Module 1
- Marketing mix is a set of marketing tools that the firm uses to pursue its marketing objectives in the _ _ _ _
Overall market
Main market
None of the above
Target market
- Mc Carthy has classified marketing tools into how many broad groups?
Three
Two
Five
Four
- According to which concept of marketing customers will purchase the productswhich are easily available at low prices.
Product
Marketing
Selling
Production
- Marketing mix decisions are made to influence the consumer choise and trade channels.
True
False
- _ _ _ shows marketing of shows, seminar and functions.
Properties
Events
Service
Person
- Which of the following does not came under the micro environment concept?
Competitors
Supplier
Customer
Government
- Online marketing helped marketers to reach out to maximum number of customer in a short time span.
False
True
- _ _ _ _ refers to paid form of non-personal communication by an identified sponsor.
Public relations
Sales promotion
Sponsorship events
Advertising
- Which is the first step that an organization take when entering the international market?
Deciding whether to enter international market or not
Deciding marketing mix
Deciding how to enter
Deciding which market to enter
- Changes in the market environment bring both opportunities and theats.
True
False
Module 2
- …….. is defined as a research technique in which the product under study is placed on sale in one or more selected localities or areas and its reception by consumer and trade is abserved, recorded and analyse
Test analysis
Marketing management
Test marketing
Test mixing
- Which of the following are micro environmental factors?
Suppliers
Political
Legal
Economical
- ………market is set of those are interested in your product or services but yet not purchased it.
Available
Total
Potential
Targeted
- Which of the following method of research is systematic investigation of observations through statistical methods?
Quantitative
Qualitative
Both
None of the above
- Which of the following is not method of estimating future demand of product?
Break even analysis
Experts opinion
Past sales analysis
Marketing test method
- What is the first step of marketing research?
Defining the problem
Developing the research plan
Analyze the information
Collect information
- ………is one of the most scientifically valid research processes that focuses on the cause- effect relationship.
Experimental research
Survey research
Focus groups research
Behavioural data
- Market research involves research of a specific market, whereas marketing research, deals with marketing issues, such as research , pricing, and distribution of new products.
True
False
- A marketing intelligence system is often known as a marketing information system.
True
False
- …………involves taking opinion of specialists.
Expert opinion
Sales force opinion
Customer intention survey
Market test method
Module 3
- Which of the following is not influencing consumer behaviour?
Social factors
Demographic factors
Cultural factors
Personal factors
- Marketing mix of company is external stimuli in the process of consumer buying behavior
True
False
- Which of the following are the sources of information search?
Newspaper
Company communication
Internet review
All of the above
- Large orders and less frequency of buying is one of the peculiar characteristic of the business market.
True
False
- Buying center which controls type of information shared with the members of other departments are called as…………..
Gatekeeper
Decider
Influencer
Evaluator
- Which of the following is the factor influencing buying behavior of business?
Inter organizational factors
Inter personal factors
Intra organizational factors
All of the above
- Buying behaviour of the customers is influenced by
All of the above
Cultural & social factors
Personal factors
Psychological factors
- The stage of identifying the band that would meet the customer initial buying criteria is called
Consideration stage
Awareness stage
Choice stage
Decision stage
- Which of the following is not a major characteristic of organizational buying behaviour?
Large order and frequent buying
Strong buyer- supplier relationship
Derived demand from customer market
Professional purchasing
- …….. is a decision making unit that takes buying decisions in an organization.
Buying center
Influencer
Decision maker
Evaluator
Module 4
- Dividing heterogenous market into homogeneous groups is called as
Targeting
Segmenting
Differentiation
None of the above
- Age and income are the examples of which basis of segmentation
Lifestyle
Behaavioural
Demographic
pychographic
- Mercedez segmented its market ofn the basis of
Income
Lifestyle
Gender
education
- Joy facewash promoting its product as last facewash of a day before going to bed is an example of
Occasion based segmentation
Loyalty based segmentation
Usage segmentation
All of the above
- Out of following which is the base for business segmentation
Demographic
Operational
Situational
All of the above
- In which targeting strategy marketer focus on small but very specific target Market
Segmented
Niche
Local
Micro
- Break down and build up are the approaches of measuring
Sales potential
Market potential
Demand forecast
None of the above
- Firstcry is the best example of
Product specialization
Full coverage
Selective specialization
Market specialisation
- Competitive differentiation is the first step of positioning
True
False
- Brands are manufactured in the factory and products are created in the minds of customer
True
False
Module 5
- ………………….is the plan which explains how goals can be achieved in the stipulated tme frame
Plan
Strategy
Mission
Vision
- Competitive advantage is…………….dimension that focuses on competitveness and stregth of organization
Supply side
Demand side
Both of the above
None of the above
- Dimension that focuses on Size and composition of target market is called as
Competitive advantage
Competitive scope
Competitive strength
Competitive weakness
- Porters one of the generic stratgeies which helps in achieving economies of scale can be called as
Differentiation
Focus
Cost leadership
All of the above
- Threat of new entrants is based on entry barriers of industry
True
False
- Factors that make suppliers stronger in Industry is
Less number of suppliers
More number of suppliers
Both the above
None of the above
- Strategy of harming competitors by minor attacks is called as
Aggressive attack
Guerilla attack
Defensive attack
Flanking attack
- Selling more products in the same market is called as
Differentiation strategy
Product development
Penetration strategy
Market development
- Merger acquisition and joint venture are exaples of
Expansion through cooperation
Expansion through Diversification
Expansion though interation
All of the above
- Which of the following are types of Diversification strategy
Concentric
Colglomerate
Both of the above
None of above
Module 6
- Anything that satisfies need and wants of the customer can be called as product
True
False
- Additional attributes of the products in comparison to the competitors can be called as
Core
Expected product
Potential product
Augmented product
- Total number of products offered by company in product line is called as
Length
Width
Depth
consistency
- Stage of prodcut life cycle in which company sales starts incresing and enters in profitable business is called as
Introduction
Growth
Maturity
decline
- Which of the following are reasons for launching new products
Increase profit
Remain in competition
Reposition the brand
All of the above
- Brain storming and focus group are the techniques of idea generation
True
False
- Efforts that are made to examine the feasibility of new prodcut idea is called as
Business Analysis
Market testing
Commercialization
screening
- First stepin consumer adoption process is
Interest
Awareness
Evaluation
trial
- ……………….category includes people those wait for buying prodcut till marekt accepts it
Early adaptors
Laggards
Early majority
Late majority
- Johnsons baby product kit is an example of
Reuse packaging
Multiple packaging
Double packaging
None of the above
Mid Term
- Dettol has recently launched a - antibacterial wipes and Fabric sterilizer. This is called
New product line
Increase in product mix width
Increase in product lenth
All of the above
- Along with its appeal of beauty sap Santoor has started communicating about its new anti germ quality in communication which is an example of
Branding
Advertising
Repositioning
None of the above
- Offering 2 lit pouch of Dettol antiseptic handwash is an example of
Multipack strategy
Ecological packing
Refill packing
Economy packing
- Tooth brush with cartoons on it and of attractive designs indicates company's segmentation based on
Gender
Age
Lifestyle
income
- For analysing the SBUs of ITC, company will use which of the following tools
Ansoff’ matrix
Porters five forces
SWOT
BCG matrix
- Airline industry can be considered as not so attractive industry for new entrant in the market because of
High bargaining power of consumers
Substitutes
Entry Barries
None of the above
- Unstable environment in any of the country where you want to establish your business can be considered as part of
Macro environment
Micro environment
Both of the above
None of the above
- Before purchasing the new car for your family, which steps have you not gone through
Identifying needs
Evaluating alternatives
Discussion with friends
All of the above
- Company wants to understand changing behaviour of the customers due to Pandemic which type of market reseach they can opt for
Qualitative
Quantitative
Survey
Interview
A and B
- Reliance Jio has used which of the following strtaegy to penetrate in the market
Service leadership
Cost leadership
Cost focus
Differentiation
- Mother earth brands appeal of all natural ingredients is an example of
Price differentiation
Product differentiation
Distribution differentiation
None of the above
- Which of the following is an example of Merger and acquisition
Flipkart and Myntra
Tata and Starbucks
Tata and Flat
None of the above
- Products those are in their growth phase of PLC shows the peculiar characteristics like
Low competition and increasing sales
No profit, no loass
High competition and increasing sales
Sales at peak and profit also at peak
- Put yourself in the shoes of Manager of a Consumer electronics company who wants to project the sales of their seasonal products like AC. Which method of forecasting you will
Break even analysis
Experts opinion
Past sales analysis
Market test method
- MC donalds and burger king are entering in many countries through which mode
Digitalization
Dealerships
Agents
Franchising
Module 7
- Services cannot be stored . This characteristic of services is called as
Intangility
Homogeneity
Inseparability
perishability
- Which of the following businesses would be characterized as a pure service?
Insurance
Restaurant
Car servicing
Retail store
- A ........... is a form of product that consists of activities, benefits, or satisfactions offered for sale that are essentially intangible and do not result in the ownership of anything.
GOODS
Demand
Need
Services
- Services are typically produced and consumed simultaneously. This is an example of the which characteristic of services.
Tangibility
Ownership cannot be transereed
Inseparability
heterogenity
- Out of following which is the example of Multiple site service in which customers go to service organisation for avialing service
Theater
House painting
Local TV station
Public transport- Bus service
- Growins service sector is one of the significant characteristics of Developing economy
True
False
- Restaurant business can be considered as the business having …………….dominant.
Good
Services
Both 1 and 2
None of the above
- Gap created in between planning and actual delivery of the service is called as
Knowledge gap
Policy gap
Communication gap
Service delivery gap
- In the RATER Scale, guarantee of promised service is called as
Empathy
Access
Reliability
tangibles
- If you fail in providing expected service to the customers it is called as
Service failure
Service recovery
Customer delight
Service recovery paradox
Module 8
- Product comes from a known source it is called as
Good product
Trademark
Brand
All of the above
- Which of the following is not a brand of P &G?
Gilette
Olay
Vicks
ELLE 18
- A CBBE model reveals the following:
Why customers buy the brands they buy?
What are the underying motives for their purchasing brands of their preference?
Why companies keep their brands contemporary?
All of the given options
- Comprehensive examination of a brand to discover its sources of brand equity is known as
Brand management
Brand audit
Brand tracking
Brand value chain
- When the same brand name holds several products in different markets, it is known as the
Umbrella brand
Source brand
Multi- brand
Range brand
- Maggie is a………… where as instant Noodles ……….
Noodles, product
Noodles, brand
Brand, generic product
All of the above
- Savlon which is well known brand in antiseptic is owned by
HUL
P & G
Jonhnson and Johnson
ITC
- Human characteristics resembling the brand are called as……………
Brand element
Brand personality
Brand association
All of the given options
- When one corporate house has multiple products in their portfolio under different brand names it is called as
Branded house
House of brand
Endorsed- brand
Umbrella brand
- Temporarily reducing prices to increase short-run sales is an example of which of the following?
Segmented pricing
Promotional pricing
Dynamic pricing
Geographical pricing
Module 9
- When you want to get orders from industries/government through Tender Pricing you need to keep prices---------
Very high
Average
Low
None of the above
- Price elasticity is important concept when using following method to decide price of the product
Demand based pricing
Cost based pricing
Competitor based pricing
All of the above
- Penetration strategy is the pricing strategy
Where the firm looks at competitor prices
Where the firm pricing strategy is based on willingness to pay
Where the firm charges a low price to gain sales.
Where the firm charges a high price to support product positioning strategy
- Which of the following are the pricing objectives
Profit oriented
Sales oriented
Status Quo
All of the above
- Which of the following factors influence the pricing decision
Legal and regulatory frame work
Organizational objectives
Both 1 and 2
None of the above
- Low pricing at the entry point( Introduction phase) in the market is called as……………
Introductory pricing
Skimming pricing
Penetration pricing
None of the above
- Pricing method where company pricing decisions are based on the competitors pricing or average prices of industry called as……………
Competitive pricing
Premium pricing
Market pricing
Industry pricing
- Skimming pricing is a pricing strategy………
Where the firm charges higher price initially and then decreases it over a period of time
Where the firm pricing strategy is based on willingness to pay.
Where the firm charges a low price to gain sales.
Where the firm charges a high price
- High profit , increased sales , positioning of product, survival in market are some of the goals of pricing
True
False
- Highest price which company can charge but customer won't like to pay for the the product is called as
Ceiling price
High price
Floor price
None of the above
Module 10
- Which marketing orientation believes that consumers will favour products that are available and highly affordable?
Production
Marketing
Product
Selling
- Value delivery chain from procurement of raw material to final delivery of a product to consumer is called as
Distribution Channel
Transportation
Logistics
Supply chain management
- AIDA stands for Awareness, …………, desire and …………
Interest, action
Intensity, appeal
Involvement, action
Involvement, appeal
- Conflict between the company and its distributors is called as
Horizontal conflict
Vertical conflict
Multichannel conflict
All of the above
- First step in personal selling process is to
Pre- approach
Approach
Presentation and Demontration
Prospecting and Qualifying
- Luxury brands generally opt for the----- Distribution
Intensive
Exlusive
Selective
All of the above
- FABV Approach stands for
Feature, Advantage, Benefit and Value
Finance, attribute, benefits and value
Feature, attribute, benefit and value
None of the above
- A person who applies innovative methods for selling tangible good or intangible service is called as
Order taker
Missionary
Demand creater
Solution vendor
- Which of the following is objective of sales Manager
Setting goals for sales force
Planning, budgeting
Implementation of plan
All of the above
- Threatening intermeriaries to withdraw channel membership if they fail to perform is called as………..
Expert power
Coercive power
Reward power
Legitimate power
Module 11
- Objective of advertising in the introductory phase of Product is
Brand recall
Brand awareness
Sustain in competition
Remind customer about presence in the market
- Which is a consumer sales promotion?
Sweepstake
Awards
Recognition
Trade fair
- Which IMC component is managed by third party?
Direct marketing
Publics relations
Publicity
All of the above
- Advertising gives incentive to buy where as sales promotion gives you the reason to buy
True
False
- The basic role of promotion is _____.
Information
Manipulation
Communication
interpretation
- This is a part of the communication process where the sender selects a combination of appropriate words, pictures, symbols and music to represent a message to be transmitted:
Encoding
Decoding
Transfer
noise
- Which of the following is the interpersonal communication about products or services where a receiver regards the communicator as impartial and is not attempting to sell products or services?
Personal selling
Direct selling
Word of mouth
Customer service
- A variety of programs directed internally to employees of the company or externally to consumers, other firms, the Government the media to promote or protect a company’s image or its individual product communication is called as
Publicity
Propaganda
Public relations
CRM
- Sweepstakes or contest is an example of _____
Trade sales promotion
Consumer sales promotion
Employee sales promotion
Indirect selling
- Which of the following is the most important consideration when choosing an event to sponsor?
The length of the event
When the event occurs
The specific name of the event
The relevance of event to the brand
Module 12
- A tool used by organisations to optimize and evaluate key sales process
Sales intelligence CRM
Collaborative CRM
Operational CRM
Analytical
- Teleological ethics and virtue ethics are the part of
Meta Ethics
Applied Ethics
Normative ethics
None of the above
- Ethics is a formal study of
Moral standards
Moral conduct
Both A and B
None of the above
- Consumer Protection act aims at promoting and protecting the consumer rights
True
false
- The social obligation approach and socially responsible approach are the approaches of
Business ethics
Customer relationship management
Corporate social responsibility
None of the above
- Cipla Foundation Running a Pallative care in Pune is an example of
Corporate social responsibility
Customer relation management
Business ethic
Public relations
- What is the main objective of CSR Activities
Earn profit
Achieve long term and sustainable impact of brand on society
Increase revenue
None of the above
- CRM that is designed to automate sales related activities like lead generation is called as
Analytical CRM
Collaborative CRM
Sales automation
Sales manager CRM
- Interprise marketing automation is a type of ______________
Sales intelligence CRM
Collaborative CRM
Operational CRM
Analytical
- Packaging and labelling practices come under___________ ethics
Price related ethics
Marketing related ethics
Advertising related ethics
Product related ethics
End Term
- Fiama, A premium brand of personal care is owned by
HUL
P & G
Johnson and Johnson
ITC
- Lowest price which customer would like to buy but not affordable for company is called as
Floor price
High price
Selling price
None of the above
- First Gap in service model which occurs due to not anticipating eeds of customers is called as
Policy gap
Knowledge gap
Communication gap
Service delivery gap
- Services are delivered and consumed simultaneously. This characteristic is called as
Lack of ownership
Intangibility
Perishability
Heterogenity
- …………. pricing stratey talks about initially charging lowest price and then increasing price once demand is created in the market
Skimming
Penetration
Discounting
introductory
- Comprehensive examination of a brand to discover its sources of brand equity is known as
Brand management
Brand audit
Brand tracking
Brand value chain
- Brand name, colour, mascot, celebrity, flagship prodcut etc. are called as
Brand personality
Brand hierarchy
Brand audit
Brand association
- Acquiring new customers and retaining existing customers is the major objective of CRM
True
False
- AT the introductory phase of prodcut the most effective sales promotion tool is
Discounting
Sampling
Contest
premium
- Basic objective of Integrated Marketing communication is
Effective communication through minimum cost
Earn more profit
Positioning
None of the above
- Using third party having fan following and expertise in the field for promoting brand/ prodcut is called as
Search engine optimization
Content marketing
Influencer marketing
Celebrity marketing
- Insurance company selling their policies through their own emplyoees as well as through agent is an example of
Direct marketing
Indirect marketing
Multichannel marketing
None of the above
- A person who is not expected to generate new sales but is assigned to take orders is called as
Demand creator
Missionary
Order taker
Technical person
- Deceptive and Misleading advertising comes under
Unethical marketing practices
Ethical marketing practices
Unethical pricing practices
Unethical product practices
- Deceptive and Misleading advertising comes under
True
False
