Exam Question MM
State the term. “A unique set of brand associations that the brand strategist aspires to create or maintain. These associations represent what the brand stands for and imply a promise to customers from the organisation members. Brand mark / Brand image / Brand equity / Brand Loyalty / Brand Identity 02. Logistics, or physical distribution (PD), provides: A) Possession utility. B) Time and place utility. C) Form utility. D) Task utility. E) Possession and time utility. Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 03. The ultimate purpose of the environmental analysis is to: a) Facilitate the firm's strategic response to the environmental changes b) To fulfil the demands of customers c) To meet the requirements of employees d) To establish a chain between changes of environmental factors Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 04. ------- managing involves building and maintaining enough product assortments to meet the customer demand. Inventory /Goods / Stock / All of above 05. There are at least three key consumer desirability criteria for PODs (points-of-difference): relevance, distinctiveness, and ------- a. believability b. presentation style c. economy d. non-technological e. information content Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct / Option e. is correct 06. Palm-top computers, blood-less operation, and commercial space travel are some of the examples of: Met Needs Un Met Needs 07. To most small business entrepreneurs, marketing or promoting their products or services via the ------- can be a daunting task. Marketing strategy / Marketing research / Internet / Market Communication 08. In packaging design 'secondary-use' refers to: a. An additional use for the packaging b. Where the product's packaging can be recycled recycled c. c. Where a product has two packaging packaging forms, one for for the retailer retailer and one for the end consumer d. Where two products are wrapped together in a promotional offer e. All of the above Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct / Option e. is correct 09. The Complete Man positioning of Raymond Suiting and Things go better with Coca-Cola positioning of Coca-Cola are examples of successful ------- based on consumer psychographics. Market Positioning / Brand Equity / Brand positioning / Customer Loyalty 10. The latest and perhaps the most profound impact on business and marketing has been the introduction of the Strategy / E-Commerce / Internet / Mobile 11. A salesperson's compensation plan is typically made up of several elements – elements – a fixed amount, ------- , expenses, and fringe benefits. a. a variable amount b. bonuses c. recognition d. nonmonetary rewards e. retirement Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct / Option e. is correct 12. “------- is a marketing discipline that utilises a variety of incentive techniques to structure sales-related programmes targeted to customers, trade, and/or sales levels that generate a specific, measurable action or response for a product or service.” Publicity / Personal Selling / Advertising / Sales Promotion / Public Relations 13. Which of the following statements is true? a. Supply chain is a subset of logistics. b. Logistics and supply chain are same. c. Logistics is a subset of supply chain. d. Physical distribution and logistics are the same. e. Transportation and logistics are same 14. When the producer wants to maintain control over the service level and outputs offered by the resellers it most likely will use ------- distribution. a. competitive b. extensive c. intensive d. exclusive e. selective Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct / Option e. is correct 15. After determining its advertising objectives, a company next sets its: for each product. a. advertising strategy b. advertising budget c. advertising goals d. advertising format 01. David A Aaker
Exam Question MM
Option a. is correct / Option b. is correct / Option c. is correct / Option d 16. A service is an intangible product involving a deed, a performance, or an effort that cannot be physically possessed. Name the author. Christian Gronroos / Berry and Parasuraman / Christopher H. Lovelock / Philip Kotler / D. L. Kurtz 17. Strategic market planning can be named as: a) Strategic Marketing Planning b) Strategic Market-Oriented Planning c) Strategic Planning Option a. is correct / Option b. is correct / Option c. is correct / All are correct 18. Which is not a role of a marketing channel? a. Promotion b. Risk-taking c. Product development d. Negotiation e. Physical distribution Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct / Option e. All are correct 19. Companies deciding on the number of intermediaries to use at each channel level have three strategies available to them. They can use exclusive distribution, ------- distribution, and intensive distribution. a. selective b. extensive c. self-selecting d. competitive e. collective Option a. is correct / Option b. is correct / Option c. is correct / 20. Product management is an ------- lifecycle function within a company dealing with the planning or marketing of a product at all stages stages of the product lifecycle lifecycle Organisational Organisational / Industrial / Firm 21. Who has given this definition? “The new competition is not between what companies can produce in their factories but between between what they they add to their factory factory output in the form of packaging, packaging, services, services, advertising, advertising, customer customer service, service, financing, delivery arrangements, warehousing, warehousing , and things people value.” Prof. Theodore Levitt / Henry Fayol / F W Taylor / Philip Kotler 22. Companies enlarge their _________ by either stretching existing product lines or adding new product lines, or both. Marketing mix / Sales Mix / Product mix / Brand mix 23. In a marketing information system (MIS), a computer program that makes it easy for a marketing manager to get and use information as he/she is making decisions is a(n): A) intranet. B) data warehouse. C) decision support system (DSS). D) marketing model. E) None of the above. Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 24. What is the name of the distribution channel that involves a single firm setting up two or more marketing channels to reach one or more customer segments? a. Vertical marketing network b. Multiple distribution network c. Horizontal marketing network d. Hybrid marketing channel network e. Reverse channel system Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 25. In order to determine customer wants, the company usually needs to conduct -------. Survey / Experiment / Marketing research / Pilot Study 26. ------- is setting a price for products that must be used along with a main product, such as blades for a razor. a. Optional-product Optional-produ ct pricing b. Captive- product product pricing pricing c. By-product pricing pricing d. Product Product line pricing Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 27. Management of distribution channels concerns two key elements: (1) managing the design of the channel and its activities, and (2)-------: a) managing the communications b) managing the relationship of members in the channel c) managing customers' expectations d) managing new technology Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 28. Eventually, when competitors cover and serve all the major market segments the market enters the ------- stage. a. product-growth product-grow th b. market-growth market-growth c. maturity maturity d. market fragmentation fragmentation e. market market consolidation consolidation Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 29. Mobile phone manufacturers offer monthly price packages with international call packages, and text message packagess bundled in package in with different different types of of account, account, and these these bundles are also also available available independently. independently. This is called: a) Product pricing. b) Price differentiation. c) Product bundling. d) Mixed price bundling. Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct
Exam Question MM
30. ------- includes all the forces that directly or indirectly influence marketing operations by affecting an organisation acquisition of inputs/creation of outputs Internal Environment / External Environment / Marketing environment / None of these 31. Companies reduce the price of a good or service on the basis that a customer is prepared to commit either to buying a large volume of that good or service now or in the future or paying for it within a specified time period. This is referred to as: a) Bundling pricing b) Discount pricing c) Elasticity pricing d) Inflation pricing Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 32. ------- is the co-ordination of seller's aim to set up channels of information and persuasion to facilitate the sales of goods/services or acceptance of an idea. Personal Selling / Public Relations / Advertising / Promotion -----are the sum of the -----and----- for any given level of production. a. Break-even costs; fixed; total costs b. Total costs; fixed; variable costs c. Variable costs; fixed; total costs d. Fixed costs; total; variable costs e. Fixed costs Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 33. A ------- is a tangible object that can be seen and touched. Service / Product / Quality / value 34. A(n) ------- is a name, term, sign, symbol, or design, or a combination of these that identifies the maker or seller of a product or service. service. a. product feature feature b. sponsorship sponsorship c. brand d. logo logo Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct As per AMA – AMA – American American Marketing Association 35. State whether the following statement is true or false? Wholesalers and retailers who take title to and possession of goods and are called merchants. True / False 36. State whether the following statement is true or false? Marketing channels are sets of interdependent organizations involved in the process of making a product or service available for use or consum consumption ption True / False 37. The ------- department has to monitor and control marketing activities continuously Financial / HR / Marketing / Sales 38. According to -------, human needs are arranged in hierarchy and people will try to satisfy their most important needs first Abraham Maslow / Fredrick Hertzberg / Henry Fayol / Philip Kotler 39. ------- can be a means for companies to productively linked social responsibility to consumer marketing programs Social Marketing / Marketing / Test Marketing / Green Marketing 40. Cognitive dissonance occurs in which stage of the buyer decision process model? a. Need recognition b. Information search c. Evaluation of alternatives d. Post-purchase behaviour Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 41. With respect to the steps in the strategic planning model, which of the following steps follows "defining the company mission"? a. Designing the business portfolio. b. Examining the global strategies of the firm. c. Planning marketing and other functional strategies d. Setting company objectives and goals Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 42. Which of the following is an advantage created by the use of a sales force automation system ? a. The sales force is more motivated to acquire new customers. b. Salespeople can develop a stronger organizational climate. c. There is less need for an inside sales force. d. Salespeople can more effectively and efficiently schedule sales calls and make presentations. e. The cost of training the sales force is less expensive. Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct / Option e. is correct 43. Customers prefer differentiated products and services when: a. substitute products and services are available. b. they perceive high utility utility in such products and and services. services. c. they they are available available at at low prices prices and high high quality. d. these are offered by well-reputed companies companies
Exam Question MM
Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 44. Good packaging has the power: a.to motivate the internal employees b. to guide the salesperson in dealing c. to enhance organisational profitability d to influence customers’ attitudes and purchase decisions. Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct / Option e. is correct 45. ------- are typically the least desirable level to position a brand’s points -of-difference, in part because competitors can easily copy them. a. Benefits b. Attitudes c. Values d. Attributes e. Messages Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct / Option e. is correct 46. The stage is the product life cycle that focuses on expanding market and creating product awareness and trial is the: a. decline stage. b. introduction stage. c. growth stage. d. maturity stage Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 47. Pricing methods narrow the range from which the company selects its final price. In selecting that price, the company must consider additional factors, including the impact of other marketing activities, company pricing policies, gain-andgain-and-risk-sharing risk-sharing pricing, pricing, and the impact impact of price on: a. other other parties b. channels of distribution distribution c. channel partners d. marketing activities e. none of the above Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 48. Brands are capable of triggering associations in the minds of consumers. These associations may sometimes enable consumers to construe ------- meaning associated with a particular brand. a) physical b) sociological c) psychosocial d) cognitive Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 49. In evaluating messages for advertising, telling how the product is better than the competing brands aims at making the ad: a. meaningful. b. distinctive. c. believable. d. remembered. Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 50. There is a well-defined breakdown between those customers who are first concerned about price and others who are willing to pay extra for higher quality, better features and superior performance. Automobiles span the spectrum from Maruti to Mercedes. Airline service is partitioned into first class, business class and economy class. Customer Motivation / Unmet Needs / Price Sensitivity of Customers / Customer Segmentation 51. Determining the promotion budget on the basis of financial availability of capital is characteristic of which of the following budget methods? a. affordable method b. percentage-of-sales method c. competitive-parity method d. objective-and-task method Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 52. State whether the following statement is true or false? Customers come to know a brand through a wide range of contacts and touch points. These include word of mouth, personal interactions with company people, telephone interactions, and company Web pages. Many brands are not maintained by advertising but by brand experience True / False 53. The term used for gathering the primary data by selecting matched groups of subjects, giving them different treatments, controlling related factors, and checking for differences in group responses. a. Observational research b. Survey research c. Experimental research d. Mechanical research Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 54. When a company enters a new product category for which its current brand names are not appropriate, it will likely follow which of the following brand strategies? a. Product extensions b. Line extensions c. Brand extensions d. New brands Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 55. One common misuse of marketing research findings in contemporary business is the tendency for marketing research to: a. become a vehicle for pitching the sponso r’s products. b. become a vehicle for discriminating in the marketplace. c. become a means for raising prices. d. become a means for unfair competition Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct
Exam Question MM
56. Which of the following is an example of competing on the basis of differentiation? a. A firm manufactures its product with less raw material material waste waste than its competitors. competitors. b. A firm's products are introduced into the market market faster faster than its competitors'. c. A firm's distribution network routinely delivers its product on time. d. A firm offers more reliable products than its competitors. e. A firm advertises more than its competitors. Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct / Option e. is correct 57. McDonald's and KFC are good examples of: a) Distributors. b) Franchising. c) Merchant. d) Retailers Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct / Option e. is correct 58. When determining next year's sales plans, a sales manager needs to establish progress checkpoints: A. because without these checkpoints he or she will be unable to analyse the firm's marketing mix B. so each of his or her salespeople can have a copy of the plan C. to implement the strategic sales force technique D. so minor problems can be identified and corrected before they become major problems E. to determine if his or her plan will generate enough sales to cover the costs of implementing it Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 59. The owner of A Woman's Touch makes wooden cooling racks for pies, cookies, and cakes. Customers can buy her products by ordering them through the mail. She She also sells sells the racks at craft fairs in the Midwest. Midwest. This activity activity is associated with which element of the marketing mix? A. production B. presentation C. direction D. distribution E. promotion Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 60. Within FMCG sectors the role of the retailer is significant, hence the need for brand managers to consider retailers' concerns; they usually prefer: a. To stock only product lines that sell b. Stock goods with a high profit margin c. Conventional sized packaging d. All of the above e. Fewer variations of a product Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 61. The consumer can obtain information from any of several sources. If the consumer were to obtain information from handling, examining, or using the product, then the consumer would have obtained the information by using a(n): a. personal source. source. b. commercia commerciall source. c. informative informative source. source. d. experiential experiential source. Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 62. When a product goes into decline marketers may choose which of the following options? a. Deletion Milking or harvesting Phased withdrawal Contacting out b. Deletion Milking or harvesting Phased withdrawal c. Restructuring Deletion Milking or harvesting Phased withdrawal Contacting out d. Restructuring Deletion Milking or harvesting Phased withdrawal Option a. is correct / Option b. is correct / Option c. is correct / Option d. is correct 63.
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------- is a strategy of using a successful brand name to launch a new or modified product in a new category. a. Duo branding b. Line extension c. Brand extension d. Multi-branding Selected Answer: 3. Option c. is correct 02. choose the best option Middlemen in indirect channels of distribution: A) often perform functions that producers cannot perform efficiently by themselves. B) do not provide additional convenience to consumers. C) increase the need for producers to make large investments in distribution facilities and personnel. D) make it necessary for producers to carry more more inventory. inventory. E) all of the above Selected Answer: 1. Option a. is correct
Exam Question MM
03. Brands are capable of triggering associations in the minds of consumers. These associations may sometimes enable consumers to construe ------04. meaning associated with a particular brand. a) physical b) sociological c) psychosocial d) cognitive 05. Selected Answer: 3. Option c. is correct 06. 07. 08. 09. 10. Question 4 11. 12. Select the best answer. 13. What are the unique qualities of advertising? a. Advertising is expressive, allowing the dramatization of products. b. Consumers view view advertised advertised 14. products as as standard and legitimate. legitimate. c. Advertising Advertising can be be used to build up a long-term image image for a product. product. d. Consumers and competitors often 15. perceiv perceivee large scale scale advertising advertising as an indicator indicator of the strength of the company, company, as it has the funds funds to advertise advertise so aggressively. e. All of the above. 16. Selected Answer: 5. Option e. is correct 17. 18. 19. 20. 21. Question 5 22. 23. Select the best answer. 24. In creating the communications message, what is the term applied to the process of putting the intended message or thought into symbolic form? a. 25. Generating feedback. b. Encoding. c. Decoding. d. Developing the response. e. All of the above. 26. Selected Answer: 2. Option b. is correct 27. 28. 29. 30. 31. Question 6 32. 33. Select the best option. 34. There are two types of environmental forces, which influence an organization's marketing activities. a) Internal and External Forces b) Macro and 35. Micro Environmental Forces c) Incremental and External Forces d) Micro and Internal Forces 36. Selected Answer: 2. Option b) is correct 37. 38. 39. 40. 41. Question 7 42. 43. Select the correct answer.
Exam Question MM
44.
The researchers, Berry, Parasuraman and Zeithaml, cite 10 main criteria which between them cover the whole service experience from the 45. customer's point of view. Which of the following is not an example of one of the criteria which influence the quality of the outcome of the service 46. experience? a. Competence. b. Understanding the customer. c. Credibility. d. Access. e. Security.
Exam Question MM
47. Selected Answer: 3. Option c. is correct 48. 49. 50. 51. 52. Question 8 53. 54. Select the best option. 55. In an example discussed in your text, Johnson & Johnson's recall of their Tylenol product following the discovery that several bottles of Tylenol had 56. been laced laced with cyanide is is consistent consistent with which which business business philosophy? philosophy? a. The marketing concept. b. The product product concept. c. The selling concept. d. 57. The societal marketing concept. 58. Selected Answer: 4. Option d.is correct 59. 60. 61. 62. 63. Question 9 64. 65. Choose the correct option. 66. State whether the following statement is true or false? Service companies wanting to operate in other countries are usually welcomed with open 67. arms. Manufacturers usually face restrictions when attempting to sell their products in another country. 68. Selected Answer: 1. true 69. 70. 71. 72. 73. Question 10 74. 75. Choose the appropriate option 76. A differentiation strategy is defined as: A) Higher quality products or services than competitors. B) Innovation of products or services services greater greater than than 77. competition. C) Providing different products or services which draw upon competences or resources which competitors do not have. D) The 78. provision of of products or services that offer benefits different different from those of competitors competitors and that are widely valued by buyers. 79. Selected Answer: 4. Option d. is correct 80. 81. 82. 83. 84. Question 11 85. 86. Select the correct answer.
Exam Question MM
87.
If the researcher (because of time or cost constraints) selects the easiest population members from which to obtain the information, he or she has 88. just selected selected a(n): a. a. judgment judgment sample. sample. b. sample sample random sample. c. convenience convenience sample. sample. d. stratified stratified random random sample. 89. Selected Answer: 3. Option c is correct
Exam Question MM
90. Question 12 91. 92. choose the best option. 93. Which sales management tool shows a salesperson which customers and prospects to see during the next 12 months and in which months, as well 94. as which activities to carry out? a. positive incentives plan b. annual call plan c. sales quota plan d. sales force automation systems e. time-and-duty 95. analysis 96. Selected Answer: 2. Option b. is correct 97. 98. 99. 100. 101. Question 13 102. 103. Select the best option. 104. The term which lays out the target markets and the value proposition that will be offered, based on an analysis of the best market opportunities. a. 105. Organizational plan b. Strategic marketing plan c. Corporate tactical plan d. Corporate mission e. Customer value statement 106. Selected Selecte d Answer: 2. Option b. is correct 107. 108. 109. 110. 111. Question 14 112. 113. Choose the most suitable answer. 114. ------- is setting the price steps between various products in a product line based on cost differences between the products, customer evaluations of 115. different features, and competitors’ prices. a. optional -product pricing b. captive-product pricing c. product line pricing d. by-product pricing 116. Selected Selecte d Answer: 3. Option c. is correct 117. 118. 119. 120. 121. Question 15 122. 123. Select the correct answer. 124. Which of the following statements about the purchase decision is true? A) Fear of what her mother would say if she purchased a halter-top is an 125. example of a functional risk that Marie may not want to chance B) Seeking additional information about a product almost almost always always increases increases the 126. likelihood of post-purchase dissonance C) A man who sends his wife out to buy him Depends garment protectors is afraid of the the psychosocial psychosocial risks risks
Exam Question MM
127. he might experience if someone saw him making the purchase D) A man who wants to lower the psychosociall risk associated psychosocia associated with buying a 128. hairpiece by convincing himself that most people will not be able to tell it's a toupee has eliminated all cognitive dissonance 129. Selected Selecte d Answer: 3. Option c is correct 130. 131. 132. 133. 134. Question 16 135. 136. Select the correct answer.
Exam Question MM
137. H&R Block prepares income tax forms for its customers. Because many people avoid doing their taxes until the last minute, H&R Block offices are 138. busiest during during the six-week six-week period prior to the tax filing deadline. The company company instituted instituted a sales sales promotion which awarded customers who had their 139. taxes prepared early the opportunity to win double the amount of their tax refund. This strategy is to deal with the ------- nature of services. A) 140. standardized B) perishable C) Tangible D) heterogeneous E) homogeneous 141. Selected Selecte d Answer: 3. Option c. is correct 142. 143. 144. 145. 146. Question 17 147. 148. Choose the correct option. 149. Which of the following is the most valuable piece of information for determining the social class of your best friend's parents? A) The number of 150. years schooling that they had B) Their ethnic backgrounds C) Their combined annual income D) Their occupations 151. Selected Selecte d Answer: 4. Option d is correct 152. 153. 154. 155. 156. Question 18 157. 158. Choose the appropriate option 159. Branding provides suppliers with several advantages. What are these advantages? a. Branding enables the supplier to attract a loyal and profitable 160. set of customers. b. Branding assists the supplier in market segmentation. c. Branding ensures easier order processing and tracking. tracking. d. Brand Brand 161. manufacturers spend a great deal of money and expend energy in brand building that cuts down on the need for the supplier to advertise in 162. isolation. e. Branding increases innovation by giving producers an incentive to look for new features that can be protected protected against against imitating imitating 163. competitors. 164. Selected Selecte d Answer: 1. Option a. is correct 165. 166. 167. 168. 169. Question 19 170. 171. Choose the most suitable answer. 172. Gerda has been given the performance figures for the salespeople in the South-western district of her organization. She is comparing their actual
Exam Question MM
173. sales with forecasted sales as well as looking at whether each salesperson was able to meet his or her sales quota while keeping sales expenses 174. five percent lower than the previous year. Gerda is engaged in: A. leading B. planning C. management by objectives D. organizing E. controlling 175. Selected Selecte d Answer: 1. Option a. is correct 176. 177. 178. 179. 180. Question 20 181. 182. Select the correct answer. 183. Assume that you are a marketing research director for a medium-sized manufacturing firm and you would like to engage an outside marketing
Exam Question MM
184. research firm to conduct your field interviews. Which of the following options would be your best choice to achieve your objective? a. A brand185. management specialty research firm. b. A custom marketing research firm. c. A global research management firm. d. A specialty-line marketing 186. research firm. 187. Selected Selecte d Answer: 4. Option d. is correct 188. 189. 190. 191. 192. Question 21 193. 194. Select the appropriate answer from the given option. 195. The consumer focus can be seen as a process that involves three steps. SEC A 1) The information is disseminated throughout the firm and 196. products are are developed developed 2)Customer 2)Customer wants are are researched researched 3) customer customer satisfaction satisfaction is monitored and adjustments made if necessary. SEC B a) 197. 1,2,3 b) 3,2,1 c) 1, 3,2 d) 2, 1,3 198. Selected Answer: 4. Combination d) is correct 199. 200. 201. 202. 203. Question 22 204. 205. Choose the correct option. 206. There are a number of key influences on the selection of distribution strategy. Which of the following is generally recognized as a key influence? a) 207. Buyer behaviour b) Producer's needs c) Product type d) All of the above 208. Selected Selecte d Answer: 4. Option d. is correct 209. 210. 211. 212. 213. Question 23 214. 215. Choose the most suitable answer. 216. "I predict that new sales manager Steve will one day have my job," said Mr. Peter, CEO of XYZ Enterprises. "He has a remarkable ability to see the 217. 'big picture.' I don't think we've ever had a sales manager who better understood how his responsibilities fit into the overall scheme of things." Steve 218. is strong on which managerial skill? A. conceptual and decision B. diagnostic C. technical D. people E. selling 219. Selected Selecte d Answer: 2. Option b. is correct 220. 221. 222.
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223. 224. Question 24 225. 226. Select the best answer. 227. ------- is a face-to-face paid personal communication and aims to inform and persuade prospects and customers to purchase products, services, or 228. accept ideas of issues. 229. Selected Answer: 2. Personal Selling
Exam Question MM
230. Question 25 231. 232. Select the correct answer. 233. Marketing information systems (MIS) are built upon the gathering, sorting, analyses and evaluation and distribution of information and are 234. comprised of which of the following? a. Intelligence activities. b. Computer programmes. c. People. d. Research procedures. e. All of the above. 235. Selected Selecte d Answer: 5. Option e. is correct 236. 237. 238. 239. 240. Question 26 241. 242. Select the correct answer. 243. An understanding of how people shape their ethical standards and what induces them to get involved in unethical conduct may be helpful in 244. decreasing instances of ------- conduct. 245. Selected Answer: 2. Unethical 246. 247. 248. 249. 250. Question 27 251. 252. Select the correct answer. 253. ------- provide a schematic overview of the themes that characterized it. 254. Selected Answer: 1. Holistic marketing 255. 256. 257. 258. 259. Question 28 260. 261. Choose the most suitable answer. 262. Mobile phone manufacturers offer monthly price packages with international call packages, and text message packagess bundled in package in with different different 263. types of account, and these bundles are also available independently. This is called: a) Product pricing. b) Price differentiation. c) Product bundling. 264. d) Mixed price bundling. 265. Selected Selecte d Answer: 4. Option d. is correct 266. 267. 268. 269. 270. Question 29 271.
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272. 273.
Select the best option. There are two types of membership groups: primary and secondary. Which group they belong?
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274. Selected Answer: 2. Reference Group 275. 276. 277. 278. 279. Question 30 280. 281. Select the best option. 282. In order to analyse the current business portfolio, the company must conduct ------- analysis a tool by which management identifies and evaluates 283. the various businesses that make up the company. 284. Selected Selecte d Answer: 4. Portfolio 285. 286. 287. 288. 289. Question 31 290. 291. choose the best option 292. When the producer wants to maintain control over the service level and outputs offered by the resellers it most likely will use ------- distribution. a. 293. competitive b. extensive c. intensive d. exclusive e. selective 294. Selected Selecte d Answer: 4. Option d. is correct 295. 296. 297. 298. 299. Question 32 300. 301. Select the best answer. 302. State whether the following statement is true or false? A push strategy involves the manufacturer using advertising and promotion to persuade 303. consumers to ask intermediaries for the product, thus inducing the intermediaries to order it. 304. Selected Answer: 1. true 305. 306. 307. 308. 309. Question 33 310. 311. Choose the most suitable answer. 312. There are at least three key consumer desirability criteria for PODs (points-of-difference): relevance, distinctiveness, and ------- a. believability b. 313. presentation presentat ion style c. economy economy d. non-technologic non-technological al e. information information content content 314. Selected Selecte d Answer: 1. Option a. is correct 315. 316.
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317. 318. 319.
Question 34
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320. Select the correct answer. 321. State whether the following statement is true or false? A service marketer must develop strategies that satisfy needs and wants of customers. 322. Selected Selecte d Answer: 1. True 323. 324. 325. 326. 327. Question 35 328. 329. Select the best option. 330. 2P + 2C+ 3S formula: Personalization, Privacy, Customer Service, Community, Site, Security, Sales Promotion 331. Selected Answer: 1. true 332. 333. 334. 335. 336. Question 36 337. 338. choose the best option 339. State whether the following statement is true or false? Marketing channels are sets of interdependent organizations involved in the process of 340. making a product or service available for use or consumpti consumption. on. 341. Selected Answer: 1. true 342. 343. 344. 345. 346. Question 37 347. 348. Select the best option. 349. -------involves changes in an individual's behaviour arising from experience. 350. Selected Answer: 3. Learning 351. 352. 353. 354. 355. Question 38 356. 357. Select the best option. 358. The another name of Micro Environment can be: 359. Selected Selecte d Answer: 3. Task Environmen Environmentt 360. 361. 362. 363.
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364. 365. 366.
Question 39 Select the correct answer.
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367. ------- professionals often manage complex campaigns staged in multiple locations aimed at reaching large groups of people to create interest in 368. their produce or service. 369. Selected Answer: 4. Marketing Sales 370. 371. 372. 373. 374. Question 40 375. 376. Choose the appropriate option 377. State the term. “A unique set of brand associations that the brand strategist aspires to create or maintain. These associations represent what the 378. brand stands stands for and imply imply a promise promise to customers customers from the organisation organisation members. members. 379. Selected Answer: 5. Brand Identity 380. 381. 382. 383. 384. Question 41 385. 386. Choose the appropriate option 387. Earlier Nestle’s Milkmaid was “Milkmaid Condensed Milk”, a convenient form o f milk for use as tea or coffee creamer or whitener. The sales of 388. Milkmaid reached a plateau in 1980s and the company repositioned the product as ideal for preparing sweets and desserts. The pack design was 389. smartened up and changed to suit the strategy, which led to remarkably substantial gains in sales volume. name the concept 390. Selected Answer: 1. Repositioning 391. 392. 393. 394. 395. Question 42 396. 397. Select the correct answer. 398. Careers in ------- focus on marketing to a specific client or market sector and are most often found in business-to business or or business-to399. government arenas. 400. Selected Answer: 4. Marketing Sales 401. 402. 403. 404. 405. Question 43 406. 407. Choose the appropriate option
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408. A process by which manufacturers and retailers help customers to differentiate between various offerings in a market. This is called: a) diffusion b) 409. innovation c) market testing d) branding 410. Selected Selecte d Answer: 4. Option d. is correct
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411. Question 44 412. 413. Select the best option. 414. After successful ------- of a new product, the company introduces the product in the market with full-scale marketing programme. 415. Selected Selecte d Answer: 2. Test marketing 416. 417. 418. 419. 420. Question 45 421. 422. Select the correct answer. 423. ------- refers to storing subject-based, integrated, non-volatile, time variant data in support of managerial decisions. 424. Selected Answer: 2. Data warehousing 425. 426. 427. 428. 429. Question 46 430. 431. Select the best option. 432. A ------- is likely to be committed and enthusiastic about a particular brand is usually unlikely to be influenced by a competitor’s actions and is an 433. asset to the markete marketer, r, being inclined to spread favourable word-of-mouth information or opinions. 434. Selected Answer: 3. Delighted customer 435. 436. 437. 438. 439. Question 47 440. 441. choose the best option 442. Management of distribution channels concerns two key elements: (1) managing the design of the channel and its activities, and (2)-------: a) 443. managing the communications b) managing the relationship of members in the channel c) managing customers' expectations d) managing new 444. technology 445. Selected Selecte d Answer: 2. Option b. is correct 446. 447. 448. 449. 450. Question 48 451. 452. Select the best option.
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453. ------- are business, industrial or institutional organizations organizations that buy goods or services to use in their own organizations, organizati ons, to resell or to make other 454. products. 455. Selected Answer: 2. Business users
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456. Question 49 457. 458. Select the correct answer. 459. Service providers also use ------- to smooth out demand fluctuations. fluctuations. 460. Selected Answer: 4. Prices 461. 462. 463. 464. 465. Question 50 466. 467. choose the best option. 468. State whether the following statement is true or false? In a geographically based sales force, a salesperson has to visit all current and potential 469. customers in a given geographic territory. 470. Selected Selecte d Answer: 1. True 471. 472. 473. 474. 475. Question 51 476. 477. Select the best answer. 478. “------- is a marketing discipline that utilises a variety of incentive techniques to structure sales-related programmess targeted to customers, programme customers, trade, 479. and/or sales levels that generate a specific, measurable action or response for a product or service.” 480. Selected Answer: 4. Sales Promotion 481. 482. 483. 484. 485. Question 52 486. 487. Select the best answer. 488. A ------- strategy involves the manufact manufacturer urer using its sales force and trade pr omotion money to induce intermediaries to carry, promote, and sell the 489. product to end end users. a. a. push b. pull c. promote promote d. provide e. e. none of the above 490. Selected Selecte d Answer: 1. Option a. is correct 491. 492. 493. 494. 495. Question 53 496. 497. Choose the correct answer. 498. A ------- represents an intangible product that may involve human or mechanical effort in its delivery.
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499. Selected Answer: 1. Service 500. 501. 502. 503. 504. Question 54 505. 506. Choose the most suitable answer. 507. The three major considerations in price setting includes, costs set as the “floor,” -------------,, and customers’ assessment of unique features establishing 508. the price ceiling. a. competitors’ prices and the pr ice ice of substitutes provide an orientation point b. competitors’ prices establishes a “target price” 509. goal c. the price of substitutes establishes a “target price” d. the price of competitors and substitutes does not enter into the pricing considerations. 510. e. none of the above 511. Selected Selecte d Answer: 1. Option a. is correct 512. 513. 514. 515. 516. Question 55 517. 518. Choose the correct answer. 519. Strategic market planning can be named as: a) Strategic Marketing Planning b) Strategic Market-Oriented Planning c) Strategic Planning 520. Selected Selecte d Answer: 4. All are correct 521. 522. 523. 524. 525. Question 56 526. 527. Select the correct answer. 528. According to ------- , ethical challenges are mainly in two situations: (1) decisions in situations commonly called 'grey-areas' where the right decision 529. is debatable, and (2) decisions for issues where the right course of action is clear but individual and company pressures, and and circumstances circumstances force force 530. good-intentioned marketing managers in the wrong direction. 531. Selected Answer: 4. Andrew Stark 532. 533. 534. 535. 536. Question 57 537. 538. choose the best option.
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539. Selling is most accurately described as being: communication with respect to the relationship with consumers. a. non-personal b. non-structured c. 540. two-way, personal d. demand-directed 541. Selected Selecte d Answer: 3. Option c. is correct
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542. Question 58 543. 544. Select the best option. 545. The most important factor, which is controlling and changing the human society and even impacting the future is -------. 546. Selected Selecte d Answer: 3. Product 547. 548. 549. 550. 551. Question 59 552. 553. Select the best option. 554. The ------- Strategy is normally based and built upon the principles that govern the traditional, offline Marketing- the well known 4 P's that form the 555. classic Marketing mix. 556. Selected Answer: 1. e-Marketing 557. 558. 559. 560. 561. Question 60 562. 563. choose the best option 564. Logistics, or physical distribution (PD), provides: A) Possession utility. B) Time and place utility. C) Form utility. D) Task utility. E) Possession and 565. time utility. 566. Selected Selecte d Answer: 2. Option b. is correct 567. 568. 569. 570. 571. Question 61 572. 573. Select the correct answer. 574. ------- is the effective procedure of generating responses, hopefully in a predictable manner. 575. Selected Answer: 2. Marketing 576. 577. 578. 579. 580. Question 62 581. 582. Choose the most suitable answer. 583. Retailing activities resulting in transactions that occur away from a fixed store location are referred to as: a) Non-store retailers. retailers. b) Convenie Convenience nce 584. stores. c) Department stores. d) Supermarkets
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585.
Selected Selecte d Answer: 1. Option a. is correct
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586. 587. 588. 589. 590. 591. 592. 593. 594. 595.
Question 63 Choose the appropriate option Some firms adopt this policy and each brand has its own individual name. Name the term Selected Answer: 3. Desirable Qualities of Brand Names Wednesday, 15 November 2017 22:41:16 o'clock IST
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