Marketing management[1]

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

True/FalseQuestion A channel's length is also called as horizontal

dimension.Correct Answer False

Your Answer False

Multiple Choice Single AnswerQuestion It concentrates on organisation design and work

flowCorrect Answer Flotilla

Your Answer Statistical quality control

Select The BlankQuestion ________ distribution is used when a small

percentage of customers account for a largepart of sale.

Correct Answer Selective

Your Answer Selective

Multiple Choice Multiple AnswerQuestion The reseller's assortment influences it's

Correct Answer Marketing mix , Customer mix , Supplier mix

Your Answer Marketing mix , Customer mix , Buyer mix

Select The BlankQuestion Specific ________ emerge from broad

stratefgiesCorrect Answer Tactics

Your Answer Objectives

Multiple Choice Single AnswerQuestion What is Market development?

Correct Answer Existing product-New market

Your Answer New product-New market

Multiple Choice Multiple AnswerQuestion Income,occupation,education, age,marital status

are factors of which type of segmentation?Correct Answer Geographic , Demographic

Your Answer Demographic

Select The BlankQuestion There are more number of substitutes for

________ products.Correct Answer Multi use

Your Answer Multi use

Multiple Choice Multiple AnswerQuestion These are the characteristics of services

Correct Answer Sold on basis of benefits , Quality control istough

Your Answer Sold on basis of benefits , Quality control istough

Multiple Choice Multiple AnswerQuestion Planning of long term strategies are based on

following factors:Correct Answer Opportunity , Objectives, Strategies, Situation

assessment, Organisation mission , ResourcesYour Answer Strengths , Objectives, Strategies, Situation

assessment, Organisation mission , Resources

Select The BlankQuestion Competition tends to focus on ________ as a

product moves through its life cycle.Correct Answer Price

Your Answer Quality

Select The BlankQuestion The onus of advertising, pricing and sales

promotion policies is put on ________distribution.

Correct Answer Exclusive

Your Answer Integral

Select The BlankQuestion ________is a strong internal stimulus impelling

actionCorrect Answer Drive

Your Answer Drive

True/FalseQuestion Market foreacsts are available from sources like

governmentCorrect Answer False

Your Answer True

Multiple Choice Multiple AnswerQuestion Physical distribution management includes

Correct Answer Manufacturer , Middlemen , Warehouseoperators

Your Answer Manufacturer , Customer , Middlemen ,Warehouse operators

True/FalseQuestion Consumer behaviour is more challenging across

international border.Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Manufacturers offering variety of price

promotions to their middlemen is calledCorrect Answer Trade promotion

Your Answer Trade-in allowance

Select The BlankQuestion Total cost is the sum of ________ + Variable

cost.

Correct Answer Fixed cost

Your Answer Fixed cost

Multiple Choice Multiple AnswerQuestion Money is invested by way of

Correct Answer Debt , Equity

Your Answer Risk , Equity

Select The BlankQuestion ________ describes a person's favourable or

unfavourable action tendencies towards objectCorrect Answer Attitudes

Your Answer Attitudes

Multiple Choice Single AnswerQuestion Consumerism emerged in which era of

Marketing?Correct Answer Sales

Your Answer Sales

Match The FollowingQuestion Correct Answer Your Answer

Wide marketcoverage isachieved.

Intensive distribution. Intensive distribution.

Helps in the processof matching demandand supply.

Marketing channel Marketing channel

No intermediariesbetween producerand consumer.

Direct channel Direct channel

Combining two ormore levels of achannel under oneparticipant's control.

Vertical integration Vertical integration

True/FalseQuestion Logistics is an area of potentially high cost

saving and improves customer satisfaction.Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Decline in buying power due to price levels

rising more rapidly than income is calledCorrect Answer Inflation

Your Answer Inflation

True/FalseQuestion In pure competition many sellers and buyers are

there and have major effect on demand andsupply of the product's market price

Correct Answer False

Your Answer True

Select The BlankQuestion ________ measures actual sales and not

intentions to buyCorrect Answer Market tests

Your Answer Market tests

Multiple Choice Single AnswerQuestion This strategic posture invests sufficiently to stay

in the race but avoids pre-mature commitmentsCorrect Answer Reserve the right to play

Your Answer Reserve the right to play

Multiple Choice Single AnswerQuestion As a person acquires additional units of a

product, the amount of satisfaction(each unitadds to total satisfaction), is less than theprevious unit. This is called

Correct Answer Law of diminishing marginal utility

Your Answer Law of diminishing marginal utility

Multiple Choice Single AnswerQuestion New product forms and brands enter in which

stage of product life cycle?Correct Answer Growth

Your Answer Introductory

Select The BlankQuestion ________ leads to generalisation where similar

stimulus generate the same kind of responseCorrect Answer Reinforcement

Your Answer Cues

True/FalseQuestion Marketer should keep company's mission and

marketing objectives in mind while makingpricing decisions.

Correct Answer True

Your Answer True

Multiple Choice Multiple AnswerQuestion Socio-cultural environment consists of

Correct Answer Social class , Culture

Your Answer Technology , Social class , Culture

Multiple Choice Multiple AnswerQuestion Commercial sources have following sources

Correct Answer Advertising , Packaging , Sales persons

Your Answer Advertising , Packaging , Mass media

True/FalseQuestion After sales service is provided in a customer

orirnted firmCorrect Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Product should be considered from the point of

view ofCorrect Answer Customer

Your Answer Customer

Multiple Choice Multiple AnswerQuestion Types of Organisational Market

Correct Answer Reseller market , Industrial market ,Government market

Your Answer Reseller market , Industrial market ,Government market

Multiple Choice Multiple AnswerQuestion Research design is classified as :

Correct Answer Function , Methodology

Your Answer Function , Methodology , Predictive ,Experimental

Multiple Choice Single AnswerQuestion A diet conscious person after playing football is

thirsty. He opts for :-Correct Answer Diet coke

Your Answer Diet coke

True/FalseQuestion "Idea screening" stage reduces the number of

ideas based on company's criteria.Correct Answer True

Your Answer True

Multiple Choice Multiple AnswerQuestion Categories of adopters are

Correct Answer Innovators , Early adopters , Laggards

Your Answer Innovators , Early adopters , Late adopters ,Laggards

True/FalseQuestion Secondary data is cheaper and faster to collect

than primary dataCorrect Answer True

Your Answer True

Multiple Choice Single AnswerQuestion This method enables the forecaster to take into

consideration seasonal fluctuations and longterm fluctuations

Correct Answer Time Series Analysis

Your Answer Time Series Analysis

Select The BlankQuestion Wholesalers and retailers help manufacturer in

carrying ________ flow to final buyers.Correct Answer Title

Your Answer Title

True/FalseQuestion "Promotion" is considered in conjunction with

"Convenience" .Correct Answer False

Your Answer True

Multiple Choice Single AnswerQuestion To serve a market segment profitably means

Correct Answer Sales revenue generated is more than cost ofmarketing effort

Your Answer Sales revenue generated is more than cost ofmarketing effort

Multiple Choice Multiple AnswerQuestion Uses of Market research are:

Correct Answer Advertising effectiveness , Sales forecasting ,Identifying market trends

Your Answer Advertising effectiveness , Sales forecasting ,Identifying market trends , MIS formation


Motivationalresearch

It analysesconsumer motives

It is used to forecastfuture values such assales revenue etc

Historical research Uses pastexperiences to findsolutions

Uses pastexperiences to findsolutions

Survey research Obtains data fromrespondents inperson

Obtains data fromrespondents inperson

Experimentalresearch

One factor isconstant and holdingother factors

Tests hypothesisabout the relationshipbetween dependentvariables

MM1LIST OF ATTEMPTED QUESTIONS AND ANSWERS

Multiple Choice Single AnswerQuestion It is the process of identifying smaller markets within a

larger market.Correct Answer SegmentationYour Answer Segmentation

True/FalseQuestion Psychogenetic needs are intense enough to motivate a person

to act immediatelyCorrect Answer FalseYour Answer True

Multiple Choice Single AnswerQuestion Production creates which type of utilityCorrect Answer FormYour Answer Possession


Correlation method Historical data Historical data

Market forecast Industry trade associations Market potential

Economic forecast Government Industry trade associations

Sales forecast Sales volume Sales potential

Multiple Choice Single AnswerQuestion It sets a sales performance standard against which actual sales

results can be compared with potential salesCorrect Answer Sales forecastYour Answer Sales forecast

True/FalseQuestion Market segmentation is the decision to identify different

groups that compose the market and to develop specific product for each ofthese groups.Correct Answer FalseYour Answer True

True/FalseQuestion Demand is highly elastic for industrial goodsCorrect Answer FalseYour Answer True

Select The BlankQuestion The factor of satisfaction and ________ motives are

consistent in societyCorrect Answer ProfitYour Answer Profit

Multiple Choice Single AnswerQuestion Recession stage in business cycle is also calledCorrect Answer SlowdownYour Answer Slowdown

Select The Blank

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MM1Question Customer's changing wants and their behaviour can be better

understood in ________ distribution.Correct Answer DirectYour Answer Horizontal

Multiple Choice Multiple AnswerQuestion What is Statistical Quality Control(SQC)Correct Answer Identifies quality and productivity from a production

process , Identifies impact of any change on performance , Instantly spotsmalfunctions and show where they occurYour Answer Identifies quality and productivity from a production process ,

Identifies impact of any change on performance , Integrates manufacturing withbusiness strategyTrue/FalseQuestion After sales service is provided in a customer orirnted firmCorrect Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion Quantity discrepancy for a convenience product in a marketing

channel is adjusted by :Correct Answer RetailerYour Answer Retailer

Select The BlankQuestion Specific ________ emerge from broad stratefgiesCorrect Answer TacticsYour Answer Plans

Multiple Choice Multiple AnswerQuestion After the new product has passed the conceptual stages it

becomes more concrete in which stages?Correct Answer Test marketing , Commercialisation , Product

developmentYour Answer Test marketing , Product development , Marketing strategy

developmentTrue/FalseQuestion Formal planning provides clearer performance standards.Correct Answer TrueYour Answer True

Select The BlankQuestion Toffees and chocolates, magazines etc are examples of

________ productsCorrect Answer ImpulseYour Answer Impulse

Select The BlankQuestion Competition tends to focus on ________ as a product moves

through its life cycle.Correct Answer PriceYour Answer Price

Multiple Choice Multiple AnswerQuestion The tangible inputs in a business areCorrect Answer Capital , Machine , TimeYour Answer Technology , Machine , Capital

True/FalseQuestion Consumer behaviour is more challenging across international

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MM1border.Correct Answer TrueYour Answer False

Multiple Choice Single AnswerQuestion Safety stock available with a company is 200 units and seasonal

stock is 150 units. The usage rate of the product is 5 units/day and lead timeis of 10 days. Calculate the basic stock.Correct Answer 400 unitsYour Answer 400 units

Select The BlankQuestion ________ is some characteristic of people in the market that

helps in dividing it.Correct Answer FactorYour Answer Age

True/FalseQuestion The key to successful new product introduction lies in a

systems approach.Correct Answer TrueYour Answer True

True/FalseQuestion Marketing involves a backward communication from consumer

to producerCorrect Answer TrueYour Answer False

Select The BlankQuestion ________ product is sold for use in producing other goods

or servicesCorrect Answer IndustrialYour Answer Industrial

Multiple Choice Multiple AnswerQuestion Senses in our body areCorrect Answer Taste , Touch , SeeYour Answer Taste , Touch , See

Multiple Choice Multiple AnswerQuestion Planning of long term strategies are based on following

factors:Correct Answer Opportunity , Objectives, Strategies, Situation

assessment, Organisation mission , ResourcesYour Answer Strengths , Objectives, Strategies, Situation assessment,

Organisation mission , ResourcesSelect The BlankQuestion ________ can price it's product without any regard to

competitor.Correct Answer Pure monopolistYour Answer Monopolist

Multiple Choice Single AnswerQuestion The greatest amount of satisfaction comes from which utilityCorrect Answer PossessionYour Answer Possession

Multiple Choice Single AnswerQuestion The input to 'Stimulus Response Model' isCorrect Answer Stimuli

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MM1Your Answer Stimuli

True/FalseQuestion Secondary data is cheaper and faster to collect than primary

dataCorrect Answer TrueYour Answer False

Multiple Choice Multiple AnswerQuestion For exchange to take place, which conditions must be satisfied

?Correct Answer Each party is capable of communication and delivery ,

Atleast two parties , Each party has something that might be of value to theother partyYour Answer Atleast two parties , Each party is capable of communication

and delivery , Each party has something that might be of value to the otherpartyMultiple Choice Multiple AnswerQuestion For a low involvement regular purchase product, consumer

goes through what all stages of buying processCorrect Answer Need recognition , Purchase decisionYour Answer Need recognition , Information research , Evaluation of

alternativesMultiple Choice Single AnswerQuestion " How much to order " is also called asCorrect Answer Basic stockYour Answer Safety stock


Many sellers and buyers and none of them have much effect on the totaldemand,supply and product's market price Pure competitionMonopolistic

Only one seller and no competition permitted legally MonopolyMonopoly

Few sellers but account for bulk of industry's sales Oligopoly Oligopoly

Many sellers and buyers and each seller's offering is somewhat different thanothers Monopolistic Pure competition

Select The BlankQuestion The demand for a product is ________ when price cut causes

revenue to increase.Correct Answer Price elasticYour Answer Price elastic

Multiple Choice Multiple AnswerQuestion Characteristics of mass market strategy are :Correct Answer One market mix for target market , One distribution

and promotion strategyYour Answer One market mix for target market , Number of pricing

strategies , Inventory and distribution costs are highMultiple Choice Multiple AnswerQuestion Socio-cultural environment consists ofCorrect Answer Social class , Culture

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MM1Your Answer Technology , Social class , Culture

Multiple Choice Multiple AnswerQuestion What is Marginal cost?Correct Answer The additional cost of each unit of product , It

ignores non price competition , Marginal revenue is less than average revenueYour Answer The additional cost of each unit of product , It ignores non

price competition , It is useful for new productsMultiple Choice Single AnswerQuestion The tool that a sender uses to reach to the receiver is called:Correct Answer MessageYour Answer Message

Multiple Choice Single AnswerQuestion This strategic posture invests sufficiently to stay in the race

but avoids pre-mature commitmentsCorrect Answer Reserve the right to playYour Answer Shapers

Multiple Choice Single AnswerQuestion Lead time for a product is 10 days and usage rate is 6

units/day. Reorder point will be …Correct Answer 60 unitsYour Answer 60 units

Multiple Choice Single AnswerQuestion What is diversification?Correct Answer New product-New marketYour Answer Existing product-New market

Multiple Choice Multiple AnswerQuestion Ways to make people do trial purchases?Correct Answer Coupon offers , Discounts , SamplesYour Answer Good packaging , Discounts , Samples

True/FalseQuestion Staffing function applies to all company levels irrespective of

levels of hierarchyCorrect Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion The culture of a company is conveyed throughCorrect Answer Rites , Myths , RitualsYour Answer Rites , Rituals , Style

Select The BlankQuestion ________ measures actual sales and not intentions to buyCorrect Answer Market testsYour Answer Simple trend analysis

Marketing Management Assgn 2 -SenthilTrue/FalseQuestion In negotiated contracts, the bid selected by buyer is not

necessarily the lowestCorrect Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion Trade promotions includeCorrect Answer Push money allowance , Promotional allowanceYour Answer Push money allowance , Cash rebates , Promotional allowance ,

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MM1Damaged goods allowanceTrue/FalseQuestion Change in company's strategy gives rise to problems

necessitating a new structure to be madeCorrect Answer TrueYour Answer False

Multiple Choice Multiple AnswerQuestion What is break down approachCorrect Answer Sales potential varies with country's general level of

economic activity , Market and sales potential is based on economic forecast ,Number of units that a buyer buys is multiplied by the total number ofpotential buyers in that territory to arrive at total salesYour Answer Sales potential varies with country's general level of economic

activity , Market and sales potential is based on economic forecast , Number ofunits that a buyer buys is multiplied by the total number of potential buyersin that territory to arrive at total salesTrue/FalseQuestion Consumer behaviour is easy to understand in familiar country

like India for Indians.Correct Answer FalseYour Answer True

Select The BlankQuestion Buyer's response in ________ method may not be applicable

in other marketsCorrect Answer Market testsYour Answer Market tests

True/FalseQuestion The demand for a specific brand within a product category is

called selective demand.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion Deciding on the number of intermediaries to be employed by a

producer is called:Correct Answer Intensity distributionYour Answer Integral distribution


Ballast business Fit well but low opportunities Fit well but lowopportunities

Gap analysis Difference between desired and projected performanceSome fit and some misfit

Corporate parenting Managing SBU's by a corporate Managing SBU's by acorporate

Heartland business Give the highest priority Give the highest priority

Multiple Choice Multiple AnswerQuestion These products move through short channels:

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MM1Correct Answer Eggs, Bread , Clothing , CementYour Answer Clothing , Maruti 800 Car

Multiple Choice Single AnswerQuestion What is Exclusive Assortment?Correct Answer Carrying the line of only one manufacturerYour Answer Carrying many unrelated product lines

Select The BlankQuestion Product means the ________ and services the company offers

the target market.Correct Answer GoodsYour Answer Value

Select The BlankQuestion Firm's that lack promotional skills rely on ________ for

promotional push.Correct Answer MiddlemenYour Answer Advertising agents

Multiple Choice Single AnswerQuestion Government units that purchase or rent goods for carrying

out main functions of government is calledCorrect Answer Government MarketYour Answer Reseller Market

Select The BlankQuestion Low value but bulky products move through________

channels.Correct Answer ShortYour Answer Direct

True/FalseQuestion Consumer needs are matched with the company capabilities

and goals in marketing process.Correct Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion Major role of promotion is to :Correct Answer Inform , Remind , PersuadeYour Answer Remind , Persuade , Inform

Multiple Choice Multiple AnswerQuestion Factors affecting demand of a product?Correct Answer Population , Increase in buying powerYour Answer Decrease in buying power , Buyer preferences

Select The BlankQuestion ________ can price it's product without any regard to


Select The BlankQuestion ________ are difficult to changeCorrect Answer AttitudesYour Answer Habits

Select The BlankQuestion ________ exists when a few large independent firm accounts

for bulk of an industry's sales.Correct Answer Oligopoly

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MM1Your Answer Pure oligoply


Select The BlankQuestion Optimum marketing mix is obtained using analysis, ________,

implementation and control.Correct Answer PlanningYour Answer Planning

Multiple Choice Multiple AnswerQuestion Socio-cultural environment consists ofCorrect Answer Social class , CultureYour Answer Social class , Culture

True/FalseQuestion The super structure indicates ways in which company's tasks

are integrated or coordinatedCorrect Answer TrueYour Answer True



Multiple Choice Single AnswerQuestion It is a paid form of non personal communication.Correct Answer AdvertisingYour Answer Advertising

Multiple Choice Multiple AnswerQuestion What are the stages in new product development ?Correct Answer Idea screening , Market testing , CommercialisationYour Answer Idea screening , Market testing , Commercialisation

Select The BlankQuestion ________ is a descriptive thought that a person holds about

somethingCorrect Answer BeliefYour Answer Belief


Product related consumer characteristics Brand loyalty, Type of usageBrand loyalty, Type of usage

Demographic Age, Sex Age, Sex

Psychographic Social class, Lifestyle Social class, Buying power

Geographic variables City, Region City, Region

True/FalseQuestion A company's pricing objectives are influenced by time and

circumstances

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MM1Correct Answer TrueYour Answer True

Select The BlankQuestion Major reason for success for new product is ________

product.Correct Answer SuperiorYour Answer Superior

Multiple Choice Single AnswerQuestion The company earns an acceptable rate of return on their net

sales.This profitability objective is called:Correct Answer Target returnYour Answer Profit maximisation

Multiple Choice Single AnswerQuestion It helps an organisation to cope with future by setting

objectives and making strategies to achieve themCorrect Answer PlanningYour Answer Planning

Multiple Choice Multiple AnswerQuestion These are the characteristics of servicesCorrect Answer Sold on basis of benefits , Quality control is toughYour Answer Sold on basis of benefits , Quality control is tough

Multiple Choice Single AnswerQuestion Feedback is fastest in which of the following channels:Correct Answer Personal sellingYour Answer Personal selling

True/FalseQuestion Each product and brand has a status symbol potentialCorrect Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion The areas which become active after promotion budgets have

been set and funds are allocated to promotion mix elements.Correct Answer Sales management , AdvertisingYour Answer Sales management , Advertising

True/FalseQuestion Diversification strategy involves diversifying away from their

original core businessesCorrect Answer TrueYour Answer False

Multiple Choice Single AnswerQuestion What is diversification?Correct Answer New product-New marketYour Answer New product-Existing market



developmentYour Answer Test marketing , Commercialisation , Product development ,

Marketing strategy developmentMultiple Choice Multiple AnswerQuestion Total cost concept includes

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MM1Correct Answer Damaged goods , Inventory obsolescence ,

TransportationYour Answer Damaged goods , Inventory obsolescence , Transportation

Multiple Choice Single AnswerQuestion These are the elements of a plan that specify how objectives

are to be achievedCorrect Answer StrategiesYour Answer Strategies

Multiple Choice Single AnswerQuestion Members of this class neither possess family status nor

unusual wealth but their primary concern is careerCorrect Answer Upper-MiddleYour Answer Upper-Middle

Multiple Choice Single AnswerQuestion It refers to the effect price changes have on quantity

demanded of a product and the firm's sales revenue.Correct Answer Demand elasticityYour Answer Demand elasticity

Select The BlankQuestion Demographic, cultural, political, natural etc combine to form

________ environment.Correct Answer MacroYour Answer Macro

True/FalseQuestion "The customer is always right" is the spirit of marketing

concept.Correct Answer TrueYour Answer True


True/FalseQuestion Marketing concept provides a balance to the exchange process

within the social systemCorrect Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion The culture of a company is conveyed throughCorrect Answer Rites , Myths , RitualsYour Answer Rites , Myths , Rituals



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MM1

Select The BlankQuestion A speciality product is ________ intensively distributed than a

shopping productCorrect Answer LessYour Answer Less


been set and funds are allocated to promotion mix elements.Correct Answer Sales management , AdvertisingYour Answer Sales promotion , Advertising

True/FalseQuestion Sales contests, consumer contests are examples of public

relations.Correct Answer FalseYour Answer False

Select The BlankQuestion Concentration on that segment of market which has the

maximum number of people is called ________Correct Answer Market fallacyYour Answer Market fallacy

Multiple Choice Single AnswerQuestion This allows a marketer to adjust the actual price a customer

pays for new product without reducing it's list priceCorrect Answer Trade-in allowanceYour Answer Trade-in allowance



Multiple Choice Single AnswerQuestion Production creates which type of utilityCorrect Answer FormYour Answer Form

Multiple Choice Multiple AnswerQuestion An unhealthy portfolio hasCorrect Answer Few stars , More dogs

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MM1Your Answer More dogs , Few stars

Multiple Choice Multiple AnswerQuestion For a low involvement regular purchase product, consumer

goes through what all stages of buying processCorrect Answer Need recognition , Purchase decisionYour Answer Need recognition , Purchase decision

True/FalseQuestion Marketer should keep company's mission and marketing

objectives in mind while making pricing decisions.Correct Answer TrueYour Answer True


Exclusive Assortment Carrying the line of only one manufacturerCarrying the line of only one manufacturer

Open bidContract awarded to lowest bidderContract awarded to lowest bidder

Negotiated Contract Direct negotiation with one or more companiescovering project and terms Direct negotiation with one or morecompanies covering project and terms

Deep Assortment Carrying a product family in depth, drawing on manyproducer's output Carrying a product family in depth, drawing on manyproducer's output

Multiple Choice Single AnswerQuestion "Image building" objectives are common in which type of

market structure?Correct Answer OligopolyYour Answer Competition

Select The BlankQuestion ________ leads to generalisation where similar stimulus

generate the same kind of responseCorrect Answer ReinforcementYour Answer Reinforcement

True/FalseQuestion Companies have strenghts in a number of areas but their key

strength are few in number

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Customer is the focal point in Marketing Marketing

Tangible sources Capital, machines,raw material Capital, machines,rawmaterial

Intangible sources Information, time and technology Information, timeand technology

Consumer to producer Backward communication Backward communication

Multiple Choice Multiple AnswerQuestion Limitations of Traditional cost accounting areCorrect Answer Assumes factory as an isolated entity , It measures

only the cost of producingYour Answer Assumes factory as an isolated entity , It measures only the

cost of producing

Multiple Choice Single AnswerQuestion A diet conscious person after playing football is thirsty. He

opts for :-Correct Answer Diet cokeYour Answer Diet coke


True/FalseQuestion Market foreacsts are available from sources like governmentCorrect Answer FalseYour Answer False

Multiple Choice Single AnswerQuestion " When to order" is calledCorrect Answer Re-order pointYour Answer Re-order point

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MM1Multiple Choice Single AnswerQuestion In which stage of Product life cycle, brand choice is heavily

influenced by reference groupCorrect Answer MaturityYour Answer Maturity



Multiple Choice Single AnswerQuestion Major components of marketing mix are :Correct Answer ProductYour Answer Product

Multiple Choice Single AnswerQuestion It indicates the degree of differentiationCorrect Answer StructureYour Answer Culture

Multiple Choice Multiple AnswerQuestion What are psychogenetic needsCorrect Answer Belonging , RecognitionYour Answer Belonging , Recognition

Select The BlankQuestion ________ guides the development of advertisements and

personal sales presentations.Correct Answer AIDAYour Answer AIDA

Multiple Choice Multiple AnswerQuestion Adoption rate will be higher and faster if the product hasCorrect Answer Lower price , Greater utility , Compatability with

societyYour Answer Complexity , Compatability with society

Multiple Choice Single AnswerQuestion It is a reduction in list price granted to channel members

for performing marketing functionsCorrect Answer Trade discountYour Answer Trade discount

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MM1

Select The BlankQuestion Product, price, place and promotion are the 4p's of ________

mixCorrect Answer MarketingYour Answer Marketing

True/FalseQuestion The cultural environment shows long term trends towards a

hedonistic society.Correct Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion Types of Organisational MarketCorrect Answer Reseller market , Industrial market , Government

marketYour Answer Reseller market , Industrial market , Government market

Multiple Choice Multiple AnswerQuestion Characteristics of Effective segmentationCorrect Answer Actionable , Measurable , AccessibleYour Answer Actionable , Measurable , Accessible

Multiple Choice Multiple AnswerQuestion Disadvantages of Primary data are :Correct Answer Cost factor , Time factorYour Answer Cost factor , Time factor , Credibility



True/FalseQuestion A channel's length is also called as horizontal dimension.Correct Answer FalseYour Answer False

True/FalseQuestion Change in company structure from divisional to matrix also

mean changes in the systems in various degreesCorrect Answer TrueYour Answer False

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MM1

Multiple Choice Single AnswerQuestion It limits the alternatives that a decision maker takes in a

given situationCorrect Answer PolicyYour Answer Policy

Multiple Choice Multiple AnswerQuestion Total cost includes :Correct Answer Fixed cost , Variable costYour Answer Fixed cost , Variable cost


out main functions of government is calledCorrect Answer Government MarketYour Answer Government Market



Select The BlankQuestion Specific ________ emerge from broad stratefgiesCorrect Answer TacticsYour Answer Objectives

Multiple Choice Single AnswerQuestion It focusses on one or more selected market segments and

develops separate marketing mix for each segmentCorrect Answer Target MarketingYour Answer Target Marketing

Select The BlankQuestion Product ________ plays a major role in distribution strategy.Correct Answer AwarenessYour Answer Awareness

True/FalseQuestion Buyers are geographically concentrated in the consumer

market.Correct Answer False

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MM1Your Answer False

Multiple Choice Single AnswerQuestion D in AIDA stands for :Correct Answer DesireYour Answer Demand


True/FalseQuestion Shorter production runs are required to produce large number

of products in multi-segment strategyCorrect Answer TrueYour Answer True

True/FalseQuestion Changes in consumer's buying patterns affects channel's horizontal

and vertical dimensions.Correct Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion The areas which become active after promotion budgets have been

set and funds are allocated to promotion mix elements.Correct Answer Sales management , AdvertisingYour Answer Pricing , Sales promotion , Sales management , Advertising

True/FalseQuestion "To increase the market share of our product" .Is it a well

defined objective?Correct Answer FalseYour Answer True

Multiple Choice Single AnswerQuestion It indicates the degree of differentiationCorrect Answer StructureYour Answer Status

Multiple Choice Multiple AnswerQuestion Product characteristics that influence channel selection areCorrect Answer Complexity , Perishability , WeightYour Answer Complexity , Perishability , Buyer wants for a specific product

Multiple Choice Single AnswerQuestion It concentrates on organisation design and work flowCorrect Answer FlotillaYour Answer Systems approach

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MM1Multiple Choice Multiple AnswerQuestion Key concepts of systems view of management includesCorrect Answer Optimisation concept , Total cost concept , Cost trade-off

conceptYour Answer Optimisation concept , Total cost concept , Cost trade-off

concept , Inventory carrying cost concept

Multiple Choice Multiple AnswerQuestion Characteristics of Effective segmentationCorrect Answer Actionable , Measurable , AccessibleYour Answer Actionable , Measurable , Reciprocal , Accessible

Multiple Choice Multiple AnswerQuestion Criteria for choosing distribution channels are :Correct Answer Market coverage , Control , CostsYour Answer Market coverage , Control , Costs , Buyer characteristics

Multiple Choice Multiple AnswerQuestion These are the characteristics of servicesCorrect Answer Sold on basis of benefits , Quality control is toughYour Answer Sold on basis of benefits , Mechanised and automated , Quality

control is tough



Tangible sources Capital, machines,raw material Capital, machines,raw material

Intangible sources Information, time and technology Information, time andtechnology

Consumer to producer Backward communication Forward communication

Select The BlankQuestion ________ concept increases the efficiency of economic systemCorrect Answer MarketingYour Answer Marketing

True/FalseQuestion Product concept testing through physical presentation increase the

reliability of test.Correct Answer TrueYour Answer True

True/FalseQuestion The demand for necessities tends to be more price elastic than

the demand for luxury products.Correct Answer FalseYour Answer True

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MM1


Multiple Choice Multiple AnswerQuestion When is demand price elastic?Correct Answer Price cut causes revenue to increase , Price rise causes

revenue to decreaseYour Answer Price cut causes revenue to increase , Price cut causes

revenue to decrease , Price rise causes revenue to decrease , Price rise causesrevenue to increase


Exclusive Assortment Carrying the line of only one manufacturer Carrying theline of only one manufacturer

Open bid Contract awarded to lowest bidder Contract awarded to lowest bidder

Negotiated Contract Direct negotiation with one or more companies coveringproject and terms Direct negotiation with one or more companies coveringproject and terms


Multiple Choice Single AnswerQuestion What is product concept?Correct Answer Detailed version of idea stated in consumer termsYour Answer Consumer's perception of an actual product

Multiple Choice Single AnswerQuestion A diet conscious person after playing football is thirsty. He opts

for :-Correct Answer Diet cokeYour Answer Diet coke

Multiple Choice Multiple AnswerQuestion The culture of a company is conveyed throughCorrect Answer Rites , Myths , RitualsYour Answer Rites , Myths , Rituals , Style

True/FalseQuestion Marketing and production costs are high in multi-segment

strategyCorrect Answer TrueYour Answer True

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MM1

Select The BlankQuestion The onus of advertising, pricing and sales promotion policies is

put on ________ distribution.Correct Answer ExclusiveYour Answer Exclusive

Select The BlankQuestion The cost of warehousing, transportation, inventory and handling

products together constitutes ________ concept.Correct Answer Total costYour Answer Fixed cost

Multiple Choice Single AnswerQuestion It is his duty to analyse and convert data to informationCorrect Answer ResearcherYour Answer Marketing Manager





circumstancesCorrect Answer TrueYour Answer True

Select The BlankQuestion ________ directs the flow of goods and services from the

producer to the ultimate consumerCorrect Answer MarketingYour Answer Marketing

Select The BlankQuestion Messages are made of ________Correct Answer SymbolsYour Answer Words

Select The BlankQuestion The research objectives are stated as ________ to be testedCorrect Answer HypothesisYour Answer Data

True/False

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MM1Question Boston consultance group Matrix focusses on future business.Correct Answer FalseYour Answer True

True/FalseQuestion Storage helps firms balance supply and demand.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion This strategic posture takes the current industry structure and

its future evolution as given and then react to the opportunities the marketoffersCorrect Answer AdaptersYour Answer Options

Multiple Choice Multiple AnswerQuestion Conditions for a Successful Communication are :Correct Answer Sender transmits message , Receiver receives messageYour Answer Sender transmits message , Receiver receives message ,

Message has meaning

Multiple Choice Single AnswerQuestion 4p's of of Marketing should be considered in conjunction withCorrect Answer 4C'sYour Answer 4C's

Multiple Choice Single AnswerQuestion When the quantity bought remains steady regardless of change in

price, it is calledCorrect Answer Price inelasticYour Answer Price elastic

Multiple Choice Multiple AnswerQuestion Marketing channels for consumer products is longer becauseCorrect Answer Number of consumers are more , Consumers buy smaller

quantities , Buying patterns of consumers is easy to detect.Your Answer Number of consumers are more , Consumers are

geographically concentrated , Consumers buy smaller quantities

Multiple Choice Single AnswerQuestion " How much to order " is also called asCorrect Answer Basic stockYour Answer Re-order point

True/FalseQuestion Firms that lack promotional capabilities rely on middlemen.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion The greatest amount of satisfaction comes from which utility

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MM1Correct Answer PossessionYour Answer Possession


Select The BlankQuestion ________ provides more information than Advertising and is

relatively inexpensive.Correct Answer PublicityYour Answer Public relations

Select The BlankQuestion ________ is seen as an integral process that converts materials

into goodsCorrect Answer SystemsYour Answer Statistical quality control

Select The BlankQuestion ________ measures actual sales and not intentions to buyCorrect Answer Market testsYour Answer Correlation method


Multiple Choice Multiple AnswerQuestion Trade promotions includeCorrect Answer Push money allowance , Promotional allowanceYour Answer Push money allowance , Cash rebates , Promotional allowance

Multiple Choice Single AnswerQuestion What is product development?Correct Answer New product-Existing marketYour Answer Existing product-New market


Select The BlankQuestion Customers are brand,style and type conscious when buying

________ products.Correct Answer SpecialYour Answer Convenience

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Multiple Choice Multiple AnswerQuestion The tangible inputs in a business areCorrect Answer Capital , Machine , TimeYour Answer Capital , Technology , Machine

Multiple Choice Multiple AnswerQuestion Ways to make people do trial purchases?Correct Answer Coupon offers , Discounts , SamplesYour Answer Coupon offers , Discounts , Samples


Ballast business Fit well but low opportunities Misfit with understanding ofcritical success factors

Gap analysis Difference between desired and projected performanceDifference between desired and projected performance





Multiple Choice Single AnswerQuestion It appraises the organisation's capacity to respond to these

opportunities and threatsCorrect Answer Organisational assessmentYour Answer Organisational assessment

True/FalseQuestion Marketing channels move products from customers to

manufacturer.Correct Answer FalseYour Answer False

Select The BlankQuestion There are more number of substitutes for ________

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MM1products.Correct Answer Multi useYour Answer Shopping

True/FalseQuestion The demand for necessities tends to be more price elastic

than the demand for luxury products.Correct Answer FalseYour Answer False

True/FalseQuestion Survey of buyers' intentions technique is comparatively costly

and the data gathered is of questionable value.Correct Answer TrueYour Answer True

Select The BlankQuestion ________ method is suitable for products with a stable

demand patternCorrect Answer Simple trend analysisYour Answer Simple trend analysis


original core businessesCorrect Answer TrueYour Answer True

Select The BlankQuestion ________ occurs when people inspite of being qualified and

experienced and trained have to settle for a low level job.Correct Answer UnderemploymentYour Answer Inflation

Multiple Choice Single AnswerQuestion The greatest amount of satisfaction comes from which utilityCorrect Answer PossessionYour Answer Time

Multiple Choice Multiple AnswerQuestion Market segmentation can be done on the basis of following

factorsCorrect Answer Psychographic , Demographic , GeographicYour Answer Psychographic , Demographic , Geographic , Economic

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MM1

Multiple Choice Single AnswerQuestion Who provides time and place utility?Correct Answer IntermediaryYour Answer Supplier

Multiple Choice Single AnswerQuestion What is the most important promotion activity required in

Industrial buying processCorrect Answer Personal sellingYour Answer Advertising

Select The BlankQuestion ________is a strong internal stimulus impelling actionCorrect Answer DriveYour Answer Belief

Select The BlankQuestion Module of Flotilla strikes an optimum balance of ________

and flexibilityCorrect Answer StandardisationYour Answer Standardisation

Select The BlankQuestion The cost of warehousing, transportation, inventory and

handling products together constitutes ________ concept.Correct Answer Total costYour Answer Total cost





True/FalseQuestion Marketing strategies are developed to support broad marketing

objectives

Page 25



Cash discount Given for paying promptly Given for paying promptly

Trade discount Reduction in list price to channel menbers Discountpercetage increases as the quantity purchased increases

Cumulative quantity discount Discount percetage increases as the quantitypurchased increases Applies to multiple orders

Non-cumulative quantity discount Applies to a single order Applies to a singleorder

Multiple Choice Single AnswerQuestion This method enables the forecaster to take into consideration

seasonal fluctuations and long term fluctuationsCorrect Answer Time Series AnalysisYour Answer Sales Forecast

Multiple Choice Multiple AnswerQuestion Uses of Market research are:Correct Answer Advertising effectiveness , Sales forecasting ,

Identifying market trendsYour Answer Advertising effectiveness , Sales forecasting , Identifying market

trends

Multiple Choice Multiple AnswerQuestion Types of product classificationCorrect Answer Consumables , Durables , ServicesYour Answer Consumables , Durables , Services



assessment, Organisation mission , ResourcesYour Answer Opportunity , Strengths , Objectives, Strategies, Situation


Multiple Choice Single AnswerQuestion The input to 'Stimulus Response Model' is

Page 26

MM1Correct Answer StimuliYour Answer Stimuli

Multiple Choice Single AnswerQuestion The organisation focusses attention on one market segment

and develops one marketing mix for that segment.This is known as :Correct Answer ConcentrationYour Answer Concentration

Multiple Choice Multiple AnswerQuestion Categories of adopters areCorrect Answer Innovators , Early adopters , LaggardsYour Answer Innovators , Early adopters

Multiple Choice Single AnswerQuestion It is the most influential primary reference group shaping a

buyer's behaviourCorrect Answer FamilyYour Answer Family

Multiple Choice Single AnswerQuestion This discount is offered to customers to encourage them to

remain loyal buyersCorrect Answer Quantity discountYour Answer Trade discount

Multiple Choice Single AnswerQuestion An example of Want is :Correct Answer Continental foodYour Answer Continental food

Select The BlankQuestion ________ planning determines the number , location and

ownership of warehouses.Correct Answer WarehouseYour Answer Inventory



Multiple Choice Single Answer

Page 27

MM1Question Members of this group are average white and blue collar

workers who aim for better livingCorrect Answer Middle classYour Answer Upper-Middle

Multiple Choice Multiple AnswerQuestion Types of strategic business units are :Correct Answer Stars , Cash cows , Question marksYour Answer Stars , Cash cows , Goats

Multiple Choice Single AnswerQuestion Groups having a direct influence on a person are calledCorrect Answer Membership groupsYour Answer Homogeneous groups



True/FalseQuestion Systems are formal and informal rules and regulations that

complements the company structureCorrect Answer TrueYour Answer True

True/FalseQuestion Pricing strategies change over the life cycle of the productCorrect Answer TrueYour Answer True




strategies , One distribution and promotion strategy

Page 28



Multiple Choice Single AnswerQuestion It concentrates on organisation design and work flowCorrect Answer FlotillaYour Answer Statistical quality control

Select The BlankQuestion ________ distribution is used when a small percentage of

customers account for a large part of sale.Correct Answer SelectiveYour Answer Selective

Multiple Choice Multiple AnswerQuestion The reseller's assortment influences it'sCorrect Answer Marketing mix , Customer mix , Supplier mixYour Answer Marketing mix , Customer mix , Buyer mix


Multiple Choice Single AnswerQuestion What is Market development?Correct Answer Existing product-New marketYour Answer New product-New market

Multiple Choice Multiple AnswerQuestion Income,occupation,education, age,marital status are factors of

which type of segmentation?Correct Answer Geographic , DemographicYour Answer Demographic


products.Correct Answer Multi useYour Answer Multi use

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MM1





Organisation mission , Resources


through its life cycle.Correct Answer PriceYour Answer Quality

Select The BlankQuestion The onus of advertising, pricing and sales promotion policies

is put on ________ distribution.Correct Answer ExclusiveYour Answer Integral

Select The BlankQuestion ________is a strong internal stimulus impelling actionCorrect Answer DriveYour Answer Drive

True/FalseQuestion Market foreacsts are available from sources like governmentCorrect Answer FalseYour Answer True

Multiple Choice Multiple AnswerQuestion Physical distribution management includesCorrect Answer Manufacturer , Middlemen , Warehouse operatorsYour Answer Manufacturer , Customer , Middlemen , Warehouse operators


border.

Page 30


Multiple Choice Single AnswerQuestion Manufacturers offering variety of price promotions to their

middlemen is calledCorrect Answer Trade promotionYour Answer Trade-in allowance

Select The BlankQuestion Total cost is the sum of ________ + Variable cost.Correct Answer Fixed costYour Answer Fixed cost

Multiple Choice Multiple AnswerQuestion Money is invested by way ofCorrect Answer Debt , EquityYour Answer Risk , Equity

Select The BlankQuestion ________ describes a person's favourable or unfavourable

action tendencies towards objectCorrect Answer AttitudesYour Answer Attitudes

Multiple Choice Single AnswerQuestion Consumerism emerged in which era of Marketing?Correct Answer SalesYour Answer Sales


Wide market coverage is achieved. Intensive distribution. Intensivedistribution.

Helps in the process of matching demand and supply. Marketing channelMarketing channel

No intermediaries between producer and consumer. Direct channelDirect channel

Combining two or more levels of a channel under one participant's control.Vertical integration Vertical integration

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MM1

True/FalseQuestion Logistics is an area of potentially high cost saving and

improves customer satisfaction.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion Decline in buying power due to price levels rising more

rapidly than income is calledCorrect Answer InflationYour Answer Inflation

True/FalseQuestion In pure competition many sellers and buyers are there and

have major effect on demand and supply of the product's market priceCorrect Answer FalseYour Answer True

Select The BlankQuestion ________ measures actual sales and not intentions to buyCorrect Answer Market testsYour Answer Market tests


but avoids pre-mature commitmentsCorrect Answer Reserve the right to playYour Answer Reserve the right to play

Multiple Choice Single AnswerQuestion As a person acquires additional units of a product, the

amount of satisfaction(each unit adds to total satisfaction), is less than theprevious unit. This is calledCorrect Answer Law of diminishing marginal utilityYour Answer Law of diminishing marginal utility

Multiple Choice Single AnswerQuestion New product forms and brands enter in which stage of

product life cycle?Correct Answer GrowthYour Answer Introductory


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MM1generate the same kind of responseCorrect Answer ReinforcementYour Answer Cues



Multiple Choice Multiple AnswerQuestion Socio-cultural environment consists ofCorrect Answer Social class , CultureYour Answer Technology , Social class , Culture

Multiple Choice Multiple AnswerQuestion Commercial sources have following sourcesCorrect Answer Advertising , Packaging , Sales personsYour Answer Advertising , Packaging , Mass media

True/FalseQuestion After sales service is provided in a customer orirnted firmCorrect Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion Product should be considered from the point of view ofCorrect Answer CustomerYour Answer Customer



Multiple Choice Multiple AnswerQuestion Research design is classified as :Correct Answer Function , MethodologyYour Answer Function , Methodology , Predictive , Experimental


opts for :-

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MM1Correct Answer Diet cokeYour Answer Diet coke

True/FalseQuestion "Idea screening" stage reduces the number of ideas based on

company's criteria.Correct Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion Categories of adopters areCorrect Answer Innovators , Early adopters , LaggardsYour Answer Innovators , Early adopters , Late adopters , Laggards


dataCorrect Answer TrueYour Answer True


seasonal fluctuations and long term fluctuationsCorrect Answer Time Series AnalysisYour Answer Time Series Analysis

Select The BlankQuestion Wholesalers and retailers help manufacturer in carrying

________ flow to final buyers.Correct Answer TitleYour Answer Title

True/FalseQuestion "Promotion" is considered in conjunction with "Convenience" .Correct Answer FalseYour Answer True

Multiple Choice Single AnswerQuestion To serve a market segment profitably meansCorrect Answer Sales revenue generated is more than cost of

marketing effortYour Answer Sales revenue generated is more than cost of marketing effort

Multiple Choice Multiple Answer

Page 34

MM1Question Uses of Market research are:Correct Answer Advertising effectiveness , Sales forecasting ,


trends , MIS formation


Motivational research It analyses consumer motives It is used toforecast future values such as sales revenue etc

Historical research Uses past experiences to find solutions Uses pastexperiences to find solutions

Survey research Obtains data from respondents in person Obtains data fromrespondents in person

Experimental research One factor is constant and holding other factorsTests hypothesis about the relationship between dependent variables


Multiple Choice Multiple AnswerQuestion Major role of promotion is to :Correct Answer Persuade , Inform , RemindYour Answer Persuade , Inform , Remind

True/FalseQuestion A drive is a need that sufficiently presses a person to actCorrect Answer TrueYour Answer True



Multiple Choice Single AnswerQuestion D in AIDA stands for :Correct Answer DesireYour Answer Desire


Page 35

MM1Question Higher the perceived quality of the product, higher will be the

perceived price. Such products are called:Correct Answer PrestigeYour Answer Prestige

Multiple Choice Single AnswerQuestion It refers to formal and informal rules, regulations and

procedures that complements the company structureCorrect Answer SystemsYour Answer Systems

Multiple Choice Single AnswerQuestion The output of Stimulus Response Model isCorrect Answer Product decisionYour Answer Product decision

True/FalseQuestion Style of a company are the patterns of actions taken by

members of top management over a period of timeCorrect Answer TrueYour Answer True



True/FalseQuestion Services can be stored in inventory.Correct Answer FalseYour Answer False



Multiple Choice Multiple AnswerQuestion The participants in a communication process are :Correct Answer Source , RecipientYour Answer Source , Recipient

Page 36

MM1Select The BlankQuestion ________ is synonymous with non-recurrent data system(RDS)Correct Answer Market researchYour Answer Market research

True/FalseQuestion Publicity is news carried in the mass media about a firm and

its products, policies or actions.Correct Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion Product characteristics that influence channel selection areCorrect Answer Complexity , Perishability , WeightYour Answer Complexity , Perishability , Weight



cost of producing , It uses time as a unit of measure



Multiple Choice Multiple AnswerQuestion Criteria for choosing distribution channels are :Correct Answer Market coverage , Control , CostsYour Answer Market coverage , Control , Costs





Page 37

MM1Combining two or more levels of a channel under one participant's control.Vertical integration Vertical integration

Select The BlankQuestion In production era , demand is ________ than supplyCorrect Answer GreaterYour Answer Greater

Multiple Choice Multiple AnswerQuestion How does 'structure' reduce external uncertainity arising out

of human behaviourCorrect Answer Research and planning , ForecastingYour Answer Division of labour , Departmentalisation


Many sellers and buyers and none of them have much effect on the totaldemand,supply and product's market price Pure competitionPure competition

Only one seller and no competition permitted legally MonopolyPuremonopoly

Few sellers but account for bulk of industry's sales Oligopoly Pureoligopoly

Many sellers and buyers and each seller's offering is somewhat different thanothers Monopolistic Oligopoly




Multiple Choice Single AnswerQuestion The frequency at which a product is used is called ?Correct Answer Usage rate

Page 38

MM1Your Answer Usage rate

Multiple Choice Multiple AnswerQuestion Types of psychological pricing areCorrect Answer Prestige , LeaderYour Answer Prestige , Leader



assessment, Organisation mission , ResourcesYour Answer Opportunity , Strengths , Resources

Select The BlankQuestion ________ is an important tool for planning and controlling

the firm'a activitiesCorrect Answer Sales ForecastYour Answer Sales Forecast



Multiple Choice Single AnswerQuestion It is the process of selecting people for company positions and

developing skills and abilities for assignments in the companyCorrect Answer StaffingYour Answer Staffing


Select The BlankQuestion The research objectives are stated as ________ to be testedCorrect Answer HypothesisYour Answer Hypothesis


Page 39

MM1Correct Answer Social class , CultureYour Answer Social class , Culture

Select The BlankQuestion ________ of physical distribution activities increases it's

productivity as well as of manufacturer.Correct Answer AutomationYour Answer Automation

Multiple Choice Multiple AnswerQuestion How does 'structure' reduce internal uncertainity arising out

of human behaviourCorrect Answer Control mechanism , DepartmentalisationYour Answer Control mechanism , Departmentalisation , Specialisation

Multiple Choice Single AnswerQuestion What factors constitute natural environment?Correct Answer Natural resourcesYour Answer Natural resources


?Correct Answer Atleast two parties , Each party is capable of

communication and delivery , Each party has something that might be of valueto the other partyYour Answer Atleast two parties , Each party is capable of communication

and delivery , Each party has something that might be of value to the otherparty

True/FalseQuestion Internal records such as sales reports, cost and accounting

information are expensive to obtain.Correct Answer FalseYour Answer False

Select The BlankQuestion Product ________ plays a major role in distribution strategy.Correct Answer AwarenessYour Answer Packaging

Multiple Choice Multiple AnswerQuestion Total cost includes :Correct Answer Fixed cost , Variable costYour Answer Total cost , Fixed cost , Variable cost

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MM1

True/FalseQuestion Demand for industrial goods fluctuate more than consumer

demandCorrect Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion It is is the data which has been converted to a useful form

for decision makingCorrect Answer InformationYour Answer Information

True/FalseQuestion Product development includes starting another business or buy

businesses outside of their current line.Correct Answer FalseYour Answer False

Select The BlankQuestion Skimming pricing involves________ risk.Correct Answer LowYour Answer Marginal

Multiple Choice Single AnswerQuestion A in AIDA stands for :Correct Answer AwarenessYour Answer Advertising

Multiple Choice Single AnswerQuestion This pricing objective involves setting a low price to discourage

entry of new firms.Correct Answer Stay outYour Answer Stay out

Multiple Choice Single AnswerQuestion It is the process of influencing one's behaviour by sharing

ideas, feelings and information.Correct Answer CommunicationYour Answer Promotion



Page 41

MM1Question Deciding on the number of intermediaries to be employed by

a producer is called:Correct Answer Intensity distributionYour Answer Intensity distribution


customers account for a large part of sale.Correct Answer SelectiveYour Answer Exclusive

Multiple Choice Single AnswerQuestion Profits are negative in which stage of product life cycle?Correct Answer IntroductoryYour Answer Introductory

Multiple Choice Multiple AnswerQuestion When is demand inelastic?Correct Answer Price cut causes revenue to decrease , Price rise

causes revenue to increaseYour Answer Price cut causes revenue to decrease , Price rise

causes revenue to increase

Multiple Choice Single AnswerQuestion Which is the products that potential customers do not know

about it or they do not want yet.Correct Answer UnsoughtYour Answer Unsought

Multiple Choice Single AnswerQuestion 4p's of of Marketing should be considered in conjunction

withCorrect Answer 4C'sYour Answer 4C's

Multiple Choice Single AnswerQuestion Recovery stage in business cycle is also calledCorrect Answer UpswingYour Answer Upswing



Multiple Choice Single AnswerQuestion The greatest amount of satisfaction comes from which

utilityCorrect Answer PossessionYour Answer Form

Page 42

MM1Multiple Choice Single AnswerQuestion Government units that purchase or rent goods for carrying


Multiple Choice Single AnswerQuestion In which phase of production era, the producer and

consumer are the same ?Correct Answer SubsistenceYour Answer Subsistence





Multiple Choice Single AnswerQuestion New products enter the market and old customers make

repeat purchase during which stage of product life cycle?Correct Answer GrowthYour Answer Growth


Sales forecast Sales volume Sales volume


Market forecast Industry trade associations Industry trade associations

Economic forecast Government Government

True/FalseQuestion Experimental research involves obtaining data from

respondents in person, mail or by phoneCorrect Answer FalseYour Answer False

Select The BlankQuestion Specific ________ emerge from broad stratefgiesCorrect Answer TacticsYour Answer Tactics

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MM1

Multiple Choice Multiple AnswerQuestion Ways to make people do trial purchases?Correct Answer Coupon offers , Discounts , SamplesYour Answer Good packaging , Coupon offers , Discounts

True/FalseQuestion Publicity is news carried in the mass media about a firm

and its products, policies or actions.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion This data is originated by original research through

observation/ enquiryCorrect Answer Primary dataYour Answer Primary data

True/FalseQuestion The demand for a specific brand within a product category

is called selective demand.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion Consumerism emerged in which era of Marketing?Correct Answer SalesYour Answer Marketing

Multiple Choice Multiple AnswerQuestion Physical distribution management includesCorrect Answer Manufacturer , Middlemen , Warehouse operatorsYour Answer Manufacturer , Middlemen , Warehouse operators

True/FalseQuestion Changes in consumer's buying patterns affects channel's

horizontal and vertical dimensions.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion It is the series of marketing institutions that help in

moving the product from producer to the ultimate user.Correct Answer Marketing channelYour Answer Marketing channel



Page 44

MM1Question Recession stage in business cycle is also calledCorrect Answer SlowdownYour Answer Slowdown



Multiple Choice Single AnswerQuestion Who provides time and place utility?Correct Answer IntermediaryYour Answer Buyer

True/FalseQuestion The greater the number of substitutes for a product, the

less price elastic is its demand.Correct Answer FalseYour Answer True

Multiple Choice Single AnswerQuestion It gathers, records and analyses data about problems

related to MarketingCorrect Answer Market ResearchYour Answer Market Research



Multiple Choice Multiple AnswerQuestion A transaction takes place whenCorrect Answer There is time and place of agreement , Two things of

value , Agreed upon conditionsYour Answer One thing of value , There is time and place of

agreement , Agreed upon conditions


Customer is the focal point in Marketing Selling



Consumer to producer Backward communication Marketing

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MM1


True/FalseQuestion Consumer behaviour is easy to understand in familiar

country like India for Indians.Correct Answer FalseYour Answer False

Multiple Choice Multiple AnswerQuestion How does 'structure' reduce external uncertainity arising

out of human behaviourCorrect Answer Research and planning , ForecastingYour Answer Research and planning , Forecasting , Division of

labour

Multiple Choice Multiple AnswerQuestion The reseller's assortment influences it'sCorrect Answer Marketing mix , Customer mix , Supplier mixYour Answer Marketing mix , Customer mix , Supplier mix

Multiple Choice Single AnswerQuestion A diet conscious person after playing football is thirsty.

He opts for :-Correct Answer Diet cokeYour Answer Diet coke


product.Correct Answer SuperiorYour Answer Correctly positioned

Multiple Choice Single AnswerQuestion It is that element of a plan that specifies what is to be

accomplishedCorrect Answer ObjectivesYour Answer Objectives

Select The BlankQuestion Optimum marketing mix is obtained using analysis,

________, implementation and control.Correct Answer PlanningYour Answer Planning

Select The BlankQuestion ________ routinely performs all functions on recurrent,

internal and external data

Page 46

MM1Correct Answer Recurrent data system(RDS)Your Answer Recurrent data system(RDS)

True/FalseQuestion Shorter production runs are required to produce large

number of products in multi-segment strategyCorrect Answer TrueYour Answer True

Select The BlankQuestion ________ allowance is used to communicate about the values

of the product and special eventCorrect Answer PromotionYour Answer Promotion

Multiple Choice Multiple AnswerQuestion For exchange to take place, which conditions must be

satisfied ?Correct Answer Atleast two parties , Each party is capable of

communication and delivery , Each party has something that might be of valueto the other partyYour Answer Atleast two parties , Each party is capable of

communication and delivery , Each party has something that might be of valuetothe other party

True/FalseQuestion Companies have strenghts in a number of areas but their

key strength are few in numberCorrect Answer TrueYour Answer True




Multiple Choice Single AnswerQuestion These items are directly bought by industrial buyers from

producers rather than the middlemenCorrect Answer ExpensiveYour Answer Non durables

Page 47

MM1Multiple Choice Single AnswerQuestion The greatest amount of satisfaction comes from which utilityCorrect Answer PossessionYour Answer Possession




Ballast business Fit well but low opportunities Some fit and some misfit



Heartland business Give the highest priority Fit well but lowopportunities

Multiple Choice Multiple AnswerQuestion Aspects of political environment are :Correct Answer Form of government adopted , Media and pressure

groups , Government stabilityYour Answer Form of government adopted , Media and pressure groups ,

Government stability





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MM1

Biogenetic needs Hunger, Thirst Hunger, Thirst

Actual self concept How person views himself How person views himself

Others self concept How the person thinks others see him How theperson thinks others see him

Personality Deference, Autonomy Esteem, Recognition

True/FalseQuestion Demand is highly elastic for industrial goodsCorrect Answer FalseYour Answer False



Integrates manufacturing with business strategy

Multiple Choice Single AnswerQuestion Production creates which type of utilityCorrect Answer FormYour Answer Time


Multiple Choice Single AnswerQuestion Marketer tries to seek what kind of response from the other

party?Correct Answer BehaviouralYour Answer Behavioural



Page 49

MM1


ignores non price competition , Marginal revenue is less than average revenueYour Answer The additional cost of each unit of product , Marginal revenue

is less than average revenue , It is useful for new products

True/FalseQuestion In negotiated contracts, the bid selected by buyer is not


Multiple Choice Single AnswerQuestion In which phase of production era, the producer and consumer

are the same ?Correct Answer SubsistenceYour Answer Subsistence


True/FalseQuestion Companies apply a variety of price adjustment strategies to

account for differences in customer segments and situations.Correct Answer TrueYour Answer True




through its life cycle.Correct Answer PriceYour Answer Sales volume

Multiple Choice Single AnswerQuestion Marketing arises from ?

Page 50

MM1Correct Answer ExchangeYour Answer Self production




True/FalseQuestion Changes in company structure also necessitates changes in the

systems in various degreesCorrect Answer TrueYour Answer True


value , Agreed upon conditionsYour Answer There is time and place of agreement , Two things of value ,

Agreed upon conditions


border.Correct Answer TrueYour Answer False



Select The Blank

Page 51

MM1Question A change in quantity demanded of a product is caused by a

change in its ________.Correct Answer PriceYour Answer Demand

Multiple Choice Single AnswerQuestion This distribution is necessary for most convenience goods.Correct Answer IntensiveYour Answer Integral


mean changes in the systems in various degreesCorrect Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion Total cost concept includesCorrect Answer Damaged goods , Inventory obsolescence ,

TransportationYour Answer Damaged goods , Customer satisfaction , Transportation

Multiple Choice Multiple AnswerQuestion Money is invested by way ofCorrect Answer Debt , EquityYour Answer Debt , Equity , Return





Multiple Choice Single AnswerQuestion These are moves that will pay off irrespective of what happens

in the futureCorrect Answer No-regret movesYour Answer No-regret moves

Page 52

MM1




of human behaviourCorrect Answer Research and planning , ForecastingYour Answer Forecasting , Division of labour , Departmentalisation



Multiple Choice Single AnswerQuestion Higher the perceived quality of the product, higher will be the


Multiple Choice Single AnswerQuestion The most common criteria for classifying products is based onCorrect Answer Buyer behaviourYour Answer Target market

Multiple Choice Multiple AnswerQuestion Drawbacks of Survey of Buyer's intention method areCorrect Answer Exposure , Not accurate , Time consumingYour Answer Exposure , Not accurate , Time consuming

Multiple Choice Single AnswerQuestion This method is more accurate for short term forecastsCorrect Answer Simple Trend AnalysisYour Answer Simple Trend Analysis



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MM1

Multiple Choice Multiple AnswerQuestion Marketing channels for consumer products is longer becauseCorrect Answer Number of consumers are more , Consumers buy

smaller quantities , Buying patterns of consumers is easy to detect.Your Answer Number of consumers are more , Consumers buy smaller

quantities











Page 54

MM1


generate the same kind of responseCorrect Answer ReinforcementYour Answer Cues










Page 55

MM1













Page 56

MM1Correct Answer Existing product-New marketYour Answer New product-New market















Page 57

MM1




border.Correct Answer TrueYour Answer True








Page 58

MM1Match The FollowingQuestion Correct Answer Your Answer















Page 59

MM1Question As a person acquires additional units of a product, the












Page 60

MM1Multiple Choice Multiple AnswerQuestion Types of Organisational MarketCorrect Answer Reseller market , Industrial market , Government














Page 61

MM1















Page 62

MM1














Page 63

MM1Correct Answer Advertising , Packaging , Sales personsYour Answer Advertising , Packaging , Mass media













Page 64

MM1


Damaged goods allowance

True/FalseQuestion Change in company's strategy gives rise to problems




activity , Market and sales potential is based on economic forecast , Number ofunits that a buyer buys is multiplied by the total number of potential buyersin that territory to arrive at total sales

True/FalseQuestion Consumer behaviour is easy to understand in familiar country







producer is called:Correct Answer Intensity distribution

Page 65

MM1Your Answer Integral distribution






Multiple Choice Multiple AnswerQuestion These products move through short channels:Correct Answer Eggs, Bread , Clothing , CementYour Answer Clothing , Maruti 800 Car








Page 66

MM1Select The BlankQuestion Low value but bulky products move through________










for bulk of an industry's sales.Correct Answer OligopolyYour Answer Pure oligoply


Page 67

MM1Select The BlankQuestion Optimum marketing mix is obtained using analysis, ________,













Page 68

MM1Demographic Age, Sex Age, Sex














Page 69

MM1









Marketing strategy development







Page 70

MM1Multiple Choice Single AnswerQuestion It refers to the effect price changes have on quantity









opts for :-Correct Answer Diet cokeYour Answer Pepsi




are the same ?Correct Answer Subsistence

Page 71

MM1Your Answer Subsistence




Multiple Choice Single AnswerQuestion Marketing arises from ?Correct Answer ExchangeYour Answer Exchange



consistent in societyCorrect Answer ProfitYour Answer Exchange


within the social systemCorrect Answer TrueYour Answer False



Multiple Choice Multiple AnswerQuestion Types of product classificationCorrect Answer Consumables , Durables , Services

Page 72

MM1Your Answer Consumables , Durables , Services


________ products.Correct Answer SpecialYour Answer Special


Multiple Choice Multiple AnswerQuestion Shorter distribution channel results inCorrect Answer Reduced costs , Limited market coverageYour Answer Reduced costs , Limited market coverage

True/FalseQuestion Indirect channels for industrial products are longer than

consumer product channels.Correct Answer FalseYour Answer False




Multiple Choice Single AnswerQuestion Source credibility is :Correct Answer Receiver's perception regarding belief on sender.Your Answer Receiver's perception regarding belief on sender.


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MM1





Multiple Choice Multiple AnswerQuestion What are variable costs?Correct Answer Material , LabourYour Answer Labour , Material



Select The BlankQuestion In ________ pricing buyers pay different prices under the

same conditions , in the same quantities and at the same timeCorrect Answer VariableYour Answer Variable


Trade discount Reduction in list price to channel menbers Reductionin list price to channel menbers

Cumulative quantity discount Discount percetage increases as the quantitypurchased increases Discount percetage increases as the quantitypurchased increases



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MM1

Multiple Choice Multiple AnswerQuestion The micro-environment consists of following components:Correct Answer Marketing intermediaries , Customers , CompetitorsYour Answer Marketing intermediaries , Customers , Competitors




factors:Correct Answer Objectives, Strategies, Situation assessment,

Organisation mission , Resources , OpportunityYour Answer Opportunity , Objectives, Strategies, Situation assessment,



Objectives What is to be accomplished What is to be accomplished

Strategies How to achieve objectives How to achieve objectives

Policies Constraints that limits the alternatives available Constraints thatlimits the alternatives available

Strategic organisational planning Top Management Top Management

Multiple Choice Single AnswerQuestion What is Recurrent data?Correct Answer Routinely collected dataYour Answer Routinely collected data

Multiple Choice Multiple AnswerQuestion The external sources of Primary data are :Correct Answer Retailer , Wholesaler , LibrariesYour Answer Retailer , Wholesaler

True/FalseQuestion MIS provides marketers with the right amount and type of

Page 75

MM1information in a timely fashion.Correct Answer TrueYour Answer True



Multiple Choice Multiple AnswerQuestion Beliefs are based onCorrect Answer Knowledge , Opinion , FaithYour Answer Knowledge , Opinion , Faith

Multiple Choice Single AnswerQuestion In this market, organisation acquires goods for the purpose of

renting to others at profitCorrect Answer Reseller MarketYour Answer Reseller Market

Multiple Choice Single AnswerQuestion What is Exclusive Assortment?Correct Answer Carrying the line of only one manufacturerYour Answer Carrying the line of only one manufacturer

Select The BlankQuestion Few large buyers do maximum purchasing in ________Correct Answer Industrial marketYour Answer Industrial market

Multiple Choice Multiple AnswerQuestion Characteristics for effective market segmentation are:Correct Answer Actionable , Measurable , AccessibleYour Answer Actionable , Measurable , Accessible

Select The BlankQuestion Market ________ is more prevalent than Mass marketingCorrect Answer SegmentationYour Answer Segmentation


strategy

Page 76




Multiple Choice Multiple AnswerQuestion An unhealthy portfolio hasCorrect Answer More dogs , Few starsYour Answer More dogs , Few stars

Select The BlankQuestion The benefits of a change in process are defined in terms of

________ cost savingsCorrect Answer LabourYour Answer Infrastructure




middlemen is calledCorrect Answer Trade promotionYour Answer Trade promotion

2nd Copy

aLIST OF ATTEMPTED QUESTIONS AND ANSWERS



Page 77

MM1circumstancesCorrect Answer TrueYour Answer True

Select The BlankQuestion ________ concept increases the efficiency of economic systemCorrect Answer MarketingYour Answer Selling

Multiple Choice Multiple AnswerQuestion Key concepts of systems view of management includesCorrect Answer Optimisation concept , Total cost concept , Cost

trade-off conceptYour Answer Optimisation concept , Total cost concept , Inventory carrying

cost concept

Multiple Choice Multiple AnswerQuestion What are fixed costs?Correct Answer Office rent , Insurance , Generator back upYour Answer Office rent , Insurance

Multiple Choice Single AnswerQuestion This distribution is necessary for most convenience goods.Correct Answer IntensiveYour Answer Intensive

Multiple Choice Single AnswerQuestion It is the process of buying out the product developed by

someone elseCorrect Answer AcquisitionYour Answer Commercialisation

True/FalseQuestion Distribution costs are low when intermediaries are used in the

channel.Correct Answer TrueYour Answer False



Page 78

MM1Multiple Choice Single AnswerQuestion What involves review of projected sales, costs and profits.Correct Answer Business analysisYour Answer Business analysis

Select The BlankQuestion ________cost accounting measures the cost of producing and

ignores the cost of non-producingCorrect Answer TraditionalYour Answer Traditional


________ cost savingsCorrect Answer LabourYour Answer Labour

Multiple Choice Multiple AnswerQuestion The tangible inputs in a business areCorrect Answer Capital , Machine , TimeYour Answer Technology , Machine








market.Correct Answer FalseYour Answer False

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MM1


Select The BlankQuestion ________ is a modern plant consisting of modules centered

around a stage in the production processCorrect Answer Flotilla conceptYour Answer Flotilla concept


True/FalseQuestion Marketing concept has application only in profit oriented

businesses.Correct Answer FalseYour Answer False



Multiple Choice Single AnswerQuestion Consumerism emerged in which era of Marketing?Correct Answer SalesYour Answer Production


Page 80

MM1Multiple Choice Multiple AnswerQuestion When is demand price elastic?Correct Answer Price cut causes revenue to increase , Price rise

causes revenue to decreaseYour Answer Price cut causes revenue to increase





Multiple Choice Single AnswerQuestion The tool that a sender uses to reach to the receiver is called:Correct Answer MessageYour Answer Message







Select The BlankQuestion ________ is a broad plan of action for using an

organisation's resources to accomplish a objectiveCorrect Answer Strategy

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MM1Your Answer Strategy

Multiple Choice Multiple AnswerQuestion Drawbacks of Survey of Buyer's intention method areCorrect Answer Exposure , Not accurate , Time consumingYour Answer Not accurate , Time consuming , Sales may be inflated or

deflated by sales team


the target market.Correct Answer GoodsYour Answer Goods



customers account for a large part of sale.Correct Answer SelectiveYour Answer Intensive


factorsCorrect Answer Psychographic , Demographic , GeographicYour Answer Psychographic , Demographic , Geographic

Multiple Choice Single AnswerQuestion It is an approach to cost reduction in which components are

studied to determine if they can be made by cheaper methods of productionCorrect Answer Product Value AnalysisYour Answer Product Value Analysis

True/FalseQuestion The life cycle of product category is the shortest.Correct Answer FalseYour Answer False

Select The BlankQuestion ________ research involves using past experiences to find

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MM1solutions to marketing problemsCorrect Answer HistoricalYour Answer Historical

Multiple Choice Single AnswerQuestion An example of Want is :Correct Answer Continental foodYour Answer Safety



Select The BlankQuestion Japan's major productivity gains are the results of social

changes brought about by ________Correct Answer Statistical quality controlYour Answer Michael Porter's model for Industry Analysis

Multiple Choice Multiple AnswerQuestion Target marketing involvesCorrect Answer Market targeting , Market segmentationYour Answer Market targeting , Market segmentation , Market positioning




Psychographic Social class, Lifestyle Social class, Lifestyle




Page 83

MM1Question Which is the shortest marketing channel for an industrial

product?Correct Answer Producer--->Industrial userYour Answer Producer--->Consumer

3rd Copy



Deep Assortment Carrying a product family in depth, drawing on manyproducer's output Carrying the line of only one manufacturer

Exclusive Assortment Carrying the line of only one manufacturerCarrying several product lines that fall within the resellers type of business

Open bidContract awarded to lowest bidderDirect negotiation with one or morecompanies covering project and terms

Negotiated Contract Direct negotiation with one or more companiescovering project and terms Contract awarded to lowest bidder


marketYour Answer Industrial market , Consumer market




Multiple Choice Single AnswerQuestion An example of Want is :Correct Answer Continental food

Page 84

MM1Your Answer Continental food

True/FalseQuestion Product, place and promotion elements in the marketing mix

are viewed as cost factors.Correct Answer TrueYour Answer False



Select The BlankQuestion ________ eliminates the risk of losing customer's goodwillCorrect Answer One price policyYour Answer One price policy






Multiple Choice Single AnswerQuestion The price of a product is determined by estimating the cost

of producing and marketing and then add a percentage of profits. Thisorientation is called:

Page 85

MM1Correct Answer CostYour Answer Demand



This refers to the number of product items within each product line.Product depth Product height

This includes all product item's a company offers. Product mix Productmix

This is a group of products that are related. Product line. Productline.

This is the total number of product lines. Product breadth Product breadth





Multiple Choice Multiple AnswerQuestion Types of psychological pricing areCorrect Answer Prestige , LeaderYour Answer Odd , Leader , Prestige


party?Correct Answer BehaviouralYour Answer Transaction

True/FalseQuestion Warehouses are needed when supply sources and markets are

located close by.Correct Answer False

Page 86




True/FalseQuestion Marketer discourages his brand users for brand switching.Correct Answer TrueYour Answer True





Select The BlankQuestion An organisational assessment uncovers________Correct Answer WeaknessesYour Answer Weaknesses

Multiple Choice Multiple AnswerQuestion Shorter distribution channel results inCorrect Answer Reduced costs , Limited market coverageYour Answer Reduced costs , High market coverage

Multiple Choice Single AnswerQuestion The output of Stimulus Response Model isCorrect Answer Product decisionYour Answer Product



Page 87

MM1Your Answer Oligopoly




Multiple Choice Single AnswerQuestion The input to 'Stimulus Response Model' isCorrect Answer StimuliYour Answer Stimuli


Multiple Choice Multiple AnswerQuestion Types of strategic business units are :Correct Answer Stars , Cash cows , Question marksYour Answer Stars , Cash cows , Question marks

Multiple Choice Single AnswerQuestion Pricing that enables sales people to tailor their prices to a

prospect's situation is calledCorrect Answer Price shadingYour Answer Variable pricing


entry of new firms.Correct Answer Stay outYour Answer Elimination

Multiple Choice Single AnswerQuestion This distribution is necessary for most shopping and speciality

goods.Correct Answer Selective

Page 88

MM1Your Answer Selective



Multiple Choice Single AnswerQuestion This portfolio involves major capital investments which will

result in either large pay offs or large lossesCorrect Answer Big betsYour Answer No-regret moves



Identifies impact of any change on performance , Integrates manufacturing withbusiness strategy


implementation and control.Correct Answer PlanningYour Answer Feedback



in the futureCorrect Answer No-regret movesYour Answer Big bets

Multiple Choice Single AnswerQuestion A centralised inventory meansCorrect Answer Fast delivery to customersYour Answer Building and stocking one warehouse

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productivity as well as of manufacturer.Correct Answer AutomationYour Answer Maximisation


number of products in multi-segment strategyCorrect Answer TrueYour Answer False

4th Copy




Select The BlankQuestion ________ is a part of the company that has a separate

mission and objectivesCorrect Answer SBUYour Answer SBU

Select The BlankQuestion ________ is synonymous with non-recurrent data system(RDS)Correct Answer Market researchYour Answer Management Information system

Select The BlankQuestion Skimming pricing involves________ risk.Correct Answer LowYour Answer High


in other marketsCorrect Answer Market testsYour Answer Correlation

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MM1


Multiple Choice Single AnswerQuestion It provides a way to bring in the people dimension in macro

company analysis without using psychological models of human behaviourCorrect Answer CultureYour Answer Role



Multiple Choice Single AnswerQuestion It identifies opportunities for and threats to the organisationCorrect Answer Environmental assessmentYour Answer Environmental assessment







Transportation

Page 91

MM1Your Answer Inventory obsolescence , Transportation


Air-freight It is the best quality type of transportation available. Theadvantage is speed and flexibility in carrying small loads.

Inventory carrying cost It increases as the quantity ordered increases. Itincreases as the quantity ordered increases.

Order processing cost It decreases as the quantity ordered increases. Itdecreases as the quantity ordered increases.

Pipe-line It is used to transport petroleum products to refineries. Itis used to transport petroleum products to refineries.

Multiple Choice Multiple AnswerQuestion These are the characteristics of servicesCorrect Answer Sold on basis of benefits , Quality control is toughYour Answer Sold on basis of benefits , Mechanised and automated


handling products together constitutes ________ concept.Correct Answer Total costYour Answer Fixed cost

Multiple Choice Multiple AnswerQuestion Forecasting methods for existing products areCorrect Answer Simple trend analysis , Time series analysis ,

Correlation methodYour Answer Simple trend analysis , Correlation method , Market tests





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MM1

Select The BlankQuestion ________ is a delivery of standard of living to societyCorrect Answer MarketingYour Answer Values




Multiple Choice Single AnswerQuestion In which stage of Product life cycle, brand choice is heavily

influenced by reference groupCorrect Answer MaturityYour Answer Decline

Multiple Choice Single AnswerQuestion The frequency at which a product is used is called ?Correct Answer Usage rateYour Answer Usage rate



Multiple Choice Multiple AnswerQuestion A business is a system consisting of following elementsCorrect Answer Input and output , Objectives , Process and feedbackYour Answer Objectives , Process and feedback , Profits

Multiple Choice Single AnswerQuestion In Cost Optimisation :Correct Answer Overall physical distribution costs are minimisedYour Answer Overall physical distribution costs are minimised

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MM1

True/FalseQuestion Communicating with middlemen requires information which is

different to the information required in communicating with the final buyers.Correct Answer TrueYour Answer True




True/FalseQuestion "Promotion" is considered in conjunction with "Convenience" .Correct Answer FalseYour Answer False




Select The BlankQuestion ________ is seen as an integral process that converts

materials into goodsCorrect Answer SystemsYour Answer Statistical quality control

Select The BlankQuestion Modern Accounting uses ________ as a unit of measureCorrect Answer TimeYour Answer Time

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MM1


of human behaviourCorrect Answer Research and planning , ForecastingYour Answer Research and planning , Forecasting

True/FalseQuestion Economic forecasts are available from industry trade

associationsCorrect Answer FalseYour Answer True





True/FalseQuestion Macro environment is composed of the major forces that pose

opportunities and create threat for the Co.Correct Answer TrueYour Answer True


FeedbackCommunication from receiver to sender Interpreting the message byreceiver

EncodingPutting meaning to symbols conveyed as messages A means by whichsource communicates the message

Decoding Interpreting the message by receiver Putting meaning to symbolsconveyed as messages

Noise It interferes with communication process It interferes withcommunication process

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MM1




Multiple Choice Single AnswerQuestion This approach estimates sales potential of a territory by

estimating the number of units of a product category that a buyer buys fromall suppliers multiplied by the number of potential buyers in that territoryCorrect Answer Buildup approachYour Answer Buildup approach

Multiple Choice Multiple AnswerQuestion The basic goals in introductory stage areCorrect Answer Induce acceptance of new product , Gain initial

distributionYour Answer Induce acceptance of new product , Gain initial distribution

Multiple Choice Multiple AnswerQuestion The various variations of Negotiated contract areCorrect Answer Cost plus pricing , Fixed price , Fixed price and

incentiveYour Answer Variable Price , Fixed price and incentive



5th Copy


Multiple Choice Single AnswerQuestion The price cut causes large increase in quantity sold and price

rise results in fall in quantity sold. This demand is called

Page 96

MM1Correct Answer Price elasticYour Answer Price elastic


Multiple Choice Multiple AnswerQuestion Learning consists ofCorrect Answer Cues , Drives , ResponseYour Answer Cues , Drives , Response

Multiple Choice Single AnswerQuestion It is the series of marketing institutions that help in moving

the product from producer to the ultimate user.Correct Answer Marketing channelYour Answer Marketing channel


Multiple Choice Single AnswerQuestion It gathers, records and analyses data about problems related

to MarketingCorrect Answer Market ResearchYour Answer Management Information System(MIS)


competitor.Correct Answer Pure monopolistYour Answer Pure monopolist


societyYour Answer Lower price , Greater utility , Compatability with society

True/FalseQuestion Consumption is shaped by the stage of family life cycle

Page 97


Multiple Choice Multiple AnswerQuestion Types of product classificationCorrect Answer Consumables , Durables , ServicesYour Answer Consumables , Durables , Emergency


Multiple Choice Multiple AnswerQuestion Concept of marketing includes study ofCorrect Answer Transaction , Transfer , ExchangeYour Answer Transaction , Transfer , Exchange

Select The BlankQuestion More ________ is involved in sales to industrial buyers than

consumersCorrect Answer MoneyYour Answer Costs

Multiple Choice Multiple AnswerQuestion Major role of promotion is to :Correct Answer Inform , Remind , PersuadeYour Answer Inform , Remind , Persuade






Page 98


5th Copy


Multiple Choice Multiple AnswerQuestion Types of psychological pricing areCorrect Answer Prestige , LeaderYour Answer Prestige , Odd , Leader


promotional push.Correct Answer MiddlemenYour Answer Middlemen

Select The BlankQuestion For ________ items, reseller reorders goods when inventory

gets lowCorrect Answer StandardYour Answer Standard







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MM1









to MarketingCorrect Answer Market ResearchYour Answer Market Research

Select The BlankQuestion ________ identifies the impact of any change on performanceCorrect Answer Statistical quality controlYour Answer Statistical quality control

Multiple Choice Multiple AnswerQuestion These products move through short channels:Correct Answer Eggs, Bread , Clothing , CementYour Answer Eggs, Bread , Clothing , Cement

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MM1




Experimental research One factor is constant and holding other factors Onefactor is constant and holding other factors

Motivational research It analyses consumer motives It analysesconsumer motives

Multiple Choice Multiple AnswerQuestion Target marketing involvesCorrect Answer Market targeting , Market segmentationYour Answer Market segmentation , Market targeting









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MM1



Multiple Choice Single AnswerQuestion Who provides time and place utility?Correct Answer IntermediaryYour Answer Intermediary


internal and external dataCorrect Answer Recurrent data system(RDS)Your Answer Recurrent data system(RDS)



which type of segmentation?Correct Answer Geographic , DemographicYour Answer Geographic , Demographic







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MM1







developmentYour Answer Test marketing , Commercialisation , Product development


of human behaviourCorrect Answer Control mechanism , DepartmentalisationYour Answer Control mechanism , Departmentalisation


Multiple Choice Multiple AnswerQuestion When is demand price elastic?Correct Answer Price cut causes revenue to increase , Price rise

causes revenue to decreaseYour Answer Price cut causes revenue to increase , Price rise causes

revenue to decrease


objectivesCorrect Answer TrueYour Answer True

Page 103

MM1Select The BlankQuestion A change in quantity demanded of a product is caused by a

change in its ________.Correct Answer PriceYour Answer Price




True/FalseQuestion Product concept testing through physical presentation increase

the reliability of test.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion Competition develops in which stage of Product life cycle?Correct Answer MaturityYour Answer Maturity



Multiple Choice Single AnswerQuestion What is product concept?Correct Answer Detailed version of idea stated in consumer termsYour Answer Detailed version of idea stated in consumer terms

True/FalseQuestion Inndustrial goods are sold to end-users for personal

consumption.Correct Answer FalseYour Answer False

Page 104

MM1







6th Copy



sales.This profitability objective is called:Correct Answer Target returnYour Answer Target return






Many sellers and buyers and each seller's offering is somewhat different than

Page 105

MM1others Monopolistic Monopolistic



handling products together constitutes ________ concept.Correct Answer Total costYour Answer Optimisation cost









ownership of warehouses.Correct Answer WarehouseYour Answer Logistics


accomplishedCorrect Answer Objectives

Page 106

MM1Your Answer Objectives

Multiple Choice Multiple AnswerQuestion Research design is classified as :Correct Answer Methodology , FunctionYour Answer Function , Methodology



are viewed as cost factors.Correct Answer TrueYour Answer True



revenue to decrease


Industrial buying processCorrect Answer Personal sellingYour Answer Personal selling

True/FalseQuestion The greater the number of substitutes for a product, the less

price elastic is its demand.Correct Answer FalseYour Answer True



True/False

Page 107

MM1Question Correlation methods is also used to supplement other

techniques.Correct Answer FalseYour Answer False


to producerCorrect Answer TrueYour Answer True





EncodingPutting meaning to symbols conveyed as messages Putting meaning tosymbols conveyed as messages

Decoding Interpreting the message by receiver Interpreting the message byreceiver


FeedbackCommunication from receiver to sender Communication fromreceiver to sender


Select The BlankQuestion ________ concept increases the efficiency of economic systemCorrect Answer Marketing

Page 108

MM1Your Answer Marketing

Multiple Choice Multiple AnswerQuestion The tangible inputs in a business areCorrect Answer Capital , Machine , TimeYour Answer Capital , Machine , Time







are integrated or coordinatedCorrect Answer TrueYour Answer False




Multiple Choice Single AnswerQuestion Consumerism emerged in which era of Marketing?Correct Answer Sales

Page 109

MM1Your Answer Sales








Multiple Choice Multiple AnswerQuestion Target marketing involvesCorrect Answer Market targeting , Market segmentationYour Answer Market targeting , Market segmentation

Multiple Choice Multiple AnswerQuestion Money is invested by way ofCorrect Answer Debt , EquityYour Answer Debt , Equity

Multiple Choice Single AnswerQuestion The greatest amount of satisfaction comes from which utilityCorrect Answer PossessionYour Answer Form

Multiple Choice Single AnswerQuestion Members of this group are average white and blue collar

workers who aim for better livingCorrect Answer Middle class

Page 110

MM1Your Answer Middle class



Identifies impact of any change on performance , Instantly spots malfunctionsand show where they occur





Multiple Choice Single AnswerQuestion This involves developing two or more market strategies for

two or more market segmentsCorrect Answer Multi-segmentationYour Answer Multi-segmentation


and promotion strategyYour Answer One market mix for target market , One distribution and

promotion strategy



Multiple Choice Multiple AnswerQuestion Product characteristics that influence channel selection are

Page 111

MM1Correct Answer Complexity , Perishability , WeightYour Answer Complexity , Perishability , Weight

Page 112


Multiple Choice Multiple AnswerQuestion Major role of promotion is to :

Correct Answer Persuade , Inform , Remind

Your Answer Persuade , Inform , Remind

True/FalseQuestion A drive is a need that sufficiently presses a person to act

Correct Answer True

Your Answer True


systems approach.Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion D in AIDA stands for :

Correct Answer Desire

Your Answer Desire

Multiple Choice Single AnswerQuestion Higher the perceived quality of the product, higher will be

the perceived price. Such products are called:Correct Answer Prestige

Your Answer Prestige


procedures that complements the company structureCorrect Answer Systems

Your Answer Systems

Multiple Choice Single AnswerQuestion The output of Stimulus Response Model is

Correct Answer Product decision

Your Answer Product decision


members of top management over a period of timeCorrect Answer True

Your Answer True


in other marketsCorrect Answer Market tests


True/FalseQuestion Services can be stored in inventory.


Your Answer False


and goals in marketing process.Correct Answer True

Your Answer True

Multiple Choice Multiple AnswerQuestion The participants in a communication process are :

Correct Answer Source , Recipient

Your Answer Source , Recipient

Select The BlankQuestion ________ is synonymous with non-recurrent data

system(RDS)

Correct Answer Market research

Your Answer Market research


its products, policies or actions.Correct Answer True

Your Answer True


Correct Answer Complexity , Perishability , Weight

Your Answer Complexity , Perishability , Weight

Multiple Choice Multiple AnswerQuestion Limitations of Traditional cost accounting are

Correct Answer Assumes factory as an isolated entity , It measures only thecost of producing

Your Answer Assumes factory as an isolated entity , It measures only thecost of producing , It uses time as a unit of measure


opts for :-Correct Answer Diet coke


Multiple Choice Multiple AnswerQuestion Criteria for choosing distribution channels are :

Correct Answer Market coverage , Control , Costs

Your Answer Market coverage , Control , Costs


Wide market coverage isachieved.


Helps in the process ofmatching demand andsupply.


No intermediariesbetween producer andconsumer.


Combining two or morelevels of a channel underone participant's control.


Select The BlankQuestion In production era , demand is ________ than supply

Correct Answer Greater

Your Answer Greater


of human behaviourCorrect Answer Research and planning , Forecasting

Your Answer Division of labour , Departmentalisation


Many sellers and buyersand none of them havemuch effect on the totaldemand,supply andproduct's market price

Pure competition Pure competition

Only one seller and nocompetition permittedlegally

Monopoly Pure monopoly

Few sellers but accountfor bulk of industry'ssales

Oligopoly Pure oligopoly

Many sellers and buyersand each seller's offeringis somewhat differentthan others

Monopolistic Oligopoly

Select The BlankQuestion ________is a strong internal stimulus impelling action

Correct Answer Drive

Your Answer Belief


groups that compose the market and to develop specificproduct for each of these groups.


Your Answer True

Multiple Choice Single AnswerQuestion The frequency at which a product is used is called ?

Correct Answer Usage rate

Your Answer Usage rate

Multiple Choice Multiple AnswerQuestion Types of psychological pricing are

Correct Answer Prestige , Leader

Your Answer Prestige , Leader


factors:Correct Answer Opportunity , Objectives, Strategies, Situation assessment,

Organisation mission , ResourcesYour Answer Opportunity , Strengths , Resources


the firm'a activitiesCorrect Answer Sales Forecast

Your Answer Sales Forecast

Select The Blank

Question A speciality product is ________ intensively distributed thana shopping product

Correct Answer Less

Your Answer Less

Multiple Choice Single AnswerQuestion It is the process of selecting people for company positions

and developing skills and abilities for assignments in thecompany

Correct Answer Staffing

Your Answer Staffing

Select The BlankQuestion Specific ________ emerge from broad stratefgies

Correct Answer Tactics


Select The BlankQuestion The research objectives are stated as ________ to be tested

Correct Answer Hypothesis

Your Answer Hypothesis



Your Answer Social class , Culture


productivity as well as of manufacturer.Correct Answer Automation

Your Answer Automation


of human behaviour

Correct Answer Control mechanism , Departmentalisation

Your Answer Control mechanism , Departmentalisation , Specialisation

Multiple Choice Single AnswerQuestion What factors constitute natural environment?

Correct Answer Natural resources

Your Answer Natural resources


satisfied ?Correct Answer Atleast two parties , Each party is capable of communication

and delivery , Each party has something that might be ofvalue to the other party

Your Answer Atleast two parties , Each party is capable of communicationand delivery , Each party has something that might be ofvalue to the other party


information are expensive to obtain.Correct Answer False

Your Answer False

Select The BlankQuestion Product ________ plays a major role in distribution strategy.

Correct Answer Awareness

Your Answer Packaging

Multiple Choice Multiple AnswerQuestion Total cost includes :

Correct Answer Fixed cost , Variable cost

Your Answer Total cost , Fixed cost , Variable cost


demand

Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion It is is the data which has been converted to a useful form for

decision makingCorrect Answer Information

Your Answer Information

True/FalseQuestion Product development includes starting another business or

buy businesses outside of their current line.Correct Answer False

Your Answer False

Select The BlankQuestion Skimming pricing involves________ risk.

Correct Answer Low

Your Answer Marginal

Multiple Choice Single AnswerQuestion A in AIDA stands for :


Your Answer Advertising

Multiple Choice Single AnswerQuestion This pricing objective involves setting a low price to

discourage entry of new firms.Correct Answer Stay out

Your Answer Stay out


ideas, feelings and information.Correct Answer Communication

Your Answer Promotion

MM2Marketing Management Assgn 2 -SenthilTrue/FalseQuestion In negotiated contracts, the bid selected by buyer is not



Damaged goods allowanceTrue/FalseQuestion Change in company's strategy gives rise to problems














Page 1

MM2Gap analysis Difference between desired and projected performanceSome fit and some misfit


















competitor.

Page 2

MM2Correct Answer Pure monopolistYour Answer Monopolist


















Page 3

MM2



















Multiple Choice Single AnswerQuestion What is diversification?Correct Answer New product-New market

Page 4

MM2Your Answer New product-Existing market




Marketing strategy developmentMultiple Choice Multiple AnswerQuestion Total cost concept includesCorrect Answer Damaged goods , Inventory obsolescence ,












Page 5


Multiple Choice Single AnswerQuestion Deciding on the number of intermediaries to be employed by







































































Question How does 'structure' reduce external uncertainity arisingout of human behaviour

Correct Answer Research and planning , ForecastingYour Answer Research and planning , Forecasting , Division of

labour













number of products in multi-segment strategyCorrect Answer True

Your Answer True





communication and delivery , Each party has something that might be ofvalueto the other party

Your Answer Atleast two parties , Each party is capable ofcommunication and delivery , Each party has something that might be ofvalue tothe other party




Select The BlankQuestion ________ is an important tool for planning and controlling the

firm'a activitiesCorrect Answer Sales Forecast



producers rather than the middlemenCorrect Answer Expensive

Your Answer Non durables


Correct Answer Possession

Your Answer Possession

True/FalseQuestion The key to successful new product introduction lies in a systems

approach.Correct Answer True

Your Answer True


Ballast business Fit well but lowopportunities

Some fit and some misfit

Gap analysis Difference betweendesired and projectedperformance

Difference betweendesired and projectedperformance

Corporate parenting Managing SBU's by acorporate

Managing SBU's by acorporate


Multiple Choice Multiple AnswerQuestion Aspects of political environment are :

Correct Answer Form of government adopted , Media and pressure groups ,Government stability

Your Answer Form of government adopted , Media and pressure groups ,Government stability

Multiple Choice Single AnswerQuestion It limits the alternatives that a decision maker takes in a given

situationCorrect Answer Policy

Your Answer Policy

Select The BlankQuestion ________ concept increases the efficiency of economic system

Correct Answer Marketing

Your Answer Marketing




Others self concept How the person thinksothers see him

How the person thinksothers see him


True/FalseQuestion Demand is highly elastic for industrial goods


Your Answer False

Multiple Choice Multiple AnswerQuestion What is Statistical Quality Control(SQC)

Correct Answer Identifies quality and productivity from a production process ,Identifies impact of any change on performance , Instantly spotsmalfunctions and show where they occur

Your Answer Identifies quality and productivity from a production process ,Integrates manufacturing with business strategy

Multiple Choice Single AnswerQuestion Production creates which type of utility

Correct Answer Form

Your Answer Time

Multiple Choice Single AnswerQuestion Who provides time and place utility?

Correct Answer Intermediary

Your Answer Supplier


party?Correct Answer Behavioural

Your Answer Behavioural


complements the company structureCorrect Answer True

Your Answer True

Multiple Choice Multiple AnswerQuestion What is Marginal cost?

Correct Answer The additional cost of each unit of product , It ignores non pricecompetition , Marginal revenue is less than average revenue

Your Answer The additional cost of each unit of product , Marginal revenue isless than average revenue , It is useful for new products


necessarily the lowestCorrect Answer True

Your Answer True



Your Answer Subsistence

Multiple Choice Single AnswerQuestion Consumerism emerged in which era of Marketing?

Correct Answer Sales



account for differences in customer segments and situations.Correct Answer True

Your Answer True


productivity as well as of manufacturer.

Correct Answer Automation



through its life cycle.Correct Answer Price

Your Answer Sales volume


Correct Answer Exchange

Your Answer Self production

True/FalseQuestion After sales service is provided in a customer orirnted firm

Correct Answer True

Your Answer True


customers account for a large part of sale.Correct Answer Selective

Your Answer Exclusive


systems in various degreesCorrect Answer True

Your Answer True

Multiple Choice Multiple AnswerQuestion A transaction takes place when

Correct Answer There is time and place of agreement , Two things of value ,Agreed upon conditions

Your Answer There is time and place of agreement , Two things of value ,Agreed upon conditions


border.Correct Answer True

Your Answer False

Multiple Choice Multiple AnswerQuestion Types of product classification

Correct Answer Consumables , Durables , Services

Your Answer Consumables , Durables , Services



Your Answer False

Select The BlankQuestion A change in quantity demanded of a product is caused by a

change in its ________.Correct Answer Price

Your Answer Demand

Multiple Choice Single AnswerQuestion This distribution is necessary for most convenience goods.

Correct Answer Intensive



mean changes in the systems in various degreesCorrect Answer True

Your Answer True

Multiple Choice Multiple AnswerQuestion Total cost concept includes

Correct Answer Damaged goods , Inventory obsolescence , Transportation

Your Answer Damaged goods , Customer satisfaction , Transportation



Your Answer Debt , Equity , Return


buyer's behaviourCorrect Answer Family

Your Answer Family


producer to the ultimate consumerCorrect Answer Marketing



in the futureCorrect Answer No-regret moves

Your Answer No-regret moves


of the product and special eventCorrect Answer Promotion


Multiple Choice Multiple AnswerQuestion How does 'structure' reduce external uncertainity arising out of

human behaviourCorrect Answer Research and planning , Forecasting

Your Answer Forecasting , Division of labour , Departmentalisation

Select The Blank

Question Major reason for success for new product is ________ product.

Correct Answer Superior

Your Answer Correctly positioned


perceived price. Such products are called:Correct Answer Prestige


Multiple Choice Single AnswerQuestion The most common criteria for classifying products is based on

Correct Answer Buyer behaviour

Your Answer Target market

Multiple Choice Multiple AnswerQuestion Drawbacks of Survey of Buyer's intention method are

Correct Answer Exposure , Not accurate , Time consuming

Your Answer Exposure , Not accurate , Time consuming

Multiple Choice Single AnswerQuestion This method is more accurate for short term forecasts

Correct Answer Simple Trend Analysis

Your Answer Simple Trend Analysis


for :-Correct Answer Diet coke


Multiple Choice Multiple AnswerQuestion Marketing channels for consumer products is longer because

Correct Answer Number of consumers are more , Consumers buy smallerquantities , Buying patterns of consumers is easy to detect.

Your Answer Number of consumers are more , Consumers buy smallerquantities

MM3















Page 1

MM3Multiple Choice Single AnswerQuestion This allows a marketer to adjust the actual price a customer





Multiple Choice Multiple AnswerQuestion An unhealthy portfolio hasCorrect Answer Few stars , More dogsYour Answer More dogs , Few stars









Page 2

MM3Deep Assortment Carrying a product family in depth, drawing on manyproducer's output Carrying a product family in depth, drawing on manyproducer's output






strength are few in numberCorrect Answer TrueYour Answer True








cost of producing


Page 3

MM3opts for :-Correct Answer Diet cokeYour Answer Diet coke










Multiple Choice Multiple AnswerQuestion What are psychogenetic needsCorrect Answer Belonging , Recognition

Page 4

MM3Your Answer Belonging , Recognition















Page 5

MM3Question Disadvantages of Primary data are :Correct Answer Cost factor , Time factorYour Answer Cost factor , Time factor , Credibility













Page 6

MM3Select The BlankQuestion Specific ________ emerge from broad stratefgiesCorrect Answer TacticsYour Answer Objectives






Page 7




Your Answer False















stage of product life cycle?

Correct Answer Growth




Your Answer Cues



Correct Answer True

Your Answer True









Your Answer True


Question Product should be considered from the point ofview of

Correct Answer Customer













Your Answer True

MM4Multiple Choice Single AnswerQuestion D in AIDA stands for :Correct Answer DesireYour Answer Demand













Multiple Choice Multiple AnswerQuestion Key concepts of systems view of management includes

Page 1

MM4Correct Answer Optimisation concept , Total cost concept , Cost trade-off






control is tough











Select The Blank

Page 2

MM4Question Specific ________ emerge from broad stratefgiesCorrect Answer TacticsYour Answer Plans















Select The Blank

Page 3

MM4Question The onus of advertising, pricing and sales promotion policies is














True/FalseQuestion Boston consultance group Matrix focusses on future business.Correct Answer False

Page 4

MM4Your Answer True





Message has meaning










Page 5

MM4







Page 6




Your Answer False





percentage of customers account for a large partof sale.



























Your Answer Quality







Your Answer Drive



Your Answer True






Your Answer True





cost.











Your Answer Sales












Your Answer True

Multiple Choice Single AnswerQuestion Decline in buying power due to price levels rising

more rapidly than income is calledCorrect Answer Inflation





Your Answer True
















Your Answer Cues



Correct Answer True

Your Answer True









Your Answer True





Correct Answer Reseller market , Industrial market , Governmentmarket

Your Answer Reseller market , Industrial market , Governmentmarket









Your Answer True






Your Answer True







Your Answer Title



Your Answer True








Motivational research It analyses consumermotives





















Page 1

MM5Heartland business Give the highest priority Give the highest priority








products.Correct Answer Multi useYour Answer Shopping







Page 2

MM5














Page 3

MM5
















Page 4

MM5



trends













Page 5

MM5Question This discount is offered to customers to encourage them to













Page 6

MM5True/FalseQuestion Systems are formal and informal rules and regulations that







Page 7

mm6LIST OF ATTEMPTED QUESTIONS AND ANSWERS



Multiple Choice Single AnswerQuestion Depression stage in business cycle is also calledCorrect Answer BustYour Answer Bust







Feedback Communication from receiver to sender Communication from receiverto sender

Encoding Putting meaning to symbols conveyed as messages Putting meaning tosymbols conveyed as messages




True/False

Page 1

mm6Question "Idea screening" stage reduces the number of ideas based on


Multiple Choice Multiple AnswerQuestion Research design is classified as :Correct Answer Function , MethodologyYour Answer Function , Methodology










Multiple Choice Multiple AnswerQuestion Commercial sources have following sourcesCorrect Answer Advertising , Packaging , Sales personsYour Answer Advertising , Packaging , Sales persons


experienced and trained have to settle for a low level job.Correct Answer Underemployment

Page 2

mm6Your Answer Underemployment

Multiple Choice Multiple AnswerQuestion What are variable costs?Correct Answer Material , LabourYour Answer Material , Labour

Multiple Choice Multiple AnswerQuestion Forecasting methods for existing products areCorrect Answer Simple trend analysis , Correlation method , Market tests

Your Answer Simple trend analysis , Time series analysis , Correlationmethod

True/FalseQuestion The super structure indicates ways in which company's tasks are

integrated or coordinatedCorrect Answer TrueYour Answer True



Select The BlankQuestion There are more number of substitutes for ________ products.Correct Answer Multi useYour Answer Multi use

Select The BlankQuestion Module of Flotilla strikes an optimum balance of ________ and

flexibilityCorrect Answer StandardisationYour Answer Standardisation






Multiple Choice Multiple AnswerQuestion Ways to make people do trial purchases?

Page 3

mm6Correct Answer Coupon offers , Discounts , SamplesYour Answer Coupon offers , Discounts , Samples


Multiple Choice Single AnswerQuestion Prosperity stage in business cycle is also calledCorrect Answer BoomYour Answer Boom



Select The BlankQuestion ________ routinely performs all functions on recurrent, internal

and external dataCorrect Answer Recurrent data system(RDS)Your Answer Management Information system(MIS)





price elastic is its demand.Correct Answer FalseYour Answer False


situationCorrect Answer PolicyYour Answer Policy


Page 4

mm6

Select The BlankQuestion Concentration on that segment of market which has the maximum

number of people is called ________Correct Answer Market fallacyYour Answer Market fallacy

Multiple Choice Multiple AnswerQuestion Aspects of political environment are :Correct Answer Form of government adopted , Media and pressure groups

, Government stabilityYour Answer Form of government adopted , Media and pressure groups ,



True/FalseQuestion Change in company's strategy gives rise to problems necessitating

a new structure to be madeCorrect Answer TrueYour Answer True


Multiple Choice Single AnswerQuestion Which is the shortest marketing channel for an industrial

product?Correct Answer Producer--->Industrial userYour Answer Producer--->Industrial user

Select The BlankQuestion ________ is synonymous with non-recurrent data system(RDS)Correct Answer Market researchYour Answer Market research


remain loyal buyersCorrect Answer Quantity discountYour Answer Quantity discount

Select The BlankQuestion For ________ items, reseller reorders goods when inventory gets

lowCorrect Answer StandardYour Answer Standard

Page 5

mm6





solutions to marketing problemsCorrect Answer HistoricalYour Answer Historical



Page 6




Your Answer False

Multiple Choice Single AnswerQuestion It concentrates on organisation design and work flow

Correct Answer Flotilla


Select The BlankQuestion ________ measures actual sales and not intentions to

buyCorrect Answer Market tests


Multiple Choice Single AnswerQuestion This strategic posture invests sufficiently to stay in the

race but avoids pre-mature commitmentsCorrect Answer Reserve the right to play



amount of satisfaction(each unit adds to totalsatisfaction), is less than the previous unit. This iscalled




product life cycle?Correct Answer Growth



stimulus generate the same kind of response

Correct Answer Reinforcement

Your Answer Cues


marketing objectives in mind while making pricingdecisions.

Correct Answer True

Your Answer True







True/FalseQuestion After sales service is provided in a customer orirnted

firmCorrect Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Product should be considered from the point of view

ofCorrect Answer Customer






Question Research design is classified as :


Your Answer Function , Methodology , Predictive , Experimental




True/FalseQuestion "Idea screening" stage reduces the number of ideas

based on company's criteria.Correct Answer True

Your Answer True


True/FalseQuestion In negotiated contracts, the bid selected by buyer is not necessarily

the lowestCorrect Answer True

Your Answer True

Multiple Choice Multiple AnswerQuestion Trade promotions include

Correct Answer Push money allowance , Promotional allowance

Your Answer Push money allowance , Cash rebates , Promotional allowance ,Damaged goods allowance

True/FalseQuestion Change in company's strategy gives rise to problems necessitating a

new structure to be madeCorrect Answer True

Your Answer False

Multiple Choice Multiple AnswerQuestion What is break down approach

Correct Answer Sales potential varies with country's general level of economicactivity , Market and sales potential is based on economic forecast ,Number of units that a buyer buys is multiplied by the total numberof potential buyers in that territory to arrive at total sales

Your Answer Sales potential varies with country's general level of economicactivity , Market and sales potential is based on economic forecast ,Number of units that a buyer buys is multiplied by the total numberof potential buyers in that territory to arrive at total sales

True/FalseQuestion Consumer behaviour is easy to understand in familiar country like

India for Indians.Correct Answer False

Your Answer True

Select The BlankQuestion Buyer's response in ________ method may not be applicable in

other marketsCorrect Answer Market tests


True/FalseQuestion The demand for a specific brand within a product category is called

selective demand.Correct Answer True

Your Answer True



Your Answer Integral distribution



Fit well but lowopportunities

Gap analysis Difference between desiredand projected performance






Correct Answer Eggs, Bread , Clothing , Cement

Your Answer Clothing , Maruti 800 Car

Multiple Choice Single AnswerQuestion What is Exclusive Assortment?

Correct Answer Carrying the line of only one manufacturer

Your Answer Carrying many unrelated product lines

Select The BlankQuestion Product means the ________ and services the company offers the

target market.Correct Answer Goods

Your Answer Value


promotional push.Correct Answer Middlemen

Your Answer Advertising agents

Multiple Choice Single AnswerQuestion Government units that purchase or rent goods for carrying out main

functions of government is calledCorrect Answer Government Market

Your Answer Reseller Market

Select The BlankQuestion Low value but bulky products move through________ channels.

Correct Answer Short

Your Answer Direct

True/FalseQuestion Consumer needs are matched with the company capabilities and

goals in marketing process.Correct Answer True

Your Answer True


Correct Answer Inform , Remind , Persuade

Your Answer Remind , Persuade , Inform


Question Factors affecting demand of a product?

Correct Answer Population , Increase in buying power

Your Answer Decrease in buying power , Buyer preferences

Select The BlankQuestion ________ can price it's product without any regard to competitor.

Correct Answer Pure monopolist

Your Answer Monopolist

Select The BlankQuestion ________ are difficult to change

Correct Answer Attitudes

Your Answer Habits

Select The BlankQuestion ________ exists when a few large independent firm accounts for

bulk of an industry's sales.Correct Answer Oligopoly

Your Answer Pure oligoply


Correct Answer Form



implementation and control.Correct Answer Planning

Your Answer Planning





integrated or coordinatedCorrect Answer True

Your Answer True


results can be compared with potential salesCorrect Answer Sales forecast

Your Answer Sales forecast

Multiple Choice Single AnswerQuestion It is a paid form of non personal communication.

Correct Answer Advertising


Multiple Choice Multiple AnswerQuestion What are the stages in new product development ?

Correct Answer Idea screening , Market testing , Commercialisation

Your Answer Idea screening , Market testing , Commercialisation


somethingCorrect Answer Belief

Your Answer Belief


Product related consumercharacteristics

Brand loyalty, Type ofusage






circumstancesCorrect Answer True

Your Answer True

Select The BlankQuestion Major reason for success for new product is ________ product.


Your Answer Superior


sales.This profitability objective is called:Correct Answer Target return

Your Answer Profit maximisation

Multiple Choice Single AnswerQuestion It helps an organisation to cope with future by setting objectives

and making strategies to achieve themCorrect Answer Planning



Correct Answer Sold on basis of benefits , Quality control is tough

Your Answer Sold on basis of benefits , Quality control is tough

Multiple Choice Single AnswerQuestion Feedback is fastest in which of the following channels:

Correct Answer Personal selling

Your Answer Personal selling

True/FalseQuestion Each product and brand has a status symbol potential

Correct Answer True

Your Answer True


set and funds are allocated to promotion mix elements.Correct Answer Sales management , Advertising

Your Answer Sales management , Advertising


original core businessesCorrect Answer True

Your Answer False

Multiple Choice Single AnswerQuestion What is diversification?

Correct Answer New product-New market

Your Answer New product-Existing market

Multiple Choice Multiple AnswerQuestion After the new product has passed the conceptual stages it becomes

more concrete in which stages?Correct Answer Test marketing , Commercialisation , Product development

Your Answer Test marketing , Commercialisation , Product development ,Marketing strategy development



Your Answer Damaged goods , Inventory obsolescence , Transportation

Multiple Choice Single AnswerQuestion These are the elements of a plan that specify how objectives are to

be achievedCorrect Answer Strategies

Your Answer Strategies

Multiple Choice Single AnswerQuestion Members of this class neither possess family status nor unusual

wealth but their primary concern is careerCorrect Answer Upper-Middle

Your Answer Upper-Middle

Multiple Choice Single AnswerQuestion It refers to the effect price changes have on quantity demanded of a

product and the firm's sales revenue.Correct Answer Demand elasticity

Your Answer Demand elasticity


________ environment.Correct Answer Macro

Your Answer Macro

True/False

Question "The customer is always right" is the spirit of marketing concept.

Correct Answer True

Your Answer True

2nd Sem - Marketing Management 1



Correct Answer Form

Your Answer Form



Your Answer Pepsi












Your Answer Sales







Your Answer Exchange

Select The BlankQuestion ________ concept increases the efficiency of economic

systemCorrect Answer Marketing



consistent in societyCorrect Answer Profit


True/FalseQuestion Marketing concept provides a balance to the exchange

process within the social systemCorrect Answer True

Your Answer False


concept.Correct Answer True

Your Answer True





________ products.


Correct Answer Special

Your Answer Special




Multiple Choice Multiple AnswerQuestion Shorter distribution channel results in

Correct Answer Reduced costs , Limited market coverage

Your Answer Reduced costs , Limited market coverage


consumer product channels.Correct Answer False

Your Answer False

True/FalseQuestion Firms that lack promotional capabilities rely on middlemen.

Correct Answer True

Your Answer True


units/day. Reorder point will be …Correct Answer 60 units

Your Answer 60 units

Multiple Choice Single AnswerQuestion Source credibility is :

Correct Answer Receiver's perception regarding belief on sender.

Your Answer Receiver's perception regarding belief on sender.

Multiple Choice Single AnswerQuestion Major components of marketing mix are :


Correct Answer Product

Your Answer Product


relations.Correct Answer False

Your Answer False


amount of satisfaction(each unit adds to total satisfaction), isless than the previous unit. This is called



Multiple Choice Multiple AnswerQuestion What are variable costs?

Correct Answer Material , Labour

Your Answer Labour , Material


revenue to increase.Correct Answer Price elastic

Your Answer Price elastic


same conditions , in the same quantities and at the same timeCorrect Answer Variable

Your Answer Variable


Trade discount Reduction in list price tochannel menbers

Reduction in list price tochannel menbers

Cumulative quantitydiscount

Discount percetageincreases as the quantitypurchased increases



Non-cumulative quantitydiscount

Applies to a single order Applies to a single order

Cash discount Given for payingpromptly

Given for payingpromptly

Multiple Choice Multiple AnswerQuestion The micro-environment consists of following components:

Correct Answer Marketing intermediaries , Customers , Competitors

Your Answer Marketing intermediaries , Customers , Competitors


opportunities and threatsCorrect Answer Organisational assessment

Your Answer Organisational assessment


factors:Correct Answer Objectives, Strategies, Situation assessment, Organisation

mission , Resources , OpportunityYour Answer Opportunity , Objectives, Strategies, Situation assessment,



Objectives What is to beaccomplished

What is to beaccomplished

Strategies How to achieveobjectives

How to achieveobjectives

Policies Constraints that limitsthe alternatives available

Constraints that limits thealternatives available

Strategic organisationalplanning

Top Management Top Management

Multiple Choice Single AnswerQuestion What is Recurrent data?

Correct Answer Routinely collected data

Your Answer Routinely collected data



Question The external sources of Primary data are :

Correct Answer Retailer , Wholesaler , Libraries

Your Answer Retailer , Wholesaler


information in a timely fashion.Correct Answer True

Your Answer True



Your Answer False

Multiple Choice Multiple AnswerQuestion Beliefs are based on

Correct Answer Knowledge , Opinion , Faith

Your Answer Knowledge , Opinion , Faith

Multiple Choice Single AnswerQuestion In this market, organisation acquires goods for the purpose

of renting to others at profitCorrect Answer Reseller Market




Your Answer Carrying the line of only one manufacturer

Select The BlankQuestion Few large buyers do maximum purchasing in ________

Correct Answer Industrial market

Your Answer Industrial market



Question Characteristics for effective market segmentation are:

Correct Answer Actionable , Measurable , Accessible

Your Answer Actionable , Measurable , Accessible

Select The BlankQuestion Market ________ is more prevalent than Mass marketing

Correct Answer Segmentation

Your Answer Segmentation


strategyCorrect Answer True

Your Answer True


mixCorrect Answer Marketing


Multiple Choice Multiple AnswerQuestion An unhealthy portfolio has

Correct Answer More dogs , Few stars

Your Answer More dogs , Few stars


________ cost savingsCorrect Answer Labour

Your Answer Infrastructure



Your Answer True



Question Manufacturers offering variety of price promotions to theirmiddlemen is called

Correct Answer Trade promotion

Your Answer Trade promotion

2nd Copy

a







Your Answer True



Your Answer Selling



Correct Answer Optimisation concept , Total cost concept , Cost trade-offconcept

Your Answer Optimisation concept , Total cost concept , Inventory carryingcost concept

Multiple Choice Multiple AnswerQuestion What are fixed costs?

Correct Answer Office rent , Insurance , Generator back up

Your Answer Office rent , Insurance



Your Answer Intensive


someone elseCorrect Answer Acquisition

Your Answer Commercialisation


channel.Correct Answer True

Your Answer False


channel is adjusted by :Correct Answer Retailer

Your Answer Retailer

Multiple Choice Single AnswerQuestion What involves review of projected sales, costs and profits.

Correct Answer Business analysis

Your Answer Business analysis

Select The Blank


Question ________cost accounting measures the cost of producing andignores the cost of non-producing

Correct Answer Traditional

Your Answer Traditional



Your Answer Labour

Multiple Choice Multiple AnswerQuestion The tangible inputs in a business are

Correct Answer Capital , Machine , Time

Your Answer Technology , Machine

Multiple Choice Multiple AnswerQuestion What are psychogenetic needs

Correct Answer Belonging , Recognition

Your Answer Belonging , Recognition


Customer is the focalpoint in

Marketing Selling

Tangible sources Capital, machines,rawmaterial

Capital, machines,rawmaterial

Intangible sources Information, time andtechnology

Information, time andtechnology




Your Answer False






around a stage in the production processCorrect Answer Flotilla concept

Your Answer Flotilla concept





businesses.Correct Answer False

Your Answer False









Your Answer Production


Correct Answer Form



Multiple Choice Multiple AnswerQuestion When is demand price elastic?

Correct Answer Price cut causes revenue to increase , Price rise causesrevenue to decrease

Your Answer Price cut causes revenue to increase


horizontal and vertical dimensions.Correct Answer True

Your Answer True



Your Answer False

Multiple Choice Single AnswerQuestion The tool that a sender uses to reach to the receiver is called:

Correct Answer Message

Your Answer Message




True/FalseQuestion Experimental research involves obtaining data from respondents

in person, mail or by phoneCorrect Answer False

Your Answer False



Your Answer True


Select The BlankQuestion ________ is a broad plan of action for using an organisation's

resources to accomplish a objectiveCorrect Answer Strategy

Your Answer Strategy



Your Answer Not accurate , Time consuming , Sales may be inflated ordeflated by sales team


the target market.Correct Answer Goods

Your Answer Goods


Correct Answer True

Your Answer True





factorsCorrect Answer Psychographic , Demographic , Geographic

Your Answer Psychographic , Demographic , Geographic


studied to determine if they can be made by cheaper methods ofproduction

Correct Answer Product Value Analysis

Your Answer Product Value Analysis

True/False


Question The life cycle of product category is the shortest.


Your Answer False


solutions to marketing problemsCorrect Answer Historical

Your Answer Historical

Multiple Choice Single AnswerQuestion An example of Want is :

Correct Answer Continental food

Your Answer Safety


developing skills and abilities for assignments in the companyCorrect Answer Staffing



changes brought about by ________Correct Answer Statistical quality control

Your Answer Michael Porter's model for Industry Analysis

Multiple Choice Multiple AnswerQuestion Target marketing involves

Correct Answer Market targeting , Market segmentation

Your Answer Market targeting , Market segmentation , Market positioning













product?Correct Answer Producer--->Industrial user

Your Answer Producer--->Consumer

3rd Copy



Deep Assortment Carrying a product familyin depth, drawing onmany producer's output

Carrying the line of onlyone manufacturer

Exclusive Assortment Carrying the line of onlyone manufacturer

Carrying several productlines that fall within theresellers type of business

Open bid Contract awarded tolowest bidder

Direct negotiation with oneor more companiescovering project and terms

Negotiated Contract Direct negotiation withone or more companiescovering project andterms

Contract awarded tolowest bidder


Correct Answer Reseller market , Industrial market , Government market

Your Answer Industrial market , Consumer market


are integrated or coordinatedCorrect Answer True


Your Answer True

True/FalseQuestion A channel's length is also called as horizontal dimension.


Your Answer False



Your Answer Continental food

True/FalseQuestion Product, place and promotion elements in the marketing mix are

viewed as cost factors.Correct Answer True

Your Answer False




Select The BlankQuestion ________ eliminates the risk of losing customer's goodwill

Correct Answer One price policy

Your Answer One price policy

Select The BlankQuestion There are more number of substitutes for ________ products.

Correct Answer Multi use


True/FalseQuestion Storage helps firms balance supply and demand.

Correct Answer True

Your Answer True




Your Answer Habits




Multiple Choice Single AnswerQuestion The price of a product is determined by estimating the cost of

producing and marketing and then add a percentage of profits.This orientation is called:

Correct Answer Cost

Your Answer Demand

Multiple Choice Single AnswerQuestion What is product concept?

Correct Answer Detailed version of idea stated in consumer terms

Your Answer Consumer's perception of an actual product


This refers to the numberof product items withineach product line.

Product depth Product height

This includes all productitem's a company offers.

Product mix Product mix

This is a group ofproducts that are related.

Product line. Product line.

This is the total number ofproduct lines.

Product breadth Product breadth

Multiple Choice Multiple AnswerQuestion Planning of long term strategies are based on following factors:

Correct Answer Opportunity , Objectives, Strategies, Situation assessment,Organisation mission , Resources

Your Answer Strengths , Objectives, Strategies, Situation assessment,Organisation mission , Resources




Your Answer Odd , Leader , Prestige



Your Answer Transaction



Your Answer False


put on ________ distribution.Correct Answer Exclusive


True/FalseQuestion Marketer discourages his brand users for brand switching.

Correct Answer True

Your Answer True







Select The Blank


Question An organisational assessment uncovers________

Correct Answer Weaknesses

Your Answer Weaknesses



Your Answer Reduced costs , High market coverage



Your Answer Product



Your Answer Oligopoly






Your Answer Systems approach


Correct Answer Stimuli

Your Answer Stimuli

Multiple Choice Multiple AnswerQuestion Characteristics of Effective segmentation




Multiple Choice Multiple AnswerQuestion Types of strategic business units are :

Correct Answer Stars , Cash cows , Question marks

Your Answer Stars , Cash cows , Question marks


prospect's situation is calledCorrect Answer Price shading

Your Answer Variable pricing


entry of new firms.Correct Answer Stay out

Your Answer Elimination





hedonistic society.Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion This portfolio involves major capital investments which will result

in either large pay offs or large lossesCorrect Answer Big bets



Correct Answer Identifies quality and productivity from a production process ,Identifies impact of any change on performance , Instantly spots


malfunctions and show where they occur

Your Answer Identifies quality and productivity from a production process ,Identifies impact of any change on performance , Integratesmanufacturing with business strategy



Your Answer Feedback






Your Answer Big bets

Multiple Choice Single AnswerQuestion A centralised inventory means

Correct Answer Fast delivery to customers

Your Answer Building and stocking one warehouse



Your Answer Maximisation

True/FalseQuestion Shorter production runs are required to produce large number of

products in multi-segment strategyCorrect Answer True

Your Answer False

4th Copy





Your Answer True

Select The BlankQuestion ________ is a part of the company that has a separate mission

and objectivesCorrect Answer SBU

Your Answer SBU

Select The BlankQuestion ________ is synonymous with non-recurrent data system(RDS)


Your Answer Management Information system


Correct Answer Low

Your Answer High



Your Answer Correlation


Correct Answer True

Your Answer True


company analysis without using psychological models of humanbehaviour

Correct Answer Culture


Your Answer Role

Multiple Choice Single AnswerQuestion It is a reduction in list price granted to channel members for

performing marketing functionsCorrect Answer Trade discount

Your Answer Trade discount

Multiple Choice Single AnswerQuestion It identifies opportunities for and threats to the organisation

Correct Answer Environmental assessment

Your Answer Environmental assessment



Your Answer True



Your Answer Greater






Your Answer Inventory obsolescence , Transportation


Air-freight It is the best quality typeof transportationavailable.

The advantage is speedand flexibility in carryingsmall loads.


Inventory carrying cost It increases as thequantity orderedincreases.

It increases as the quantityordered increases.

Order processing cost It decreases as thequantity orderedincreases.

It decreases as thequantity orderedincreases.

Pipe-line It is used to transportpetroleum products torefineries.

It is used to transportpetroleum products torefineries.



Your Answer Sold on basis of benefits , Mechanised and automated


products together constitutes ________ concept.Correct Answer Total cost


Multiple Choice Multiple AnswerQuestion Forecasting methods for existing products are

Correct Answer Simple trend analysis , Time series analysis , Correlationmethod

Your Answer Simple trend analysis , Correlation method , Market tests






Your Answer True

Select The BlankQuestion ________ is a delivery of standard of living to society


Your Answer Values


True/FalseQuestion "The customer is always right" is the spirit of marketing concept.

Correct Answer True

Your Answer True





influenced by reference groupCorrect Answer Maturity

Your Answer Decline




Select The BlankQuestion The factor of satisfaction and ________ motives are consistent

in societyCorrect Answer Profit


Multiple Choice Multiple AnswerQuestion A business is a system consisting of following elements

Correct Answer Input and output , Objectives , Process and feedback

Your Answer Objectives , Process and feedback , Profits

Multiple Choice Single AnswerQuestion In Cost Optimisation :

Correct Answer Overall physical distribution costs are minimised

Your Answer Overall physical distribution costs are minimised

True/False


Question Communicating with middlemen requires information which isdifferent to the information required in communicating with thefinal buyers.

Correct Answer True

Your Answer True



Your Answer False




True/FalseQuestion "Promotion" is considered in conjunction with "Convenience" .


Your Answer False


action tendencies towards objectCorrect Answer Attitudes






into goodsCorrect Answer Systems


Select The Blank


Question Modern Accounting uses ________ as a unit of measure

Correct Answer Time

Your Answer Time



Your Answer Research and planning , Forecasting


associationsCorrect Answer False

Your Answer True

Multiple Choice Single AnswerQuestion The organisation focusses attention on one market segment and

develops one marketing mix for that segment.This is known as :Correct Answer Concentration

Your Answer Concentration


seasonal fluctuations and long term fluctuationsCorrect Answer Time Series Analysis



opportunities and create threat for the Co.Correct Answer True

Your Answer True


Feedback Communication fromreceiver to sender

Interpreting the messageby receiver

Encoding Putting meaning tosymbols conveyed asmessages

A means by which sourcecommunicates themessage

Decoding Interpreting the message Putting meaning to


by receiver symbols conveyed asmessages

Noise It interferes withcommunication process

It interferes withcommunication process


________ products.Correct Answer Special

Your Answer Special





estimating the number of units of a product category that abuyer buys from all suppliers multiplied by the number ofpotential buyers in that territory

Correct Answer Buildup approach

Your Answer Buildup approach

Multiple Choice Multiple AnswerQuestion The basic goals in introductory stage are

Correct Answer Induce acceptance of new product , Gain initial distribution

Your Answer Induce acceptance of new product , Gain initial distribution

Multiple Choice Multiple AnswerQuestion The various variations of Negotiated contract are

Correct Answer Cost plus pricing , Fixed price , Fixed price and incentive

Your Answer Variable Price , Fixed price and incentive


flexibilityCorrect Answer Standardisation

Your Answer Standardisation

5th Copy




rise results in fall in quantity sold. This demand is calledCorrect Answer Price elastic



Correct Answer True

Your Answer True

Multiple Choice Multiple AnswerQuestion Learning consists of

Correct Answer Cues , Drives , Response

Your Answer Cues , Drives , Response


the product from producer to the ultimate user.Correct Answer Marketing channel

Your Answer Marketing channel


Correct Answer Manufacturer , Middlemen , Warehouse operators

Your Answer Manufacturer , Middlemen , Warehouse operators


to MarketingCorrect Answer Market Research

Your Answer Management Information System(MIS)


competitor.



Your Answer Pure monopolist

Multiple Choice Multiple AnswerQuestion Adoption rate will be higher and faster if the product has

Correct Answer Lower price , Greater utility , Compatability with society

Your Answer Lower price , Greater utility , Compatability with society


Correct Answer True

Your Answer True



Your Answer Consumables , Durables , Emergency


Correct Answer True

Your Answer True

Multiple Choice Multiple AnswerQuestion Concept of marketing includes study of

Correct Answer Transaction , Transfer , Exchange

Your Answer Transaction , Transfer , Exchange


consumersCorrect Answer Money

Your Answer Costs




Your Answer Inform , Remind , Persuade





and develops one marketing mix for that segment.This isknown as :

Correct Answer Concentration


True/FalseQuestion Warehouses are needed when supply sources and markets

are located close by.Correct Answer False

Your Answer False

5th Copy




Your Answer Prestige , Odd , Leader



Your Answer Middlemen

Select The BlankQuestion For ________ items, reseller reorders goods when

inventory gets lowCorrect Answer Standard


Your Answer Standard


personal sales presentations.Correct Answer AIDA

Your Answer AIDA




Select The BlankQuestion Product means the ________ and services the company

offers the target market.Correct Answer Goods

Your Answer Goods

Multiple Choice Single AnswerQuestion Profits are negative in which stage of product life cycle?

Correct Answer Introductory







Your Answer True



Your Answer Marketing mix , Customer mix , Supplier mix









related to MarketingCorrect Answer Market Research

Your Answer Market Research

Select The BlankQuestion ________ identifies the impact of any change on

performanceCorrect Answer Statistical quality control




Your Answer Eggs, Bread , Clothing , Cement


Historical research Uses past experiences tofind solutions

Uses past experiences tofind solutions

Survey research Obtains data fromrespondents in person

Obtains data fromrespondents in person

Experimental research One factor is constant andholding other factors

One factor is constant andholding other factors


It analyses consumermotives




Your Answer Market segmentation , Market targeting


Correct Answer True

Your Answer True






Your Answer Systems







Customer is the focal pointin

Marketing Marketing



Your Answer Intermediary


internal and external dataCorrect Answer Recurrent data system(RDS)

Your Answer Recurrent data system(RDS)



Question The greatest amount of satisfaction comes from which utility



Multiple Choice Multiple AnswerQuestion Income,occupation,education, age,marital status are factors

of which type of segmentation?Correct Answer Geographic , Demographic

Your Answer Geographic , Demographic


consumer are the same ?Correct Answer Subsistence



respondents in person, mail or by phoneCorrect Answer False

Your Answer False






Your Answer Family

True/FalseQuestion Survey of buyers' intentions technique is comparatively

costly and the data gathered is of questionable value.Correct Answer True

Your Answer True


becomes more concrete in which stages?


Correct Answer Test marketing , Commercialisation , Product development

Your Answer Test marketing , Commercialisation , Product development


of human behaviourCorrect Answer Control mechanism , Departmentalisation

Your Answer Control mechanism , Departmentalisation



Your Answer False



Your Answer Price cut causes revenue to increase , Price rise causesrevenue to decrease

True/FalseQuestion Marketing strategies are developed to support broad

marketing objectivesCorrect Answer True

Your Answer True



Your Answer Price

Multiple Choice Single AnswerQuestion It sets a sales performance standard against which actual

sales results can be compared with potential salesCorrect Answer Sales forecast


Multiple Choice Single AnswerQuestion " How much to order " is also called as

Correct Answer Basic stock


Your Answer Re-order point

True/FalseQuestion Product concept testing through physical presentation

increase the reliability of test.Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Competition develops in which stage of Product life cycle?

Correct Answer Maturity

Your Answer Maturity


for decision makingCorrect Answer Information




Your Answer Detailed version of idea stated in consumer terms


consumption.Correct Answer False

Your Answer False



Your Answer True




Select The Blank



Correct Answer Less

Your Answer Less


Correct Answer Form

Your Answer Form

6th Copy




Your Answer Target return


the reliability of test.Correct Answer True

Your Answer True




Few sellers but accountfor bulk of industry's sales

Oligopoly Oligopoly

Many sellers and buyersand each seller's offeringis somewhat different thanothers

Monopolistic Monopolistic



Select The Blank


Question The cost of warehousing, transportation, inventory and handlingproducts together constitutes ________ concept.

Correct Answer Total cost

Your Answer Optimisation cost


becomes more concrete in which stages?Correct Answer Test marketing , Commercialisation , Product development












ownership of warehouses.Correct Answer Warehouse

Your Answer Logistics






Correct Answer Methodology , Function

Your Answer Function , Methodology






Your Answer True





Industrial buying processCorrect Answer Personal selling



price elastic is its demand.Correct Answer False

Your Answer True




True/FalseQuestion Correlation methods is also used to supplement other

techniques.Correct Answer False


Your Answer False


to producerCorrect Answer True

Your Answer True




Select The BlankQuestion ________ identifies the impact of any change on performance

Correct Answer Statistical quality control




Putting meaning tosymbols conveyed asmessages

Decoding Interpreting the messageby receiver





Communication fromreceiver to sender


Correct Answer True

Your Answer True







Your Answer Capital , Machine , Time





manufacturer.Correct Answer False

Your Answer False






Your Answer False






Your Answer True




Your Answer Sales







Multiple Choice Single AnswerQuestion It refers to formal and informal rules, regulations and procedures

that complements the company structureCorrect Answer Systems

Your Answer Systems






Your Answer Market targeting , Market segmentation



Your Answer Debt , Equity




Your Answer Form



Your Answer Middle class



Your Answer Identifies quality and productivity from a production process ,Identifies impact of any change on performance , Instantly spotsmalfunctions and show where they occur





which type of segmentation?Correct Answer Geographic , Demographic


Multiple Choice Single AnswerQuestion This involves developing two or more market strategies for two

or more market segmentsCorrect Answer Multi-segmentation

Your Answer Multi-segmentation

Multiple Choice Multiple AnswerQuestion Characteristics of mass market strategy are :

Correct Answer One market mix for target market , One distribution andpromotion strategy

Your Answer One market mix for target market , One distribution andpromotion strategy


stock is 150 units. The usage rate of the product is 5 units/dayand lead time is of 10 days. Calculate the basic stock.


Correct Answer 400 units






Multiple Choice Single AnswerQuestion It is the process of identifying smaller markets within a larger market.Correct Answer SegmentationYour Answer Segmentation

True/FalseQuestion Psychogenetic needs are intense enough to motivate a person to act

immediatelyCorrect Answer FalseYour Answer True







Multiple Choice Single AnswerQuestion It sets a sales performance standard against which actual sales results can

be

compared with potential salesCorrect Answer Sales forecastYour Answer Sales forecast

True/FalseQuestion Market segmentation is the decision to identify different groups that

compose the

market and to develop specific product for each of these groups.Correct Answer FalseYour Answer True


Select The BlankQuestion The factor of satisfaction and ________ motives are consistent in society

Correct Answer ProfitYour Answer Profit


Select The BlankQuestion Customer's changing wants and their behaviour can be better understood

in

________ distribution.Correct Answer DirectYour Answer Horizontal

Multiple Choice Multiple AnswerQuestion What is Statistical Quality Control(SQC)Correct Answer Identifies quality and productivity from a production process ,

Identifies

impact of any change on performance , Instantly spots malfunctions and show where theyoccur

Your Answer Identifies quality and productivity from a production process ,Identifies impact of

any change on performance , Integrates manufacturing with business strategyTrue/FalseQuestion After sales service is provided in a customer orirnted firmCorrect Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion Quantity discrepancy for a convenience product in a marketing channel is

adjusted by :Correct Answer RetailerYour Answer Retailer


Multiple Choice Multiple AnswerQuestion After the new product has passed the conceptual stages it becomes more

concrete

in which stages?Correct Answer Test marketing , Commercialisation , Product developmentYour Answer Test marketing , Product development , Marketing strategy

development

True/FalseQuestion Formal planning provides clearer performance standards.Correct Answer TrueYour Answer True

Select The BlankQuestion Toffees and chocolates, magazines etc are examples of ________ productsCorrect Answer ImpulseYour Answer Impulse

Select The BlankQuestion Competition tends to focus on ________ as a product moves through its

life

cycle.Correct Answer PriceYour Answer Price


True/FalseQuestion Consumer behaviour is more challenging across international border.Correct Answer TrueYour Answer False

Multiple Choice Single AnswerQuestion Safety stock available with a company is 200 units and seasonal stock is

150 units.

The usage rate of the product is 5 units/day and lead time is of 10 days. Calculate thebasic stock.

Correct Answer 400 unitsYour Answer 400 units

Select The BlankQuestion ________ is some characteristic of people in the market that helps in

dividing

it.Correct Answer FactorYour Answer Age

True/FalseQuestion The key to successful new product introduction lies in a systems approach.Correct Answer TrueYour Answer True

True/FalseQuestion Marketing involves a backward communication from consumer to

producerCorrect Answer True

Your Answer FalseSelect The BlankQuestion ________ product is sold for use in producing other goods or servicesCorrect Answer IndustrialYour Answer Industrial


Multiple Choice Multiple AnswerQuestion Planning of long term strategies are based on following factors:Correct Answer Opportunity , Objectives, Strategies, Situation assessment,

Organisation

mission , ResourcesYour Answer Strengths , Objectives, Strategies, Situation assessment,

Organisation mission ,

ResourcesSelect The BlankQuestion ________ can price it's product without any regard to competitor.Correct Answer Pure monopolistYour Answer Monopolist



True/FalseQuestion Secondary data is cheaper and faster to collect than primary dataCorrect Answer TrueYour Answer False

Multiple Choice Multiple AnswerQuestion For exchange to take place, which conditions must be satisfied ?Correct Answer Each party is capable of communication and delivery , Atleast two

parties

, Each party has something that might be of value to the other partyYour Answer Atleast two parties , Each party is capable of communication and

delivery , Each

party has something that might be of value to the other partyMultiple Choice Multiple Answer

Question For a low involvement regular purchase product, consumer goes throughwhat all

stages of buying processCorrect Answer Need recognition , Purchase decisionYour Answer Need recognition , Information research , Evaluation of



Many sellers and buyers and none of them have much effect on the total demand,supplyand

product's market pricePure competition Monopolistic

Only one seller and no competition permitted legally Monopoly Monopoly


Many sellers and buyers and each seller's offering is somewhat different than others

Monopolistic Pure competition

Select The BlankQuestion The demand for a product is ________ when price cut causes revenue to

increase.Correct Answer Price elasticYour Answer Price elastic

Multiple Choice Multiple AnswerQuestion Characteristics of mass market strategy are :Correct Answer One market mix for target market , One distribution and promotion

strategyYour Answer One market mix for target market , Number of pricing strategies ,

Inventory and

distribution costs are highMultiple Choice Multiple AnswerQuestion Socio-cultural environment consists ofCorrect Answer Social class , CultureYour Answer Technology , Social class , Culture

Multiple Choice Multiple AnswerQuestion What is Marginal cost?Correct Answer The additional cost of each unit of product , It ignores non price

competition , Marginal revenue is less than average revenueYour Answer The additional cost of each unit of product , It ignores non price

competition , It

is useful for new productsMultiple Choice Single AnswerQuestion The tool that a sender uses to reach to the receiver is called:Correct Answer MessageYour Answer Message

Multiple Choice Single AnswerQuestion This strategic posture invests sufficiently to stay in the race but avoids

pre-mature commitmentsCorrect Answer Reserve the right to playYour Answer Shapers

Multiple Choice Single AnswerQuestion Lead time for a product is 10 days and usage rate is 6 units/day. Reorder

point

will be …Correct Answer 60 unitsYour Answer 60 units



True/FalseQuestion Staffing function applies to all company levels irrespective of levels of

hierarchyCorrect Answer TrueYour Answer True


Select The BlankQuestion ________ measures actual sales and not intentions to buyCorrect Answer Market tests

Your Answer Simple trend analysisMarketing Management Assgn 2 -SenthilTrue/FalseQuestion In negotiated contracts, the bid selected by buyer is not necessarily the

lowestCorrect Answer TrueYour Answer True


Damaged goods

allowanceTrue/FalseQuestion Change in company's strategy gives rise to problems necessitating a new

structure

to be madeCorrect Answer TrueYour Answer False

Multiple Choice Multiple AnswerQuestion What is break down approachCorrect Answer Sales potential varies with country's general level of economic

activity ,

Market and sales potential is based on economic forecast , Number of units that a buyerbuys is

multiplied by the total number of potential buyers in that territory to arrive at total salesYour Answer Sales potential varies with country's general level of economic

activity , Market

and sales potential is based on economic forecast , Number of units that a buyer buys ismultiplied

by the total number of potential buyers in that territory to arrive at total salesTrue/FalseQuestion Consumer behaviour is easy to understand in familiar country like India

for

Indians.Correct Answer FalseYour Answer True

Select The Blank

Question Buyer's response in ________ method may not be applicable in othermarkets

Correct Answer Market testsYour Answer Market tests


selective

demand.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion Deciding on the number of intermediaries to be employed by a producer is

called:Correct Answer Intensity distributionYour Answer Integral distribution


Ballast business Fit well but low opportunitiesFit well but low opportunities

Gap analysis Difference between desired and projected performance Some fit andsome

misfit





Select The BlankQuestion Product means the ________ and services the company offers the target

market.Correct Answer GoodsYour Answer Value

Select The Blank

Question Firm's that lack promotional skills rely on ________ for promotional push.Correct Answer MiddlemenYour Answer Advertising agents


functions

of government is calledCorrect Answer Government MarketYour Answer Reseller Market

Select The BlankQuestion Low value but bulky products move through________ channels.Correct Answer ShortYour Answer Direct

True/FalseQuestion Consumer needs are matched with the company capabilities and goals in

marketing

process.Correct Answer TrueYour Answer True



Select The BlankQuestion ________ can price it's product without any regard to competitor.Correct Answer Pure monopolistYour Answer Monopolist


Select The BlankQuestion ________ exists when a few large independent firm accounts for bulk of

an

industry's sales.Correct Answer OligopolyYour Answer Pure oligoply


Correct Answer FormYour Answer Possession


implementation and

control.Correct Answer PlanningYour Answer Planning



integrated or

coordinatedCorrect Answer TrueYour Answer True


be




Select The BlankQuestion ________ is a descriptive thought that a person holds about somethingCorrect Answer BeliefYour Answer Belief


Product related consumer characteristics Brand loyalty, Type of usage Brand loyalty,Type

of usage


PsychographicSocial class, Lifestyle Social class, Buying power


True/FalseQuestion A company's pricing objectives are influenced by time and circumstancesCorrect Answer TrueYour Answer True

Select The BlankQuestion Major reason for success for new product is ________ product.Correct Answer SuperiorYour Answer Superior

Multiple Choice Single AnswerQuestion The company earns an acceptable rate of return on their net sales.This

profitability objective is called:Correct Answer Target returnYour Answer Profit maximisation

Multiple Choice Single AnswerQuestion It helps an organisation to cope with future by setting objectives and

making

strategies to achieve themCorrect Answer PlanningYour Answer Planning




Multiple Choice Multiple AnswerQuestion The areas which become active after promotion budgets have been set and

funds

are allocated to promotion mix elements.Correct Answer Sales management , Advertising

Your Answer Sales management , AdvertisingTrue/FalseQuestion Diversification strategy involves diversifying away from their original

core

businessesCorrect Answer TrueYour Answer False



concrete

in which stages?Correct Answer Test marketing , Commercialisation , Product developmentYour Answer Test marketing , Commercialisation , Product development ,

Marketing strategy

developmentMultiple Choice Multiple AnswerQuestion Total cost concept includesCorrect Answer Damaged goods , Inventory obsolescence , TransportationYour Answer Damaged goods , Inventory obsolescence , Transportation

Multiple Choice Single AnswerQuestion These are the elements of a plan that specify how objectives are to be

achievedCorrect Answer StrategiesYour Answer Strategies

Multiple Choice Single AnswerQuestion Members of this class neither possess family status nor unusual wealth but

their

primary concern is careerCorrect Answer Upper-MiddleYour Answer Upper-Middle


product and

the firm's sales revenue.Correct Answer Demand elasticityYour Answer Demand elasticity

Select The Blank

Question Demographic, cultural, political, natural etc combine to form ________

environment.Correct Answer MacroYour Answer Macro

True/FalseQuestion "The customer is always right" is the spirit of marketing concept.Correct Answer TrueYour Answer True


True/FalseQuestion Marketing concept provides a balance to the exchange process within the

social

systemCorrect Answer TrueYour Answer True


Select The BlankQuestion The factor of satisfaction and ________ motives are consistent in societyCorrect Answer ProfitYour Answer Profit

Select The BlankQuestion A speciality product is ________ intensively distributed than a shopping

productCorrect Answer LessYour Answer Less


funds

are allocated to promotion mix elements.Correct Answer Sales management , AdvertisingYour Answer Sales promotion , Advertising

True/FalseQuestion Sales contests, consumer contests are examples of public relations.Correct Answer FalseYour Answer False

Select The BlankQuestion Concentration on that segment of market which has the maximum number

of

people is called ________Correct Answer Market fallacyYour Answer Market fallacy

Multiple Choice Single AnswerQuestion This allows a marketer to adjust the actual price a customer pays for new

product without reducing it's list priceCorrect Answer Trade-in allowanceYour Answer Trade-in allowance




Multiple Choice Multiple AnswerQuestion An unhealthy portfolio hasCorrect Answer Few stars , More dogsYour Answer More dogs , Few stars

Multiple Choice Multiple AnswerQuestion For a low involvement regular purchase product, consumer goes through

what all

stages of buying processCorrect Answer Need recognition , Purchase decisionYour Answer Need recognition , Purchase decision

True/FalseQuestion Marketer should keep company's mission and marketing objectives in

mind while

making pricing decisions.Correct Answer TrueYour Answer True


Exclusive Assortment Carrying the line of only one manufacturer Carrying the line ofonly

one manufacturer


Negotiated Contract Direct negotiation with one or more companies covering projectand

terms Direct negotiation with one or more companies covering project and terms

Deep Assortment Carrying a product family in depth, drawing on many producer'soutput

Carrying a product family in depth, drawing on many producer's output

Multiple Choice Single AnswerQuestion "Image building" objectives are common in which type of market

structure?Correct Answer Oligopoly

Your Answer Competition

Select The BlankQuestion ________ leads to generalisation where similar stimulus generate the same

kind

of responseCorrect Answer ReinforcementYour Answer Reinforcement

True/FalseQuestion Companies have strenghts in a number of areas but their key strength are

few

in numberCorrect Answer TrueYour Answer True





Consumer to producerBackward communication Backward communication

Multiple Choice Multiple AnswerQuestion Limitations of Traditional cost accounting areCorrect Answer Assumes factory as an isolated entity , It measures only the cost of

producingYour Answer Assumes factory as an isolated entity , It measures only the cost of

producing


Question A diet conscious person after playing football is thirsty. He opts for :-Correct Answer Diet cokeYour Answer Diet coke




Multiple Choice Single AnswerQuestion In which stage of Product life cycle, brand choice is heavily influenced by

reference groupCorrect Answer MaturityYour Answer Maturity




Multiple Choice Single AnswerQuestion It indicates the degree of differentiation

Correct Answer StructureYour Answer Culture


Select The BlankQuestion ________ guides the development of advertisements and personal sales

presentations.Correct Answer AIDAYour Answer AIDA

Multiple Choice Multiple AnswerQuestion Adoption rate will be higher and faster if the product hasCorrect Answer Lower price , Greater utility , Compatability with societyYour Answer Complexity , Compatability with society

Multiple Choice Single AnswerQuestion It is a reduction in list price granted to channel members for performing

marketing functionsCorrect Answer Trade discountYour Answer Trade discount

Select The BlankQuestion Product, price, place and promotion are the 4p's of ________ mixCorrect Answer MarketingYour Answer Marketing

True/FalseQuestion The cultural environment shows long term trends towards a hedonistic

society.Correct Answer TrueYour Answer True


Question Types of Organisational MarketCorrect Answer Reseller market , Industrial market , Government marketYour Answer Reseller market , Industrial market , Government market




their



True/FalseQuestion Change in company structure from divisional to matrix also mean changes

in the

systems in various degreesCorrect Answer TrueYour Answer False

Multiple Choice Single AnswerQuestion It limits the alternatives that a decision maker takes in a given situationCorrect Answer PolicyYour Answer Policy



functions

of government is calledCorrect Answer Government MarketYour Answer Government Market



Multiple Choice Single AnswerQuestion It focusses on one or more selected market segments and develops

separate

marketing mix for each segmentCorrect Answer Target MarketingYour Answer Target Marketing


True/FalseQuestion Buyers are geographically concentrated in the consumer market.Correct Answer False

Your Answer False



True/FalseQuestion Shorter production runs are required to produce large number of products in

multi-segment strategyCorrect Answer TrueYour Answer True

True/FalseQuestion Changes in consumer's buying patterns affects channel's horizontal and

vertical

dimensions.Correct Answer TrueYour Answer True


funds are

allocated to promotion mix elements.Correct Answer Sales management , AdvertisingYour Answer Pricing , Sales promotion , Sales management , Advertising

True/FalseQuestion "To increase the market share of our product" .Is it a well defined objective?Correct Answer FalseYour Answer True



Question Product characteristics that influence channel selection areCorrect Answer Complexity , Perishability , WeightYour Answer Complexity , Perishability , Buyer wants for a specific product


Multiple Choice Multiple AnswerQuestion Key concepts of systems view of management includesCorrect Answer Optimisation concept , Total cost concept , Cost trade-off conceptYour Answer Optimisation concept , Total cost concept , Cost trade-off concept ,

Inventory

carrying cost concept



Multiple Choice Multiple AnswerQuestion These are the characteristics of servicesCorrect Answer Sold on basis of benefits , Quality control is toughYour Answer Sold on basis of benefits , Mechanised and automated , Quality control is

tough




Intangible sources Information, time and technology Information, time and technology


Select The Blank

Question ________ concept increases the efficiency of economic systemCorrect Answer MarketingYour Answer Marketing

True/FalseQuestion Product concept testing through physical presentation increase the reliability

of test.Correct Answer TrueYour Answer True

True/FalseQuestion The demand for necessities tends to be more price elastic than the demand for

luxury products.Correct Answer FalseYour Answer True


Multiple Choice Multiple AnswerQuestion When is demand price elastic?Correct Answer Price cut causes revenue to increase , Price rise causes revenue to

decreaseYour Answer Price cut causes revenue to increase , Price cut causes revenue to

decrease ,

Price rise causes revenue to decrease , Price rise causes revenue to increase


Exclusive Assortment Carrying the line of only one manufacturer Carrying the line ofonly one

manufacturer


Negotiated Contract Direct negotiation with one or more companies covering project andterms

Direct negotiation with one or more companies covering project and terms

Deep Assortment Carrying a product family in depth, drawing on many producer's outputCarrying

a product family in depth, drawing on many producer's output


Multiple Choice Single AnswerQuestion A diet conscious person after playing football is thirsty. He opts for :-Correct Answer Diet cokeYour Answer Diet coke


True/FalseQuestion Marketing and production costs are high in multi-segment strategyCorrect Answer TrueYour Answer True

Select The BlankQuestion The onus of advertising, pricing and sales promotion policies is put on

________

distribution.Correct Answer ExclusiveYour Answer Exclusive

Select The BlankQuestion The cost of warehousing, transportation, inventory and handling products

together

constitutes ________ concept.Correct Answer Total costYour Answer Fixed cost


Select The BlankQuestion Firm's that lack promotional skills rely on ________ for promotional push.Correct Answer MiddlemenYour Answer Advertising agents



Select The BlankQuestion ________ directs the flow of goods and services from the producer to the

ultimate

consumerCorrect Answer MarketingYour Answer Marketing



True/FalseQuestion Boston consultance group Matrix focusses on future business.Correct Answer FalseYour Answer True



Question This strategic posture takes the current industry structure and its futureevolution

as given and then react to the opportunities the market offersCorrect Answer AdaptersYour Answer Options

Multiple Choice Multiple AnswerQuestion Conditions for a Successful Communication are :Correct Answer Sender transmits message , Receiver receives messageYour Answer Sender transmits message , Receiver receives message , Message has

meaning


Multiple Choice Single AnswerQuestion When the quantity bought remains steady regardless of change in price, it is

calledCorrect Answer Price inelasticYour Answer Price elastic

Multiple Choice Multiple AnswerQuestion Marketing channels for consumer products is longer becauseCorrect Answer Number of consumers are more , Consumers buy smaller quantities ,

Buying

patterns of consumers is easy to detect.Your Answer Number of consumers are more , Consumers are geographically

concentrated ,

Consumers buy smaller quantities




Question The greatest amount of satisfaction comes from which utilityCorrect Answer PossessionYour Answer Possession


Select The BlankQuestion ________ provides more information than Advertising and is relatively

inexpensive.Correct Answer PublicityYour Answer Public relations

Select The BlankQuestion ________ is seen as an integral process that converts materials into goodsCorrect Answer SystemsYour Answer Statistical quality control






Select The BlankQuestion Customers are brand,style and type conscious when buying ________

products.Correct Answer SpecialYour Answer Convenience




Ballast business Fit well but low opportunitiesMisfit with understanding of criticalsuccess

factors

Gap analysis Difference between desired and projected performance Differencebetween

desired and projected performance




dividing

it.Correct Answer FactorYour Answer Age

Multiple Choice Single AnswerQuestion It appraises the organisation's capacity to respond to these opportunities

and

threatsCorrect Answer Organisational assessmentYour Answer Organisational assessment

True/FalseQuestion Marketing channels move products from customers to manufacturer.Correct Answer FalseYour Answer False

Select The BlankQuestion There are more number of substitutes for ________ products.Correct Answer Multi useYour Answer Shopping

True/FalseQuestion The demand for necessities tends to be more price elastic than the demand

for

luxury products.Correct Answer FalseYour Answer False

True/FalseQuestion Survey of buyers' intentions technique is comparatively costly and the data

gathered is of questionable value.Correct Answer TrueYour Answer True

Select The BlankQuestion ________ method is suitable for products with a stable demand patternCorrect Answer Simple trend analysisYour Answer Simple trend analysis

True/FalseQuestion Diversification strategy involves diversifying away from their original

core

businessesCorrect Answer TrueYour Answer True

Select The BlankQuestion ________ occurs when people inspite of being qualified and experienced

and

trained have to settle for a low level job.Correct Answer UnderemploymentYour Answer Inflation


Multiple Choice Multiple AnswerQuestion Market segmentation can be done on the basis of following factorsCorrect Answer Psychographic , Demographic , GeographicYour Answer Psychographic , Demographic , Geographic , Economic


Multiple Choice Single AnswerQuestion What is the most important promotion activity required in Industrial

buying

processCorrect Answer Personal sellingYour Answer Advertising

Select The Blank

Question ________is a strong internal stimulus impelling actionCorrect Answer DriveYour Answer Belief

Select The BlankQuestion Module of Flotilla strikes an optimum balance of ________ and flexibilityCorrect Answer StandardisationYour Answer Standardisation


together

constitutes ________ concept.Correct Answer Total costYour Answer Total cost



compose the


True/FalseQuestion Marketing strategies are developed to support broad marketing objectivesCorrect Answer TrueYour Answer True



Trade discountReduction in list price to channel menbers Discount percetage increasesas the

quantity purchased increases

Cumulative quantity discount Discount percetage increases as the quantity purchasedincreases

Applies to multiple orders


Multiple Choice Single AnswerQuestion This method enables the forecaster to take into consideration seasonal

fluctuations

and long term fluctuationsCorrect Answer Time Series AnalysisYour Answer Sales Forecast

Multiple Choice Multiple AnswerQuestion Uses of Market research are:Correct Answer Advertising effectiveness , Sales forecasting , Identifying market

trendsYour Answer Advertising effectiveness , Sales forecasting , Identifying market

trends



Organisation

mission , Resources

Your Answer Opportunity , Strengths , Objectives, Strategies, Situationassessment, Organisation

mission , Resources


Multiple Choice Single AnswerQuestion The organisation focusses attention on one market segment and develops

one

marketing mix for that segment.This is known as :Correct Answer ConcentrationYour Answer Concentration


Multiple Choice Single AnswerQuestion It is the most influential primary reference group shaping a buyer's

behaviourCorrect Answer FamilyYour Answer Family

Multiple Choice Single AnswerQuestion This discount is offered to customers to encourage them to remain loyal

buyersCorrect Answer Quantity discountYour Answer Trade discount


Select The BlankQuestion ________ planning determines the number , location and ownership of

warehouses.Correct Answer WarehouseYour Answer Inventory

Select The BlankQuestion ________ product is sold for use in producing other goods or servicesCorrect Answer IndustrialYour Answer Industrial

Multiple Choice Single AnswerQuestion Members of this group are average white and blue collar workers who aim

for

better livingCorrect Answer Middle classYour Answer Upper-Middle




True/FalseQuestion Systems are formal and informal rules and regulations that complements

the

company structureCorrect Answer TrueYour Answer True




strategyYour Answer One market mix for target market , Number of pricing strategies ,

One

distribution and promotion strategy




Select The Blank

Question ________ distribution is used when a small percentage of customersaccount for

a large part of sale.Correct Answer SelectiveYour Answer Selective




Multiple Choice Multiple AnswerQuestion Income,occupation,education, age,marital status are factors of which type

of

segmentation?Correct Answer Geographic , DemographicYour Answer Demographic




Organisation



Resources


life

cycle.Correct Answer PriceYour Answer Quality


________

distribution.Correct Answer ExclusiveYour Answer Integral



Multiple Choice Multiple AnswerQuestion Physical distribution management includesCorrect Answer Manufacturer , Middlemen , Warehouse operators

Your Answer Manufacturer , Customer , Middlemen , Warehouse operators

True/FalseQuestion Consumer behaviour is more challenging across international border.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion Manufacturers offering variety of price promotions to their middlemen is

calledCorrect Answer Trade promotionYour Answer Trade-in allowance



Select The BlankQuestion ________ describes a person's favourable or unfavourable action

tendencies

towards objectCorrect Answer AttitudesYour Answer Attitudes



Wide market coverage is achieved. Intensive distribution. Intensive distribution.


No intermediaries between producer and consumer. Direct channel Direct channel

Combining two or more levels of a channel under one participant's control.Vertical integration

Vertical integration

True/FalseQuestion Logistics is an area of potentially high cost saving and improves customer

satisfaction.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion Decline in buying power due to price levels rising more rapidly than

income is

calledCorrect Answer InflationYour Answer Inflation

True/FalseQuestion In pure competition many sellers and buyers are there and have major

effect on

demand and supply of the product's market priceCorrect Answer FalseYour Answer True



pre-mature commitmentsCorrect Answer Reserve the right to playYour Answer Reserve the right to play

Multiple Choice Single AnswerQuestion As a person acquires additional units of a product, the amount of

satisfaction(each

unit adds to total satisfaction), is less than the previous unit. This is calledCorrect Answer Law of diminishing marginal utilityYour Answer Law of diminishing marginal utility

Multiple Choice Single AnswerQuestion New product forms and brands enter in which stage of product life cycle?Correct Answer GrowthYour Answer Introductory


kind

of responseCorrect Answer ReinforcementYour Answer Cues


mind while






Multiple Choice Multiple AnswerQuestion Types of Organisational MarketCorrect Answer Reseller market , Industrial market , Government marketYour Answer Reseller market , Industrial market , Government market



True/FalseQuestion "Idea screening" stage reduces the number of ideas based on company's

criteria.Correct Answer TrueYour Answer True


Correct Answer Innovators , Early adopters , LaggardsYour Answer Innovators , Early adopters , Late adopters , Laggards

True/FalseQuestion Secondary data is cheaper and faster to collect than primary dataCorrect Answer TrueYour Answer True


fluctuations

and long term fluctuationsCorrect Answer Time Series AnalysisYour Answer Time Series Analysis

Select The BlankQuestion Wholesalers and retailers help manufacturer in carrying ________ flow to

final

buyers.Correct Answer TitleYour Answer Title


Multiple Choice Single AnswerQuestion To serve a market segment profitably meansCorrect Answer Sales revenue generated is more than cost of marketing effortYour Answer Sales revenue generated is more than cost of marketing effort


trends

Your Answer Advertising effectiveness , Sales forecasting , Identifying markettrends , MIS

formation


Motivational research It analyses consumer motives It is used to forecast future values

such as sales revenue etc

Historical research Uses past experiences to find solutions Uses past experiencesto find

solutions

Survey research Obtains data from respondents in person Obtains data fromrespondents in

person

Experimental researchOne factor is constant and holding other factors Testshypothesis

about the relationship between dependent variables




True/FalseQuestion The key to successful new product introduction lies in a systems approach.

Correct Answer TrueYour Answer True


Multiple Choice Single AnswerQuestion Higher the perceived quality of the product, higher will be the perceived

price.

Such products are called:Correct Answer PrestigeYour Answer Prestige

Multiple Choice Single AnswerQuestion It refers to formal and informal rules, regulations and procedures that

complements the company structureCorrect Answer SystemsYour Answer Systems


True/FalseQuestion Style of a company are the patterns of actions taken by members of top

management over a period of timeCorrect Answer TrueYour Answer True

Select The BlankQuestion Buyer's response in ________ method may not be applicable in other

marketsCorrect Answer Market testsYour Answer Market tests



marketing




True/FalseQuestion Publicity is news carried in the mass media about a firm and its products,

policies or actions.Correct Answer TrueYour Answer True



Correct Answer Assumes factory as an isolated entity , It measures only the cost of

producingYour Answer Assumes factory as an isolated entity , It measures only the cost of

producing , It

uses time as a unit of measure











Question How does 'structure' reduce external uncertainity arising out of humanbehaviour

Correct Answer Research and planning , ForecastingYour Answer Division of labour , Departmentalisation



product's market pricePure competition Pure competition

Only one seller and no competition permitted legally Monopoly Puremonopoly

Few sellers but account for bulk of industry's sales Oligopoly Pure oligopoly





compose the





Organisation

mission , ResourcesYour Answer Opportunity , Strengths , Resources

Select The BlankQuestion ________ is an important tool for planning and controlling the firm'a

activitiesCorrect Answer Sales ForecastYour Answer Sales Forecast



Multiple Choice Single AnswerQuestion It is the process of selecting people for company positions and developing

skills

and abilities for assignments in the companyCorrect Answer StaffingYour Answer Staffing



Correct Answer HypothesisYour Answer Hypothesis


Select The BlankQuestion ________ of physical distribution activities increases it's productivity as

well as

of manufacturer.Correct Answer AutomationYour Answer Automation

Multiple Choice Multiple AnswerQuestion How does 'structure' reduce internal uncertainity arising out of human

behaviourCorrect Answer Control mechanism , DepartmentalisationYour Answer Control mechanism , Departmentalisation , Specialisation


Multiple Choice Multiple AnswerQuestion For exchange to take place, which conditions must be satisfied ?Correct Answer Atleast two parties , Each party is capable of communication and

delivery

, Each party has something that might be of value to the other partyYour Answer Atleast two parties , Each party is capable of communication and

delivery , Each

party has something that might be of value to the other party

True/False

Question Internal records such as sales reports, cost and accounting information are

expensive to obtain.Correct Answer FalseYour Answer False



True/FalseQuestion Demand for industrial goods fluctuate more than consumer demandCorrect Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion It is is the data which has been converted to a useful form for decision

makingCorrect Answer InformationYour Answer Information

True/FalseQuestion Product development includes starting another business or buy businesses

outside

of their current line.Correct Answer FalseYour Answer False



Multiple Choice Single AnswerQuestion This pricing objective involves setting a low price to discourage entry of

new

firms.Correct Answer Stay outYour Answer Stay out

Multiple Choice Single AnswerQuestion It is the process of influencing one's behaviour by sharing ideas, feelings

and

information.Correct Answer CommunicationYour Answer Promotion







Multiple Choice Multiple AnswerQuestion When is demand inelastic?

Correct Answer Price cut causes revenue to decrease , Price risecauses revenue to increase

Your Answer Price cut causes revenue to decrease , Price risecauses revenue to increase











































Question Recession stage in business cycle is also calledCorrect Answer SlowdownYour Answer Slowdown















Tangible sources Capital, machines,raw material Capital, machines,raw

material








labour







accomplished

Correct Answer ObjectivesYour Answer Objectives











communication and delivery , Each party has something that might be of valueto the other party

Your Answer Atleast two parties , Each party is capable ofcommunication and delivery , Each party has something that might be of value tothe other party






Multiple Choice Single AnswerQuestion These items are directly bought by industrial buyers from producers rather

than

the middlemenCorrect Answer ExpensiveYour Answer Non durables




Ballast business Fit well but low opportunitiesSome fit and some misfit

Gap analysis Difference between desired and projected performance Differencebetween

desired and projected performance


Heartland business Give the highest priority Fit well but low opportunities

Multiple Choice Multiple AnswerQuestion Aspects of political environment are :Correct Answer Form of government adopted , Media and pressure groups ,

Government

stabilityYour Answer Form of government adopted , Media and pressure groups ,


Multiple Choice Single AnswerQuestion It limits the alternatives that a decision maker takes in a given situationCorrect Answer PolicyYour Answer Policy



Biogenetic needs Hunger, ThirstHunger, Thirst


Others self concept How the person thinks others see him How the personthinks

others see him

Personality Deference, AutonomyEsteem, Recognition



Identifies


Your Answer Identifies quality and productivity from a production process ,Integrates

manufacturing with business strategy



Multiple Choice Single AnswerQuestion Marketer tries to seek what kind of response from the other party?Correct Answer BehaviouralYour Answer Behavioural


the



competition , Marginal revenue is less than average revenue

Your Answer The additional cost of each unit of product , Marginal revenue isless than

average revenue , It is useful for new products

True/FalseQuestion In negotiated contracts, the bid selected by buyer is not necessarily the


Multiple Choice Single AnswerQuestion In which phase of production era, the producer and consumer are the same

?Correct Answer SubsistenceYour Answer Subsistence


True/FalseQuestion Companies apply a variety of price adjustment strategies to account for

differences in customer segments and situations.Correct Answer TrueYour Answer True

Select The BlankQuestion ________ of physical distribution activities increases it's productivity as

well as

of manufacturer.Correct Answer AutomationYour Answer Automation

Select The Blank

Question Competition tends to focus on ________ as a product moves through itslife

cycle.Correct Answer PriceYour Answer Sales volume

Multiple Choice Single AnswerQuestion Marketing arises from ?Correct Answer ExchangeYour Answer Self production


Select The BlankQuestion ________ distribution is used when a small percentage of customers

account for

a large part of sale.Correct Answer SelectiveYour Answer Exclusive

True/FalseQuestion Changes in company structure also necessitates changes in the systems in

various

degreesCorrect Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion A transaction takes place whenCorrect Answer There is time and place of agreement , Two things of value ,

Agreed

upon conditions

Your Answer There is time and place of agreement , Two things of value ,Agreed upon

conditions

True/FalseQuestion Consumer behaviour is more challenging across international border.Correct Answer TrueYour Answer False



Select The BlankQuestion A change in quantity demanded of a product is caused by a change in its

________.Correct Answer PriceYour Answer Demand



in the


Multiple Choice Multiple AnswerQuestion Total cost concept includesCorrect Answer Damaged goods , Inventory obsolescence , TransportationYour Answer Damaged goods , Customer satisfaction , Transportation





ultimate consumerCorrect Answer MarketingYour Answer Marketing

Multiple Choice Single AnswerQuestion These are moves that will pay off irrespective of what happens in the

futureCorrect Answer No-regret movesYour Answer No-regret moves

Select The BlankQuestion ________ allowance is used to communicate about the values of the

product and

special eventCorrect Answer PromotionYour Answer Promotion


Question How does 'structure' reduce external uncertainity arising out of humanbehaviour

Correct Answer Research and planning , ForecastingYour Answer Forecasting , Division of labour , Departmentalisation

Select The BlankQuestion Major reason for success for new product is ________ product.Correct Answer SuperiorYour Answer Correctly positioned


price.

Such products are called:Correct Answer PrestigeYour Answer Prestige






Question Marketing channels for consumer products is longer becauseCorrect Answer Number of consumers are more , Consumers buy smaller quantities

,

Buying patterns of consumers is easy to detect.Your Answer Number of consumers are more , Consumers buy smaller quantities








satisfaction(each




kind



mind while





Multiple Choice Single AnswerQuestion Product should be considered from the point of view ofCorrect Answer Customer










Select The Blank

Question ________ distribution is used when a small percentage of customersaccount for






of

segmentation?Correct Answer Geographic , DemographicYour Answer Demographic




Organisation



Resources


life

cycle.Correct Answer PriceYour Answer Quality


________




Multiple Choice Multiple AnswerQuestion Physical distribution management includesCorrect Answer Manufacturer , Middlemen , Warehouse operators




calledCorrect Answer Trade promotionYour Answer Trade-in allowance




tendencies










satisfaction.Correct Answer TrueYour Answer True


income is

calledCorrect Answer InflationYour Answer Inflation


effect on

demand and supply of the product's market priceCorrect Answer FalseYour Answer True





satisfaction(each




kind



mind while












Correct Answer Innovators , Early adopters , LaggardsYour Answer Innovators , Early adopters , Late adopters , Laggards



fluctuations



final

buyers.Correct Answer TitleYour Answer Title


Multiple Choice Single AnswerQuestion To serve a market segment profitably meansCorrect Answer Sales revenue generated is more than cost of marketing effortYour Answer Sales revenue generated is more than cost of marketing effort


trends

Your Answer Advertising effectiveness , Sales forecasting , Identifying markettrends , MIS

formation


Motivational research It analyses consumer motives It is used to forecast future values

such as sales revenue etc


solutions


person

Experimental researchOne factor is constant and holding other factors Testshypothesis

about the relationship between dependent variables




Select The BlankQuestion ________ measures actual sales and not intentions to buy

Correct Answer Market testsYour Answer Market tests




satisfaction(each




kind



mind while



Question Socio-cultural environment consists ofCorrect Answer Social class , CultureYour Answer Technology , Social class , Culture













Damaged goods

allowance

True/FalseQuestion Change in company's strategy gives rise to problems necessitating a new

structure

to be madeCorrect Answer TrueYour Answer False

Multiple Choice Multiple AnswerQuestion What is break down approachCorrect Answer Sales potential varies with country's general level of economic

activity ,

Market and sales potential is based on economic forecast , Number of units that a buyerbuys is

multiplied by the total number of potential buyers in that territory to arrive at total salesYour Answer Sales potential varies with country's general level of economic

activity , Market

and sales potential is based on economic forecast , Number of units that a buyer buys ismultiplied

by the total number of potential buyers in that territory to arrive at total sales

True/FalseQuestion Consumer behaviour is easy to understand in familiar country like India

for

Indians.Correct Answer FalseYour Answer True




selective



called:Correct Answer Intensity distributionYour Answer Integral distribution


Ballast business Fit well but low opportunitiesFit well but low opportunities

Gap analysis Difference between desired and projected performance Some fit andsome

misfit






market.Correct Answer GoodsYour Answer Value



functions

of government is calledCorrect Answer Government MarketYour Answer Reseller Market

Select The BlankQuestion Low value but bulky products move through________ channels.Correct Answer ShortYour Answer Direct


marketing







an

industry's sales.Correct Answer OligopolyYour Answer Pure oligoply

Multiple Choice Single AnswerQuestion Production creates which type of utilityCorrect Answer Form



implementation and

control.Correct Answer PlanningYour Answer Planning



integrated or



be







of usage


PsychographicSocial class, Lifestyle Social class, Buying power



Select The BlankQuestion Major reason for success for new product is ________ product.Correct Answer SuperiorYour Answer Superior


profitability objective is called:Correct Answer Target returnYour Answer Profit maximisation


Question It helps an organisation to cope with future by setting objectives andmaking






funds

are allocated to promotion mix elements.Correct Answer Sales management , AdvertisingYour Answer Sales management , Advertising


core



Correct Answer New product-New marketYour Answer New product-Existing market


concrete

in which stages?Correct Answer Test marketing , Commercialisation , Product developmentYour Answer Test marketing , Commercialisation , Product development ,

Marketing strategy

development

Multiple Choice Multiple AnswerQuestion Total cost concept includesCorrect Answer Damaged goods , Inventory obsolescence , TransportationYour Answer Damaged goods , Inventory obsolescence , Transportation




their



product and

the firm's sales revenue.Correct Answer Demand elasticityYour Answer Demand elasticity

Select The BlankQuestion Demographic, cultural, political, natural etc combine to form ________

environment.Correct Answer MacroYour Answer Macro




Multiple Choice Single AnswerQuestion A diet conscious person after playing football is thirsty. He opts for :-Correct Answer Diet cokeYour Answer Pepsi









Select The BlankQuestion The factor of satisfaction and ________ motives are consistent in societyCorrect Answer ProfitYour Answer Exchange


social

systemCorrect Answer TrueYour Answer False




products.Correct Answer SpecialYour Answer Special



True/FalseQuestion Indirect channels for industrial products are longer than consumer product

channels.Correct Answer FalseYour Answer False


Multiple Choice Single AnswerQuestion Lead time for a product is 10 days and usage rate is 6 units/day. Reorder

point

will be …Correct Answer 60 units




True/FalseQuestion Sales contests, consumer contests are examples of public relations.Correct Answer FalseYour Answer False


satisfaction(each





Select The Blank

Question In ________ pricing buyers pay different prices under the same conditions, in

the same quantities and at the same timeCorrect Answer VariableYour Answer Variable


Trade discountReduction in list price to channel menbers Reduction in list price tochannel

menbers

Cumulative quantity discount Discount percetage increases as the quantity purchasedincreases

Discount percetage increases as the quantity purchased increases





and

threatsCorrect Answer Organisational assessmentYour Answer Organisational assessment


Correct Answer Objectives, Strategies, Situation assessment, Organisation mission,

Resources , OpportunityYour Answer Opportunity , Objectives, Strategies, Situation assessment,


Resources




Policies Constraints that limits the alternatives available Constraints that limitsthe

alternatives available




True/FalseQuestion MIS provides marketers with the right amount and type of information in a

timely fashion.Correct Answer TrueYour Answer True

True/FalseQuestion Internal records such as sales reports, cost and accounting information are



Multiple Choice Single AnswerQuestion In this market, organisation acquires goods for the purpose of renting to

others

at profitCorrect Answer Reseller MarketYour Answer Reseller Market








Select The BlankQuestion The benefits of a change in process are defined in terms of ________ cost

savingsCorrect Answer LabourYour Answer Infrastructure


in the



calledCorrect Answer Trade promotionYour Answer Trade promotion

2nd Copy

a





Multiple Choice Multiple AnswerQuestion Key concepts of systems view of management includesCorrect Answer Optimisation concept , Total cost concept , Cost trade-off conceptYour Answer Optimisation concept , Total cost concept , Inventory carrying cost

concept



Multiple Choice Single AnswerQuestion It is the process of buying out the product developed by someone elseCorrect Answer AcquisitionYour Answer Commercialisation

True/FalseQuestion Distribution costs are low when intermediaries are used in the channel.Correct Answer TrueYour Answer False



Multiple Choice Single AnswerQuestion What involves review of projected sales, costs and profits.Correct Answer Business analysisYour Answer Business analysis

Select The BlankQuestion ________cost accounting measures the cost of producing and ignores the

cost of

non-producingCorrect Answer TraditionalYour Answer Traditional


savingsCorrect Answer LabourYour Answer Labour


Multiple Choice Multiple AnswerQuestion What are psychogenetic needsCorrect Answer Belonging , Recognition







True/FalseQuestion Buyers are geographically concentrated in the consumer market.Correct Answer FalseYour Answer False


Select The BlankQuestion ________ is a modern plant consisting of modules centered around a stage

in

the production processCorrect Answer Flotilla conceptYour Answer Flotilla concept


True/False

Question Marketing concept has application only in profit oriented businesses.Correct Answer FalseYour Answer False






decreaseYour Answer Price cut causes revenue to increase


vertical

dimensions.Correct Answer TrueYour Answer True


core





True/FalseQuestion Experimental research involves obtaining data from respondents in person,

mail

or by phoneCorrect Answer FalseYour Answer False


Select The BlankQuestion ________ is a broad plan of action for using an organisation's resources to

accomplish a objectiveCorrect Answer StrategyYour Answer Strategy


Question Drawbacks of Survey of Buyer's intention method areCorrect Answer Exposure , Not accurate , Time consumingYour Answer Not accurate , Time consuming , Sales may be inflated or deflated

by sales team


market.Correct Answer GoodsYour Answer Goods



account for

a large part of sale.Correct Answer SelectiveYour Answer Intensive

Multiple Choice Multiple AnswerQuestion Market segmentation can be done on the basis of following factorsCorrect Answer Psychographic , Demographic , GeographicYour Answer Psychographic , Demographic , Geographic

Multiple Choice Single AnswerQuestion It is an approach to cost reduction in which components are studied to

determine

if they can be made by cheaper methods of productionCorrect Answer Product Value AnalysisYour Answer Product Value Analysis

True/FalseQuestion The life cycle of product category is the shortest.Correct Answer False

Your Answer False

Select The BlankQuestion ________ research involves using past experiences to find solutions to

marketing

problemsCorrect Answer HistoricalYour Answer Historical



skills

and abilities for assignments in the companyCorrect Answer StaffingYour Answer Staffing

Select The BlankQuestion Japan's major productivity gains are the results of social changes brought

about

by ________Correct Answer Statistical quality controlYour Answer Michael Porter's model for Industry Analysis




of usage


PsychographicSocial class, Lifestyle Social class, Lifestyle



Multiple Choice Single AnswerQuestion Which is the shortest marketing channel for an industrial product?Correct Answer Producer--->Industrial userYour Answer Producer--->Consumer

3rd Copy



Deep Assortment Carrying a product family in depth, drawing on many producer'soutput

Carrying the line of only one manufacturer

Exclusive Assortment Carrying the line of only one manufacturer Carrying severalproduct

lines that fall within the resellers type of business

Open bid Contract awarded to lowest bidder Direct negotiation with one or morecompanies covering

project and terms

Negotiated Contract Direct negotiation with one or more companies covering projectand

terms Contract awarded to lowest bidder

Multiple Choice Multiple AnswerQuestion Types of Organisational MarketCorrect Answer Reseller market , Industrial market , Government marketYour Answer Industrial market , Consumer market


integrated or




True/FalseQuestion Product, place and promotion elements in the marketing mix are viewed as

cost

factors.Correct Answer TrueYour Answer False








Multiple Choice Single AnswerQuestion The price of a product is determined by estimating the cost of producing

and

marketing and then add a percentage of profits. This orientation is called:Correct Answer Cost

Your Answer Demand



This refers to the number of product items within each product line. Product depthProduct

height

This includes all product item's a company offers. Product mix Product mix

This is a group of products that are related. Product line. Product line.



Organisation



Resources


Multiple Choice Single AnswerQuestion Marketer tries to seek what kind of response from the other party?Correct Answer Behavioural


True/FalseQuestion Warehouses are needed when supply sources and markets are located

close by.Correct Answer FalseYour Answer False


________




Multiple Choice Multiple AnswerQuestion A transaction takes place whenCorrect Answer There is time and place of agreement , Two things of value ,

Agreed

upon conditionsYour Answer There is time and place of agreement , Two things of value ,

Agreed upon

conditions

Select The BlankQuestion An organisational assessment uncovers________Correct Answer Weaknesses





an

industry's sales.Correct Answer OligopolyYour Answer Oligopoly






Multiple Choice Single AnswerQuestion Pricing that enables sales people to tailor their prices to a prospect's

situation is

calledCorrect Answer Price shadingYour Answer Variable pricing

Multiple Choice Single AnswerQuestion This pricing objective involves setting a low price to discourage entry of

new

firms.Correct Answer Stay outYour Answer Elimination

Multiple Choice Single AnswerQuestion This distribution is necessary for most shopping and speciality goods.Correct Answer SelectiveYour Answer Selective


society.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion This portfolio involves major capital investments which will result in

either large

pay offs or large lossesCorrect Answer Big betsYour Answer No-regret moves


Identifies



any change on performance , Integrates manufacturing with business strategy


implementation and

control.Correct Answer PlanningYour Answer Feedback



futureCorrect Answer No-regret movesYour Answer Big bets


Select The Blank

Question ________ of physical distribution activities increases it's productivity aswell as

of manufacturer.Correct Answer AutomationYour Answer Maximisation

True/FalseQuestion Shorter production runs are required to produce large number of products

in

multi-segment strategyCorrect Answer TrueYour Answer False

4th Copy



various

degreesCorrect Answer TrueYour Answer True

Select The BlankQuestion ________ is a part of the company that has a separate mission and

objectivesCorrect Answer SBUYour Answer SBU


Select The Blank

Question Skimming pricing involves________ risk.Correct Answer LowYour Answer High


marketsCorrect Answer Market testsYour Answer Correlation


Multiple Choice Single AnswerQuestion It provides a way to bring in the people dimension in macro company

analysis

without using psychological models of human behaviourCorrect Answer CultureYour Answer Role


marketing functionsCorrect Answer Trade discountYour Answer Trade discount



the

company structure



Multiple Choice Multiple AnswerQuestion Drawbacks of Survey of Buyer's intention method areCorrect Answer Exposure , Not accurate , Time consumingYour Answer Not accurate , Time consuming , Sales may be inflated or deflated

by sales team

Multiple Choice Multiple AnswerQuestion Total cost concept includesCorrect Answer Damaged goods , Inventory obsolescence , TransportationYour Answer Inventory obsolescence , Transportation


Air-freight It is the best quality type of transportation available. The advantage isspeed and

flexibility in carrying small loads.

Inventory carrying cost It increases as the quantity ordered increases. Itincreases as the

quantity ordered increases.

Order processing cost It decreases as the quantity ordered increases. It decreases asthe

quantity ordered increases.

Pipe-line It is used to transport petroleum products to refineries. It is used totransport

petroleum products to refineries.



together

constitutes ________ concept.Correct Answer Total costYour Answer Fixed cost

Multiple Choice Multiple AnswerQuestion Forecasting methods for existing products areCorrect Answer Simple trend analysis , Time series analysis , Correlation methodYour Answer Simple trend analysis , Correlation method , Market tests


making



in the






reference groupCorrect Answer MaturityYour Answer Decline





True/False

Question Communicating with middlemen requires information which is different tothe

information required in communicating with the final buyers.Correct Answer TrueYour Answer True






tendencies



Select The BlankQuestion ________ is seen as an integral process that converts materials into goodsCorrect Answer Systems



Multiple Choice Multiple AnswerQuestion How does 'structure' reduce external uncertainity arising out of human

behaviourCorrect Answer Research and planning , ForecastingYour Answer Research and planning , Forecasting

True/FalseQuestion Economic forecasts are available from industry trade associationsCorrect Answer FalseYour Answer True


one



fluctuations



opportunities and

create threat for the Co.Correct Answer True

Your Answer True


Feedback Communication from receiver to sender Interpreting the message byreceiver

Encoding Putting meaning to symbols conveyed as messages A means by whichsource

communicates the message

Decoding Interpreting the message by receiver Putting meaning to symbolsconveyed as

messages

Noise It interferes with communication process It interferes with communicationprocess




Multiple Choice Single AnswerQuestion This approach estimates sales potential of a territory by estimating the

number of

units of a product category that a buyer buys from all suppliers multiplied by the numberof

potential buyers in that territoryCorrect Answer Buildup approach


Multiple Choice Multiple AnswerQuestion The basic goals in introductory stage areCorrect Answer Induce acceptance of new product , Gain initial distributionYour Answer Induce acceptance of new product , Gain initial distribution

Multiple Choice Multiple AnswerQuestion The various variations of Negotiated contract areCorrect Answer Cost plus pricing , Fixed price , Fixed price and incentiveYour Answer Variable Price , Fixed price and incentive


5th Copy


Multiple Choice Single AnswerQuestion The price cut causes large increase in quantity sold and price rise results in

fall

in quantity sold. This demand is calledCorrect Answer Price elasticYour Answer Price elastic



Multiple Choice Single AnswerQuestion It is the series of marketing institutions that help in moving the product

from

producer to the ultimate user.Correct Answer Marketing channelYour Answer Marketing channel


Multiple Choice Single AnswerQuestion It gathers, records and analyses data about problems related to MarketingCorrect Answer Market ResearchYour Answer Management Information System(MIS)

Select The BlankQuestion ________ can price it's product without any regard to competitor.Correct Answer Pure monopolistYour Answer Pure monopolist

Multiple Choice Multiple AnswerQuestion Adoption rate will be higher and faster if the product hasCorrect Answer Lower price , Greater utility , Compatability with societyYour Answer Lower price , Greater utility , Compatability with society

True/FalseQuestion Consumption is shaped by the stage of family life cycleCorrect Answer TrueYour Answer True




Select The BlankQuestion More ________ is involved in sales to industrial buyers than consumersCorrect Answer MoneyYour Answer Costs




one



close by.Correct Answer FalseYour Answer False

5th Copy



Select The BlankQuestion Firm's that lack promotional skills rely on ________ for promotional push.Correct Answer MiddlemenYour Answer Middlemen

Select The BlankQuestion For ________ items, reseller reorders goods when inventory gets lowCorrect Answer StandardYour Answer Standard


presentations.Correct Answer AIDAYour Answer AIDA



market.Correct Answer GoodsYour Answer Goods


Question Profits are negative in which stage of product life cycle?Correct Answer IntroductoryYour Answer Introductory






Multiple Choice Single AnswerQuestion It gathers, records and analyses data about problems related to MarketingCorrect Answer Market ResearchYour Answer Market Research





solutions


person

Experimental researchOne factor is constant and holding other factors One factor is

constant and holding other factors

Motivational research It analyses consumer motives It analyses consumer motives












Select The BlankQuestion ________ routinely performs all functions on recurrent, internal and

external

dataCorrect Answer Recurrent data system(RDS)Your Answer Recurrent data system(RDS)



Question Income,occupation,education, age,marital status are factors of which typeof

segmentation?Correct Answer Geographic , DemographicYour Answer Geographic , Demographic




mail

or by phoneCorrect Answer FalseYour Answer False


account for





gathered is of questionable value.Correct Answer TrueYour Answer True


concrete

in which stages?Correct Answer Test marketing , Commercialisation , Product developmentYour Answer Test marketing , Commercialisation , Product development


behaviourCorrect Answer Control mechanism , DepartmentalisationYour Answer Control mechanism , Departmentalisation



decreaseYour Answer Price cut causes revenue to increase , Price rise causes revenue to

decrease

True/FalseQuestion Marketing strategies are developed to support broad marketing objectivesCorrect Answer TrueYour Answer True


________.Correct Answer PriceYour Answer Price


be




reliability of

test.Correct Answer TrueYour Answer True





True/FalseQuestion Inndustrial goods are sold to end-users for personal consumption.

Correct Answer FalseYour Answer False


the






6th Copy



profitability objective is called:Correct Answer Target returnYour Answer Target return


reliability of

test.Correct Answer TrueYour Answer True


Only one seller and no competition permitted legally Monopoly Puremonopoly





product's market pricePure competition Pure competition


together

constitutes ________ concept.Correct Answer Total costYour Answer Optimisation cost


concrete

in which stages?Correct Answer Test marketing , Commercialisation , Product developmentYour Answer Test marketing , Commercialisation , Product development


account for





warehouses.Correct Answer WarehouseYour Answer Logistics

Multiple Choice Single AnswerQuestion It is that element of a plan that specifies what is to be accomplishedCorrect Answer ObjectivesYour Answer Objectives



True/False

Question Product, place and promotion elements in the marketing mix are viewed ascost

factors.Correct Answer TrueYour Answer True



decrease

Multiple Choice Single AnswerQuestion What is the most important promotion activity required in Industrial

buying

processCorrect Answer Personal sellingYour Answer Personal selling

True/FalseQuestion The greater the number of substitutes for a product, the less price elastic is

its

demand.Correct Answer FalseYour Answer True


True/FalseQuestion Correlation methods is also used to supplement other techniques.Correct Answer FalseYour Answer False


producerCorrect Answer TrueYour Answer True


making




Encoding Putting meaning to symbols conveyed as messages Putting meaning tosymbols conveyed

as messages

Decoding Interpreting the message by receiver Interpreting the message by receiver

Noise It interferes with communication process It interferes with communicationprocess

Feedback Communication from receiver to sender Communication fromreceiver to sender





True/FalseQuestion Marketing channels move products from customers to manufacturer.Correct Answer FalseYour Answer False




integrated or

coordinatedCorrect Answer TrueYour Answer False














for

better livingCorrect Answer Middle classYour Answer Middle class


Identifies



any change on performance , Instantly spots malfunctions and show where they occur


ultimate consumerCorrect Answer MarketingYour Answer Marketing


of

segmentation?Correct Answer Geographic , DemographicYour Answer Geographic , Demographic

Multiple Choice Single AnswerQuestion This involves developing two or more market strategies for two or more

market

segmentsCorrect Answer Multi-segmentationYour Answer Multi-segmentation


strategyYour Answer One market mix for target market , One distribution and promotion

strategy

Multiple Choice Single AnswerQuestion Safety stock available with a company is 200 units and seasonal stock is

150 units.

The usage rate of the product is 5 units/day and lead time is of 10 days. Calculate thebasic stock.

Correct Answer 400 unitsYour Answer 400 units




channels.Correct Answer FalseYour Answer False







Feedback Communication from receiver to sender Communication from receiver tosender

Encoding Putting meaning to symbols conveyed as messages Putting meaning to symbolsconveyed as messages

Decoding Interpreting the message by receiver Interpreting the message by receiver

Noise It interferes with communication process It interferes with communication process







fluctuations and long term fluctuationsCorrect Answer Time Series AnalysisYour Answer Time Series Analysis


True/FalseQuestion Marketing concept has application only in profit oriented businesses.Correct Answer FalseYour Answer False

True/FalseQuestion The demand for a specific brand within a product category is called selective



Multiple Choice Multiple AnswerQuestion Commercial sources have following sourcesCorrect Answer Advertising , Packaging , Sales personsYour Answer Advertising , Packaging , Sales persons

Select The BlankQuestion ________ occurs when people inspite of being qualified and experienced and

trained have to settle for a low level job.Correct Answer Underemployment

Your Answer Underemployment


Multiple Choice Multiple AnswerQuestion Forecasting methods for existing products areCorrect Answer Simple trend analysis , Correlation method , Market testsYour Answer Simple trend analysis , Time series analysis , Correlation method

True/FalseQuestion The super structure indicates ways in which company's tasks are integrated or


Select The BlankQuestion Competition tends to focus on ________ as a product moves through its life

cycle.Correct Answer PriceYour Answer Price










Multiple Choice Single AnswerQuestion Prosperity stage in business cycle is also calledCorrect Answer BoomYour Answer Boom


cost of non-producingCorrect Answer TraditionalYour Answer Traditional

Select The BlankQuestion ________ routinely performs all functions on recurrent, internal and external

dataCorrect Answer Recurrent data system(RDS)Your Answer Management Information system(MIS)




True/FalseQuestion The greater the number of substitutes for a product, the less price elastic is its

demand.Correct Answer FalseYour Answer False

Multiple Choice Single AnswerQuestion It limits the alternatives that a decision maker takes in a given situation

Correct Answer PolicyYour Answer Policy


Select The BlankQuestion Concentration on that segment of market which has the maximum number of

people is called ________Correct Answer Market fallacyYour Answer Market fallacy

Multiple Choice Multiple AnswerQuestion Aspects of political environment are :Correct Answer Form of government adopted , Media and pressure groups ,

Government stabilityYour Answer Form of government adopted , Media and pressure groups , Government

stability



structure to be madeCorrect Answer TrueYour Answer True


Multiple Choice Single AnswerQuestion Which is the shortest marketing channel for an industrial product?Correct Answer Producer--->Industrial userYour Answer Producer--->Industrial user


Multiple Choice Single AnswerQuestion This discount is offered to customers to encourage them to remain loyal

buyersCorrect Answer Quantity discountYour Answer Quantity discount




number of units of a product category that a buyer buys from all suppliers multiplied bythe number of potential buyers in that territory

Correct Answer Buildup approachYour Answer Buildup approach

Select The BlankQuestion ________ research involves using past experiences to find solutions to

marketing problemsCorrect Answer HistoricalYour Answer Historical

True/FalseQuestion Communicating with middlemen requires information which is different to

the information required in communicating with the final buyers.Correct Answer TrueYour Answer True

MM all combinedLIST OF ATTEMPTED QUESTIONS AND ANSWERS

Multiple Choice Single AnswerQuestion It is the process of identifying smaller markets within a

larger market.Correct Answer SegmentationYour Answer Segmentation

True/FalseQuestion Psychogenetic needs are intense enough to motivate a person

to act immediatelyCorrect Answer FalseYour Answer True















Select The Blank

Page 1

MM all combinedQuestion Customer's changing wants and their behaviour can be better

understood in ________ distribution.Correct Answer DirectYour Answer Horizontal



Identifies impact of any change on performance , Integrates manufacturing withbusiness strategyTrue/FalseQuestion After sales service is provided in a customer orirnted firmCorrect Answer TrueYour Answer True






developmentYour Answer Test marketing , Product development , Marketing strategy

developmentTrue/FalseQuestion Formal planning provides clearer performance standards.Correct Answer TrueYour Answer True


________ productsCorrect Answer ImpulseYour Answer Impulse





Page 2

MM all combinedborder.Correct Answer TrueYour Answer False








to producerCorrect Answer TrueYour Answer False







Organisation mission , ResourcesSelect The BlankQuestion ________ can price it's product without any regard to



Multiple Choice Single AnswerQuestion The input to 'Stimulus Response Model' isCorrect Answer Stimuli

Page 3

MM all combinedYour Answer Stimuli


dataCorrect Answer TrueYour Answer False


?Correct Answer Each party is capable of communication and delivery ,

Atleast two parties , Each party has something that might be of value to theother partyYour Answer Atleast two parties , Each party is capable of communication

and delivery , Each party has something that might be of value to the otherpartyMultiple Choice Multiple AnswerQuestion For a low involvement regular purchase product, consumer

goes through what all stages of buying processCorrect Answer Need recognition , Purchase decisionYour Answer Need recognition , Information research , Evaluation of



Many sellers and buyers and none of them have much effect on the totaldemand,supply and product's market price Pure competitionMonopolistic

Only one seller and no competition permitted legally MonopolyMonopoly


Many sellers and buyers and each seller's offering is somewhat different thanothers Monopolistic Pure competition





strategies , Inventory and distribution costs are highMultiple Choice Multiple AnswerQuestion Socio-cultural environment consists ofCorrect Answer Social class , Culture

Page 4

MM all combinedYour Answer Technology , Social class , Culture


ignores non price competition , Marginal revenue is less than average revenueYour Answer The additional cost of each unit of product , It ignores non

price competition , It is useful for new productsMultiple Choice Single AnswerQuestion The tool that a sender uses to reach to the receiver is called:Correct Answer MessageYour Answer Message


but avoids pre-mature commitmentsCorrect Answer Reserve the right to playYour Answer Shapers





True/FalseQuestion Staffing function applies to all company levels irrespective of

levels of hierarchyCorrect Answer TrueYour Answer True


Select The BlankQuestion ________ measures actual sales and not intentions to buyCorrect Answer Market testsYour Answer Simple trend analysis

Marketing Management Assgn 2 -SenthilTrue/FalseQuestion In negotiated contracts, the bid selected by buyer is not



Page 5

MM all combinedDamaged goods allowanceTrue/FalseQuestion Change in company's strategy gives rise to problems


















Page 6

MM all combinedCorrect Answer Eggs, Bread , Clothing , CementYour Answer Clothing , Maruti 800 Car



















Page 7

MM all combinedYour Answer Pure oligoply



















circumstances

Page 8

MM all combinedCorrect Answer TrueYour Answer True


















Marketing strategy developmentMultiple Choice Multiple AnswerQuestion Total cost concept includes

Page 9

MM all combinedCorrect Answer Damaged goods , Inventory obsolescence ,


















Page 10

MM all combined









Multiple Choice Single AnswerQuestion This allows a marketer to adjust the actual price a customer





Multiple Choice Multiple AnswerQuestion An unhealthy portfolio hasCorrect Answer Few stars , More dogs

Page 11

MM all combinedYour Answer More dogs , Few stars















strength are few in number

Page 12









cost of producing






Page 13

MM all combinedMultiple Choice Single AnswerQuestion In which stage of Product life cycle, brand choice is heavily













Page 14

MM all combined














Page 15

MM all combined














Page 16

MM all combinedYour Answer False














Page 17

MM all combinedMultiple Choice Multiple AnswerQuestion Key concepts of systems view of management includesCorrect Answer Optimisation concept , Total cost concept , Cost trade-off






control is tough











Page 18

MM all combined
















Page 19

MM all combined















True/False

Page 20

MM all combinedQuestion Boston consultance group Matrix focusses on future business.Correct Answer FalseYour Answer True





Message has meaning










Page 21

MM all combinedCorrect Answer PossessionYour Answer Possession













Page 22

MM all combined















Page 23

MM all combinedproducts.Correct Answer Multi useYour Answer Shopping














Page 24

MM all combined














objectives

Page 25











trends







Page 26

MM all combinedCorrect Answer StimuliYour Answer Stimuli














Page 27

MM all combinedQuestion Members of this group are average white and blue collar













Page 28

MM all combinedLIST OF ATTEMPTED QUESTIONS AND ANSWERS












Page 29

MM all combined














border.

Page 30














Page 31

MM all combined















Page 32

MM all combinedgenerate the same kind of responseCorrect Answer ReinforcementYour Answer Cues











opts for :-

Page 33

MM all combinedCorrect Answer Diet cokeYour Answer Diet coke














Page 34

MM all combinedQuestion Uses of Market research are:Correct Answer Advertising effectiveness , Sales forecasting ,















Page 35

MM all combinedQuestion Higher the perceived quality of the product, higher will be the






members of top management over a period of timeCorrect Answer TrueYour Answer True







Page 36

MM all combinedSelect The BlankQuestion ________ is synonymous with non-recurrent data system(RDS)Correct Answer Market researchYour Answer Market research


its products, policies or actions.Correct Answer TrueYour Answer True




cost of producing , It uses time as a unit of measure








Page 37

MM all combinedCombining two or more levels of a channel under one participant's control.Vertical integration Vertical integration



of human behaviourCorrect Answer Research and planning , ForecastingYour Answer Division of labour , Departmentalisation




Few sellers but account for bulk of industry's sales Oligopoly Pureoligopoly

Many sellers and buyers and each seller's offering is somewhat different thanothers Monopolistic Oligopoly




Multiple Choice Single AnswerQuestion The frequency at which a product is used is called ?Correct Answer Usage rate

Page 38

MM all combinedYour Answer Usage rate




assessment, Organisation mission , ResourcesYour Answer Opportunity , Strengths , Resources








Select The BlankQuestion The research objectives are stated as ________ to be testedCorrect Answer HypothesisYour Answer Hypothesis


Page 39

MM all combinedCorrect Answer Social class , CultureYour Answer Social class , Culture




of human behaviourCorrect Answer Control mechanism , DepartmentalisationYour Answer Control mechanism , Departmentalisation , Specialisation



?Correct Answer Atleast two parties , Each party is capable of

communication and delivery , Each party has something that might be of valueto the other partyYour Answer Atleast two parties , Each party is capable of communication

and delivery , Each party has something that might be of value to the otherparty





Page 40

MM all combined










entry of new firms.Correct Answer Stay outYour Answer Stay out


ideas, feelings and information.Correct Answer CommunicationYour Answer Promotion



Page 41

MM all combinedQuestion Deciding on the number of intermediaries to be employed by

















Page 42

MM all combinedMultiple Choice Single AnswerQuestion Government units that purchase or rent goods for carrying


















Page 43

MM all combined
















Page 44

MM all combinedQuestion Recession stage in business cycle is also calledCorrect Answer SlowdownYour Answer Slowdown


















Page 45

MM all combined






labour











internal and external data

Page 46

MM all combinedCorrect Answer Recurrent data system(RDS)Your Answer Recurrent data system(RDS)







communication and delivery , Each party has something that might be of valueto the other partyYour Answer Atleast two parties , Each party is capable of

communication and delivery , Each party has something that might be of valuetothe other party







producers rather than the middlemenCorrect Answer ExpensiveYour Answer Non durables

Page 47

MM all combinedMultiple Choice Single AnswerQuestion The greatest amount of satisfaction comes from which utilityCorrect Answer PossessionYour Answer Possession




Ballast business Fit well but low opportunities Some fit and some misfit




Multiple Choice Multiple AnswerQuestion Aspects of political environment are :Correct Answer Form of government adopted , Media and pressure

groups , Government stabilityYour Answer Form of government adopted , Media and pressure groups ,






Page 48

MM all combined



Others self concept How the person thinks others see him How theperson thinks others see him





Integrates manufacturing with business strategy







Page 49

MM all combined


ignores non price competition , Marginal revenue is less than average revenueYour Answer The additional cost of each unit of product , Marginal revenue

is less than average revenue , It is useful for new products











through its life cycle.Correct Answer PriceYour Answer Sales volume


Page 50

MM all combinedCorrect Answer ExchangeYour Answer Self production










border.Correct Answer TrueYour Answer False



Select The Blank

Page 51

MM all combinedQuestion A change in quantity demanded of a product is caused by a

change in its ________.Correct Answer PriceYour Answer Demand





TransportationYour Answer Damaged goods , Customer satisfaction , Transportation







in the futureCorrect Answer No-regret movesYour Answer No-regret moves

Page 52

MM all combined




of human behaviourCorrect Answer Research and planning , ForecastingYour Answer Forecasting , Division of labour , Departmentalisation










Page 53

MM all combined

Multiple Choice Multiple AnswerQuestion Marketing channels for consumer products is longer becauseCorrect Answer Number of consumers are more , Consumers buy

smaller quantities , Buying patterns of consumers is easy to detect.Your Answer Number of consumers are more , Consumers buy smaller

quantities











Page 54

MM all combined












Page 55

MM all combined













Page 56

MM all combinedCorrect Answer Existing product-New marketYour Answer New product-New market















Page 57

MM all combined












Page 58

MM all combinedMatch The FollowingQuestion Correct Answer Your Answer















Page 59

MM all combinedQuestion As a person acquires additional units of a product, the












Page 60

MM all combinedMultiple Choice Multiple AnswerQuestion Types of Organisational MarketCorrect Answer Reseller market , Industrial market , Government














Page 61

MM all combined















Page 62

MM all combined














Page 63

MM all combinedCorrect Answer Advertising , Packaging , Sales personsYour Answer Advertising , Packaging , Mass media













Page 64

MM all combined


Damaged goods allowance

True/FalseQuestion Change in company's strategy gives rise to problems




activity , Market and sales potential is based on economic forecast , Number ofunits that a buyer buys is multiplied by the total number of potential buyersin that territory to arrive at total sales

True/FalseQuestion Consumer behaviour is easy to understand in familiar country








Page 65

MM all combinedYour Answer Integral distribution














Page 66

MM all combinedSelect The BlankQuestion Low value but bulky products move through________












Page 67

MM all combinedSelect The BlankQuestion Optimum marketing mix is obtained using analysis, ________,













Page 68

MM all combinedDemographic Age, Sex Age, Sex














Page 69

MM all combined









Marketing strategy development







Page 70

MM all combinedMultiple Choice Single AnswerQuestion It refers to the effect price changes have on quantity









opts for :-Correct Answer Diet cokeYour Answer Pepsi





Page 71

MM all combinedYour Answer Subsistence









within the social systemCorrect Answer TrueYour Answer False



Multiple Choice Multiple AnswerQuestion Types of product classificationCorrect Answer Consumables , Durables , Services

Page 72

MM all combinedYour Answer Consumables , Durables , Services












Page 73

MM all combined









same conditions , in the same quantities and at the same timeCorrect Answer VariableYour Answer Variable


Trade discount Reduction in list price to channel menbers Reductionin list price to channel menbers

Cumulative quantity discount Discount percetage increases as the quantitypurchased increases Discount percetage increases as the quantitypurchased increases



Page 74

MM all combined





factors:Correct Answer Objectives, Strategies, Situation assessment,

Organisation mission , Resources , OpportunityYour Answer Opportunity , Objectives, Strategies, Situation assessment,





Policies Constraints that limits the alternatives available Constraints thatlimits the alternatives available





Page 75

MM all combinedinformation in a timely fashion.Correct Answer TrueYour Answer True





renting to others at profitCorrect Answer Reseller MarketYour Answer Reseller Market






strategy

Page 76






________ cost savingsCorrect Answer LabourYour Answer Infrastructure




middlemen is calledCorrect Answer Trade promotionYour Answer Trade promotion

2nd Copy

aLIST OF ATTEMPTED QUESTIONS AND ANSWERS



Page 77

MM all combinedcircumstancesCorrect Answer TrueYour Answer True


Multiple Choice Multiple AnswerQuestion Key concepts of systems view of management includesCorrect Answer Optimisation concept , Total cost concept , Cost

trade-off conceptYour Answer Optimisation concept , Total cost concept , Inventory carrying

cost concept




someone elseCorrect Answer AcquisitionYour Answer Commercialisation


channel.Correct Answer TrueYour Answer False



Page 78

MM all combinedMultiple Choice Single AnswerQuestion What involves review of projected sales, costs and profits.Correct Answer Business analysisYour Answer Business analysis




________ cost savingsCorrect Answer LabourYour Answer Labour










Page 79

MM all combined



around a stage in the production processCorrect Answer Flotilla conceptYour Answer Flotilla concept








Page 80

MM all combinedMultiple Choice Multiple AnswerQuestion When is demand price elastic?Correct Answer Price cut causes revenue to increase , Price rise

causes revenue to decreaseYour Answer Price cut causes revenue to increase














Page 81

MM all combinedYour Answer Strategy







customers account for a large part of sale.Correct Answer SelectiveYour Answer Intensive




studied to determine if they can be made by cheaper methods of productionCorrect Answer Product Value AnalysisYour Answer Product Value Analysis

True/FalseQuestion The life cycle of product category is the shortest.Correct Answer FalseYour Answer False


Page 82

MM all combinedsolutions to marketing problemsCorrect Answer HistoricalYour Answer Historical





changes brought about by ________Correct Answer Statistical quality controlYour Answer Michael Porter's model for Industry Analysis









Page 83

MM all combinedQuestion Which is the shortest marketing channel for an industrial

product?Correct Answer Producer--->Industrial userYour Answer Producer--->Consumer

3rd Copy



Deep Assortment Carrying a product family in depth, drawing on manyproducer's output Carrying the line of only one manufacturer

Exclusive Assortment Carrying the line of only one manufacturerCarrying several product lines that fall within the resellers type of business

Open bidContract awarded to lowest bidderDirect negotiation with one or morecompanies covering project and terms

Negotiated Contract Direct negotiation with one or more companiescovering project and terms Contract awarded to lowest bidder


marketYour Answer Industrial market , Consumer market




Multiple Choice Single AnswerQuestion An example of Want is :Correct Answer Continental food

Page 84

MM all combinedYour Answer Continental food


are viewed as cost factors.Correct Answer TrueYour Answer False









Multiple Choice Single AnswerQuestion The price of a product is determined by estimating the cost

of producing and marketing and then add a percentage of profits. Thisorientation is called:

Page 85

MM all combinedCorrect Answer CostYour Answer Demand



This refers to the number of product items within each product line.Product depth Product height

This includes all product item's a company offers. Product mix Productmix

This is a group of products that are related. Product line. Productline.








party?Correct Answer BehaviouralYour Answer Transaction



Page 86









Select The BlankQuestion An organisational assessment uncovers________Correct Answer WeaknessesYour Answer Weaknesses





Page 87

MM all combinedYour Answer Oligopoly










entry of new firms.Correct Answer Stay outYour Answer Elimination



Page 88

MM all combinedYour Answer Selective




result in either large pay offs or large lossesCorrect Answer Big betsYour Answer No-regret moves



Identifies impact of any change on performance , Integrates manufacturing withbusiness strategy


implementation and control.Correct Answer PlanningYour Answer Feedback



in the futureCorrect Answer No-regret movesYour Answer Big bets


Page 89

MM all combined


productivity as well as of manufacturer.Correct Answer AutomationYour Answer Maximisation


number of products in multi-segment strategyCorrect Answer TrueYour Answer False

4th Copy





mission and objectivesCorrect Answer SBUYour Answer SBU


Select The BlankQuestion Skimming pricing involves________ risk.Correct Answer LowYour Answer High


in other marketsCorrect Answer Market testsYour Answer Correlation

Page 90

MM all combined



company analysis without using psychological models of human behaviourCorrect Answer CultureYour Answer Role










Transportation

Page 91

MM all combinedYour Answer Inventory obsolescence , Transportation


Air-freight It is the best quality type of transportation available. Theadvantage is speed and flexibility in carrying small loads.

Inventory carrying cost It increases as the quantity ordered increases. Itincreases as the quantity ordered increases.

Order processing cost It decreases as the quantity ordered increases. Itdecreases as the quantity ordered increases.

Pipe-line It is used to transport petroleum products to refineries. Itis used to transport petroleum products to refineries.



handling products together constitutes ________ concept.Correct Answer Total costYour Answer Fixed cost

Multiple Choice Multiple AnswerQuestion Forecasting methods for existing products areCorrect Answer Simple trend analysis , Time series analysis ,

Correlation methodYour Answer Simple trend analysis , Correlation method , Market tests





Page 92

MM all combined






influenced by reference groupCorrect Answer MaturityYour Answer Decline






Page 93

MM all combined











materials into goodsCorrect Answer SystemsYour Answer Statistical quality control


Page 94

MM all combined


of human behaviourCorrect Answer Research and planning , ForecastingYour Answer Research and planning , Forecasting


associationsCorrect Answer FalseYour Answer True








FeedbackCommunication from receiver to sender Interpreting the message byreceiver

EncodingPutting meaning to symbols conveyed as messages A means by whichsource communicates the message

Decoding Interpreting the message by receiver Putting meaning to symbolsconveyed as messages


Page 95

MM all combined






Multiple Choice Multiple AnswerQuestion The basic goals in introductory stage areCorrect Answer Induce acceptance of new product , Gain initial

distributionYour Answer Induce acceptance of new product , Gain initial distribution

Multiple Choice Multiple AnswerQuestion The various variations of Negotiated contract areCorrect Answer Cost plus pricing , Fixed price , Fixed price and

incentiveYour Answer Variable Price , Fixed price and incentive



5th Copy



rise results in fall in quantity sold. This demand is called

Page 96

MM all combinedCorrect Answer Price elasticYour Answer Price elastic




the product from producer to the ultimate user.Correct Answer Marketing channelYour Answer Marketing channel



to MarketingCorrect Answer Market ResearchYour Answer Management Information System(MIS)


competitor.Correct Answer Pure monopolistYour Answer Pure monopolist


societyYour Answer Lower price , Greater utility , Compatability with society


Page 97






consumersCorrect Answer MoneyYour Answer Costs







Page 98


5th Copy




promotional push.Correct Answer MiddlemenYour Answer Middlemen

Select The BlankQuestion For ________ items, reseller reorders goods when inventory

gets lowCorrect Answer StandardYour Answer Standard







Page 99

MM all combined









to MarketingCorrect Answer Market ResearchYour Answer Market Research



Page 100

MM all combined





Motivational research It analyses consumer motives It analysesconsumer motives










Page 101

MM all combined















Page 102

MM all combined









of human behaviourCorrect Answer Control mechanism , DepartmentalisationYour Answer Control mechanism , Departmentalisation




revenue to decrease



Page 103

MM all combinedSelect The BlankQuestion A change in quantity demanded of a product is caused by a












consumption.Correct Answer FalseYour Answer False

Page 104

MM all combined







6th Copy



sales.This profitability objective is called:Correct Answer Target returnYour Answer Target return






Many sellers and buyers and each seller's offering is somewhat different than

Page 105

MM all combinedothers Monopolistic Monopolistic



handling products together constitutes ________ concept.Correct Answer Total costYour Answer Optimisation cost









ownership of warehouses.Correct Answer WarehouseYour Answer Logistics



Page 106

MM all combinedYour Answer Objectives




are viewed as cost factors.Correct Answer TrueYour Answer True



revenue to decrease


Industrial buying processCorrect Answer Personal sellingYour Answer Personal selling


price elastic is its demand.Correct Answer FalseYour Answer True



True/False

Page 107

MM all combinedQuestion Correlation methods is also used to supplement other

techniques.Correct Answer FalseYour Answer False


to producerCorrect Answer TrueYour Answer True





EncodingPutting meaning to symbols conveyed as messages Putting meaning tosymbols conveyed as messages



FeedbackCommunication from receiver to sender Communication fromreceiver to sender


Select The BlankQuestion ________ concept increases the efficiency of economic systemCorrect Answer Marketing

Page 108

MM all combinedYour Answer Marketing








are integrated or coordinatedCorrect Answer TrueYour Answer False




Multiple Choice Single AnswerQuestion Consumerism emerged in which era of Marketing?Correct Answer Sales

Page 109

MM all combinedYour Answer Sales













Page 110

MM all combinedYour Answer Middle class



Identifies impact of any change on performance , Instantly spots malfunctionsand show where they occur





Multiple Choice Single AnswerQuestion This involves developing two or more market strategies for

two or more market segmentsCorrect Answer Multi-segmentationYour Answer Multi-segmentation


and promotion strategyYour Answer One market mix for target market , One distribution and

promotion strategy




Page 111

MM all combinedCorrect Answer Complexity , Perishability , WeightYour Answer Complexity , Perishability , Weight

Page 112


Multiple Choice Single AnswerQuestion This distribution limits intermediaries to one per given territory.Correct Answer ExclusiveYour Answer Exclusive



competition , Marginal revenue is less than average revenueYour Answer The additional cost of each unit of product


Multiple Choice Single AnswerQuestion These groups tend to informal behavoiur and there is continuous interaction

among peopleCorrect Answer PrimaryYour Answer Primary

Multiple Choice Single AnswerQuestion Marketing arises from ?Correct Answer ExchangeYour Answer Self production

Multiple Choice Single AnswerQuestion An example of Want is :Correct Answer Continental foodYour Answer Clothing


Exclusive Assortment Carrying the line of only one manufacturer Carrying the line ofonly one manufacturer


Negotiated Contract Direct negotiation with one or more companies covering project andterms Direct negotiation with one or more companies covering project and terms

Deep Assortment Carrying a product family in depth, drawing on many producer's outputCarrying a product family in depth, drawing on many producer's output

Multiple Choice Multiple AnswerQuestion The reseller's assortment influences it'sCorrect Answer Marketing mix , Customer mix , Supplier mixYour Answer Marketing mix , Supplier mix , Buyer mix

Multiple Choice Single AnswerQuestion What is the most important promotion activity required in Industrial buying

processCorrect Answer Personal sellingYour Answer Personal selling


Multiple Choice Multiple AnswerQuestion Commercial sources have following sourcesCorrect Answer Advertising , Packaging , Sales personsYour Answer Advertising , Mass media , Sales persons

Select The BlankQuestion In ________ pricing buyers pay different prices under the same conditions ,

in the same quantities and at the same timeCorrect Answer VariableYour Answer Variable

Multiple Choice Multiple AnswerQuestion Business is rated on which dimensionsCorrect Answer Market attractiveness , Business strengthYour Answer Market attractiveness , Profit margin , Competition level


profitability objective is called:Correct Answer Target returnYour Answer Target return




decrease




Multiple Choice Single AnswerQuestion "Law of demand" isCorrect Answer More units of product are demanded at lower priceYour Answer More units of product are demanded at lower price


Multiple Choice Single AnswerQuestion It focusses on one or more selected market segments and develops separate

marketing mix for each segmentCorrect Answer Target MarketingYour Answer Target Marketing

Select The BlankQuestion ________ method is suitable for products with a stable demand patternCorrect Answer Simple trend analysisYour Answer Simple trend analysis


Correct Answer Not accurate , Time consumingYour Answer Not accurate , Time consuming , Sales may be inflated or deflated by

sales team

True/FalseQuestion Inndustrial goods are sold to end-users for personal consumption.Correct Answer FalseYour Answer False


Multiple Choice Multiple AnswerQuestion For exchange to take place, which conditions must be satisfied ?Correct Answer Atleast two parties , Each party is capable of communication and

delivery , Each party has something that might be of value to the other partyYour Answer Atleast two parties , Each party has something that might be of value to

the other party


Multiple Choice Single AnswerQuestion Marketer tries to seek what kind of response from the other party?Correct Answer BehaviouralYour Answer Transaction


timely fashion.Correct Answer TrueYour Answer True


True/FalseQuestion Market segmentation is the decision to identify different groups that compose

the market and to develop specific product for each of these groups.Correct Answer False

Your Answer True


trained have to settle for a low level job.Correct Answer UnderemploymentYour Answer Underemployment

True/FalseQuestion Distribution costs are low when intermediaries are used in the channel.Correct Answer TrueYour Answer True


warehouses.Correct Answer WarehouseYour Answer Warehouse


Multiple Choice Multiple AnswerQuestion The tangible inputs in a business areCorrect Answer Capital , MachineYour Answer Capital , Machine

Multiple Choice Single AnswerQuestion What is product development?Correct Answer New product-Existing marketYour Answer New product-Existing market


savingsCorrect Answer LabourYour Answer Fixed

True/FalseQuestion In negotiated contracts, the bid selected by buyer is not necessarily the lowestCorrect Answer TrueYour Answer True

Select The Blank

Question ________ guides the development of advertisements and personal salespresentations.

Correct Answer AIDAYour Answer AIDA

Select The BlankQuestion ________ is a part of the company that has a separate mission and objectivesCorrect Answer SBUYour Answer SBU




Tangible sources Capital, machines,raw material Selling



Multiple Choice Single AnswerQuestion In which phase of production era, the producer and consumer are the same ?Correct Answer SubsistenceYour Answer Subsistence


Multiple Choice Multiple AnswerQuestion Trade promotions includeCorrect Answer Push money allowance , Promotional allowanceYour Answer Push money allowance , Promotional allowance



Select The BlankQuestion Advertising, packaging etc. are the elements in ________ mix.Correct Answer PromotionYour Answer Promotion

Select The BlankQuestion The factor of satisfaction and ________ motives are consistent in societyCorrect Answer ProfitYour Answer Profit


mail or by phoneCorrect Answer FalseYour Answer False


True/FalseQuestion The hypothesis may prove to be either right or wrongCorrect Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion Features of Question Marks?Correct Answer High growth , Low share SBUsYour Answer High growth , Low share SBUs

True/FalseQuestion Group influence is weak both in product and brand choice in Decline stage of

Product life cycleCorrect Answer TrueYour Answer True

Select The Blank

Question ________ directs the flow of goods and services from the producer to theultimate consumer

Correct Answer MarketingYour Answer Marketing


Air-freight It is the best quality type of transportation available. It is the best quality typeof transportation available.

Inventory carrying cost It increases as the quantity ordered increases. It increases as thequantity ordered increases.

Order processing cost It decreases as the quantity ordered increases. It decreases as thequantity ordered increases.

Pipe-line It is used to transport petroleum products to refineries. It is used to transportpetroleum products to refineries.

Multiple Choice Single AnswerQuestion It is the process of influencing one's behaviour by sharing ideas, feelings and

information.Correct Answer CommunicationYour Answer Communication

Multiple Choice Single AnswerQuestion Competition develops in which stage of Product life cycle?Correct Answer MaturityYour Answer Growth

Select The BlankQuestion ________ is a delivery of standard of living to societyCorrect Answer MarketingYour Answer Marketing



Select The BlankQuestion Skimming pricing involves________ risk.Correct Answer Low

Your Answer Low

Multiple Choice Single AnswerQuestion It is his duty to analyse and convert data to informationCorrect Answer ResearcherYour Answer Researcher



Multiple Choice Single AnswerQuestion Interpersonal communication is between:Correct Answer Source and receiverYour Answer Source and receiver

Select The BlankQuestion ________ is a bundle of physical, chemical and/or intangible attributes that

has the potential of satisfying customer wants.Correct Answer ProductYour Answer Product

Multiple Choice Single AnswerQuestion New products enter the market and old customers make repeat purchase

during which stage of product life cycle?Correct Answer GrowthYour Answer Growth




marketing process.Correct Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion A business is a system consisting of following elementsCorrect Answer Input and output , Objectives , Process and feedbackYour Answer Input and output , Objectives , Process and feedback


together constitutes ________ concept.Correct Answer Total costYour Answer Total cost



Select The BlankQuestion ________ is seen as an integral process that converts materials into goodsCorrect Answer SystemsYour Answer Systems


Multiple Choice Single AnswerQuestion It is the most influential primary reference group shaping a buyer's behaviourCorrect Answer FamilyYour Answer Family



True/FalseQuestion Marketing concept has application only in profit oriented businesses.Correct Answer FalseYour Answer False



This refers to the number of product items within each product line. Product depthProduct depth





Multiple Choice Single AnswerQuestion A centralised inventory meansCorrect Answer Building and stocking one warehouseYour Answer Building and stocking one warehouse



Select The BlankQuestion An organisational assessment uncovers________Correct Answer Weaknesses


Multiple Choice Multiple AnswerQuestion The tangible inputs in a business areCorrect Answer Capital , Machine , TimeYour Answer Capital , Machine


trendsYour Answer Advertising effectiveness , Sales forecasting , Identifying market trends



Multiple Choice Multiple AnswerQuestion The external sources of Primary data are :Correct Answer Retailer , Wholesaler , LibrariesYour Answer Retailer , Wholesaler , Libraries

Multiple Choice Single AnswerQuestion It is the relative difficulty in understanding or using the productCorrect Answer ComplexityYour Answer Complexity

Multiple Choice Single AnswerQuestion It refers to the effect price changes have on quantity demanded of a product

and the firm's sales revenue.Correct Answer Demand elasticityYour Answer Demand elasticity

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True/FalseQuestion Boston consultance group Matrix focusses on future business.Correct Answer FalseYour Answer False



Multiple Choice Single AnswerQuestion Here the organisation acquires the operations of one or more

other organisations on the same level.Correct Answer Horizontal integrationYour Answer Horizontal integration

Multiple Choice Single AnswerQuestion It is his duty to analyse and convert data to informationCorrect Answer ResearcherYour Answer Researcher

Select The BlankQuestion Skimming pricing involves________ risk.Correct Answer LowYour Answer Low



Your Answer Commercialisation , Product development , Marketing strategydevelopment


Multiple Choice Single AnswerQuestion This data is collected to deal with a special problemCorrect Answer Non-recurrent data

Page 2

Marketing Management 2Your Answer Non-recurrent data





True/FalseQuestion Rise and fall of interest rates has a major effect on consumer's

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Select The BlankQuestion ________ is a bundle of physical, chemical and/or intangible

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Page 3

Marketing Management 2Multiple Choice Single AnswerQuestion Consumerism emerged in which era of Marketing?Correct Answer SalesYour Answer Sales


True/FalseQuestion High level of public scrutiny tends to make Govt. decisions slow.Correct Answer TrueYour Answer True


decision makingCorrect Answer InformationYour Answer Information


bulk of an industry's sales.Correct Answer OligopolyYour Answer Oligopoly




Organisation mission , ResourcesYour Answer Opportunity , Objectives, Strategies, Situation assessment,




Select The BlankQuestion Satisfying ________ reduces tension

Page 4

Marketing Management 2Correct Answer NeedYour Answer Need


This refers to the number of product items within each product line. Productdepth Product depth





Multiple Choice Single AnswerQuestion This involves developing two or more market strategies for two or

more market segmentsCorrect Answer Multi-segmentationYour Answer Multi-segmentation

Select The BlankQuestion ________ leads to generalisation where similar stimulus generate

the same kind of responseCorrect Answer ReinforcementYour Answer Reinforcement






Deep Assortment Carrying a product family in depth, drawing on manyproducer's output Carrying a product family in depth, drawing on many

Page 5

Marketing Management 2producer's output


Multiple Choice Single AnswerQuestion Product classification is based onCorrect Answer Buyer behaviourYour Answer Buyer behaviour




Select The BlankQuestion ________ guides the development of advertisements and personal

sales presentations.Correct Answer AIDAYour Answer AIDA


develops one marketing mix for that segment.This is known as :Correct Answer ConcentrationYour Answer Concentration

Multiple Choice Single AnswerQuestion New product forms and brands enter in which stage of product

life cycle?Correct Answer GrowthYour Answer Introductory

Multiple Choice Multiple AnswerQuestion Key concepts of systems view of management includesCorrect Answer Optimisation concept , Total cost concept , Cost trade-off


concept

Multiple Choice Multiple AnswerQuestion Total cost includes :Correct Answer Fixed cost , Variable cost

Page 6

Marketing Management 2Your Answer Fixed cost , Variable cost



Page 7

Marketing Management 2

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Marketing Management 3ÐÏ à¡± á > þÿ 9 ; þÿÿÿ8ÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿÿì¥Á G ¿ Š' bjbjŽÙŽÙ

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relation to product's value , Buyers in different areas pay different deliveredpricesYour Answer It is used for products whose freight cost is large in relation

to product's value , Buyers in different areas pay different delivered prices


Product related consumer characteristics Brand loyalty, Type of usage Brandloyalty, Type of usage










Multiple Choice Single AnswerQuestion It is the process of influencing one's behaviour by sharing ideas,

feelings and information.Correct Answer CommunicationYour Answer Communication


defined objective?

Page 2

Marketing Management 3Correct Answer FalseYour Answer False

True/FalseQuestion Economic forecasts are available from industry trade associationsCorrect Answer FalseYour Answer False

Multiple Choice Multiple AnswerQuestion When is demand inelastic?Correct Answer Price cut causes revenue to decrease , Price rise causes

revenue to increaseYour Answer Price cut causes revenue to decrease , Price rise causes

revenue to increase , Price do not remain steady

True/FalseQuestion Marketer should keep company's mission and marketing objectives

in mind while making pricing decisions.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion This forecasting method is based on the opinion of company's

officersCorrect Answer Executive JudgementYour Answer Executive Judgement


producing and marketing and then add a percentage of profits. This orientationis called:Correct Answer CostYour Answer Cost

Select The BlankQuestion ________ is a delivery of standard of living to societyCorrect Answer MarketingYour Answer Marketing



Select The BlankQuestion ________ routinely performs all functions on recurrent, internal

and external dataCorrect Answer Recurrent data system(RDS)Your Answer Recurrent data system(RDS)


Page 3

Marketing Management 3Question Marketing arises from ?Correct Answer ExchangeYour Answer Exchange








Multiple Choice Multiple AnswerQuestion Features of Question Marks?Correct Answer High growth , Low share SBUsYour Answer High growth , Low share SBUs





separate marketing mix for each segmentCorrect Answer Target MarketingYour Answer Target Marketing

Page 4






price elastic is its demand.Correct Answer FalseYour Answer False


True/FalseQuestion Augmented product includes the actual product plus any additional

services such as maintenance, intallation etc.Correct Answer TrueYour Answer True







Page 5

Marketing Management 3necessarily the lowestCorrect Answer TrueYour Answer True


Multiple Choice Single AnswerQuestion Groups having a direct influence on a person are calledCorrect Answer Membership groupsYour Answer Membership groups








Multiple Choice Multiple AnswerQuestion What are the stages in new product development ?Correct Answer Idea screening , Market testing , CommercialisationYour Answer Idea screening , Commercialisation


firm'a activitiesCorrect Answer Sales ForecastYour Answer Sales Forecast

Page 6

Marketing Management 3Multiple Choice Multiple AnswerQuestion Disadvantages of Primary data are :Correct Answer Cost factor , Time factorYour Answer Cost factor , Time factor

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Select The BlankQuestion ________ is a bundle of physical, chemical and/or intangible

attributes that has the potential of satisfying customer wants.Correct Answer ProductYour Answer Product

Page 1

Marketing Management 4Multiple Choice Single AnswerQuestion An example of Want is :Correct Answer Continental foodYour Answer Continental food











Message has meaning


Page 2


Select The BlankQuestion ________ leads to generalisation where similar stimulus generate

the same kind of responseCorrect Answer ReinforcementYour Answer Reinforcement









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concept


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Page 3

Marketing Management 4Question ________ concept increases the efficiency of economic systemCorrect Answer MarketingYour Answer Marketing




Multiple Choice Single AnswerQuestion This data is collected to deal with a special problemCorrect Answer Non-recurrent dataYour Answer Non-recurrent data





bulk of an industry's sales.Correct Answer OligopolyYour Answer Oligopoly

Multiple Choice Single AnswerQuestion Put the stages of adoption process in orderCorrect Answer Awareness, interest, evaluation, trial, adoptionYour Answer Awareness, interest, evaluation, trial, adoption


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Page 4

Marketing Management 4respondents in person






defined objective?Correct Answer FalseYour Answer False





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Select The Blank

Page 5

Marketing Management 4Question ________ routinely performs all functions on recurrent, internal

and external dataCorrect Answer Recurrent data system(RDS)Your Answer Recurrent data system(RDS)



Multiple Choice Single AnswerQuestion The output of Stimulus Response Model isCorrect Answer Product decisionYour Answer Rsponse

Select The BlankQuestion Advertising, packaging etc. are the elements in ________ mix.Correct Answer PromotionYour Answer Promotion



True/FalseQuestion Correlation methods is also used to supplement other techniques.Correct Answer FalseYour Answer False




rise results in fall in quantity sold. This demand is calledCorrect Answer Price elasticYour Answer Price elastic

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Question How does 'structure' reduce external uncertainity arisingout of human behaviour

Correct Answer Research and planning , ForecastingYour Answer Research and planning , Forecasting , Division of

labour














Your Answer True





communication and delivery , Each party has something that might be ofvalueto the other party

Your Answer Atleast two parties , Each party is capable ofcommunication and delivery , Each party has something that might be ofvalue tothe other party








producers rather than the middlemenCorrect Answer Expensive





True/FalseQuestion The key to successful new product introduction lies in a systems

approach.Correct Answer True

Your Answer True














Your Answer Policy








How the person thinksothers see him




Your Answer False



Your Answer Identifies quality and productivity from a production process ,Integrates manufacturing with business strategy


Correct Answer Form

Your Answer Time









Your Answer True



Your Answer The additional cost of each unit of product , Marginal revenue isless than average revenue , It is useful for new products



Your Answer True








account for differences in customer segments and situations.Correct Answer True

Your Answer True


productivity as well as of manufacturer.

Correct Answer Automation









Correct Answer True

Your Answer True






Your Answer True





border.Correct Answer True

Your Answer False






Your Answer False



Your Answer Demand




True/FalseQuestion Change in company structure from divisional to matrix also mean

changes in the systems in various degreesCorrect Answer True

Your Answer True



Your Answer Damaged goods , Customer satisfaction , Transportation



Your Answer Debt , Equity , Return



Your Answer Family




Multiple Choice Single AnswerQuestion These are moves that will pay off irrespective of what happens in

the futureCorrect Answer No-regret moves


Select The BlankQuestion ________ allowance is used to communicate about the values of

the product and special eventCorrect Answer Promotion




Your Answer Forecasting , Division of labour , Departmentalisation

Select The Blank

Question Major reason for success for new product is ________ product.



















Correct Answer Number of consumers are more , Consumers buy smallerquantities , Buying patterns of consumers is easy to detect.

Your Answer Number of consumers are more , Consumers buy smallerquantities

MARKETING MANAGEMENT

Multiple Choice Multiple AnswerQuestion Income,occupation,education, age,marital

status are factors of which type of segmentation?Correct Answer Geographic , DemographicYour Answer Geographic , Demographic

Multiple Choice Single AnswerQuestion It is is the data which has been

converted to a useful form for decision makingCorrect Answer InformationYour Answer Primary data

Multiple Choice Single AnswerQuestion It refers to the relatively more durable

company arrangements and relationshipsCorrect Answer StructureYour Answer Staffing

Multiple Choice Single AnswerQuestion It is the series of marketing

institutions that help in moving the product fromproducer to the ultimate user.

Correct Answer Marketing channelYour Answer Marketing channel

Multiple Choice Single AnswerQuestion In which stage of Product life cycle,

brand choice is heavily influenced by reference groupCorrect Answer MaturityYour Answer Introductory


True/FalseQuestion Change in company's strategy gives rise

to problems necessitating a new structure to be madeCorrect Answer TrueYour Answer True

Select The BlankQuestion Product means the ________ and services

the company offers the target market.Correct Answer GoodsYour Answer Goods

Multiple Choice Multiple AnswerQuestion Ways to make people do trial purchases?Correct Answer Coupon offers , Discounts , Samples

Your Answer Coupon offers , Discounts , Samples

Multiple Choice Single AnswerQuestion What involves review of projected sales,

costs and profits.Correct Answer Business analysisYour Answer Test Marketing

Multiple Choice Multiple AnswerQuestion The external sources of Primary data are

:Correct Answer Retailer , Wholesaler , LibrariesYour Answer Retailer , Wholesaler , Libraries

Select The BlankQuestion The cost of warehousing, transportation,

inventory and handling products together constitutes________ concept.

Correct Answer Total costYour Answer Total cost

Select The BlankQuestion ________ product is sold for use in

producing other goods or servicesCorrect Answer IndustrialYour Answer Homogeneous



Marketing?Correct Answer SalesYour Answer Sales

Multiple Choice Single AnswerQuestion The greatest amount of satisfaction comes

from which utilityCorrect Answer PossessionYour Answer Possession

True/FalseQuestion Augmented product includes the actual

product plus any additional services such asmaintenance, intallation etc.


True/FalseQuestion Experimental research involves obtaining

data from respondents in person, mail or by phoneCorrect Answer FalseYour Answer True


Question New product forms and brands enter inwhich stage of product life cycle?

Correct Answer GrowthYour Answer Introductory

True/FalseQuestion Marketing concept has application only in

profit oriented businesses.Correct Answer FalseYour Answer False


Motivational research It analyses consumer motives Itanalyses consumer motives

Historical research Uses past experiences to findsolutions Uses past experiences to find solutions

Survey research Obtains data from respondents inperson Obtains data from respondents in person

Experimental research One factor is constant andholding other factors One factor is constant andholding other factors

Multiple Choice Multiple AnswerQuestion A business is a system consisting of

following elementsCorrect Answer Input and output , Objectives ,

Process and feedbackYour Answer Input and output , Objectives ,

Process and feedback , Profits

Multiple Choice Single AnswerQuestion Mission statements for marketing oriented

organisation are framed in terms of :Correct Answer Customer want satisfactionYour Answer Customer want satisfaction


Multiple Choice Single AnswerQuestion This method is more accurate for short

term forecastsCorrect Answer Simple Trend AnalysisYour Answer Simple Trend Analysis

Select The BlankQuestion The benefits of a change in process are

defined in terms of ________ cost savings

Correct Answer LabourYour Answer Labour

Select The BlankQuestion Wholesalers and retailers help

manufacturer in carrying ________ flow to finalbuyers.

Correct Answer TitleYour Answer Title


True/FalseQuestion "Promotion" is considered in conjunction

with "Convenience" .Correct Answer FalseYour Answer True

Multiple Choice Single AnswerQuestion This data is collected to deal with a

special problemCorrect Answer Non-recurrent dataYour Answer Primary data

True/FalseQuestion A channel's length is also called as

horizontal dimension.Correct Answer FalseYour Answer True


Wide market coverage is achieved. Intensivedistribution. Intensive distribution.

Helps in the process of matching demand and supply.Marketing channel Marketing channel

No intermediaries between producer and consumer.Direct channel Direct channel

Combining two or more levels of a channel under oneparticipant's control. Vertical integration Verticalintegration


________ products.Correct Answer Multi useYour Answer Multi use

True/FalseQuestion Marketer discourages his brand users for

brand switching.Correct Answer TrueYour Answer True

Select The BlankQuestion Demographic, cultural, political, natural

etc combine to form ________ environment.Correct Answer MacroYour Answer Macro


Correct Answer Advertising , Packaging , Salespersons

Your Answer Advertising , Mass media , Salespersons

Multiple Choice Multiple AnswerQuestion Disadvantages of Primary data are :Correct Answer Cost factor , Time factorYour Answer Credibility , Relevance

Multiple Choice Single AnswerQuestion A diet conscious person after playing

football is thirsty. He opts for :-Correct Answer Diet cokeYour Answer Diet coke

Multiple Choice Single AnswerQuestion This forecasting method is based on the

opinion of company's officersCorrect Answer Executive JudgementYour Answer Executive Judgement

Select The BlankQuestion ________ exists when a few large

independent firm accounts for bulk of an industry'ssales.

Correct Answer OligopolyYour Answer Oligopoly

Multiple Choice Multiple AnswerQuestion After the new product has passed the

conceptual stages it becomes more concrete in whichstages?

Correct Answer Test marketing , Commercialisation, Product development

Your Answer Test marketing , Product development ,Marketing strategy development

True/FalseQuestion The key to successful new product

introduction lies in a systems approach.


Multiple Choice Multiple AnswerQuestion The tangible inputs in a business areCorrect Answer Capital , MachineYour Answer Capital , Technology , Machine

Select The BlankQuestion The demand for a product is ________ when

price cut causes revenue to increase.Correct Answer Price elasticYour Answer Price elastic

Multiple Choice Multiple AnswerQuestion The micro-environment consists of

following components:Correct Answer Marketing intermediaries ,

Customers , CompetitorsYour Answer Customers , Competitors


Correct Answer Actionable , Measurable ,Accessible


True/FalseQuestion Consumption is shaped by the stage of

family life cycleCorrect Answer TrueYour Answer True

Marketing ManagementLIST OF ATTEMPTED QUESTIONS AND ANSWERS

Multiple Choice Single AnswerQuestion It is the series of marketing institutions that help in moving the

product from producer to the ultimate user.Correct Answer Marketing channelYour Answer Marketing channel

Multiple Choice Single AnswerQuestion It is the process of buying out the product developed by someone

elseCorrect Answer AcquisitionYour Answer Acquisition

Multiple Choice Single AnswerQuestion It is the relative difficulty in understanding or using the productCorrect Answer ComplexityYour Answer Complexity

True/FalseQuestion Secondary data is cheaper and faster to collect than primary data

Correct Answer TrueYour Answer False


producing and marketing and then add a percentage of profits. This orientationis called:Correct Answer CostYour Answer Cost




Multiple Choice Single AnswerQuestion Product classification is based onCorrect Answer Buyer behaviourYour Answer Buyer behaviour


called selective demand.Correct Answer True

Page 1

Marketing ManagementYour Answer True

Multiple Choice Single AnswerQuestion Put the stages of adoption process in orderCorrect Answer Awareness, interest, evaluation, trial, adoptionYour Answer Interest, trial, awareness, evaluation, adoption

Multiple Choice Multiple AnswerQuestion A transaction takes place whenCorrect Answer There is time and place of agreement , Two things of value

, Agreed upon conditionsYour Answer There is time and place of agreement , Two things of value ,






Feedback Communication from receiver to sender Communication from receiverto sender

Encoding Putting meaning to symbols conveyed as messages Putting meaning tosymbols conveyed as messages

Decoding Interpreting the message by receiver Consumers are selective inchoosing messages they receive



Multiple Choice Multiple AnswerQuestion Market means:Correct Answer People with willingness and ability to buy , People become

customer as they are authorised to buy , People with desiresYour Answer People with willingness and ability to buy , People become

customer as they are authorised to buy , People with desires

Page 2

Marketing Management





No intermediaries between producer and consumer. Direct channel Directchannel






and vertical dimensions.Correct Answer TrueYour Answer False





Page 3

Marketing ManagementYour Answer Oligopoly






Multiple Choice Multiple AnswerQuestion What are variable costs?Correct Answer Material , LabourYour Answer Electricity , Telephone

Multiple Choice Single AnswerQuestion New products enter the market and old customers make repeat

purchase during which stage of product life cycle?Correct Answer GrowthYour Answer Growth


experienced and trained have to settle for a low level job.Correct Answer UnderemploymentYour Answer Underemployment

True/FalseQuestion Buyers are geographically concentrated in the consumer market.Correct Answer FalseYour Answer True


channel.Correct Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion Market segmentation can be done on the basis of following factors

Correct Answer Psychographic , Demographic , GeographicYour Answer Psychographic , Demographic , Geographic

Page 4

Marketing Management





relatively inexpensive.Correct Answer PublicityYour Answer Publicity


decision makingCorrect Answer InformationYour Answer Information


Multiple Choice Multiple AnswerQuestion Types of Organisational MarketCorrect Answer Reseller market , Industrial market , Government market

Your Answer Reseller market , Government market



Multiple Choice Single AnswerQuestion Doctor's services in an emergency are called which type of

products?Correct Answer UnsoughtYour Answer Speciality

Select The Blank

Page 5

Marketing ManagementQuestion ________ directs the flow of goods and services from the





Select The BlankQuestion For ________ items, reseller reorders goods when inventory gets

lowCorrect Answer StandardYour Answer Standard

Multiple Choice Multiple AnswerQuestion What are psychogenetic needsCorrect Answer Belonging , RecognitionYour Answer Recognition

Page 6




Your Answer False
































Your Answer Quality







Your Answer Drive



Your Answer True






Your Answer True





cost.











Your Answer Sales












Your Answer True







Your Answer True
















Your Answer Cues



Correct Answer True

Your Answer True









Your Answer True















Your Answer True






Your Answer True







Your Answer Title



Your Answer True



















True/FalseQuestion Market oriented organisation do not need to prepare a marketing

mix for a product that offers few consumer benefitsCorrect Answer True

Your Answer False







Multiple Choice Multiple AnswerQuestion How does 'structure' reduce internal uncertainity arising out of

human behaviourCorrect Answer Control mechanism , Departmentalisation

Your Answer Forecasting , Departmentalisation , Specialisation

Select The BlankQuestion Customer's changing wants and their behaviour can be better

understood in ________ distribution.Correct Answer Direct

Your Answer Direct



Your Answer True



Your Answer Insurance , Raw material



Your Answer True



Your Answer Function , Predictive , Experimental





Correct Answer Not accurate , Time consuming











Your Answer Form

Multiple Choice Single AnswerQuestion Product should be considered from the point of view of











Your Answer Agreed upon conditions , There is time and place of agreement ,Two things of value






Your Answer Target





Correct Answer True

Your Answer True





















Your Answer Eggs, Bread , Clothing

Multiple Choice Single AnswerQuestion "Law of demand" is

Correct Answer More units of product are demanded at lower price

Your Answer More units of product are demanded at lower price








been set and funds are allocated to promotion mix elements.Correct Answer Sales management , Advertising

Your Answer Sales promotion , Advertising



Your Answer Macro

True/False

Question Consumption is shaped by the stage of family life cycle

Correct Answer True

Your Answer True



Your Answer Buyer behaviour


Correct Answer Form

Your Answer Form



Your Answer True



Your Answer True



Marketing Marketing







Question The micro-environment consists of following components:





Your Answer False



Your Answer Market segmentation , Market positioning , Marketing mix




True/FalseQuestion Logistics is an area of potentially high cost saving and improves

customer satisfaction.Correct Answer True

Your Answer True


Correct Answer True

Your Answer True









Your Answer Quality



Correct Answer Services , Consumables , Durables

Your Answer Emergency , Consumables , Services




True/FalseQuestion Market segmentation is the decision to identify different groups

that compose the market and to develop specific product foreach of these groups.


Your Answer False

True/FalseQuestion Market foreacsts are available from sources like government


Your Answer False


helps in dividing it.Correct Answer Factor

Your Answer Factor


Correct Answer True

Your Answer True


Question Members of this group have attained a position throughexceptional ability in their profession or business

Correct Answer Lower-Upper

Your Answer Lower-Upper


Correct Answer Assumes factory as an isolated entity , It measures only the costof producing

Your Answer Assumes factory as an isolated entity , It measures only the costof producing , It uses time as a unit of measure








Correct Answer Form

Your Answer Form




True/FalseQuestion Publicity is news carried in the mass media about a firm and its

products, policies or actions.Correct Answer True

Your Answer True



Your Answer Price



Your Answer Acquisition





decision to buy products on creditCorrect Answer True

Your Answer True






Your Answer Tangible


Product related consumer Brand loyalty, Type of Brand loyalty, Type of

characteristics usage usage




Multiple Choice Single AnswerQuestion It is the series of marketing institutions that help in moving the

product from producer to the ultimate user.Correct Answer Marketing channel




Your Answer True






Your Answer Profit

Multiple Choice Single AnswerQuestion It is a reduction in list price that helps marketer to adjust actual

price without changing published list pricesCorrect Answer Discounts

Your Answer Discounts




















Correct Answer Need

Your Answer Want



Your Answer Total cost


Question Commercial sources have following sources


Your Answer Advertising , Packaging , Sales persons







Multiple Choice Single AnswerQuestion These groups tend to informal behavoiur and there is continuous

interaction among peopleCorrect Answer Primary

Your Answer Primary








________ productsCorrect Answer Impulse

Your Answer Impulse



Your Answer Optimisation concept , Total cost concept , Cost trade-offconcept



Your Answer Induce acceptance of new product , To keep promotionalexpenses low , Gain initial distribution

Multiple Choice Multiple AnswerQuestion Market means:

Correct Answer People with desires , People with willingness and ability to buy ,People become customer as they are authorised to buy

Your Answer People with willingness and ability to buy , People becomecustomer as they are authorised to buy












Your Answer Sales







Marketing Management —Page 1

ASSIGNMENT

Q1. How can a marketer circumvent those uncontrollable forces that limit his decision-making ability?

Answer 1)Marketers solve problems through the Planning, Implementing & controlling phases of

their work. Basically they face two problems to achieve -

Determining Goals Developing Plans

Before Marketers can even attempt to find a solution, they must recognize that a problemexists. This is not always easy. Often symptoms are mistaken for problems. For example, aMarketer who is concerned with declining sales may describe the decline as a problem &may assume that the product is nearing the end of its product life cycle, whereas the declinemay be a symptom of problems like poor servicing, overpricing etc.

Effective Marketers try to anticipate problems. The solution is usually the result of searchingfor & sifting through raw information.

The performance of the marketing function can be viewed as being concerned essentiallywith problem solving & decision making throughout the three stages of planning,implementing & controlling the marketing function.

The most significant change in recent times in the business environment is the recognitionthat information gathering is crucial. Since the primary function of marketing is to assesswant-satisfying opportunities & match resources to them, the knowledge that flows frominformation is important for marketing.

Today, the need for efficient management of information is greater than ever. Thusinformation is the foundation & major source for the problem solving & decision making thatmarketing executives confront daily. To grasp the nature of information fully, we need tounderstand the manners in which systematic data gathering pulls together the informationneeded for decision-making.

Data Information:Data and information are not the same. Information is data that have been converted to a

useful form for decision-making. It is relevant, timely, accurate, cost-effective and reducesrisk in decision making

Marketing managers face an immense volume of raw data coming from many kinds ofinternal and external sources such as accounting records, reports from sales force,government statistics and so on. If these data are to be useful, the data flow must bemanaged.

Data Classification:


Data can be classified as external or internal. External data are generated outside thefirm. Examples are competitor’s sales, customer buying habits, media rates, and middlemenin the marketing channels. Internal data are generated from with the firms. Examples are callreports by the company sales force, credit records, sales data.

Data can also be classified as recurrent and non-recurrent. Sales persons collect recurrentdata routinely in every day operations as sales data. Non-recurrent data are collected to dealwith the special problem.

Cost and Value of Information:Managers must consider the cost of collecting and converting the data into information

when specifying their informational needs. Rarely will all information they want beavailable. The cost of additional information must be weighed against its value for planning,implementation and controlling market information.

In general, information should be sought if the firm has no better use for the funds and if theexpected value of the information exceeds expected costs, but determining the value ofinformation is difficult.


Q 4. How do Data & Information differ?

Answer 4)

Datum means fact. The plural of the word Datum is Data. Thus Data means facts. In thecontext of management principles, Data generally means facts or unevaluated facts or messagesor numbers. Data can be in numbers or alphabets. In business organizations, the word data isused to represent facts that describe events or entities. For example - The amount of sales perweek is Data. It is just a fact or figure that represents an event - “Sales in a week”.

Data is generally in unorganized form. Data to be more meaningful needs to be organized. WhenData is organized in a meaningful manner then it is called as Information.

To understand the difference between Data & Information, we shall consider the followingexample -Week 1 - Sale is Rs. 4,00,000.Week 2 - Sale is Rs. 5,00,000.Week 3 - Sale is Rs. 7,50,000.Week 4 - Sale is Rs. 10,00,000.

In the above example, the sales figures per week are Data. They represent events.When the above Data is analyzed & we say that sales are showing improvement over previousweek for the last 3 weeks, it becomes Information.

Information is used at different places within the business organization. The scope, content &presentation of information differs depending on the level at which the information would be putinto use.Based on the location at which information is used, the information is classified as -

Strategic Information Tactical Information Operational Information

Strategic InformationThe top management of a business organization is involved in Strategic activities. Theseactivities include Strategic planning, Goal setting, Policymaking & so on. The information that isneeded to support these activities can be termed as Strategic Information.

Tactical InformationThe middle management of a business organization is involved in tactical activities. The

information support for such activities is provided by the Management Information Systemsthrough tactical information. Tactical information is collected from internal as well as externalsources.

Operational InformationOperational Information deals with the information requirements of the operational level.Typically the Operational Information is generated as a result of the data processing activitiesusing data generated through internal sources.

Q 5. What is the basic purpose of a Marketing Information System?


Answer 5)

Marketing information is “a structured and interacting complex of persons, machines andprocedures designed to generate and orderly flow of pertinent information collected from intraand extra company resources for use as the basis for decision making in specific responsibilityareas of marketing management ”.

An MIS gives marketing managers accurate, timely and relevant information to make betterdecisions. It cannot however, reduce decision-making to an exact science. The experience,intuition and judgment of the marketing managers also play a part. But it is the relevant, timelyand accurate information that is the key to good decision-making. This includes monitoring ofkey environmental variables.

MIS Design & Organization:

The objectives information managers & information users set for a firms MIS influence itsdesign & how its functions will be performed. Although there is no one best model, the followingfunctions are always performed by an MIS –

1. Data gathering2. Data processing3. Data analyzing4. Storing & retrieving data5. Evaluating information6. Disseminating information to Marketing managers

The input is raw data. The output is relevant marketing information to decision-makers. It is avariable tool for planning, implementing & controlling the marketing effort.

A MIS has a Recurrent Data Subsystem (RDS) and a Non-Recurrent Data Subsystem (NDS). TheRDS routinely performs all MIS functions on useful, recurrent, internal & external data. Thisprovides a continuous flow of data into the system for conversion to relevant information. TheRDS is usually computerized & has access to many sources of data.

The NDS that is not routinized handles non-recurring internal & external data generated becauseof special problems or to access market opportunity.


Q 6. What are the 2 major types of stages in Marketing Research Design? How do theydiffer?

Answer 6)

The Marketing Research Design specifies the overall framework & the specificprocedures for collecting & analyzing the data. This is the most important step in the researchprocess. Research design can be classified by -

1.Function2.Methodology

1. FunctionThere are four major categories in Market Research Design by function. They are -

Exploratory research

This is conducted when researchers need more information about the problem or opportunity,when tentative hypotheses may be formulated more specifically or when new hypotheses areneeded. The purpose of such research is to gather data that suggest meaningful researchquestions.

Researchers often use the Focus Group interview technique in exploratory research. A moderatorleads six to twelve people through unstructured questions on the given topic to develophypotheses that might lead to more specific research topics. A firm, to identify potential marketsegments may, for example, interview groups of potential users in different segments withdistinct profiles to establish which groups to interview further. Once the problem or theopportunity is clearly defined, researchers try to describe a market or a part (segment) of amarket by developing summary statistics on it.

Descriptive Research

The task here is to find adequate methods for collecting & measuring data.

Casual Research

This is conducted to test hypotheses about the relationship between dependent variables.For example, descriptive research may describe that a price reduction leads to increased sales ofa product but does not say definitely that the price cut was the actual cause of the increase insales. Sales may have increased because of other factors like decrease in competitors marketingefforts. Casual research on the other hand, tries to show either that the price cut (IndependentVariable) is not the cause of increased sales (Dependent Variable) or vice versa. This requiresthe researchers to keep all factors other than price & sales constant. This is hard to do naturally.

Predictive Research

It is used to predict forecasts future values such as numbers of votes, sales revenues etc.Political pollsters like MARG - India Today have for years, used a predictive model to forecasthow many seats each party will win in a coming election. Similarly, Marketers try & estimatesales volume in different market conditions in order to predict the performance of a particularbrand/product.


2. Methodology

Marketing research can be categorized according to Methods as well. The four methodsunder this are -

Historical Research Survey Research Experimental Research Motivational Research

Historical Research

This involves using past experiences to find solutions to marketing problems. In mostmarketing research, the preliminary exploration stage involves Historical Research.

Survey Research

This involves obtaining data from respondents in person, by telephone or by mail.

Experimental Research

This focuses on observing the effects that controlled changes in the independent variableslike advertising & pricing have on a dependent variable (normally sales). This is done byattempting to hold all other factors but the one being studied constant.

Motivational Research

This is based on the theories of behavioral sciences especially psychology. It tries to understand& analyze major consumer motives - motives that consumers are often unaware of. Directquestioning is therefore replaced by free discussions on a topic. Trained psychologists analyzethe discussion & attempt to determine the consumer’s motives. Focus group interviews,projective & depth-interviewing techniques are the tools often used in Motivational Research.


Q 7. What is the difference between Market Segmentation & Concentrated Marketing?

Answer 7)

Market Segmentation is the breaking up of a large market into smaller groups based onGeographic, Demographic, Psycho graphic & Customer characteristic factors.This is done to get a more detailed description of people in segments so that the marketing mixcan be optimized.

The following are the major types of Segmentation -

Geographic

This divides the market into countries, states, cities, and urban & rural areas. The populationdensity in each area is important.

Demographic

This is the segmentation based on the people & their characteristics.E.g.: Age, Sex, buying power etcThis is a commonly used segmentation. The data needed can be easily acquired by surveys.

Psycho graphic

Elements like social class, personality traits, life styles etc are the basis of this segmentation.This is the psychological factor in a market.

Product-Customer characteristics

This is based on the customer’s relation to the product.

Concentrated marketing implies that the organization focuses its attention on one market segment& develops one marketing mix for that segment. The single segment can vary in size from verylarge to very small. Rolls Royce caters to the super luxury segment of the market for cars - arelatively small segment of the total market. The Maruti 800 on the other hand concentrates onthe much larger economy minded segment of the market.

A firm that is trying to enter a market dominated by a few large firms may gain easier entry bytargeting a smaller segment that the existing competitor is overlooking. The survival of smallfirms depends more & more on their ability to concentrate on their ability to concentrate on thosespecialized market segments that are not attractive to their larger rivals.

If a firm concentrates on a segment so small that only one firm can make profit, potential rivalsmay continue to ignore it. On the other hand, marketers who identify & focus on small segmentsthat develop into large segments attract rivals who also want to cater to that segment. Many firmswant to concentrate on the segment of the mass market that has the most people. This issometimes referred to as the Majority Fallacy. Stiff competition among the competitors for thebig segments develops when smaller segments are left untouched.

Q 8. What are the 4 criteria for effective use of Market segmentation?


Answer 8)Market Segmentation is categorized into the following four types for effective usage. They

are -

1. Geographic Segmentation2. Demographic Segmentation3. Psycho graphic Segmentation4. Product-Customer characteristics Segmentation

1. Geographic SegmentationMarketers who practice geographic segmentation divide the mass market into geographic

units such as nations, regions, states, urban agglomerations and rural areas, and neighborhoods.Climate and terrain are other possible segmentation variables. No matter which variable is used,marketers must also have a good understanding of population density & market density.

Dividing a market solely on geographic variables tends to result in the creation of a largesegment that is too heterogeneous for effective marketing. Thus marketers also use other types ofsegmentation variables along with those related to geography.

2. Demographic SegmentationDemography is the study of population statistics, such as the number of births, deaths,

marriages & age groupings. In demographic segmentation markets are identified on the basis ofstatistical data like age, sex, buying power, expenditure patterns, occupation, education & thestage in the family life cycle. This approach to segmentation is most frequently used becausedemographic variables are easy to measure through observation & surveys. Census data can alsobe used.

3. Psycho graphic SegmentationPsycho graphic variables like social class, personality characteristics & lifestyles are

used to supplement the main variables like geography & demography.

4. Product-Customer characteristics SegmentationIn Product-Customer characteristics Segmentation, the market is divided on the basis of

one or more characteristics of the consumer’s relationship to the product. Examples of thisrelationship include the consumer’s amount of usage of the product, type of usage of the product,brand loyalty & benefits sought from the product.

Marketers must make two major decisions about Segmentation variables –Which category/categories of variable to use?How many in each category to use?

Marketers sometimes use more than one category of Segmentation variables in segmenting amarket. The greater the number of variables used to segment a market, the greater the number ofsegments created & the more detailed the description is of people in each segment. For exampleusing only age place more people in a segment than if age, income, race & sex were used. Thusthe major advantage of multivariate segmentation is that it provides more information about thepeople in a particular segment. This should help in developing more satisfying marketing mixesfor them. The drawback is that the sales potential will be limited.


Q 11. For marketing purposes, it is useful to see learning as involving 5 major concepts.What are these concepts? Explain each one.

Answer 11)The strategic plan lays out the companies overall mission & objectives. Within each

business unit, marketing plays a role in helping to accomplish the overall strategic objectives.This involves five major concepts as follows -

A) Target consumers

Target consumers are the driving force of the entire marketing strategy. The company specifiesthe total market, divides it into segments, selects the most lucrative segments & focuses onservicing these. It creates a marketing mix made up of factors within its control - product, price,place & promotion. To find the optimum mix, the company uses marketing analyses, planning,implementation & control. Through these activities the company keeps its tabs on the marketingenvironment & adapts to changes in the environment. A company needs to focus on the targetconsumers if it wants to succeed. Before it can satisfy consumers, it needs to understand theirneeds. Thus, marketing needs a careful analysis of consumers. The universe of potentialconsumers is vast & within this universe, a company needs to identify the segments that it is bestequipped to service & satisfy.

B) Demand Measurement & Forecasting

The company needs to make of the current & future size of the market & its segments. To do so,it will need to identify all competing products, estimate their sale & determine whether themarket is large enough to profitably support another entrant.

Equally important is future market growth. Companies need to enter market that shows stronggrowth potential. This may depend on the growth rate of certain demographic categories like agegroups, income & nationality groups. Growth may also be related to large developments in theenvironments, such as economic conditions, and lifestyle changes. For example, the growth inmarket size in educational material will depend upon the current birth rates, and the projectedattitudinal changes to education of children. Forecasting the effect of these environmental forcesis difficult, but it must be done in order to make decisions about the market. The companiesmarketing information specialists probably will use complex techniques to measure & forecastdemand.

C) Market Segmentation

Suppose the demand forecast looks good. The company must now decide its strategy to enter themarket. The marketer has to decide which segment of the market offers the best opportunity forachieving the company objectives. Consumers can be grouped in many ways based ongeographic, demographic or Psycho graphic factors. The process of dividing the market intodistinct groups of buyers who may require separate products or market mixes is called MarketSegmentation.

Every market has Market segments. But not all ways of segmenting markets are equallyimportant. A market segment consists of users who respond in similar ways to similar marketingefforts.

D) Market targeting


After the company has identified the market segments, it can enter one or many market segments.Market targeting involves evaluating each market segments attractiveness & selecting one ormore segments to enter. A company with limited resources might decide to serve only a singlesegment at times, very profitably. Most new companies start with addressing one segment & thenadding segments, as their strategy proves successful.

E) Market Positioning

After a company has decided which segments to target, it must decide what positions it wants tooccupy in those segments. A products position is the place the product occupies in the consumersmind, in relation to competition. If the products position were to be perceived to be no differentfrom others products, the consumer would have no need to buy it. Through the process of marketpositioning, the marketer arranges for the product to have a clear, distinctive place in the mindsof the consumer. In positioning the product, the company first identifies possible competitiveadvantages on which to build the position.

To gain competitive advantage, the company must offer greater value to the chosen target ofcustomers either by charging lower prices or by offering more benefits to justify the higherprices. But, if the company positions its products as offering greater value it must deliver theextra value.

Thus, effective positioning begins with actually differentiating the companies marketing offer sothat it gives more value than they are offered by the competition.

Once the company has chosen the desired position, it must take strong steps to deliver &communicate that position to target consumers. The companies entire marketing program shouldsupport the chosen positioning strategy.


Q 12. The most useful way to classify products is according to whether they are consumerproducts or industrial products. What are some other ways to classify products intogroups?

Answer 12)

The most Common basis for classifying consumer products is based on buyer behavior.The classification is based on differences in the buying behavior of the people who buy products(how they perceive and buy the products) not on the differences in the products themselves. Thesystem works because many consumers behave alike in buying a given type of product. Thishelps marketers in making generalization to guide development of their marketing mixes. Fourclasses of consumer products are (1) Convenience products (2) Shopping products (3) Specialtyproducts (4) Unsought products.

Convenience Products:

Convenience products are low-priced, nationally advertised items like cigarettes, toffee,razor blades and matchboxes. They are bought frequently but consumers rarely shop actively forthem because they are low value items whose price and quality do not justify active involvement.Convenience products are widely available at may outlets.Three subclasses are:

1. Staple Products: Like milk, bread, eggs, butter which are bought routinely because the familyregularly consumes them. The decision to buy these products is programming after the firsttime when the consumer puts them on his list of regular items.

2. Impulse Products: Purchases of impulse products are absolutely unplanned exposure to theproduct triggers the want. The desire to buy staple products may cause the consumer go tothe shopping. The desire to buy impulses is a result of the shopping trip. This is why impulseproducts are located where they can be easily noticed. Stardust and Savvy magazines, toffeesand chocolates (placed at a child’s eye-level) are example of impulse products.

3. Emergency Products: purchases of emergency products result from urgent and compellingneeds. Often a consumer pays more than if this need had been anticipated. Hotels permitshops vending toothbrushes and shaving blades set up in their lobbies to cater to travelerswho have forgotten theirs at home are an example.

Shopping Products:

These products involve price and quality comparisons. Shoppers spend more time, cost and effortto compare because they perceive a higher risk in buying these products. Shopping products maybe homogeneous or heterogeneous.

1. Homogeneous Shopping Products: are products considered to be alike. A person who thinksall leading color Television brands are very similar, will limit shopping effort to pricecomparisons. Thus sellers tend to engage in price competition. Manufacturers also may stressdifferences in design and try to distinguish between the physical product and its productrelated services. One might setup service centers to differentiate its products from rivals. Aretailer might advertise that the Color TV’s price includes 6 months or free interestfinancing. Consumer who want to stretch their disposable incomes are more likely toconsider a product as a homogeneous shopping production than as a convenience product.


2. Heterogeneous Shopping Products: are considered unlike or non-standardized. Consumersshop for the best price quality combination. Price often is secondary to style & quality whenprice comparison is difficult to make. Using price to compare clothing, jewelry, cars,furniture & apartments is tough because quality & style carry within each product class. Acouple searching for a flat may spend a lot of time comparing decor, floor plans, and distancefrom stations so on. Once they find the right one price becomes important. If the rent isreasonable compared to the alternatives they probably will lease it.

Special Products:

Consumers will make a special effort to buy special products. For this productsconsumers have strong convictions as to brand, style or type. Mitsubishi lancer, Ray ban glasses,leica cameras & Johnny walker scotch whisky are examples. Consumers will go out of their wayto locate & buy these products because they perceive quality & other benefits in owning them.There is no comparison-shopping. Doctors, Lawyers & Accountants who enjoy a large followingare selling special products. Marketers try to crate specialty status for their products withadvertising phrases like “Accept no substitutes”, “Insist on the real thing”, & so on. They buildcustomer loyalty when consumers consider their brands to be specialty products. A specialtyproduct can be less intensively distributed than a convenience or shopping product becausebuyers will search to find it.

Unsought Products:

Unsought products are products potential buyers do not know exist or do not yet want.There are two types - Regular Unsought products & New Unsought products.Life insurance, lawyer’s services in contesting a will, a wreath & a doctor’s service in anemergency are regular unsought products. These are existing products that consumers do notwant to know although they may eventually purchase them. Marketers face a tough challenge inpersuading consumers who buy their New Unsought products. The marketer’s task here is toinform target consumers of the products existence & stimulate demand for it. Oral Polio, Vaccinewas once a New Unsought product. But heavy promotion & acceptance of the product practicallyeradicated Polio.


Q14. Briefly describe the major differences between one-price policy & flexible pricepolicy?

Answer 14)

A marketer has to decide whether to sell a product at the same price to all buyers or atdifferent prices to different buyers. The choice is between a one price policy and flexible pricepolicy.

One Price Policy:

All customers who buy a seller’s products under the same conditions, in the samequantities and at the same time pay the same price under a one-price policy. This makes it easy toadminister prices and eliminates the risk of losing customer goodwill due to a differential pricetreatment. But there is no room for tailoring the price to customer. This can be a big problem,especially in industrial marketing where prices re often negotiable between buyer and seller.Flexible Price Policy:

Different customers, who buy a seller’s product under the same conditions, in the samequantities and at the same time, pay different prices under a flexible, or variable, price policy.Price is more active marketing mix element. Marketers who practice different pricing set two ormore prices for a product in order to appeal to different market segments, based upon thesegment’s price elasticity of demand for the product. Thus lower prices are set for the more priceelastic market segments and higher prices are set for the more price inelastic market segments.

Different pricing can be based upon differences in products, customers, locations and time. Anappliance manufacturer that sets different prices on different models of the same basic product isdifferentiating on a product basis. Lesser of space in office buildings who charge different pricesper square foot based upon floor lever are differentiating on a location basis. Hotels that offerdiscounts to customers over the age of sixty are differentiating on a customer basis.

Flexible pricing is widely practiced in industrial to enable salespeople to tailor their prices to aprospect’s situation. This is often referred to as price shading. Flexible pricing exists inpractically all-sales transactions the involve trade-ins.

Marketers who engage in flexible pricing should pricing should try to ensure that customers canbe segmented into different segments based on price elasticity of demand for the product. Theyshould also ensure that customers who pay lower prices couldn’t resell the product for a higherprice, that rivals cannot price them in those segments.

Several risks are associated with flexible pricing. There is potential loss of customer’s goodwillif some buyers learn they paid more than others buyers. Also, salespeople tend to be overlyoptimistic that price reductions will help them increase sales. Thus their productivity sufferswhen they devote too much time and price negotiation and not enough to non-price elements intheir offerings. They may make downward price adjustments routinely, whether it helps to closesales or not. There is also less central control over the price when sales people operate underflexible price policy.


Q 16. What is the difference between a short and a long channel of distribution?

Answer 16)

In Short channels of distribution there are no intermediaries or middlemen between theproducer & the final buyer. These are much more common in industrial than in consumerproducts marketing because industrial buyers are usually concentrated geographically, buy inlarge quantities, buy products with a high unit value, buy complex products that require after saleservice, and insist on dealing directly with producers.

Short channels are sometimes used for consumer products. For example Eureka Forbes & Realvalue use door-to-door sales persons for their vacuum cleaners & fire extinguishers respectively.Some products like magazines are also sold directly by mail. Although most services are solddirectly by the producer to the consumer, agent middlemen are common in marketing airlinetickets & tourist places.

Producers may choose to sell directly for several reasons. They may believe they can do a betterjob than available middlemen. Also they can have greater control over the distribution of theirproducts when they handle the job themselves. Acceptable middlemen may be unavailable orunwilling to handle the producer’s product. Producers of bulky products may not want totransport to middlemen, but may wish to send directly to the final buyer. Producers who haveonly a few customers may not use middlemen at all. Nor will producers with complex productsrequiring after-sales-service or training regarding use.

Producers who use Short channel of distribution are also able to keep in direct contract with theirfinal buyers. This makes it easier to keep tabs on buying behavior and customer’s changingwants. Thus conducting marketing research and making adjustments to the marketing mix areeasier.

In Long channel of distribution the producer entrusts some part(s) of the distribution task toindependent middlemen. The producer, however, must work closely with the middlemen toensure final buyer satisfaction.

In consumer products marketing the producer -> retailer -> ultimate consumer channel iscommon for shopping products like cars, clothing and home appliances. The producer –wholesaler-retailer-ultimate consumer channel is common for convenience products channels forconvenience products tend to be long because consumers want to buy them with a minimum ofeffort. Thus producers have to sell through a very large number of outlets. Industrial channels arefairly common for industrial products except installations and products manufactured to thebuyer’s specifications. Generally, however, indirect channels for industrial products are shorterthan consumer product channels.






Correct Answer True

Your Answer True



Your Answer True



Your Answer Desire






Your Answer Systems






Your Answer True






Your Answer False



Your Answer True





system(RDS)





Your Answer True
























Your Answer Greater















Your Answer Belief




Your Answer True













Select The Blank


Correct Answer Less

Your Answer Less


















of human behaviour












Your Answer False








demand

Correct Answer True

Your Answer True






Your Answer False


Correct Answer Low














Your Answer False
































Your Answer Quality







Your Answer Drive



Your Answer True






Your Answer True





cost.











Your Answer Sales












Your Answer True







Your Answer True
















Your Answer Cues



Correct Answer True

Your Answer True









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Your Answer True





















Your Answer False
































Your Answer Quality







Your Answer Drive



Your Answer True






Your Answer True





cost.











Your Answer Sales












Your Answer True







Your Answer True
















Your Answer Cues



Correct Answer True

Your Answer True









Your Answer True















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Your Answer True







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Your Answer True





















Your Answer False




















Your Answer Cues



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Your Answer True



Correct Answer Sales potential varies with country's general level of economic activity ,Market and sales potential is based on economic forecast , Number ofunits that a buyer buys is multiplied by the total number of potentialbuyers in that territory to arrive at total sales

Your Answer Economic forecasts are available from industry trade associations ,Market and sales potential is based on economic forecast , Number ofunits that a buyer buys is multiplied by the total number of potentialbuyers in that territory to arrive at total sales

Multiple Choice Single AnswerQuestion New product forms and brands enter in which stage of product life cycle?



Multiple Choice Single AnswerQuestion This forecasting method is based on the opinion of company's officers

Correct Answer Executive Judgement

Your Answer Executive Judgement




Multiple Choice Single AnswerQuestion These items are directly bought by industrial buyers from producers

rather than the middlemenCorrect Answer Expensive

Your Answer Expensive


Correct Answer Simple trend analysis , Time series analysis , Correlation method

Your Answer Simple trend analysis , Time series analysis , Correlation method


satisfaction(each unit adds to total satisfaction), is less than the previousunit. This is called



Select The BlankQuestion Total cost is the sum of ________ + Variable cost.






Select The BlankQuestion ________ leads to market fragmentation.

Correct Answer Competition



________ distribution.Correct Answer Exclusive



during which stage of product life cycle?Correct Answer Growth

Your Answer Growth

Multiple Choice Single AnswerQuestion Which is the products that potential customers do not know about it or

they do not want yet.Correct Answer Unsought

Your Answer Unsought




Multiple Choice Multiple AnswerQuestion Conditions for a Successful Communication are :

Correct Answer Sender transmits message , Receiver receives message

Your Answer Sender transmits message , Receiver receives message , Message hasmeaning


Correct Answer Form

Your Answer Form

Select The BlankQuestion Toffees and chocolates, magazines etc are examples of ________

productsCorrect Answer Impulse

Your Answer Impulse


vertical dimensions.Correct Answer True

Your Answer True

Multiple Choice Multiple AnswerQuestion Disadvantages of Primary data are :

Correct Answer Cost factor , Time factor

Your Answer Cost factor , Time factor


Correct Answer One market mix for target market , One distribution and promotionstrategy

Your Answer One market mix for target market , One distribution and promotionstrategy

Multiple Choice Single AnswerQuestion One mass market served with one basic product throughout is called:

Correct Answer Market aggregation

Your Answer Market segmentation


Correct Answer Opportunity , Objectives, Strategies, Situation assessment, Organisationmission , Resources

Your Answer Objectives, Strategies, Situation assessment, Organisation mission ,Resources

Multiple Choice Single AnswerQuestion A diet conscious person after playing football is thirsty. He opts for :-

Correct Answer Diet coke








Multiple Choice Single AnswerQuestion Members of this group are average white and blue collar workers who

aim for better livingCorrect Answer Middle class



Question The price cut causes large increase in quantity sold and price rise resultsin fall in quantity sold. This demand is called

Correct Answer Price elastic



services such as maintenance, intallation etc.Correct Answer True

Your Answer True


Correct Answer True

Your Answer False



Your Answer False


activitiesCorrect Answer Sales Forecast






Cumulative quantity discount Discount percetageincreases as the quantitypurchased increases

Discount percetage increasesas the quantity purchasedincreases



True/False

Question Companies apply a variety of price adjustment strategies to account fordifferences in customer segments and situations.

Correct Answer True

Your Answer True

True/FalseQuestion Rise and fall of interest rates has a major effect on consumer's decision

to buy products on creditCorrect Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Mr "X" has recently been chucked out from his job and is now searching

for a new one.His unemployment is calledCorrect Answer Functional

Your Answer Structural


reliability of test.Correct Answer True

Your Answer True


Correct Answer Psychographic , Demographic , Geographic



Ballast business Fit well but low opportunities Fit well but low opportunities


Difference between desiredand projected performance





Question Types of product classification


Your Answer Durables , Services , Emergency




Select The BlankQuestion ________ is a broad plan of action for using an organisation's resources

to accomplish a objectiveCorrect Answer Strategy







Your Answer False


tendencies towards objectCorrect Answer Attitudes

Your Answer Beliefs

Multiple Choice Multiple AnswerQuestion The areas which become active after promotion budgets have been set

and funds are allocated to promotion mix elements.Correct Answer Sales management , Advertising





Multiple Choice Single AnswerQuestion Doctor's services in an emergency are called which type of products?

Correct Answer Unsought

Your Answer Speciality




Your Answer False




















Your Answer Cues



Correct Answer True

Your Answer True









Your Answer True
















Your Answer True




Your Answer False
































Your Answer Quality







Your Answer Drive



Your Answer True






Your Answer True





cost.











Your Answer Sales












Your Answer True







Your Answer True
















Your Answer Cues



Correct Answer True

Your Answer True









Your Answer True















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Your Answer True







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Your Answer True





















Your Answer False




















Your Answer Cues



Correct Answer True

Your Answer True









Your Answer True
















Your Answer True






Correct Answer True

Your Answer True



Your Answer True



Your Answer Desire






Your Answer Systems






Your Answer True






Your Answer False



Your Answer True





system(RDS)





Your Answer True
























Your Answer Greater















Your Answer Belief




Your Answer True













Select The Blank


Correct Answer Less

Your Answer Less


















of human behaviour












Your Answer False








demand

Correct Answer True

Your Answer True






Your Answer False


Correct Answer Low














Your Answer False




















Your Answer Cues



Correct Answer True

Your Answer True









Your Answer True
















Your Answer True




Your Answer True






Your Answer False






Your Answer True






Your Answer True




















Your Answer Value









Your Answer Direct



Your Answer True













Your Answer Habits





Correct Answer Form










Your Answer True












Your Answer Belief










Your Answer True

















Correct Answer True

Your Answer True






Your Answer False





















Your Answer Macro

True/False


Correct Answer True

Your Answer True




Your Answer General Electric Model







Policies Constraints that limits thealternatives available


Multiple Choice Single AnswerQuestion The traditional approach towards uncertainity is

Correct Answer Binary

Your Answer Unitary




Multiple Choice Multiple AnswerQuestion Harveststrategy is used for

Correct Answer Dogs , Question marks

Your Answer Stars , Cash cowsCash cowsc

Multiple Choice Single AnswerQuestion What is Market Penetration?

Correct Answer Existing product-Existing market

Your Answer Existing product-Existing market



Your Answer Input and output , Objectives , Process and feedback , Profits

True/FalseQuestion Executive judgement technique may be used to supplement

other techniquesCorrect Answer True

Your Answer True

Multiple Choice Single AnswerQuestion These are tentative explanations of problem, formulated on the

basis of insight and knowledge about the problemCorrect Answer Hypothesis









demandCorrect Answer True

Your Answer True

Select The BlankQuestion ________ product is sold for use in producing other goods or

servicesCorrect Answer Industrial

Your Answer Industrial



Your Answer Durables , Services , Emergency

True/FalseQuestion Market segmentation is the decision to identify different groups

that compose the market and to develop specific product foreach of these groups.


Your Answer False


of the product and special eventCorrect Answer Promotion




Your Answer Office rent , Raw material



Your Answer Macro


other markets

Correct Answer Market tests







Your Answer Electricity , Telephone , Labour

Multiple Choice Single AnswerQuestion The tool used for future decision making in 'True Ambiguity'

scenario isCorrect Answer Non-linear dynamic model

Your Answer Non-linear dynamic model



Your Answer AIDA




Multiple Choice Single AnswerQuestion They are homogeneous and enduring divisions in a society

which are hierarchically ordered and his members have similarinterests and behaviour

Correct Answer Social class

Your Answer Social class






Your Answer False




True/FalseQuestion Augmented product includes the actual product plus any

additional services such as maintenance, intallation etc.Correct Answer True

Your Answer True









Your Answer Greater

Multiple Choice Single AnswerQuestion Organisations that acquire goods and services that are

sold/rented and supplied to othersCorrect Answer Industrial Market



Correct Answer Need

Your Answer Need



Your Answer False

Multiple Choice Single AnswerQuestion One mass market served with one basic product throughout is

called:Correct Answer Market aggregation

Your Answer Market concentration



Your Answer True

Multiple Choice Single AnswerQuestion Producer--->Wholesaler--->Retalier--->Consumer is a common

channel for :Correct Answer Chocolates

Your Answer Home appliances


develops separate marketing mix for each segmentCorrect Answer Target Marketing

Your Answer Product Variety Marketing


been set and funds are allocated to promotion mix elements.Correct Answer Sales management , Advertising


True/FalseQuestion Gross margin is operating expenses + net profit.

Correct Answer True

Your Answer True






Your Answer False




Multiple Choice Multiple AnswerQuestion Advantages of Zone pricing

Correct Answer It is used for products whose freight cost is large in relation toproduct's value , Buyers in different areas pay different deliveredprices

Your Answer Distant buyers pay less than the actual cost of shipping , It isused for products whose freight cost is large in relation toproduct's value , Buyers in different areas pay different deliveredprices



Your Answer True


Demand elasticity Effect on price due tochange in quantitydemanded and revenue

Increase in quantitydemanded due toreduction in price

Law of demand More units are demandedat lower price

More units are demandedat lower price

Change in demand More or less units arebought despite no changein price

More or less units arebought despite no changein price

Change in quantitydemanded

Increase in quantitydemanded due toreduction in price

Effect on price due tochange in quantitydemanded and revenue




Your Answer False




















Your Answer Cues



Correct Answer True

Your Answer True









Your Answer True
















Your Answer True




Your Answer True






Your Answer False






Your Answer True






Your Answer True




















Your Answer Value









Your Answer Direct



Your Answer True













Your Answer Habits





Correct Answer Form










Your Answer True












Your Answer Belief










Your Answer True

















Correct Answer True

Your Answer True






Your Answer False





















Your Answer Macro

True/False


Correct Answer True

Your Answer True




Your Answer False
































Your Answer Quality







Your Answer Drive



Your Answer True






Your Answer True





cost.











Your Answer Sales












Your Answer True







Your Answer True
















Your Answer Cues



Correct Answer True

Your Answer True









Your Answer True















Your Answer True






Your Answer True







Your Answer Title



Your Answer True


















LIST OF ATTEMPTED QUESTIONSAND ANSWERS

Multiple Choice Single AnswerQuestion A superior product is priced at

Correct Answer Above market level

Your Answer Above market level

Multiple Choice Multiple AnswerQuestion Factors affecting demand of a

product?Correct Answer Population , Increase in buying

powerYour Answer Population , Increase in buying

power , Decrease in buyingpower , Buyer preferences

True/FalseQuestion The cultural environment shows

long term trends towards ahedonistic society.

Correct Answer True

Your Answer False

Multiple Choice Multiple AnswerQuestion Marketing channels for

consumer products is longerbecause

Correct Answer Number of consumers are more, Consumers buy smallerquantities , Buying patterns ofconsumers is easy to detect.

Your Answer Number of consumers are more, Consumers buy smallerquantities

Multiple Choice Single AnswerQuestion This forecasting method is

based on the opinion ofcompany's officers



Select The Blank

Question ________ research involvesusing past experiences to findsolutions to marketing problems

Correct Answer Historical


Multiple Choice Single AnswerQuestion This approach estimates sales

potential of a territory byestimating the number of units ofa product category that a buyerbuys from all suppliers multipliedby the number of potentialbuyers in that territory


Your Answer Build down approach

True/FalseQuestion Internal records such as sales

reports, cost and accountinginformation are expensive toobtain.


Your Answer False

Multiple Choice Single AnswerQuestion A diet conscious person after

playing football is thirsty. Heopts for :-



Multiple Choice Single AnswerQuestion Which is the shortest marketing

channel for an industrialproduct?

Correct Answer Producer--->Industrial user

Your Answer Producer--->Industrial user


Correct Answer Price cut causes revenue toincrease , Price rise causesrevenue to decrease

Your Answer Price cut causes revenue toincrease , Price rise causesrevenue to decrease

Multiple Choice Multiple AnswerQuestion These are the characteristics of

servicesCorrect Answer Sold on basis of benefits ,

Quality control is toughYour Answer Sold on basis of benefits ,

Quality control is tough

Multiple Choice Single AnswerQuestion The greatest amount of

satisfaction comes from whichutility



Multiple Choice Single AnswerQuestion It is a reduction in list price

granted to channel members forperforming marketing functions

Correct Answer Trade discount


True/FalseQuestion Rise and fall of interest rates

has a major effect onconsumer's decision to buyproducts on credit

Correct Answer True

Your Answer True

True/FalseQuestion Augmented product includes the

actual product plus anyadditional services such asmaintenance, intallation etc.

Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion What factors constitute natural

environment?Correct Answer Natural resources


Multiple Choice Single AnswerQuestion Production creates which type of

utilityCorrect Answer Form

Your Answer Form

Select The BlankQuestion ________ method is suitable for

products with a stable demandpattern

Correct Answer Simple trend analysis

Your Answer Simple trend analysis

Select The BlankQuestion ________ provides more

information than Advertising andis relatively inexpensive.

Correct Answer Publicity

Your Answer Public relations

Select The BlankQuestion ________ is an important tool

for planning and controlling thefirm'a activities

Correct Answer Sales Forecast


Select The BlankQuestion The demand for a product is

________ when price cutcauses revenue to increase.




Question Who provides time and placeutility?



Select The BlankQuestion The benefits of a change in

process are defined in terms of________ cost savings

Correct Answer Labour

Your Answer Labour

True/FalseQuestion The hypothesis may prove to be

either right or wrongCorrect Answer True

Your Answer True

Select The BlankQuestion Competition tends to focus on

________ as a product movesthrough its life cycle.

Correct Answer Price


Multiple Choice Multiple AnswerQuestion Socio-cultural environment

consists ofCorrect Answer Social class , Culture


Multiple Choice Multiple AnswerQuestion Adoption rate will be higher and

faster if the product hasCorrect Answer Lower price , Greater utility ,

Compatability with societyYour Answer Lower price , Greater utility ,

Compatability with society

Multiple Choice Single AnswerQuestion It is an approach to cost

reduction in which componentsare studied to determine if they

can be made by cheapermethods of production


Your Answer Cost Value Analysis

Select The BlankQuestion More ________ is involved in

sales to industrial buyers thanconsumers

Correct Answer Money

Your Answer Money

True/FalseQuestion Market segmentation is the

decision to identify differentgroups that compose the marketand to develop specific productfor each of these groups.


Your Answer True

Multiple Choice Single AnswerQuestion Product classification is based

onCorrect Answer Buyer behaviour

Your Answer Quality difference

True/FalseQuestion Marketing and production costs

are high in multi-segmentstrategy

Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion General Electric Matrix is

divided into how many cellsCorrect Answer 9

Your Answer 9

Match The Following

Question Correct Answer Your Answer

Demandelasticity

Effect on pricedue to changein quantitydemanded andrevenue

Effect on pricedue to changein quantitydemanded andrevenue

Law of demand More units aredemanded atlower price

More units aredemanded atlower price

Change indemand

More or lessunits arebought despiteno change inprice

More or lessunits are boughtdespite nochange in price

Change inquantitydemanded

Increase inquantitydemanded dueto reduction inprice

Increase inquantitydemanded dueto reduction inprice

True/FalseQuestion Secondary data is cheaper and

faster to collect than primarydata

Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion In which stage of product life

cycle , reference group influenceis strong in product and brandchoice



Multiple Choice Multiple AnswerQuestion The external sources of Primary

data are :Correct Answer Retailer , Wholesaler , Libraries


Select The BlankQuestion The cost of warehousing,

transportation, inventory and

handling products togetherconstitutes ________ concept.



Select The BlankQuestion ________ leads to

generalisation where similarstimulus generate the same kindof response


Your Answer Reinforcement

Multiple Choice Multiple AnswerQuestion The areas which become active

after promotion budgets havebeen set and funds are allocatedto promotion mix elements.

Correct Answer Sales management , Advertising


Select The BlankQuestion Concentration on that segment

of market which has themaximum number of people iscalled ________

Correct Answer Market fallacy


Multiple Choice Multiple AnswerQuestion Forecasting methods for existing

products areCorrect Answer Simple trend analysis , Time

series analysis , Correlationmethod

Your Answer Simple trend analysis , Timeseries analysis

Multiple Choice Multiple AnswerQuestion A business is a system

consisting of following elementsCorrect Answer Input and output , Objectives ,

Process and feedbackYour Answer Input and output , Process and

feedback

True/FalseQuestion Storage helps firms balance

supply and demand.Correct Answer True

Your Answer True


Many sellersand buyers andnone of themhave mucheffect on thetotaldemand,supplyand product'smarket price

Purecompetition

Pure oligopoly

Only one sellerand nocompetitionpermittedlegally


Few sellers butaccount for bulkof industry'ssales

Oligopoly Monopolistic

Many sellersand buyers andeach seller'soffering issomewhatdifferent thanothers



Correct Answer Innovators , Early adopters ,Laggards

Your Answer Innovators , Early adopters ,Late adopters









shopping productCorrect Answer Less

Your Answer Less





remain loyal buyersCorrect Answer Quantity discount

Your Answer Quantity discount




Select The Blank

Question In ________ pricing buyers pay different prices under the sameconditions , in the same quantities and at the same time

Correct Answer Variable




Your Answer Money

Multiple Choice Single AnswerQuestion This strategic posture plays a leadership role in establishing

how the industry operatesCorrect Answer Shapers

Your Answer Adapters


?Correct Answer Atleast two parties , Each party is capable of communication

and delivery , Each party has something that might be of valueto the other party

Your Answer Atleast two parties , Each party is capable of communicationand delivery , Each party has something that might be of valueto the other party




Multiple Choice Multiple AnswerQuestion Factors affecting demand of a product?


Your Answer Population , Increase in buying power , Decrease in buyingpower , Buyer preferences

Multiple Choice Multiple AnswerQuestion Characteristics for effective market segmentation are:


Your Answer Dependable , Measurable



Your Answer True


Correct Answer Low

Your Answer Low



Your Answer True

















experienced and trained have to settle for a low level job.Correct Answer Underemployment

Your Answer Unemployment



Your Answer True



Your Answer Attitude



Your Answer True


Correct Answer True

Your Answer True









Your Answer False



Your Answer Systems














Your Answer Sender transmits message , Receiver receives message ,Message has meaning






Your Answer False



Your Answer False


decision to buy products on creditCorrect Answer True

Your Answer True



Your Answer The additional cost of each unit of product , It ignores non pricecompetition , Marginal revenue is less than average revenue



Your Answer Stars , Cash cows , Question marks , Goats


Correct Answer Sales potential varies with country's general level of economicactivity , Market and sales potential is based on economicforecast , Number of units that a buyer buys is multiplied by thetotal number of potential buyers in that territory to arrive at totalsales

Your Answer Sales potential varies with country's general level of economicactivity , Market and sales potential is based on economicforecast , Number of units that a buyer buys is multiplied by thetotal number of potential buyers in that territory to arrive at totalsales

Multiple Choice Single AnswerQuestion Minimum number of segments in a multi segment strategy:

Correct Answer 2

Your Answer 2


Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Here the organisation acquires the operations of one or more

other organisations on the same level.Correct Answer Horizontal integration

Your Answer Horizontal integration



Product depth Product depth










Multiple Choice Multiple AnswerQuestion Business is rated on which dimensions

Correct Answer Market attractiveness , Business strength

Your Answer Market attractiveness , Business strength , Profit margin ,Competition level



Your Answer SBU




Your Answer True






Your Answer False






Your Answer True




True/False

Question The demand for a specific brand within a product category is calledselective demand.

Correct Answer True

Your Answer True




















Your Answer Value









Your Answer Direct



Your Answer True












Your Answer Habits

Select The Blank

Question ________ exists when a few large independent firm accounts forbulk of an industry's sales.

Correct Answer Oligopoly



Correct Answer Form










Your Answer True












Your Answer Belief










Your Answer True











Question These are the characteristics of services







Correct Answer True

Your Answer True






Your Answer False





















Your Answer Macro


Correct Answer True

Your Answer True

- 1 - MM assgn:1 : Azim

MM assgn:1: Azim

Multiple Choice Single AnswerQuestion When the quantity bought remains steady regardless of change in price, it

is calledCorrect Answer Price inelastic

Your Answer Price inelastic

Multiple Choice Single AnswerQuestion Members of this group have attained a position through exceptional

ability in their profession or businessCorrect Answer Lower-Upper



together constitutes ________ concept.Correct Answer Total cost



Correct Answer Form

Your Answer Form





close by.Correct Answer False

Your Answer False


the information required in communicating with the final buyers.Correct Answer True

Your Answer True

Select The BlankQuestion Firm's that lack promotional skills rely on ________ for promotional push.

Correct Answer Middlemen


Multiple Choice Multiple AnswerQuestion Senses in our body are


Correct Answer Taste , Touch , See

Your Answer Taste , Touch , See


timely fashion.Correct Answer True

Your Answer True


Deep Assortment Carrying a product family indepth, drawing on manyproducer's output

Carrying a product family in depth,drawing on many producer'soutput

Exclusive Assortment Carrying the line of only onemanufacturer

Carrying the line of only onemanufacturer


Negotiated Contract Direct negotiation with one ormore companies covering projectand terms

Direct negotiation with one ormore companies covering projectand terms


Correct Answer Variable cost , Fixed cost

Your Answer Fixed cost , Variable cost , Marginal cost


Correct Answer One market mix for target market , One distribution and promotionstrategy

Your Answer One market mix for target market , One distribution and promotionstrategy







Multiple Choice Single AnswerQuestion It is that element of a plan that specifies what is to be accomplished

Correct Answer Objectives







funds are allocated to promotion mix elements.Correct Answer Sales management , Advertising


True/FalseQuestion Economic forecasts are available from industry trade associations


Your Answer True

Multiple Choice Single AnswerQuestion Maximum number of new product ideas come from

Correct Answer Internal sources

Your Answer Customers





products.Correct Answer Special

Your Answer Special



Your Answer Fast delivery to customers


Correct Answer True

Your Answer True


environment.


Correct Answer Macro

Your Answer Macro




Multiple Choice Single AnswerQuestion One mass market served with one basic product throughout is called:

Correct Answer Market aggregation

Your Answer Market segmentation


Many sellers and buyers and noneof them have much effect on thetotal demand,supply andproduct's market price


Only one seller and nocompetition permitted legally

Monopoly Monopoly

Few sellers but account for bulk ofindustry's sales

Oligopoly Oligopoly

Many sellers and buyers and eachseller's offering is somewhatdifferent than others


True/FalseQuestion The life cycle of product category is the shortest.


Your Answer True







Select The BlankQuestion More ________ is involved in sales to industrial buyers than consumers



Your Answer Services





presentations.Correct Answer AIDA

Your Answer AIDA


during which stage of product life cycle?Correct Answer Growth

Your Answer Growth

Multiple Choice Single AnswerQuestion What is the most important promotion activity required in Industrial buying

processCorrect Answer Personal selling

Your Answer Sales promotion

True/FalseQuestion Marketer should keep company's mission and marketing objectives in mind

while making pricing decisions.Correct Answer True

Your Answer True

True/FalseQuestion Marketing concept has application only in profit oriented businesses.


Your Answer False





separate marketing mix for each segmentCorrect Answer Target Marketing

Your Answer Target Marketing

Select The BlankQuestion ________ exists when a few large independent firm accounts for bulk of an


industry's sales.




Correct Answer Number of consumers are more , Consumers buy smaller quantities ,Buying patterns of consumers is easy to detect.

Your Answer Number of consumers are more , Consumers buy smaller quantities ,Buying patterns of consumers is easy to detect.




True/FalseQuestion Image building pricing objective reduces the price war among competitor.

Correct Answer True

Your Answer True


product and special eventCorrect Answer Promotion


- 1 - MM assgn :2: Shagun

MM assgn:2: Shagun

Multiple Choice Single AnswerQuestion It is the process of identifying smaller markets within a larger market.



True/FalseQuestion Psychogenetic needs are intense enough to motivate a person to act immediately


Your Answer True


Correct Answer Form


Match The Following






Multiple Choice Single AnswerQuestion It sets a sales performance standard against which actual sales results can be compared

with potential salesCorrect Answer Sales forecast


True/FalseQuestion Market segmentation is the decision to identify different groups that compose the

market and to develop specific product for each of these groups.Correct Answer False

Your Answer True



Your Answer True

Select The Blank


Question The factor of satisfaction and ________ motives are consistent in society

Correct Answer Profit

Your Answer Profit

Multiple Choice Single AnswerQuestion Recession stage in business cycle is also called

Correct Answer Slowdown

Your Answer Slowdown

Select The BlankQuestion Customer's changing wants and their behaviour can be better understood in ________

distribution.Correct Answer Direct

Your Answer Horizontal


Correct Answer Identifies quality and productivity from a production process , Identifies impact of anychange on performance , Instantly spots malfunctions and show where they occur

Your Answer Identifies quality and productivity from a production process , Identifies impact of anychange on performance , Integrates manufacturing with business strategy


Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Quantity discrepancy for a convenience product in a marketing channel is adjusted by:

Correct Answer Retailer




Your Answer Plans

Multiple Choice Multiple AnswerQuestion After the new product has passed the conceptual stages it becomes more concrete in

which stages?Correct Answer Test marketing , Commercialisation , Product development

Your Answer Test marketing , Product development , Marketing strategy development

True/FalseQuestion Formal planning provides clearer performance standards.

Correct Answer True


Your Answer True

Select The BlankQuestion Toffees and chocolates, magazines etc are examples of ________ products

Correct Answer Impulse

Your Answer Impulse

Select The BlankQuestion Competition tends to focus on ________ as a product moves through its life cycle.


Your Answer Price



Your Answer Technology , Machine , Capital

True/FalseQuestion Consumer behaviour is more challenging across international border.

Correct Answer True

Your Answer False

Multiple Choice Single AnswerQuestion Safety stock available with a company is 200 units and seasonal stock is 150 units. The

usage rate of the product is 5 units/day and lead time is of 10 days. Calculate the basicstock.



Select The BlankQuestion ________ is some characteristic of people in the market that helps in dividing it.

Correct Answer Factor

Your Answer Age


Correct Answer True

Your Answer True

True/FalseQuestion Marketing involves a backward communication from consumer to producer

Correct Answer True

Your Answer False

Select The Blank


Question ________ product is sold for use in producing other goods or services

Correct Answer Industrial






Correct Answer Opportunity , Objectives, Strategies, Situation assessment, Organisation mission ,Resources

Your Answer Strengths , Objectives, Strategies, Situation assessment, Organisation mission ,Resources









Your Answer Stimuli


Correct Answer True

Your Answer False

Multiple Choice Multiple AnswerQuestion For exchange to take place, which conditions must be satisfied ?

Correct Answer Each party is capable of communication and delivery , Atleast two parties , Each partyhas something that might be of value to the other party

Your Answer Atleast two parties , Each party is capable of communication and delivery , Each partyhas something that might be of value to the other party

Multiple Choice Multiple AnswerQuestion For a low involvement regular purchase product, consumer goes through what all stages

of buying process


Correct Answer Need recognition , Purchase decision

Your Answer Need recognition , Information research , Evaluation of alternatives



Your Answer Safety stock



Pure competition Monopolistic


Monopoly Monopoly


Oligopoly Oligopoly


Monopolistic Pure competition

Select The BlankQuestion The demand for a product is ________ when price cut causes revenue to increase.




Correct Answer One market mix for target market , One distribution and promotion strategy

Your Answer One market mix for target market , Number of pricing strategies , Inventory anddistribution costs are high





Correct Answer The additional cost of each unit of product , It ignores non price competition , Marginalrevenue is less than average revenue

Your Answer The additional cost of each unit of product , It ignores non price competition , It isuseful for new products




Your Answer Message

Multiple Choice Single AnswerQuestion This strategic posture invests sufficiently to stay in the race but avoids pre-mature

commitmentsCorrect Answer Reserve the right to play

Your Answer Shapers

Multiple Choice Single AnswerQuestion Lead time for a product is 10 days and usage rate is 6 units/day. Reorder point will be …





Your Answer Existing product-New market


Correct Answer Coupon offers , Discounts , Samples

Your Answer Good packaging , Discounts , Samples

True/FalseQuestion Staffing function applies to all company levels irrespective of levels of hierarchy

Correct Answer True

Your Answer True

Multiple Choice Multiple AnswerQuestion The culture of a company is conveyed through

Correct Answer Rites , Myths , Rituals

Your Answer Rites , Rituals , Style





MM assgn:3: Shagun








Your Answer Low priced

Multiple Choice Single AnswerQuestion This involves developing two or more market strategies for two or more market

segmentsCorrect Answer Multi-segmentation



Correct Answer True

Your Answer True



Your Answer Sold on basis of benefits , Mechanised and automated , Quality control is tough

True/FalseQuestion The cultural environment shows long term trends towards a hedonistic society.

Correct Answer True

Your Answer True

True/FalseQuestion Consumer behaviour is easy to understand in familiar country like India for Indians.


Your Answer True

Select The BlankQuestion Japan's major productivity gains are the results of socia l changes brought about by

________






Your Answer Greater






Your Answer Input and output , Objectives , Profits

Multiple Choice Single AnswerQuestion Minimum number of segments in a multi segment strategy:

Correct Answer 2

Your Answer 3




Select The BlankQuestion Module of Flotilla strikes an optimum balance of ________ and flexibility

Correct Answer Standardisation





True/FalseQuestion Consumer needs are matched with the company capabilities and goals in marketing

process.Correct Answer True

Your Answer True


Select The BlankQuestion ________ is seen as an integral process that converts materials into goods

Correct Answer Systems







Your Answer Values

Multiple Choice Single AnswerQuestion Higher the perceived quality of the product, higher will be the perceived price. Such

products are called:Correct Answer Prestige


True/FalseQuestion Marketing concept provides a balance to the exchange process within the social system

Correct Answer True

Your Answer True



Your Answer Push money allowance , Promotional allowance , Damaged goods allowance

True/FalseQuestion The demand for a specific brand within a product category is called selective demand.

Correct Answer True

Your Answer True



Your Answer Population , Increase in buying power , Decrease in buying power , Buyer preferences




Your Answer False



Your Answer Growth


Correct Answer True

Your Answer True


Correct Answer Advertising effectiveness , Sales forecasting , Identifying market trends

Your Answer Advertising effectiveness , Sales forecasting , Identifying market trends



Your Answer Increase in industry's sales , Induce acceptance of new product , To keep promotionalexpenses low



Your Answer Reseller market , Industrial market , Consumer market

Multiple Choice Single AnswerQuestion The producer works closely with middlemen to ensure total satisfaction of the buyer.

Correct Answer Indirect channel

Your Answer Indirect channel

Multiple Choice Single AnswerQuestion It is a reduction in list price that helps marketer to adjust actual price without changing

published list pricesCorrect Answer Discounts


True/FalseQuestion Diversification strategy involves diversifying away from their original core businesses

Correct Answer True

Your Answer True


Multiple Choice Single AnswerQuestion Pricing that enables sales people to tailor their prices to a prospect's situation is called

Correct Answer Price shading


Multiple Choice Single AnswerQuestion When the quantity bought remains steady regardless of change in price, it is called

Correct Answer Price inelastic

Your Answer Break even point






Your Answer Test marketing

Select The BlankQuestion ________ directs the flow of goods and services from the producer to the ultimate

consumerCorrect Answer Marketing


Select The BlankQuestion ________ routinely performs all functions on recurrent, internal and external data

Correct Answer Recurrent data system(RDS)



Correct Answer Price cut causes revenue to increase , Price rise causes revenue to decrease

Your Answer Price cut causes revenue to increase , Price rise causes revenue to decrease

True/FalseQuestion Marketing channels move products from customers to manufacturer.


Your Answer False

Multiple Choice Single AnswerQuestion This distribution is necessary for most shopping and speciality goods.








Middle Management


True/FalseQuestion Product development includes starting another business or buy businesses outside of

their current line.Correct Answer False

Your Answer False



Your Answer Long

Select The BlankQuestion In ________ pricing buyers pay different prices under the same conditions , in the

same quantit ies and at the same timeCorrect Answer Variable



Correct Answer True

Your Answer True


MM assgn:4: Shagun

Select The BlankQuestion The cost of warehousing, transportation, inventory and handling products together

constitutes ________ concept.Correct Answer Total cost

Your Answer Optimization cost

Multiple Choice Multiple AnswerQuestion Disadvantages of Primary data are:

Correct Answer Cost factor, Time factor

Your Answer Credibility, Relevance, Time factor

Select The BlankQuestion For ________ items, reseller reorders goods when inventory gets low

Correct Answer Standard

Your Answer New


Correct Answer True

Your Answer True




Multiple Choice Single AnswerQuestion Manufacturers offering variety of price promotions to their middlemen is called


Your Answer Brokerage allowance

True/FalseQuestion Shorter production runs are required to produce large number of products in multi-

segment strategyCorrect Answer True

Your Answer True

Select The BlankQuestion An organisational assessment uncovers________





Question In this market, organisation acquires goods for the purpose of renting to others at profit

Correct Answer Reseller Market


True/FalseQuestion Buyers are geographically concentrated in the consumer market.


Your Answer True

True/FalseQuestion In negotiated contracts, the bid selected by buyer is not necessarily the lowest

Correct Answer True

Your Answer False



Your Answer Awareness












Trade discount Reduction in list price to channelmenbers

Reduction in list price to channelmenbers

Cumulative quantity discount Discount percetage increases asthe quantity purchased increases



Non-cumulative quantity discount Applies to a single order Applies to a single order

Multiple Choice Single AnswerQuestion Depression stage in business cycle is also called

Correct Answer Bust

Your Answer Bust

Select The BlankQuestion Advertising, packaging etc. are the elements in ________ mix.

Correct Answer Promotion




Your Answer Inform , Force , Persuade


Correct Answer Need

Your Answer Need



Your Answer Manufacturer

Select The BlankQuestion A change in quantity demanded of a product is caused by a change in its ________.


Your Answer Price

Multiple Choice Single AnswerQuestion Marketer tries to seek what kind of response from the other party?

Correct Answer Behavioural







Question Maximum number of new product ideas come from




Correct Answer Price cut causes revenue to decrease , Price rise causes revenue to increase

Your Answer Price cut causes revenue to decrease , Price rise causes revenue to increase , Price donot remain steady


Correct Answer There is time and place of agreement , Two things of value , Agreed upon conditions

Your Answer There is time and place of agreement , Two things of value , Agreed upon conditions



Your Answer Price difference

Select The BlankQuestion ________ distribution is used when a small percentage of customers account for a large

part of sale.Correct Answer Selective




Your Answer Cost plus pricing , Fixed price and incentive


coordinatedCorrect Answer True

Your Answer True



Your Answer Sender transmits message , Receiver receives message , Message has meaning




Your Answer Debt , Risk , Equity




True/FalseQuestion Logistics is an area of potentially high cost saving and improves customer satisfaction.

Correct Answer True

Your Answer True



Your Answer Costs




Multiple Choice Single AnswerQuestion Recovery stage in business cycle is also called

Correct Answer Upswing

Your Answer Upswing












Question This distribution is necessary for most convenience goods.



True/FalseQuestion Changes in company structure also necessitates changes in the systems in various

degreesCorrect Answer True

Your Answer True

True/FalseQuestion Pricing strategies change over the life cycle of the product

Correct Answer True

Your Answer False


Demand elasticity Effect on price due to change inquantity demanded and revenue

Effect on price due to change inquantity demanded and revenue

Law of demand More units are demanded at lowerprice

More units are demanded at lowerprice

Change in demand More or less units are boughtdespite no change in price

More or less units are boughtdespite no change in price

Change in quantity demanded Increase in quantity demandeddue to reduction in price

Increase in quantity demanded dueto reduction in price

True/FalseQuestion Product, place and promotion elements in the marketing mix are viewed as cost factors.

Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Decline in buying power due to price levels rising more rapidly than income is called

Correct Answer Inflation

Your Answer Disinflation

- 1 - MM assgn :5: Grace

MM assgn:5: Grace


social systemCorrect Answer True

Your Answer True



Your Answer Rites , Myths , Rituals



Your Answer Profit


productCorrect Answer Less

Your Answer Less

Multiple Choice Multiple AnswerQuestion The areas which become active after promotion budgets have been set

and funds are allocated to promotion mix elements.Correct Answer Sales management , Advertising


True/FalseQuestion Sales contests, consumer contests are examples of public relations.


Your Answer False

Select The BlankQuestion Concentration on that segment of market which has the maximum

number of people is called ________Correct Answer Market fallacy

Your Answer Market fallacy


product without reducing it's list priceCorrect Answer Trade-in allowance


Select The Blank


Question The demand for a product is ________ when price cut causes revenue toincrease.




Correct Answer Form

Your Answer Form


Correct Answer Few stars , More dogs



what all stages of buying processCorrect Answer Need recognition , Purchase decision

Your Answer Need recognition , Purchase decision


mind while making pricing decisions.Correct Answer True

Your Answer True




Open bid Contract awarded to lowestbidder

Contract awarded to lowest bidder




Carrying a product family indepth, drawing on manyproducer's output




Select The BlankQuestion ________ leads to generalisation where similar stimulus generate the

same kind of response




True/FalseQuestion Companies have strenghts in a number of areas but their key strength

are few in numberCorrect Answer True

Your Answer True







Correct Answer Assumes factory as an isolated entity , It measures only the cost ofproducing

Your Answer Assumes factory as an isolated entity , It measures only the cost ofproducing









Your Answer False

Multiple Choice Single AnswerQuestion " When to order" is called

Correct Answer Re-order point




Question In which stage of Product life cycle, brand choice is heavily influenced byreference group




achievedCorrect Answer Strategies




Your Answer Product


Correct Answer Structure

Your Answer Culture






Your Answer AIDA



Your Answer Complexity , Compatability with society


marketing functionsCorrect Answer Trade discount


Select The BlankQuestion Product, price, place and promotion are the 4p's of ________ mix





society.Correct Answer True

Your Answer True



Your Answer Reseller market , Industrial market , Government market






Your Answer Cost factor , Time factor , Credibility

Multiple Choice Single AnswerQuestion Members of this class neither possess family status nor unusual wealth

but their primary concern is careerCorrect Answer Upper-Middle




Your Answer False



Your Answer False

Multiple Choice Single AnswerQuestion It limits the alternatives that a decision maker takes in a given situation

Correct Answer Policy

Your Answer Policy



Question Total cost includes :


Your Answer Fixed cost , Variable cost



Your Answer Government Market

Select The BlankQuestion ________ is a descriptive thought that a person holds about something

Correct Answer Belief

Your Answer Belief





separate marketing mix for each segmentCorrect Answer Target Marketing







Your Answer False

- 1 - MM assgn :6: Senthil

MM assgn:6: SenthilTrue/FalseQuestion In negotiated contracts, the bid selected by buyer is not necessarily the

lowestCorrect Answer True

Your Answer True



Your Answer Push money allowance , Cash rebates , Promotional allowance , Damagedgoods allowance


structure to be madeCorrect Answer True

Your Answer False


Correct Answer Sales potential varies with country's general level of economic activity ,Market and sales potential is based on economic forecast , Number of unitsthat a buyer buys is multiplied by the total number of potential buyers inthat territory to arrive at total sales

Your Answer Sales potential varies with country's general level of economic activity ,Market and sales potential is based on economic forecast , Number of unitsthat a buyer buys is multiplied by the total number of potential buyers inthat territory to arrive at total sales

True/FalseQuestion Consumer behaviour is easy to understand in familiar country like India for

Indians.Correct Answer False

Your Answer True


marketsCorrect Answer Market tests



demand.Correct Answer True

Your Answer True


called:Correct Answer Intensity distribution





Gap analysis Difference between desired andprojected performance


Corporate parenting Managing SBU's by a corporate Managing SBU's by a corporate









market.Correct Answer Goods

Your Answer Value









Your Answer Direct


marketing process.Correct Answer True

Your Answer True













Your Answer Habits


industry's sales.Correct Answer Oligopoly



Correct Answer Form








True/FalseQuestion The super structure indicates ways in which company's tasks are integrated

or coordinatedCorrect Answer True

Your Answer True


be compared with potential salesCorrect Answer Sales forecast











Your Answer Belief



Brand loyalty, Type of usage Brand loyalty, Type of usage




True/FalseQuestion A company's pricing objectives are influenced by time and circumstances

Correct Answer True

Your Answer True





profitability objective is called:Correct Answer Target return


Multiple Choice Single AnswerQuestion It helps an organisation to cope with future by setting objectives and making

strategies to achieve themCorrect Answer Planning










Correct Answer True

Your Answer True




True/FalseQuestion Diversification strategy involves diversifying away from their original core

businessesCorrect Answer True

Your Answer False





concrete in which stages?Correct Answer Test marketing , Commercialisation , Product development

Your Answer Test marketing , Commercialisation , Product development , Marketingstrategy development








their primary concern is careerCorrect Answer Upper-Middle




Question It refers to the effect price changes have on quantity demanded of a productand the firm's sales revenue.

Correct Answer Demand elasticity



environment.Correct Answer Macro

Your Answer Macro


Correct Answer True

Your Answer True

- 1 - MM assgn :7: Sushant

MM assgn:7: Sushant



True/FalseQuestion Shorter production runs are required to produce large number of products in multi-segment


True/FalseQuestion Changes in consumer's buying patterns affects channel's horizontal and vertical dimensions.Correct Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion The areas which become active after promotion budgets have been set and funds are

allocated to promotion mix elements.Correct Answer Sales management , AdvertisingYour Answer Pricing , Sales promotion , Sales management , Advertising

True/FalseQuestion "To increase the market share of our product" .Is it a well defined objective?Correct Answer FalseYour Answer True




Multiple Choice Multiple AnswerQuestion Key concepts of systems view of management includesCorrect Answer Optimisation concept , Total cost concept , Cost trade-off conceptYour Answer Optimisation concept , Total cost concept , Cost trade-off concept , Inventory carrying cost

concept




Multiple Choice Multiple AnswerQuestion These are the characteristics of servicesCorrect Answer Sold on basis of benefits , Quality control is toughYour Answer Sold on basis of benefits , Mechanised and automated , Quality control is tough


Customer is the focal point in Marketing MarketingTangible sources Capital, machines,raw material Capital, machines,raw materialIntangible sources Information, time and technology Information, time and technologyConsumer to producer Backward communication Forward communication


True/FalseQuestion Product concept testing through physical presentation increase the reliability of test.Correct Answer TrueYour Answer True

True/FalseQuestion The demand for necessities tends to be more price elastic than the demand for luxury

products.Correct Answer FalseYour Answer True


Multiple Choice Multiple AnswerQuestion When is demand price elastic?Correct Answer Price cut causes revenue to increase , Price rise causes revenue to decreaseYour Answer Price cut causes revenue to increase , Price cut causes revenue to decrease , Price rise

causes revenue to decrease , Price rise causes revenue to increase


Exclusive Assortment Carrying the line of only one manufacturer Carrying the line of only onemanufacturerOpen bid Contract awarded to lowest bidder Contract awarded to lowest bidder


Negotiated Contract Direct negotiation with one or more companies covering project and terms Directnegotiation with one or more companies covering project and termsDeep Assortment Carrying a product family in depth, drawing on many producer's output Carrying aproduct family in depth, drawing on many producer's output





Select The BlankQuestion The onus of advertising, pricing and sales promotion policies is put on ________ distribution.Correct Answer ExclusiveYour Answer Exclusive

Select The BlankQuestion The cost of warehousing, transportation, inventory and handling products together constitutes

________ concept.Correct Answer Total costYour Answer Fixed cost






Select The BlankQuestion ________ directs the flow of goods and services from the producer to the ultimate consumerCorrect Answer MarketingYour Answer Marketing



True/FalseQuestion Boston consultance group Matrix focusses on future business.Correct Answer FalseYour Answer True


Multiple Choice Single AnswerQuestion This strategic posture takes the current industry structure and its future evolution as given

and then react to the opportunities the market offersCorrect Answer AdaptersYour Answer Options

Multiple Choice Multiple AnswerQuestion Conditions for a Successful Communication are :Correct Answer Sender transmits message , Receiver receives messageYour Answer Sender transmits message , Receiver receives message , Message has meaning


Multiple Choice Single AnswerQuestion When the quantity bought remains steady regardless of change in price, it is calledCorrect Answer Price inelasticYour Answer Price elastic

Multiple Choice Multiple AnswerQuestion Marketing channels for consumer products is longer becauseCorrect Answer Number of consumers are more , Consumers buy smaller quantities , Buying patterns

of consumers is easy to detect.Your Answer Number of consumers are more , Consumers are geographically concentrated , Consumers

buy smaller quantities






Select The BlankQuestion ________ provides more information than Advertising and is relatively inexpensive.Correct Answer PublicityYour Answer Public relations

Select The BlankQuestion ________ is seen as an integral process that converts materials into goodsCorrect Answer SystemsYour Answer Statistical quality control



MM assgn:8: Sushant

Select The BlankQuestion Toffees and chocolates, magazines etc are examples of ________ productsCorrect Answer ImpulseYour Answer Impulse

Select The BlankQuestion In production era, demand is ________ than supplyCorrect Answer GreaterYour Answer Greater


Select The BlankQuestion Optimum marketing mix is obtained using analysis, ________, implementation and control.Correct Answer PlanningYour Answer Planning

True/FalseQuestion Marketing concept provides a balance to the exchange process within the social systemCorrect Answer TrueYour Answer True

Select The BlankQuestion Competition tends to focus on ________ as a product moves through its life cycle.Correct Answer PriceYour Answer Quality

Multiple Choice Single AnswerQuestion In which phase of production era, the producer and consumer are the same ?Correct Answer SubsistenceYour Answer Early production for marketing

Select The BlankQuestion Customers are brand,style and type conscious when buying ________ products.Correct Answer SpecialYour Answer Special


Multiple Choice Single AnswerQuestion Here the organisation acquires the operations of one or more other organisations on the same

level.Correct Answer Horizontal integrationYour Answer Vertical integration

Select The BlankQuestion Product means the ________ and services the company offers the target market.Correct Answer Goods


Your Answer Quality

True/FalseQuestion Consumer needs are matched with the company capabilities and goals in marketing process.Correct Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion Aspects of political environment are :Correct Answer Form of government adopted , Media and pressure groups , Government stabilityYour Answer Form of government adopted , Government stability

Multiple Choice Single AnswerQuestion The tool used for decision making in 'A range of futures' scenario isCorrect Answer Technology forecastingYour Answer Technology forecasting

Select The BlankQuestion ________ distribution is used when a small percentage of customers account for a large part

of sale.Correct Answer SelectiveYour Answer Selective

True/FalseQuestion Augmented product includes the actual product plus any additional services such as

maintenance, intallation etc.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion This distribution limits intermediaries to one per given territory.Correct Answer ExclusiveYour Answer Exclusive

Select The BlankQuestion ________ is some characteristic of people in the market that helps in dividing it.Correct Answer FactorYour Answer Age




Multiple Choice Single AnswerQuestion It is an approach to cost reduction in which components are studied to determine if they can

be made by cheaper methods of production


Correct Answer Product Value AnalysisYour Answer Profit Value Analysis


True/FalseQuestion Group influence is weak both in product and brand choice in Decline stage of Product life cycleCorrect Answer TrueYour Answer True

Multiple Choice Multiple AnswerQuestion How does 'structure' reduce internal uncertainity arising out of human behaviourCorrect Answer Control mechanism , DepartmentalisationYour Answer Forecasting , Departmentalisation , Specialisation

Multiple Choice Single AnswerQuestion The input to 'Stimulus Response Model' isCorrect Answer StimuliYour Answer Price

Multiple Choice Multiple AnswerQuestion Features of Question Marks?Correct Answer High growth , Low share SBUsYour Answer Low growth , Low share SBUs

Multiple Choice Multiple AnswerQuestion Income,occupation,education, age,marital status are factors of which type of segmentation?Correct Answer Geographic , DemographicYour Answer Demographic , Behavioural

Multiple Choice Single AnswerQuestion New product forms and brands enter in which stage of product life cycle?Correct Answer GrowthYour Answer Decline


True/FalseQuestion Market segmentation is the decision to identify different groups that compose the market and

to develop specific product for each of these groups.Correct Answer FalseYour Answer True

Multiple Choice Single AnswerQuestion It is the relative difficulty in understanding or using the productCorrect Answer ComplexityYour Answer Compatability

Multiple Choice Multiple AnswerQuestion Drawbacks of Survey of Buyer's intention method areCorrect Answer Exposure , Not accurate , Time consuming


Your Answer Not accurate , Time consuming , Sales may be inflated or deflated by sales team

True/FalseQuestion Distribution costs are low when intermediaries are used in the channel.Correct Answer TrueYour Answer True

Multiple Choice Single AnswerQuestion It identifies opportunities for and threats to the organisationCorrect Answer Environmental assessmentYour Answer Opportunities assessment


Multiple Choice Multiple AnswerQuestion Characteristics of mass market strategy are :Correct Answer One market mix for target market , One distribution and promotion strategyYour Answer One market mix for target market , Number of pricing strategies , One distribution and

promotion strategy , Inventory and distribution costs are high

Match The FollowingQuestion Correct Answer Your AnswerFeedback Communication from receiver to sender A means by which source communicates the messageEncoding Putting meaning to symbols conveyed as messages Communication from receiver to senderDecoding Interpreting the message by receiver Interpreting the message by receiverNoise It interferes with communication process It interferes with communication process

Multiple Choice Multiple AnswerQuestion Concept of marketing includes study ofCorrect Answer Transaction , Transfer , ExchangeYour Answer Transaction , Reciprocation , Exchange

True/FalseQuestion Warehouses are needed when supply sources and markets are located close by.Correct Answer FalseYour Answer False



Biogenetic needs Hunger, Thirst Hunger, ThirstActual self concept How person views himself StimulusOthers self concept How the person thinks others see him How the person thinks others see himPersonality Deference, Autonomy Esteem, Recognition

True/FalseQuestion Companies apply a variety of price adjustment strategies to account for differences in

customer segments and situations.Correct Answer True


Your Answer True

Multiple Choice Single AnswerQuestion Advantage of multi-variate segmentation is :Correct Answer More information about available peopleYour Answer Sales potential increases


Multiple Choice Multiple AnswerQuestion Commercial sources have following sourcesCorrect Answer Advertising , Packaging , Sales personsYour Answer Advertising , Mass media , Sales persons


- 1 - MM assgn :9: Parmeet

MM assgn:9: Parmeet

Select The BlankQuestion In ________ pricing buyers pay different prices under the same conditions , in

the same quantities and at the same timeCorrect Answer Variable






trained have to settle for a low level job.Correct Answer Underemployment




Your Answer Price cut causes revenue to decrease , Price rise causes revenue to increase ,Price remains steady



Your Answer Impulse




True/FalseQuestion Demand for industrial goods fluctuate more than consumer demand

Correct Answer True

Your Answer False

Multiple Choice Single AnswerQuestion It is is the data which has been converted to a useful form for decision making

Correct Answer Information




Question The frequency at which a product is used is called ?





Your Answer Transaction , Exchange







Select The BlankQuestion ________ is a modern plant consisting of modules centered around a stage in

the production processCorrect Answer Flotilla concept




Your Answer Sales







Multiple Choice Single AnswerQuestion In which phase of production era, the producer and consumer are the same ?

Correct Answer Subsistence



True/FalseQuestion The cultural environment shows long term trends towards a hedonistic society.

Correct Answer True

Your Answer True








Your Answer Systems







Select The BlankQuestion ________cost accounting measures the cost of producing and ignores the cost

of non-producingCorrect Answer Traditional



Correct Answer Form

Your Answer Form










Your Answer Product



Your Answer Money


reference groupCorrect Answer Maturity



differences in customer segments and situations.Correct Answer True

Your Answer True



Your Answer False

Select The BlankQuestion ________ of physical distribution activities increases it's productivity as well as

of manufacturer.Correct Answer Automation

Your Answer Optimisation




Your Answer False


Correct Answer There is time and place of agreement , Two things of value , Agreed uponconditions

Your Answer There is time and place of agreement , Two things of value , Agreed uponconditions


among peopleCorrect Answer Primary

Your Answer Membership



Your Answer True



Your Answer One market mix for target market , One distribution and promotion strategy

Multiple Choice Single AnswerQuestion Producer--->Wholesaler--->Retalier--->Consumer is a common channel for :

Correct Answer Chocolates

Your Answer Chocolates


cycle.Correct Answer Price

Your Answer Price

Multiple Choice Multiple AnswerQuestion How does 'structure' reduce internal uncertainity arising out of human behaviour


Your Answer Departmentalisation , Specialisation

True/FalseQuestion Product variety marketing presents different choices to set the companys'

product apart from competitors.Correct Answer True

Your Answer True

Match The Following




Price cut causes revenue toincrease










Select The BlankQuestion A speciality product is ________ intensively distributed than a shopping product

Correct Answer Less

Your Answer Less

Multiple Choice Single AnswerQuestion General Electric Matrix is divided into how many cells

Correct Answer 9

Your Answer 9


segmentsCorrect Answer Multi-segmentation






MM assgn:10: Parmeet








Correct Answer Atleast two parties , Each party is capable of communication and delivery, Each party has something that might be of value to the other party

Your Answer Atleast two parties , Each party is capable of communication and delivery, Each party has something that might be of value to the other party


Correct Answer True

Your Answer True









Your Answer Population , Increase in buying power






Correct Answer True

Your Answer False


Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Advantage of multi-variate segmentation is :

Correct Answer More information about available people

Your Answer Sales potential increases



Your Answer Drive






Your Answer Greater






Your Answer True



Your Answer Profit



Question Categories of adopters are


Your Answer Innovators , Early adopters , Laggards






Your Answer False



Your Answer Objectives , Process and feedback



Your Answer True


about by ________Correct Answer Statistical quality control





True/FalseQuestion Rise and fall of interest rates has a major effect on consumer's decision

to buy products on creditCorrect Answer True

Your Answer True


ultimate consumerCorrect Answer Marketing





Your Answer True










Strategies How to achieve objectives Top Management





Your Answer False






Your Answer True

Select The BlankQuestion The benefits of a change in process are defined in terms of ________

cost savings



Your Answer Fixed


Correct Answer Form of government adopted , Media and pressure groups , Governmentstability

Your Answer Form of government adopted , Government stability




























Your Answer Binary


number of units of a product category that a buyer buys from allsuppliers multiplied by the number of potential buyers in that territory




futureCorrect Answer No-regret moves




Your Answer Flotilla

Multiple Choice Single AnswerQuestion Mission statements for marketing oriented organisation are framed in

terms of :Correct Answer Customer want satisfaction

Your Answer Customer want satisfaction











Your Answer Basic stock

Multiple Choice Single AnswerQuestion Which is the shortest marketing channel for an industrial product?











Your Answer False






Your Answer False

Match The Following





Helps in the process of matchingdemand and supply.


No intermediaries betweenproducer and consumer.


Combining two or more levels of achannel under one participant'scontrol.


Multiple Choice Single AnswerQuestion Deciding on the number of intermediaries to be employed by a producer is called:

Correct Answer Intensity distribution

Your Answer Intensity distribution



Your Answer Growth

True/FalseQuestion In pure competition many sellers and buyers are there and have major effect on

demand and supply of the product's market priceCorrect Answer False

Your Answer False






Your Answer Consumables , Durables , Services , Emergency



Your Answer Sender transmits message , Receiver receives message





Multiple Choice Single AnswerQuestion This data is collected to deal with a special problem

Correct Answer Non-recurrent data

Your Answer Primary data

Select The BlankQuestion Wholesalers and retailers help manufacturer in carrying ________ flow to final buyers.

Correct Answer Title

Your Answer Title



Your Answer Decline

True/FalseQuestion Style of a company are the patterns of actions taken by members of top management

over a period of timeCorrect Answer True

Your Answer True


Correct Answer Need

Your Answer Need


Correct Answer Low

Your Answer High


Correct Answer True

Your Answer True



Your Answer Increase in industry's sales , Induce acceptance of new product





Multiple Choice Single AnswerQuestion Which is the products that potential customers do not know about it or they do not want

yet.Correct Answer Unsought



Correct Answer True

Your Answer True




Select The BlankQuestion ________ is a broad plan of action for using an organisation's resources to accomplish a

objectiveCorrect Answer Strategy


True/FalseQuestion Boston consultance group Matrix focusses on future business.


Your Answer False

Multiple Choice Multiple AnswerQuestion How does 'structure' reduce external uncertainity arising out of human behaviour

Correct Answer Research and planning , Forecasting


Multiple Choice Single AnswerQuestion This pricing objective involves setting a low price to discourage entry of new firms.

Correct Answer Stay out





Your Answer Price



Your Answer Function , Methodology , Experimental




True/FalseQuestion "To increase the market share of our product" .Is it a well defined objective?


Your Answer False

Select The BlankQuestion Buyer's response in ________ method may not be applicable in other markets






Multiple Choice Single AnswerQuestion New products enter the market and old customers make repeat purchase during which


Your Answer Growth



Your Answer Market attractiveness , Business strength

Multiple Choice Single AnswerQuestion Marketer has no control over setting the price in which type of market structure?






Your Answer True

Multiple Choice Single AnswerQuestion It appraises the organisation's capacity to respond to these opportunities and threats

Correct Answer Organisational assessment





Multiple Choice Single AnswerQuestion Depression stage in business cycle is also called

Correct Answer Bust

Your Answer Bust












Select The BlankQuestion ________ is an important tool for planning and controlling the firm’s




Many sellers and buyers and none of them have mucheffect on the total demand, supply and product's marketprice


Only one seller and no competition permitted legally Monopoly Pure monopoly


Many sellers and buyers and each seller's offering issomewhat different than others

Monopolistic Monopoly



Your Answer Market coverage , Costs , Buyer characteristics









Your Answer More dogs , Less dogs , Few stars




Your Answer Capital , Technology , Machine


immediatelyCorrect Answer False

Your Answer False



Your Answer False

True/FalseQuestion Marketing and production costs are high in multi-segment strategy

Correct Answer True

Your Answer False






Your Answer Electricity , Telephone , Labour

Multiple Choice Single AnswerQuestion Put the stages of adoption process in order

Correct Answer Awareness, interest, evaluation, trial, adoption

Your Answer Awareness, interest, evaluation, trial, adoption



Your Answer False


performing marketing functions


Correct Answer Trade discount



Correct Answer True

Your Answer True



Your Answer True



Your Answer Impulse



Your Answer Data


Correct Answer There is time and place of agreement , Two things of value , Agreedupon conditions

Your Answer One thing of value , There is time and place of agreement , Agreedupon conditions






Your Answer Situation assessment

True/False


Question Marketing strategies are developed to support broad marketingobjectives

Correct Answer True

Your Answer True



Your Answer Push money allowance , Cash rebates , Promotional allowance


external dataCorrect Answer Recurrent data system(RDS)


Select The BlankQuestion Modern Accounting uses ________ as a unit of measure

Correct Answer Time

Your Answer Time



Your Answer External


________ distribution.Correct Answer Exclusive










behaviourCorrect Answer Control mechanism , Departmentalisation

Your Answer Forecasting , Control mechanism , Specialisation

Multiple Choice Single AnswerQuestion Groups having a direct influence on a person are called

Correct Answer Membership groups

Your Answer Reference groups



Your Answer EOQ




Your Answer Breakup approach


income is calledCorrect Answer Inflation




Your Answer Special

Select The BlankQuestion Messages are made of ________

Correct Answer Symbols

Your Answer Symbols
















Your Answer False

Multiple Choice Single AnswerQuestion Interpersonal communication is between:

Correct Answer Source and receiver

Your Answer Source and receiver

True/FalseQuestion Marketing concept provides a balance to the exchange process within

the social systemCorrect Answer True

Your Answer True



Your Answer Increase in industry's sales , Induce acceptance of new product , Gaininitial distribution









company's criteria.Correct Answer True

Your Answer False




Correct Answer Assumes factory as an isolated entity, It measures only the cost of producing

Your Answer Assumes factory as an isolated entity, It measures only the cost of producing



Your Answer Not accurate , Time consuming








behaviourCorrect Answer Research and planning , Forecasting

Your Answer Research and planning , Forecasting , Division of labour




Select The BlankQuestion ________ product is sold for use in producing other goods or services









Your Answer False

Select The BlankQuestion ________ distribution is used when a small percentage of customers account

for a large part of sale.Correct Answer Selective


Multiple Choice Multiple AnswerQuestion Income,occupation,education, age,marital status are factors of which type of

segmentation?Correct Answer Geographic , Demographic






Correct Answer Need

Your Answer Need



Your Answer Cost plus pricing , Fixed price , Fixed price and incentive





final buyers.Correct Answer Title

Your Answer Title







Your Answer Manufacturer , Middlemen







Correct Answer True

Your Answer True


Correct Answer Culture , Social class









This refers to the number of product items within each product line. Product depth Product depth









Correct Answer Opportunity , Objectives, Strategies, Situation assessment, Organisationmission , Resources

Your Answer Opportunity , Objectives, Strategies, Situation assessment, Organisationmission , Resources

True/FalseQuestion Macro environment is composed of the major forces that pose opportunities

and create threat for the Co.Correct Answer True

Your Answer True



Your Answer True



Your Answer Membership groups


its demand.Correct Answer False

Your Answer True



Your Answer Shopping



Your Answer True



Question Major components of marketing mix are :


Your Answer Product





skills and abilities for assignments in the companyCorrect Answer Staffing





Multiple Choice Single AnswerQuestion This strategic posture plays a leadership role in establishing how the industry

operatesCorrect Answer Shapers

Your Answer Shapers

True/FalseQuestion Market segmentation is the decision to identify different groups that compose

the market and to develop specific product for each of these groups.Correct Answer False

Your Answer True


ultimate consumerCorrect Answer Marketing


Multiple Choice Single AnswerQuestion Marketer has no control over setting the price in which type of market

structure?Correct Answer Competition







for luxury products.Correct Answer False

Your Answer False




Multiple Choice Single AnswerQuestion It provides a way to bring in the people dimension in macro company analysis

without using psychological models of human behaviourCorrect Answer Culture

Your Answer Duty





Correct Answer Form

Your Answer Form



Your Answer Macro




Correct Answer Weight, Complexity, Perishability

Your Answer Complexity, Perishability




True/FalseQuestion Augmented product includes the actual product plus any additional services

such as maintenance, intallation etc.Correct Answer True

Your Answer True











among peopleCorrect Answer Primary

Your Answer Primary

Multiple Choice Single AnswerQuestion To avoid price competition, Marketer will set which of the following price?

Correct Answer At market level

Your Answer Below market level

True/False


Question Staffing function applies to all company levels irrespective of levels ofhierarchy

Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion This data is originated by original research through observation/ enquiry

Correct Answer Primary data


True/FalseQuestion Boston consultance group Matrix focusses on future business.


Your Answer False


Correct Answer True

Your Answer True





policies or actions.Correct Answer True

Your Answer True






Your Answer Profit






Air-freight It is the best quality type oftransportation available.

It is the best quality type oftransportation available.

Inventory carrying cost It increases as the quantityordered increases.


Order processing cost It decreases as the quantityordered increases.

It decreases as the quantityordered increases.

Pipe-line It is used to transport petroleumproducts to refineries.

It is used to transport petroleumproducts to refineries.



Your Answer Accessible , Actionable , Measurable


of people is called ________Correct Answer Market fallacy









Correct Answer Time

Your Answer Time


Many sellers and buyers and none Pure competition Pure competition


of them have much effect on thetotal demand,supply andproduct's market price


Monopoly Monopoly


Oligopoly Oligopoly










price. Such products are called:Correct Answer Prestige







Your Answer Impulse



Your Answer Greater utility , Compatability with society




Your Answer Greater

Select The BlankQuestion Messages are made of ________

Correct Answer Symbols

Your Answer Symbols






Your Answer Price cut causes revenue to decrease , Price rise causes revenue to increase


market segmentsCorrect Answer Multi-segmentation


Multiple Choice Single AnswerQuestion Producer--->Wholesaler--->Retalier--->Consumer is a common channel for

:Correct Answer Chocolates



Correct Answer It is used for products whose freight cost is large in relation to product'svalue , Buyers in different areas pay different delivered prices

Your Answer It is used for products whose freight cost is large in relation to product'svalue , Buyers in different areas pay different delivered prices

Select The BlankQuestion ________ occurs when people inspite of being qualified and experienced

and trained have to settle for a low level job.Correct Answer Underemployment







Question Characteristics of Effective segmentation




mail or by phoneCorrect Answer False

Your Answer False


Correct Answer True

Your Answer True






Your Answer Message






Your Answer Capital , Machine


cost factors.Correct Answer True

Your Answer False




Correct Answer Exchange, Transaction, Transfer

Your Answer Exchange, Transaction, Transfer


channels.Correct Answer False

Your Answer False





price. Such products are called:Correct Answer Prestige






society.Correct Answer True

Your Answer True



Your Answer Title


objectivesCorrect Answer SBU

Your Answer SBU



Question The participants in a communication process are :








Your Answer Input and output , Objectives , Process and feedback













Select The BlankQuestion ________ leads to generalisation where similar stimulus generate the

same kind of responseCorrect Answer Reinforcement
















hierarchyCorrect Answer True

Your Answer True








?Correct Answer Subsistence





True/False


Question Change in company structure from divisional to matrix also mean changesin the systems in various degrees

Correct Answer True

Your Answer True



Your Answer Money



Your Answer Membership groups



Your Answer Sales


Correct Answer True

Your Answer True


Correct Answer Form

Your Answer Form


Correct Answer True

Your Answer True





Discount percetage increases asthe quantity purchased increases

Non-cumulative quantity discount Applies to a single order Applies to a single order




Correct Answer Identifies quality and productivity from a production process , Identifiesimpact of any change on performance , Instantly spots malfunctions andshow where they occur

Your Answer Identifies quality and productivity from a production process , Identifiesimpact of any change on performance , Integrates manufacturing withbusiness strategy



Your Answer True


futureCorrect Answer No-regret moves













Your Answer True






Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Which is the products that potential customers do not know about it or

they do not want yet.Correct Answer Unsought



Correct Answer Need

Your Answer Need




Multiple Choice Single AnswerQuestion Product classification is based on





Your Answer Office rent , Insurance , Generator back up



Your Answer Greater





Your Answer Buyer preferences , Population , Increase in buying power

Select The BlankQuestion Product means the ________ and services the company offers the target market.

Correct Answer Goods

Your Answer Goods



Your Answer Drive

True/FalseQuestion Product concept testing through physical presentation increase the reliability of test.

Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion It is is the data which has been converted to a useful form for decision making

Correct Answer Information











Multiple Choice Single AnswerQuestion It is the starting place for relating an organisation to its environment


Correct Answer Situation assessment


Multiple Choice Single AnswerQuestion This portfolio involves major capital investments which will result in either large pay offs

or large lossesCorrect Answer Big bets


True/FalseQuestion Correlation methods is also used to supplement other techniques.


Your Answer True


Encoding Putting meaning to symbolsconveyed as messages

Putting meaning to symbolsconveyed as messages

Decoding Interpreting the message byreceiver

Interpreting the message byreceiver

Noise It interferes with communicationprocess

It interferes with communicationprocess

Feedback Communication from receiver tosender

Communication from receiver tosender



Your Answer Decision


Correct Answer True

Your Answer True










Your Answer Supplier mix , Marketing mix , Customer mix



It increases as the quantity orderedincreases.


















Your Answer Sales


Correct Answer Compatability with society , Lower price , Greater utility














Your Answer Complexity , Perishability , Buyer wants for a specific product

Multiple Choice Single AnswerQuestion Organisations that acquire goods and services that are sold/rented and supplied to others

Correct Answer Industrial Market

Your Answer Industrial Market






Your Answer Aggregation

Multiple Choice Single AnswerQuestion Members of this group have attained a position through exceptional ability in their

profession or businessCorrect Answer Lower-Upper



Correct Answer Sales potential varies with country's general level of economic activity , Market and salespotential is based on economic forecast , Number of units that a buyer buys is multipliedby the total number of potential buyers in that territory to arrive at total sales

Your Answer Sales potential varies with country's general level of economic activity , Market and salespotential is based on economic forecast , Number of units that a buyer buys is multipliedby the total number of potential buyers in that territory to arrive at total sales









Correct Answer Form

Your Answer Form







True/FalseQuestion MIS provides marketers with the right amount and type of information in a timely fashion.

Correct Answer True

Your Answer True

True/FalseQuestion Executive judgement technique may be used to supplement other techniques

Correct Answer True

Your Answer True












Correct Answer True

Your Answer False

Select The BlankQuestion Customers are brand,style and type conscious when buying ________ products.


Your Answer Special







True/FalseQuestion Rise and fall of interest rates has a major effect on consumer's decision to buy products

on creditCorrect Answer True

Your Answer True

- 1 - MM assgn :17: Raj

MM assgn:17: Raj














cost of non-producingCorrect Answer Traditional













Correct Answer Form

Your Answer Form

True/FalseQuestion Warehouses are needed when supply sources and markets are located close

by.Correct Answer False

Your Answer False



Your Answer True


various degreesCorrect Answer True

Your Answer True















Question The most common criteria for classifying products is based on





Your Answer False



Your Answer Discounts , Samples , Coupon offers


Correct Answer True

Your Answer True



Your Answer Inform , Remind

Multiple Choice Multiple AnswerQuestion Features of Question Marks?

Correct Answer High growth , Low share SBUs

Your Answer High growth , High share SBUs















satisfaction.Correct Answer True

Your Answer True



Your Answer False

True/FalseQuestion Systems are formal and informal rules and regulations that complements the

company structureCorrect Answer True

Your Answer True






Difference between desired andprojected performance







Multiple Choice Single AnswerQuestion This portfolio involves major capital investments which will result in either


large pay offs or large losses

Correct Answer Big bets







Your Answer False



Your Answer Special

























Your Answer Profit






Your Answer Sales






Your Answer True




- 1 - MM assgn :18: Raviraj

MM assgn:18: Raviraj

True/FalseQuestion Augmented product includes the actual product plus any additional services

such as maintenance, intallation etc.Correct Answer True

Your Answer True






Your Answer True


hierarchyCorrect Answer True

Your Answer False









Your Answer Not accurate , Time consuming , Sales may be inflated or deflated by salesteam



Your Answer External environment of the company , Marketing intermediaries ,Customers



Question What is Exclusive Assortment?





Your Answer Homogeneous




Multiple Choice Single AnswerQuestion These items are directly bought by industrial buyers from producers rather

than the middlemenCorrect Answer Expensive

Your Answer Durables




Multiple Choice Single AnswerQuestion What is product development?

Correct Answer New product-Existing market



from producer to the ultimate user.Correct Answer Marketing channel

Your Answer Distribution


Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion In which stage of product life cycle , reference group influence is strong in

product and brand choiceCorrect Answer Growth







Correct Answer Price cut causes revenue to decrease , Price rise causes revenue toincrease

Your Answer Price rise causes revenue to increase , Price do not remain steady , Pricecut causes revenue to decrease



Your Answer Prestige , Variable



Your Answer Data collected for a special problem
















Select The BlankQuestion Customer's changing wants and their behaviour can be better understood

in ________ distribution.Correct Answer Direct

Your Answer Vertical







Multiple Choice Single AnswerQuestion Here the organisation acquires the operations of one or more other

organisations on the same level.Correct Answer Horizontal integration

Your Answer Horizontal integration











Correct Answer Need

Your Answer Need


Correct Answer True

Your Answer True






inexpensive.Correct Answer Publicity


True/FalseQuestion The hypothesis may prove to be either right or wrong

Correct Answer True

Your Answer True



Your Answer True



Your Answer Formal



Your Answer Cues , Response , Discrimination



Your Answer True






Correct Answer Form

Your Answer Form

Multiple Choice Single AnswerQuestion It is an approach to cost reduction in which components are studied to

determine if they can be made by cheaper methods of productionCorrect Answer Product Value Analysis






Correct Answer Time

Your Answer TimeMultiple Choice Multiple AnswerQuestion The basic goals in introductory stage are




Correct Answer True

Your Answer False

True/FalseQuestion Group influence is weak both in product and brand choice in Decline stage

of Product life cycleCorrect Answer True

Your Answer True




warehouses.Correct Answer Warehouse







Your Answer Leader pricing



The advantage is low cost forheavy and bulky commodities thathave relatively a low value inrelation to weight.


The advantage is speed andflexibility in carrying small loads.







Your Answer Receiver receives message , Message has meaning



Your Answer Test marketing

Select The BlankQuestion Concentration on that segment of market which has the maximum number of

people is called ________Correct Answer Market fallacy

Your Answer Market differentiation



Question Feedback is fastest in which of the following channels:


Your Answer Newspaper



Your Answer False

Select The BlankQuestion ________ routinely performs all functions on recurrent, internal and external

dataCorrect Answer Recurrent data system(RDS)

Your Answer Non-recurrent data system(NDS)




Multiple Choice Single AnswerQuestion Higher the perceived quality of the product, higher will be the perceived price.

Such products are called:Correct Answer Prestige



Correct Answer True

Your Answer False



Your Answer Actionable




Multiple Choice Single AnswerQuestion This strategic posture plays a leadership role in establishing how the industry

operatesCorrect Answer Shapers





Your Answer Iron pipes


of test.Correct Answer True

Your Answer False






Open bid Contract awarded to lowest bidder Carrying many unrelated productlines



Multiple Choice Single AnswerQuestion In which stage of product life cycle , reference group influence is strong in

product and brand choiceCorrect Answer Growth




Your Answer Mass media



Your Answer Customer mix




Your Answer Monopoly


Correct Answer True

Your Answer True



Your Answer Geographic , Psychographic , Behavioural


criteria.Correct Answer True

Your Answer False



Your Answer Transaction , Transfer


Correct Answer There is time and place of agreement , Two things of value , Agreed uponconditions

Your Answer One thing of value , Two things of value



Your Answer High costs , High market coverage


inexpensive.Correct Answer Publicity







Question General Electric Matrix is divided into how many cells

Correct Answer 9

Your Answer 4



Your Answer Cost plus pricing , Variable Price

Multiple Choice Single AnswerQuestion It focusses on one or more selected market segments and develops separate

marketing mix for each segmentCorrect Answer Target Marketing


Multiple Choice Single AnswerQuestion In this market, organisation acquires goods for the purpose of renting to

others at profitCorrect Answer Reseller Market




Your Answer EOQ



Your Answer Beliefs



Your Answer Dependable , Actionable , Measurable



Your Answer Identifies impact of any change on performance



Correct Answer True

Your Answer False



Your Answer Transfer


Correct Answer True

Your Answer False

Select The BlankQuestion ________ method is suitable for products with a stable demand pattern





Your Answer Unitary



Your Answer False



Your Answer True



Your Answer False





Your Answer True



Your Answer One market mix for target market , Number of pricing strategies , Onedistribution and promotion strategy



Your Answer Stimuli



Your Answer Dogs , Question marks , Stars


reference groupCorrect Answer Maturity




Your Answer False



Price cut causes revenue toincrease




Price cut causes revenue todecrease









Your Answer Equal






Your Answer Direct




True/FalseQuestion Companies have strenghts in a number of areas but their key strength are

few in numberCorrect Answer True

Your Answer True




Intangible sources Information, time and technology Forward communication

Consumer to producer Backward communication Information, time and technology



Your Answer Market segmentation , Market positioning , Marketing mix



Question It is the process of influencing one's behaviour by sharing ideas, feelingsand information.

Correct Answer Communication



Correct Answer Sales revenue generated is more than cost of marketing effort

Your Answer Sales revenue generated is more than cost of marketing effort



Your Answer Well advertised



Your Answer Quality



Your Answer Structure



Your Answer Opportunities



Your Answer True



Your Answer True


Correct Answer It is used for products whose freight cost is large in relation to product'svalue , Buyers in different areas pay different delivered prices


Your Answer Distant buyers pay less than the actual cost of shipping , Buyer pays theentire freight charges assuming the risks in transportation , It is used forproducts whose freight cost is large in relation to product's value





accomplish a objectiveCorrect Answer Strategy


True/FalseQuestion High level of public scrutiny tends to make Govt. decisions slow.

Correct Answer True

Your Answer True



Your Answer True






Your Answer Corporate affairs


its demand.Correct Answer False

Your Answer True







Your Answer True






Your Answer Culture , Government policy


objectivesCorrect Answer SBU

Your Answer SBU


market segmentsCorrect Answer Multi-segmentation







Your Answer Cement



Your Answer Generated from within the firm

Multiple Choice Single AnswerQuestion The tool used for future decision making in 'True Ambiguity' scenario is


Correct Answer Non-linear dynamic model

Your Answer Option valuation model



Your Answer Law of demand



Your Answer Technology , Machine , Time

Multiple Choice Single AnswerQuestion Mr "X" has recently been chucked out from his job and is now searching for

a new one.His unemployment is calledCorrect Answer Functional


True/FalseQuestion Executive judgement technique may be used to supplement other

techniquesCorrect Answer True

Your Answer False


Correct Answer Cues, Drives, Response

Your Answer Cues, Drives, Discrimination


Correct Answer Sales potential varies with country's general level of economic activity,Market and sales potential is based on economic forecast, Number of unitsthat a buyer buys is multiplied by the total number of potential buyers inthat territory to arrive at total sales

Your Answer Market and sales potential is based on economic forecast, Number of unitsthat a buyer buys is multiplied by the total number of potential buyers inthat territory to arrive at total sales, Economic forecasts are available fromindustry trade associations




This refers to the number of product items within each product line. Product depth Product depth










Select The BlankQuestion ________ is a bundle of physical, chemical and/or intangible attributes that has the

potential of satisfying customer wants.Correct Answer Product

Your Answer Product mix



Your Answer Price cut causes revenue to decrease



Your Answer Simple trend analysis , Correlation method







Your Answer The additional cost of each unit of product , It is useful for new products






Your Answer Competitive bidding

Multiple Choice Single AnswerQuestion It is the process of identifying smaller markets within a larger market.





Your Answer Safety


Correct Answer Form

Your Answer Time



Your Answer Made to order



Your Answer Vertical dimension



Your Answer One market mix for target market , Inventory and distribution costs are high







Your Answer True



Your Answer Push money allowance , Promotional allowance



Your Answer Manufacturer











Correct Answer Assumes factory as an isolated entity , It measures only the cost of producing

Your Answer It measures only the cost of producing , It uses time as a unit of measure , Savings are interms of time saved

True/FalseQuestion Market segmentation is the decision to identify different groups that compose the market

and to develop specific product for each of these groups.



Your Answer True


Correct Answer Number of consumers are more , Consumers buy smaller quantities , Buying patterns ofconsumers is easy to detect.

Your Answer Number of consumers are more , Consumers are geographically concentrated ,Consumers buy smaller quantities

Select The BlankQuestion In ________ pricing buyers pay different prices under the same conditions , in the same

quantities and at the same timeCorrect Answer Variable



Correct Answer True

Your Answer True



Your Answer Coupon offers , Samples



Your Answer Convenience

Select The BlankQuestion ________ exists when a few large independent firm accounts for bulk of an industry's

sales.Correct Answer Oligopoly



Correct Answer True

Your Answer True

Select The BlankQuestion ________ occurs when people inspite of being qualified and experienced and trained have

to settle for a low level job.Correct Answer Underemployment



Multiple Choice Single AnswerQuestion This distribution limits intermediaries to one per given territory.





Your Answer True

Select The BlankQuestion ________ allowance is used to communicate about the values of the product and special

eventCorrect Answer Promotion


Select The BlankQuestion ________ research involves using past experiences to find solutions to marketing

problemsCorrect Answer Historical



Correct Answer True

Your Answer False


Correct Answer True

Your Answer True







Consumers are selective inchoosing messages they receive





Question Product classification is based on











Your Answer True



Your Answer Marketing mix , Customer mix





Your Answer Title








immediatelyCorrect Answer False

Your Answer True








Correct Answer True

Your Answer True



Your Answer False



Question Who provides time and place utility?



Multiple Choice Single AnswerQuestion The tool used for future decision making in 'True Ambiguity' scenario is

Correct Answer Non-linear dynamic model



Correct Answer True

Your Answer True


________.Correct Answer Price

Your Answer Price









Your Answer Sales



Your Answer Values










Your Answer False



Your Answer False



Your Answer False























Multiple Choice Single AnswerQuestion Members of this group perform unskilled work and are poorly paid. They

fall near the poverty lineCorrect Answer Upper-Lower

Your Answer Upper-Lower


Correct Answer Form

Your Answer Form









Your Answer Dogs , Question marks





for better livingCorrect Answer Middle class












Correct Answer People with desires , People with willingness and ability to buy , Peoplebecome customer as they are authorised to buy

Your Answer People with desires , People with willingness to buy , People withwillingness and ability to buy





fall in quantity sold. This demand is calledCorrect Answer Price elastic









Correct Answer Number of consumers are more , Consumers buy smaller quantities ,Buying patterns of consumers is easy to detect.

Your Answer Number of consumers are more , Consumers buy smaller quantities ,Buying patterns of consumers is easy to detect.

True/False


Question Image building pricing objective reduces the price war among competitor.

Correct Answer True

Your Answer True






Your Answer Greater





cost factors.Correct Answer True

Your Answer True











Question It concentrates on organisation design and work flow




Question Types of psychological pricing are




Question The price cut causes large increase in quantity sold and price rise results in fall inquantity sold. This demand is called



Select The Blank

Question Buyer's response in ________ method may not be applicable in other markets




Question Uses of Market research are:


Your Answer Sales forecasting , Identifying market trends , MIS formation


Question Major role of promotion is to :



True/False


Correct Answer True

Your Answer True

True/False




Your Answer False


Question Characteristics of Effective segmentation




Question The culture of a company is conveyed through




Question It sets a sales performance standard against which actual sales results can becompared with potential sales

Correct Answer Sales forecast


True/False

Question Consumption is shaped by the stage of family life cycle

Correct Answer True

Your Answer True


Question What is Statistical Quality Control(SQC)

Correct Answer Identifies quality and productivity from a production process , Identifies impact of anychange on performance , Instantly spots malfunctions and show where they occur

Your Answer Identifies impact of any change on performance , Instantly spots malfunctions andshow where they occur

Select The Blank

Question Low value but bulky products move through________ channels.


Your Answer Indirect


Question D in AIDA stands for :



Your Answer Desire


Question Put the stages of adoption process in order

Correct Answer Awareness, interest, evaluation, trial, adoption

Your Answer Awareness, interest, evaluation, trial, adoption


Question What involves review of projected sales, costs and profits.



Select The Blank

Question ________ directs the flow of goods and services from the producer to the ultimateconsumer



Select The Blank

Question ________ routinely performs all functions on recurrent, internal and external data



Select The Blank

Question Japan's major productivity gains are the results of social changes brought about by________



Match The Following



Some fit andsome misfit

Gap analysis Difference betweendesired andprojectedperformance

Managing SBU'sby a corporate

Corporate parenting Managing SBU's bya corporate

Give the highestpriority


Heartland business Give the highestpriority

Differencebetween desiredand projectedperformance

Select The Blank

Question ________ is a descriptive thought that a person holds about something


Your Answer Belief

True/False

Question Companies have strenghts in a number of areas but their key strength are few innumber

Correct Answer True

Your Answer True




Your Answer Population , Increase in buying power , Buyer preferences


Question Members of this group perform unskilled work and are poorly paid. They fall near thepoverty line

Correct Answer Upper-Lower



Question The various variations of Negotiated contract are


Your Answer Cost plus pricing , Variable Price , Fixed price and incentive


Question It is a reduction in list price that helps marketer to adjust actual price withoutchanging published list prices

Correct Answer Discounts



Question These products move through short channels:



Your Answer Eggs, Bread

True/False

Question Each product and brand has a status symbol potential

Correct Answer True

Your Answer True






Question What are the stages in new product development ?




Question 4p's of of Marketing should be considered in conjunction with

Correct Answer 4C's

Your Answer 4C's


Question Product characteristics that influence channel selection are


Your Answer Perishability

Select The Blank

Question For ________ items, reseller reorders goods when inventory gets low



Match The Following


Many sellers and buyers and none of them have much effect on thetotal demand,supply and product's market price


Only one seller and no competition permitted legally Monopoly Pure monopoly



Many sellers and buyers and each seller's offering is somewhatdifferent than others



Question It refers to formal and informal rules, regulations and procedures that complementsthe company structure


Your Answer Systems

True/False

Question Experimental research involves obtaining data from respondents in person, mail or byphone


Your Answer True


Question To avoid price competition, Marketer will set which of the following price?

Correct Answer At market level

Your Answer At market level

Select The Blank

Question Product means the ________ and services the company offers the target market.


Your Answer Goods

True/False

Question Group influence is weak both in product and brand choice in Decline stage of Productlife cycle

Correct Answer True

Your Answer False

Select The Blank

Question The onus of advertising, pricing and sales promotion policies is put on ________distribution.



Select The Blank

Question ________ guides the development of advertisements and personal salespresentations.

Correct Answer AIDA


Your Answer AIDA

True/False

Question Marketing involves a backward communication from consumer to producer

Correct Answer True

Your Answer True

True/False

Question Publicity is news carried in the mass media about a firm and its products, policies oractions.

Correct Answer True

Your Answer True

Select The Blank

Question ________ is a modern plant consisting of modules centered around a stage in theproduction process

Correct Answer Flotilla concept

Your Answer General Electric Model


Question Quantity discrepancy for a convenience product in a marketing channel is adjusted by:



True/False

Question In negotiated contracts, the bid selected by buyer is not necessarily the lowest

Correct Answer True

Your Answer True


MM assgn:24: SenthilTrue/FalseQuestion In negotiated contracts, the bid selected by buyer is not necessarily the lowest

Correct Answer True

Your Answer True


Correct Answer Push money allowance, Promotional allowance

Your Answer Push money allowance, Cash rebates, Promotional allowance, Damaged goods allowance

True/FalseQuestion Change in company's strategy gives rise to problems necessitating a new structure to be

madeCorrect Answer True

Your Answer False


Correct Answer Sales potential varies with country's general level of economic activity, Market and salespotential is based on economic forecast, Number of units that a buyer buys is multipliedby the total number of potential buyers in that territory to arrive at total sales

Your Answer Sales potential varies with country's general level of economic activity, Market and salespotential is based on economic forecast, Number of units that a buyer buys is multipliedby the total number of potential buyers in that territory to arrive at total sales

True/FalseQuestion Consumer behaviour is easy to understand in familiar country like India for Indians.


Your Answer True





Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Deciding on the number of intermediaries to be employed by a producer is called:






Gap analysis Difference between desired and projected performance Some fit and some misfit











Your Answer Value




Multiple Choice Single AnswerQuestion Government units that purchase or rent goods for carrying out main functions of

government is calledCorrect Answer Government Market




Your Answer Direct



Your Answer True













Your Answer Habits

Select The BlankQuestion ________ exists when a few large independent firm accounts for bulk of an industry's

sales.Correct Answer Oligopoly



Correct Answer Form


Select The BlankQuestion Optimum marketing mix is obtained using analysis, ________, implementation and

control.Correct Answer Planning







Your Answer True

Multiple Choice Single AnswerQuestion It sets a sales performance standard against which actual sales results can be compared

with potential salesCorrect Answer Sales forecast











Your Answer Belief








Correct Answer True

Your Answer True




Multiple Choice Single AnswerQuestion The company earns an acceptable rate of return on their net sales.This profitability

objective is called:Correct Answer Target return


Multiple Choice Single AnswerQuestion It helps an organisation to cope with future by setting objectives and making strategies

to achieve themCorrect Answer Planning







Question Feedback is fastest in which of the following channels:




Correct Answer True

Your Answer True

Multiple Choice Multiple AnswerQuestion The areas which become active after promotion budgets have been set and funds are

allocated to promotion mix elements.Correct Answer Sales management , Advertising



Correct Answer True

Your Answer False






Your Answer Test marketing , Commercialisation , Product development , Marketing strategydevelopment




Multiple Choice Single AnswerQuestion These are the elements of a plan that specify how objectives are to be achieved

Correct Answer Strategies


Multiple Choice Single AnswerQuestion Members of this class neither possess family status nor unusual wealth but their primary

concern is careerCorrect Answer Upper-Middle


Multiple Choice Single AnswerQuestion It refers to the effect price changes have on quantity demanded of a product and the

firm's sales revenue.


Correct Answer Demand elasticity


Select The BlankQuestion Demographic, cultural, political, natural etc combine to form ________ environment.


Your Answer Macro


Correct Answer True

Your Answer True

MM assgn :Petrina







Multiple Choice Single AnswerQuestion Quantity discrepancy for a convenience product in a marketing channel is adjusted by :





Your Answer Drive





Multiple Choice Single AnswerQuestion The price cut causes large increase in quantity sold and price rise results in fall in

quantity sold. This demand is calledCorrect Answer Price elastic



This refers to the number ofproduct items within each productline.


This includes all product item's acompany offers.


This is a group of products thatare related.





Correct Answer True

Your Answer True



Your Answer Upswing









Your Answer False

True/FalseQuestion Warehouses are needed when supply sources and markets are located close by.


Your Answer False


Correct Answer Atleast two parties , Each party is capable of communication and delivery , Each partyhas something that might be of value to the other party



Question Categories of adopters are



Select The BlankQuestion ________ of physical distribution activities increases it's productivity as well as of

manufacturer.Correct Answer Automation







Your Answer Goods

True/FalseQuestion Executive judgement technique may be used to supplement other techniques

Correct Answer True

Your Answer True



Your Answer Product











Correct Answer True

Your Answer True








Correct Answer Sales potential varies with country's general level of economic activity , Market andsales potential is based on economic forecast , Number of units that a buyer buys ismultiplied by the total number of potential buyers in that territory to arrive at totalsales

Your Answer Sales potential varies with country's general level of economic activity , Market andsales potential is based on economic forecast , Number of units that a buyer buys ismultiplied by the total number of potential buyers in that territory to arrive at totalsales






Your Answer True








Correct Answer True

Your Answer True




True/FalseQuestion Marketer should keep company's mission and marketing objectives in mind while

making pricing decisions.Correct Answer True

Your Answer True







Select The Blank

Question Buyer's response in ________ method may not be applicable in other markets






Select The BlankQuestion ________ allowance is used to communicate about the values of the product and

special eventCorrect Answer Promotion







Your Answer Structure






Your Answer Factor




True/FalseQuestion "Idea screening" stage reduces the number of ideas based on company's criteria.

Correct Answer True

Your Answer True


Correct Answer True

Your Answer True


Correct Answer Optimisation concept , Total cost concept , Cost trade-off concept

Your Answer Optimisation concept , Total cost concept , Cost trade-off concept




MM assgn :26: GS Kumars



Your Answer False



















Select The Blank

Question There are more number of substitutes for ________ products.











Your Answer Quality

Select The BlankQuestion The onus of advertising, pricing and sales promotion policies is put on ________

distribution.Correct Answer Exclusive




Your Answer Drive



Your Answer True





Correct Answer True

Your Answer True










Select The BlankQuestion ________ describes a person's favourable or unfavourable action tendencies towards

objectCorrect Answer Attitudes




Your Answer Sales











Correct Answer True

Your Answer True






Your Answer True







Multiple Choice Single AnswerQuestion As a person acquires additional units of a product, the amount of satisfaction(each unit

adds to total satisfaction), is less than the previous unit. This is calledCorrect Answer Law of diminishing marginal utility





Select The BlankQuestion ________ leads to generalisation where similar stimulus generate the same kind of

responseCorrect Answer Reinforcement

Your Answer Cues



Your Answer True








Correct Answer True

Your Answer True















Correct Answer True

Your Answer True



Your Answer Innovators , Early adopters , Late adopters , Laggards


Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion This method enables the forecaster to take into consideration seasonal fluctuations and

long term fluctuationsCorrect Answer Time Series Analysis




Your Answer Title



Your Answer True






Your Answer Advertising effectiveness , Sales forecasting , Identifying market trends , MIS formation


Motivational research It analyses consumer motives It is used to forecast future valuessuch as sales revenue etc

Historical research Uses past experiences to findsolutions

Uses past experiences to findsolutions

Survey research Obtains data from respondents inperson

Obtains data from respondents inperson

Experimental research One factor is constant and holdingother factors

Tests hypothesis about therelationship between dependentvariables




Your Answer False


















Your Answer Cues

True/False

Question Marketer should keep company's mission and marketing objectives in mind whilemaking pricing decisions.

Correct Answer True

Your Answer True








Correct Answer True

Your Answer True














Correct Answer True

Your Answer True

MM assgn:28: GS Kumars



Your Answer False



















Select The Blank

Question There are more number of substitutes for ________ products.











Your Answer Quality






Your Answer Drive



Your Answer True





Correct Answer True

Your Answer True










Select The BlankQuestion ________ describes a person's favourable or unfavourable action tendencies towards

objectCorrect Answer Attitudes




Your Answer Sales











Correct Answer True

Your Answer True






Your Answer True















Your Answer Cues



Your Answer True








Correct Answer True

Your Answer True















Correct Answer True

Your Answer True



Your Answer Innovators , Early adopters , Late adopters , Laggards


Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion This method enables the forecaster to take into consideration seasonal fluctuations and

long term fluctuationsCorrect Answer Time Series Analysis




Your Answer Title



Your Answer True






Your Answer Advertising effectiveness , Sales forecasting , Identifying market trends , MIS formation


Motivational research It analyses consumer motives It is used to forecast future valuessuch as sales revenue etc






Tests hypothesis about therelationship between dependentvariables




Your Answer False


















Your Answer Cues



Your Answer True








Correct Answer True

Your Answer True














Correct Answer True

Your Answer True




Your Answer True



Your Answer Push money allowance , Cash rebates , Promotional allowance , Damagedgoods allowance



Your Answer False






Your Answer True





demand.Correct Answer True

Your Answer True


called:








Managing SBU's by a corporate










Your Answer Value









Your Answer Direct



Your Answer True












Your Answer Habits





Correct Answer Form










Your Answer True


be compared with potential salesCorrect Answer Sales forecast










Your Answer Belief








Correct Answer True

Your Answer True







Multiple Choice Single AnswerQuestion It helps an organisation to cope with future by setting objectives and making

strategies to achieve themCorrect Answer Planning









Correct Answer True

Your Answer True




True/FalseQuestion Diversification strategy involves diversifying away from their original core

businessesCorrect Answer True

Your Answer False






Your Answer Test marketing , Commercialisation , Product development , Marketingstrategy development








their primary concern is careerCorrect Answer Upper-Middle


Multiple Choice Single AnswerQuestion It refers to the effect price changes have on quantity demanded of a product

and the firm's sales revenue.Correct Answer Demand elasticity




Your Answer Macro


Correct Answer True

Your Answer True

MM assgn :30: DeepakTrue/False

Question Marketing concept provides a balance to the exchange process within the social system

Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion These items are directly bought by industrial buyers from producers rather than the

middlemenCorrect Answer Expensive


Select The BlankQuestion ________ is a broad plan of action for using an organisation's resources to accomplish a

objectiveCorrect Answer Strategy



Correct Answer Sales potential varies with country's general level of economic activity , Market andsales potential is based on economic forecast , Number of units that a buyer buys ismultiplied by the total number of potential buyers in that territory to arrive at total sales

Your Answer Sales potential varies with country's general level of economic activity , Number of unitsthat a buyer buys is multiplied by the total number of potential buyers in that territoryto arrive at total sales , Economic forecasts are available from industry tradeassociations



Your Answer False


Correct Answer True

Your Answer False






Your Answer Source , Marketer , Recipient

Multiple Choice Single AnswerQuestion These groups tend to informal behavoiur and there is continuous interaction among

peopleCorrect Answer Primary

Your Answer Reference



Your Answer Prestige , Variable , Odd , Leader







Multiple Choice Single AnswerQuestion What is product development?

Correct Answer New product-Existing market




Your Answer Opportunities

Multiple Choice Single AnswerQuestion The tool used for decision making in ' The alternate futures ' scenario is

Correct Answer Option Valuation model

Your Answer Scenario planning



Your Answer Time consuming , Sales may be inflated or deflated by sales team





Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion This data is originated by original research through observation/ enquiry

Correct Answer Primary data


True/FalseQuestion Survey of buyers' intentions technique is comparatively costly and the data gathered is

of questionable value.Correct Answer True

Your Answer True



Your Answer The additional cost of each unit of product , It ignores non price competition , Marginalrevenue is less than average revenue



Your Answer Habits




True/FalseQuestion Product variety marketing presents different choices to set the companys' product apart

from competitors.Correct Answer True

Your Answer True




True/FalseQuestion Changes in consumer's buying patterns affects channel's horizontal and vertical

dimensions.Correct Answer True

Your Answer True

Match The Following



The advantage is speed andflexibility in carrying small loads.






The advantage is low cost forheavy and bulky commodities thathave relatively a low value inrelation to weight.







Correct Answer True

Your Answer False



Your Answer False



Your Answer Short



Your Answer Taste , Ear , Touch , See










Select The Blank

Question ________ is a bundle of physical, chemical and/or intangible attributes that has thepotential of satisfying customer wants.


Your Answer Market mix







Select The BlankQuestion ________ occurs when people inspite of being qualified and experienced and trained

have to settle for a low level job.Correct Answer Underemployment





Multiple Choice Single AnswerQuestion It is an approach to cost reduction in which components are studied to determine if they

can be made by cheaper methods of productionCorrect Answer Product Value Analysis

Your Answer Cost Value Analysis


Correct Answer It is used for products whose freight cost is large in relation to product's value , Buyersin different areas pay different delivered prices

Your Answer Distant buyers pay less than the actual cost of shipping , It is used for products whosefreight cost is large in relation to product's value , Buyers in different areas pay differentdelivered prices

Multiple Choice Single AnswerQuestion Mission statements for marketing oriented organisation are framed in terms of :

Correct Answer Customer want satisfaction

Your Answer Profitability



Your Answer One thing of value , There is time and place of agreement , Agreed upon conditions


Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Lead time for a product is 10 days and usage rate is 6 units/day. Reorder point will be …


Your Answer 1.5 units




MM assgn :31: Gaurav


Correct Answer True

Your Answer True






Your Answer Sender transmits message , Receiver receives message , Message has meaning


Correct Answer Form

Your Answer Form









Your Answer Special

Select The BlankQuestion ________ guides the development of advertisements and personal sales presentations.

Correct Answer AIDA


Select The BlankQuestion ________ is a part of the company that has a separate mission and objectives

Correct Answer SBU

Your Answer SBU



Your Answer Sold on basis of benefits , Mechanised and automated , Quality control is tough





Correct Answer True

Your Answer False

Multiple Choice Single AnswerQuestion It helps an organisation to cope with future by setting objectives and making strategies

to achieve themCorrect Answer Planning










Your Answer True



Your Answer Sales





This refers to the number ofproduct items within each productline.


This includes all product item's acompany offers.


This is a group of products thatare related.






























Your Answer Dogs , Question marks , Stars











same quantities and at the same timeCorrect Answer Variable




Your Answer Material , Labour



Your Answer False






Your Answer False


segments

Correct Answer Multi-segmentation



Correct Answer Form of government adopted , Media and pressure groups , Government stability

Your Answer Form of government adopted , Media and pressure groups , Government stability









Your Answer Number of consumers are more , Consumers are geographically concentrated ,Consumers buy smaller quantities



Your Answer Atleast two parties , Each party has something that might be of value to the other party



Your Answer False

Multiple Choice Single AnswerQuestion It is the process of buying out the product developed by someone else

Correct Answer Acquisition

Your Answer Screening

True/FalseQuestion Companies have strenghts in a number of areas but their key strength are few in

numberCorrect Answer True

Your Answer True

Select The BlankQuestion Optimum marketing mix is obtained using analysis, ________, implementation and

control.Correct Answer Planning



Motivational research It analyses consumer motives It analyses consumer motives






One factor is constant and holdingother factors

RegistrationNumber:

200426720

Name: GauravSubject: Marketing ManagementAssignment StatusAs On: 25/06/2005

Result for this Assignment

Assignment Date 25/06/2005

Number of Correct Questions 35

Number of Skipped Questions 10

Number of Wrong Questions 12

Total Questions attempted 57

Total Marks obtained 78 Out of 100.

Result Pass

23.

1. Gap analysis 1. Misfit with understanding of critical success factors

2. Corporate parenting 2. Some fit and some misfit

3. Heartland business 3. Difference between desired and projected performance

4. Ballast business 4. Managing SBU's by a corporate

5. Give the highest priority

6. Fit well but low opportunities

39.

1. Tangible sources 1. Forward communication

2. Intangible sources 2. Capital, machines,raw material

3. Consumer to producer 3. Marketing

4. Customer is the focal point in 4. Selling

5. Backward communication

6. Information, time and technology

40.

1. Inventorycarrying cost

1. It is used to transport petroleum products to refineries.

2. Order processingcost

2. It is the best quality type of transportation available.

3. Pipe-line 3. It increases as the quantity ordered increases.

4. Air-freight 4. The advantage is speed and flexibility in carrying small loads.

5. It decreases as the quantity ordered increases.

6. The advantage is low cost for heavy and bulky commoditiesthat have relatively a low value in relation to weight.

41.

1. Encoding 1. A means by which source communicates the message

2. Decoding 2. Interpreting the message by receiver

3. Noise 3. Consumers are selective in choosing messages they receive

4. Feedback 4. It interferes with communication process

5. Putting meaning to symbols conveyed as messages

6. Communication from receiver to sender

49.

1. Law of demand 1. Price cut causes revenue to decrease

2. Change in demand 2. More or less units are bought despite no change inprice

3. Change in quantitydemanded

3. Price cut causes revenue to increase

4. Demand elasticity 4. Effect on price due to change in quantity demandedand revenue

5. More units are demanded at lower price

6. Increase in quantity demanded due to reduction inprice

50.

1. No control over price 1. Unsought products

2. Total control over price 2. Prestige products

3. Direct relationship between price and quality 3. Monopoly

4. Sensitivity to price differential 4. Price awareness

5. Price consciousness

6. Competitive environment

51.

1. Trade discount 1. Given for paying promptly

2. Cumulative quantitydiscount

2. Discount percetage increases as the quantitypurchased increases

3. Non-cumulative quantitydiscount

3. Given to induce buyers to place orders in advanceof need

4. Cash discount 4. Applies to a single order

5. Reduction in list price to channel menbers

6. Applies to multiple orders

52.

1. Only one seller and no competition permitted legally 1. Oligopoly

2. Few sellers but account for bulk of industry's sales 2. Pure oligopoly

3. Many sellers and buyers and each seller's offering is somewhatdifferent than others

3. Monopoly

4. Many sellers and buyers and none of them have much effect onthe total demand,supply and product's market price

4. Puremonopoly

5. Purecompetition

6. Monopolistic

53.

1. Objectives 1. Top Management

2. Strategies 2. Middle Management

3. Policies 3. Constraints that limits the alternativesavailable

4. Strategic organisationalplanning

4. Lower Management

5. How to achieve objectives

6. What is to be accomplished

54.

1. Actual self concept 1. Esteem, Recognition

2. Others self concept 2. Hunger, Thirst

3. Personality 3. Stimulus

4. Biogenetic needs 4. How the person thinks others see him

5. How person views himself

6. Deference, Autonomy




Your Answer Stage in new product development process


of people is called ________Correct Answer Market fallacy




Your Answer Forecasting , Control mechanism , Specialisation



Your Answer Binary



Your Answer Rites , Myths , Style


behaviourCorrect Answer Family

Your Answer Family



Your Answer Innovators , Early adopters

True/False

Question "Promotion" is considered in conjunction with "Convenience" .


Your Answer False



Your Answer Increase in buying power , Decrease in buying power , Buyer preferences






Your Answer Belief



Your Answer Sales forecasting , Identifying market trends , MIS formation

True/FalseQuestion Style of a company are the patterns of actions taken by members of top

management over a period of timeCorrect Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Organisations that acquire goods and services that are sold/rented and

supplied to othersCorrect Answer Industrial Market




Your Answer Title





effect on demand and supply of the product's market priceCorrect Answer False

Your Answer True

Multiple Choice Single AnswerQuestion The tool used for decision making in 'A range of futures' scenario is

Correct Answer Technology forecasting

Your Answer Analogies and pattern recognition


gathered is of questionable value.Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion 4p's of of Marketing should be considered in conjunction with

Correct Answer 4C's

Your Answer 4C's



Your Answer Low growth , High share SBUs

Match The Following





Direct negotiation with one ormore companies coveringproject and terms

Negotiated Contract Direct negotiation with one ormore companies coveringproject and terms

Contract awarded to lowestbidder








Your Answer Long

Multiple Choice Single AnswerQuestion Prosperity stage in business cycle is also called

Correct Answer Boom

Your Answer Upswing



Your Answer Response , Discrimination


Correct Answer True

Your Answer False






Your Answer False



Your Answer True


Correct Answer People with desires , People with willingness and ability to buy , Peoplebecome customer as they are authorised to buy

Your Answer People with desires , People with willingness to buy , People with willingnessand ability to buy


accomplish a objectiveCorrect Answer Strategy

Your Answer Mission



Your Answer True





dividing it.Correct Answer Factor

Your Answer Segment



Intensive distribution. Exclusive

Helps in the process ofmatching demand and supply.




Combining two or more levelsof a channel under oneparticipant's control.




Your Answer Demographic , Psychographic

Multiple Choice Single AnswerQuestion Decline in buying power due to price levels rising more rapidly than income

is calledCorrect Answer Inflation




Your Answer Habits

Select The BlankQuestion ________ is a bundle of physical, chemical and/or intangible attributes that

has the potential of satisfying customer wants.Correct Answer Product

Your Answer Product mix


Correct Answer True

Your Answer False



Your Answer Rsponse

Multiple Choice Single AnswerQuestion It is the process of influencing one's behaviour by sharing ideas, feelings and

information.Correct Answer Communication







Your Answer True



Your Answer Targeting


makingCorrect Answer Information


MM assgn :32: Grace

Multiple Choice Single AnswerQuestion It is the most influential primary reference group shaping a buyer's behaviour

Correct Answer Family

Your Answer Family


Correct Answer True

Your Answer True


Correct Answer True

Your Answer True









Your Answer True

Select The BlankQuestion Demographic, cultural, political, natural etc combine to form ________ environment.


Your Answer Macro




Your Answer External environment of the company , Customers , Competitors



Your Answer Sales forecasting , Identifying market trends





Correct Answer True

Your Answer True


Correct Answer Recipient , Source




Your Answer Practicality , Opinion , Faith






Your Answer Product


Correct Answer True

Your Answer True



Your Answer Impulse


Correct Answer True

Your Answer True











Correct Answer True

Your Answer True


Question What are fixed costs?





Your Answer Systems

Select The BlankQuestion ________ research involves using past experiences to find solutions to marketing

problemsCorrect Answer Historical




Your Answer Price



Your Answer Desire


products.Correct Answer False

Your Answer False







Non-cumulative quantity discount Applies to a single order Given to induce buyers to placeorders in advance of need







Select The BlankQuestion ________ is a part of the company that has a separate mission and objectives

Correct Answer SBU

Your Answer SBU



Your Answer Sales


Correct Answer Sales potential varies with country's general level of economic activity , Market andsales potential is based on economic forecast , Number of units that a buyer buys ismultiplied by the total number of potential buyers in that territory to arrive at totalsales

Your Answer Sales potential varies with country's general level of economic activity , Market andsales potential is based on economic forecast , Number of units that a buyer buys ismultiplied by the total number of potential buyers in that territory to arrive at totalsales




True/FalseQuestion Experimental research involves obtaining data from respondents in person, mail or by

phoneCorrect Answer False

Your Answer False












Brand loyalty, Type of usage Social class, Buying power


Psychographic Social class, Lifestyle Brand loyalty, Type of usage


Select The BlankQuestion ________ is a bundle of physical, chemical and/or intangible attributes that has the

potential of satisfying customer wants.Correct Answer Product

Your Answer Product



Your Answer Price difference



Your Answer Advertising , Packaging




Multiple Choice Single AnswerQuestion Mr "X" has recently been chucked out from his job and is now searching for a new

one.His unemployment is calledCorrect Answer Functional

Your Answer Functional





Correct Answer True

Your Answer True

MM assgn :33: SatyajitSelect The BlankQuestion ________ is an important tool for planning and controlling the firm'a activitiesCorrect Answer Sales ForecastYour Answer Sales ForecastMultiple Choice Multiple AnswerQuestion Characteristics for effective market segmentation are:Correct Answer Actionable , Measurable , AccessibleYour Answer Measurable , Accessible , ActionableMultiple Choice Single AnswerQuestion Product classification is based onCorrect Answer Buyer behaviourYour Answer Buyer behaviourMatch The FollowingQuestion Correct Answer Your AnswerDemand elasticity Effect on price due to changein quantity demanded andrevenueIncrease in quantity demandeddue to reduction in priceLaw of demand More units are demanded atlower priceEffect on price due to change inquantity demanded andrevenueChange in demand More or less units are boughtdespite no change in pricePrice cut causes revenue todecreaseChange in quantity demanded Increase in quantity demandeddue to reduction in priceMore or less units are boughtdespite no change in priceTrue/FalseQuestion Boston consultance group Matrix focusses on future business.Correct Answer FalseYour Answer FalseMultiple Choice Multiple AnswerQuestion Market segmentation can be done on the basis of following factorsCorrect Answer Psychographic , Demographic , GeographicYour Answer Psychographic , Demographic , GeographicMultiple Choice Multiple AnswerQuestion For exchange to take place, which conditions must be satisfied ?Correct Answer Atleast two parties , Each party is capable of communication and delivery ,Each party has something that might be of value to the other partyYour Answer Atleast two parties , Each party is capable of communication and delivery ,Each party has something that might be of value to the other partyMultiple Choice Multiple AnswerQuestion Market means:Correct Answer People with desires , People with willingness and ability to buy , Peoplebecome customer as they are authorised to buyYour Answer People with desires , People with willingness to buy , People with willingnessand ability to buyTrue/FalseQuestion Staffing function applies to all company levels irrespective of levels ofhierarchyCorrect Answer TrueYour Answer TrueMultiple Choice Single Answer

Question This involves combining two or more levels of a channel under oneparticipant's control.Correct Answer Vertical integrationYour Answer Vertical integrationMultiple Choice Single AnswerQuestion An example of Want is :Correct Answer Continental foodYour Answer Continental foodMultiple Choice Multiple AnswerQuestion Ways to make people do trial purchases?Correct Answer Coupon offers , Discounts , SamplesYour Answer Coupon offers , Discounts , SamplesMatch The FollowingQuestion Correct Answer Your AnswerMany sellers and buyers andnone of them have mucheffect on the totaldemand,supply and product'sPure competition Oligopolymarket priceOnly one seller and nocompetition permitted legallyMonopoly Pure monopolyFew sellers but account forbulk of industry's salesOligopoly MonopolyMany sellers and buyers andeach seller's offering issomewhat different thanothersMonopolistic Pure competitionSelect The BlankQuestion Japan's major productivity gains are the results of social changes broughtabout by ________Correct Answer Statistical quality controlYour Answer Statistical quality controlSelect The BlankQuestion The onus of advertising, pricing and sales promotion policies is put on________ distribution.Correct Answer ExclusiveYour Answer ExclusiveMultiple Choice Multiple AnswerQuestion Beliefs are based onCorrect Answer Knowledge , Opinion , FaithYour Answer Knowledge , Opinion , FaithTrue/FalseQuestion "Idea screening" stage reduces the number of ideas based on company'scriteria.Correct Answer TrueYour Answer TrueSelect The BlankQuestion Firm's that lack promotional skills rely on ________ for promotional push.Correct Answer MiddlemenYour Answer MiddlemenMultiple Choice Multiple AnswerQuestion Concept of marketing includes study ofCorrect Answer Transaction , Transfer , ExchangeYour Answer Transaction , Transfer , ExchangeMultiple Choice Multiple Answer

Question Physical distribution management includesCorrect Answer Manufacturer , Middlemen , Warehouse operatorsYour Answer Manufacturer , Middlemen , Warehouse operatorsTrue/FalseQuestion Market oriented organisation do not need to prepare a marketing mix for aproduct that offers few consumer benefitsCorrect Answer TrueYour Answer TrueMultiple Choice Single AnswerQuestion The tool used for decision making in ' The alternate futures ' scenario isCorrect Answer Option Valuation modelYour Answer Scenario planningMultiple Choice Single AnswerQuestion In which stage of product life cycle , reference group influence is strong inproduct and brand choiceCorrect Answer GrowthYour Answer GrowthTrue/FalseQuestion Diversification strategy involves diversifying away from their original corebusinessesCorrect Answer TrueYour Answer TrueSelect The BlankQuestion The research objectives are stated as ________ to be testedCorrect Answer HypothesisYour Answer HypothesisMultiple Choice Multiple AnswerQuestion Target marketing involvesCorrect Answer Market targeting , Market segmentationYour Answer Market targeting , Market segmentation , Market positioningTrue/FalseQuestion The demand for a specific brand within a product category is called selectivedemand.Correct Answer TrueYour Answer TrueMultiple Choice Single AnswerQuestion Put the stages of adoption process in orderCorrect Answer Awareness, interest, evaluation, trial, adoptionYour Answer Awareness, interest, evaluation, trial, adoptionSelect The BlankQuestion An organisational assessment uncovers________Correct Answer WeaknessesYour Answer WeaknessesMultiple Choice Single AnswerQuestion Marketer has no control over setting the price in which type of marketstructure?Correct Answer CompetitionYour Answer CompetitionMultiple Choice Single AnswerQuestion Organisations that acquire goods and services that are sold/rented andsupplied to othersCorrect Answer Industrial MarketYour Answer Industrial MarketMultiple Choice Single AnswerQuestion A superior product is priced atCorrect Answer Above market levelYour Answer Price elasticMultiple Choice Multiple AnswerQuestion Total cost concept includes

Correct Answer Damaged goods , Inventory obsolescence , TransportationYour Answer Damaged goods , Inventory obsolescence , TransportationTrue/FalseQuestion Product, place and promotion elements in the marketing mix are viewed ascost factors.Correct Answer TrueYour Answer TrueTrue/FalseQuestion After sales service is provided in a customer orirnted firmCorrect Answer TrueYour Answer TrueMultiple Choice Single AnswerQuestion This objective lends a firm to set a low price to force inefficient rivals out of theindustryCorrect Answer Shake outYour Answer Price stabilisationSelect The BlankQuestion ________ is a broad plan of action for using an organisation's resources toaccomplish a objectiveCorrect Answer StrategyYour Answer StrategyMultiple Choice Single AnswerQuestion Government units that purchase or rent goods for carrying out main functionsof government is calledCorrect Answer Government MarketYour Answer Government MarketSelect The BlankQuestion ________ guides the development of advertisements and personal salespresentations.Correct Answer AIDAYour Answer AIDAMultiple Choice Multiple AnswerQuestion Limitations of Traditional cost accounting areCorrect Answer Assumes factory as an isolated entity , It measures only the cost of producingYour Answer Assumes factory as an isolated entity , It measures only the cost of producingTrue/FalseQuestion Marketing strategies are developed to support broad marketing objectivesCorrect Answer TrueYour Answer TrueMultiple Choice Multiple AnswerQuestion The reseller's assortment influences it'sCorrect Answer Marketing mix , Customer mix , Supplier mixYour Answer Marketing mix , Customer mix , Supplier mixSelect The BlankQuestion The benefits of a change in process are defined in terms of ________ costsavingsCorrect Answer LabourYour Answer LabourTrue/FalseQuestion Marketing involves a backward communication from consumer to producerCorrect Answer TrueYour Answer TrueMultiple Choice Single AnswerQuestion What involves review of projected sales, costs and profits.Correct Answer Business analysisYour Answer Business analysisSelect The BlankQuestion ________ of physical distribution activities increases it's productivity as wellas of manufacturer.

Correct Answer AutomationYour Answer AutomationSelect The BlankQuestion Messages are made of ________Correct Answer SymbolsYour Answer Symbols

MM assgn :34: SatyajitSelect The BlankQuestion The cost of warehousing, transportation, inventory and handling productstogether constitutes ________ concept.Correct Answer Total costYour Answer Total costSelect The BlankQuestion Wholesalers and retailers help manufacturer in carrying ________ flow to finalbuyers.Correct Answer TitleYour Answer TitleMultiple Choice Multiple AnswerQuestion Research design is classified as :Correct Answer Function , MethodologyYour Answer Function , MethodologyMultiple Choice Multiple AnswerQuestion Categories of adopters areCorrect Answer Innovators , Early adopters , LaggardsYour Answer Innovators , LaggardsMultiple Choice Single AnswerQuestion What is diversification?Correct Answer New product-New marketYour Answer New product-New marketSelect The BlankQuestion ________ can price it's product without any regard to competitor.Correct Answer Pure monopolistYour Answer Pure monopolistSelect The BlankQuestion ________ occurs when people inspite of being qualified and experienced andtrained have to settle for a low level job.Correct Answer UnderemploymentYour Answer UnderemploymentSelect The BlankQuestion Total cost is the sum of ________ + Variable cost.Correct Answer Fixed costYour Answer Fixed costMultiple Choice Single AnswerQuestion Maximum number of new product ideas come fromCorrect Answer Internal sourcesYour Answer Internal sourcesMultiple Choice Single AnswerQuestion Producer--->Wholesaler--->Retalier--->Consumer is a common channel for :Correct Answer ChocolatesYour Answer ChocolatesMultiple Choice Multiple AnswerQuestion When is demand inelastic?Correct Answer Price cut causes revenue to decrease , Price rise causes revenue to increaseYour Answer Price cut causes revenue to decrease , Price rise causes revenue to increaseMultiple Choice Multiple AnswerQuestion Product characteristics that influence channel selection areCorrect Answer Complexity , Perishability , WeightYour Answer Complexity , Perishability , WeightSelect The BlankQuestion Customers are brand,style and type conscious when buying ________products.Correct Answer SpecialYour Answer SpecialMultiple Choice Single AnswerQuestion This discount is offered to customers to encourage them to remain loyal

buyersCorrect Answer Quantity discountYour Answer Trade discountTrue/FalseQuestion Pricing strategies change over the life cycle of the productCorrect Answer TrueYour Answer TrueMultiple Choice Multiple AnswerQuestion Uses of Market research are:Correct Answer Advertising effectiveness , Sales forecasting , Identifying market trendsYour Answer Advertising effectiveness , Sales forecasting , Identifying market trendsMultiple Choice Single AnswerQuestion When the quantity bought remains steady regardless of change in price, it iscalledCorrect Answer Price inelasticYour Answer Price elasticMultiple Choice Multiple AnswerQuestion Trade promotions includeCorrect Answer Push money allowance , Promotional allowanceYour Answer Push money allowance , Promotional allowanceSelect The BlankQuestion Toffees and chocolates, magazines etc are examples of ________ productsCorrect Answer ImpulseYour Answer ImpulseTrue/FalseQuestion Buyers are geographically concentrated in the consumer market.Correct Answer FalseYour Answer FalseMultiple Choice Single AnswerQuestion It is the process of selecting people for company positions and developingskills and abilities for assignments in the companyCorrect Answer StaffingYour Answer StaffingTrue/FalseQuestion The hypothesis may prove to be either right or wrongCorrect Answer TrueYour Answer TrueMultiple Choice Multiple AnswerQuestion Commercial sources have following sourcesCorrect Answer Advertising , Packaging , Sales personsYour Answer Advertising , Mass mediaTrue/FalseQuestion Demand is highly elastic for industrial goodsCorrect Answer FalseYour Answer FalseMatch The FollowingQuestion Correct Answer Your AnswerMotivational research It analyses consumer motives It analyses consumer motivesHistorical research Uses past experiences to findsolutionsUses past experiences to findsolutionsSurvey research Obtains data fromrespondents in personIt is used to forecast futurevalues such as sales revenueetcExperimental research One factor is constant andholding other factors

Tests hypothesis about therelationship betweendependent variablesSelect The BlankQuestion A speciality product is ________ intensively distributed than a shoppingproductCorrect Answer LessYour Answer LessMultiple Choice Single AnswerQuestion This distribution is necessary for most convenience goods.Correct Answer IntensiveYour Answer SelectiveTrue/FalseQuestion Experimental research involves obtaining data from respondents in person,mail or by phoneCorrect Answer FalseYour Answer FalseMultiple Choice Single AnswerQuestion D in AIDA stands for :Correct Answer DesireYour Answer DemandTrue/FalseQuestion Companies have strenghts in a number of areas but their key strength are fewin numberCorrect Answer TrueYour Answer TrueMultiple Choice Multiple AnswerQuestion What are psychogenetic needsCorrect Answer Belonging , RecognitionYour Answer Belonging , RecognitionSelect The BlankQuestion Product ________ plays a major role in distribution strategy.Correct Answer AwarenessYour Answer AwarenessMultiple Choice Multiple AnswerQuestion Harveststrategy is used forCorrect Answer Dogs , Question marksYour Answer Dogs , Stars , Cash cowsCash cowscTrue/FalseQuestion Group influence is weak both in product and brand choice in Decline stage ofProduct life cycleCorrect Answer TrueYour Answer TrueMultiple Choice Single AnswerQuestion Members of this group perform unskilled work and are poorly paid. They fallnear the poverty lineCorrect Answer Upper-LowerYour Answer Upper-LowerMultiple Choice Single AnswerQuestion The traditional approach towards uncertainity isCorrect Answer BinaryYour Answer BinaryMultiple Choice Single AnswerQuestion Groups having a direct influence on a person are calledCorrect Answer Membership groupsYour Answer Membership groupsMultiple Choice Multiple AnswerQuestion Planning of long term strategies are based on following factors:Correct Answer Opportunity , Objectives, Strategies, Situation assessment, Organisation

mission , ResourcesYour Answer Opportunity , Objectives, Strategies, Situation assessment, Organisationmission , ResourcesMultiple Choice Multiple AnswerQuestion The external sources of Primary data are :Correct Answer Retailer , Wholesaler , LibrariesYour Answer Retailer , Wholesaler , LibrariesMultiple Choice Single AnswerQuestion Marketer tries to seek what kind of response from the other party?Correct Answer BehaviouralYour Answer BehaviouralTrue/FalseQuestion A company's pricing objectives are influenced by time and circumstancesCorrect Answer TrueYour Answer TrueSelect The BlankQuestion Product means the ________ and services the company offers the targetmarket.Correct Answer GoodsYour Answer GoodsTrue/FalseQuestion Product concept testing through physical presentation increase the reliabilityof test.Correct Answer TrueYour Answer TrueMultiple Choice Multiple AnswerQuestion What are the stages in new product development ?Correct Answer Idea screening , Market testing , CommercialisationYour Answer Idea screening , Market testing , CommercialisationSelect The BlankQuestion Modern Accounting uses ________ as a unit of measureCorrect Answer TimeYour Answer TimeMatch The FollowingQuestion Correct Answer Your AnswerWide market coverage isachieved.Intensive distribution. Intensive distribution.Helps in the process ofmatching demand and supply.Marketing channel Marketing channelNo intermediaries betweenproducer and consumer.Direct channel Direct channelCombining two or more levelsof a channel under oneparticipant's control.Vertical integration Vertical integrationTrue/FalseQuestion Augmented product includes the actual product plus any additional servicessuch as maintenance, intallation etc.Correct Answer TrueYour Answer True

MM assgn :35: Mani















Your Answer Dogs , Question marks


Correct Answer Low

Your Answer Low



Your Answer False





external data







Correct Answer Form

Your Answer Form



Your Answer True








fall in quantity sold. This demand is calledCorrect Answer Price elastic




Your Answer True











Correct Answer True

Your Answer True





from producer to the ultimate user.Correct Answer Marketing channel








Multiple Choice Single AnswerQuestion Pricing that enables sales people to tailor their prices to a prospect's

situation is calledCorrect Answer Price shading

Your Answer Price shading



Your Answer Upswing





adjusted by :Correct Answer Retailer




Your Answer Drive


Correct Answer Atleast two parties , Each party is capable of communication and delivery ,Each party has something that might be of value to the other party

Your Answer Atleast two parties , Each party is capable of communication and delivery ,Each party has something that might be of value to the other party


Correct Answer True

Your Answer True

True/False

Question Firms that lack promotional capabilities rely on middlemen.

Correct Answer True

Your Answer True


for better livingCorrect Answer Middle class






expensive to obtain.Correct Answer False

Your Answer False









Your Answer Belief



Your Answer Short
















policies or actions.Correct Answer True

Your Answer True






Your Answer False





Correct Answer The additional cost of each unit of product , It ignores non price competition, Marginal revenue is less than average revenue

Your Answer The additional cost of each unit of product , It ignores non price competition, Marginal revenue is less than average revenue


product without reducing it's list priceCorrect Answer Trade-in allowance


1

MM assgn:36: Rajesh


same quantities and at the same timeCorrect Answer Variable




Your Answer Not accurate , Time consuming , Sales may be inflated or deflated by sales team ,Exposure

Multiple Choice Single AnswerQuestion They are homogeneous and enduring divisions in a society which are hierarchically

ordered and his members have similar interests and behaviourCorrect Answer Social class


Multiple Choice Single AnswerQuestion It focusses on one or more selected market segments and develops separate marketing

mix for each segmentCorrect Answer Target Marketing

Your Answer Market Segmentation



Your Answer Deduction



Your Answer Mass Marketing


Correct Answer True

Your Answer False

2






Your Answer Market targeting , Market segmentation , Market positioning , Marketing mix

True/FalseQuestion "To increase the market share of our product" .Is it a well defined objective?


Your Answer False


Correct Answer Government market , Reseller market , Industrial market

Your Answer Reseller market , Industrial market , Consumer market , Government market


Correct Answer Low

Your Answer High



Your Answer Atleast one party , Atleast two parties , Each party is capable of communication anddelivery , Each party has something that might be of value to the other party




Select The Blank

3

Question ________ identifies the impact of any change on performance






Select The BlankQuestion The cost of warehousing, transportation, inventory and handling products together

constitutes ________ concept.Correct Answer Total cost

Your Answer Variable cost



Your Answer Number of consumers are more , Consumers are geographically concentrated ,Consumers buy smaller quantities , Buying patterns of consumers is easy to detect.



Your Answer Dependable , Actionable , Measurable , Accessible





Correct Answer True

Your Answer False


4


Your Answer Eggs, Bread , Clothing , Maruti 800 Car , Cement



Your Answer Input and output , Objectives , Process and feedback , Profits



Your Answer Modern Accounting

Multiple Choice Single AnswerQuestion It is a reduction in list price granted to channel members for performing marketing

functionsCorrect Answer Trade discount


True/FalseQuestion Communicating with middlemen requires information which is different to the

information required in communicating with the final buyers.Correct Answer True

Your Answer True






Your Answer Price shading



5

Your Answer Damaged goods , Inventory obsolescence , Customer satisfaction , Transportation



Price cut causes revenue todecrease







Multiple Choice Single AnswerQuestion The tool used for decision making in 'A range of futures' scenario is

Correct Answer Technology forecasting

Your Answer Game theory




Select The BlankQuestion ________ routinely performs all functions on recurrent, internal and external data


Your Answer Non-recurrent data system(NDS)



Your Answer Capital , Technology , Machine , Time

Multiple Choice Multiple AnswerQuestion For a low involvement regular purchase product, consumer goes through what all

stages of buying processCorrect Answer Need recognition , Purchase decision

Your Answer Need recognition , Information research , Evaluation of alternatives , Purchase decision

Select The Blank

6

Question Customers are brand,style and type conscious when buying ________ products.


Your Answer Special


Correct Answer True

Your Answer True



Your Answer Factor






Your Answer Total cost , Fixed cost , Variable cost , Marginal cost

True/FalseQuestion Product development includes starting another business or buy businesses outside of

their current line.Correct Answer False

Your Answer False



Your Answer False


7



Select The BlankQuestion The benefits of a change in process are defined in terms of ________ cost savings





Brand loyalty, Type of usage City, Region

Demographic Age, Sex Social class, Buying power

Psychographic Social class, Lifestyle Poulation density, Education

Geographic variables City, Region Age, Sex

True/FalseQuestion Systems are formal and informal rules and regulations that complements the company

structureCorrect Answer True

Your Answer False

True/FalseQuestion Market segmentation is the decision to identify different groups that compose the

market and to develop specific product for each of these groups.Correct Answer False

Your Answer True

1

MM assgn :37: Rajesh

True/FalseQuestion Product variety marketing presents different choices to set the companys' product apart

from competitors.Correct Answer True

Your Answer False



Your Answer True






Your Answer Simple trend analysis , Time series analysis , Correlation method , Market tests

Multiple Choice Single AnswerQuestion These groups tend to informal behavoiur and there is continuous interaction among

peopleCorrect Answer Primary

Your Answer Reference



Your Answer Customer , Source , Marketer , Recipient



Your Answer EOQ

2







Consumers are selective inchoosing messages they receive





Your Answer Shopping

Select The BlankQuestion ________ is an important tool for planning and controlling the firm'a activities



True/FalseQuestion Distribution costs are low when intermediaries are used in the channel.

Correct Answer True

Your Answer False

Select The BlankQuestion ________cost accounting measures the cost of producing and ignores the cost of non-

producingCorrect Answer Traditional







3

Your Answer One market mix for target market , Number of pricing strategies , One distribution andpromotion strategy , Inventory and distribution costs are high


Correct Answer True

Your Answer False






Your Answer Deflation

True/FalseQuestion Companies apply a variety of price adjustment strategies to account for differences in

customer segments and situations.Correct Answer True

Your Answer False



Your Answer Response



Your Answer One thing of value , There is time and place of agreement , Two things of value ,Agreed upon conditions



Your Answer Debt , Risk , Equity , Return

4



Your Answer Lower price , Greater utility , Complexity , Compatability with society



Your Answer Law of demand



Your Answer Break even cost

Select The BlankQuestion ________ planning determines the number , location and ownership of warehouses.

Correct Answer Warehouse

Your Answer Storage



Your Answer Belonging , Hunger , Thirst , Recognition


Correct Answer Weight , Complexity , Perishability

Your Answer Complexity , Perishability , Weight , Buyer wants for a specific product

Multiple Choice Single AnswerQuestion When the quantity bought remains steady regardless of change in price, it is called

Correct Answer Price inelastic


Select The Blank

5

Question Demographic, cultural, political, natural etc combine to form ________ environment.


Your Answer Internal





Correct Answer True

Your Answer False


Correlation method Historical data Industry trade associations


Economic forecast Government Sales potential

Sales forecast Sales volume Historical data

Multiple Choice Single AnswerQuestion In this market, organisation acquires goods for the purpose of renting to others at profit

Correct Answer Reseller Market




Your Answer More dogs , Less dogs , Few stars , More stars

Select The BlankQuestion Concentration on that segment of market which has the maximum number of people is

called ________Correct Answer Market fallacy

6

Your Answer Market differentiation

True/FalseQuestion Staffing function applies to all company levels irrespective of levels of hierarchy

Correct Answer True

Your Answer False



Your Answer The additional cost of each unit of product , It ignores non price competition , Marginalrevenue is less than average revenue , It is useful for new products




True/FalseQuestion Survey of buyers' intentions technique is comparatively costly and the data gathered is

of questionable value.Correct Answer True

Your Answer False


products.Correct Answer False

Your Answer False






Your Answer Consumables , Durables , Services , Emergency

7



Your Answer Bust



Your Answer Population , Increase in buying power , Decrease in buying power , Buyer preferences

True/FalseQuestion Experimental research involves obtaining data from respondents in person, mail or by

phoneCorrect Answer False

Your Answer False


Correct Answer Need

Your Answer Need




1

MM assgn :38: Rajesh






Your Answer Belief







Others self concept How the person thinks others seehim

How the person thinks others seehim

Personality Deference, Autonomy Deference, Autonomy



Your Answer Strengths





2








Correct Answer True

Your Answer True



Your Answer Trade



Your Answer Sales

Multiple Choice Single AnswerQuestion In which stage of Product life cycle, brand choice is heavily influenced by reference group







Multiple Choice Single AnswerQuestion It helps an organisation to cope with future by setting objectives and making strategies to

3

achieve them

Correct Answer Planning


Multiple Choice Single AnswerQuestion The organisation focusses attention on one market segment and develops one marketing

mix for that segment.This is known as :Correct Answer Concentration


Multiple Choice Single AnswerQuestion "Image building" objectives are common in which type of market structure?





Your Answer True

Select The BlankQuestion ________ is a modern plant consisting of modules centered around a stage in the

production processCorrect Answer Flotilla concept




Your Answer Advertising , Mass media , Sales persons




True/FalseQuestion Marketer should keep company's mission and marketing objectives in mind while making

pricing decisions.

4

Correct Answer True

Your Answer True

True/FalseQuestion Internal records such as sales reports, cost and accounting information are expensive to

obtain.Correct Answer False

Your Answer False






Your Answer Money


Correct Answer True

Your Answer True



Your Answer Short



Your Answer Price

Multiple Choice Single AnswerQuestion It is the series of marketing institutions that help in moving the product from producer to

the ultimate user.Correct Answer Marketing channel

5

Your Answer Distribution











Your Answer Title




Multiple Choice Single AnswerQuestion Organisations that acquire goods and services that are sold/rented and supplied to others

Correct Answer Industrial Market



Correct Answer True

Your Answer True

True/FalseQuestion Group influence is weak both in product and brand choice in Decline stage of Product life

cycleCorrect Answer True

Your Answer True

6



Your Answer Electricity , Telephone , Material





Correct Answer Form

Your Answer Form

True/FalseQuestion Publicity is news carried in the mass media about a firm and its products, policies or

actions.Correct Answer True

Your Answer True







Multiple Choice Single AnswerQuestion In this pricing, prices are set high to benefit from the price quality relationship that exists

in many consumer's mindCorrect Answer Prestige pricing

Your Answer Prestige pricing

True/False

7

Question Formal planning provides clearer performance standards.

Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion This strategic posture takes the current industry structure and its future evolution as

given and then react to the opportunities the market offersCorrect Answer Adapters

Your Answer Shapers

True/FalseQuestion Rise and fall of interest rates has a major effect on consumer's decision to buy products

on creditCorrect Answer True

Your Answer True







Multiple Choice Multiple AnswerQuestion How does 'structure' reduce internal uncertainity arising out of human behaviour


Your Answer Forecasting , Control mechanism , Departmentalisation

Score Card

RegistrationNumber:

200406186

Name: Mayur HalakattiSubject: Marketing ManagementAssignment StatusAs On: 10/08/2005

Result for this Assignment

Assignment Date 10/08/2005

Number of Correct Questions 44

Number of Skipped Questions 1

Number of Wrong Questions 3

Total Questions attempted 48

Total Marks obtained 96 Out of 100.

Result Pass

Click here to view the list of attempted question and answers.

MM assgn :39: Mayur










Your Answer Drive



Your Answer False
















Multiple Choice Single AnswerQuestion This portfolio involves major capital investments which will result in either large pay offs

or large lossesCorrect Answer Big bets


Select The BlankQuestion ________ guides the development of advertisements and personal sales presentations.

Correct Answer AIDA

Your Answer AIDA


Correct Answer True

Your Answer True


Correct Answer True

Your Answer True



Your Answer True






Your Answer False

Select The BlankQuestion ________ is an important tool for planning and controlling the firm'a activities













Correct Answer Form

Your Answer Form

Multiple Choice Single AnswerQuestion Members of this group are average white and blue collar workers who aim for better

livingCorrect Answer Middle class













Your Answer Belief






Your Answer Factor


Correct Answer True

Your Answer True



Your Answer False





Correct Answer People with desires , People with willingness and ability to buy , People becomecustomer as they are authorised to buy

Your Answer People with desires , People with willingness and ability to buy , People becomecustomer as they are authorised to buy







Select The Blank

Question ________ is a bundle of physical, chemical and/or intangible attributes that has thepotential of satisfying customer wants.


Your Answer Product

Select The BlankQuestion ________ method is suitable for products with a stable demand pattern










Correct Answer True

Your Answer True








Correct Answer True

Your Answer True


Correct Answer True

Your Answer True



Your Answer Office rent , Insurance , Generator back up












Multiple Choice Multiple AnswerQuestion How does 'structure' reduce external uncertainity arising out of human behaviour

Correct Answer Research and planning , Forecasting





- 1 – mm assgn :40:

MM assgn :40: Saikat


Correct Answer True

Your Answer True









Your Answer High growth , Low share SBUs



Your Answer False




Multiple Choice Single AnswerQuestion Quantity discrepancy for a convenience product in a marketing channel is adjusted by :



- 2 – mm assgn :40:


Correct Answer Need

Your Answer Need





Correct Answer Form

Your Answer Form



Your Answer Sales




Multiple Choice Single AnswerQuestion It is the most influential primary reference group shaping a buyer's behaviour

Correct Answer Family

Your Answer Family



Your Answer Price


- 3 – mm assgn :40:

Correct Answer People with desires , People with willingness and ability to buy , People becomecustomer as they are authorised to buy

Your Answer People with desires , People with willingness and ability to buy , People becomecustomer as they are authorised to buy




Select The BlankQuestion ________ provides more information than Advertising and is relatively inexpensive.

Correct Answer Publicity

Your Answer Public relations




Select The BlankQuestion Concentration on that segment of market which has the maximum number of people is

called ________Correct Answer Market fallacy










- 4 – mm assgn :40:




Your Answer True












True/FalseQuestion Macro environment is composed of the major forces that pose opportunities and create

threat for the Co.Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Members of this group have attained a position through exceptional ability in their

profession or businessCorrect Answer Lower-Upper



- 5 – mm assgn :40:

Question What are fixed costs?






Multiple Choice Single AnswerQuestion It seeks to satisfy everybody in the market for a particular product category

Correct Answer Mass Marketing

Your Answer Mass Marketing


Correct Answer True

Your Answer True

Select The BlankQuestion The benefits of a change in process are defined in terms of ________ cost savings


Your Answer Labour








- 6 – mm assgn :40:



True/FalseQuestion Distribution costs are low when intermediaries are used in the channel.

Correct Answer True

Your Answer True



Your Answer Form








Correct Answer True

Your Answer True






- 7 – mm assgn :40:













Your Answer One market mix for target market , One distribution and promotion strategy




- 1 – mm assgn :41:

MM assgn :41: Seema


price, it is calledCorrect Answer Price inelastic






within the social systemCorrect Answer True

Your Answer False


Correct Answer Price cut causes revenue to increase , Price rise causes revenueto decrease

Your Answer Price cut causes revenue to increase , Price rise causes revenueto decrease


Correct Answer True

Your Answer True



Your Answer False



Your Answer Population , Increase in buying power , Decrease in buying power



Your Answer Good packaging , Coupon offers , Discounts


- 2 – mm assgn :41:


Your Answer Upswing



Pure competition Pure oligopoly




Oligopoly Monopoly



Multiple Choice Multiple AnswerQuestion How does 'structure' reduce internal uncertainity arising out of

human behaviourCorrect Answer Control mechanism , Departmentalisation





True/FalseQuestion Image building pricing objective reduces the price war among

competitor.Correct Answer True

Your Answer True


objectives in mind while making pricing decisions.Correct Answer True

Your Answer True




- 3 – mm assgn :41:



Your Answer Impulse





Correct Answer True

Your Answer True


Correct Answer Advertising effectiveness , Sales forecasting , Identifying markettrends

Your Answer Advertising effectiveness , Sales forecasting , Identifying markettrends









Your Answer Manufacturer , Customer , Middlemen


the reliability of test.

- 4 – mm assgn :41:

Correct Answer True

Your Answer True



Your Answer False

Multiple Choice Single AnswerQuestion This distribution limits intermediaries to one per given territory.












Multiple Choice Single AnswerQuestion The tool used for decision making in 'A range of futures' scenario

isCorrect Answer Technology forecasting

Your Answer Technology forecasting

Multiple Choice Single AnswerQuestion Producer--->Wholesaler--->Retalier--->Consumer is a common

channel for :Correct Answer Chocolates


True/FalseQuestion Executive judgement technique may be used to supplement other

techniquesCorrect Answer True

Your Answer False

- 5 – mm assgn :41:








Correct Answer Sales potential varies with country's general level of economicactivity , Market and sales potential is based on economicforecast , Number of units that a buyer buys is multiplied by thetotal number of potential buyers in that territory to arrive at totalsales

Your Answer Sales potential varies with country's general level of economicactivity , Market and sales potential is based on economicforecast , Economic forecasts are available from industry tradeassociations







Multiple Choice Single AnswerQuestion Members of this group perform unskilled work and are poorly

paid. They fall near the poverty lineCorrect Answer Upper-Lower




- 6 – mm assgn :41:






Correct Answer 9

Your Answer 9




Multiple Choice Single AnswerQuestion They are homogeneous and enduring divisions in a society which

are hierarchically ordered and his members have similar interestsand behaviour

Correct Answer Social class



ignores the cost of non-producingCorrect Answer Traditional








- 7 – mm assgn :41:



Your Answer Indirect



Your Answer Goods



Your Answer Plans


Correct Answer True

Your Answer True

- 1 – mm assgn :42:

MM assgn :42: Hemant

Multiple Choice Multiple AnswerQuestion The micro-environment consists of following

components:Correct Answer Customers , Competitors , Marketing intermediaries

Your Answer Competitors , Marketing intermediaries , Customers






Your Answer True

True/FalseQuestion The greater the number of substitutes for a product,

the less price elastic is its demand.Correct Answer False

Your Answer True

Select The BlankQuestion In ________ pricing buyers pay different prices under

the same conditions , in the same quantities and atthe same time

Correct Answer Variable




Your Answer Customer mix , Supplier mix , Buyer mix

Multiple Choice Single AnswerQuestion Prosperity stage in business cycle is also called

Correct Answer Boom

Your Answer Boom


- 2 – mm assgn :42:

Question What factors constitute natural environment?




Correct Answer Assumes factory as an isolated entity , It measuresonly the cost of producing

Your Answer Assumes factory as an isolated entity , It measuresonly the cost of producing , It uses time as a unit ofmeasure



Your Answer False

Select The BlankQuestion ________ is an important tool for planning and

controlling the firm'a activitiesCorrect Answer Sales Forecast


Multiple Choice Single AnswerQuestion It refers to the relatively more durable company

arrangements and relationshipsCorrect Answer Structure




Your Answer Quality difference



Your Answer Product


- 3 – mm assgn :42:


Your Answer Action

Multiple Choice Single AnswerQuestion Marketer has no control over setting the price in which

type of market structure?Correct Answer Competition


Multiple Choice Single AnswerQuestion Marketer tries to seek what kind of response from the

other party?Correct Answer Behavioural







Your Answer Drives , Response , Discrimination

Select The BlankQuestion Japan's major productivity gains are the results of

social changes brought about by ________Correct Answer Statistical quality control


True/FalseQuestion Sales contests, consumer contests are examples of

public relations.Correct Answer False

Your Answer True



Your Answer True

- 4 – mm assgn :42:



Your Answer Cash rebates , Promotional allowance , Damagedgoods allowance



Your Answer Market segmentation , Market positioning ,Marketing mix



Your Answer Taste , Touch, Ear



Your Answer False



Your Answer True


handling products together constitutes ________concept.


Your Answer Variable cost



Your Answer Industrial market , Consumer market , Governmentmarket

- 5 – mm assgn :42:


Ballast business Fit well but low opportunities Misfit with understanding of criticalsuccess factors


Difference between desired andprojected performance




________, implementation and control.Correct Answer Planning





Select The BlankQuestion ________ is some characteristic of people in the

market that helps in dividing it.Correct Answer Factor

Your Answer Segment


products.Correct Answer Multi use







- 6 – mm assgn :42:






Your Answer Basic stock


competitor.Correct Answer Pure monopolist


Multiple Choice Single AnswerQuestion The tool used for decision making in ' The alternate

futures ' scenario isCorrect Answer Option Valuation model

Your Answer Scenario planning



Your Answer False



Your Answer Prestige , Variable , Leader

True/FalseQuestion The super structure indicates ways in which company's

tasks are integrated or coordinatedCorrect Answer True

Your Answer True

True/FalseQuestion Executive judgement technique may be used to

supplement other techniquesCorrect Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Mr "X" has recently been chucked out from his job and

is now searching for a new one.His unemployment iscalled

- 7 – mm assgn :42:

Correct Answer Functional

Your Answer Cyclical




Select The BlankQuestion ________ provides more information than Advertising

and is relatively inexpensive.Correct Answer Publicity


Select The BlankQuestion The onus of advertising, pricing and sales promotion

policies is put on ________ distribution.Correct Answer Exclusive





Your Answer Exchange , Transaction , Transfer


compose the market and to develop specific product for each of thesegroups.


Your Answer True



Your Answer True



Your Answer Macro


Correct Answer True

Your Answer True




Select The BlankQuestion Wholesalers and retailers help manufacturer in carrying ________

flow to final buyers.Correct Answer Title

Your Answer Title

Select The Blank

Question Firm's that lack promotional skills rely on ________ for promotionalpush.








Your Answer Drives , Response , Discrimination


Correct Answer True

Your Answer True



Your Answer Objectives, Strategies, Situation assessment, Organisation mission ,Resources










True/FalseQuestion Market oriented organisation do not need to prepare a marketing mix

for a product that offers few consumer benefitsCorrect Answer True

Your Answer False



Your Answer Safety stock











Correct Answer True

Your Answer True










Multiple Choice Single AnswerQuestion This strategic posture plays a leadership role in establishing how the

industry operatesCorrect Answer Shapers








Multiple Choice Single AnswerQuestion These items are directly bought by industrial buyers from producers

rather than the middlemenCorrect Answer Expensive


True/FalseQuestion Group influence is weak both in product and brand choice in Decline

stage of Product life cycleCorrect Answer True

Your Answer True




True/FalseQuestion "To increase the market share of our product" .Is it a well defined

objective?Correct Answer False

Your Answer False

Multiple Choice Single AnswerQuestion In this market, organisation acquires goods for the purpose of renting

to others at profitCorrect Answer Reseller Market



Correct Answer Assumes factory as an isolated entity , It measures only the cost ofproducing

Your Answer Assumes factory as an isolated entity , It measures only the cost ofproducing , It uses time as a unit of measure






Your Answer Policy

Multiple Choice Single AnswerQuestion In which phase of production era, the producer and consumer are the

same ?Correct Answer Subsistence


Match The Following








Your Answer True



Your Answer Research and planning , Departmentalisation



Your Answer Cost-trade off is achieved






Your Answer Form of government adopted , Government stability



Your Answer Sales





Question Beliefs are based on



Select The BlankQuestion ________ is seen as an integral process that converts materials into

goodsCorrect Answer Systems

Your Answer Systems



Your Answer False






expensive to obtain.Correct Answer False

Your Answer False



Your Answer True












Your Answer Push money allowance , Promotional allowance











Correct Answer The additional cost of each unit of product , It ignores non price competition, Marginal revenue is less than average revenue

Your Answer The additional cost of each unit of product , It is useful for new products






Your Answer Sales forecasting , Identifying market trends

Select The BlankQuestion ________ is a modern plant consisting of modules centered around a stage

in the production processCorrect Answer Flotilla concept



of test.Correct Answer True

Your Answer True






Your Answer Identifies quality and productivity from a production process , Identifiesimpact of any change on performance , Instantly spots malfunctions andshow where they occur

Multiple Choice Single AnswerQuestion The producer works closely with middlemen to ensure total satisfaction of

the buyer.Correct Answer Indirect channel



Correct Answer Number of consumers are more , Consumers buy smaller quantities , Buyingpatterns of consumers is easy to detect.

Your Answer Number of consumers are more , Consumers buy smaller quantities

True/FalseQuestion Marketing and production costs are high in multi-segment strategy

Correct Answer True

Your Answer True





Correct Answer Time

Your Answer Time




Select The Blank

Question ________ allowance is used to communicate about the values of the productand special event






True/FalseQuestion Product variety marketing presents different choices to set the companys'

product apart from competitors.Correct Answer True

Your Answer True



Your Answer True



Your Answer True














Your Answer Market attractiveness , Profit margin , Competition level


marketing functionsCorrect Answer Trade discount






and threatsCorrect Answer Organisational assessment












Question " When to order" is called





Your Answer Belief



Your Answer False

Multiple Choice Multiple AnswerQuestion The external sources of Primary data are :



True/FalseQuestion Marketing strategies are developed to support broad marketing objectives

Correct Answer True

Your Answer True


Correct Answer Capital , Machine




Your Answer Price


gathered is of questionable value.Correct Answer True

Your Answer True





Many sellers and buyers and noneof them have much effect on thetotal demand,supply and product'smarket price


Only one seller and no competitionpermitted legally

Monopoly Monopoly


Oligopoly Oligopoly



Multiple Choice Single AnswerQuestion It is the process of buying out the product developed by someone else

Correct Answer Acquisition


1

MM imp things r:types of utilitiesstages of devpt: recession(slow down),prosperity(boom),depression(bust),recovery(upswing)types of market: pure monopoly, monopolistic,perfect, oligopolydiversificationstars, dogs, ?marks and cash cowstypes of envt.types of classes like upper-upper etctypes of mktsclasses of consumer productsaquisitions, mergersintegrationphysical distributionaidachapter 14 and 16

anyways plz go thr these topics and thr the assignmnets u will be able to clear the subject.any other help u require do let me know or call me at 9892867547.

rgds,shagun gupta

**********************************************************************************

Hi everyone,yesterday I gave Marketing Mgt. i fared well but surprisingly most of the questions were not fromassignments.Match the foll was on types of pricing b)internal data, secondary data, external data and primary data.

most of the questions were on types of market, diversification, horizontal and vertical integration.

true or false were easy.

my next paper is strategic on monday.but guys i am bit tensed abt financial scheduled on 23 july and production scheduled on 30 july. any tipsto study these subjects.

rgds,shagun

************************************************************************************

Hi Everyone!Today i had given my MM exam and its went fine...The paper was ok, not too simple as the SM was...i was sure abt answers of some ques but i had gr8 dealof uncertainty for some questions too...prob bcz i jst studied was last two days....I think the person whohad good conceptual knowledge abt subject can crack it easily...I had already uploaded assigments under the MM folder of file section....its having .rar ext ...if anyone hadprob opening it do let me know....will fwd the same in zip format..Guys reg questions, do concentrate on assignments mostly..... u got questions ard the assignment setonly...Some questions, i can recall are:-(1) Pure competition/monopoly/monopolistic(2) Law of demand(3) Vertical Integration/segmentation(4) Promotion:-3 charterstics

2

(5)When does marketing started in japan;----17th cen(6)during the life cycle of product :----price is concerned(7) Types of convenience goods(8) Reagrding Message/Channel(9) one on noise/symbols(10) which of these are SBU :--dogs,star,cah cowsChalo guys...wish u all good luck..My next exam is MIS on next monday(25th july)Enjoy:)Parmeet(9892294923)

Hi

I did marketing management yesterday. it wasnt too easy. i guess thats coz i didnt study much. i'm sure uguys will do fine if u go thru the study material properly... neways i found some of the questions kindaconfusing and since i wasnt sure of the answers, i had to settle for makin intelligent guesses(!!). I got twonumericals. ...calculation of basic stock and reorder point. its easy stuff. . .but it might be worth it tobrush up on how to calculate the EOQ...just in case they ask...

some of the questions i got were from..

types of organisational marketsMISmarket segmentationtarget marketssocial and cultural factors influnecing consumer behaviourtest marketingpromotion mixtypes of productscommunication processtypes of pricing

all the best folks..

cheers

carissa

hi guys,what's up. i gave my fm today. paper had abt 6-7 numericals on ratios.match the foll was very bad.infact the paper was not that easy. most of the questions were on

commercial papercommitteesshares

rgds,shagun








Direct negotiation withone or more companiescovering project andterms








Your Answer True



Your Answer False




True/False

Question Product, place and promotion elements in the marketing mixare viewed as cost factors.

Correct Answer True

Your Answer False

Select The BlankQuestion The demand for a product is ________ when price cut

causes revenue to increase.Correct Answer Price elastic






products.Correct Answer Multi use



Correct Answer True

Your Answer True



Your Answer Habits





producing and marketing and then add a percentage of

profits. This orientation is called:

Correct Answer Cost

Your Answer Demand











This is the total numberof product lines.




Organisation mission , ResourcesYour Answer Strengths , Objectives, Strategies, Situation assessment,









are located close by.


Your Answer False


is put on ________ distribution.Correct Answer Exclusive



Correct Answer True

Your Answer True















Your Answer Product

Select The BlankQuestion ________ exists when a few large independent firm

accounts for bulk of an industry's sales.Correct Answer Oligopoly










Your Answer Stimuli













Multiple Choice Single AnswerQuestion This distribution is necessary for most shopping and

speciality goods.Correct Answer Selective




Your Answer True


result in either large pay offs or large lossesCorrect Answer Big bets



Correct Answer Identifies quality and productivity from a production process ,Identifies impact of any change on performance , Instantlyspots malfunctions and show where they occur



________, implementation and control.Correct Answer Planning





Multiple Choice Single AnswerQuestion These are moves that will pay off irrespective of what

happens in the futureCorrect Answer No-regret moves










Your Answer False



Correct Answer Form

Your Answer Form



Your Answer Pepsi












Your Answer Sales


Question Marketer tries to seek what kind of response from the otherparty?













within the social systemCorrect Answer True

Your Answer False


Correct Answer True

Your Answer True






Your Answer Special









Your Answer False


Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Lead time for a product is 10 days and usage rate is 6 units/day.

Reorder point will be …Correct Answer 60 units







Your Answer Product



Your Answer False


satisfaction(each unit adds to total satisfaction), is less than theprevious unit. This is called









Select The BlankQuestion In ________ pricing buyers pay different prices under the same

conditions , in the same quantities and at the same timeCorrect Answer Variable


















Correct Answer Objectives, Strategies, Situation assessment, Organisationmission , Resources , Opportunity

Your Answer Opportunity , Objectives, Strategies, Situation assessment,Organisation mission , Resources

















Your Answer True



Your Answer False





renting to others at profitCorrect Answer Reseller Market
















Your Answer True







Select The Blank

Question The benefits of a change in process are defined in terms of________ cost savings





Your Answer True


middlemen is calledCorrect Answer Trade promotion





Correct Answer Form

Your Answer Form



Your Answer Pepsi












Your Answer Sales








Select The BlankQuestion ________ concept increases the efficiency of economic

systemCorrect Answer Marketing







Your Answer False


concept.Correct Answer True

Your Answer True





________ products.



Your Answer Special









Your Answer False


Correct Answer True

Your Answer True


units/day. Reorder point will be …Correct Answer 60 units








Your Answer Product



Your Answer False


amount of satisfaction(each unit adds to total satisfaction), isless than the previous unit. This is called










same conditions , in the same quantities and at the same timeCorrect Answer Variable











Cash discount Given for payingpromptly

Given for payingpromptly








factors:Correct Answer Objectives, Strategies, Situation assessment, Organisation

mission , Resources , OpportunityYour Answer Opportunity , Objectives, Strategies, Situation assessment,





Strategies How to achieveobjectives

How to achieveobjectives

Policies Constraints that limitsthe alternatives available









Question The external sources of Primary data are :





Your Answer True



Your Answer False




Multiple Choice Single AnswerQuestion In this market, organisation acquires goods for the purpose

of renting to others at profitCorrect Answer Reseller Market










Question Characteristics for effective market segmentation are:








Your Answer True












Your Answer True



Question Manufacturers offering variety of price promotions to theirmiddlemen is called



2nd Copy

a







Your Answer True



Your Answer Selling




Your Answer Optimisation concept , Total cost concept , Inventory carryingcost concept











channel.Correct Answer True

Your Answer False


channel is adjusted by :Correct Answer Retailer





Select The Blank


Question ________cost accounting measures the cost of producing andignores the cost of non-producing

Correct Answer Traditional




Your Answer Labour



Your Answer Technology , Machine






Marketing Selling








Your Answer False













Your Answer False











Correct Answer Form





Your Answer Price cut causes revenue to increase


horizontal and vertical dimensions.Correct Answer True

Your Answer True



Your Answer False



Your Answer Message






Your Answer False

True/FalseQuestion Marketing and production costs are high in multi -segment


Your Answer True










Your Answer Goods


Correct Answer True

Your Answer True








studied to determine if they can be made by cheaper methods ofproduction



True/False




Your Answer False


solutions to marketing problemsCorrect Answer Historical




Your Answer Safety





changes brought about by ________Correct Answer Statistical quality control




Your Answer Market targeting , Market segmentation , Market positioning















3rd Copy








Direct negotiation with oneor more companiescovering project and terms









Your Answer True



Your Answer False






Your Answer False











Correct Answer True

Your Answer True




Your Answer Habits





producing and marketing and then add a percentage of profits.This orientation is called:

Correct Answer Cost

Your Answer Demand















Your Answer Strengths , Objectives, Strategies, Situation assessment,Organisation mission , Resources










Your Answer False


put on ________ distribution.Correct Answer Exclusive



Correct Answer True

Your Answer True







Select The Blank


Question An organisational assessment uncovers________








Your Answer Product












Your Answer Stimuli



















Your Answer True

Multiple Choice Single AnswerQuestion This portfolio involves major capital investments which will result

in either large pay offs or large lossesCorrect Answer Big bets



Correct Answer Identifies quality and productivity from a production process ,Identifies impact of any change on performance , Instantly spots


malfunctions and show where they occur

















True/FalseQuestion Shorter production runs are required to produce large number of

products in multi-segment strategyCorrect Answer True

Your Answer False

4th Copy





Your Answer True



Your Answer SBU





Correct Answer Low

Your Answer High



Your Answer Correlation


Correct Answer True

Your Answer True


company analysis without using psychological models of humanbehaviour

Correct Answer Culture


Your Answer Role


performing marketing functionsCorrect Answer Trade discount







Your Answer True



Your Answer Greater






Your Answer Inventory obsolescence , Transportation


Air-freight It is the best quality typeof transportationavailable.

The advantage is speedand flexibility in carryingsmall loads.


Inventory carrying cost It increases as thequantity orderedincreases.


Order processing cost It decreases as thequantity orderedincreases.

It decreases as thequantity orderedincreases.

Pipe-line It is used to transportpetroleum products torefineries.

It is used to transportpetroleum products torefineries.



Your Answer Sold on basis of benefits , Mechanised and automated





Correct Answer Simple trend analysis , Time series analysis , Correlationmethod







Your Answer True



Your Answer Values



Correct Answer True

Your Answer True






Your Answer Decline









Your Answer Objectives , Process and feedback , Profits




True/False


Question Communicating with middlemen requires information which isdifferent to the information required in communicating with thefinal buyers.

Correct Answer True

Your Answer True



Your Answer False






Your Answer False


action tendencies towards objectCorrect Answer Attitudes








Select The Blank


Question Modern Accounting uses ________ as a unit of measure

Correct Answer Time

Your Answer Time






Your Answer True





seasonal fluctuations and long term fluctuationsCorrect Answer Time Series Analysis




Your Answer True





A means by which sourcecommunicates themessage

Decoding Interpreting the message Putting meaning to


by receiver symbols conveyed asmessages





Your Answer Special





estimating the number of units of a product category that abuyer buys from all suppliers multiplied by the number ofpotential buyers in that territory








Your Answer Variable Price , Fixed price and incentive


flexibilityCorrect Answer Standardisation


5th Copy




rise results in fall in quantity sold. This demand is calledCorrect Answer Price elastic



Correct Answer True

Your Answer True





the product from producer to the ultimate user.Correct Answer Marketing channel






to MarketingCorrect Answer Market Research

Your Answer Management Information System(MIS)


competitor.








Correct Answer True

Your Answer True





Correct Answer True

Your Answer True






Your Answer Costs









and develops one marketing mix for that segment.This isknown as :

Correct Answer Concentration



are located close by.Correct Answer False

Your Answer False

5th Copy














Your Answer AIDA




Select The BlankQuestion Product means the ________ and services the company

offers the target market.Correct Answer Goods

Your Answer Goods









Your Answer True



Your Answer Marketing mix , Customer mix , Supplier mix









related to MarketingCorrect Answer Market Research

Your Answer Market Research

Select The BlankQuestion ________ identifies the impact of any change on

performanceCorrect Answer Statistical quality control






Historical research Uses past experiences tofind solutions

Uses past experiences tofind solutions



Experimental research One factor is constant andholding other factors

One factor is constant andholding other factors






Your Answer Market segmentation , Market targeting


Correct Answer True

Your Answer True






Your Answer Systems








Marketing Marketing





internal and external dataCorrect Answer Recurrent data system(RDS)







Multiple Choice Multiple AnswerQuestion Income,occupation,education, age,marital status are factors

of which type of segmentation?Correct Answer Geographic , Demographic






respondents in person, mail or by phoneCorrect Answer False

Your Answer False






Your Answer Family

True/FalseQuestion Survey of buyers' intentions technique is comparatively

costly and the data gathered is of questionable value.Correct Answer True

Your Answer True


becomes more concrete in which stages?


Correct Answer Test marketing , Commercialisation , Product development



of human behaviourCorrect Answer Control mechanism , Departmentalisation




Your Answer False




True/FalseQuestion Marketing strategies are developed to support broad

marketing objectivesCorrect Answer True

Your Answer True



Your Answer Price

Multiple Choice Single AnswerQuestion It sets a sales performance standard against which actual

sales results can be compared with potential salesCorrect Answer Sales forecast






True/FalseQuestion Product concept testing through physical presentation

increase the reliability of test.Correct Answer True

Your Answer True





for decision makingCorrect Answer Information







Your Answer False



Your Answer True




Select The Blank



Correct Answer Less

Your Answer Less


Correct Answer Form

Your Answer Form

6th Copy







Your Answer True




Few sellers but accountfor bulk of industry's sales

Oligopoly Oligopoly

Many sellers and buyersand each seller's offeringis somewhat different thanothers




Select The Blank


Question The cost of warehousing, transportation, inventory and handlingproducts together constitutes ________ concept.




becomes more concrete in which stages?Correct Answer Test marketing , Commercialisation , Product development












ownership of warehouses.Correct Answer Warehouse







Correct Answer Methodology , Function







Your Answer True





Industrial buying processCorrect Answer Personal selling



price elastic is its demand.Correct Answer False

Your Answer True







Your Answer False



Your Answer True

















Correct Answer True

Your Answer True













Your Answer False






Your Answer False




True/FalseQuestion Marketing and production costs are high in multi -segment


Your Answer True




Your Answer Sales







Multiple Choice Single AnswerQuestion It refers to formal and informal rules, regulations and procedures

that complements the company structureCorrect Answer Systems

Your Answer Systems






Your Answer Market targeting , Market segmentation







Your Answer Form






Your Answer Identifies quality and productivity from a production process ,Identifies impact of any change on performance , Instantly spotsmalfunctions and show where they occur





which type of segmentation?Correct Answer Geographic , Demographic


Multiple Choice Single AnswerQuestion This involves developing two or more market strategies for two

or more market segmentsCorrect Answer Multi-segmentation



Correct Answer One market mix for target market , One distribution andpromotion strategy

Your Answer One market mix for target market , One distribution andpromotion strategy


stock is 150 units. The usage rate of the product is 5 units/dayand lead time is of 10 days. Calculate the basic stock.









Correct Answer Prestige , Odd , Leader





True/FalseQuestion Product variety marketing presents different choices to

set the companys' product apart from competitors.Correct Answer True

Your Answer True

True/FalseQuestion Marketer discourages his brand users for brand

switching.Correct Answer True

Your Answer False


Correct Answer One market mix for target market , One distributionand promotion strategy

Your Answer One market mix for target market , One distributionand promotion strategy


Exclusive Assortment Carrying the line ofonly one manufacturer





Direct negotiation withone or more companiescovering project andterms

Deep Assortment Carrying a product Carrying a product

family in depth,drawing on manyproducer's output

family in depth,drawing on manyproducer's output




Historical research Uses past experiencesto find solutions

Uses past experiencesto find solutions



Experimental research One factor is constantand holding otherfactors

One factor is constantand holding otherfactors


He opts for :-Correct Answer Diet coke





Select The BlankQuestion ________ research involves using past experiences to

find solutions to marketing problemsCorrect Answer Historical


Multiple Choice Single AnswerQuestion "Image building" objectives are common in which type

of market structure?Correct Answer Oligopoly



utilityCorrect Answer Possession




Your Answer False

Multiple Choice Single AnswerQuestion It identifies opportunities for and threats to the

organisationCorrect Answer Environmental assessment



consideration seasonal fluctuations and long termfluctuations



Multiple Choice Multiple AnswerQuestion How does 'structure' reduce internal uncertainity

arising out of human behaviourCorrect Answer Control mechanism , Departmentalisation


True/FalseQuestion Internal records such as sales reports, cost and

accounting information are expensive to obtain.Correct Answer False

Your Answer False

True/FalseQuestion Companies have strenghts in a number of areas but

their key strength are few in numberCorrect Answer True

Your Answer True










Multiple Choice Single AnswerQuestion Mission statements for marketing oriented organisation

are framed in terms of :Correct Answer Customer want satisfaction

Your Answer Customer want satisfaction



Your Answer Sales

Multiple Choice Single AnswerQuestion Marketer tries to seek what kind of response from the

other party?Correct Answer Behavioural





Select The BlankQuestion Module of Flotilla strikes an optimum balance of

________ and flexibilityCorrect Answer Standardisation




Your Answer Market segmentation , Marketing mix




Select The BlankQuestion The demand for a product is ________ when price cut

causes revenue to increase.Correct Answer Price elastic







Your Answer Knowledge , Practicality , Faith

Multiple Choice Single AnswerQuestion It is the relative difficulty in understanding or using the

productCorrect Answer Complexity

Your Answer Complexity








Correct Answer Form

Your Answer Form

True/FalseQuestion Changes in consumer's buying patterns affects

channel's horizontal and vertical dimensions.Correct Answer True

Your Answer True




Select The BlankQuestion ________ product is sold for use in producing other

goods or servicesCorrect Answer Industrial


Select The BlankQuestion Product ________ plays a major role in distribution

strategy.Correct Answer Awareness




Your Answer True

True/False

Question Change in company's strategy gives rise to problemsnecessitating a new structure to be made

Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion It is a reduction in list price that helps marketer to

adjust actual price without changing published listprices

Correct Answer Discounts








True/FalseQuestion Image building pricing objective reduces the price war

among competitor.Correct Answer True

Your Answer True




Select The BlankQuestion Concentration on that segment of market which has

the maximum number of people is called ________Correct Answer Market fallacy



Select The BlankQuestion A speciality product is ________ intensively distributed

than a shopping productCorrect Answer Less

Your Answer Less

True/FalseQuestion Survey of buyers' intentions technique is

comparatively costly and the data gathered is ofquestionable value.

Correct Answer True

Your Answer True

True/FalseQuestion Companies apply a variety of price adjustment

strategies to account for differences in customersegments and situations.

Correct Answer True

Your Answer True

Multiple Choice Single AnswerQuestion Marketer has no control over setting the price in which

type of market structure?Correct Answer Competition




Your Answer False

Select The BlankQuestion ________ allowance is used to communicate about the

values of the product and special eventCorrect Answer Promotion


True/FalseQuestion Marketing and production costs are high in multi-

segment strategyCorrect Answer True

Your Answer True



Your Answer Eggs, Bread , Cement

True/FalseQuestion In pure competition many sellers and buyers are there

and have major effect on demand and supply of theproduct's market price


Your Answer False



Your Answer Push money allowance , Cash rebates , Promotionalallowance , Damaged goods allowance


________ productsCorrect Answer Impulse

Your Answer Impulse

True/FalseQuestion Augmented product includes the actual product plus

any additional services such as maintenance,intallation etc.

Correct Answer True

Your Answer True





















Your Answer Not consistent

Select The BlankQuestion Buyer's response in ________ method may not be

applicable in other marketsCorrect Answer Market tests







Your Answer Demand

Multiple Choice Multiple AnswerQuestion Income,occupation,education, age,marital status are

factors of which type of segmentation?Correct Answer Geographic , Demographic







Decoding Interpreting themessage by receiver

Interpreting themessage by receiver



Select The BlankQuestion ________ distribution is used when a small percentage

of customers account for a large part of sale.Correct Answer Selective





Multiple Choice Single AnswerQuestion Higher the perceived quality of the product, higher will

be the perceived price. Such products are called:Correct Answer Prestige


Select The Blank

Question ________ concept increases the efficiency of economicsystem




Correct Answer Identifies quality and productivity from a productionprocess , Identifies impact of any change onperformance , Instantly spots malfunctions and showwhere they occur

Your Answer Identifies quality and productivity from a productionprocess , Identifies impact of any change onperformance , Instantly spots malfunctions and showwhere they occur

Select The BlankQuestion ________cost accounting measures the cost of

producing and ignores the cost of non-producingCorrect Answer Traditional

Your Answer Modern





Correct Answer 9

Your Answer 4






Marketing Marketing





Consumer to producer Backwardcommunication

Backwardcommunication




True/FalseQuestion Executive judgement technique may be used to

supplement other techniquesCorrect Answer True

Your Answer True




Multiple Choice Single AnswerQuestion Deciding on the number of intermediaries to be

employed by a producer is called:Correct Answer Intensity distribution

Your Answer Exclusive distribution

Select The BlankQuestion ________ directs the flow of goods and services from

the producer to the ultimate consumerCorrect Answer Marketing

Your Answer Selling

Multiple Choice Multiple AnswerQuestion The areas which become active after promotion

budgets have been set and funds are allocated topromotion mix elements.

Correct Answer Sales management , Advertising



materials into goodsCorrect Answer Systems

Your Answer Systems


mission and objectivesCorrect Answer SBU

Your Answer Strategic planning

True/FalseQuestion Indirect channels for industrial products are longer

than consumer product channels.Correct Answer False

Your Answer False


Correct Answer Sales potential varies with country's general level ofeconomic activity , Market and sales potential is basedon economic forecast , Number of units that a buyerbuys is multiplied by the total number of potentialbuyers in that territory to arrive at total sales

Your Answer Sales potential varies with country's general level ofeconomic activity , Market and sales potential is basedon economic forecast , Number of units that a buyerbuys is multiplied by the total number of potentialbuyers in that territory to arrive at total sales

Multiple Choice Single AnswerQuestion Which is the shortest marketing channel for an

industrial product?Correct Answer Producer--->Industrial user





True/FalseQuestion Warehouses are needed when supply sources and

markets are located close by.


Your Answer False

Marketing ManagementTopic Page No

1 Marketing 12 utility 33 process of satisfaction 44 production era 55 sales era 66 marketing era 77 elements of business system 108 marketing concept 119 business cycle 18

10 inflation and disinflation 1811 unemployment 1912 competitive environment 2013 types of market structure 2014 oligopoly , pure , monolistic 2115 technological environment 2216 socio cultural environment 2317 environmental monitoring 2318 management process 2919 strategic organizational planning 3120 situation assessment 3221 organizational mission 3322 BCG model 3523 marketers as problem solvers and decision makers 4324 Marketing research 4725 consumer behaviour 5826 consumer buyer behaviour 5827 cultural factors 5928 social factors 6029 social classes 6130 personal factors 6331 psychological factors 6532 family life cycle 6633 buying decision process 6834 stage model of buying process 6935 consumer information sources 6936 evaluation of alternatives 7037 purchase decision 7138 industrial market 7839 demand 7940 purchasing 8041 reciprocity 8042 leasing 8043 buying decisions 8044 reseller market 8245 best vondor situation 8346 government market 8347 market segmentation 8948 markets 8949 strategies for identifying target markets 90

50 Market matching strategies 9151 mass market 9152 market segmentation 9153 concentration strategy 9254 multi segment strategy 9355 segmentation variables 9456 segmentation 9557 targeted marketing 10158 segmentation strategy 10259 competitors positions 10460 evaluate market segments 10661 forecasting 10862 marketing mix 115, 11963 developing growth strategy 11564 porduct market expansion grid 11665 company marketing strategy 11766 Four Ps of Marketing mix 12067 product 12568 product classification 12769 services 13070 characteristics of services 13071 product life cycle 131, 21072 adoption and diffusion process 13373 product line 13674 cannibalization 13775 new product developing strategy 14376 stages in new product development 14577 commercialization 14778 marketing channels 15579 utility 15680 central market increase exchange efficiency 15781 discrepancy 15782 channel structure 15883 indirect channel 15984 channel integration and expansion 16085 criteria for choosing districution channels 16386 market coverage 16387 determining the quantity and quality of intermediaries 16488 channel management , planning 16689 middlemen 167, 15690 physical distribution 17191 cost trade-off concept 17392 optimization concept 17393 warehousing 17494 inventory control subsystem 17595 order quantity 17696 modes of transportation 17897 promotion effort 18398 cummunication process 18499 cummunication channel 185

100 promotion mix 188101 promotion activities 188

102 promotion effort 191103 promotion budget 191104 advertising 192105 price determination 199106 price 200107 non price competition 201108 systems view of pricing 202109 setting list price 203110 profit 204111 law of demand 205112 elasticity 208113 breakeven analysis 212114 marginal analysis 214115 proft maximization 215, 237116 price administration 220117 discount 220118 allowance 222119 price policy 223,224120 pricing 223, 225121 price flexibility 224122 pricing concepts 231123 Beliefs & Attitudes 67124 shake out 204125 price stabilization 204126 AIDA 192127 staffing128 RDS 46129 SBU 35130 orientation 202131 distribution 164132 total cost 173133 logistic 179134 assortment 82135 reseller market 82



Correct Answer Instantly spots malfunctions and show where they occur , Identifiesquality and productivity from a production process , Identifies impact ofany change on performance

Your Answer Identifies quality and productivity from a production process , Identifiesimpact of any change on performance , Integrates manufacturing withbusiness strategy



Your Answer Message











Correct Answer Low

Your Answer Low

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Marketing Marketing










dividing it.Correct Answer Factor

Your Answer Age




True/FalseQuestion Internal records such as sales reports, cost and accounting information

are expensive to obtain.Correct Answer False

Your Answer False

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Your Answer The additional cost of each unit of product , Marginal revenue is lessthan average revenue , It is useful for new products

Multiple Choice Single AnswerQuestion Maximum number of new product ideas come from



Select The BlankQuestion In ________ pricing buyers pay different prices under the same

conditions , in the same quantities and at the same timeCorrect Answer Variable



Correct Answer True

Your Answer True


Correct Answer Atleast two parties , Each party is capable of communication anddelivery , Each party has something that might be of value to the otherparty

Your Answer Atleast two parties , Each party is capable of communication anddelivery , Each party has something that might be of value to the otherparty





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Question The price of a product is determined by estimating the cost of producingand marketing and then add a percentage of profits. This orientation iscalled:

Correct Answer Cost

Your Answer Cost



Your Answer Market attractiveness , Business strength , Competition level


Correct Answer Form

Your Answer Form









Your Answer Sales



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Multiple Choice Single AnswerQuestion In which phase of production era, the producer and consumer are the

same ?Correct Answer Subsistence



Correct Answer Myths , Rituals , Rites




Your Answer True

Multiple Choice Single AnswerQuestion To avoid price competition, Marketer will set which of the following

price?Correct Answer At market level

Your Answer At market level



Your Answer Impulse



Your Answer False

True/False

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Question Product concept testing through physical presentation increase thereliability of test.

Correct Answer True

Your Answer True



Your Answer Belief

Multiple Choice Single AnswerQuestion Quantity discrepancy for a convenience product in a marketing channel

is adjusted by :Correct Answer Retailer

Your Answer Producer









Your Answer True



Your Answer False

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True/FalseQuestion The demand for necessities tends to be more price elastic than the

demand for luxury products.Correct Answer False

Your Answer True



Your Answer Status















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How the person thinks otherssee him



Correct Answer True

Your Answer True

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Multiple Choice Single AnswerQuestion 4p's of of Marketing should be considered in conjunction with

Correct Answer 4C's

Your Answer 4C's



Your Answer False





Correct Answer True

Your Answer True

Select The BlankQuestion ________ is seen as an integral process that converts materials into

goodsCorrect Answer Systems

Your Answer Systems

Multiple Choice Single AnswerQuestion It is the process of influencing one's behaviour by sharing ideas,

feelings and information.Correct Answer Communication

Your Answer Communication


flexibility




compose the market and to develop specific product for each of thesegroups.


Your Answer True



Your Answer True











income is calledCorrect Answer Inflation











Your Answer Data





businesses outside of their current line.Correct Answer False

Your Answer False















Your Answer True


This refers to the number ofproduct items within eachproduct line.




This is a group of productsthat are related.






Your Answer True




True/False

Question "Promotion" is considered in conjunction with "Convenience" .


Your Answer False




Multiple Choice Single AnswerQuestion Mr "X" has recently been chucked out from his job and is now searching

for a new one.His unemployment is calledCorrect Answer Functional






productCorrect Answer Less

Your Answer Less



Your Answer Market targeting , Market positioning , Marketing mix










Multiple Choice Single AnswerQuestion The price of a product is determined by estimating the cost of producing

and marketing and then add a percentage of profits. This orientation iscalled:

Correct Answer Cost

Your Answer Cost



Your Answer Option Valuation model


objectivesCorrect Answer True

Your Answer True















Your Answer False






Your Answer Office rent , Generator back up




Select The Blank

Question ________ product is sold for use in producing other goods or services









18/3, Suresh Nagar 1st cross st,Porur, Chennai 600 116.

Mobile:0-9382178308E-mail:[email protected]

SENTHIL KUMAR .G

CAREER OBJECTIVE:

To be an asset for the organization, where I render my services by excelling in my work,with high motivation, commitment and strong work ethics.

PROFESSIONAL EXPERIENCE:

From Sept2002 till date working as Sr. Business DevelopmentExecutive for Benchmark Certification (Benchmark Quality SystemsPrivate Limited), An ISO Certifying Body.

Job Profile:

Responsible for the Overall Business of Chennai. Technical Specialist In ISO 9001 Audits Handling a Business volume of 24 Lakhs. Identify potential clients, do field surveys, and then meet them and

convince them to go for certification. Setting up a Client base in Chennai and servicing these clients right

from the time they sign up for certification till they receive theircertificates.

Liaising and managing consultants from the time of initialization andmake them achieve their Targets.

Primary and Secondary Marketing of ISO 9001 Certification ,Six Sigma Green Belt, One day Workshops and ISO 9001 InternalAuditor Courses

Directly reporting to the Indian Head office over phone and e-mailregularly about the developments in Chennai.

Job Achievements:

Initiated Benchmark Certification in Chennai and Tamilnadu. Achieved Business Volume of 36 Lakhs. Achieved 96 clients from Zero and had set up a solid client base for the

company. Appointed and Managing a Team of More than 12 Consultants. 14 Lakhs of Business Volume achieved in this Quarter Only in Training

till now. Have added companies like Mascon IT, Al-Ansari exchange, Simpsons,

Whirlpool, Mace Foundation, Kone Elevators, Texmo Industries,Eicher, Resil Chemicals in the clientele.

EDUCATIONAL QUALIFICATIONS:

Academic: Cambridge International Diploma in Business – May 2004

Specialization – Marketing, University of Cambridge, U.K.

Bachelor of Engineering (Mechanical) from August1998 to May2002University of Madras.

Undergoing PGDBA (Marketing) - Symbiosis Centre of DistanceLearning, Pune from June 2004.

Professional:

Attended a One-Day Executive Overview Workshop In Six Sigma.

A Certified Internal Auditor in ISO 9001:2000

A Fellow Member of Indian Management Fellowship -IMF.

ACHIEVEMENTS-PERSONAL:

Selected by the Naval Selection Board –INS Agrani for the post ofSub-Lieutenant.

Achieved star performer award in the leadership camp conducted byLeadership Education and Development School (Leads).

EXTRA-CURRICULAR ACTIVITIES:

Team leader (Sponsors) in the Organising committee of College culturals(Rhythm’2k2, 2k1, 2k).

Captain of the Intra-college team, which had won a hatrickOverall championship awards in Sports& Culturals.

Zonal Level player in Super Senior 4*100m relay competition incuddalore district, Tamilnadu.

Captain of the School Football team and member of the volleyball teamAnd have represented in Zonal level competitions.

Represented the college in Tamilnadu Inter-Engineering sports(T.I.E.S) in Football and Volleyball.

Participated and won awards in Open-State Competitions in athletics.

PERSONAL INFORMATION:

Name : G. Senthil Kumar

Date of Birth : 18 07 1981.

Father’s Name : (Late) Mr.R.Ganesan MA.BEd;

Designation : Probation Officer, (Gazetted)Prison Department. Madurai, Tamilnadu.

Postal Address: : 18/3, Suresh Nagar 1st Cross street,Porur, Chennai 600 116.

Contact Number : 09382178308

Passport no : E 4983454 DT 10/03/2003 to 09/03/2013

Driving License No : F/TN/002/007336/2003

Blood Group : O+ve

Languages known : English and Tamil.

REFERENCE:

MR. VISWADEEP KHATRIManaging Director,Benchmark Quality Systems Pvt limited,699, Sector – 37, Noida,Uttar Pradesh, 201303Ph: 0120-2431088

Place:

Date: G. Senthil Kumar

Date post:	15-Jan-2017
Category:	Education
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