence
b) Highly negative individual
c) High networth improvement
d) High networth individual
e) High inspired national
5. Bank ATMs are__________________
a) Delivery outlets
b) Market plans
c) Personalized products
d) Tools for overcoming buyer’s
resistance
e) Motivating Tools
6. Marketing Expansion means —-
a) Hiring more staff
b) Firing more staff
c) Buying more products
d) Buying more companies
e) Growth in sales through existing and
new products
7. Negotiation skills help in-
a) Arriving at consensus
b) Breaking the ice
c) Carrying marketing further
d) Mutual win-win result of bargaining
e) All of these
8. One of the following is not required for
effective marketing. Find the same.
a) Motivation
b) Empathy
c) Communication skills
d) Sympathy
e) Perseverance
9. Political campaigns are generally examples of?
a) Cause marketing
b) Organization marketing
c) Event marketing
d) Person marketing
e) None of the above
10. Today's marketers need...
a) Neither creativity nor critical thinking
skills
b) Both creativity and critical thinking skills
c) Critical thinking skills but
not creativity
d) Creativity but not critical
thinking skills
e) None of the above
11. Successful marketing aims at:
a) Increasing the sales volume
b) Increasing the profits
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 IBPS Specialist Officers – Marketing Model Paper
c) Increasing the outputs of the sales b) The legal tolerance for noxious emissions
persons from automobiles began to be reduced
d) All of these c) Noise pollution regulations began to
e) None of these be passed that would outlaw the
internal combustion engine
12. The term "marketing mix" describes: d) Sweden passed a law that said all new
a) A composite analysis of all vehicles had to have a provision for
environmental factors inside pedal-power
and outside the firm e) None of the above
b) A series of business decisions that aid
in selling a product 16. A firm has decided to alter its pricing and
c) The relationship between a firm's promotional strategies in response to slower
marketing strengths and its business than expected job growth and declining
weaknesses personal incomes. The firm is responding to
d) A blending of four strategic elements to changes in its:
satisfy specific target markets a) Socio-cultural environment
b) Political environment
13. The key term in the American Marketing c) Economic environment
Association's definition of marketing is: d) Competitive environment
a) Process e) None of the above
b) Customers
c) Stakeholders 17. The differentiation of a firm’s products or
d) Value services to promote environmental
e) None of the above responsibility is referred to as:
a) Social branding
14. A critical marketing perspective is the process of b) Eco-branding
determining: c) Me-too branding
a) The value of a product, person, or d) Brand personality
idea e) None of the above
b) How places compete with each other
c) The worth and impact of marketing activities 18. The Four R’s Of Marketing
d) Which type of promotional strategy a) Retention
works best b) Relationships
e) None of the above c) Referrals
d) Recovery
15. Car (automobile) designers world-wide began e) All
working on plans for a dual energy car when:
a) They realized that such a vehicle was
not only feasible, but inexpensive

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 IBPS Specialist Officers – Marketing Model Paper
19. A ____ is a name, term, sign, symbol, or 23. If Arrow Shirts company pays money to
design, or a combination of these that a New Shirts Company for the right to
identifies the marker or seller of a use their name on his line of shirts, then
product or service the New Shirts Company is using which
a) Product feature type of branding?
b) Sponsorship a) Licensed brand
c) Brand b) Manufacturer’s brand
d) Logo c) Private brand
e) None of the above d) Co-brand
e) None of the above
20. When producers, wholesalers, and
retailers working as a unified system, 24. If your company were to make light
they comprise a- bulbs to be used in photocopies, you
a) Conventional marketing system would most likely be selling to a ______
b) Power-b market.
c) Horizontal marketing system a) Reseller
d) Vertical marketing system b) Business
e) None of the above c) Government
d) Service based marketing system
21. The study of human populations in e) None of the above
terms of size, density, location, age,
gender, race, occupation, and other 25. _____ has the advantage of being high in
statistics is called? selectivity; low cost, immediacy, and
a) Geothermic interactive capabilities
b) Demography a) Direct Mail
c) Ethnography b) Outdoor
d) Hemos-popography c) Online
e) None of the above d) Radio
e) None of the above
22. The practice of going after a large share 26. If your company were to make a product
of a smaller market or subsets of a few such as a suit of clothes and sold that
markets is called: product to a retailer, your company
a) Undifferentiated marketing would have sold to the _______market.
b) Differentiated marketing a) Reseller
c) Concentrated marketing b) Business
d) Turbo marketing c) Government
e) None of the above d) Service
e) None of the above

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 IBPS Specialist Officers – Marketing Model Paper
27. The advantages of audience selectivity, 31. Find the correct sentence__________
no ad competition and personalization a) Higher the price, higher are the sales
apply to which type of media? b) More number of sales persons leads
a) Newspapers to more sales
b) Television c) Mission statement is part of market
c) Direct Mail plan
d) Radio d) Better sales incentives means better
e) None of the above performance
e) All customers are profitable
28. Technological advances, shifts in customers
consumer tastes, and increased f)
competition, all of which reduce demand 32. NAV is the price of __________________
for a product are typical of which stage a) Entire fund value
in the PLC? b) One unit of a fund
a) Decline stage c) Surrender value
b) Introduction stage d) Average value of shares
c) Growth stage e) Dividends paid in a year
d) Maturity stage
e) None of the above 33. A Master policy in the case of Life
insurance indicates_______________
29. ____ is screening new-product ideas in a) Policy is sale
order to spot good ideas and drop poor b) Policy is in the name of servant
ones as soon as possible. c) Only one life is assured
a) Idea generation d) There are several beneficiaries
b) Concept development and testing e) Life assured should be a male
c) Brainstorming
d) Idea screening 34. What do you mean by augmented
e) None of the above brand?
a) Value addition to the customer
30. The type of sales force structure in services and benefits that are built
which the sales force sells along product around the core product or service
lines is called a offering
a) Territorial sales force b) Combining with two or more
b) Product sales force company products
c) Customer sales force c) To increase the number of products
d) Retail sales force d) To increase the number of branches
e) None of the above e) None of the above

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 IBPS Specialist Officers – Marketing Model Paper
35. What are the elements that influence 40. Product design is a function:
consumer behavior? a) Front office staff
a) Attitude of customer b) Back office staff
b) Necessities of customer c) Management
c) Tentative problems d) Marketing and Research Team
d) Benefits e) Loans department
e) All the above
36. Buying process involves the following 41. What is Ad-Valorem Duties?
process: a) Duties determined as a certain
a) Identification of need percentage of prices of the product.
b) Priority of the need b) Advertisement costs
c) Affordability c) Selling price minus cost price
d) Type of market d) Either b or c
e) Only a, b, c e) All the above
37. The level of satisfaction a consumer
keeps towards a brand name is called: 42. Determination of objective is the______
a) Brand equity step of marketing planning
b) Brand name a) Last
c) Brand utility b) Second
d) Branch loyalty c) Second last
e) All the above d) First
e) Fifth
38. Just in time is a technique first used in
which country? 43. It’s a sequence of steps to be
a) India undertaken by an enterprise to enforce a
b) USA policy. Name it,
c) Japan a) Forecasting
d) UK b) Procedure
e) Germany c) Rules
d) Scheduled
39. Which of the following psychological e) Policy
factors does not influence consumer
behavior? 44. The land development banks meet the
a) Perception requirements of__
b) Self-esteem a) Farmers
c) Self-confidence b) Industries
d) Income level c) States
e) None of the above d) Towns
e) Cinema Halls

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 IBPS Specialist Officers – Marketing Model Paper
45. Who sells the goods on behalf of his e) None of the above
principal?
a) Principal 50. Surf Excel was named so to take
b) Factors advantage of the existing brand value of
c) Broken Surf. This strategy can be classified as
d) Auctioneer ___ strategy.
e) None of above a) Brand growth
b) Brand extension
46. “To be superior” is the example of: c) Branding
a) Secondary motivate d) Bonding
b) Primary motivate e) None of the above
c) Single motive
d) Multiple motive
e) None of these Key

47. Bank overdraft is a source of________ 1. b 2. c 3. c 4. d 5. c 6. e

a) Short term marketing finance 7. e 8. d 9. d 10. b 11. d 12. d
b) Long term credit 13. d 14. c 15. b 16. c 17. b 18. e
c) Debt 19. c 20. d 21. b 22. c 23. a 24. b
d) Capital 25. c 26. a 27. c 28. a 29. c 30. b
e) Finance 31 .c 32. b 33. d 34. a 35. d 36. e
37. d 38. c 39. d 40. d 41. a 42. d
48. “To become a major player in the global 43. b 44. a 45. e 46. b 47. a 48. a
chemical business and simultaneously 49. b 50. b
growth in other growth industries like
infrastructure“ is the mission statement
of:
a) Reliance - K.V. Gnana Kumar,
b) Tata Director, DBS, Hyderabad.
c) Kotak Mahindra
d) Bharti Enterprises
e) None of these

49. An audio cassette manufacturer enters

in to a food processing business. What is
the strategy here?
a) Market penetration
b) Diversification
c) Loss leader
d) Market scanning