CENTRAL INSTITUTE OF BUSINESS 3.

Buying, assembling and selling are …………

MANAGEMENT RESEARCH AND functions of marketing
DEVELOPMENT, NAGPUR
SESSIONAL EXAMINATION  Merchandising functions
Bachelor of Business Administration (B.B.A.) Semester
—VI Examination  facilitating function
ADVANCED MARKETING MANAGEMENT
Paper—2  distribution function
Elective—A M.M.
Time :1 ½ Hours] [Maximum Marks : 80  Management function

Note: a] All questions carry two marks each 4...............represent a suitable field of marketing
action where a company may have a potential
b] Best 40 questions will be evaluated
trading Advantage

 Marketing opportunity
Full Name: ___________________________  selling opportunity
_____________________________________  advertising

 storage
Roll Number: _____________________
5. Customers who are loyal to two or three brands
in a product group are ………………………

Mobile Number: ________________________

 Hard core loyal

 Soft core loyal

 Switchers

 Just Loyal
1. Refers to those in the targeted market who
have purchased the product. 6. The traditional view of marketing is that the firm
 target market
makes something and then ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ it.

 Penetrated market  Markets

 available market  Sells

 potential market  Prices

2........................are goods with high volume, low  Services.

unit value and fast purchase
7. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ can be produced and marketed
 soft goods
as a product.

 FMCG  Information

 consumer durables  Celebrities

 services  Properties

 Organization.
  An organizational function and a set of
process for creating, communicating and
8. The task of any business is to deliver ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ delivering, value to customers and that
at a profit. benefit the organization.
13. Marketing is a process which aims at
 Customer needs
‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.

 Products
 Satisfaction of customer needs

 Customer value
 Selling products

 Quality.
 Production

 Profit making.
9. A market where goods are sold in bulk quantities
to the customers is known as ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐. 14. Marketing is a ‐‐‐‐‐‐‐‐‐‐‐‐‐ function of
transferring goods from producers to
 Retail market consumers.

 Wholesale market  Systematic

 Product market  Economic
 Service market.  Management

10. Good marketing is no accident, but a result of  Commercial.

careful planning and ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.
15. Marketing helps firms to increase their profits
 Execution by ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.

 Selling  Increase in sales

 Research  Increase in production
 Strategies.  Increase in price
11. Marketing is both an “art” and a “science”  Increase in customer.
there is constant tension between the
formulated side of marketing and the 16. Which is the feature of direct marketing
‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ side. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐

 Creative
 Open dialogue
 Management

 Selling  One‐to‐one communication

 Behavior.
 personal relationship
12. The most formal definition of marketing is
‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.

 Meeting needs profitability

 All of the above.

 Improving the quality of life for 17.‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ is the result of artificial scarcity
consumers
of products created by a firm.
 The 4Ps
  Selective de‐marketing  Society and target market

 Re‐ marketing  Price and services.

 Personal relationships
23. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ is aimed at encouraging renewed
use of a product in which market interest has
 All of the above. declined.

 De marketing
18. Re marketing is related with creating demand
for ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.
 Re marketing

 Fresh products
 Synched

 Non‐usable product
 Tele marketing.

 Low quality products 24. ‐‐‐‐‐‐‐‐‐‐‐‐ can be achieved only when all person
within the organization understand the
 Renewed use of products. importance of the customer.

19. Tele –marketing is a part of ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.  Profit maximization

 Direct marketing  Sales volume

 Social marketing  Customer Satisfaction

 Viral marketing  Cost minimization

 Relationship marketing. 25. The customer focused philosophy is known as

the ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ concept.
20. ‐‐‐‐‐‐‐‐‐‐‐‐‐ is an attempt to reduce the demand
for consumption of a specific product or service  Production
on permanent or temporary basis.
 Product
 De‐Marketing
 Selling
 Re‐Marketing
 Marketing.
 Ostensible Marketing
26. In the traditional ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ concept, the
 Synchronic Marketing main strategy of the company is to find
customers for the product manufactured by
21. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐ is a strategy designed to cultivate them and somehow convince the customer into
customer loyalty, interaction and long term buying this product.
association with the company.  Selling
 Virtual Marketing
 Product
 Relationship Marketing
 Production
 Social Marketing
 marketing.
 De‐Marketing
27. The ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ function of marketing makes
22. Direct marketing refers to a communication the products available in different geographic
between the ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ and ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐
regions.
directly.

 Seller and buyer

 Production

 Firm and suppliers

 Selling
  Distribution  Targeting.

 Promotion. 33. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐

Segmentation classifies
consumers on the basis of age, sex, income,
28. Ensuring the availability of the products and and occupation.
services as and when required by the
customers is ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ utility.  Psychological

 Time  Geographic

 Place  Demographic

 Form  Behavioral

 Possession.

29. Transportation belongs to ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐

34. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ is the process of identifying
function of marketing.
specific market segments.
 Research  Market targeting

 Exchange  Target marketing

 Physical supply  Positioning

 Facilitating.  Marketing

30. A firm identifies the target market, needs and 35. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ referred to as zero
wants of customer through segmentation.

 Marketing research  Mass marketing

 Planning  Niche marketing

 Concept  Differentiated marketing

 Segmentation.  Market targeting

31. Fixing and maintaining the standards for 36. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ is a process of transforming
quality, quantity, size and other features of the information and experience into knowledge.
product refer to ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.
 Marketing
 Standardization
 Positioning
 Grading
 Perception
 Packaging
 Learning
 Labeling.
37. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ is the next stage of market
segmentation.
32. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐ is a process of identifying the areas
of market that are different from one another.  Market targeting
 Marketing  Positioning
 Segmentation  MIS
 Promotion  Marketing
38. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ derives a person towards
selection of a particular shop or suppliers
 Basic needs
of goods and services.  Functional characteristics
 Product  Additional benefits
 Patronage  Expected features.

 Rational 44. A banking product is an example for

‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.
 Emotion
 Tangible product
39. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ helps to understands how
consumers are influenced by their  Generic product
environment.
 Potential product
 Consumer behavior
 Intangible product.
 Motives
45. Industrial products are ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ products.
 Perception
 B2B
 Learning
 B2C
40. Groups that have a direct or indirect influence
on a person‘s attitudes or behavior is known as  FMCG
‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.
 Convenience.
 Reference groups
46. Testing before launching a product is known as
 Family ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.

 Roles  Test marketing

 Status  Concept testing

41. The ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ concept holds that
consumer will favor those products that offer the
 Acid test
most quality, innovative features.  Market test.
 Production
47. The marketing outcomes of a product are
 Marketing known as ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.

 Product  Profit

 Selling  Brand loyalty

42. The four Ps are characterized as being  Branding

‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.  Brand equity.
 Product, Positioning, place and price
48. The emotional attachment of a customer
 Product, production, price and place towards a brand is known as ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.

 Promotion, place, positioning,  Brand association

production
 Perceived quality
 Product, place, price and promotion
 Brand loyalty
43. Argument product contains ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.
  Brand awareness.

49. The literary meaning of the term product is

‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.

 Lead forward

 Good

 Features

 Goods and services.

50. ‐‐‐‐‐‐‐‐‐‐‐‐‐ is the act of designing the company

offering and image to occupy a distinctive place
in the target market’s mind.

 Positioning

 Segmentation

 Consumer market

 Consumer behavior.