Notes For MM MNGMNT

MARKETING QUESTIONS
Prepared By
VAIBHAV (MBA in Marketing & PO at Punjab National Bank)
NIKHIL SHARMA (MBA in Marketing & MO at UNION BANK of
INDIA)
Which concept of marketing is product oriented?
1. old concept of marketing
2. modern concept of marketing
3. entity concept of business
4. all of these
2. Which concept of marketing is based on ‘customer satisfaction’ key point?
1. modern concept of marketing
2. old concept of marketing
3. entity concept of business
4. all of these
3. Marketing refers to the ––––
1. sale of product
2. goods and services are exchanged to each other
3. goods distribution
4. all of these
4. Marking mix consists –––
1. production recognition
2. Price structure
3. Distribution planning
4. All of these
5. Which of the following is not factors of the demand variable, according to Fillip Kotler?
1. customer variable
2. competition variable
3. environment variable 4. all of these
6. The physical distribution involves which activities?
1. Sales force costing 2. Retail warehousing
3. Customer service 4. All of these
7. Marketing mix involves –––––
1. product mix 2. promotional mix
3. service mix 4. all of these
8. Sub-dividation marketing is called as –––––
1. market segmentation 2. only segmentation
2. decision of market 3. allocation of marketing
9. Which of the following is the function of marketing as a managerial?
1. understanding consumer needs
2. environmental scanning and market opportunity analysis
3. development of a competitive marketing plan and strategy such that an organisation is able to satisfy not only the
consumers needs but also achieve its own objectives
4. all of these
10. The concept of marketing mix involves a deliberate and careful choice of organisation, product, price promotion and
place strategies and ––
1. policies 2. concept
3. planning 4. all of these
11. Which one of the following is not element of marketing mix?
1. promotion 2. place
3. product 4. none of these
12. The role of marketing in modern organisation is ......... with marketing offers to lend a competitive edge and marketing
tasks to match the demand and supply.
1. integrative 2. non-integrative
3. responding 4. all of these
13. Socio – Economic Forces consists ––––
1. customer 2. competition
3. substitutes 4. all of these
14. Which of the following activities involves under physical distribution?
1. Outward transportation 2. Packaging 3. Distribution plannin 4. All of these
15. Which of the following statement is true?
1. Environmental analysis and diagnosis involve understanding the five forces, namely socio-economic, competition,
technology, government policies and supplies
2. Understanding the socio-economic, forces is important as they determine the demand for a product or service at any
given time. This involves an analysis of structural changes in the population and economic change in the society.
3. Technology factor involves understanding technological change affecting the firm’s products, process and systems
and its capacity to respond faster to the customer. The technological development in the industry creats an
opportunity for a marker to develop new products the consumer also tends to benefit from these develop-ments.
4. all of these
16. Service value is the assistance customer seek in purchasing a product?
1. Service 2. Value
3. Facilities 4. All
17. Buying situations may be caused by ––––
1. awareness about competing brands in a product group.
2. customer has a decision criteria
3. customer is able to evaluate and decide on his choice
4. all of these
18. Sources of verbal information include –––––
1. Radio and Television Reports
2. Customers and Consultants
3. Financial Institutions
4. All of these
19. Which of the following steps are not involved in the environmental scanning (Scenario Building) technique?
1. analysis of the decision
2. identification of key decision factors 3. analysis of each of the key variable separately
20. Which of the following is not motivation models?
1. Economic model 2. Learning model
3. Psycho-analytic model 4. Organisational model
5. all of these
21. Which of the following is Marketing oriental?
1. Broad product line
2. Consumer consideration dominate
3. Decentralised
4. All the above
22. Marketing orientation is combination of ––––––
1. flexibility in production
2. style and appearance prime consideration
3. controller 4. all the above
23. Production oriented involves –––––
1. production less flexible
2. performance & applications prime consideration
3. technical research
4. all the above
24. “All communication are action oriented” This statement is true ––––
1. Yes 2. No
3. Can’t say 4. Perhaps
25. Personal channel consists ––––
1. expert 2. advocate
3. social 4. all of these
26. The effectiveness of marketing communication has to be measured on
1. Cognitive levels 2. Connative levels
3. Behavioural levels 4. All the above
27. “Motivation research is the currently popular term used to describe the application of psychiatric psychological techniques to abtain a better
understanding of why peoplerespond as they do to products, advertisements and
various other marketing situations”. Who gave this statement?
1. Lawrence C. Lockley 2. William J. Stanton
3. Manson and Rath 4. All of these
28. Which of the following is elements of marketing planning?
1. Marketing Planning is managerial function
2. It envisages determination of the future course of marketing action
3. it involves an analysis of part events and pronection of future events
4. all the above
29. Sales forecasting is a method of estimating –––– volume that a company can expect to attain within plan period.
1. sales 2. purchases
3. product 4. product or service
30. A good control system should active correct action no sooner ––– occur.
1. deviations 2. flexible
3. controllable 4. none of these
31. Marketing orientation consists –––
1. External influences dominate objectives
2. Market Research
3. Emphasis on market price rather than cost
4. All of these
32. Which of the following is production oriented?
1. company consideration dominate
2. narrow product line
3. centralised 4. all of these
33. Which techniques may be used for studying buyer behaviour ?
1. Projective techniques
2. Interview techniques
3. Questionnaire technique
4. Experience & knowledge technique
5. All of these
34. “Marketing concept is the recognition on the part of management that all business decisions of the firm must be made in the light of
customer needs and wants, hence, that all marketing activities must be under one supervision and that all activities of a firm must be co-
ordinated at the top, in the light of market requirements” Who refers it?
1. Lazo and Carbon 2. C.P. Mc Namara
3. R.L. King 4. All the above
35. Projective techniques consists –––
1. Thematic apperception test
2. Sentence completion test
3. Cartoon test
4. Word association test
5. All of these
1. Product mix also referred to as product portfolio, product mix, is the composite of products offered for sale by a firm or a business
unit.
2. Product line is a group of closely related to products which are able to satisfy a class of need, to be used together, to be sold to the
same customer groups to be moved through the same distribution channels, or fall within given price ranges.
3. Product item is a specific version of a product that has a separate name or designation in the seller’s list.
4. All the above
37. Which of the following condition is true about determinants and strengths of positioning strategy?
1. There should be competition warranting positioning
2. The market segment to be served should be sizeable and profitable
3. The market segment should be able to effectively receive communication messages transmitted by the company
4. All the above.
38. Product plays a ––– role in the activities of a business.
1. a central 3. a secondary
2. a colletrial 4. none of these
39. Product market integration may be defined as a state wherein both product image and consumer self image are in focus, there is a
match between product attributes and consumer expectations both economic and ––––
1. non-economic 2. political
3. social 4. none of these
40. Corporates strengths includes ––––
1. an aggressive and experienced top management team
2. extensive modern manufacturing facilities
3. a centrally located expendable plant
4. all of these
41. Criteria for simplification, consists –––
1. declining absolute sales volume
2. decreasing market share
3. sales volume decreasing as a percentage of the firm’s is total sales
4. all of these
42. Elements of marketing planning is –––––––
1. Marketing planning is a managerial function
2. In envisages determination of the future course of marketing action
3. It involves an analysis of past events and projection of future events
4. All of these
43. Sales promotion includes ––––
1. advertising
2. sales promotion & personnel selling
3. publicity
4. all of these
44. Marketing objectives covers –––
1. to develop and maintain product leadership
2. to win the loyalty and co-operation of dealers
3. to market at profit product of maximum value to consumer both current and potential.
4. all of these
45. The communication model provides a very useful framework for understanding –––––
1. Promotion 2. Publicity
3. Planning 4. None of these
1. Promotion objectives should be set before message content, layout and delivery decision are made.
2. Advertising is particularly difficult to evaluate because it include, so many different types of delivery vehicles.
3. The promotion program is designed to support the marketing plan in the desired way, and the cost of the promotion program is set
by the budget required to implement the marketing plan.
4. All of these
47. Promotion media are the various vehicles that corporation can use to carry their promotional message to
1. Audiences 2. Managers
3. Owners 5. None of these
48. Promotion program involves –––––
1. Promotion objectives 3. Message design 3. Promotion Budge 4. All of these
49. Which of the following is Pricing objectives?
1. competition 2. market share
3. market penetration 4. all of these
4. All the above
50. Pricing objectives consists ––––
1. skim the cream 2. targeted rate of return
3. price stabilisation 4. all of these
51. Pricing objectives is combination of –––––
1. profit maximisation 2. cash recovery
3. product line promotion 4. all of these
52. Which of the following cost may be used for pricing decision?
1. fixed cost 2. variable cost
3. average cost 4. all of these
53. Which one of the following is not method of selling prices ?
1. cost plus pricing method
2. marginal cost pricing method
3. break-even-pricing method
4. first in-first out cost method
54. “Price policies provide the guidelines within which pricing strategy is formulated and implemented” who said it?
1. Cundiff and Still 2. P. Kataler
3. Scoffe 4. All of these
55. Which one of the formula may be used for setting prices under cost plus pricing method?
1. Selling price = Unit total cost +desired unit profit
2. Selling price = Unit total cost + profit
3. Selling price = Unit total cost + selling expenses
4. None of these
56. Discount policies covers –––––
1. Cash discount policy 2. trade discount policy
3. quantity discount policy
4. all of these
57. An appropriate pricing policy has a positive impact on profit making and
1. sales realisation 2. controlling
3. purchasing 4. none of these
58. Which of the following is included understore retailers?
1. departmental store 2. super markets
3. discount store 4. all of these
59. A departmental store offers a wide range of products in an organised fashion and is easily accessible to the ––––
1. consumers 2. firm
4. governments 3. suppliers
60. Super markets are retail stores which handle relatively a large volume of goods and services at ––––– cost, high margin principle of
retailing.
1. high cost 2. low cost
3. no profit-no loss 4. none
61. The catlog stores is new generation super stores which deal with a variety of goods and services of –––––
1. low range 2. wide range
3. firm 4. none of these
62. The exclusive stores involves –––––
1. single line store 2. limited line stores
3. super speciality stores 4. all of these
63. Which of the following is included understore retailers?
1. superstore 2. hyper markets
3. convenience store 4. all of these
64. The advantage of a high profit under the value pricing approach is –––– in the long run when there is a consumer segmentation for
the product with a high recognition.
1. anticipated 2. inspired
3. motivated 4. oriented
65. Advertising is an instrument of ––––– which is applied in practice both as a science and an art generated by creative devices.
1. marketing 2. firm
3. salesmen 4. all of these
66. The environmental factors of advertising are
1. social and cultural factors
2. legal factors
3. economic factors 4. all of these
67. Which of the following functions covers under advertising classification?
1. product advertising 2. primary advertising
3. selective advertising 4. all of these
68. Which cost are known as periodical cost?
1. fixed cost 2. total cost
3. variable cost 4. sunk cost 5. all
69. The process of advertising in business begines with market situation analysis conducted to assess the marketing –
––– for the product in the existing state of business in the market
1. opportunities 2. assessibility
3. difficulty 4. functioning
70. Advertising process involves ––––––
1. target audience 2. media strategy
3. media use plan 4. research 5. all
71. Cost data are need to make decisions such as ––
1. pricing 2. volume
3. make or by 4. replacement 5. all
72. Cost is –––––
1. a foregoing or sacrifice
2. measured in monetary terms
3. incurred or potentially to be incurred
4. to achieve a specific purpose
5. all of these
73. Expired cost, the monetary value of the resources that have already been used in ––––
1. producing cost 2. producing revenue
3. producing unit 4. goods 5. none
74. When costs are accumulated for an organizational unit or department, it is called –––––
1. a cost centre 2. a cost benefit
3. cost of production 4. unit
5. none of these
75. –––– costs are those cost items which cannot be traced or identified directly with a cost object.
1. direct costs 2. fixed costs
3. indirect costs 4. full costs
5. total costs
76. The sum of direct materials cost, direct labour cost and factory overhead is called –––––
1. full cost 2. factory cost
3. total factory cost 4. all of these 5. none
77. –––––– costs are those cost items which can be traced logically and conveniently, in their entirety, to a cost object.
1. direct costs 2. indirect costs
3. fixed costs 4. make cost 5. none
78. The sum of direct materials and direct labour costs is called
1. prime cost 2. factory cost
3. overhead cost 4. value of stock
5. full cost
79. When products have been manufactured and are on saleable condition, the selling function ––––
1. starts 2. drop
3. reduced 4. increased
5. none
80. ––––– costs are those costs which are incurred to perform the marketing functions.
1. distribution costs 2. full costs
3. sale of goods 4. total cost
5. transfer cost
81. Order-getting costs are incurred to affect –––––
1. sales of product
2. cost of product
3. distribution cost
4. transfer cost
82. When total cost changes in direct proportion to changes in volume, it is called a –––––
1. variable cost 2. fixed cost
3. full cost 4. total cost
5. sunk cost
83. When fixed cost remains non-variable to changes in volume, it is called a ––––––
1. variable cost 2. full cost
3. fixed cost 4. transfer cost
5. none of these
84. Distribution costs are also called –––––
1. marketing costs 2. selling costs
3. full costs 4. (1) & (2) are both
85. Those cost items which attach or cling to units of finished goods are called –––––
1. product costs 2. full costs
3. fixed costs 4. variable costs
5. none of these
86. Variable costs vary in a proportionate and paralleled manner with –––
1. volume 2. time
3. quality 4. factory 5. none
87. Fixed cost remain at the same level irrespective of change in ––––––
1. volume 2. cost
3. quality 4. fashion
5. centres
88. The contribution approach to pricing is based on the incremental ––––
1. cost principle 2. cost systems
3. cost force 4. market force
5. trade customs
89. The net profit will be maximised when –––––
1. contribution is minimised
2. contribution is maximised
3. fixed is increased
4. fixed cost remains same
5. none of these
90. Decision- making is a future oriented activity. It involves forecasting and planning. The function of decision-making is to choose
alternatives for the –––––
1. future 2. present 3. profit 4. loss 5. none of these
91. If fixed cost are expected to remain unaltered, that would be irrelevant in 1. the make or buy
decision
2. production decision 3. product mix decision
4. sales planning 5. none of these
92. Fixed costs, in the short run, are ––––, therefore, they are irrelevant in pricing special order.
1. uncontrollable 2. controllable
3. flexible 4. variable
5. all of these
93. Direct distribution system involves –––––
1. own sales 2. own salesman
3. mail order 4. all of these
94. “Wholesalers sells to retailers or other merchants and or industrial, institutional and commercial users but they do not sell in
significant amounts to ultimate consumers”. This statement refer by–
1. American Marketing Association
5. None of these
95. Product lines covers ––––
1. general retailer 2. one price retailer
3. departmental stores 4. all of these
96. Retailing middlemen on the basis of ownership covers ––––
1. independent stores 2. corporate chain stores
3. contract chains 4. all of these
97. Which one of the formula may be use for cost of service in case physical distribution?
1. Total freight cost of proposed system + Total fixed warehouse cost of proposal system + Total variable warehouse cost of proposed system + total
cost of lost sales due to average delivery delay under proposed system.
2. total freight cost proposed system
3. Total fixed warehouse cost of proposed system
4. None of these
98. Which factors determines the building up of a sales organisation?
1. Traditions and customs
2. Organisational policy of the management
3. size of the unit
4. all of these
99. Which of the following decision areas includes in management of physical distribution?
1. size of inventory 2. warehousing
3. transportation 4. materials handling
5. size of the order 6. all the above
100. Field organisation of sales department involves
1. Head office type organisation
2. Branch office type organisation
3. Divisional and branch office type organisation
4. Divisional and branch office and crew type organisation
5. all of these
101. Form of sales organisation consists ––––
1. line type sales organisation
2. line and staff type sales organisation
3. functional type sales organisation
4. committee type sales organisation
5. all of these
102. Which of the following statements is true?
1. A sales organisation, like any organisation is a group of individuals striving jointly to reach certain common goals, and bearing
informal as well as certain formal relations to each other.
2. Sales organisation is planning, direction and control of personal selling including recruiting, selecting, training, equipping,
assigning, routine supervising paying and motivating as these tasks apply to the personal sales force.
3. The line and staff type is one in which the sales manager is given a staff of specialists in such fields as planning, research, st atistics, engineering,
promotion and training to advice him in administering the sales of the company.
4. All of these.
103. “Decentralisation refers to the systematic efforts to delegate to the lowest levels all authority except that which can be exercised at central points”
Who said it?
1. Lavis A. Allen 2. Stanton
3. Still and Scwaff 4. None of these
104. Which of the following is a outside sources of salesman recruitment?
1. Training and educational institutions
2. Employment exchanges
3. Attracting from other units
4. Employees of customers
5. Salesman making calls on the firm
6. Former salesmen
7. All of these
105. Management of sales force involves ––––
1. selection of salesman
2. remuneration to salesman
3. training of salesman
4. supervision and control of the salesman
5. all of these
106. Process selection of salesman consists ––––
1. Advertisement 2. Application form
3. Selection test 4. Interview
5. All these
107. Individual training involves ––––
1. Training on the job 2. Job rotation
3. Correspondence training
4. Individual training conferences
5. Training in universities and colleges
6. All of these
108. Which of the following method may be used for remuneration to salesmen?
1. Straight Salary Method
2. Commission Method
3. Fixed salary and commission method
4. Drawing account and commission method
5. Profit sharing method f. Quota plan
6. All the above
1. Structure is the formal arrangements of people’s roles and relationship so as to achieve corporate and
marketing objectives.
2. Organisation structure is the collection of beliefs, expectations and values shared by employees.
3. Functional organisations are divided into specialised marketing functions such as advertising, selling and
marketing research.
4. All of these
110. Group training consists ––––
1. Lecturers 2. Sales demonstration
3. Sales promotization
4. Sales training conference
5. All of these
111. Organisations are comprised of structure -––
1. Processes 2. Culture
3. People 4. All of these
112. Organisation’s culture includes ––––
1. Whether major career risks are associated with risk laden decisions
2. The extent to which employees protect their turf and control information flow.
3. The freedom of individual employees to make significant decisions without multilevel approvals
4. All of these
113. Market oriented consists ––––
1. Product application and economic benefits
2. Highlights the factor that influence customer’s buying decisions
3. Promotes results of market research and research and development investment.
4. Diagnosis and interprets the strategy, assumption, cost structure and objectives of major components
5. All of these
114. Which of the following channels of distribution is correct?
1. Manufacturer —> Agents —> Wholesalers
—> Retailers —> Ultimate consumer
2. Manufacturer —> Agents —> Retailers —> Ultimate consumer
3. Manufacturer —> Agents —> consumer
4. Manufacturer —> Wholesaler —> Retailers
—> consumer
5. Manufacturer —> Retailers —> consumer
6. all the above
115. “An agent middlemen negotiated purchase or sales or both, but does not take title to the goods in which he deals” This
statement is ––––
1. Cundiff and Still 2. Stanton
3. Mc Carthy 4. None of these
116. “A departmental stores is a large retail establishment having in the same building a number of department each of which
confines its activities to one particular Branch of trade and from a complete unit itself” who said it?
1. S.L. Thomas 2. Clark and Clark
3. Jemes Stephenson 4. None of these
117. Retailing includes all activities incident to selling to the ultimate ––––
1. consumer 2. firm
3. agents 4. wholesaler
118. Product based organisations are divided into units that specialize in marketing certain products or types of ––––
1. product 2. service
3. firm 4. channel
119. Marketing Environment systems covers ––––
1. Marketing information system
2. Monitoring and control syste
3. Marketing planing system
4. All of these
120. Marketing characteristics are –––––
1. Profit orientation
2. need based marketing strategy
3. product market segmentation
4. All of these
121. Marketing management is the process of product planning, pricing, promotion and –––– along with the services to generate transaction that satisfies
the organisational and user objectives.
1. distribution 2. reward
3. goals 4. none of these
122. Which one of the following is not theories of buying behaviour?
1. Inhierent v/s learned motives
2. Emotional v/s rational motives
3. Consumer variable v/s product variable
4. all of these
123. The Tertiary environment has a territorial phenomenon comprising of ––––
1. demography 2. economic issues
3. technology 4. all of these
124. The marketing process involves –––––
1. human needs 2. demand flow
3. product 4. exchange 5. utility 6. all these
125. Customer driven consists –––––
1. vision 2. mission
3. appraisal 4. all of these
126. “Motivational research is a form of market research that attempts to discover the deepest reasons why people buy” Who said it?
1. Manson and Rath 2. Stanton
3. Still and Scweff 4. None of these
127. Basic needs consists ––––
1. Physical needs like ––– Food, drink
2. Safety needs –– Insurance
3. Love needs –– Love with wife and child
4. Goodwill/ reputation needs –– Honour 5. All of these
128. The procedure for segmenting the industrial markets is different than the ––––
1. Consumer markets 2. Business markets
3. Industrial markets 4. All of these
1. Test marketing is the stage where the entire product and marketing programming is tried out for the first time in a small number of
well chosen and authentic sales environments.
2. Product line - a group of products that are closely related either because they satisfy a class of need, are used together are sold to
the same customer groups, are marketed through the same types of outlets, or fall within given price ranges.
3. Product-mix-the composite of product offered for sale by a firm or a business unit.
4. All of these
1. 1 2. 1 3. 4 4. 4 5. 4 6. 4 7. 4
8. 1 9. 4 10. 4 11. 4 12. 1 13. 4 14. 4
15. 4 16. 1 17. 4 18. 4 19. 4 20. 6 21. 4
22. 4 23. 4 24. 1 25. 4 26. 4 27. 3 28. 4
29. 1 30. 1 31. 4 32. 4 33. 5 34. 1 35. 5
36. 4 37. 4 38. 1 39. 1 40. 4 41. 4 42. 4
43. 4 44. 4 45. 3 46. 4 47. 1 48. 4 49. 4
50. 4 51. 4 52. 4 53. 4 54. 1 55. 1 56. 4
57. 1 58. 1 59. 1 60. 2 61. 2 62. 4 63. 4
64. 1 65. 1 66. 4 67. 1 68. 1 69. 1 70. 5
71. 5 72. 5 73. 2 74. 1 75. 3 76. 4 77. 1
78. 1 79. 1 80. 1 81. 1 82. 3 83. 3 84. 4
85. 1 86. 1 87. 1 88. 1 89. 1 90. 1 91. 1
92. 1 93. 4 94. 1 95. 4 96. 4 97. 1 98. 4
99. 6 100. 5 101. 5 102. 4 103. 1 104. 7 105. 5
106. 5 107. 6 108. 7 109. 4 110. 5 111. 2 112. 4
113. 5 114. 6 115. 1 116. 1 117. 1 118. 1 119. 4
120. 4 121. 1 122. 4 123. 4 124. 6 125. 4 126. 2
127. 5 128. 1 129. 4
1. Market segmentation helps to determine
(1) target groups
(2) sale price
(3) profit levels
(4) product life cycle
(5) All of these
2. The target group for Car loans is

(1) auto manufacturing companies
(2) car dealers
(3) taxi drivers
(4) car purchasers
(5) All of the above
3. The best promotional tool in any marketing is

(1) e-promotion
(2) public Relations
(3) viral marketing
(4) word of mouth publicity
(5) advertisements
4. Customisation results in
(1) customer exodus
(2) customer retention
(3) customer complaints
(5) None of the above
5. The target group for Education Loans is

(1) All Parents
(2) All Professors
(3) AM Research Scholars
(4) All Tutorial Colleges
(5) All College Students
6. Service Marketing is the same as

(1) Transaction Marketing
(2) Relationship Marketing
(3) Internal Marketing
(4) Outdoor Marketing
7. Good marketing requires one of the following.........

(1) proper planning
(2) good team work
(3) good communication skills
(4) knowledge of products
8. Marketing in banks is a necessity today, due to...........

(1) Liberalisation
(2) Nationalisation
(3) Fashion
(4) Urbanisation
(5) Marketing in banks is not necessary, as banking in India is more than 200 years old
9. Antivirus software is an example of.....................

(1) business software
(2) an operating system
(3) a security utility
(4) an office suite
(5) None of these
10. Computer programs ‘ are written in a high-level programming language; however, the human-readable version of a program is called..............
(1) Cache
(2) instruction set
(3) source code
(4) word size
(5) None of these
11. Microsoft Office is

(1) Shareware
(2) Public-domain software
(3) Open-source software
(4) A vertical market application
(5) An application suite
12. Computer connected to a LAN (Local Area Network) can

(1) run faster
(2) go on line
(3) share information and/or share peripheral equipment
(4) E-mail
(5) None of these
13. Which of the following refers to the memory in your computer?

(1) RAM
(2) DSL
(3) USB
(4) LAN
(5) CPU
14. Information travels between components on the motherboard through

(1) Flash memory
(2) CMOS
(3) Bays
(4) Buses
(5) Peripherals
15. The collection of links throughout the Internet creates an interconnected network called the_____.
(1) WWW
(2) Web
(3) World Wide Web
(5) Wide Area Web
16. Every computer has a(n)_____; many also have_____.

(1) operating system; a client system
(2) operating system; instruction sets
(3) application programs; an operating system
(4) application programs; a client system
(5) operating system; application programs
17. Main memory works in conjunction with_____.

(1) special function cards
(2) RAM
(3) CPU
(4) Intel
(5) All of these
18. A sales clerk at a checkout counter scanning a tag on an item rather than keying it into the system, is using_____.
(1) input automation
(2) item data automation
(3) scanning automation
(4) source data automation
(5) None of these
19. The database administrator’s function in an organization is

(1) To be responsible for the more technical aspects of managing the information contained in organizational databases
(2) To be responsible for the executive-level aspects of decisions regarding information management
(3) To show the relationship among entity classes in a data warehouse
(4) To define which data mining tools must be used to extract data
(5) None of these
20. Every device on the Internet has a unique_____address (also called an “Internet address”) that identifies it in the same way that a street address identifies the
location of a house.
(1) DH
(2) DA
(3) IP
(4) IA
(5) None of these
1. Aggressive Marketing is necessitated due to.

(1) Globalization (2) increased competition (3) increased production (4) increased job opportunities (5) All of these
2. The sole aim of marketing is to-

(1) Increase sales (2) increase the number of employees (3) increase profits (4) increase production (5) All of these
3. SME mean
(1) Selling and marketing Establishment (2) Selling and managing Employee (3) Sales and Marketing Employee (4) Small and
Medium Enterprises (5) None of these
4. Online Marketing is the function of which of the following

(1) Purchase section (2) production Department (3) IT Department (4) Design Section (5) A collective function of all staff
5. Cross-selling is a basic function of

(1) All employers (2) All Clients (3) All salespersons (4) planning Department (5) All of the above
6. The Coca Cola organization is an official sponsor of the Olympics. The firm is engaged in
(1) Place marketing (2) Event marketing (3) Person marketing (4) Organization marketing (5) None of these
7. The best advertisement is

(1) Glow sigh boards (2) On the internet (3) TV media (4) Print media (5) A satisfied Customer
8. Credit cards are used for

(1) Cash withdrawals (2) Purchase of air tickets (3) Purchase of consumable items from retail outlets (4) all of these (5) None of
these
9. The major advantage of survey research is its-

(1) Simplicity (2) Structure (3) Organization (4) flexibility (5) All of these
10. Sales promotion involves, the incorrect option

(1) Building product awareness (2) Creating interest (3) Providing intonation (4) Designing a new product (5) None of these
Q1. What is one of the advantages of advertisement to Producers?
(a) Stability
(b) Increase in Sales
(c) Increase in Profits
(d) Increase in Goodwill
(e) All of above
Q2. What is the advantage of advertisement society has?

(a) Employment opportunity
(b) Increase in standard of living
(c) Encouragement to Healthy competition
(d) Educative
(e) All of above
Q3. Newspapers are sold for very cheaper rates because

(a) It contains discount coupon
(b) It is used for criminal activities
(c) It contains Advertisement
(d) It enjoys subsidy
(e) All of the above
Q4. Which of the following is the best definitions of chain shops?

(a) A group of consumers who band together to get and volume pricing from manufactures
(b) A group of volunteers who shop for handicap individual
(c) Retailers that volunteer to carry new, united Products
(d) Independently owned retailers who are sponsored by a wholesaler to engage in bulk buying and common merchandising
(e) None of above
Q5. What is the basic Fundamental of Marketing Management?

(a) The objectives of the enterprise must be the maximum satisfaction of consumer needs
(b) Maximum retail fraud with customer
(c) Efforts must be made to maximize the profits through maximum sales
(d) All of above
(e) 1 and 3
Q6. How many fundamentals of Marketing Management has been initiated by William J. Stanton?
(a) Seven
(b) Ten
(c) Two
(d) Three
(e) Four
Q7. Marketing management is the combination of–

(a) Analysis
(b) Planning
(c) Implementation
(d) Control
(e) All of above
Q8. What are is one of elements of Marketing Planning?

(a) Determination of objective
(b) Forecasting
(c) Policies
(d) Procedures
(e) All of above
Q9. It’s a sequence of steps to be undertaken by and enterprise to enforce a policy. Name it.
(a) Forecasting
(b) Procedure
(c) Policy
(d) Schedule
(e) Rule
Q10. A strategy is a particular type of ______.

(a) Procedure
(b) Plan
(c) Principle
(d) Story
(e) Strategy
Q1. A salesman must be honest to wards :

(a) Product
(b) Consumer only
(c) employer only
(d) Sales Promotion
(e) Selling Area
Q2. In General sense marketing research is _____ regarding goods and services.
(a) Collection
(b) Summary
(c) Analysis of the data
(d) None of these
(e) 1, 2 and 3
Q3. Scope of marketing Research is

(a) Very wide
(b) Low
(c) Narrow
(d) Simply wide
(e) None of these
Q4. Who said “Marketing research is a systematic attempt to get information useful in solving marketing problems (Making marketing decisions)”?
(a) Clark and Clark
(b) Pankaj Parashar
(c) Lorei, Wales & Taylor
(d) Prof. Richar D. Crisp
(e) Sh. Lalu Prasad Yadav
Q5. What is the concept included in Marketing Research?

(a) Research of Product and Services
(b) Research on Markets
(c) Research on sales
(d) Research on sales Methods and Policies
(e) None of these
Q6. If a consumer receives information that is inconsistent with her or his feelings or beliefs, the consumer may alter this information. This is known as selective:
(a) exposure
(b) distortion
(c) retention
(d) information
(e) None of these
Q7. Finance required to carry on marketing activities is known as :

(a) Finance
(b) Marketing Finance
(c) Social Finance
(d) Long term Finance
(e) Short term Finance
Q8. Which is the starting point of marketing process?

(a) Discovery of needs
(b) Wants of consumer
(c) Making Fraud of consumers
(d) All of above
(e) 1 and 2
Q9. Who said – “Advertising is a paid form of non-personal presentation of the idea, goods or services by an identified sponsor”?
(a) Richard Buskirk
(b) Prof. Pankaj Parashar
(c) Prof. Aditya Sharma
(d) Prof. Weed
(e) Philip Kotler
Q10. What is one of the function of Advertisement?

(a) Primary Function
(b) Secondary Function
(c) Economic Function
(d) Social Function
(e) All of above
Q1. Consumer Products include :

(a) Convenience Products
(b) Shopping Products
(c) Unsought Products
(d) Specialty Products
Q2. Which of the following is not a positioning error :

(a) Under positioning
(b) Over positioning
(c) Doubtful positioning
(d) Inaccurate Positioning
Q3. Product line refers to :

(a) A group of closely related products
(b) A set of all the products
(c) Specific products
(d) All of the above
(e) None of these
Q4. Most of the opinion leaders are :

(a) Laggards
(b) Innovators
(c) Early adopters
(e) None of these
Q5. Which of the following is one of the type of wholesellers?

(a) Pure wholeseller
(b) Manufacturer wholeseller
(c) Retailer wholesellers
(d) All of above
(e) None of above
Q6. A producer who wants to carry his own marketing research, he face the problem of–
(a) Qualified people
(b) Trained Researchers
(c) Infrastructure
(d) Government Obligations
(e) 1 and 2
Q7.Marketing Research is a gift of

(a) Modern concept of Marketing
(b) Classical concept of Marketing
(c) Traditional concept of Marketing
(d) Old concept of Marketing
(e) Basic concept of Marketing
Q8. The consumer may discard the product tomorrow–

(a) which they prefer today
(b) which they hate today
(c) which is in demand
(d) which is available in market
(e) None of these
Q9. Which advertisement media will you prefer to market the product at national level?
(a) Local news papers
(b) Television
(c) Wall Painting
(d) Posters
(e) Periodicals
Q10. Collective Bargaining is a main characteristic of–

(a) Super Bazar
(b) Chained shops
(c) co – operative Societies
(d) Departmental store
(e) None of these
Q1. If Proctor and Gamble, the makers of Ariel, need to know what percentage of customers examine product labels before making a product selection in the supermarket, this
could best be accomplished through :
(a) focus groups
(b) mail surveys
(c) personal interviews
(d) observation
(e) None of these
Q2. Lever Bros. market a number of different brands of laundry detergents including Radion, Persil Power, Persil Colour and Surf. Each of these specific versions of laundry
detergents can be described as :
(a) a product item
(b) a product line
(c) a core product
(d) a mix item
(e) None of these
Q3. A brand name is one of the elements of the

(a) core product
(b) actual product
(c) augmented product
(e) None of these
Q4. Procter and Gamble makes at least eight different detergents This illustrates :
(a) product mix width
(b) product mix consistency
(c) product mix depth
(d) market item width
(e) None of these
Q5. Under which method a special price reduction is being given to dealers by Producers ?
(a) Quantity Discount
(b) Quality Discount
(c) Daily Discount
(d) Cash Discount
(e) Trade Discount
Q6. “Sales promotion programme or measures are not helpful in improving the product.” It is a _______ of sale promotion.
(a) Advantage
(b) Limitation
(c) Adverse effect
(d) Punctualness
(e) None of above
Q7. Levels of market segmentation includes mass marketing, segment marketing, and ________ .
(a) Positioning
(b) Macro marketing
(c) Industrial (B2B) Marketing
(d) Micro marketing
(e) None of above
Q8. Which variable is related to the marketing decision taken by an enterprise ?

(a) Internal variable
(b) Marketing decision variable
(c) Sole variables
(d) Demand variables
(e) a and b
Q9. Who has divided marketing decision into four parts ?

(a) E. Jerome Mc Carthy
(b) James
(c) Philip Kotler
(d) Lazer Kelley
(e) None of these
Q10. Firms operating under the marketing concept have opted in favour of emphasizing change rather than _______ .
(a) Fluctuation
(b) Stability
(c) Funds
(d) Life
(e) None of these
Q1. In which case marketing efforts will not be able to produce desired results?
(a) When consumer is handicapped
(b) Marketing plan is not planned properly
(c) When product is of high quality
(d) When product is of low quality
(e) When product is of high cost/price
Q2. What is the factor that should be considered before the planning of marketing programme ?
(a) Demand variables
(b) Internal variables
(c) Marketing Mix
(d) Marketing Efforts
(e) All of above
Q3. Demand variables should be taken care of, because —

(a) They are important
(b) they are of fragile nature
(c) sale of any enterprise depends on demand
(d) sale of any enterprise depends on Product
(e) sale of any enterprise depends on Government
Q4. Who said “Demand variables are the factors which affect industry and company sales” ?
(a) Philip Kotler
(b) Pritam Dass
(c) Marshal
(d) Lazer Kelley
(e) Prof. Parashar P.K.
Q5. What is one of the different parts of controllable demand variables ?

(a) Price of Product
(b) Quality of Product
(c) Channels of Distribution
(e) None of these
Q6. Which of the following is a uncontrollable variables ?

(a) Consumer variables
(b) Environmental variable
(c) Common variable
(d) Competitive variable
(e) a, b and d
Q7. Which variable is related to the marketing decision taken by an enterprise?

(a) Internal variable
(b) Marketing decision variable
(c) Sole variables
(d) Demand variables
(e) a and b
Q8. Who has divided marketing decision into four parts ?

(a) E. Jerome Mc Carthy
(b) James
(c) Philip Kotler
(d) Lazer Kelley
(e) None of these
Q9. Firms operating under the marketing concept have opted in favour of emphasizing change rather than _______ .
(a) Fluctuation
(b) Stability
(c) Funds
(d) Life
(e) None of these
(a) Positioning
(b) Macro marketing
(d) Micro marketing
Q1. Diversification in existing products can be done with the help of —

(a) Competitor
(b) Market
(c) Faulty Market Programme
(d) Sound Market Programme
(e) None of these
Q2. Maximum Utilization of marketing resources of an enterprise is necessary to make _______.

(a) The consumer Fool
(b) The Businessman Rich
(c) The marketing efforts successful
(d) The Government Stable
(e) All of above
Q3. If an enterprise want to be successful in its marketing efforts, it must —

(a) Maintain the quality of product
(b) Offer its product at reasonable prices
(c) Produce low quality product
(d) Indulge in Illegal Activities
(e) a and b
Q4. What is one of the benefits of large scale production ?

(a) Cost control at the time of production
(b) Inferior product
(c) Product can be offered at lower prices
(d) Product can capture a good market share
(e) a, c and d
Q5. What is one of the various aspects on which Marketing Programme is being prepared ?
(a) Co-coordinating Marketing
(b) Directing Marketing Activities
(c) Controlling Marketing Activities
(d) All of above
(e) None of above
Q6.Which of the following is not related with international marketing:

(a) Export
(b) Licensing
(c) Penetration
(d) Exchange risk
(e) Legal Status
Q7. MNCs can be classified on the basis of :

(a) Structure
(b) Size
(c) Performance
(d) Behavior
Q8. What is the point that an agent has to take care during an interview ?
(a) His interest
(b) His Needs
(c) Other things matter to him
(d) Selling of policy
(e) a, b and c
Q9. What are the different controllable demand variables?

(a) Price of Product
(b) Quality of Product
(c) Channels of Distribution
(d) All of above
(e) None of above
Q10. All the variables which are beyond control are called —
(a) Quality
(b) Uncontrollable
(c) Controllable
(d) Channels of Distribution
(e) Substitute Product
1. Planned cost service means-
(1) costly products
(2) extra profit on the same cost
(3) extra work by seller
(4) all of these
(5) None of these
Answer
2. In Consumer behavior ‘Perception is a process through which-

(1) a consumer make ultimate purchasing
(2) a consumer is satisfied
(3) a consumer’s mind receives, organizes and interprets physical time
(4) Both 1 and 2
Answer
3. Sale forecast implies-

(1) an estimate of the maximum possible sales opportunities present in a particular market segment.
(2) an estimate of sales, in physical units, in a future period
(3) Estimating the number of sales person required to sell a product.
(4) Both 1 and 2
(5) Neither 1 nor 2
Answer
(4) Both 1 and 2
4. A theory states that no matter how efficiently goods/service are produced, if they cannot be delivered to the
customer in the quickest possible time it is vain-this theory is called-
(1) Quickest the best
(2) Instant service
(3) Service on time
(4) Timely effort
(5) Matter theory
Answer
(2) Instant service
5. In selling “Consumption” is the ultimate goal of the sales while a marketer-

(1) Identifies consumer needs and wants.
(2) Develop an appropriate product/service to attain customer satisfaction.
(3) Accomplish organizational goals through integrated marketing approach
(4) all of the above.
(5) None of these
Answer
6. ‘Casual’ research is basically concerned with-

(1) Establishing cause and effort relationship
(2) Arriving at a forecast or prediction of interest.
(3) measuring and estimating the frequencies with which of things occur
(4) all of above
(5) None of these
Answer
7. A method in which brand equity is measured by comparing difference between the retail price of the brand
and the retail price of an unbranded product in same category is called-
(1) Brand goodwill method
(2) price premium method
(3) Production method
(3) Both 1 and 2
(4) Neither 1 nor 2
Answer
8. ESOP stand for-

(1) Efficient Service of Promises
(2) Effective System of Projects
(3) Employee Stock Option Plan
(4) Essential Security of Project
(5) Equity Stock Option Plan
Answer
9. Acid Test of a brand is-

(1) Brand preference
(2) Brand awareness
(3) Brand loyalty
(4) Brand equity
(5) Band acceptability
Answer
(3) Brand loyalty

10. Of the following pricing methods—– is not for new product-
(1) Market skimming
(2) Penetration
(3) Discriminatory pricing
(4) None of these
Answer
1. Under which of the following in marketing DAGMAR APPROACH comes?

(A)Market Segmentation
(B)Advertising
(C)Pricing Decisions
(D)Marketing Strategy
(E)Marketing Ethics
Answer
(B)Advertising
2. Which among the following generally does not come under Corporate BANKING ?
(A)Structured Finance
(B)Government Banking
(C)FI,Capital Markets & Custodial Services
(D)Debit Cards
(E)None of them
Answer
(D)Debit Cards
3. Which among the following does not come under the organizational objectives of the bank in India?
(A)To Earn Profit
(B)To play a developmental role in Rural India
(C)To Provide employment to maximum people
(D)To Improve Customer Relationships
(E)All of above are organizational objectives of the bank in India
Answer
(C)To Provide employment to maximum people
4. Without which of the following a bank can not survive?

(A)Cash
(B)Computers
(C)Customers
(D)Credit
(E)Competitors
Answer
(C)Customers
5. Marketing is complex in Banks compared to other commercial concerns. Which among the following justifies
this statement?
(A)Bank Marketing is a service Marketing
(B)The focus of the bank marketing is customer
(C)The Bank marketing is doubly oriented
(D)Banking products are intangible
(E)None of them
Answer
(C)The Bank marketing is doubly oriented
6. What has been the effect on banks by the increased role of capital markets in mobilizing funds ?
(A)It increased the importance of Banks
(B)It decreased the importance of Banks
(C)It did not affect the importance of Banks
(D)It provided an opportunity for banks to earn more
(E)None of them
Answer
(B)It decreased the importance of Banks
7. Which of the following Bank India is known to be the first Indian Bank to adopt the concept of Market
Segmentation?
(A)Punjab National Bank
(B)State Bank of India
(C)ICICI Bank
(D)Bank of Baroda
(E)Canara Bank
Answer
(B)State Bank of India
8. A group of Blue collar customers of a bank will be placed in which of the following segments?
(A)Profession segment
(B)Gender based segment
(C)Income segment
(D)Institutional Segment
(E)None of the above
Answer
(A)Profession segment
9. .Many banks offer Project Counseling in their products portfolio. Product counseling can be placed in which
of the following product categories of Banks?
(A)Deposits
(B)International Banking
(C)Consultancy
(D)Advances
(E)Guarantees
Answer
(C)Consultancy
10. Telephone inquiries, letters, responses to advertising or direct mail, are kept in which of the following
categories?
(A)Sales Leads
(B)Sales Kits
(C)Sales Literature
(D)Sales Manual
(E)Sales Planning
Answer
(A)Sales Leads
11. What is Microsoft Pink ?

(A)A software under development
(B)A smart phone
(C)A search engine under development
(D)A laptop under development
(E)None of them
Answer
(B)A smart phone
12. Which among the following is not a responsibility of personal selling?

(A)Creating Demand
(B)Increasing Demand
(C)maintaining demand
(D)Diminishing Demand
(E)None of them
Answer
(D)Diminishing Demand
13. Nichemanship comes under which of the following in Marketing?

(A)Marketing Mix
(B)Market Segmentation
(C)Market Planning
(D)Advertisements
(E)None of them
Answer
(B)Market Segmentation
14. Which among the folllowing plays an important role in Psychographic Segmentation?
(A)Profession
(B)Sex
(C)Personality
(D)Demography
(E)Location
Answer
(C)Personality
 Occupation invloves
a.Administrator
b.Trader
c.Chartered accountant
d.All of these
Answer
d.All of these
 Who may be the customer of the bank ?

a.Teacher
b.Professor
c.Advocate
d.All of these
Answer
d. All of these
 Lifestyle of a customer includes

a. social status
b. cultural value of customer
c. perception of customer
d. All of these
Answer
d. All of these
 Behavioural basis of market segmentation includes

a. loyalty or brand loyalty
b. attitude
c. buying occasions
d. All of these
Answer
b. attitude
 In case of saving deposits in a bank , the customer status will be
a. second customer
b. regular customer
c. potential investor
d. first time depositor
Answer
b. Regular customer
 Which are the factors relating to target market?

a. goals of the firm
b. image of the company
c. company resources
d. products characteristics and product variety
Answer
b. All of the above
 Which is the basis of psychographic segmentation ?

a. Personality
b. values in life
c.life style of the customer
d. All of these
Answer
c. Personality
 Distribution channels are

a. systems of economic institution through which a producer of goods delivers them into hands of their users
b. system of pricing
c. costing system
d. branding
Answer
a. systems of economic institution through which a producer of goods delivers them into hands of their users
 Which is the channel of direct distribution

a. Own sales showrooms
b. Own salesmen
c. Own sales group
d. Mail order
e. All of these
Answer
e. All of these
1. Which among the following is a marketing strategy that focuses on spreading information and opinions
about a product or service from person to person, especially by using unconventional means such as the
Internet or email?
A. Social Media Marketing
B. Drip Marketing
C. Green Marketing
D. Viral Marketing
Answer & Explanation
D. Viral Marketing
Explanation:Viral Marketing is marketing by the word of the mouth, having a high pass rate from person to. The best
example for this is creating a ‘buzz’ in the industry.
2. It is designed to capture market share by entering the market with a low price relative to the competition to
attract buyers.
A. Penetration Pricing
B. Economic Pricing
C. Premium Pricing
D. None of these
A. Penetration Pricing
Explanation:Penetration pricing is the practice of offering a low price for a new product or service during its initial
offering in order to attract customers away from competitors.
3. Which among the following is not involved in the life cycle of the product?
A. Introduction
B. Growth
C. Maturity
D. All are involved
D. All are involved

Explanation:The product life cycle (PLC) depicts a products sales history through 4 stages: Introduction, Growth,
Maturity and Decline. One thing should be clear to us that adjustment and changes must be made in the p roduct’s
marketing mix as it moves through its life cycle because of changes in the competitive environment, buyer behavior, and
the composition of the market.
4. TQM stands for

A. Total Quantity Management
B. Total Quality Maintenance
C. Total Quality Management
D. Total Quantity Management
C. Total Quality Management

Explanation:It is a management approach to long–term success through customer satisfaction. In a TQM effort, all
members of an organization participate in improving processes, products, services, and the culture in which they work.
5. It is a part of 4P’s of marketing and also represents the different methods of communication that are used
by marketer to inform target audience about the product.
A. Product
B. Place
C. Price
D. Promotion
D. Promotion
Explanation:Promotion includes – advertising, personal selling, public relation, and sales promotion.
6. It is an effective communication is and known as

A. Good Vocabulary
B. A sine–qua–non for marketing
C. Not required of demand exceeds supply
D. None of these
B. A sine–qua–non for marketing

Explanation:A Sine-Qua-Non is an essential condition; a thing that is absolutely necessary.
7. Textiles refer to which kind of goods?

A. Shopping Goods
B. Special Goods
C. Unsought Goods
D. None of these
A. Shopping Goods
Explanation:Shopping goods: Goods which are occasionally purchased,cost is moderate. People invest time and
efforts.Brand may be considered.
Ex:Textiles,watches,costumes.
8. Political campaigns are which type of marketing?

A. Cause marketing
B. Organization marketing
C. Event marketing
D. Person marketing
D. Person marketing
Explanation:Person Marketing is marketing activity aimed at creating target market awareness, and a favorable opinion,
of a particular person.
9. Marketing refers to
A. New product concepts and improvements
B. Advertising and promotion activities
C. Philosophy that stresses on customer value and satisfaction
D. Planning campaigns
C. Philosophy that stresses on customer value and satisfaction

Explanation:Marketing is the process of planning and executing the conception, pricing, promotion and distribution of
ideas, goods and services to create exchanges that satisfy individual and organizational goals. It is the delivery of
customer satisfaction at a profit.‖
10. Which among the following is not an important component of PROMOTIONAL MIX?
A. Total quality Management
B. Publicity
C. Sales Promotion
D. Advertising
A. Total quality Management

Explanation:There are five important components in promotional mix‐
1. Advertising 2. Personal Selleing 3. Sales promotion. 4. Publicity and public relations. 5. Direct Marketing
1. The target group for Tractor Loans is

A. Farmers with large land holding
B. Farm laborers
C. Vegetable vendors
D. Cold Storage Plants
A. Farmers with large land holding

Explanation:Target marketing is the most current method of marketing to consumers based on research into their
interests, hobbies, and needs, and it didn’t spring from nothing. Advertisers and marketers were using cohort marketing,
and before that they were using generational marketing. Target marketing is essentially a refinement of these ideas.
2. Meaning of Market Spacing is

A. Place where goods are sold
B. Road Shows
C. Scope available for selling
D. Competition
C. Scope available for selling

Explanation:Market Space encompasses the various forces at work in your industry, including competitive dynamics, the
actions of power players in the industry, the types of solutions being offered in that market, and the growth and driving
forces shaping the space. Whereas Market place encompasses your market space as well as broader forces – such as
adjacent industries, political events, world issues, and the broader economic climate.
3. Savings Account with Insurance benefit is

A. Non-fund facility
B. Value-added deposit account
C. Running Overdraft facility
D. Along term loan account
B. Value-added deposit account

Explanation:8 Insurance Schemes Modi launched and how they benefit you
1) Atal Pension Yojana2) Pradhan Mantri Suraksha Bima Yojana3) Pradhan Mantri Jeevan Jyoti Bima Yojana4) Pradhan
Mantri Jan Dhan Yojana5) Post office time deposits and bank FDs6) Kisan Vikas Patra7) Sukanya Samriddhi Scheme8)
Health insurance
4. Telemarketing campaigns are an alternative of

A. Avoid Buyer Resistance
B. Increase Cold Calls
C. Reach a larger Clientele
D. Avoid face-to-face interactions
D. Avoid face-to-face interactions

Explanation:Telemarketing is a marketing strategy that involves connecting with customers over the telephone or, more
recently, through web-based video conferencing. It is one of the most divisive strategies in modern marketing. One of
the most negatively-perceived versions of telemarketing is known as “robo-calling,” a practice that involves using a pre-
recorded message delivered through an automatic dialing machine that can contact thousands of people every day.
5. Communication skills in the case of a DSA means

A. Being Talkative
B. Sending SMS
C. Lengthy Speeches
D. Ability to convince with the right choice of words
D. Ability to convince with the right choice of words

Explanation:The Direct Selling Association (DSA) is the name of several similar trade associations in the United States,
United Kingdom, Australia, Malaysia, Singapore, and New Zealand that represent direct selling companies, including
those that use multi-level marketing compensation plans or party plan product demonstrations.
6. USP of a current account is

A. Low TDS
B. No restrictions on transactions
C. No need for KYC norms
D. High minimum balance
B. No restrictions on transactions
Explanation:The unique selling proposition (USP) or unique selling point states that such campaigns made unique
propositions to customers that convinced them to switch brands.
7. A good marketing strategy involves good and proper

A. Product distribution
B. Network of branches
C. High pricing
D. Relationship Management
D. Relationship Management
Explanation:Relationship marketing is a facet of customer relationship management (CRM) that focuses on customer
loyalty and long-term customer engagement rather than shorter-term goals like customer acquisition and individual
sales. The goal of relationship marketing is to create strong, even emotional, customer connections to a brand that can
lead to ongoing business, free word-of-mouth promotion and information from customers that can generate leads.
8. Mutual fund business from existing bank customers can be mobilized by

A. Cross-selling
B. Road Shows
C. Carpet Bombing
D. Telemarketing
A. Cross-selling
Explanation:Cross selling is one of the easiest and most effective methods of marketing. In the financial services arena,
cross selling can mean selling different types of investments to investors, or even insurance to investors, or tax
preparation to retirement planning clients.
9. USP stands for

A. Uniform Selling Practices
B. Unique Selling Person
C. Useful Sales Person
D. Unique Selling Proposition
D. Unique Selling Proposition

Explanation:Here is a killer example of USP
Many companies past and present use USPs as their slogans, so that they can put them in front of as many prospective
customers as possible. E.g.
Avis(We’re number two. We try harder.)–This USP does a remarkable job of turning what seems like a negative quality
into a benefit. For many years, Avis was in the unfortunate position of being the second-largest car rental company,
while Hertz claimed the #1 spot. In fact, Avis was having trouble just staying solvent. So Avis decided it was time for a
total image makeover and hired the famous ad agency Doyle Dane Bernbach to come up with a new ad campaign.
10. Aggressive marketing is required due to

A. Increased staff
B. Increased competition
C. Increased Production
D. Increased Job opportunities

B. Increased competition
Explanation:With the number of promotions and advertisements consumers see on a daily basis, aggressive marketing
strategies allow brands to solidify their image in the minds of viewers, and achieve immediate recognition.
1. Which type of marketing involves selling of mere goods?

A. Guerilla Marketing
B. Viral Marketing
C. Transaction Marketing
D. None of these
C. Transaction Marketing
Explanation:Transactional marketing is a business strategy that focuses on single, “point of sale” transactions. The
emphasis is on maximizing the efficiency and volume of individual sales rather than developing a relationship with the
buyer.
2. Channels of marketing means

A. Outlets from where sales take place
B. Focusing sales on one single group
C. Home delivery
D. Courier Service
A. Outlets from where sales take place

Explanation:There are basically four types of marketing channels: Direct selling; Selling through intermediaries; Dual
distribution; and Reverse channels. Essentially, a channel might be a retail store, a web site, a mail order catalogue, or
direct personal communications by a letter, email or text message.
3. The share of market means

A. Share price quoted in the market
B. Percentage share of business of the company, as compared to peers
C. Staff strength of the company
D. Share capital of the company
B. Percentage share of business of the company, as compared to peers

Explanation:Out of total purchases of a customer of a product or service, what percentage goes to a company defines
its market share. Out of total purchases of a customer of a product or service, what percentage goes to a company
defines its market share. In other words, if consumers as a whole buy 100 soaps, and 40 of which are from one
company, that company holds 40% market share.
4. For an ATM-cum-Debit card the target group is

A. All prisoners
B. Firms
C. All existing and prospective customers
D. All School Children

C. All existing and prospective customers
Explanation:It is a plastic payment card that provides the cardholder electronic access to their bank account(s) at a
financial institution.
5. Marketing is more required when

A. There is monopoly
B. Supply equals demand
C. Supply exceeds demand
D. Staff in excess
C. Supply exceeds demand

Explanation:When introducing high-value, high-priced products, more sales interaction is required. When placing a price
on an item or service, it is crucial to accurately assess demand. Simply put, a shortage of an item nearly always leads to
higher prices, while an overabundance—or just fierce competition–will drive prices down. As prices go down, more people
are able to buy the product; thus the demand will usually rise.
6. If the market share falls then it implies that

A. Competition has increased
B. Sales have gone up
C. Profit has gone up
D. Business is wound up
A. Competition has increased

Explanation:Market shares can be value or volume. Value market share is based on the total share of a company out of
total segment sales. Volumes refer to the actual numbers of units that a company sells out of total units sold in the
market.
7. In marketing a cold call means

A. Sales talk
B. A futile exercise
C. Old product with new wrapping
D. Calls made without prior appointment
D. Calls made without prior appointment

Explanation:Cold calling typically refers to phone calls but can also entail drop-in visits, such as with door-to-door
salespeople. In finance, cold calling can refer to a method by which brokers obtain new business by making unsolicited
calls to potential clients.
8. A ‘Push’ marketing strategy necessitates

A. Good pushing strength
B. Lengthy talks
C. Collective effort
D. Aggressive marketing

C. Collective effort
Explanation:Push marketing is a promotional strategy where businesses attempt to take their products to the
customers. For example in department stores that sell fragrance lines. The manufacturing brand of the fragrance will
often offer sales incentives to the department stores for pushing its products onto customers. This tactic can be
especially beneficial for new brands that aren’t well-established or for new lines within a given brand that need additional
promotion.
9. Meaning of Buyer Resistance in marketing is

A. Exchange of products
B. Fight between buyer and seller
C. Buyer retracting the sale
D. Buyer’s hesitation in buying the product
D. Buyer’s hesitation in buying the product

Explanation:Buyer resistance refers to the deployment of procurement resources by a buyer in an attempt to obtain
lower prices from suppliers. When confronting unexpectedly high prices from suppliers, a procurement division may
devote resources to resist the price increase. For example efforts by buyers to identify, invite, and encourage
qualification of additional bidders.
10. In any marketing the best promotional tool is

A. Word of mouth publicity
B. Newsletters
C. Pamphlets
D. Viral marketing
A. Word of mouth, publicity

Explanation:Word-of-mouth marketing (WOMM, WOM marketing), also called word of mouth advertising, differs from
naturally occurring word of mouth, in that it is actively influenced or encouraged by organisations (e.g. ‘seeding’ a
message in a network)
1. A competitor that reacts swiftly and strongly to any assault in marketing is

A. Tiger competitor
B. Soft competitor
C. Typical competitor
D. None of these
A. Tiger competitor
Explanation:It is a Competitor with A Quick and Strong Reaction to its counterpart for any type of assaults pocketed in
the line of business he is entered into.
2. Consumers who buy one brand all the time

A. Hard core loyals
B. Split loyals
C. Shifting loyals
D. Switchers
A. Hard core loyals

Explanation:When consumers become committed to your brand and make repeat purchases over time. Brand loyalty is
a result of consumer behavior and is affected by a person’s preferences. Loyal customers will consistently purchase
products from their preferred brands, regardless of convenience or price.
3. It is a form of individual marketing where the customer takes more responsibility for determining which
products and brands to buy.
A. Self marketing
B. Mass marketing
C. Segment marketing
D. Niche marketing
A. Self marketing
Explanation:Self marketing helps individuals improve their image and reputation to advance their careers. Self
marketing is sometimes called personal branding because it uses branding tools to create an image around an employee
rather than a product. It gives candidates more opportunities to effectively communicate their values, skills, experiences,
and vision to potential employers. Successful self marketing helps employees separate themselves from the hundreds of
other applicants who may be competing for the same job.
4. Which among the following is one of the 7 O’s in Framework in Marketing?

A. Orthodox
B. Occupation
C. Obnoxious
D. Operations
D. Operations
Explanation:Seven O’s Framework
1. Occupants – who constitutes the market?
2. Objects – what does the market buy?
3. Objectives – why does the market buy?
4. Organizations – who participates in the buying?
5. Operations – how does the market buy?
6. Occasions – when does the market buy?
7. Outlets – where does the market buy?
5. It is a measure to rectify the situation arising out of the dumping of goods and its trade distortive effect.
A. AIDA Marketing
B. Anti-competitive practice
C. Anti-dumping
D. Branding
C. Anti-dumping
Explanation:The use of anti dumping measure as an instrument of fair competition is permitted by the WTO. In fact,
anti dumping is an instrument for ensuring fair trade and is not a measure of protection for the domestic industry. It
provides relief to the domestic industry against the injury caused by dumping. Anti dumping measures do not provide
protection per se to the domestic industry. It only serves the purpose of providing remedy to the domestic industry
against the injury caused by the unfair trade practice of dumping.
6. BEP stands for

A. Break Event Point
B. Board Even Point
C. Benefit Effect Point
D. Break Even Point
D. Break Even Point

Explanation:The break-even point (BEP) is the point at which cost or expenses and revenue are equal: there is no net
loss or gain, and one has “broken even”. The breakeven point is reached when the total revenue exactly matches the
total costs and the business is not making a profit or a loss. If the firm can sell at production levels above this point, it
will be making a profit.
7. Which among the following is the term used to describe a large company that consists of seemingly
unrelated business sections?
A. Conglomerate
B. Breccia
C. Holding Copmany
D. Corporation
A. Conglomerate
Explanation:A conglomerate is a corporation that is made up of a number of different, seemingly unrelated businesses.
In a conglomerate, one company owns a controlling stake in a number of smaller companies, which conduct business
separately. Each of a conglomerate’s subsidiary businesses runs independently of the other business divisions, but the
subsidiaries’ management reports to senior management at the parent company.
8. TARPS stands for

A. Total audience rating points
B. Target audience rating points
C. Transaction anti rating points
D. Target action rating points
B. Target audience rating points

Explanation:It is the number of people or percentage of people reached in your target audience.
9. When consumers get one sample for free, after their trial and then could decide whether to buy or not then
that is called
A. Advertising
B. Sampling
C. Couponing
D. Trading

B. Sampling
Explanation:In market research, sampling means getting opinions from a number of people, chosen from a specific
group, in order to find out about the whole group. Let’s look at sampling in more detail and discuss the most popular
types of sampling used in market research. It would be expensive and time-consuming to collect data from the whole
population of a market. Therefore, market researchers make extensive of sampling from which, through careful design
and analysis, marketers can draw information about their chosen market.
10. AIDA stands for

A. Asynchronous Interest Digital Action
B. Attention Interest Desire Action
C. Acquired Interest Desire Active
D. Alternate Industrial Desire Action
B. Attention Interest Desire Action

Explanation:AIDA is used in marketing and advertising that describes a common list of events that may occur when a
consumer engages with an advertisement.
A – Attention (Awareness): attract the attention of the customer.
I – Interest: raise customer interest by focusing on and demonstrating advantages and benefits
D – Desire: convince customers that they want and desire the product or service and that it will satisfy their needs.
A – Action: lead customers towards taking action and/or purchasing.
1. The physical distribution involves which activities?

A. Sales force costing
B. Retail warehousing
C. Customer service
D. All of these
D. All of these
Explanation:The basic elements of specific functions that make up physical distribution include (i) Materials handling;
(ii) inventory planning and control ; (iii) order processing ; (iv) transportation ; and (v) a communication system to
integrate the physical distribution process.’
2. Marketing management is the process of product planning, pricing, promotion and _________ along with the
services to generate transaction that satisfies the organisational and user objectives.
A. Distribution
B. Reward
C. Goals
D. None of these
A. Distribution
Explanation:Marketing management is the organizational discipline which focuses on the practical application of
marketing orientation, techniques and methods inside enterprises and organizations and on the management of a firm’s
marketing resources and activities.
3. Which among the following is NOT motivation models?

A. Economic model
B. Learning model
C. Psycho-analytic model
D. All of these
D. All of these
Explanation:One of the most important factors to achieving success with your small business is the ability to motivate
your employees. No two workers are alike; it can be a challenge to understand what makes each one tick so that you can
apply the appropriate motivational technique. A number of motivational theories have been developed over time that can
help you get the most out of your workers.
4. Decentralisation refers to the systematic efforts to delegate to the lowest levels all authority except that
which can be exercised at central points” Who said it?
A. Lavis A. Allen
B. Stanton
C. Still and Scwaff
D. None of these
A. Lavis A. Allen
Explanation:In decentralized organizations, there is more freedom and autonomy when multiple marketing departments
are responsible for promoting the products/services of the different BU’s (Business Units) of the organization.
5. Buying situations may be caused by ________.

A. Awareness about competing brands in a product group.
B. Customer has decision criteria
C. Customer is able to evaluate and decide on his choice
D. All of these
D. All of these
Explanation:Business buyer behavior refers to the buying behavior of the organizations that buy goods and services for
use in production of other products and services that are sold, rented, or supplied to others.
6. The sum of direct materials and direct labour costs is called

A. Prime cost
B. Factory cost
C. Overhead cost
D. Value of stock
A. Prime cost
Explanation:A business’s expenses for the materials and labor it uses in production. Prime cost is a way of measuring
the total cost of the production inputs needed to create a given output. By analyzing its prime costs, a company can
determine how much it must charge for its finished product in order to make a profit. By lowering its prime costs, a
company can increase its profit margin and/or undercut its competitors’ prices.
7. Product plays a ________ role in the activities of a business.
A. a secondary
B. a collateral
C. a central
D. none of these
C. a central
Explanation:In marketing, a product is anything that can be offered to a market that might satisfy a want or need. In
retailing, products are called merchandise. In manufacturing, products are bought as raw materials and sold as finished
goods.
8. _________ costs are those costs which are incurred to perform the marketing functions.
A. Distribution costs
B. Full costs
C. Sale of goods
D. Total cost
A. Distribution costs
Explanation:Cost or expense incurred in moving goods from the point of production to the point of consumption. Also
called distribution expense.
9. Which one of the formula may be used for setting prices under cost plus pricing method?
A. Selling price = Unit total cost +desired unit profit
B. Selling price = Unit total cost + profit
C. Selling price = Unit total cost + selling expenses
D. None of these
A. Selling price = Unit total cost +desired unit profit

Explanation:Cost-plus pricing is a pricing strategy in which the selling price is determined by adding a specific dollar
amount markup to a product’s unit cost. Mark ups are when you add a % to the cost to set the price. An alternative
pricing method is value-based pricing.
10. The process of advertising in business begins with market situation analysis conducted to assess the
marketing _______ for the product in the existing state of business in the market
A. opportunities
B. assessibility
C. difficulty
D. functioning
A. opportunities
Explanation:An advertising strategy is a campaign developed to communicate ideas about products and services to
potential consumers in the hopes of convincing them to buy those products and services. This strategy, when built in a
rational and intelligent manner, will reflect other business considerations (overall budget, brand recognition efforts) and
objectives as well.
1. Sources of verbal information include _________.
A. Radio and Television Reports
B. Customers and Consultants
C. Financial Institutions
D. All of these
D. All of these
Explanation:The sharing of information between individuals by using speech. Individuals working within a business need
to effectively use verbal communication that employs readily understood spoken words, as well as ensuring that the
enunciation, stress and tone of voice with which the words are expressed is appropriate.
2. Retailing includes all activities incident to selling to the ultimate __________.

A. consumer
B. firm
C. agents
D. wholesaler
A. consumer
Explanation:Retailing is a distribution channel function where one organization buys products from supplying firms or
manufactures the product themselves, and then sells these directly to consumers. A retailer is a reseller (i.e., obtains
product from one party in order to sell to another) from which a consumer purchases products.
3. Decision- making is a future oriented activity. It involves forecasting and planning. The function of decision -
making is to choose alternatives for the _________.
A. future
B. present
C. profit
D. loss
A. future
Explanation:Decision-making process consists of five steps, which are need recognition, information search, evaluations
of alternatives, purchase and post-purchase behavior. These steps can be a guide for marketers to understand
consumers communicate effectively to them. One note is that consumers do not always move in the exact order through
the process; it can depend on the type of product, the buying stage of the consumer and even financial status.
4. Product market integration may be defined as a state wherein both product image and consumer self-image
are in focus, there is a match between product attributes and consumer expectations both economic and
_________.
A. social
B. political
C. non-economic
D. none of these

C. non-economic
Explanation:Market integration is a term that is used to identify a phenomenon in which markets of goods and services
that are somehow related to one another being to experience similar patterns of increase or decrease in terms of the
prices of those products.
•The term can also refer to a situation in which the prices of related goods and services sold in a defined geographical
location also begin to move in some sort of similar pattern to one another.
5. Which of the following is not factors of the demand variable, according to Fillip Kotler?
A. customer variable
B. competition variable
C. environment variable
D. all of these
D. all of these
Explanation:Philip Kotler (born in Chicago, Illinois) is an American marketing author, consultant, and professor.
•He is the author of over 55 marketing books, including Principles of Marketing, Kotler on Marketing: How to Create, Win,
and Dominate Markets, and Marketing 3.0: From Products to Customers to the Human Spirit.
•Kotler describes strategic marketing as serving as “the link between society’s needs and its pattern of industrial
response.”
6. A good control system should active correct action no sooner _______ occur.
A. flexible
B. deviations
C. controllable
D. none of these
B. deviations
Explanation:An effective marketing control system:
•Set matching standards
•Guaranteed quick detection of deviations and prompt action
•Match with organisation pattern
•Make it understandable
•Make it flexible
•Make it economical
7. A departmental store offers a wide range of products in an organised fashion and is easily accessible to the
_________.
A. consumers
B. firm
C. suppliers
D. governments
A. consumers
Explanation:A departmental store is a large retail trading organization. It has several departments, which are classified
and organized accordingly.
•Departments are made as per different types of goods to be sold.
•For example, individual departments are established for selling packed food goods, groceries, garments, stationery,
cosmetics, medicines, sports, furniture, etc., so that consumers can purchase all basic household requirements under one
roof.
•It provides them maximum shopping convenience and therefore, also called as ‘Universal Providers’ or ‘One spot
shopping’. The concept of a departmental store first originated in France.
8. The net profit will be maximised when _______.

A. fixed cost remains same
B. contribution is maximised
C. fixed is increased
D. contribution is minimized
D. contribution is minimized
Explanation:The net profit margin is a more accurate measure of a company’s profitability, as it reveals the percentage
of revenue that actually reflects a company’s profit per dollar of sales.
•The formula for net profit margin is “Net profit margin = (revenue – cost of goods – operating expenses – other
expenses – interest – taxes) / revenue”
9. Those cost items which attach or cling to units of finished goods are called ________.
A. full costs
B. product costs
C. fixed costs
D. variable costs
B. product costs
Explanation:Product cost refers to the costs used to create a product. These costs include direct labor, direct materials,
consumable production supplies, and factory overhead.
•Product cost should include all costs related to a service, such as compensation, payroll taxes, and employee benefits.
•The calculation is: (Total direct labor + Total direct materials + Consumable supplies + Total allocated overhead) / Total
number of units = Product unit cost)
10. The contribution approach to pricing is based on the incremental _______.

A. market force
B. cost systems
C. trade customs
D. cost principle
D. cost principle
Explanation:The cost principle is one of the basic underlying guidelines in accounting. It is also known as the historical
cost principle. The cost principle requires that assets be recorded at the cash amount (or its equivalent) at the time that
an asset is acquired.
1. What is TARPS ?
1.Target Audience Rating Points
2.Total Audience Rating Points
3.Target Average Regular Process
4.Total Access Rating Point
Answer – 1.Target Audience Rating Points

Explanation :
TARPS: Target audience rating points that is, the number of people or percentage of people reached in your
target audience
2. SWOT Analysis is related to

1.Analysis of the internal and external environment
2.Identifying and evaluating opportunities
3.Identifying the strengths and weaknesses
4.Analyzing markets and selecting target markets
Answer – 3.Identifying the strengths and weaknesses

Explanation :
SWOT Analysis – Identifying the strengths and weaknesses, which are internal to the organisation or project and the
opportunities and threats, which come from outside the organisation.
3. ………………. is a proposal-either verbal or written-to enlist the engagement

1.Ranges
2.Offer
3.Order
4.Pitch
Answer – 4.Pitch
Explanation :
Pitch is a proposal-either verbal or written-to enlist the engagement or support of a third party.
4. Buying of one company by another is known as

1.Acquisition
2.Mergers
3.Joint Ventures
4.Selling
Answer – 1.Acquisition
Explanation :
An acquisition is also known as a takeover, is the buying of one company (the ‘target’) by another.
5. SEM stands for

1.Special Electronic Marketing
2.Search Enrolment Marketing
3.Strategy Electrical Marketing
4.Search Engine Marketing
Answer – 4.Search Engine Marketing

Explanation :
Internet Marketing is also known as i-marketing, web-marketing, online-marketing, Search Engine Marketing (SEM) or e-
Marketing
6. Unconventional marketing intended to get maximum results from minimal resources is which type of
marketing?
1.Guerilla Marketing
2.Direct Marketing
3.Indirect Marketing
4.Digital Marketing
Answer – 1.Guerilla Marketing

Explanation :
Guerilla Marketing: Unconventional marketing intended to get maximum results from minimal resources is nothing but
Guerilla Marketing.
7. What is CRM ?
1.Customer Related Marketing
2.Concept Regular Marketing
3.Commerical Relationship Marketing
4.Customer Relationship Marketing
Answer – 4.Customer Relationship Marketing

Explanation :
CRM- Customer Relationship Marketing. Building loyalty through your relationship with a customer.
8. Which term is used to describe a large company ?

1.Company
2.Conglomerate
3.Group
4.Companionship
Answer – 2.Conglomerate
Explanation :
A conglomerate is the term used to describe a large company that consists of seemingly unrelated business sections. This
term may also be referred to as a multi-industry company.
9. Distress Rates is a cheaper rates for advertising at

1.Short notice
2.Long notice
3.No time limit
4.All of these
Answer – 1.Short notice

Explanation :
Distress Rates is a cheaper rates for advertising at short notice, i.e. When newspapers have spaces to fill shortly before
their deadlines.
10. Which h tool used by companies for the purpose of expanding their operations ?
1.Merging
2.Acquisitions
3.Agreements
4.Strategy
Answer – 1.Merging
Explanation :
A merger is a tool used by companies for the purpose of expanding their operations often aiming at an
increase of their long term profitability.
11. Which h tool used by companies for the purpose of expanding their operations ?
1.Merging
2.Acquisitions
3.Agreements
4.Strategy
5.None of these
Answer – 1.Merging
Explanation :
A merger is a tool used by companies for the purpose of expanding their operations often aiming at an
increase of their long term profitability.
1. “Benchmark‟ means ______

a. Benches for customers to sit
b. Benches for salesmen to sit
c. Products displayed on a bench
d. Set standards
e. All of the above
Answer
d. Set standards
2. Home loans are granted to ___

a. Individuals
b. Institutions
c. Builders
d. All of these
e. None of these
Answer
a. Individuals
3. The meaning of “Conversion” in sales is

a. Designing new products
b. Converting Purchasers into sellers
c. Converting sellers into purchasers
d. Converting prospective customers into purchasers
e. Conversion of religion
Answer
d. Converting prospective customers into purchasers
4. A “Call‟ in Marketing language means _______

a. Calling On a salesperson
b. Calling on a customer
c. Making a phone call
d. Telemarketing
e. None of these
Answer
b. Calling on a customer
5. A Safe Deposit Locker can be canvassed among

a. All Existing account holders
b. Persons below poverty line
c. Students
d. Jewelers
e. ATM Cardholders
Answer
a. All Existing account holders
6. “Value Added Services” implies

a. Additional Knowledge of marketing staff
b. Service beyond normal Hours
c. Service with extra facilities
d. Marketing Agencies
e. Overtime work
Answer
c. Service with extra facilities

7. Optimum Results in marketing are possible through
a. Increased Production
b. More number of Products
c. More sales staff
d. Motivated Staff
e. More ATMs
Answer
d. Motivated Staff
8. Mutual Fund business from existing customers can be canvassed through

a. Coercion
b. Cross-Selling
c. Internal Marketing
d. Outdoor Marketing
e. Road-Shows
Answer
b. Cross-Selling
9. Financial Planning is required when

a. One has no income
b. One is flushed with funds
c. One has no expenses to incur
d. One is illiterate
e. Income level is insufficient to meet the expenses
Answer
e. Income level is insufficient to meet the expenses
10. The sales process begins with

a. Customer Identification
b. Lead Generation
c. Sales Presentation
d. Sales closure
e. Sales meet
Answer
a. Customer Identification
1. Market Segmentation means

a. segmenting the salesmen
b. segmenting the employees
c. segmenting the customers as per their needs
d. segmenting the products
e. All of these
Answer
c. segmenting the customers as per their needs
2. A “Target Group‟ means
a. a group of sellers
b. a group of buyers
c. a group of products
d. a group of persons at whom sales should be focused
e. all of these
Answer
d. a group of persons at whom sales should be focused
3. Market information means
a. knowledge of industries
b. knowledge of households
c. knowledge of peers
d. knowledge of customers‟ tastes
e. All of these
Answer
e. All of these
4. Digital Marketing is a way of
a. Direct Marketing
b. Indirect Marketing
c. A strategy of DSAs
d. All of these
e. None of these
Answer
a. Direct Marketing
5. Sales forecasting involves study of
a. Proper selling price
b. Sales planning
c. Distribution outlet
d. Consumer needs and demands
e. All of the above
Answer
e. All of the above
6. Market Research is needed for
a. Choosing the right sales person
b. Choosing the right products
c. Making proper marketing decisions
d. Deciding the sales incentives
e. None of these
Answer
c. Making proper marketing decisions
7. Marketing is termed as successful, when
a. There is a rise in the number of salesmen
b. There is no need for post-sales services
c. There is no need to give discounts
d. There is rise in sales through more clients
e. Marketing is an ongoing process and hence, can never be successful
Answer
d. There is rise in sales through more clients
8. Market Segmentation helps in
a. Identifying the target group
b. Focused marketing
c. Improved lead generation
d. Only (a) and (b)
e. All (a), (b) and (c)
Answer
e. All (a), (b) and (c)
9. Market share means
a. Market price of shares
b. Sensex
c. Share market
d. Share of business among peers
e. Market volatility
Answer
d. Share of business among peers
10. Direct Marketing means
a. Advertisements
b. Banners
c. Face-to-face selling
d. Selling by all staff
e. Achieving targets
Answer
11. The ultimate aim of Marketing is to provide
a. More business to the Company
b. More profit
c. More staff
d. More production
e. More products
Answer
12. Marketing Strategy means
a. Ideas for new employment
b. Old techniques of selling
c. Techniques for improving marketing activities
d. Techniques for increasing production
e. Networking
Answer
13. Digital marketing is similar to
a. Online marketing
b. Cold calling
c. Web designing
d. Market forecast
e. Outdoor marketing
Answer
a. Online marketing
14. DSA stands for
a. Delivery Staff Agency
b. Direct Selling Agency
c. Distributors and Supply Agency
d. Driving Sales Ahead
e. Direct Sales Authority
Answer
15. _________is the process of evaluating each segment’s attractiveness and selecting one or more segments
a. Targeting
b. Segmenting
c. Positioning
d. Distribution
Answer
a. Targeti
1. Consumer information sources are—-
(a) Personal source and commercial source
(b) Public source
(c) Experiential source
(d) All the above
(e) Only (a) and (b)
Answer
ANS: (d)
2. Zero-Based Budgeting (ZBB) means—-
(a) A tool for marketing cost analysis
(b) A tool for financial analysis
(c) Each year, budgeting starts from a scratch
(d) A certain percentage of sales
Answer
ANS: (c)
3. The advantages of telephone-interview are—
(a) Relatively low cost per interview
(b) Good for reaching important people who are inaccessible
(c) Securing co-operation which is not always possible
(d) All of these
Answer
ANS: (d)
4. The abbreviation ISP stands for—-
(a)International Spy Project
(b)Indian Social Planning
(c)Initial Service Provider
(d)Internet Service Provider
(e)None of these
Answer
ANS: (d)
5. The best advertisement is—–
(a) Glow sign boards
(b) On internet
(c) T.V Media
(d) Print Media
(e) Which satisfies a customer.
Answer
ANS: (e)
6. According to product life cycle theory, the profit is maximum in—-
(a) Developed stage
(b) Early stage
(c) Matured stage
(d) Declined stage
(e) None of these
Answer
ANS : ( a)
7. In banks ROA means—–
(a) Rate of Allocation
(b) Return on Assets
(c) Return on Advances
(d) Ratio of Assets
(e) Only (b) and (c)
Answer
ANS: (b)
8. In the context of globalisation BPO means—-
(a)British Petroleum Organisation
(b)British Passport Office
(c)Budgeting Process Orientation
(d)Business Process Orientation
(e)Business Process Outsourcing
Answer
ANS: (e)
9. SWOT Analysis refers to——-
(a) Marketing tool to understand constraints and potentials of self and competitor
(b) External environment analysis
(c) Internal environment analysis
(d) Strategic planning for selling product
(e) South-west organisation for trade
Answer
ANS: (a)
10. For an economic organisation, MIS stands for—–
(a) Middle Income Scheme
(b) Management Information System
(c) Management of Information and Science
(d) Marketing Information System
(e) Only (b) and (c)
Answer
ANS: (b)

(1) costly products
(4) all of these
(5) None of these
Answer
2. In Consumer behavior ‘Perception is a process through which-

(4) Both 1 and 2
Answer

(4) Both 1 and 2
(5) Neither 1 nor 2
Answer
(4) Both 1 and 2
(2) Instant service
(3) Service on time
(4) Timely effort
(5) Matter theory
Answer
(2) Instant service
5. In selling “Consumption” is the ultimate goal of the sales while a marketer-

(5) None of these
Answer
6. ‘Casual’ research is basically concerned with-

(4) all of above
(5) None of these
Answer

7. A method in which brand equity is measured by comparing difference between the retail price of the brand
and the retail price of an unbranded product in same category is called-
(3) Both 1 and 2
(4) Neither 1 nor 2
Answer
8. ESOP stand for-

Answer

(2) Brand awareness
(3) Brand loyalty
(4) Brand equity
Answer
(3) Brand loyalty
10. Of the following pricing methods—– is not for new product-

(1) Market skimming
(2) Penetration
(3) Discriminatory pricing
(4) None of these
Answer
Q1.Dividing the market into segments and charging the same price for everyone in a segment is known as _____.
(a) steaming pricing
(b) cost based pricing
(c) personal pricing
(d) group pricing
(e) individual pricing
Q2. EMI is a marketing tool if –

(a) It is very high
(b) It is very low
(c) It is increasing
(d) It is fluctuating
(e) It has no role as a marketing tool
Q3. Best, Important and the Central activity of a business is known as its –
(a) Portfolio
(b) Product line
(c) Nuclear Activity
(d) Mainstay
(e) Core Competency
Q4. The concept of Selling is different from Marketing and aims at profit maximization through–
(a) Increasing Sales Volume of Quality Products
(b) Customer Satisfaction
(c) Solution of Customer Problems
(d) Satisfaction of Customer Needs
(e) Innovation and Market Research
Q5. The segmentation of markets based on the gender of the customer is a type of–
(a) Geographic Segmentation
(b) Demographic Segmentation
(c) Psychographic Segmentation
(d) Socio cultural Segmentation
(e) Lifestyle based segmentation
Q6. GE matrix has :

(a) 9 Cells
(b) 12 Cells
(c) 4 Cells
(d) 3 Cells
(e) 5 Cells
Q7. In GE Nine Cell Matrix Red colour indicate :

(a) Expansion
(b) Select
(c) Divest
(e) None of these
Q8. In GE Nine Cell Matrix Yellow colour indicate :

(a) Expansion
(b) Select
(c) Divest
(e) None of these
Q9. In GE Nine Cell Matrix Green colour indicate :

(a) Expansion
(b) Select
(c) Divest
(e) None of these
Q10. Database is a source of :

(a) Reliable data
(b) Correct data
(c) Primary data
(d) Secondary data
(e) None of these
Q1. The daily processing of corrections to customer accounts best exemplifies the processing mode of __________.
(a) batch processing
(b) real-time processing
(c) time-sharing
(d) off-line processing
(e) None of these
Q2. Which one of the following is a target group for the marketing of internet banking?
(a) All the customers
(b) All the educated customers
(c) All the computer educated
(d) Only creditors
Q3. In order to grow task, if a company takes its existing product/service to new markets, it is said to be deploying_______.
(a) Market penetration strategy
(b) Market development strategy
(c) Product development strategy
(d) All those given as options
(e) Diversification strategy
Q4. Which of the following is not included in the four strategies to assign objective, strategy and budget to each SBU as per BCG growth share matrix?
(a) invest
(b) divest
(c) harvest
(d) hold
(e) bold
Q5. The marketing concept for a cluster of complimentary products and services that are closely related in the minds of consu mers but are sproad across a diverse set of
industries, is____.
(a) Metamarket
(b) Synchronized marketing
(c) Vertical integration
(d) Horizontal integration
(e) Beta Market
Q6. Which concept is practiced for the products that buyers normally do not think of buying, such as insurance?
(a) other than those given as options
(b) trading concept
(c) selling concept
(d) product concept
(e) Production concept
Q7. Which of the following is a parameter for determining competitive position of company’s products?
(a) Historical profit margins
(b) Market growth rate
(c) Market share rate
(d) Overall market size
(e) Number of brands in portfolio
Q8. _________ is considered as debit market securities.

(a) fixed deposit of bank
(b) certificate of deposit
(c) shares stock
(d) preference stock
(e) mortagage loans
Q9. In growth-share matrix approach of boston consulting group______ are businesses with weak market share in low-growth market generating low profit.
(a) Stars
(b) Other than those given as options
(c) Dogs
(d) Question marks
(e) Cash cows
Q10. Merritt lynch uses a symbol of bull of implify strength and leadership. This is an example of _____ in service marketing?
(a) Visualization
(b) Other than those given as options
(c) association
(d) documentation
(e) physical representation
1. Amount of Risk in Retail Business is

(1) Less than wholesalers
(2) Equals to wholesale
(3) More than wholesalers
(4) Average
(5) None of above
2. Credit facilities in Retail Trade is

(1) More
(2) Less
(3) Minimum
(4) Less than wholesalers
(5) None of these
3. Credit Facilities in wholesale Trade is

(1) More
(2) Less
(3) minimum
(4) Less than Retail Trade
(5) None of above
4. Degree of importance of Business place in Retail Trade is

(1) Minimum
(2) More
(3) Average
(4) Not applicable
(5) None of above
5. Degree of importance of Business place in Wholesale Trade is

(1) Minimum
(2) More
(3) Average
(4) Not applicable
(5) All of above
6. Scope of Business Areas–

(1) Wide in wholesale
(2) Narrow in Retail
(3) Unlimited in wholesales
(4) 1 and 2
(5) None of above
7. Services of wholesalers to manufacturers is

(1) Distribution services
(2) Demand analysis
(3) Help in Large scale production
(4) Proceed towards lesses
(5) 1, 2 and 3
8. Services of wholesalers to retailers is

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

(1) Direct
(2) Indirect
(3) Marginal
(4) Vertical
(5) Straight
10. Which type of decisions are taken in regular course of action?

(1) Major Decision
(2) Risky Decision
(3) Routine Decision
(4) Rare Decision
(5) Minor Decision
1. In case of saving deposits in a bank, the user status will be of a bank?

(a) Second customer
(b) Regular customer
(c) Potential customer
(d) First time depositor
(e) All of these
2. Who may be the customer of a bank?

(a) Teacher
(b) Professor
(c) Advocate
(d) Retired person from Army
(e) All of these
3. Market segmentation is-

(a) Method
(b) The strategy of dividing markets in order to conquer them
(c) The allocation of property
(d) The allocation policy
(e) The allocation of services
4. Target customer means

(a) Cost centre
(b) Profit centre
(c) New and present customer and staff
(d) New customer
(e) All of these
5. Market segmentation means—

(a) Territory allocation
(b) Market space
(c) Market place
(d) Dividing the target group as per their needs
(e) Sales person's group
6. Lead generation is followed by—

(a) Personal calls
(b) Presentation
(c) Product designs
(d) Market segmentation
(e) None of these
7. Marketing segmentation involves—

(a) Dividing the salesmen into homogeneous groups
(b) Dividing the employees into talent groups
(c) Dividing the products
(d) Measuring the service level
(e) None of these
8. Market segmentation can be resorted to by way of—

(a) Segmenting geographically
(b) Segmenting by age
(c) Segmenting by income
(d) Only (a) and (b)
(e) All (a), (b) and (c)
9. Market segmentation is useful for—

(a) Targeting existing clients
(b) Identifying prospects
(c) Preferential marketing
(d) Internal marketing
(e) All of these
10. Find the correct statement—

(a) Leads are better than prospects.
(b) Leads are same as prospects
(c) Leads are easier to convert than prospects.
(d) Prospects are easier to convert than leads.
(e) None of these
1. Market Segmentation means dividing—
The marketing teams into small groups
The employees as per their grades
The product as per their usages
The product as per their life cycles
The market as per the tastes and needs of different groups.
2. The Segmentation of market based on the gender of the customer is a type of —
Geographic segmentation
Demographic segmentation
Psychographic segmentation
Srio-cultural segmentation
Life style segmentation
3. Good marketing strategy envisages good and proper—
Product distribution
Networking of branches
High pricing
Placement of counter staff
Relationship management
4. Customisation results in —
Customer exit
Customer retention
Customer complaints
Better Balance sheet figures
Better technology
5. Market segment means grouping—
The sales team
The customers as per their needs and tastes
Selling arrangements
The counter staff
The back office staff
6. Diversification is useful for —
Attaching more customers
Retaining existing customers
Increasing sales volume
All of the above

None of above
7. Diversification means—
Dividing the market into small segments
Dividing energy of the sales persons
Marketing of diverse products
All of the above
None of the above
8. Social Responsibility of bank does not include
Pollution Control
To provide job
To open a saving account
Support facility
Public development programme
9. Life style of a customer includes
Social status
Cultural value of customers
Perception of customers
Motivation
All of these
10. Positioning of a product is based on-
The price charged for the product
The promotional pitch for the product
Product characteristics
All of these
None of these
1. Which of the following is the best definition of a market?

a) A shopping center
b) An arrangement of buyers and sellers
c) An industry with many competitors
d) An industry that is not a monopoly
e) None of above
2. What two factors determine prices in a market?

a) Demand and supply
b) Inflation and unemployment
c) Number of buyers and sellers
d) Interest rates and exchange rates
e) None of these
3. Which of the following is not an example of legal trading activity?

a) Cartels
b) Price fixing
c) Market sharing
d) Discounting the price of new products
e) None of these
4. Giffen goods are the goods for which demand decrease when their prices:
a) Increase
b) Decrease
c) Remains constant
d) Reduce to a certain level
e) None of these
5. A market where there are many sellers offering an identical product and where there is free entry to the market is known as -
a) Monopoly
b) Oligopoly
c) Perfect competition
d) Monopolistic competition
e) None of above
6. What tends to happen in the short term when there is excess demand in a market?
a) Prices rises in the market
b) Prices fall in the market
c) Governments intervene by raising taxes
d) Businesses makes lower profits
e) None of the above
7. Market Expansion means-

a) hiring more staff
b) firing more staff
c) buying more products
d) buying more companies
e) None of above
8. When price of good is held above equilibrium price, normal result will be
a) Excess demand
b) Increase in supply
c) Increase in demand
d) Surplus of product
e) None of these
9. In short run to stay in business, firm must cover?

a) Total costs
b) Fixed costs
c) Variable costs
d) Normal profit
e) None of these
10. Which of the following sector of economy produces unrefined raw materials?
a) Primary sector
b) Secondary sector
c) Tertiary sector
d) Public sector
e) None of these
11. Profit is defined as:

a) Value added less fixed assets
b) Total revenues less direct costs
c) Total revenues less total costs
d) Cash receipt less cash payments
e) None of above
12. Which of the following is an example of an indirect tax?

a) Income tax
b) Wealth tax
c) Inheritance tax
d) Corporation tax
e) Value added tax
13. The market value of all final goods and services produced and/made with the geographical boundaries of a country in a year is known as
a) Gross Fiscal Deficit
b) Gross National Saving
c) Gross Domestic Product
d) Gross Domestic Capital Formation
e) None of the above
14. Micro economics is concerned with

A) Optimal production decisions
B) Optimal resource allocation
C) Pricing policy
a) Only (A)
b) Only (B)
c) Only (C)
d) Both (A) & (B)
e) All (A), (B) & (C)
15. Government economic policy based on taxation and public expenditure is known as :
a) Monetary policy
b) Fiscal policy
c) Economic policy
d) Spending policy
e) None of these
1. Market research is useful for-

a) Deciding proper marketing strategies
(b) Deciding the sales persons
(c) Choosing old products
(d) Recruitrnent of staff
(e) Payment of bonus
2. Innovation in marketing is the same as_
(a) Motivation
(b) Inspiration
(c) Aspiration
(d) Creativity
(e) Team work
3. Market research is useful for-

(a) Deciding proper marketing strategies
(b) Deciding the selling price
(c) Choosing the right products
(d) Choosing the sales persons
(e) All of these
4. A marketing plan should include ................ Find the wrong option.

(a) Financial data of the company
(b) Mission statement
(c) Product details
(d) Advertising and sales-promotion steps
(e) None of these
5. A good marketing plan will include which one of the following–

(a) Ambitious targets
(b) Contentious approach
(c) Production details .
(d) Focused marketing programmes.
(e) None of these
6. A marketing plan for sale of gold coins in banks should include–

(a) Description of all banking products
(b) Technological advancements
(c) Marketing budget for sale of third party products
(cl) All of these
(e) None of these
7. Marketing research is a sine qua non for-

(a) Deciding the market area
(b) Deciding the right product to be sold
(c) Making proper market decisions
(d) Deciding the right time to sell
(e) All of these
8. Market share analysis helps to track–

(a) Annual ﬂuctuation rate of market share
(b) Relative share
(c) Segment share in the concerned segment
(d) All of these
(e) None of these
9. Market research is necessary for–

(a) Making proper marketing decisions
(b) Choosing the right products
(c) Selecting the right sales persons
(d) All of these
(e) None of these
10. Market research is needed for-

(a) Deciding the market area
(b) Deciding the right product to be sold
(c) Making proper marketing decisions
(d) Deciding right time to sell
(e) All of these
1. What is Marketing?
Ans: Marketing is the process of determining consumer demand for a product or service , motivating its sale and distributing it into ultimate consumption at a profit.
2. What are the differences between Selling and Marketing ?
Selling Marketing
1 It is an operational activity
Marketing is a concept which
involves identification of
customer needs and promoting
the product to get it sold. Thus,
selling is the part of marking
2. It is product oriented i.e. . It is consumer oriented i.e. It
it deals with sales forecast deals with consumer taste and
and sales volume preferances.
3. Selling encashes profitable It convertss customer needs into
opportunity saleable opportunity
3. What is marketing management?

Ans : It is the process of planning and executing the conception , pricing , promotion and distribution of goods , service , and ideas to create exchanges with target groups that satisfy
customer and organizational objectives.
4. What are the key functional aspects of Marketing Management ?

Ans :
1. Analysis : This involves understanding the customer needs and identifying the target market.
2. Planning: This involves designing the marketing programmes and tactics to promote products in targeted market.
3. Implementation: Implementing the plan.
4. Control : This involves the use of both qualitative and quantitative techniques including budgetary control , control of marketing mix etc to evaluate the progress of implemented plan.
5. What is a product ?
Ans : “Product is anything that can be offered to a market for attention , acquisition, use or consumption ” (Kotler)
6. What is service ?
Ans: Kotler and Bloom defined service as “ any act or performance that one party can offer to another that is essentially intangible and does not result in the ownership of anything. Its
production may or may not be tied to a physical product “
7. What are the differences between product and service ?

Ans :
Product Service
Tangible Intangible
Homogeneous Heterogeneous
It can be kept Production and consumption
in stock happen simultaneously.Thus, it
can’t be kept in stock
Transfer of No transfer of ownership
ownership
It is a thing It is an activity or process
8. What are the 4 Ps of marketing OR what is marketing mix ?
Ans : 1.Price 2. Product 3. Place 4. Promotion
9. What are 4 Cs of marketing?

Ans :
1. Customer needs and wants
2. Cost to the customer
3. Convenience
4. Communication
10. What are the 7 Ps of Service Marketing ?

Ans :
1. Product (i.e. service)
2. Price
3. Promotion
4. Place
5. People ( Employees involved in delivering service to customers)
6. Physical Evidence
7. Process
11. What is Maslow’s Hierarchy of Needs ?

Ans :
Maslow categorized customer’s needs into 5 types
1. Physiological needs : food , drink , sleep
2. Safety needs : protection from threatening situation and economic security.
3. Social needs : friendship , affection and sense of belonging
4. Esteem needs : self respect , recognition , status and success
5. Self – actualization : self – fulfillment.
12. What is a product life cycle?

Ans :
Product life can be divided into 4 stages.
1. Introduction : Period of initial low sales and slow pick up in the market. Eg : net banking and mobile banking.
2. Growth : Sales grow rapidly due to fast increasing market acceptance resulting in substantial improvement in profits. Eg: RTGS and NEFT.
3. Maturity : A slowdown in sales growth rate leading to peaking of sales , due to the potential buyers having been fully tapped.
4. Decline : Sales at this stage experience a declining rate of growth and profits erode. Eg : Demand Draft.
13. What are the two costs which have to be considered while pricing bank products?
Ans: 1. Interest Cost 2. Service Cost
14. What are the distribution channels involved in banking services?

Ans:
1. Bank Branch
2. Telephone Banking and Call Centers
3. Automated Teller Machines
4. Virtual Branches and Automated Video Banking.
15. What is Banking Codes Standards Board of India (BCSBI).?

Banking Codes Standards Board of India (BCSBI)
The Reserve Bank of India established BCSBI in 2007 to ensure that the common consumer of financial services from the banking industry gets what he/she has been promised. The
Board operates as an independent and autonomous body. Membership of BCSBI is voluntary and open to scheduled banks.
From 2015, performance ratings of Banks on customer services will be put in public domain by Banking Codes Standards Board of India (BCSBI).
BCSBI is rating banks on customer services on 5 parameters:
 Information dissemination
 Transparency
 Customer-centricity
 Grievance redressal system
 Customer feedback
BCSBI rated 48 banks for customer service of which only 5 scored high ratings; 25 were rated above average; 17 average; and one below average. The ratings will be made public in 2015.
However, banks are not allowed to use these ratings to solicit business.
Code of Bank’s Commitment to Customers
The Code of Bank’s Commitment to Customers is a Code of Customer Rights, which sets minimum standards of banking practices that member banks have to comply with when they deal
with individual customers. The Code provides protection to customers and explains the manner in which banks are supposed to deal with customers in their day-to-day operations.
1.ICI has subsidiaries in mare countries. ICI is

(1)an exporter
(2)a licensing company
(3)a trading company
(4)a multinational company
(5)None of these
2.Body Shop and Benetton an examples of companies which have employed _____________ as a market entry strategy.
(1)franchising
(2)exporting
(3)joint ventures
(4)licensing
(5)None of these
3.Which approach to international marketing involves least risk and minimum effort?
(1)licensing
(2)exporting
(3)franchising
(4)joint venturing
(5)None of these
4.Which product is MOST likely be purchased through routine decision making?

(1)Car
(2)Desk
(3)Shirt
(4)Soft drink
(5)None of these
5.Alice plans to buy a new swimsuit for her spring break cruise. She has not seen this year's styles and will do some shop-ping around before making a purchase decision.
Alice is engaging in
(1)routine response behaviour
(2)extensive decision making
(3)limited decision making
(4)extensive response behav-iour
(5)None of these
6.Purnima has left her parents' home and moved into a new flat. She is spending consid-erable time and effort in com-paring the ranges of furniture in different retail stores.
Which type of decision-mak-ing process is she using?
(1)Selective
(2)Intensive
(3)Extensive
(4)Shopping
(5)None of these
7.If Kwik-Fit runs an ad asking customers to check windscreen wiper blades for wear, the firm is attempting to stimulate which of the following?
(1)Information Search
(2)Evoked set formation
(3)Evaluation of alternatives
(4)Problem recognition
(5)None of these
8.As PankajParashar runs out of shaving cream, he tries to remember what he did the last time this happened. He is engaging in:
(1)external search
(2)evoked set development
(3)internal search
(4)cognitive dissonance
(5)None of these
9.The major factors used to divide markets into consumer markets or organizational markets are the
(1)buyer characteristics and size of purchases
(2)product prices and buyer characteristics
(3)buyer characteristics and the purposes for which they buy products
(4)buyer characteristics and product characteristics
(5)None of these
10.Ram and Pankaj are caught up in the fitness craze and are looking for a health club to join. This purchase is likely to be affected by involvement.
(1)low
(2)internal
(3)enduring
(4)evoked
(5)None of these
1. ________Goods must be collected from________producersats________ time at________price and in________quantities. Suggest a single word to fill the blank.
(1) Appropriate
(2) Same
(3) Likely
(4) Right
(5) More
2. To understand the Marketing Planning, it is necessary to understand the meaning of individually.
(1) Market
(2) Demand
(3) Marketing
(4) Planning
(5)3 and 4
3. Who said “Marketing planning is concerned with the identification of resources that are available and their allocation to meet specified objectives”?
(1) Stephen Morse
(2) Clark and Clark
(3) Tousley
(4) Cundit and Still
(5) Willim J. Stanton
4. What decision is being taken under Planning ?

(1) What to do ?
(2) How to do ?
(3) When to do ?
(4) Why to do ?
(5) All of above
5. Who said- “Planning is a process/method of looking ahead, a constructive reviewing of future so that present action can be adjusted in view of the established goals.” ?
(1) James C. Cundy
(2) M.E. Hurely
(3) George R. Terry
(4) PankajParashar
(5) Dr. Sanket
6. Which activity is included in Marketing Planning ?

(1) Sals Forecasting
(2) Determination of objectives
(3) Formulation of marketing programmes
(4) 1 and 3
(5) 1, 2 and 3
7. What is one of the objectives of Marketing Planning ?

(1) Helpful in Forecasting
(2) To minimise future Uncertainties
(3) Helpful in Co-ordination
(4) Helpful in Control
(5) All of above
8. Which Activity/Objective findsbase from Marketing Planning?

(1) Helpful in Forecasting
(2)Helpful in Profit making
(3)Helpful in storing
(4)Helpful in production
(5)All of the above
9. Marketing Planning helps to minimise future uncertainties because

(1)Future is uncertain
(2)Future is bright
(3)Future is narrow
(4)Future is Dark
(5)Future is Vast
10. The________section defines theplan's financial and marketing goals in terms of sales volume, marketing share and profit.
(1)Action Programme
(2)Simple Programme
(3)Project profit and loss statement
(4)Current marketing situation
(5) Objectives
1 . Which commodity does not need any middlemen?

(1) Seasonal
(2) Bulk
(3) Unit value
(4) Perishability
(5) None of above
2. Which of the following is not a sub-division of Market consideration ?

(1) Order size
(2) Geographical Location
(3) Industrial Market
(4) Number
(5) Profit
3. The channel policies are highly affected by the_________.

(1) buying habits of consumers
(2) Retailer
(3) Wholesaler
(4) Number
(5) Geographical Area
4. What is the company's consideration regarding selecting of suitable distribution channel?

(1) Reputation
(2) Financial Resources
(3) Experience and competence of management
(4) Desire to control the channel
(5) All of above
5. What is the factor that must be considered while selecting a particular dealer for the sale of Products ?
(1) Ability to arrange for repair
(2) Ability to cover the territory
(3) Capacity to secure business
(4) Credit standing of the dealer
(5) All of above
6. Which is the first aspect of any business?

(1) Determination of marketing objectives
(2) Elimination of objectives
(3) Formation of plan
(4) Execution of plan
(5) All of above
7. What is the first problem arising before a business concern just after the determination of marketing objectives ?
(1) Marketing plans
(2) How to achieve these marketing objectives
(3) How to help customers
(4) How to increase profits
(5) All of above except 2
8. Who said “A Marketing Programme is a set of policy decisions on the level, allocation and.mix of marketing efforts.”?
(1) Philip Kotler
(2) H.L. Hansen
(3) Marshal
(4) Robinson
(5) None of above
9. Marketing programme determines marketing mix which includes —

(1) Distribution Mix
(2) Communication Mix
(3) Service Mix
(4) Sale Mix
(5) 1, 2 and 3
10. What are the main elements of Marketing Programme ?

(1) Planning of Marketing Programme
(2) Removing of Marketing Programme
(3) Implementation of Marketing Programme
(4) None of above
(5) 1and 3
1. Which of the following is not a future retailing trend?

(1) Rise in competitions
(2) The rise of mega retailers
(3) The global expansion of major retailers
(4) The trend to limit the type of goods sold through each type of retail store
(5) The growth of non store retailing
2. Main type of Buyers in Super Bazar are
(1) Higher Income class.
(2) Lower Income class
(3) Middle Income class
(4) Top middle class
(5) People from all the category
3. What is the sale technique of departmental stores?

(1) Sales by salesman
(2) Based on self service
(3) As per a management
(4) As and where basis
(5) None of above
4. What is the nature of sale in departmental stores?

(1) Credit
(2) Cash and credit both
(3) Only credit
(4) Only cash
(5) None of above
5. What is the basis of difference among Departmental stores and Multiple shops?
(1) Nature of Product
(2) Price of Product
(3) Credit Facilities
(4) Utility
(5) All of above
6. At which place one can find all type of products?

(1) Multiple shops
(2) Retail shops
(3) Wholesalers
(4) Ration shops
(5) Departmental stores
7. Shops selling the products of only one manufacture are called

(1) Departmental store
(2) Retail Trade
(3) Multiple Shops
(4) Wholesale Trade
(5) Ration shops
8. Which ranka Wholesalers holds in Mediator Channel?

(1) First
(2) Second
(3) Third
(4) Fifth
(5) Tenth
9. Which rank a Retailer holds in Mediator channel?

(1) First
(2) Third
(3)forth
(4) Second
(5) Last
10. Amount of Risk in wholesale is

(1) Less
(2) Average
(3) More
(4) Nominal
(5)as per nature
Aggregate Demand - Total level of demand for desired goods and services (at any time by all groups within a
national economy) that makes up the gross domestic product (GDP). Aggregate demand is the sum of consumption
expenditure, investment expenditure, government expenditure, and net exports.
Latent Demand - Desire or preference which a consumer is unable to satisfy due to lack of information about
the product's availability, or lack of money. One of the major objectives of marketing is to either influence the
potential buyer to allocate his or her available money differently (in favor of the marketer's product) or
to create purchasing power through means such as deferred billing or hire purchase agreements.
Gift of the Gab means – Good Communication Skills
1).Which concept holds that consumers will favor those products that offer the most quality, performance or innovative
features?
a) Product
b) Selling
c) Holistic marketing
d) Production
e) Marketing
2).Market survey means?

a) Marketing strategies
b) All of the given options
c) Market monitoring
d) Market planning
e) Market research
3).Which of the following markets requires developing a superior product and packaging along with continuous advertising?
a) Profit market
b) Non profit/government
c) Global markets
d) Consumer markets
e) Business markets
4).Delivery Channel means?

a) Service centers
b) Other than those given as options
c) Handing over the products to the buyers
d) Product manufacturing
e) Places where product are made available to the buyers
5).____ is the acquiring or merging with firm in the same or complementary industries
to get economies of scale or scope?
a) Merging
b) Empowering
c) Outsourcing
d) Globalizing
e) Accelerating
6).Which of the following may be classified as FMCG?

a) Printing Machines
b) Tobaco Product
c) Life Saving Drugs
d) Coin Vending Machines
e) Industrial Goods
7).Buyer resistance in a sales deal can be overcome by means of ..?

a) Lengthy sales talk
b) Confusing sales talk
c) IT jargons
d) Perseverance
e) Arguing skills
8).The best, important and central activity of a business is known as its?

a) Portfolio
b) Product line
c) Nuclear Activity
d) Mainstay
e) Cone Competency
9).The target group for Home Loans is?

a) All body-builder
b) Tiles manufacturers
c) Housing societies
d) Farmers ‘societies
e) Individuals not owning any house
10) A Good customer service is an extended arm of__?

a) Service Marketing
b) Web Marketing
c) Process Marketing
d) Indirect Marketing
e) Internet Market
Q.1. Cross selling is very effective in the sale of one of the following -
(1) Debit - Card
(2) Credit- Cards
(3) Internal- Banking
(4) Auto Loan
(5) All of these
Q.2. Target market for debit card is -

(1) All existing account holder
(2) All sales persons
(3) All NRI’s
(4) All HNI’s
(5) All of these
Q.3. SME means -

(1) Small and medium enterprises
(2) Small scale marketing entities
(3) Small & medium establishments
(4) None of these
Q.4. “Out-sourcing means service rendered by -

(1) Outside agencies
(2) Other departments of the company
(3) Employees other than the sales person
(4) Marketing department
(5) None of these
Q.5. Sales promotion involves, the incorrect option-

(1) Building product awareness
(2) Creating interest
(3) Providing Intonation
(4) Designing new product
(5) None of these
Q.6. DSA Means -

(1) District sales Authority
(2) Direct Selling Agent
(3) Distributor and Sales agent
(4) None of these
(5) All of these
Q.7. “Conversion” in sales language means -

(1) Converting a buyer into a seller
(2) Converting a seller into a buyer
(3) Converting a prospect into customer
(4) All of these
(5) None of these
Q.8. Bank Marketing is treated as -

(1) Transaction marketing
(2) Service marketing
(3) Indoor marketing
(4) all of these
(5) None of these
Q.9. Leads can be provided by -

(1) friends relatives
(2) Websites
(3) Directories
(4) All of these
(5) None of these
Q.10. Marketing is – Find the wrong option -

(1) an ancient concept
(2) a modern concept
(3) a continuous affair
(4) a team effort
(5) None of these
Q.11. Which of the following statements is correct?

(1) Marketing is the term used to refer only to the sales function within a firm.
(2) Marketing managers usually don’t get involved in production or distribution decisions.
(3) Marketing is an activity that considers only the needs of the organization, not the needs of society as a whole.
(4) Marketing is the activity, set of institutions, and processes for creating, communicating, delivering and exchanging
offerings that have value for customers, clients, partners, society at large.
(5) None of these
Q.12. The term marketing refers to ———-

(1) New product concepts and improvements
(2) Advertising and promotion activities
(3) A philosophy that stresses customer value and satisfaction
(4) Planning sales campaigns
(5) None of these
Q.13. In the history of marketing, when did the production period end?
(1) In the late 1800s
(2) In the early 1900s
(3) In the 1920s
(4) After the end of the Second World War
(5) None of these
Q.14. A marketing philosophy summarized by the phrase “a good product will sell itself” is characteristic of the ——— period.
(1) Production
(2) Sales
(3) Marketing
(4) Relationship
(5) None of these
Q.15. Which of the following factors contributed to the transition from the production period to the sales period?
(1) Increased consumer demand
(2) More sophisticated production techniques
(3) Increase in urbanization
(4) The Great Depression
(5) None of these
1. When the market research organization chooses a segment of the population that represents the population as a whole, they
have chosen a-
(1) Group
(2) Bi-variant-population
(3) Sample
(4) Market Target
(5) None of these
2. Joining with foreign companies to produce or market product and service is called-
(1) Direct exporting
(2) Indirect exporting
(3) Licensing
(4) Joint-Venturing
(5) None of these
3. A ___________ is a name, term, sign, symbol or design or a combination of these that identified the market or seller of a product or
service-
(1) Product feature
(2) Sponsorship
(3) Brand
(4) Logo
(5) None of these
4. The study of human population in terms of size, density, age, gender, race, occupation and other statistics is called
(1) Geothermy
(2) Demography
(3) Ethnography
(4) Geography
(5) None of these
5. The process that turns marketing strategies and plans in to marketing action in order to accomplish strategic marketing
objective is called-
(1) Marketing strategy
(2) Marketing Control
(3) Marketing analysis
(4) Marketing implementation
(5) None of these
6. If your company were to make a product-such as suit of clothes and sell that product your company will come under which
sector ?
(1) Retailer
(2) Business
(3) Government
(4) Service
(5) None of these
7. Cost that do not vary with production or sales level are called-
(1) fixed costs
(2) Variable cost
(3) Standard costs
(4) Independent-costs
(5) None of these
8. Consumer Information source-

(1) Personal source and commercial source
(2) Public source
(3) experiential source
(4) all of the above
(5) None of these
9. Zero-based budgeting (ZBB) means-

(1) A tool of marketing cost
(2) a tool for financial analysis
(3) each year, budgeting starts from a scratch.
(4) a certain percentage of sales
(5) both 1 & 2.
10. Which of the following expresses Maslow's Motivation theory best----

(1) Importance of Motivation for customer development
(2) Why people are driven by particular need at particular times.
(3) Where human needs are arranged in a hierarchy.
(4) all of these
11. The long term objective of marketing is-

(1) Customer satisfaction
(2) Profit maximization
(3) Cost cutting
(4) Profit maximization with customer satisfaction
(5) None of these
12. Which among the following is statistical indicator for equality in income distribution-
(1) Gini Coefficient
(2) Price Indices
(3) GNP
(4) GDP
(5) None of these
13. Short term planning focuses on-

(1) Functional plans
(2) Long term objective
(3) Specific goal
(4) Both 1 & 3
(5) None of these
14. In marketing terms Attitude can best be defined as a -

(1) Rude behaviour of Salesperson
(2) Rude behaviour of consumer
(3) Mental state of consumer
(4) Ego of the marketing executive
(5) None of these
15. Reference group influences Vis-a-Vis consumption decision is a function of the----

(1) Product Category
(2) Group characteristics
(3) Group communication process
(4) All of these
(5) None of these
1).KYC stands for?
a) Know Your Controls
b) Know Young Customer
c) Know Your Consumer
d) Know Your Customer
e) None of these
2).Which of the following comes under FMCG?

a) Tobacco Products
b) Printers
c) Coin Vending Machines
d) Industrial Products
e) Computers and Laptops
3).Who to overcome the buyer resistance in a sale deal?

a) Lengthy talk
b) Perseverance
c) Arguing Skills
d) Confusing Sales Talks
e) Miss Selling
4).Which is known as the best, important and central activity of a business?

a) Mainstay
b) Product lines
c) Core Competency
d) Nuclear Activity
e) Portfolio
5).Who was the target group of Home Loans?

a) Farmer societies
b) Individuals not owing any house
c) Tiles Manufacturers
d) All Builders
e) Government officers
6).What is mean by Delivery Channels?

a) Sales Outlets
b) Channel Finance
c) Purchased Goods
d) Product Shelf – life
e) Courier Person
7).The process of providing offers related to customers buying history is known as?
a) Prospecting
b) Channel Selling
c) Up-selling
d) Marketing
e) Cross-Selling
8).The process of selling is different from marketing and aims at profit maximization through______.
a) Solution for customer problems
b) Customer satisfaction
c) Increasing sales volume of quality
d) Innovation of customer problems
e) Satisfaction of customer problems
9).What is the name of the segmentation that was based on the gender of the customer?
a) Geographic Segmentation
b) Demographic Segmentation
c) Lifestyle-based Segmentation
d) Psychographic Segmentation
e) Socio-Cultural Segmentation
10).To do mass communication with the potential customers, usually through paid public media which is known as_______.
a) Brand Building
b) Public Relation
c) Advertising
d) Sales Promotion
e) Publicity
1. For effective marketing the salesmen should have which of these qualities?
(1) Creativity
(2) Team spirit
(3) Motivation
(4) Effective communication skill
(5) All of these
2. Market Research is needed for _________.

(1) Deciding the market area
(2) Deciding the right-product to be sold.
(3) Making proper marketing decisions
(4) Deciding right time to sell
(5) All of these

(1) Marketing makes the company to go into loss due to higher expense
(2) Marketing is not required in profitmaking companies
(3) Marketing sharpens the mind of the employees
(4) Marketing is wastage of time.
(5) All of these
4. Marketing plan helps in _____.

(1) Better lead generation
(2) Better systems
(3) Better results
(4) Better customer service
5. Motivation means _________.

(1) Inspiring employees to perform better
(2) Better communication skills
(3) Sales coaching
(4) Market research
(5) None of these
6. In a Marketing process in today's world _______.

(1) Only standard products are sold
(2) The seller needs to have product knowledge
(3) The seller should ensure customer satisfaction
(4) Only quantum of sales matters.
(5) All of these
7. Sale forecasting involves?

(1) Sales planning
(2) sales pricing
(3) Distribution channel
(4) Consumer Tastes
(5) All of these
8. In addition to product , price, promotion, the augmented marketing mix for services include all of the following EXCEPT;
(1) People
(2) Packaging
(3) Process
(4) Physical evidence
(5) Both 1 and 2
9. Dumping relates to the sale of __________.

(1) Products in foreign markets that cannot be sold in the home market
(2) Products discontinued in the home market sold to a foreign market
(3) Production in foreign markets that cannot pass safety standards in the home market
(4) None of these
(5) All of these
10. The following does not represent a market situation _________.
(1) A bank run dispensary located in its, staff quarters.
(2) A fund raising charity show for the members of an NGO
(3) A meditation camp of a religious organization concluded for its members.
(4) A stall distributing Kada Prasad in a Gurudwara
(5) All of these
11. The following offering is not a service _________.

(1) Fixed deposit receipt
(2) Postage stamp
(3) Insurance policy
(4) Gift coupon of the chain store.
(5) All of these
12. The act of obtaining a desired object from some one by offering some in return is called as a ______.
(1) Transaction
(2) Exchange
(3) Relationship
(4) Value
(5) None of these
13. _____________ is a group of related products that function in a similar manner, are sold to the same customer groups and marketed
through the same type of the outlets.
(1) Group
(2) Product line
(3) Category
(4) Market
(5) None of these
14. Goods that are typically bought by consumer based on a comparison of suitability, quality price and style are called ____________
goods.
(1) Industrial
(2) Speciality
(3) Shopping
(4) Convenience
(5) None of these
15. Out of the following which is not an objective of pricing?

(1) Profit
(2) Stabilizing demand an sales of the product
(3) Improvement in product quality
(4) Expansion of business.
(5) All of these
1. Warehouse Management does not include -

(1) Space determination
(2) Stock layout
(3) Stock design
(4) Stock placement
(5) Order picking procedure
2. A marketing technique where marketer plays a specific role in a particular segment is called -
(1) Mass Marketing
(2) Niche marketing
(3) Strategic Marketing
(4) Communication Marketing
(5) None of these
3. Which among the following is not an example of convenience goods?

(1) Tea
(2) Newspaper
(3) Coffee
(4) Shirts
(5) None of these
4. In Marketing Mix 4 P’s Imply -
(1) Product, Price, Place, Promotion
(2) Product, Price, Policy, Place
(3) Place, People, Product, Promotion
(5) None of these
5. In Market segmentation which among the following is not an economic component-

(1) Age
(2) Gender
(3) Both 1 and 2
(4) Income level
(5) Taxes
6. Which among the following is a feature of good forecasting method -

(1) Accuracy
(2) Simplicity
(3) Economy
(4) Availability
(5) All of these
7. A person who ultimately determines any part or whole of the buying decision is called-
(1) Decider
(2) Buyer
(3) User
(4) Influencer
(5) None of these
8. When a firm sells off part of its business to another it is called-

(1) Diversification
(2) Divestment
(3) Pruning
(4) Strategy
(5) Joint venture
9. Buyer Resistance means -

(1) Buyers fighting with the salesman
(2) Reluctant salesman
(3) Indifferent Salesman
(4) Hesitant buyers
(5) None of these
10. Digital Bank can be resorted through -

(1) Mobile phones
(2) Internal
(3) Telephones
(4) All of these
(5) None of these
11. Cross selling is very effective in the sale of one of the following -
(1) Debit - Card
(2) Credit- Cards
(3) Internal- Banking
(4) Auto Loan
(5) All of these
12. Target market for debit card is -

(1) All existing account holder
(2) All sales persons
(3) All NRI’s
(4) All HNI’s
(5) All of these
13. SME means -

(1) Small and medium enterprises
(2) Small scale marketing entities
(3) Small & medium establishments
(4) None of these
14. "Out-sourcing" means service rendered by -
(1) Outside agencies
(2) Other departments of the company
(3) Employees other than the sales person
(4) Marketing department
(5) None of these
15. Sales promotion involves, the incorrect option-

(1) Building product awareness
(2) Creating interest
(3) Providing Intonation
(4) Designing new product
(5) None of these
1. DSA Means -
(4) None of these
(5) All of these
2. “Conversion” in sales language means -

(4) All of these
(5) None of these
3. Bank Marketing is treated as -

(4) all of these
(5) None of these
4. Leads can be provided by -

(2) Websites
(3) Directories
(4) All of these
(5) None of these
5. Marketing is – Find the wrong option -

(4) a team effort
(5) None of these
6. Regulation that arise to ensure that firm takes responsibility for the social costs of their products or production processes
stem from which reason for government legislation of business-
(1) To protect companies from each other.
(2) To protect companies from unfair business practices.
(3) To protect the interests of the society.
(4) To businesses from unfair consumer demands.
(5) All of these
7. The last stage in selling process-

(1) approach
(2) handling objections
(3) closing
(4) follow up
(5) All of these
8. The Major advantage of survey reasearch is its-

(1) Simplicity
(2) Structure
(3) Organization
(4) flexibility
(5) All of these
9. A ___________ is any activity or benefit offered for sale that is essentially intangible and does not result in the ownership of
anything.
(1) Demand
(2) Basic staple
(3) Product
(4) Service
(5) All of these
10. ____________ is a person's distinguishing psychological characteristics that-lead to relatively consistent and lasting
responses his or her own environment-
(1) Psychographics
(2) Personality
(3) Demographics
(4) lifestyle.
(5) All of these
11. The plan in the business buying behaviour model where interpersonal and individual influence might interact is called the-
(1) Environment
(2) Response
(3) Stimuli
(4) Buying center
(5) All of these
12. The course of a product's sale and profit over its lifetime is called-
(1) The sales chart
(2) The dynamic growth curve.
(3) The adoption process
(4) The product life cycle.
(5) All of these
13. All of the following are thought to be sources of new product ideas Except-
(1) Internal Sources
(2) Customers
(3) Competitors
(4) Local library
(5) All of these
14. If Honda uses its company name to cover such different products as its automobiles lawn mowers and motorcycles, it is
practicing which of the following-
(1) New brand strategy
(2) Live extension strategy
(3) Multibrand strategy
(4) Brand extension strategy
(5) All of these
15. If a company (considering its options on the product/market expansion grid) chooses to move in to different unrelated
fields (from what it has ever done before) with new products as a means to stimulate growth, the company would be following
which of the following general strategies.
(1) Market-Penetration
(2) Market development
(3) Product development
(4) Diversification
(5) All of these
1. Market expansion means-

(1) Hiring more staff
(2) Buying more products
(3) firing more staff
(4) Buying more companies
(5) None of these
2. Effective marketing helps in-
(1) Developing new products
(2) Creating a competitive environment
(3) Building demand for product
(4) All of these
(5) None of these
3. A good seller should have the following qualities-

(1) Developing the work
(2) Submissive
(3) Sympathy
(4) All of these
(5) None of these
4. One of the following is a target for the marketing of internet banking-

(1) All the customers
(2) All the educated customers
(3) All the computer educated customers
(4) Only creditors
(5) None of these

(1) costly products
(4) all of these
(5) None of these
6. Rural marketing is not required because-

(1) Rural people do not understand marketing
(2) It is not practical from the cost point of view
(3) It is sheer wastage of time
(4) All of these
(5) None of these
7. In Consumer behavior 'Perception is a process through which-

(3) a consumer's mind receives, organizes and interprets physical time
(4) Both 1 and 2

(4) Both 1 and 2
(5) Neither 1 nor 2
9. Advertising for............. is not allowed on T.V.

(1) Liquor
(2) Cigrattes
(3) Both 1 and 2 (4) Soaps
(5) None of these
10. Entrepreneurs find direct marketing attractive because of -

(1) Investment is low
(2) It doesn't required specialized skills
(3) Returns are quick
(4) All of above
(5) None of these
(2) Instant service
(3) Service on time
(4) Timely effort
(5) Matter theory
12. Demonstration is an exercises to-

(1) attractively pack and display the goods
(2) Prove the characteristic of the product
(3) Both 1 and 2
(4) Window shop
(5) Neither 1 nor 2
13. In selling "Consumption" is the ultimate goal of the sales while a marketer-
(5) None of these
14. 'Casual' research is basically concerned with-

(4) all of above
(5) None of these
15. A method in which brand equity is measured by comparing difference between the retail price of the brand and
the retail price of an unbranded product in same category is called-
(4) Both 1 and 2
(5) Neither 1 nor 2
Quick Study Notes on Marketing
Good Morning Readers,

Keeping in context the upcoming SBI PO 2015 in mind, here we are posting some quick notes on Marketing. We
hope that the post will be helpful to you all. All the Best..!!
1. A lead means – A prospective buyer
2. Benchmark means – set standards
3. Customization means – specific products for each customer
4. Customer retention means – customers dealing with same organization for long time
5. Value Added Service means – additional service
6. The sequence of the sales process is – Lead, call, presentation and sale
7. "POS" means – Point Of Sale.
8. Market Research is useful for – deciding proper marketing strategies
9. A ‘call’ means – visiting prospective customer.
10. Online marketing is the function of - I.T Department
11. Customization is useful for – Designing customer specific products.
12. The key challenge to market driven strategy is – Delivering superior values to the customers.
13. Effective selling skills depends on – knowledge level of the sales team.
14. Generation of sales leads can be improved by – increasing personal and professional contacts.
15. A market plan is – Documented marketing strategies
16. Marketing channel mean – Delivery outlets.
17. Social Marketing means - marketing for a social cause.
18. Service marketing means - Relationship Marketing
19. Market driven Strategies include – positioning the organization and its brand in the market place.
20. Innovation in marketing means – Creativity
21. Personal loan can de canvassed among – Salaried persons
22. A presentation means – explaining the utility of products
23. Conversion means – converting a prospective client into a buyer
24. Modern style of marketing include – digital marketing, telemarketing, e-commerce, e-mail solicitation
25. e-marketing is same as – digital marketing
26. Aggressive marketing is necessitated due to – increased competition
27. Efficient marketing style requires – proper planning, good communication skill, team work, knowledge of
products.
28. The performance of a sales person depends on – ability and willingness of the sales person.
29. The sole aim of marketing is to – increase sales.

30. Lead generation means – likely sources for prospective clients.
31. CRM – Customer Relationship Management
32. CRM is – A pre sale activity/ a tool for lead generation/ an ongoing daily activity/the task of a DSA.
33. Bancassuranse can be sold to – All existing and prospective bank customers.
34. A successful “Blue Ocean Strategy” requires – effective communication/innovative skills/motivation.
35. Cross selling is the basic function of all sales persons.
36. Data mining means – analysing the data stored with the back office staff.
37. SME means – small and medium enterprises
38. The first step in the transaction processing cycle is – data entry
39. Collecting personal information and effectively posing as another individual is known as – the crime of spoofing
40. A presentation means: Explain the utility products
41. Relationship Marketing is useful for: Cross-selling of products
42. Good Public Relation indicate: Improved marketing skills, Improved brand image, Improved customer service.
43. Networking helps in marking marketing function: An easy task
44. Delivery channel means — Place where products are made available to the buyers
45. One of the methods for market monitoring is — To discuss with other sales persons
46. A scenario in which a customer has too much awareness of the Brand is called: Over Positioning
47. Creating a distinctive place in the minds of customer means: Brand Positioning
48. Say’s Law of Markets states that — Supply creates its own demand
49. Gresham’s Law states that — Bad money drives good money out of circulation
50. Investment is defined as a— Change in the stock of capital

1. Marketing means-
(1) Selling of Banks
(2) Merger of Banks
(3) Selling bank's products and services
(4) None of these
(5) All of these
2. Credit cards are used for-

(1) Cash withdrawals
(2) Purchase of air tickets
(3) Purchase of consumable items from retail outlets
(4) all of these
(5) None of these
3. Home loans are granted to-

(1) Individuals
(2) Institutions
(3) Builders
(4) all of these
(5) None of these
4. ATMs are-
(1) Branches of Banks
(2) Manned counters of Banks
(3) Unmanned cash dispensers
(4) All of these
(5) None of these
5. Relationship selling means-

(1) Preparing a list of relatives
(2) Cross selling
(3) Selling to relatives
(4) Selling to strangers
(5) Telemarketing
6. Proper pricing is needed for-

(1) Extra charges of extra services
(2) Levy of VAT
(3) Good customer services
(4) Putting burden on the customers
(5) Depositing money in bank.
7. The abbreviation ISP stands for-

(1) International Spy Project
(2) Indian Social Planning
(3) Initial Service Provider
(4) Internet Service Provider
(5) None of these
8. ESOP stand for-

9. The balance sheet of an organization gives information regarding-

(1) Result of operations for a particular Period
(2) The financial position as on a particular date
(3) The operating efficiency of a firm.
(4) Financial position during a particular period
10. The advantage of telephone interview are-
(1) Relatively low cost per interview
(2) Good for reaching important people who are inaccessible
(3) Securing Co-operation which is not always possible
(4) All of these
(5) Both 1 & 2
11. The best advertisement is-

(1) Glow sign boards
(2) On internet
(3) TV media
(4) Print media
(5) A satisfied Customer

(2) Brand awareness
(3) Brand loyalty
(4) Brand equity
13. In banks loans and advances are considered as-

(1) Assets
(2) liabilities
(3) Resources
(4) cause of expenditure
(5) None of these
14. In the context of globalization, BPO means-

(1) British Petroleum Organization
(2) British Passport Office
(3) Business Process Outsourcing
(4) Business Process Orientation
15. Modern method of marketing include-

(1) Publicity on the net
(2) Advertisement on the net
(3) Soliciting business through e-mails
(4) Both 1 and 2
1. A campaign is a
(1) Specific message being sent to a specific group of recipients
(2) System
(3) Plan
(4) Market
(5) None of these
2. Market Research is needed for _________.

(1) Deciding the market area
(2) Deciding the right-product to be sold.
(3) Making proper marketing decisions
(4) Deciding right time to sell
(5) All of these
3. Which is not the concept of marketing?

(1) Social marketing concept
(2) Product disposal planning concept
(3) Marketing concept
(4) Product concept
(5) All of these
4. RSS Stands for-

(1) Real Save System
(2) Role Saver System
(3) Real Simple Syndication
(4) Real Saver System
(5) None of these
5. The selling concept applies on:

(1) Bank and other Financial Institution
(2) Insurance
(3) Gas
(4) Water Supply
(5) All of these
6. Which bank is following high Pressure Selling of their product?

(1) ICICI Bank
(2) State Bank of India and UCO bank
(3) Bank of Baroda
(4) Bank of India
(5) All of these
7. Which is the part of Selling concept?

(1) Profit by sales
(2) Production of Present Product
(3) Sales/Promotional efforts
(4) All of these
(5) None of these
8. Which concept of marketing is based on customer Welfare and Satisfaction?

(1) Social Marketing Concept
(2) Production concept
(3) Product concept
(4) Marketing concept
(5) All of these
9. Social Marketing Concept involves:

(1) Long run welfare of society
(2) Long run satisfaction of customer
(3) Research and development
(4) All of these
(5) None of these
10. Which is the assumption of Social marketing?

(1) Long term profit
(2) Long run satisfaction of customer
(3) Social Performance
(4) Social welfare
(5) All of these
11. DSA Means -

(4) None of these
(5) All of these
12. “Conversion” in sales language means -

(4) All of these
(5) None of these
13. Bank Marketing is treated as -

(4) all of these
(5) None of these
14. Leads can be provided by -

(2) Websites
(3) Directories
(4) All of these
(5) None of these
15. Marketing is – Find the wrong option -

(4) a team effort
(5) None of these
1)Primary data is generally collected through?

(1) Survey
(2) Experiment
(3) Observation
(4) Census report
(5) None of these
2)The course of a product's sale and profit over its life-time is called?
(1) The sales chart
(2) The dynamic growth curve.
(3) The adoption process
(4) The product life cycle.
(5) All of these
3)Joining with foreign companies to produce or market product and service is called?
(1) Direct exporting
(2) Indirect exporting
(3) Licensing
(4) Joint-Ventur
(5) None of these
4)Cost that do not vary with production or sales level are called?
(1) fixed costs
(2) Variable cost
(3) Standard costs
(4) Independent-costs
(5) None of these
5)Zero-based budgeting (ZBB) means?

(1) A tool of marketing cost
(2) a tool for financial analysis
(3) each year, budgeting starts from a scratch.
(4) a certain percentage of sales
(5) both 1 & 2.
6)Assigning specific Jobs and work places to the selected candidates is known as?
(1) Placement
(2) Recruitment
(3) Transfer
(4) Promotion
(5) All of these
7)Which of the following is not a probability sampling?
(1) Simple random sampling
(2) Stratified sampling
(3) Quota sampling
(4) Area sampling
(5) None of these
8)If done through …… …the rural marketing would be more effective.

(1) fairs
(2) village fairs
(3) door to door campaign
(4) All of these
(5) None of these
9)The aim of successful marketing is -

(1) to increase the sale
(2) to increase the profit
(3) to increase the output of sellers
(4) All of these
(5) None of these
10)The money spent on advertising is considered as–

(1) Expense
(2) Investment
(3) Bad Debts
(4) Liability
(5) None of these
1. The Process of Marketing a product experimentally in some selected areas before releasing the product in a wide range is called
as?
a) Segmentation
b) Grading
c) Sampling
d) Test Marketing
e) Segregation
2. In Marketing, What is meant by Motivation?

a) Inspiring Counter staff to speak out
b) Inspiring sales persons to talk more
c) Inspiring sales persons to sell more
d) Market Price
e) Market Size
3. Fixing the price of the product based on the buyer’s perception of value is known as?
a) Target Profit Pricing
b) Value Based Pricing
c) Break Even Pricing
d) Cost Plus Pricing
e) None of these
4. What is meant by “Negative Demand”?

a) Consumers dislike a product and may even pay to avoid it
b) Consumer has no proper awareness about the product
c) Consumer do not buy the product
d) Consumers begin to buy a product less frequently
e) Consumer purchases vary on a seasonal basis
5. Where we can get the Home Loan Leads?

a) Individuals
b) Audit Department
c) Brick manufactures
d) Cement Suppliers
e) Builders
6. By which of the following Internet Banking can get popularized?

a) Better Technology
b) Wide Area Network
c) Reduced Prices
d) More ATMs
e) Higher Profits
7. Uncertain situations such as possibility of price decrease or increase, changes in consumer preference, and changes in nature of
competitions is called as?
a) Market Outcomes
b) Market Describes
c) Market Outlook
d) Market Risk
e) Market Scope
8. Healthy Competition helps to?

a) Better customer profile
b) More market share
c) Improve brand image
d) Reduce Sales
e) Improve customer service
9. The systematic gathering, recording and analyzing of data with respect to a particular market is known as?
a) Market Profile
b) Market Research
c) Market Segmentation
d) Market Share
e) Market Updating
10. Which is the most common source to generate leads for all companies?
a) Audit Guidelines
b) Weekly Magazines
c) Yellow Pages
d) Dictionary
e) House Magazines
11. Which of the following alternatives is done by a nonprofit or government organization to further a cause?
a) Brand marketing
b) Causal marketing
c) Social marketing
d) Issue marketing
e) Non-profit marketing
12. What is the aim of successful marketing?

a) To increase the profit
b) To increase the sale
c) To increase the output of sellers
d) All of the given options
e) To increase customer base
13. ______ is reducing the number of organization levels to get closer to the customer.
a) Globalizing
b) Empowering
c) Draft the report
d) Flattening
e) Accelerating
14. SWOT analysis refers to an analysis of a company’s?

a) Systems, weaknesses, operations, threats
b) Strengths, weaknesses, opportunities, threats
c) System, weaknesses, operations, technology
d) Strategic units, worker, opportunities, technology
e) Strengths, weaknesses, opportunities, technology
15. when customers fall into different user groups with distinct buying preferences and practices, a__________?
a) Flattened organization
b) Product management organization
c) BAMT organization
d) Brand-management organization
e) Market management organization
1. Direct Marketing means ___________
a. Advertisements
b. Banners
d. Selling by all staff
e. Achieving targets
2. Web marketing involves ___________

a. Selling web cameras
b. Web advertisements
c. E-mail chatting
d. Browsing the web
e. Door-to-Door canvassing
3. The ultimate aim of Marketing is to provide__________

b. More profit
c. More staff
d. More production
e. More products
4. Selling Process includes ______________

a. Publicity
b. Lead generation
c. Cross-country contacts
d. Product Designing
e. Product Re-designing
5. Market share means ___________

a. Paid up capital
b. Shares held by employees
c. Share of business volume as compared to other companies
d. Share price of the company quoted in the market
e. Sensex
6. Market share can be increased by _____________

a. Increasing the number of sales persons
b. Increasing the sales volume
c. Increasing the products
d. Increasing production
e. Rewriting profits
7. Market segmentation means

a. Segmentation of sales teams
b. Allocation of territory
c. Sales arrangement
d. Segmentation of target group according to their needs
e. All hospitals
8. Referral means ___________
a. Sales person
b. All customers
c. Lead provided by operation staff
d. Calling the existing purchasers
e. All purchasers
9. “USP” in marketing means

a. Unique Selling Practices
b. Uniform Selling Practices
c. United Sales Persons
d. Unique Selling Proposition
e. Useful Sales Person
10. The meaning of “Conversation” in terms of sales is

a. Designing new products
b. Converting Purchasers into sellers
c. Converting sellers into purchasers
d. Converting perspective customers into purchasers
e. Conversion of religion
11. Online Marketing is mostly useful for marketing of

a. Saving Accounts
b. Credit cards
c. Home loans
d. NRI deposits
e. Business accounts
12. Cross selling means

a. City to city sales
b. Selling with cross face
c. Selling with crossed finger
d. Selling products to existing customers
e. Cold calling
13. Marketing Strategy means ?

a. Ideas for new employment
b. Old techniques of selling
d. Techniques for increasing production
e. Networking
14. Target group means ?

a. All purchasers
b. All sales persons
c. Targeted purchasers
d. All consumers
e. Delivery persons
15. What is the USP of saving accounts ?

a. High rate of interest
b. Easy operation
c. Risky transactions
d. Expensive transactions
e. Back office facility
16. Which one of the following is not a target group for saving accounts ?
a. Salaried persons
b. Loss making companies
c. Doctors
d. Government employees
e. Insurance agents
17. Target group for home loans is

a. Existing creditors
b. Persons having no house of their own
c. Persons having one or more than one house
d. Builders
e. NRIs
18. Digital marketing is similar to

a. Online marketing
b. Cold calling
c. Web designing
d. Market for cast
e. Outdoor marketing
19. Full form of DSA is _________

a. Delivery Staff Agency
c. Distributors and Supply Agency
d. Driving Sales Ahead
1. Market Research is used for

1) Selecting the right product
2) choosing the sales persons
3) Selecting proper marketing strategies
4) Deciding the selling price
5) All of these
2. What does CRM stand for?

1) Consumer Retention Management
2) Customer Retention Management
3) Customer Relationship Management
4) Client Relation Management
5) Customer Relation Marketing
3. What are value added services?

1) Products which are sold at premium price
2) To sell large number of products
3) At par services
4) Additional services
5) None of these
4. USP of a product/service means?

1) Unique Selling Price
2) Unique Selling Place
3) Unique Selling Proposition
4) Ultimate Selling Price
5) None of these
5. Which of the following is an example of indirect marketing?
1) e-mails
2) Telemarketing
3) Re-sellers
4) Couponing
5) Out of home
6. Who among the following coined the term USP?

1) Philip Kotler
2) Rosser Reeves
3) David Aaker
4) Eric Schmidt
5) None of these
7. What does Lead Generation mean?

1) To get tips for selling tactics
2) To generate leaders
3) To increase better production
4) Likely sources of prospective clients
5) All of these
8. What does MBO mean?

1) Marketing of Business Organisation
2) Management By Objectives
3) Management Based on Objects
4) Organisation of Business Management
5) None of these
9. Which of the following is not included in the 7p's of marketing?

1) Process
2) People
3) Physical evidence
4) Planning
5) Promotion
10. In which year was the Consumer Protection Act passed?

1) 1987
2) 1986
3) 2002
4) 2004
5) None of these
11. Which of the following is not a stage in the Product Life Cycle of a product?
1) Maturity
2) Introduction
3) Decline
4) Stars
5) Growth
12. What does AIDA stand for?

1) Attention Interest Desire Action
2) Attract Initiate Draw Action
3) Attentive Inclination Desire Activity
4) Action Interest Desire Attention
5) None of these
13. What does ‘Low End Market’ mean?

1) A market for low quality products
2) A market which is located at remote areas
3) A market for lower priced products
4) A market where very less number of buyers are available
5) None of these
14. Who coined the term MBO?

1) Peter Drucker
2) American Marketing Agency
3) Philip Kotler
4) George Roth
5) None of these
15. What is a ‘Nascent Market’?

1) Unpredictable markets
2) Small and newly developing markets
3) Monopolistic market
4) Fully competitive market
5) None of these
16. Which of the following is a feature of services?

1) Intangibility
2) Inseparability
3) Variability
4) Perishability
5) All of these
17. The system which is designed to support marketing decision making is:
1) System Management
2) Marketing Allocation System
3) Marketing Information System
4) Marketing Tracking System
5) None of these
18. Which of the following is also known as ‘Guerrilla Marketing’?

1) Ambush marketing
2) Direct marketing
3) Indirect marketing
4) All of these
5) None of these
19. What does B2C transaction mean?

1) Business–to–Corporate
2) Business-to-Consumer
3) Bargain-to-Conversion
4) Buying-to-Consumption
5) None of these
20. Which of following is an example of Inbound marketing?

1) Social media marketing
2) Blogs
3) Newsletters
4) None of these
5) All of these
21. Which of the following is an example of ‘Engagement Marketing’?

1) Event Marketing
2) Live Marketing
3) Experiential Marketing
4) Participation Marketing
5) All of the above
22. What does BTL mean?

1) Business Through Line
2) Below The Level
3) Below the Line
4) Buyers through Leads
5) None of these
23. What is the objective of ‘Holistic Marketing’?

1) to produce more and more number of products
2) to produce products according to the taste of customers
3) to acknowledge that everything matters in marketing
4) to sale more and more products
5) None of these
24. What does customization mean?

1) to acquire more customers
2) to regulate more customers
3) more products per customer
4) special products to suit each customer
5) All of these
25. Conversion in marketing means :

1) meeting a prospective client
2) to interact with a prospective client
3) converting a suspect into a prospect
4) converting a seller into a buyer
5) converting an employer into an employee
#1
A competitive strategy in which a company sells company sells goods at lowest price with similar
features of costlier products.
1. Differentiation strategy
2. Cost focus strategy
3. Cost leadership strategy
4. Cost domination strategy
#2
Stage of product life cycle in which sale volume is highest
1. Introduction
2. Growth
3. Maturity
4. Decline
#3
Which of the following is not one of 5 P’s of Marketing ?
1. Price
2. People
3. Place
4. Packaging
#4
Which of the following is not a step in Marketing process :-
1. Situation Analysis
2. Marketing Strategy
3. Marketing Mix Decision
4. Operational setup
#5
Who coined Societal Approach of Marketing?
1. American Marketing Association

2. Mazur
3. Kotler
4. Eldridge
#6
In BCG matrix, businesses with low growth rate and high market share are known as :-
1. Dogs
2. Cash Cows
3. Question marks
4. Stars
#7
What does “T” stands for in SWOT analysis :-
1. Target
2. Trial
3. Threats
4. Time
#8
In Bench-marking we compare business’s performance with
1. Alternative products
2. Companies in same industry
3. Companies selling products in direct competition
4. Subsidiaries
#9
In Skim pricing strategy, seller sets :-
1. Cost plus margin price

2. Very high price for price insensitive buyers
3. Low price for high sales volume
4. Seller sells at loss to gain market share
#10
In Penetration pricing strategy, seller sets :-
1. Cost plus margin price
2. Very high price for price insensitive buyers
3. Low price for high sales volume
4. Seller sells at loss to gain market share
1).Marketing is best defined as:

a) Matching a product with its market
b) Promoting and selling products
c) Facilitating satisfying exchange relationships
d) Distributing products at the rights price to stores
e) Distributing products at low price to stones
2).The expansion of the definition of marketing to include non business activities adds which one of these examples to the
field of marketing?
a) Proctor and Gamble selling toothpaste
b) St. Pauls Church attracting new member
c) PepsiCo selling soft drinks
d) Lever’s donating 25 pence to a charity with every pack purchased
e) None of these
3).Tom goes to a vending machine, deposits 50 pence, and receives a Cola. Which one of the following aspects of the
definition of marketing is focused on there?
a) Production concept
b) Satisfaction of organizational goals
c) Product pricing and distribution
d) Exchange
e) None of these
4).The marketing environment is BEST described as being?

a) Composed of controlled variables
b) Composed of variables independent of one another
c) An indirect influence on marketing activity
d) Dynamic and changing
e) None of these
5).A physical, concrete product you can touch is:

a) A server
b) A good
c) An idea
d) A concept
e) A philosophy
6).Chimney Sweeps employs people to clean fireplaces and chimneys in homes and apartments. The firm is primarily the
marketer of:
a) A server
b) A good
c) An idea
d) An image
e) A physical entity
7).Which one of the following statements by a company chairman best reflects the marketing concept?
a) We have organized our business to make certain that we satisfy customer needs.
b) We believe that the marketing department must organize to sell what we produce.
c) We try to produce only high quality, technically efficient products.
d) We try to encourage company growth.
e) We try to produce only high quality and low to cost products.
8).The marketing concept is a way of thinking or a management philosophy that affects:

a) Only marketing activities
b) Most efforts of the organization
c) Mainly the efforts of sales personnel
d) Mainly customer relations
e) Only business organizations
9).If VonAir, a hairdryer manufacturer, is focusing on customer satisfaction; it will find that what consumers really want is:
a) More watts
b) More speed
c) Higher heat settings
d) Attractive hair
e) More hair
10).The XKL company wants to adopt the marketing concept. To be consistent with move, it should adopt which of the
following philosophies?
a) The customer is always rights
b) Making money is our business
c) Sell, sell, sell
d) Keep prices low
e) Focus on today
Q1. A ________ is someone seeking a response (attention, a purchase, a vote, a donation) from another party, called the
________.
(a) salesperson; customer
(b) fund-raiser; contributor
(c) politician; voter
(d) marketer; prospect
(e) celebrity; audience
Q2. Marketers often use the term ________ to cover various groupings of customers.
(a) people
(b) buying power
(c) demographic segment
(d) social class position
(e) market
Q3. Increasingly, new-product ideas arise from ________ that combines two product concepts or ideas to create a new
offering, such as cereal bars, which combine cereal and snacking.
(a) reverse assumption analysis
(b) lateral marketing
(c) attribute listing
(d) forced relationships
(e) morphological analysis
Q4. Advertising objectives can be classified according to whether their aim is to inform, persuade, remind, or ________.
(a) create interest
(b) purchase
(c) create demand
(d) reinforce
(e) introduce
Q5. In choosing the proper media to carry the message, advertisers must decide on ________.
(a) strategy, users, and media
(b) target markets, users, and heavy users
(c) markets, target markets, and consumers
(d) reach, impact, and television stations
(e) reach, frequency, and impact
Q6. A company has to decide on how to allocate its advertising budget over space as well as over time. A company makes “spot
buys” when it buys TV time in just a few markets or in regional editions of magazines. These markets are called ________.
(a) areas of dominant influence
(b) trading areas
(c) short-term marketing opportunities
(d) SMSA
(e) none of the above
Q7. When two or more brands or companies team up on coupons, refunds, and contests to increase pulling power, it is called
________.
(a) price packs
(b) frequency promotions
(c) team promoting
(d) tie-in promotions
(e) cross-promotions
Q8. The marketing communications mix consists of eight major modes of communications. Which of the following is NOT one
of these modes?
(a) Personal selling
(b) Direct marketing
(c) Sales promotions
(d) Packaging
(e) Advertising
Q9. Marketing communications activities contribute to brand equity in all of the following ways EXCEPT ________.
(a) by enhancing brand performance
(b) by creating brand awareness
(c) by eliciting positive brand judgments
(d) by linking the right associations to the brand image in consumers’ memories
(e) by facilitating a stronger consumer-brand connection
Q10. Blogs and chat rooms are examples of the ________ communication platform.
(a) personal selling
(b) events and experiences
(c) public relations and publicity
(d) word-of-mouth marketing
(e) direct and interactive marketing
Q1. All the variables which can be controlled by the manufacturer are called —
(a) Controllable demand variable
(b) Uncontrollable demand variable
(c) Out of bound demand variable
(d) Inbound demand variable
(e) Market efforts demand variable
(a) Positioning
(b) Macro marketing
(d) Micro marketing
(e) None of above
Q3. What is the process of dividing a Market into distinct groups of buyers, each of which might require separate products or
Marketing Mixes ?
(a) Market Segmentation
(b) Mass Marketing
(c) Micro Marketing
(d) Market Positioning
(e) Market Targeting
Q4. Marketers find little reason to focus on lower income customers in most geographic markets :
(a) True
(b) True when all customers are of same age group
(c) True when 50% of customer are unemployed
(d) False
(e) Partial False
Q5. The car industry does not use gender segmentation to cater for women, as men remain the dominant market for new cars
in India :
(a) True
(b) True when we consider Rural areas
(c) True because India is a men dominant society
(d) False in case of Urban areas
(e) False
Q6. Which segmentation forms do marketers depends on most?

(a) Demographic
(b) No one method is used most
(c) Psychographic
(d) Geographic
(e) None of these
Q7. What is one of the characteristic of market segments that make them useful to marketers ?
(a) Accessibility
(b) Interactivity and accessibility
(c) Measurability, Accessibility, Substantiality and actionability
(d) Substantiality
(e) There are not such characteristics
Q8. Marketing researches at Cumbria Ltd. repeated an experiment several times and discovered that the results produced each
time were identical. This would suggest that the results were :
(a) reliable
(b) valid
(c) usable
(d) predictable
(e) None of these
Q9. Ms. Mayawati is running for Parliament in the General Election. She needs to know the intended choices of the voters and
will undertake a survey. All the voters of the Electoral Register in her constituency would be the study’s :
(a) sample
(b) dependent variable
(c) population
(d) independent variable
(e) None of these
Q10. In GE Nine Cell Matrix Yellow colour indicate:

(a) Expansion
(b) Select
(c) Divest
(e) None of these
1. “The concept of marketing mix was developed by ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ .
a. N. H. Borden b. Philip Katter c. Stanton  d. W. Anderson
Answer: a
2. “Many people want BMW, only few are able to buy” this is an example of ...
a. Need  b. Want  c. Demand d. Status
Answer: c
3. ............. is the act of obtaining a desired object from someone by offering something in return.
a. Marketing Myopia b. Selling  c. Exchange  d. Delivery
Answer: c
4. It’s combination of quality, service & price
a. Marketing Triad  b. Customer Value Triad  c. Customer Satisfaction Triad d. Service Quality Triad
Answer: b
5. ............ model is highly firm centric, where the firm believes that the competitive edge lies in its ability to
innovate.
a. Conventional  b. Contemporary  c. Competitive  d. None of the above
Answer: a
6. “Marketing is the activity, set of .................. & processes for creating, communicating, delivering &
............... offerings that have value for customers, clients, partners & society.”
a. Institutions, satisfying  b. Organizations, exchanging  c. Institutions, exchanging  d. Organizations,

understanding
Answer: c
7. ............. Involves purchase from various sources & assembled at one place – involves creation &
maintenance of the stock of goods purchased & ..............Involves transfer of ownership of the goods
a. Selling & Buying  b. Assembling & Selling c. Buying & Assembling d. Assembling & Buying
Answer: b
8. ...........are the form of human needs take as shaped by culture & individual personality.
a. Wants  b. Demands  c. Needs  d. Social Needs
Answer: d
9. .............. is want for specific product backed by on ability to pay
a. Demand b. Need  c. Want  d. Customer
Answer: a
10. This of the following is not a type of Marketing Concept:
a. The production concept  b. The selling concept  c. The societal marketing concept d. The Supplier Concept
Answer: d
11. “Get out production, cut the price”- Philosophy by Henry Ford is an example of...
a. Marketing Concept b. Selling Concept  c. Production Concept d. Product Concept
Answer: c
12. ..............is the father of Modern Marketing.
a. Peter Drucker  b. Philip Kotler  c. Lester Wunderman d. Abraham Maslow
Answer: b
13. The term marketing refers to:
a. Advertising, Sales Promotion, Publicity and Public Relational activities b. New product needs ideas,
Developments, concepts and improvements. c. Sales Planning, Strategy and Implementation  d. A philosophy that
stresses customer value and satisfaction.
Answer: d
14. ..................... defined as all psychological, social and physical behaviour of potential customers as they
become aware of, evaluate, purchase, consume and tell others about the product and services
a. Customer Value  b. Consumer Behavior c. Holistic Marketing d. Societal Marketing
Answer: b
15. Marketing is a process which aims at ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ .
a. Production  b. Profit making.  c. Satisfaction of customer needs d. Selling products
Answer: c
16. Marketing management is ________.

a. developing marketing strategies to move the company forward  b. managing the marketing process  c.
monitoring the profitability of the company’s products and services  d. the art and science of choosing target
markets and getting, keeping, and growing customers through creating, delivering, and communicating superior
customer value
Answer: d
17. The most formal definition of marketing is ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ .
a. An organizational function and a set of process for creating, communicating and delivering, value to customers
and that benefit the organization.  b. Improving the quality of life for consumers  c. Meeting needs profitability
d. Marketing is an organizational function includes the 4Ps  Answer: a  18. Marketers often use the term
________ to cover various groupings of customers.
a. buying power  b. demographic segment c. market  d. people
Answer: c
19. Today, marketing must be understood in a new sense that can be characterized as:
a. “Get there first with the most.”  b. “Management of youth demand.” c. “Satisfying customer needs.”
d. “Telling and selling.”
Answer: c
20. Marketing is both an “art” and a “science” there is constant tension between the formulated side of
marketing and the ________ side.
a. behavior  b. creative  c. management d. selling
Answer: c
21. ............is the major objective of any marketing activity in the world because marketing completes with
the real sale of goods and services bought or acquired by the seller or when intermediary has been
affected.
a. Marketing  b. Selling  c. Assembling  d. Transportation
Answer: b
It up holds the importance of customer in the whole value creation process. The D.A.R.T highlights this
aspect in a vivid manner.
1. Contemporary Model 2. Conventional Model 3. Both a&b  4. None of the above
Answer: a
Select an appropriate definition of Want
1. Consumer Needs  2. Needs backed by buying power 3. Needs directed to the product 4. Basic human
requirements
Answer: c
The key customer markets consists of
1. Government Markets 2. Business Markets  3. Consumer Markets 4. All of the above
Answer: d
Definition of Marketing given by Philip Kotler:
6. Marketing is the process by which companies create value for customers & build strong customer relationships in
order to capture value from customers in return.  
7. Marketing is societal process by which individuals & groups obtain what they need & want through creating
offering & freely exchanging products & services of value with others.  
8. Marketing is the activity, set of institutions & processes for creating, communicating, delivering & exchanging
offerings that have value for customers, clients, partners & society at large.  
9. None of the above  
Answer: a
Which of the following statements is the most correct statement?
7. “The delivery of Goods& Services from producers to their ultimate consumers or users includes many different
activities. These different activities are known as marketing.”  
8. Marketing is to ensure that the product is easily & effectively moved from the point of production to the target
market & ensures that the product can be easily accessed by customers.”  
9. Marketing is the activity, set of institutions & processes for creating, communicating, delivering & exchanging
offerings that have value for customers, clients, partners & society  
10. “Marketing is the last step in the chain of commerce where a buyer exchanges cash for a seller’s good or
service, or the activity of trying to bring this about.”  
Answer: c
1. Anything that can be offered to a market for attention, acquisition, use, or consumption that might satisfy
a want or need is called a(n):
a. Demand. b. Idea.  c. Product. d. Service
Answer: c
2. This company is well known for Technology innovation, Great value and act as a game changer.
a. Nokia  b. Apple  c. HTC  d. Samsung
Answer: b
3. .........buy products & .............use product.
a. Consumer & Customers b. Customers & Consumer
C Buyers & Sellers  d. Buyers & Customers
Answer: b
4. .........means classification of standardized product into certain well defined classes or groups.”
a. Gradation  b. Segmentation c. Standardization d. Specification
Answer: a
5. Goods are purchased from various places and or sources and assembled at one or sources and
assembled at one place to suit the requirement of the buyer is known as......
a. Buying  b. Selling  c. Assembling  d. Material Handling
Answer: c
6. ........... is the acquisition of goods and services by the seller or industrial user for the purpose of resale.
a. Selling  b. Assembling  c. Buying  d. Transportation
Answer: b
7. .......is establishment of certain standards or specifications for products.” It may involve Quality (color,
taste, appearance, sweetness, purity) & Quantity (Weight, size, length etc.)
a. Standardization  b. Gradation  c. Product Control  d. Product Development
Answer: a
8. ......reflects the sum of the perceived tangible & intangible benefits & costs to customers.
a. Customer Satisfaction b. Customer Value  c. Customer Delight  d. None of the above
Answer: b
9. In marketing, the term product:
a. refers only to tangible items that can be seen, tasted, or touched.  b. is a broad concept that refers to anything
that can be offered for use and consumption, in exchange for money or some other form of value  c. is limited in
meaning to goods, services, and ideas only.  d. never refers to such things as package design, brand name, or
warranty.
Answer: b
10. An organization with several product lines has which one of the following mix that consists of all the
product lines and items which a particular seller offers for sale?
a. Product mix  b. Brand mix  c. Consumer mix d. Packaging mix

Ans: a
9. Testing before launching a product is known as ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ .
a. Acid test  b. Concept testing c. Market test  d. Test marketing
Answer: d
10. Launching a product in a small part of the market is called:
a. Commercialization  b. Competitive analysis. c. Competitive response. d. Test marketing
Answer: d
11. Original products, product improvements, product modifications, and new brands that a firm develops
through its own research and development efforts are called:
a. Altered products.  b. Concept products.  c. New products.  d. Supplemental products.
Answer: c
12. Introducing the new product into the market takes place in which stage of the new product development
process?
a. Commercialization  b. Test marketing  c. Product development d. Marketing strategy
Answer: b
13. Looking at the sales history of similar products and surveying market opinion are tools used at which
stage in the new-product development process?
a. Business analysis  b. Commercialization  c. Concept development and testing d. Marketing strategy

development
Answer: b
14. Presenting new-product ideas to consumers in symbolic or physical ways to measure their reactions
occurs during which of the following stages?
a. Concept testing  b. Idea generation  c. Marketing strategy d. Screening
Answer: a
15. A ___________________ is a detailed version of the idea stated in meaningful consumer terms.
a. Product concept b. Product feature c. Product idea  d. Product image
Answer: a
16. The systematic search for new-product ideas is characteristic of which stage in the new product
development process?
a. business analysis  b. concept development and testing c. idea generation  d. idea screening
Answer: c
17. Original products, product improvements, product modifications, and new brands that a firm develops
through its own research and development efforts are called:
a. Altered products  b. Concept products  c. New products  d. Supplemental products
Answer: c
18. Company can create successful new products by
a. Understanding consumers, markets, & competitors  b. Developing products that deliver superior value to
consumers c. Developing a great advertising campaign  d. Both a & b
Answer: d
19. One reason that idea screening is a critical stage in the new-product development process is that:
a. Competitors can quickly steal ideas so the company wants only those ideas that can be protected with
patents.  b. International competition and markets demand that all ideas be culturally sensitive.  c. Product-
development costs rise greatly in later stages and the company only wants those products that can succeed.
d. The Federal government carefully monitors each company’s idea screening process to make sure no national
security matters are at stake.
Answer: c
20. ________________ calls for finding 30 to 40 qualified shoppers and questioning them about brand
familiarity and preferences in a specific product category.
a. Controlled test marketing b. Focus group research  c. Sales-wave research  d. Simulated test marketing
Answer: d
21. The ultimate way to test a new consumer product is to put it into full-blown ___________.
a. Controlled test marketing b. Sales-wave research  c. Screening  d. Test markets
Answer: d
22. A ________ is an elaborated version of the idea expressed in consumer terms.
a. New idea  b. Product concept c. Product idea  d. Test brand
Answer: b
23. Suppose Nestle wants to expand its line of food products. The managers conduct surveys from
customers to determine which food items would appeal to customers. Nestle is currently
in which of the following phase of new product development?
a. Business analysis b. Idea generation c. Idea screening  d. Test marketing
Answer: d
24. What are the two ways that a company can obtain new products?
a. Internal development and merger  b. Line extension and brand management service  c. Market mix modification
and research and development d. New-product development and acquisition
Answer: d
25. Which of the following is not a potential cause of the failure of a new product?
a. A poorly designed product  b. An incorrectly positioned product  c. An underestimated market size  d. Higher
than anticipated costs of product development
Answer: c
26. Executives, manufacturing employees, and salespeople are all examples of ________.
a. core members of innovation management systems b. external sources for new-product ideas  c. internal sources
for new-product ideas  d. research and development team members
Answer: c
27. Your firm wants to use external sources for new product ideas. After consulting with a friend you learn
that all of the following are common external sources except ________.
a. competitors  b. suppliers  c. the firm’s executives  d. trade shows and magazines
Answer: c
28. The purpose of idea generation is to create a _____ of ideas. The purpose of succeeding stages is to
_____ that number.
a. Large number; increase b. Large number; reduce c. Small number; increase d. Small number; reduce
Answer: b
29. ABC has just brainstormed a large number of ideas for adding new products and services after visiting
several buying fairs. The owners will begin the first idea-reducing stage, called ________ , to arrive at a
realistic number to adopt.
a. concept development b. idea generation  c. idea screening  d. product concept
Answer: c
30. In the concept testing stage of new-product development, a product concept in ________ form is
presented to groups of target consumers.
a. commercial  b. Final  c. physical or symbolic d. prototype
Answer: c
31. After concept testing, a firm would engage in which stage in developing and marketing a new product?
a. business analysis  b. marketing strategy development c. product development  d. test marketing
Answer: b
32. During which stage of new-product development is management most likely to estimate minimum and
maximum sales to assess the range of risk in launching a new product?
a. business analysis  b. concept testing  c. marketing strategy development d. test marketing
Answer: a
33. In the ________ stage of new-product development, products often undergo rigorous tests to make sure
that they perform safely and effectively or that consumers will find value in them.
a. business analysis  b. concept development and testing c. idea generation  d. product development
Answer: d
34. NPD stands for:
a. National Production Division.
b. New Product Department. c. New Product Design  d. New Product Development
Answer: d
35. Providing a description of a product and its attributes and inviting comment from consumers is called:
a. Attribute testing. b. Concept testing c. Idea Screening d. Market testing
Answer: b
36. If Toyota describes one of its cars of the future as being “a moderately priced subcompact designed as
a second family car to be used around town; the car is ideal for running errands and visiting friends,” then
the company has just stated a potential new product in terms of a:
Answer: a
37. When a company reviews sales, costs, and profit projections for a new product to find out whether
these factors satisfy the company’s objectives, they are in which of the following new-product development
stages?
a. Business analysis  b. Commercialization  c. Concept development and testing d. Marketing strategy

development
Answer: a
38. ________________ is screening new-product ideas in order to spot good ideas and Drop poor ones as
soon as possible.
a. Brainstorming  b. Concept development and testing c. Idea generation  d. Idea screening
Answer: d
39. A ___________________ is a detailed version of the idea stated in meaningful Consumer terms.
Answer: a
40. If a company wishes to test its positioning strategy, advertising, distribution, pricing, branding and
packaging, and budget levels, it can do so during which of the following stages of the new-product
development process?
a. Commercialization  b. Concept testing  c. Product development d. Test marketing
Answer: d
41. Highest percentage of ideas for new products originates with/from which of the following sources?
a. Competitors  b. Customers  c. Employees  d. Top management
Answer: b
42. Which of the following are the people who purchase new products almost as soon as the products reach
the market?
a. Early majority b. Innovators  c. Late adopters d. Late majority
Answer: b
3. Which of the following is NOT one of the stages that customers go through in the process of adopting a
new product?
a. Awareness b. Desire  c. Evaluation d. Interest
Answer: b
44. If Videocon engineers its washing machines to spin the clothes faster regardless of whether or not
customers want that speed, then Videocon has characteristics associated with
a. Production concept b. Selling concept  c. Marketing concept d. Product concept Answer: d
1. .......... emphasizes salable surpluses within the corporation, seeks to convert ‘products’ into ‘cash’
,emphasizes getting rid of stocks, concerns itself with the tricks & techniques of getting the customers to
part with their cash for the products available with the salesman.
a. Marketing  b. Selling  c. Public Relation d. Sales Promotion
Answer: b
2. Marketing Myopia related first paper published in 1960 in the _____________
a. International Business Review b. Forbes Magazine  c. Harvard Business Review  d. Oxford University Press
Answer: c
3. It has the aim of building long term mutually satisfying relations with key parties, customers, suppliers,
distributors in order to earn and retain their long term preference & business.
a. Marketing Myopia  b. Relationship Marketing c. Product Marketing  d. Selling Concept
Answer: b
4. ............. emphasizes on the product & ........... Emphasizes on the Customers needs & wants.
a. Selling, Marketing  b. Marketing, Selling  c. Consumer, Customer d. Marketing, Customer
Answer: a
5. A short-sighted and inward looking approach to marketing that focuses on the needs of the company
instead of defining the company and its products in terms of the customers’ needs and wants is known as
.....
a. Transactional Marketing b. Marketing Myopia  c. Customer Value Triad d. Ambush Marketing
Answer: b
6. Newsletters, catalogues, and invitations to organisation-sponsored events are most closely associated
with the marketing mix activity of:
a. Distribution  b. Pricing  c. Product development d. Promotion
Answer: d
7. Marketing buzz means ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ .
a. De‐ marketing  b. Social marketing c. Viral marketing d. Virtual marketing
Answer: c
8. Inside sales is known as ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ .
a. Direct marketing b. Social marketing c. Tele‐ marketing d. Viral marketing
Answer: c
9. Which is the feature of direct marketing ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ .
a. One‐ to‐ one communication b. Open dialogue  c. Personal relationship
d. All of the above 
Answer: d 
10. Re marketing is related with creating demand for ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ .
a. Fresh products  b. Low quality products  c. Non‐ usable product  d. Renewed use of products
Answer: d
11. Tele –marketing is a part of ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ .
a. Direct marketing  b. Relationship marketing. c. Social marketing  d. Viral marketing
Answer: a
12. Direct marketing refers to a communication between the ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ and

‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ directly.
a. Firm and suppliers  b. Price and services  c. Seller and buyer  d. Society and target market
Answer: c
13. “How are you telling consumers in your target group about your product” This question belongs to
which marketing concept?
a. Place  b. Price  c. Product  d. Promotion
Answer: d
14. If Mark Mars pays Hershey Foods Corporation for the right to use its name on his line of T- shirts, then
Mr. Mars is using which type of policy?
a. Co-branding  b. Licensing  c. Manufacturer’s branding d. Private branding
Answer: b
15. The basic role of promotion is _____.
b. Information c. Interpretation d. Manipulation
16. The promotion “P” of marketing is also known as ________.
a. Cost  b. Distribution  c. Marketing Communication d. Product Differentiation
Answer: c
17. When a company distributes its products through a channel structure that includes one or more
resellers, this is known as ________.
a. Direct marketing  b. Indirect marketing  c. Integrated marketing d. Multi-level marketing
Answer: c
18. If the aim of the promotion to introduce a new consumer product is to achieve high awareness levels,
the firm will most likely make heavy use of _______ in the promotional mix.
a. Advertising  b. Personal selling c. Publicity  d. Sales promotion
Answer: a
19. A consumer contest is an example of _____.
a. Advertising  b. Indirect selling c. Personal selling d. Sales promotion
Answer: d
20. “Buy it now” refers to which one of the following options?
a. Advertising  b. Personal selling c. Publicity  d. Sales promotion
Answer: b
21. Advertising appropriations are largest for which type of product?

a. Convenience goods b. High-priced products
c. Industrial products d. Specialty goods
Answer: a
22. A television advertisement showing the safety features of the Volvo 240 DL would be best classified as
which of the following?
a. Defensive advertising b. Pioneer advertising c. Product advertising d. Societal marketing
Answer: c
23. Which of the following is NOT a part of marketing communication mix?
a. Advertising  b. Public relations c. Sales promotion d. Telemarketing
Answer: d
24. The term Marketing Myopia was written by
a. Philip Kotler  b. Royal Dutch Shell c. Theodore Levitt d. Henry Ford
Answer: c
25. Rajeev Kapoor is a chef in a new downtown restaurant. He has sent out press releases to the major local
media and has invited food critics to dine in his restaurant. Rajeev is engaging in
10. Public relations  
11. Personal selling  
12. Sales promotion  
13. Advertising  
Answer: a
26. Newsletters, catalogs, and invitations to organisation-sponsored events are most closely associated
with the marketing mix activity of:
a. Pricing  b. Distribution  c. Product development d. Promotion
Answer: d
27. In relationship marketing firms focus on __________ relationships with __________.
a. Short-term; customers and suppliers b. Long-term; customers and suppliers c. Short-term; customers  d. Long-
term; customers
Answer-b
............shows that a service was performed, such as the delivery packaging for the item delivered by a
delivery service, or a scar left by a surgeon. This reminds or reassures the consumer that the service took
place, positively or negatively
1. Process  2. People  3. Physical Evidence 4. Consumer
Answer: c
.............defined as the employees that execute the service chiefly concerns the manner and skill in which
they do so.
Answer: b
............is an important P of marketing which affect the execution of its service, such as job queuing or query
handling.
Answer: a
A further 3Ps are incorporated into the marketing mix:
a. physical evidence, process and price.  b. process people and promotion.  c. physical evidence, people and
production. d. physical evidence, process and people.
Answer: d
In the history of marketing, when did the production period end?
In the late 1800s.  In the early 1900s.  In the 1920s.  After the end of the Second World War. Answer: c
Which one of the following is a key to build lasting relationships with consumers?
Price of the product Need recognition
a.  b.  c.  d.  Ans: c  Which of the following is not an Exchange function of Marketing?
a. Product Planning & Development b. Buying function  c. After sales service  d. Selling Function
Answer: c
If focus is on social and ethical concerns in marketing’ is characteristic of the _________ period.
Production Sales
Customer satisfaction Quality of product
Societal marketing
Answer: d
Which of the following is not an element of the marketing mix?
Distribution
Promotion
Production
Pricing
Answer: c
The term ‘marketing mix’ describes:
a composite analysis of all environmental factors inside and outside the firm.
a series of business decisions that aid in selling a product.
the relationship between a firm’s marketing strengths and its business weaknesses.
a blending of strategic elements to satisfy specific target markets.
Answer: d
The key term in the American Marketing Association’s definition of marketing is:
Activity
Sales
Products
Value
Answer: d
............is a cluster of complementary products and services that are closely related in the minds of
consumers but spread across a diverse set of industries.
Marketspace Marketplace Meta market Market place Answer: c
The ___________________ concept holds that consumers will favour products that offer the most in quality,
performance and innovative features.
Marketing  Production  Product  Selling  Answer: c  _______________ is the 5th P’ of Marketing as stated by
Philip Kotler Persistent
Purpose
Process
People
Answer: b
____________________ are products bought by individuals and organizations for further processing or for
use in conducting a business.
Consumer products Specialty products Industrial products Personal Products Answer: c
Which of the following is not an element of the marketing mix?

a) Distribution. b) Product.  c) Target market. d) Pricing. Answer: c
The term ‘marketing mix’ describes:  a composite analysis of all environmental factors inside and outside the
firm.  a series of business decisions that aid in selling a product.  the relationship between a firm’s marketing
strengths and its business weaknesses. a blending of strategic elements to satisfy specific target markets.  Answer:
d
1. With online advertising program,_________, the companies can reach customers and grow business.
a) AdWords
b) AdSense
c) AdCity
d) AdAlpha
View Answer / Hide Answer
ANSWER: a) AdWords
2. Marketing Management is the _________ of choosing target markets and getting, keeping and growing
customers through creating, delivering and communicating superior customer value.
a) Art
b) Science
c) Art and science
d) None of the above.
ANSWER: c) Art and science
3. Marketers operate in which marketplaces:
a) Consumer and business

b) Global and non-profit
c) a & b both
d) None of the above
ANSWER: c) a & b both
4. Intangible assets make up a large percentage of the value of an organization:
a) Yes
b) No

ANSWER: a) Yes
5. "Better products, Better value, Better living"• is the mission statement of which company:
a) VICCO
b) HUL
c) P&G
d) NIRMA
ANSWER: d) NIRMA
6. Marketing is an organizational function and a set of processes for creating, communicating and delivering value to
customers and for managing customer relationships in ways that benefits the organization and its stakeholders •
definition is given by
a) Philip Kotler
b) The American Marketing Association
c) The Association of National Advertisers
d) Peter Drucker
ANSWER: b) The American Marketing Association
7. â€œThere is always, one can assume, be need for some selling, But the aim of marketing is to make selling
superfluousâ€• said by
a) Philip Kotler
b) The American Marketing Association
c) The Association of National Advertisers
d) Peter Drucker
ANSWER: d) Peter Drucker
8. Marketing people market ______ types of entities:
a) four
b) Eight
c) ten
d) two

ANSWER: c) ten
9. Marketing people market following entities:
a) Goods
b) Services
c) Experiences
d) All of the above
10. At a fast-food restaurant, what is marketed?
a) Goods
b) Service
c) a & B
d) None of the above
ANSWER: c) a & B
1. The Apple II, Macintosh, MacBook Air, iPhone 3GS, iPod, and the iPad are all examples of a company's commitment
to __________.
Answer: continuous innovation
2. Product refers to
Answer: good, service, or idea consisting of a bundle of tangible and intangible attributes that satisfies consumers' needs and
is received in exchange for money or something else of value.
3. A good, service, or idea consisting of a bundle of tangible and intangible attributes that satisfies consumers' needs
and is received in exchange for money or something else of value is referred to as __________.
Answer: a product
4. Consumer product classifications are based upon three variables: 1) effort the consumer spends on the decision,
2) frequency of purchase, and 3)
Answer: attributes used in making the purchase decision
5. A product is a good, service, or idea consisting of a bundle of tangible and intangible attributes that satisfies
consumers' needs and is
Answer: received in exchange for money or something else of value.
7. Goods can be divided into __________ goods and __________ goods.
Answer: durable; nondurable
8. A nondurable good is defined as a(n)
Answer: item consumed in one or a few uses.
9. Which of the following is the best example of a nondurable good?
Answer: gasoline
10. which of he following is the example of a nondurable good?
Answer: LAUNDRY DETERGENT
11. Products that usually last over many uses, such as cars and appliances are referred to as
Answer: DURABLE GOODS
12. Which of the following is considered a durable good?
Answer: silverware
13. The division of products into durable and nondurable goods is to __________.
Answer: provide direction for marketing actions
14. Advertising is important for products such as Butterfinger candy bars and Dasani bottled water that is purchased
frequently and at relatively low cost. Wide distribution in retail outlets is essential. Why?
Answer: They are nondurable goods and easily substitutable so consumers need to be reminded of their existence.
17. Which of the following would most likely be considered a consumer product?
Answer: suitcase
18. Business products are also referred to as __________ products
Answer: industrial
19. Business products are also referred to as __________.
Answer: B2B products
20. Business products refer to
Answer: products that organizations buy that assist in providing other products for resale.
21. Marissa, a college student and her father, a wealthy businessman, were each considering the purchase of a new
automobile. As a college student with limited financial resources, Marissa went from car dealer to car dealer in several
different cities searching for the lowest price on a new economy car. She devoted a great deal of time and energy to
getting the best value for her money. Marissa's father, however, knew that he would buy another new car next year.
Because it was convenient, he simply went to the local auto dealer and, with little thought or effort regarding the
buying decision, bought the first luxury car that he saw. For Marissa, an automobile was a __________ good; for her
father, a car was a __________.
Answer: shopping product; a convenience product
23. With respect to distribution, convenience products are available
Answer: on a widespread basis at many outlets.
24. Shopping products refer to
Answer: items for which the consumer compares several alternatives on several criteria such as price, quality, or style.
25. You decide to buy a new car. You talk to friends about it, research mechanical specifications in Consumer Reports,
test drive different makes and models, and compare prices at several dealerships. Into which classification of consumer
products would your new car purchase fall?
Answer: Shopping product
27. Which type of consumer product is purchased infrequently and takes an extensive amount of time to make the
purchase decision and obtain the item?
Answer: specialty products
29. Distribution is very limited with which of the following types of consumer products?
Answer: specialty products
30. Unsought products are
Answer: products which the consumer does not know about, or knows about but does not initially want.
31. Which of the following is most likely to be an example of an unsought product?
Answer: cancer insurance
32. With respect to promotion, which of the following strategies would most likely be used for unsought products?
Answer: generating awareness
33. The elements that distinguish services from goods are the four I's, which are
Answer: intangibility, inconsistency, inseparability, and inventory.
34. Intangibility of services means
Answer: the services can't be seen or touched before the purchase decision
36. Before moving out of their apartment, Brad and Kim Westgate decided to have their carpets cleaned by Service
Master, a company specializing in professional carpet cleaning. The carpet cleaners arrived at Brad and Kim's
apartment, unpacked their equipment, cleaned the carpets, packed up their tools, and drove away in their bright yellow
van. The service provided by Service Master, could not be held, touched, or seen before the purchase decision. This
scenario illustrates the __________ of services.
Answer: Intangibility
38. Developing, pricing, promoting, and delivering services are challenging. Organizations attempts to reduce
inconsistency through
Answer: providing standardization and training
39. Andrea Arena is the owner of 2 Places at 1 Time, a concierge company. She and her staff of 60 perform everyday
services such as walking the dog, picking up cleaning, waiting for the repairman, and going to the post office for people
who are too busy to perform these simple acts themselves. One way she tries to ensure ___________ of services for her
regular customers is to make sure that the same well-trained person is always assigned to work for them.
Answer: Consistency
41. Idle production capacity is
Answer: a situation where a service provider is available but there is no demand.
42. The inventory costs of services include:
Answer: salary of service provider and equipment costs.
43. A range of offerings from the tangible to the intangible or goods-dominant to the services-dominant is called the
Answer: goods-services continuum.
45. The Vermont Teddy Bear Company sells handmade Teddy bears designed to be given as gifts for almost every
occasion imaginable. The Love Bandit Bear is one bear designed for people to give to each other on Valentine's Day.
The Love Bandit Bear is an example of a
Answer: product item.
46. A group of products that are closely related because they satisfy a class of needs, are used together, are sold to the
same customer group, are distributed through the same types of outlets, or fall within a given price range is referred to
as a __________.
Answer: product line
47. A product line is a group of products that are closely related because they satisfy a class of needs, are used together,
__________, are distributed through the same type of outlets, or fall within a given price range.
Answer: are sold to the same customer group
48. Which of the following statements about product lines is most accurate?
Answer: A benefit of having a narrow product line is that it enables both consumers and retailers to simplify their buying
decisions.
If I correctly understand the definitions of "broad" and "narrow" the correct answer does not seem to agree with the
explanation:
Answer: An important benefit of having a broad product line is that it enables both consumers and retailers to simplify their
buying decisions.
49. The proliferation of extra features that overwhelms many consumers with mind-boggling complexity is referred to
as
Answer: feature bloat
50. Prego recently introduced a Pasta Bake Sauce, which was made so that it was not necessary to precook the pasta
before blending pasta, sauce, meat, and cheese in a casserole. Legally, this product would only be considered new
Answer: for the first six months that it was regularly available.
51. Although there are three levels of newness from the organization's perspective, there is a fourth way of viewing new
products, and that is from the perspective of __________ which involves __________.
Answer: consumption; consumers
52. A product that requires no new behaviors be learned by consumers is a
Answer: continuous innovation.
53 At the time of its introduction, which of the following products was the best example of a continuous innovation?
Answer: Breathe Right nasal strips, a sticky strip that is worn across the nose at night to help people breathe
54. The emphasis of a marketing strategy for a continuous innovation concentrates on
Answer: advertising to generate awareness.
55. LG Electronics Inc. has entered into an agreement with Google to offer phones with Google software installed on
them. This is an example of which type of innovation?
Answer: dynamically continuous innovation
56. The emphasis of a marketing strategy for a dynamically continuous innovation would include
Answer: advertising to explain product benefits and proper use
57. A product that establishes new consumption patterns among consumers is a
Answer: discontinuous innovation.
58. Napster was the first software that allowed an individual to easily search and swap MP3 musical files with other
individuals. When it was introduced, it would have been an example of a
Answer: discontinuous innovation.
59. The emphasis of a marketing strategy for a discontinuous innovation would most likely be to
Answer: educate consumers about entirely new consumption patterns through product trial and personal selling.
60. Ideally, before a new product is developed, a firm should have a precise protocol, a statement that identifies: (1) a
well-defined target market; ( 2) specific customers' needs, wants, and preferences; and (3)
Answer: what the product will be and do.
61. There are eight main reasons a new product can fail: (1) insignificant point of difference; (2) incomplete market and
product protocol; (3) not satisfying customers on critical factors; (4) bad timing; (5) too little market attractiveness (6)
poor product quality; and (7) poor execution of the marketing mix, and (8 ) __________.
Answer: no economical access to buyers
62. There are eight main reasons a new product can fail: (1) no economical access to buyers; (2); insignificant point of
difference (3) incomplete market and product protocol; (4) not satisfying customers on critical factors; (5) too little
market attractiveness (6) poor product quality; and (7) poor execution of the marketing mix, and (8 ) __________.
Answer: bad timing
64. Which of the following is an example of an organizational problem that can cause a new product failure?
Answer: Not really listening to the voice of the consumer.
65. The seven stages an organization goes through to identify business opportunities and convert them to a salable
product or service is referred to as the __________.
Answer: new-product process
66. The new-product process an organization goes through to identify business opportunities and convert them to a
salable good or service contains
Answer: seven stages from new product strategy development to commercialization.
69. During the first stage of the new-product process, two important activities take place.They are
Answer: SWOT analysis and environment scanning
70. The stage of the new-product process that involves developing a pool of concepts to serve as candidates for new-
products is referred to as __________.
Answer: idea generation
71.Many forward-looking companies have discovered that their own organization is not generating enough useful new-
product ideas. This has led to finding and executing creative new product ideas by developing strategic relationships
with outside individuals and organizations referred to as __________.
Answer: open innovation
74. For six months, the Marriott Corporation sent a six-person intelligence team to travel and stay at economy hotels
around the country. The purpose of this was
Answer: to collect ideas from competitors' strengths and weaknesses that could be used in their own new-product
development process
75. The stage of the new-product process that internally and externally evaluates new-product ideas to eliminate those
that warrant no further effort is referred to as __________.
Answer: screening and evaluation
77. An external evaluation that consists of preliminary testing of a new-product idea (rather than the actual product)
with consumers is referred to as
Answer: a concept test.
78. Concept tests are part of which stage in the new product process?
Answer: screening and evaluation
79. The stage of the new product process that specifies the features of the product and the marketing strategy needed
to bring it to market and make financial projections is referred to as
Answer: business analysis.
80. In the new-product process, product ideas that survive the business analysis proceed to actual __________.
Answer: development
81. The stage of the new-product process that involves exposing actual products to prospective consumers under
realistic purchase conditions to see if they will buy is referred to as
Answer: market testing
82. Test marketing involves offering a product for sale
Answer: on a limited basis in a defined area.
83. The stage of the new-product process that positions and launches a new product in full-scale product and sales
refers to __________.
Answer: commercialization
84. The most expensive stage for most new products is
Answer: commercialization
The first stage in the new-product process is
Answer: new-product strategy development.
IDEO is a company that
Answer: develops and designs new products for other organizations.
1-Which of the following is an example of ancillary service?
warranty
Promotion
Labeling
Packaging
2-Critical path analysis is useful at which stage of the product development Process?
Commercialization
Concept development
Beta testing
Business Analysis
3-Which of the following BEST describes the consumer’s preference for products that are
widely available to them?
Production concept
Marketing concept
Selling concept
Product concept
4-Buying and selling of mass consumer goods and services comes under which of the
following markets?
Business markets
Global markets
Consumer markets
Government markets
5-Which of the following is an advantage that enables business to survive against its
competition over a long period of time.
Marketing advantage
Sustainable competitive advantage
Core competency
Competitive advantage
6-A company designs the product with little or no input from customers, the company is
practicing which of the following concept?
Product concept (Emaan)
Marketing concept
Selling concept
Production concept
7-A firm is producing standardized products and enjoying the economies of scale by
producing more. The firm is following which of the following strategy?
Differentiation strategy
Cost leadership strategy
Market dominance strategy
Market segmentation strategy
8- Which of the following firms emphasis on product’s benefits to the customers rather
than on product attributes.
Product oriented
Market oriented
Sales oriented
Production oriented
9-Which of the following is NOT a technique of measuring customer satisfaction and

monitoring customer’s complaint?
Customer complaints database
Exit interviews
Web and telephone information hotlines
Business Analysis
10-The consumer products and services with unique characteristics or brand identification
for which a significant group of buyers is willing to make a special purchase effort are
called:
Industrial products
Specialty products
Unsought products
Shopping products
Additional cost is associated with which of the following strategy?

Market segmentation strategy
Market dominance strategy
Differentiation strategy
Cost leadership strategy
DIFFERENTIATION STRATEGY
Differentiation involves creating a product that is perceived as unique. The unique features or benefits should provide
superior value for the customer if this strategy is to be successful. Because customers see the product as unrivaled and
unequaled, the price elasticity of demand tends to be reduced and customers tend to be more brand loyal. This can provide
considerable insulation from competition. However there are usually additional costs associated with the differentiating
product features and this could require a premium
pricing strategy.
Financial summary of a marketing plan includes all EXCEPT:

Pro-forma income statement
Month-by-month agenda
Breakeven analysis
Assumptions
Which of the following is NOT a part of consumer adoption process?

Convenience
Trail
Evaluation
Interest
Sales decline in the decline stage of the PLC because of technological advances, increased
competition, and _____.
Shifts in unemployment
Shifts in the economy
Shifts in consumer tastes and preferences
Foreign imports
Core competency guides a firm recombining its abilities in response to demands from the:
Retailer
Wholesaler
Environment
Supplier
Which of the following is the task of selecting an overall company strategy for long-run
survival and growth?
Select correct option:
Mid-term planning
Short-term planning
Annual market planning
Strategic market planning
Insurance service would BEST be described as which kind of a product?

Convenience
Unsought
Specialty
Durable
When any customer does not fully likes the product or talks in favor of the product, it is
known as:
Bad – mouth
Word of mouth
Bad impression
Unfavorable products
Which of the following is known as a set of marketing tools used by the firms to pursue its
marketing objectives in the target market?
Marketing mix
Promotion mix
Offering mix
Product mix
Which of the following is usually the target of a market challenger?

Market nicher
Market leader
Market follower
Market segment
Which of the following is also called an Export market?

Consumer market
Business market
Global market
Government market
Which stage in the PLC normally lasts longer and poses strong challenges to the marketing
managers?
Introduction
Growth
Maturity
Decline
Which of the following is an advantage that enables business to survive against its
competition over a long period of time.
Marketing advantage
Sustainable competitive advantage
Core competency
Competitive advantage
Pictures and specification of product are added in which of the following part of the
marketing plan?
Financial summary
Executive summary
Situation analysis
Appendix
In which stage of the product life cycle does a product reach its peak sales?
Introduction
Growth
Maturity
Decline
Which of the following is NOT included in product decisions?

Styling
Brand name
Warehousing
Packaging
Following are the elements of the marketing mix EXCEPT:

Distribution
Product
Target market
Pricing
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
Selecting the right competitive advantage is part of which one of the following concepts?
Target marketing
Market Positioning
Market segmentation
Undifferentiated Marketing
Following are the factors that influence consumer behavior EXCEPT:
Cultural
Political (correct)
Personal
Psychological
Companies should set up systems that ___ customer to complain.
Discourage
Encourage
Do not allow
None of the given options
person’s buying choices are further influenced by four major psychological factors. Which is NOT one of these factors?
Motivation
Perception
Habitual buying behavior
Learning
In the Boston Consulting Group approach, which one of the following is a measure of company strength in the market?
Relative market share
BCG matrix
Business portfolio
Market growth rate
Which one of the following is termed as embargo?

Budget reforms
Heavy taxes
Strongest form of quota
Heavy trade deficit
Question No: 2( M - 1 ).
Which one of the following is designated as a runner-up firm that chooses not to rock the boat (usually out of fear that it
stands to lose more than it might gain)?
Market leader
Market challenger
Market follower
Market niche
Review of the sales, costs and profit projections for a new product to find out whether these factors satisfy the company’s
objectives comes under which one of the following concepts?
Business Analysis
Product Development
Test Marketing
Commercialization
The concept of market _____________ arranges for a product to occupy a clear, distinctive, and desirable place relative to
competition.
Positioning
Place
Price
Product
Which one of the following authorities might use several tools like news, speeches and special events for the marketing
purpose?
Advertising agencies
Advertising specialists
Public relation professionals
Computer programmers
http://groups.google.com/group/vuZs
Lobbying or building and maintaining relations with legislators and government officials to influence legislation and
regulation are part of which one of the following options?
Business ethics
Press relations
Press agencies
Public relations
The standards set for salespeople, stating the quantity they should sell and how sales should be divided among the
company’s products refers to which one of the following options?
Sales goals
Company quotas
Sales quotas
Sales incentives
A growing trend for many companies is to use a group of people from sales, marketing, engineering, finance, technical
support and even upper management to service large, complex accounts. It refers to which one of the following approaches?
Department selling
Multiple selling
Team selling
Simultaneous selling
To reduce time demands on their outside sales forces, many companies have increased the size of their inside sales forces,
which include technical support people and sales assistants. Which one of the following can also be another part of the sales
force?
Order takers
Order getters
Telemarketers
Secretaries
When a firm sets out to analyze, plan, implement, and control sales force activities through sales force management. What
does it set and design?
Team selling efforts

Promotional objectives
Sales territories
Sales force strategies
The principles of personal selling described as which one of the following orientation?
Service orientation
Customer orientation
Transaction orientation
Relationship orientation
Which of the following communication and promotion tools involve direct connections with customers aimed toward
building customer-unique value and lasting relationships?
Personal selling and direct marketing
Public relation and publicity
E-commerce and e-business
Advertising and sales promotion

The various stages of the personal selling process are illustrated below, which one of the following is NOT specific roles of the
sales representative?
Negotiating and closing the sale

Sales presentation
Prospecting
Devising product strategy
Fraudulent usage, inability to attract potentially brand-loyal customers and use by current customers but not new customers
are believed to be disadvantages of which of the following?
Money refunds
Frequent-user incentives
Coupons
Premiums
Expensive Coca-Cola television ads primarily are a type of which of the following advertising?
Informative advertising
Comparative advertising
Persuasive advertising
Reminder advertising
In which of the following advertising a company directly or indirectly compares its brand with one or more other brands?
Informative advertising
Institutional advertising
Reminder advertising
Comparative advertising

Communication through a news story regarding an organization or its products that is transmitted through a mass medium
at no charge, refers to which one of the following promotion mix?
Advertising
Sales promotion
Personal selling
Public relations
Slow feedback, high costs and difficulty in measuring effects on sales are disadvantages of which one of the following
promotion mix ingredient?
Public relations
Sales promotion
Personal selling
Advertising
Which one of the following takes possession of truckloads of tomatoes, arranges for storage, and transports them to auctions
to be sold?
Selling agent
Commission broker
Commission merchant
Selling broker

Which one of the following is the primary purpose of a broker?
Take title to a producer's goods

Sell directly to the final consumer
Sell directly to producers
Bring buyers and sellers together
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
Which one of the following statement refers to manual order processing?
Integrates the order processing and production planning

Is flexible in special situations
Is practical for a large volume of orders
Is the most widely used form of order processing

Which one of the following concept reflects the term “Order processing”?
Is the same as order handling

Is characterized by electronic processing
Is the receipt and transmission of sales order information
Is the second stage in a physical distribution system

Order processing, inventory management, materials handling, warehousing, and transportation fall under which of the
following activities?
Wholesaling
Retailing
Physical distribution
Channel management

The success of each channel member depends on the performance of which of the following?
Key channel members

The entire supply chain
The manufacturer
The wholesaler

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

ABC Company, the sportswear designer and manufacturer, decided to open its own specialty shops to sell its merchandise,
the firm was engaging in which of the following channels?
Vertical channel integration

A conventional marketing channel
Horizontal channel integration
Channel expansion

Which one of the following statement about price changes is TRUE?
Large-market share brands are hurt more by price changes than smaller companies
Temporary retail price reductions substantially decrease store traffic
Brand equity is unaffected by frequent price changes
Price changes for high-quality brands affect private label brands and weaker brands disproportionately
(corrected vuzs)
Which one of the following pricing policy may result in losing money on the product?
Psychological discounting
Penetration pricing
Special-event pricing
Price leader

Quantity discounts are a legal form of price discrimination. A quantity discount is a price reduction to buyers who purchase
_____.
Large volumes
Inferior merchandise
Superior merchandise
Frequently

Which one of the following pricing method is the simplest pricing method?
Value-based
Fixed cost
Cost-based
Skimming

When Kodak sets the general price range, low for its cameras and set high for its related film , it is practicing which one of the
following pricing?
Market-penetration pricing
Market-skimming pricing
Product line pricing
Captive-product pricing

Which of the following is NOT a major factor for making firms price decisions?
Environmental factors
Marketing objectives
Past sales
Marketing mix strategy

Which one of the following statement reflects the market share pricing objective?
Is not recommended when sales for the total industry are declining
Is not especially useful when sales for the total industry are increasing
Is not especially useful when sales for the total industry are flat
Can be used effectively whether total industry sales are rising or falling

The consumer decides to make use of the product on a regular basis. Which one of the following concepts BEST describe it?
Awareness
Interest
Trial
Adoption

Which of the following are industrial products that aid in the buyer’s production or operations, including installations and
accessory equipment?
Materials
Specialty items
Capital items
Supplies

What is the stage of the buyer decision process in which the consumer uses information to evaluate brands in the choice set?
The alternative evaluation stage

The situational stage
The experimental stage
The informative stage

Which one of the following factor influences the consumer buying decision process?
Person-specific
Social
Demographic
Situational

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

"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

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

Marketing service agency
Financial intermediary
Stock exchange

Which one of the following set represents 4 C’s of the marketing mix?
Customer Solution, Cost, convenience, communication

Customer, cost, convenience, comfort
Convenience, communication, coverage, cost
Cost, coverage, communication, consultancy
Which of the following is an intensive growth strategy of increasing sales in current markets with current products?
Market development
Market penetration
Product development
Market saturation

Identify the first step in the strategic marketing planning process?
The writing of the mission statement

The establishment of organizational objectives
The formulation of a marketing plan
Hiring a senior planner

In the Boston Consulting Group approach, which one of the following measure provides a measure of market attractiveness?
Business portfolio
BCG matrix
Market growth rate
Relative market share

Which one of the following statements is an example of a problem that may arise in the implementation of the marketing
concept?
Dissatisfaction of one segment affects the satisfaction of other segments

Consumers do not understand what the marketing concept is
Dealers do not support the marketing concept
A product may fit the needs of too many segments

Which one of the following statements by a company chairman BEST reflects the marketing concept?
We have organized our business to satisfy the customer needs
We believe that marketing department must organize to sell what we produce
We try to produce only high quality, technically efficient products
We try to encourage company growth in the market

What does this statement shows “Trade of value between two parties”?
Competition
Transaction
Exchange
Need

Which one of the followings best represent the involvement of management and employees in the continuous improvement
of the production of goods and services?
Marketing management
Customer relationship management
Knowledge management
Total quality management
Which one the following option is related with this statement “Rapid imitation of leader or challenger with moderate country
market coverage and emphasis on price sensitive markets. The result is overall moderate share with high shares in selected
country markets.”
Global leader strategy
Global challenger strategy
Global follower strategy
Global niche strategy
Which of the following is NOT a benefit of direct marketing?
Immediate response
Customer relationship building
Assists client prospecting
Greater product access and selection

Which one of the following is NOT a part of competitive positions?
Market leader
Market challenger
Market follower
Market controller

Which one of the following is a position option open to smaller firms that serves some part of the market that is not likely to
attract the attention of the larger firms?
Market leader
Market challenger
Market follower
Market niche

The retailer is usually in an excellent position to:
Make the most profits in the channel
Become the channel leader
Gain feedback from consumers
Co-ordinate the production strategy

A departmental store firm wants to increase sales and reach new markets with direct marketing. To accomplish this, the sales
or marketing manager would choose which of the following tool?
Sales promotions
Advertising
Kiosk marketing
Public relations

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
Which one of the following is the fastest growing form of marketing that reach more customers and save money?
Advertising
Direct marketing
Public relations
Personal selling

Management at Happy Motors must decide what mix of compensation elements to offer their sales force. Which of the
following is NOT one of the four basic types of compensation plans?
Straight commission
Straight salary
Salary and commission
Commission and bonuses

There are three typical types of sales force structures. Which one is often supported by many levels of sales management
positions in specific geographical areas?
Territorial
Customer
Complex systems
Matrix

Mr. Tatbeeq sales person from Philips, develops a list of potential customers and evaluates them on the basis of their ability,
willingness, and authority to purchase copy machines. What is the name of this process?
Customer search
Sales preparation
Audience identification
Prospecting

Giving a free sample of a new product by attaching it to the pack of an existing product refers to which one of the following
promotion?
On-pack promotion
New-product promotion
Extra-fill promotion
Co-operative discounting

Sales promotion includes a wide assortment of tools. Which one of the following is NOT one of these tools?
Contests
Premiums
Telephone surveys
Coupons

Communication process has different elements that are helpful for communicating message to audience. One of the
communication tools is the decoding. Which one of the following statements refers to the “Decoding”?
Intensity of the transmission becomes stronger
Receiver attempts to convert signs into concepts and ideas
Source attempts to convert signs into concepts and ideas
Receiver filters noise from the feedback
Which one of the following concepts is considered as the basic role of promotion?
Information
Manipulation
Communication
Interpretation

Location is extremely important to a retailer due to which one of the following reasons?
Suppliers charge more to service stores in certain trading areas.
A desirable location appeals to consumers' emotions and encourages them to buy.
Location is the major determinant of store image.
Location determines the trading area from which the store must draw its customers.

Which of the following is considered as huge superstores, perhaps as large as six football fields?
Hypermarket
Department store
General merchandise retailer
Discount store

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

Which type of wholesaler not only provides transportation and delivers products to retailers, but also provides the service of
placing products on retailers' shelves?
Truck wholesaler
Cash-and-carry wholesaler
Rack jobber
Mail-order wholesaler

Which one of the following statement BEST describes a merchant wholesaler?
Takes title and possession of goods and sells only to retailers.

Takes title and assumes risk and is generally involved in buying and reselling products.
Does not take title and possession of goods but may facilitate exchange between any two parties.
Carry a limited line of fast-moving goods and sell to small retailers for cash

Which of the following distribution are used by most television, furniture and small-appliance brands?
Selective distribution
Exclusive distribution
Intensive distribution
None of the given options
The standards set for salespeople, stating the quantity they should sell and how sales should be divided among the
company’s products refers to which one of the following options?
Sales goals
Company quotas
Sales quotas
Sales incentives
When Mr. A is using a channel with only one intermediary, that intermediary is classified as which of the following?
Retailer
Wholesaler
Broker
Producer

Relationships among channel members, i.e. producers, wholesalers and retailers, are usually:
Short-term commitments
Long-term commitments
Expensive resource commitments
Only minor commitments

Which one of the following is the function of a direct channel of distribution?
The flow of products from producers to customers

Links producers to other marketing intermediaries
Takes title to products and resells them
Manages transportation and warehousing functions

Three key issues associated with initiating price changes are, the circumstances, the tactics and:
Sales targets
Bad publicity
Stock levels
Competitor reactions

When a firm or store offers a price reduction to customers who buy during off-peak periods throughout the year, we say the
firm is giving a(n) _____ discount.
Functional
Seasonal
Annual
Allowance
(vuzs 12-oct-10 zh)

If a retailer form Islamabad orders a quantity of merchandise to be delivered to his store in Lahore and is quoted a price that
does not include transport costs, the retailer is paying a price called:
F.O.B. destination
FOB price
Geographic price
Base-point price

The Shirt Company utilizes a push strategy to sell the shirt line. Its basic promotional tool is discount. These discounts offered
to middlemen are referred to as which one of the following discounts?
Trade
Cumulative
Noncumulative
Cash

If Pepsi sets the price of its six packs to match exactly the price of Coca-Cola's, Pepsi is using which of the following pricing
method?
Demand-oriented
Cost-oriented
Experience curve
Competition-oriented

Which one of the following concepts is a useful philosophy in a situation when the product’s cost is too high and marketers
look for ways to bring it down?
Selling concept
Product concept
Production concept
Marketing concept

Companies set prices by selecting a general pricing approach that includes one or more of three sets of factors. One of these
is the cost-based approach, which means:
Value-based pricing and market-skimming pricing

Going-rate and sealed-bid pricing
Cost-plus pricing, break-even analysis, and target profit pricing
Competition-based pricing and market-penetration pricing

Which one of the following pricing objectives is rarely operational because its achievement is difficult to measure?
Return on investment
Profit maximization
Market share
Survival

Price is a key element in the marketing mix because it relates directly to:
The size of the sales force

The speed of an exchange
The control of quality
The generation of total revenue

Less frequently purchased consumer products and services which are compared by the customer on different product
attributes, refers to which one of the following product?
Specialty products
Shopping products
Unsought products
Industrial products

Which of the following factors are often used for segmenting customer groups?
Geographic factors
Psychographic factors
Behavioral factors
Demographic factors

What is the stage of the buyer decision process in which the consumer uses information to evaluate brands in the choice set?
The alternative evaluation stage

The situational stage
The experimental stage
The informative stage

The factors such as the buyer’s age, life-cycle stage, occupation, economic situation, lifestyle, personality and self-concept
that influences buyer’s decisions refers to which one of the following characteristic?
Personal characteristics
Behavioral characteristics
Demographical characteristics

Marketers are interested in the roles and influence of the husband, wife and children on the purchase of different products
and services. Which one of the following segment is being studied by the marketer?
Social class
Opinion leader
Reference group
Family

Marketing stimuli consist of the four Ps. Which is NOT one of these Ps?
Product
Political
Price
Promotion

Which one of the following step in the marketing research process deals in "defining the problems and research objectives,
implementing the research plan, and interpreting and reporting the findings"?
Developing the research budget
Choosing the research agency
Choosing the research method
Developing the research plan

Which one of the following environment is made up of institutions and other forces affecting society’s basic values,
perceptions, preferences and behaviors?
Cultural environment
Fictitious environment
Natural environment
Political environment

A manufacturer-owned operation that provides services usually associated with agents, refers to which one of the following?
Wholesaler
Sales office
Sales branch
Public warehouse

Advertising agencies are an example of which of the following marketing intermediaries?
Insurance company
Financial intermediary
Marketing services agency
Physical distribution firm

Which one of the following is a chief goal of the implementation function in marketing process?
Develop marketing plans

Turns plans into actions
Take corrective actions.
Develop strategic plans.

Developing and maintaining a strategic fit between the organization’s goals and capabilities and its changing marketing
opportunities represent which one of the following concept?
Marketing objectives
Strategy planning
Marketing activities
Corporate strategies

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

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
Intranet
Extranet
Internet

If you are attempting to create primary demand toward your product, you will use which type of the following ads?
Informative
Persuasive
Reminder
Cooperative

Which one of the following option is NOT a benefit of internet marketing?
Cost effective
Time saving
Reliability
Open new venue

Which one of the following option is NOT a benefit for buyer with E-commerce?
Convenience
Easy and private
Reliability
Greater product access
Which of the following is an administrative trade restriction that imposes a complete ban on imports of a specified product?
Import quota
Tariff
Embargo
Dumping
Which one of the following is NOT a part of Joint Venture?

Single member private limited company
Contract manufacturing
Joint ownership
Licensing
If a food company gives 5 percent discount in particular burger to increase sales, it is altering which one of the following
elements of the marketing mix?
Promotion
Price
Product
Place
Which one of the following options refers to “The art and science of choosing target markets and building profitable
relationships”?
Customer relationship management
Knowledge management
Total quality management
Marketing management
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
E-marketing refers to which one of the following?
Email marketing
Electronic marketing
Electric marketing
Elastic marketing
Which of the following option is NOT related with traditional buyer’s rights?
Right not to buy a product that is offered for sale
Right to expect the product to be safe
Right to expect the product to perform as claimed
Right to ask money back even not offered by the seller
According to Mintzberg, when a manager searches the organization and its environment for
opportunities and initiates projects to bring about change, the manager is acting in which role?
Negotiator
Entrepreneur
Monitor
Resource allocator
Which one of the following concept states that consumers will favor products that offer the most
quality, performance and features?
Product concept hand outs page20
Selling concept
Marketing concept
Production concept
Collecting, analysing and interpretation of data refer to which of the following concepts?
Marketing research hand outs page 53

Marketing intelligence
Marketing information
Marketing knowledge
In SWOT analysis, strength and weaknesses are part of which of the following environment?
Internal
Outdoor
External
Outside
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
In the BCG approach, stars are high-share, high-growth businesses or products. They need heavy
investment to finance rapid growth. When their growth slows down, they turn into which of the
following?
Dogs
Question marks
Cash cows
SBU
1. What is the name of the company that makes the top-selling heavyweight motorcycles?
a. Yamaha
b. Kawasaki
c. Honda American Classic
d. Harley-Davidson
e. BMW
(Answer: d; p. 127; Easy)
2. The average Harley customer is _____.

a. the Hell’s Angels crowd
b. a young adult in his or her twenties
c. a teenager
d. a 46-year-old husband with a median household income
e. a Generation Xer with above-average income
(Answer: d; p. 128; Moderate)
3. What is not a universal Harley appeal?

a. Freedom.
b. Dependence.
c. Power.
d. Baddest guy on the block.
e. C and D
(Answer: b; p. 128; Easy)
4. _____ is never simple, yet understanding it is the essential task of marketing management.
a. Brand personality
b. Consumption pioneering
c. Early adoption
d. Consumer buying behavior
e. Understanding the difference between primary and secondary data
5. Most large companies research _____ buying decisions to find out what they buy, where they buy, how and how much they buy,
when they buy, and why they buy.
a. market
b. permanent
c. consumer
d. social
e. group
(Answer: c; p. 129; Easy)
6. How do consumers respond to various marketing efforts the company might use? The starting point is the _____ of a buyer’s
behavior.
a. belief
b. subculture
c. postpurchase feeling
d. stimulus-response
e. postpurchase dissonance
(Answer: d; p. 129; Challenging)
7. Marketing stimuli consist of the four Ps. Which is not one of these Ps?
a. Product.
b. Political.
c. Price.
d. Promotion.
e. Place.
8. Which is NOT a part of the buyer’s black box?

a. Observable buyer responses.
b. Product choice.
c. Need recognition.
d. Dealer choice.
e. B and D
(Answer: c; p. 129; Challenging)
9. The marketer wants to understand how the stimuli are changed into responses inside the consumer’s _____, which has two parts.
First, the buyer’s characteristics influence how he or she perceives and reacts to the stimuli. Second, the buyer’s decision process
itself affects the buyer’s behavior.
a. culture
b. black box
c. belief
d. lifestyle
e. social class
(Answer: b; p. 129; Moderate)
10. _____ is(are) the most basic cause of a person’s wants and behavior.
a. Culture
b. Brand personality
c. Cognitive dissonance
d. New product
e. Selective perception
(Answer: a; p. 129; Moderate)
11. Marketers are always trying to spot _____ in order to discover new products that might be wanted.
a. lifestyles
b. cultural shifts
c. groups
d. dissonance
e. attitudes
(Answer: b; p. 130; Challenging)
12. Each culture contains smaller _____, or groups of people with shared value systems based on common life experiences and
situations.
a. alternative evaluations
b. cognitive dissonances
c. subcultures
d. motives
e. attitudes
(Answer: c; p. 130; Moderate)
13. Four important subcultures mentioned by the author include all except _____.
a. Hispanics
b. African Americans
c. mature consumers
d. opinions leaders
e. Asian Americans
14. Which is not included in the U.S. Hispanic market?

a. Americans of Cuban descent.
b. Mexicans.
c. Spaniards.
d. Those of Puerto Rican descent.
e. B and D
15. _____ consumers tend to buy more branded, higher-quality products. They are very brand loyal, and they favor companies who
show special interest in them.
a. Hispanic
b. African American
c. Asian
d. Mature
e. Gay and lesbian
(Answer: a; p. 130; Challenging)
16. Although more price-conscious than other segments, _____ consumers are also strongly motivated by quality and selection.
They place more importance on brand names, are more brand loyal, and do less “shopping around.”
a. Hispanic
b. African American
c. mature
d. Asian
e. baby boomer
17. Per capita, _____ consumers spend twice as much as _____ consumers for online services.
a. white; Asian
b. black; white
c. black; Asian
d. white; black
e. mature; black
18. _____, the fastest-growing and most affluent U.S. demographic segments, now number more than 10 million.
a. African American
b. Hispanics
c. Asian Americans
d. Mature consumers
e. Gays and lesbians
19. _____ are becoming a very attractive market: they are the ideal market for exotic travel, restaurants, high-tech home
entertainment products, leisure goods and services, and designer furniture and fashions.
a. Hispanic
b. Asian Americans
c. Mature consumers
d. African Americans
e. Teenagers
20. Which is not true of mature consumers?
a. The best strategy is to appeal to their active, multidimensional lives.
b. They are an ideal market for exotic travel.
c. High-tech home entertainment products appeal to them.
d. They place more importance on brand names and are more brand loyal.
e. A and C
21. _____ are society’s relatively permanent and ordered divisions whose members share similar values, interests, and behaviors.
a. Social classes
b. Purchase decisions
c. Perceptions
d. Attitudes1
e. Lifestyles
(Answer: a; p. 132; Easy)
22. What is one way that a social class is not measured?

a. Occupation.
b. Education.
c. Income.
d. Number of children in the family.
e. House type.
23. _____ are ones to which the individual wishes to belong, as when a teenage basketball player hopes to play someday for the
Los Angeles Lakers.
a. Membership groups
b. Aspirational groups
c. Reference groups
d. Leisure groups
e. Social class groups
24. _____ are people within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert
influence on others.
a. Opinion leaders
b. Habitual buyers
c. Charismatic personalities
d. Perceptionists
e. Wild ducks
25. _____ marketers are now taking to the streets, as well as cafes, nightclubs, and the Internet, in record numbers. Their goal: to
seek out the trendsetters in each community and subtly push them into talking up a specific brand to their friends and admirers.
a. Family
b. Buzz
c. Personality
d. Opinion
e. Relationship
26. The _____ is the most important consumer buying organization in society. Marketers are interested in the roles and influence of
the husband, wife, and children on the purchase of different products and services.
a. family
b. social class
c. opinion leader
d. information search
e. reference group
27. A _____ consists of the activities people are expected to perform according to the persons around them.
a. motive
b. role
c. lifestyle
d. perception
e. tradition
28. People often buy the kind of clothing that shows their _____ in society.
a. attitude
b. status
c. learning
d. motive
e. lifestyle
29. A buyer’s decisions also are influenced by _____ such as the buyer’s age and life-cycle stage, occupation, economic situation,
lifestyle, and personality and self-concept.
a. personal characteristics
b. learning
c. habitual buying behavior
d. variety-seeking buying behavior
e. psychographics
30. People change the goods and services they buy over time because of two important factors. They are _____.
a. belief and attitude
b. perception and personality
c. age and life-cycle stage
d. groups and learning
e. family and tradition
31. _____ is a person’s pattern of living as expressed in his or her psychographics.

a. Personality
b. Culture
c. Lifestyle
d. Motive
e. Social class
32. All of the following make up a person’s lifestyle except _____.

a. AIO dimensions
b. interests
c. dissonance-reducing buying behavior
d. opinions
e. C and D
33. Several research firms have developed lifestyle classifications. The most widely used is the _____.
a. VALS
b. AIO
c. CIA
d. B2B
e. R2D2
34. _____ are people with so many resources that they can indulge in any or all consumer self-orientation.
a. Habitual buyers
b. Innovators
c. Brand personalities
d. Subcultures
e. Reference groups
35. _____ refers to the unique psychological characteristics that lead to relatively consistent and lasting responses to one’s own
environment. It is usually described in traits such as self-confidence, dominance, sociability, autonomy, defensiveness, adaptability,
and aggressiveness.
a. Alternative evaluations
b. Belief
c. Culture
d. Personality
e. Self-awareness
36. Researchers found that a number of well-known brands tended to be strongly associated with one particular trait, such as Levi’s
with “ruggedness.” What is the name of the term that means a specific mix of human traits that may attribute to a particular brand?
a. Information search.
b. Social class.
c. Brand personality.
d. New product.
e. Brand equity.
37. A person’s buying choices are further influenced by four major psychological factors. Which is NOT one of these factors?
a. Motivation.
b. Perception.
c. Habitual buying behavior.
d. Learning.
e. None of the above.
38. A _____ is a need that is sufficiently pressing to direct the person to seek satisfaction.
a. lifestyle
b. motive
c. culture
d. personality
e. tradition
39. The term _____ refers to qualitative research designed to probe consumers’ hidden, subconscious motivations.
a. social class
b. opinion leader
c. motivation research
d. need recognition
e. depth research technique
40. Maslow’s theory is that human needs are arranged in a _____ from the most pressing at the bottom to the least pressing at the
top.
a. social class
b. culture
c. perception
d. hierarchy
e. complex
41. Maslow has a list of human needs from the most pressing to the least pressing. They include all of the following except
_____.
a. physiological needs
b. safety needs
c. need recognition
d. self-actualization
e. social needs
42. _____ is the process by which people select, organize, and interpret information to form a meaningful picture of the world.
a. Personality
b. Perception
c. Selective group
d. Habitual behavior
e. Assessment
43. People can form different perceptions of the same stimulus because of three perceptual processes. All of the following
name these processes except _____.
a. selective attention
b. selective distortion
c. selective attitude
d. selective retention
e. none of the above
44. People will forget much that they learn. They tend to retain information that supports their attitudes and beliefs. This is
called _____.
a. selective retention
b. selective distortion
c. selective attitude
d. selective attention
e. perceptual vigilance
45. _____ advertising is when consumers are affected by marketing messages without even knowing it.
a. Alternative evaluation
b. Subliminal
c. Complex
d. Motive
e. Comparative
46. _____ describes changes in an individual’s behavior arising from experience.

a. Lifestyle
b. Learning
c. Perception
d. Cognitive dissonance
e. Aggressiveness
47. Learning occurs through the interplay of all of the following except _____.
a. drives
b. stimuli
c. cues
d. dissonance behavior
e. A and C
48. _____ are subtle stimuli that determine where, when, and how a person responds to purchasing an item.
a. Cues
b. Drives1
c. Messages
d. Personalities
e. Impulses
49. The practical significance of _____ for marketers is that they can build up demand for a product by associating it with
strong drives, using motivating cues, and providing positive reinforcement.
a. alternative evaluations
b. social classes
c. the learning theory
d. subcultures
e. family and tradition
50. A _____ is a descriptive thought that a person has about something.

a. lifestyle
b. motive
c. belief
d. habitual behavior
e. stereotype
51. _____ describes a person’s relatively consistent evaluations, feelings, and tendencies toward an object or idea.
a. Lifestyle
b. Motive
c. Habitual behavior
d. Attitude
e. Perception
52. A person’s attitudes fit into a pattern, and to change one attitude may require difficult adjustments in many others. Thus,
a company should _____ try to fit its products into existing attitudes rather than attempt to change attitudes.
a. usually
b. not
c. once in a while
d. seldom
e. never
53. All of the following are part of habitual buying behavior except which one?
a. Consumers search extensively for information about brands.
b. Consumer behavior does not pass through the usual belief–attitude–behavior sequence.
c. Ad repetition creates brand familiarity rather than brand conviction.
d. The buying process involves brand beliefs formed by passive learning.
e None of the above.
54. In one way or another, most large companies sell to _____.

a. consumers
b. other organizations
c. employees
d. not-for-profit companies
e. the service sector
55. What can we say about the size of the business market compared to consumer markets?
a. It is approximately the same.
b. It is smaller.
c. It is huge.
d. There is no need to compare them.
e. A and D
56. The buyer decision process consists of five stages. Which of the following is not one of these stages?
a. Need recognition.
b. Information search.
c. Variety-seeking buying behavior.
d. Purchase decision.
e. None of the above.
57. The buying process starts with _____—the buyer recognizes a problem or need.
a. need recognition
b. information search
c. evaluation of alternatives
d. purchase decision
e. separation of needs and wants
58. The consumer can obtain information from any of several sources. Which is not one of these sources?
a. Personal.
b. Commercial.
c. Attitude.
d. Public.
e. B and D
59. The most effective source that consumers obtain information from is _____ because it legitimizes or evaluates products
for the buyer.
a. commercial
b. public
c. experimental
d. personal
e. social
60. The marketer needs to know about _____—that is, how the consumer processes information to arrive at brand choices.
a. alternative evaluation
b. opinion leaders
c. lifestyle
d. habitual buying behavior
e. postpurchase dissonance
61. Generally, the consumer’s purchase decision will be to buy the most preferred brand, but two factors can come between
the purchase intention and the purchase decision. What is one of these factors?
a. Postpurchase behavior.
b. Attitude of others.
c. Cognitive dissonance.
d. Habitual buying behavior.
e. Impulse buying.
62. 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 _____.
a. habitual buying behavior
b. alterative evaluation
c. postpurchase behavior
d. variety-seeking buying behavior
e. product assessment
63. What determines whether the buyer is satisfied or dissatisfied with a purchase? The answer lies in the relationship
between the consumer’s expectations and the product’s _____.
a. perceived performance
b. brand personality
c. recognition
d. consumer market
e. service quality
64. Almost all major purchases result in _____, or discomfort caused by postpurchase conflict.
a. opinion leaders
b. cognitive dissonance
c. purchase decisions
d. complex buying behavior
e. dissatisfaction
65. _____ is a key to building lasting relationships with consumers.

a. Personality
b. Alternative evaluations
c. Need recognition
d. Customer satisfaction
e. Quality
66. Companies should set up systems that _____ customers to complain.

a. discourage
b. encourage
c. do not allow
d. any of the above
67. A new product is a good, service, or idea that is perceived by some potential customers as new. Our interest is in how
consumers learn about products for the first time and make the decision to buy them. This is called the _____.
a. new product recognition
b. adoption process
c. variety-seeking buying behavior
e. quality assessment
68. Which is not one of the stages that customers go through in the process of adopting a new product?
a. Awareness.
b. Interest.
c. Evaluation.
d. Culture.
e. Desire.
69. Relative advantage, compatibility, complexity, divisibility, and communicability are characteristics of _____.
a. alternative evaluation
b. dissonance-reducing buying behavior
c. influence of product on rate of adoption
d. habitual buying behavior
e. service quality
70. Family is one of the _____ factors that influence consumer behavior.
a. cultural
b. social
c. personal
d. psychological
e. business
71. Which of the following is not true regarding African American consumers?
a. They have annual buying power of $630 billion.
b. Black consumers seem to enjoy shopping more than other groups.
c. Many companies work to meet the needs of African American consumers.
d. African Americans are the most affluent U.S. segment.
e. Black consumers spend twice as much as white consumers for online services.
72. Which statement is true regarding social class?

a. Social class is determined primarily by income level.
b. Lines between social classes in the United States are fixed and rigid.
c. Social classes show distinct product preferences in clothing and automobiles.
d. Wealth is more critical than education level in measuring social class.
e. People are relegated to a permanent class layer in the United States.
73. Opinion leaders are sometimes referred to as _____.

a. the influentials
b. the upper class
c. the middle class
d. buzz marketers
74. Lifestyles can be measured through our _____.

a. patterns of living
b. activities, interests, and opinions
c. AIOs
d. attitudes, interests, and opinions
e. A, B, and C
(Answer: e; p. 136; Moderate)
75. Which of the following is not a primary motivation?

a. Achievement.
b. Self-esteem.
c. Ideals.
d. Self-expression.
e. Attitudes
116. What would not appear on Harley-Davidson’s home page?
a. Our goal is to run production at a level that everyone who wants a Harley can get one right away.
b. We sell a dream.
c. It gives you maximum self-expression in your own space.
d. Owning this makes you a member of the Harley family.
e. Feel the independence!
117. The marketer needs to understand the role played by all of the following except _____.
a. the buyer’s culture
b. the buyer’s subculture
c. the weather
d. the buyer’s social class
e. the buyer’s personal characteristics
118. P&G currently markets heavily to the growing Hispanic segment. What is one thing it does not do?
a. P&G targets advertising toward Hispanics.
b. P&G spends almost $170 million on Hispanic print and TV ads.
c. P&G demands that Hispanics must have a P&G credit card.
d. P&G creates Hispanic versions of some of its products.
e. B and D
119. What is one thing that Wal-Mart does not do to cater to the Asian American market in one Seattle store?
a. Wal-Mart stocks a large selection of CDs from Asian artists.
b. Wal-Mart stocks videos from Asian artists.
c. Wal-Mart stocks Asian-favored health and beauty products.
d. Wal-Mart puts out white bows because Asians think it is a lucky color.
e. B and C
120. Sony recently overhauled its marketing approach in order to target products and services to consumers based on their life
stages. It created a new unit called the Consumer Segment Division that has seven life-stage segments. Which of the following is
not one of these segments?
a. Generation Y.
b. DINKs.
c. Opinion leaders.
d. Zoomers.
e. A and D
121. Anna Flores can consider buying an expensive Nikon camera if she has enough _____, savings, or borrowing power.
a. personality
b. personal income
c. culture
e. clout
122. Many marketers use a concept related to personality—a person’s self-concept. The basic self-concept premise is that people’s
possessions contribute to and reflect their identities; that is, “We are what we have.” This leads consumers to _____. a. buy books
to support their self-images
b. use brand personalities
c. begin habitual buying behavior
d. begin variety-seeking buying behavior
e. conduct the information search
123. Bob’s job description had been changed. The rationale for the changes made no sense to Bob when they were explained. Bob
continued to perform most of his job duties as usual. He has engaged in _____.
a. selective distortion
b. selective attitude
c. selective retention
e. perceptual defense
124. Stephanie and Jamal attended a sales seminar. Both left the seminar with differing opinions about what was important to
implement in their jobs. Both used the information in different ways, according to what each already believed was important. They
have engaged in _____.
a. selective distortion
b. selective attitude
c. selective retention
e. perceptual defense
125. If the experience is rewarding, a consumer will probably use the product more and more. The consumer’s response to the
product will be _____.
a. a learning experience
b. a belief
c. reinforced
d. a dissonance experience
e. a selective distortion
126. Blake is in the process of buying a new car. He is highly involved in the purchase and perceives significant differences among
his three favorite models. Blake will likely undertake _____.
a. postpurchase behavior
b. complex buying behavior
c. opinion leadership
d. dissonance
e. marketing myopia
127. As a purchasing agent, Benni Lopez buys goods for use in the production of products that are sold and supplied to others.
Benni is involved in _____.
a. consumer buying behavior
b. post-purchase dissonance
c. reseller buying behavior
d. business buying behavior
e. A or C
128. Bill thought he had received the best deal on his new car. Shortly after the purchase, Bill started to notice certain
disadvantages of his new car as he learned more about other cars available. Bill is experiencing _____.
a. postpurchase culture
b. perception
c. postpurchase dissonance
d. purchase decision
e. perceptual vigilance
129. Annie Laurie works for Arrow Star, a wholesaler and retailer of outdoor furniture. Her job is to acquire goods to resell and rent
to other retailers and consumers at a profit. Annie is involved in _____.
a. consumer buying behavior
b. corporate buying behavior
c. marketing myopia
d. business buying behavior
e. reseller buying behavior
130. Kroger buys a lot of cranberry products at Christmas due to high consumer demand. This is an example of _____ demand.
a. joint
b. derived
c. elastic
d. fluctuating
e. increasing
131. You purchase cleaning supplies for your custodial help regularly. It is therefore a _____.
a. modified rebuy
b. new task
c. straight rebuy
d. modified straight rebuy
e. consumer buy
132. If the consumer’s drive is strong and a satisfying product is near at hand, the consumer is likely to buy it then. If not, the
consumer may store the need in memory or undertake a(n) _____.
a. brand personality
b. alternative evaluation
c. postpurchase behavior
e. dismissal
133. Consumers arrive at attitudes toward different brands through some evaluation procedures. Which describes how this
happens?
a. Consumers use careful calculations and logical thinking.
b. Consumers sometimes do little or no evaluating; instead, they buy on impulse and
rely on intuition.
c. Sometimes consumers turn to friends for advice.
d. Some consumers are brand-loyal.
e. All of the above.
(Answer: e; p. 143; Easy)
134. You call in a department manager to assist in a purchase of industrial equipment. You are considering a change in product
specifications, terms, and possibly suppliers. This sounds like a _____.
a. modified rebuy
b. new task
c. straight rebuy
d. tough decision
e. gatekeeper activity
135. After an individual’s need for food, clothing, and shelter is filled, he or she will work to fill _____ needs.
a. physiological
b. safety
c. social
d. self-esteem
e. self-actualization
1. Filmmakers want movie titles that use basically the same factors that make a good brand name; they must be __________,
grab attention, have no legal restriction, and capture the essence of the film.
Answer: concise
3. Concept tests of plots using surveys, testing of marketing campaigns, sneak previews, and tracking studies are all examples
of market research techniques. Collectively, they are used in the movie industry to
Answer: reduce uncertainty and to improve marketing decisions.
4. The process of defining a marketing problem and opportunity, systematically collecting and analyzing information,
Answer: and recommending actions is referred to as __________. marketing research
5. Members of the Book Promoters Association of Canada recently questioned what could be done to rejuvenate the
Canadian book publishing industry. Some members claimed the problem was Canadian retailers had been replaced by Wal-
Marts. Others said the problem was with stodgy promotions. Still others said the problem was caused by too little money
being budgeted to fund marketing programs. The best way to identify the true problem would be to use __________.
Answer: marketing research
6. Decision making is the act of
Answer: consciously choosing from alternatives.
7. Setting research objectives and identifying possible marketing actions would take place during which stage in the five-step
marketing research approach?
Answer: define the problem
8. Research objectives are __________.
Answer: specific measureable goals
9. Effective decision makers rely on criteria or standards used in evaluating proposed solutions to a problem, which is known
as
Answer: measures of success
10. When Home Depot entered the Quebec market, two percent of the population was aware of the retail chain. To
determine how effective its advertising was in the first 18 months of its presence in the Canadian province, it conducted
awareness research for a second time. Prior to conducting the research, it was decided that if at least 50 percent of the
population were aware of the Home Depot brand that it would continue its present advertising program. This is an example of
a(n)
Answer: Measure of success
11. The second step of the marketing research approach is __________.
Answer: develop the research plan
12. The third step of the marketing research approach is __________.
Answer: collect relevant information
13. The fourth step of the marketing research approach is __________.
Answer: develop findings
14. The fifth step of the marketing research approach is __________.
Answer: take marketing actions
15. Constraints refer to
Answer: in a decision, the restrictions placed on potential solutions to a problem.
16. What are two common constraints in marketing problem solving?
Answer: limitations on the time and money available
17. After defining the problem and developing the research plan, the next step in the marketing research process is to
Answer: collect relevant information
18. Penningtons Superstore, which specializes in plus-size fashions for women, wanted to see if it should add a line of plus-
size junior wear. The following statement reflects which step in the marketing research process? "To see which is more
effective, offering products for this market in our current stores or opening separate stores targeted directly to the teenage
market, let's distribute questionnaires to current shoppers and solicit their opinions, set up some focus groups with plus-size
teens, and locate any relevant secondary research."
Answer: Collect relevant information.
19. Data refers to
Answer: the facts and figures related to the problem that is divided into two main parts: secondary data and primary data.
20. Secondary data are the
Answer: facts and figures that have already been recorded before the project at hand.
21. Secondary data can be divided into two parts- ________ and ________.
Answer: internal data; external secondary data
22. Primary data refer to
Answer: facts and figures that are newly collected for a project at hand.
23. A survey by Economic Research Service of the U.S. Department of Agriculture, government statistics from the
Department of Commerce, stock market information from the Wall Street Journal would all be examples of
Answer: external secondary data
24. The 2007 __________ contains data on the number and sales of establishments in the United States that produce a good or
service based on its geography, industry sector, and North American Industry Classification code.
Answer: Economic Census
26. A general rule of thumb among marketing researchers is to obtain __________ first and then collect __________.
Answer: secondary data; primary data
27. Two Important advantages of secondary data are

Answer: they are usually inexpensive and save time
28. STAT-USA provides
Answer: information on U.S. business, economic and trade activity collected by the federal government
30. Google
Answer: is the most popular portal to the entire Internet accessed by entering key words or topics for specific searches
31.Facts and figures obtained by watching, either mechanically or in person, how people actually behave are referred to as
__________ data.
Answer: observational
32. Shelly, the manager of a large grocery store, was concerned. She had received complaints from several customers who
said they had been treated rudely by clerks at the store. In order to determine whether or not her clerks were indeed rude,
Shelly hired a team of marketing researchers. The researchers posed as customers shopping in the store, but were actually
taking notes and recording the actions of the store clerks. Later, Shelly reviewed those notes. The research notes Shelly
reviewed were a form of __________ data.
Answer: observational
33. Nielson Media Research collects national TV ratings by using a "people meter." This box is attached to TV sets, VCRs,
cable boxes, and satellite dishes in over 9,000 homes across the country. It has a remote that operates the meter when a
viewer begins and finishes watching a TV program and transmit the viewing information to Nielson Media Research. Nielson
Media Research is collecting ____________.
Answer: observational data
34. People posing as customers, who are paid to check on the quality and pricing of a company's products and services and
write a detailed report on the experience, are referred to as __________.
Answer: mystery shoppers
35. Which of the following statements concerning ethnographic research is most accurate?
Answer: Ethnographic research uses anthropologists and other trained researchers to observe consumers in their natural use
environment
36. A new field of marketing that studies the brain and its response to marketing stimuli is referred to as
Answer: Neuromarketing
37.Questionnaire data refers to
Answer: the facts and figures obtained by asking people about their attitudes, awareness, intentions, and behaviors.
38. Research and media firm Youth Culture published Watch magazine, a teen publication given out free to high school
students, but the publication was unable to deliver response rates to coupons or sample offers that its advertisers expected.
Youth Culture handed out surveys to learn how students felt about the publication. Feedback indicated teen boys and girls
were demanding very different things from the publication. This feedback was gleaned from __________ data.
Answer: Questionnaire
40. When Marine Midland Bank sent market researchers door-to-door in the neighborhoods of their branch banks to talk to people with
saving accounts and discuss with them why they did not also have checking accounts and credit cards Marine Midland researchers were
using ___________ to collect data.
Answer: individual interviews
41. A special kind of individual interview in which researchers ask lengthy, free-flowing kinds of questions to probe for
underlying ideas and feelings is called a
Answer: depth interview.
42. A marketing research approach that uses a discussion leader to interview 6 to 10 past, present, or prospective customers is
referred to as
Answer: a focus group.
43. The practice of identifying "emerging shifts in social behavior," which are driven by changes in pop culture that can lead to
new products is called __________ hunting
Answer: trend
44. Surveys that enable the interviewer to be flexible in asking probing questions or getting reactions to visual materials
would be best conducted using
Answer: personal interviews.
45. Marketers are increasingly using online surveys to collect primary data. The reason:
Answer: most consumers have an Internet connection and an e-mail account.
46. Marketers are increasingly using online surveys to collect primary data. Marketers can ask consumers to complete a
"__________" survey. These small Web pages containing an advertisement that appears on your screen outside the current
Web site loaded into your browser.
Answer: pop-over
47. The advantage of ____________ are that the cost is relatively minimal and the turnaround time for data collection to
report presentation is much quicker than the traditional methods of data collection.
Answer: on-line surveys
48. A(n) __________ question allows respondents to express opinions, ideas, or behaviors in their own words without being
forced to choose among alternatives that have been predetermined by a marketing researcher.
Answer: open-ended
49. "Why do you smoke?" is an example of which type of question?
Answer: open-ended
50. A(n) __________ question requires respondents to select one or more response options from a set of predetermined
choices.
Answer: closed-end
53. A __________ provides an online meeting place where people with similar interests can communicate and find useful
information.
Answer: social network
54. Data obtained by manipulating factors under tightly controlled conditions to test cause and effect is an example of
Answer: an experiment.
55. Simply put, in marketing experiments, the independent variable is the __________ and the dependent variable is/are the
__________.
Answer: cause of an action; effect of an action
56. When Procter & Gamble Co. acquired the Old Spice brand it decided to reposition the brand by using different advertising
to see whether sales would then increase. The possible sales increase is the __________ in this experiment.
Answer: dependent variable
57. Drivers are used with which of the four P's?
Answer: product, price, promotion, and place inclusively
58. In marketing experiments, the independent variables of interest - sometimes called the marketing __________-are often
one or more of the marketing mix elements, such as product features, price, or promotion
Answer: drivers
59. Offering a product for sale in a small geographic area to help evaluate potential market actions is called __________.
Answer: Test markets
60. What type of market would a food company use to offer a product for sale in a small geographic area to help them
evaluate potential marketing actions?
Answer: test market
61. Involving operating computer networks that can store and process data is referred to as
Answer: information technology.
62. A collection of databases that store, organize, and manage data sources is called a _________
Answer: data warehouse
63. When a marketing manager begins asking "what if" questions to determine how changes in a factor like price or
advertising affect marketing results like sales or profits, she is performing a(n) ___________ analysis.
Answer: sensitivity
64. The extraction of hidden predictive information from large databases to find statistical links between consumer
purchasing patterns and marketing actions is referred to as
Answer: data mining.
65. Data Mining refers to
Answer: The extraction of hidden predictive information from large databases.
66. Analyzing data and presenting findings would take place during which stage of the five-step marketing research
approach?
Answer: develop findings
67. Once a market researcher has defined the problem, developed the research plan, and collected the relevant information,
what is the next thing he or she needs to do?
Answer: analyze data and present findings
68. Making action recommendations, implementing action recommendations, and evaluating results would take place during
which stage of the five-step marketing research approach?
Answer: Take marketing actions
69. The final stage in the five-step marketing research approach includes making action recommendations, implementing
action recommendations, and
Answer: monitor how the decisions work turn out
70. Evaluating the results of a marketing decision involves
Answer: monitoring the marketplace to determine if action is necessary in the future.
71. Marketing teams must be vigilant for ways to improve the analysis and results - to learn lessons that might apply to future
marketing research efforts. Evaluating the effectiveness of a marketing decision involves
Answer: determining if the marketing research and analysis used to develop the recommendations was effective.
72. The total sales of a product that a firm expects to sell during a specified time period under specified environmental
conditions and its own marketing efforts is referred to as
Answer: sales forecasting.
73. Sales forecast refers to
Answer: the total sales of a product that a firm expects to sell during a specified time period under specified environmental
conditions and its own marketing efforts.
74. A(n) __________ forecast involves starting with the last known value of the item being forecast, listing the factors that
could affect the forecast, assessing whether they have a positive or negative impact, and making the final forecast.
Answer: lost-horse
1.If an advertiser wants flexibility, timeliness, good local market coverage, broad acceptability and high
believability, the advertiser will probably choose which of the following mass media types?  (a) Newspapers
(b) Television  (c) Direct Mail (d) Radio  (e) None of these Ans:- A
2.When producers, wholesalers, and retailers as a unified system, they comprise
(a) conventional marketing system (b) power-based marketing system (c) horizontal marketing system (d)
vertical marketing system
(e) None of these
Ans:- D
3.The type of trade-promotion discount in which manufacturers agree to reduce the price to the retailer in
exchange for the retailer's agreement to feature the manufacture's products in some way is called  (a)
discount
(b) allowance  (c) premium  (d) rebate  (e) None of these Ans:- B
4.The study of human populations in terms of size, density, location, age, gender, race, occupation, and other
statistics is called:  (a) Geothermy  (b) Demography
(c) Ethnography  (d) Hemos-popography (e) None of these Ans:- B
5.Today, advertising captures about ___ percent of total promotion spending
(a) 15  (b) 23  (c) 29  (d) 33  (e) None of these Ans:- B
Marketing Awareness Set 6
6.The process that turns marketing strategies and plans into marketing actions in order to accomplish strategic
marketing objectives is called:  (a) Marketing strategy  (b) Marketing control
(c) Marketing analysis  (d) Marketing implementation (e) None of these  Ans:- D
7.The goal of the marketing logistics system should be to provide:
(a) a targeted level of promotional support.  (b) a targeted level of customer service at the least cost. (c) a
targeted level of transportation expense ratio.  (d) a targeted level of field support.  (e) None of these  Ans:-
B
8.The practice of going after a large share of a smaller market or subsets of a few markets is called:  (a)
undifferentiated marketing  (b) differentiated marketing
(c) concentrated marketing (d) turbo marketing  (e) None of these  Ans:- C
9.The shrinking of distances due to technological advance such as computer and fax connections by
telephone, are one characteristic of what new challenge to marketing?  (a) Rapid globalization
(b) The changing world economy  (c) The call for more socially responsible marketing (d) The micro-chip
revolution  (e) None of these  Ans:- A
10.If Mark Mars pays Hershey Foods Corporation for the right to use their name on his line of T-shirts, then Mr.
Mars is using which type of branding?  (a) Licensed brand  (b) Manufacturer's brand
(c) Private brand (d) Co-brand  (e) None of these Ans:- A
1. Sub market is also known as ______?

1. Origin of market
2. Merging of market
3. Market segment*
4. None of these
2. What is the full form of ‘PLC’?

1. Product life cycle*
2. Product long cost
3. Product life cost
4. None of these
3. Commercialisation of product is based on _______?

1. Production
2. Test Marketing*
3. Pricing
4. Wages
4. Trickledown theory is associated with ___________?

1. Brand
2. Fashion*
3. Patent
4. None of these
5. BPO stands for _________?

1. Balance of payment
2. Budget Product Online
3. Business Process Outsourcing*
4. None of these
6. ‘AIDA’ is related to ________?

1. Branding
2. Packaging
3. Advertising*
4. None of these
7. Who is Prospect Customers?

1. Potential Customers*
2. Present Customers
3. Staff
4. None of these
8. Hire Purchase System is _______?

1. A contract of sales
2. Method of Pricing
3. An agreement to sell*
4. None of these
9. SEM stands for _______?

1. Search Engine Marketing*
2. Sales Even Method
3. Sales Even Organisation
4. None of these
10. What do you mean by Data Wave House?

1. A Godown
2. A shop selling computers
3. A Showroom
4. A system where data on customers is stored*
Prepared By
VAIBHAV (MBA in Marketing & PO at Punjab National Bank)
NIKHIL SHARMA (MBA in Marketing & MO at UNION BANK of INDIA)

Notes For MM MNGMNT

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MARKETING QUESTIONS

2. The target group for Car loans is

3. The best promotional tool in any marketing is

5. The target group for Education Loans is

6. Service Marketing is the same as

7. Good marketing requires one of the following.........

8. Marketing in banks is a necessity today, due to...........

9. Antivirus software is an example of.....................

11. Microsoft Office is

12. Computer connected to a LAN (Local Area Network) can

13. Which of the following refers to the memory in your computer?

14. Information travels between components on the motherboard through

16. Every computer has a(n)_____; many also have_____.

17. Main memory works in conjunction with_____.

19. The database administrator’s function in an organization is

1. Aggressive Marketing is necessitated due to.

2. The sole aim of marketing is to-

4. Online Marketing is the function of which of the following

5. Cross-selling is a basic function of

7. The best advertisement is

8. Credit cards are used for

9. The major advantage of survey research is its-

10. Sales promotion involves, the incorrect option

Q2. What is the advantage of advertisement society has?

Q3. Newspapers are sold for very cheaper rates because

Q4. Which of the following is the best definitions of chain shops?

Q5. What is the basic Fundamental of Marketing Management?

Q7. Marketing management is the combination of–

Q8. What are is one of elements of Marketing Planning?

Q10. A strategy is a particular type of ______.

Q1. A salesman must be honest to wards :

Q3. Scope of marketing Research is

Q5. What is the concept included in Marketing Research?

Q7. Finance required to carry on marketing activities is known as :

Q8. Which is the starting point of marketing process?

Q10. What is one of the function of Advertisement?

Q1. Consumer Products include :

Q2. Which of the following is not a positioning error :

Q3. Product line refers to :

Q4. Most of the opinion leaders are :

Q5. Which of the following is one of the type of wholesellers?

Q7.Marketing Research is a gift of

Q8. The consumer may discard the product tomorrow–

Q10. Collective Bargaining is a main characteristic of–

Q3. A brand name is one of the elements of the

Q8. Which variable is related to the marketing decision taken by an enterprise ?

Q9. Who has divided marketing decision into four parts ?

(e) When product is of high cost/price

Q3. Demand variables should be taken care of, because —

Q5. What is one of the different parts of controllable demand variables ?

Q6. Which of the following is a uncontrollable variables ?

Q7. Which variable is related to the marketing decision taken by an enterprise?

Q8. Who has divided marketing decision into four parts ?

Q1. Diversification in existing products can be done with the help of —

Q2. Maximum Utilization of marketing resources of an enterprise is necessary to make _______.

Q3. If an enterprise want to be successful in its marketing efforts, it must —

Q4. What is one of the benefits of large scale production ?

Q6.Which of the following is not related with international marketing:

Q7. MNCs can be classified on the basis of :

Q9. What are the different controllable demand variables?

(2) extra profit on the same cost

2. In Consumer behavior ‘Perception is a process through which-

(3) a consumer’s mind receives, organizes and interprets physical time

16. Every computer has a(n)_; many also have_.