IBPS SO Marketing Officer Digest

IBPS SO Marketing Officer Digest
Mentor for Bank Exams

12/2/2016
Set – 1
1. Marketing is:
(a) Only selling (b) meeting human & social need while earning profits (c) focus on customer (d) focus on
producing goods/service (e) Both b and c
2. Before Industrial Revolution, selling was no problem as:
(a) marketing had not evolved (b) people was not important people do ’t a t to sell a ythi g (d) small
scale enterprises dominated the economy (e) None of these
3. Long term objective of marketing is
(a) customer satisfaction (b) profit maximization (c) cost cutting (d) profit maximization with customer
(e) None of these
4. In marketing attitude can best be defined as a
(a) rude behaviour of salesperson (b) rude behaviour of customer (c) mental state of customer (d) ego
of the marketing executive (e) None of these
5. Which of the following is true?
a Ma keti g is ot e ui ed i a uye ’s a ket (b) Marketi g is ot e ui ed i a selle ’s a ket
(c) Marketing is not required after globalization (d) Marketing is not required after liberalization
(e) Marketing is not required due to spread of MNC
6. Which of the following statements is true?
(a) Marketing makes the company lose money due to high cost
(b) Marketing is not important in profit-making companies
(c) Marketing sharpens the mindset of the employees
(d) Marketing is a time-bound seasonal function (e) Marketing is a waste
7. Find the true statement
a Ma keti g is a aste of the e ployee’s ti e (b) Marketing is not required in India due to its large market
(c) Marketing involves additional work (d) Marketing is not required today due to spread of IT (e) None of these
8. Proper marketing requires
(a) Planning (b) Sympathy (c) Knowledge of products (d) a and b both (e) a and c both
9. Market information means
(a) Knowledge of companies (b) cross-country information (c) Knowledge of related markets (d)
knowledge of current customers (e) None of these
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10. Marketing and selling are
(a) not required if profit is high (b) not required if sales are high
(c) not required in monopolistic condition (d) All of the above (e) None of these
11. Direct marketing is necessary for
(a) having a focuses approach (b) boosting sales
(c) better customer contacts (d) All of the above (e) None of these
12. In marketing it is necessary to identify
(a) potential sellers (b) selling employees
(c) potential products and services (d) key existing and potential customers (e) All of the above
13. Marketing is require for
(a) boosting production (b) reducing costs (c) boosting profits (d) improving customer service (e) All of
the above
14. Marketing is successful when
(a) demand exceeds supply (b) supply exceeds demand (c) exports are heavy and costly (d) salesman are
affective (e) All the above
15. Aggressive Marketing is necessitated due to
(a) Globalisation (b) increase competition (c) increased production (d) increased job
opportunities (e) All the above
16. In marketing the benefits of selling extend to
(a) Only produce and services (b) Only after sales services (c) Lifelong relationship with the buyer (d) All of
these (e) None of these
17. Sequence of a sales process is _____
(a) a call, a lead, presentation and sale (b) a lead, a call, presentation and sale (c) presentation, sale, lead and
call (d) presentation, lead, sale and call (e) sale, call, lead and presentation
18. In marketing POS _____
(a) Preparation for Sales(b) Point of Superiority (c) Point of Sales (d) Primary outlook salesman (e)
Position of Sales
19. Niche Market means a _____
(a) Free market (b) Social market (c) Equity market (d) Capital market (e) Specified market for a
target group
20. A market plan is ______
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a o pa y’s p ospe tus (b) Memorandum of Association (c) document for marketing strategies
(d) business goals (e) action plan for better production
Answers:
1.(c) 2. (d) 3. (d) 4. (c) 5. (b) 6. (c) 7. (e) 8. (e) 9. (c) 10. (e) 11. (d) 12. (e) 13. (c) 14. (d) 15. (b) 16. (c) 17. (b) 18. (c)
19. (e) 20. (c)
Set – 2
1. Effective communication is not required for marketing if _____
(a) Demand exceeds supply (b) Supply exceeds demand (c) Buyers is illiterate (d) Sellers is illiterate
(e) None of these
2. Marketing is not required for ______
(a) Corporate Loans (b) Exports (c) Imports (d) Credit cards (e) None of these
3. Marketing is a _____
(a) day-to-day function (b) one-off affair (c) one-man show (d) collective process (e) means to
earn additional income
4. Marketing helps in ______
(a) boosting production (b) getting new clients (c) interacting with strangers (d) All of these (e) None of these
5. Marketing of services is essential for _____
(a) manufacturing (b) Insurance (c) hotels (d) Only a and b (e) Only b and c
6. Marketing is the art of ________
(a) buying more (b) paying more (c) Selling more (d) talking more (e) Only a and b
7. Which of the following statements is correct?
(a) Marketing is not required due to globalization (b) Marketing causes higher expenses and losses
(c) Marketing is not required in profit-making companies (d) Marketing sharpens the mind of the
employees (e) Marketing is a waste of time in established companies
8. Selling is _____
(a) different from marketing (b) a sub-function of marketing (c) same as marketing (d) more than marketing
(e) All of these
9. Social marketing is _____
(a) Share market prices (b) Marketing by the entire society (c) Internet marketing (d) Marketing for a social
cause (e) society bye-laws
10. _______ is not a pre-sales activity
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(a) Lead generation (b) Product design (c) Sales presentation (d) After-sales service (e) Scanning the
Yellow pages
11. Marketing is the combined study of
a Buye ’s eha iou a d o su e tasks (b) Product demand and Product supply
(c) Brand building and publicity (d) Sales force abilities and customer response (e) All of the above
12. Direct Marketing means
(a) face to face marketing (b) over the counter marketing (c) door to door marketing (d) All of the
above (e) None of the above
13. The ultimate aim of Marketing is to provide
(a) More business to the Company (b) More profit (c) More staff (d) More production (e) More
products
. The a keti g of o e sio i te s of sales is
(a) designing new products (b) converting purchasers (c) converting sellers into purchasers
(d) converting perspective customers into purchasers (e) conversion of religion
15. The sales process begins with
(a) customer identification (b) lead generation (c) sales presentation (d) sales closure(e) sales meet
16. Brand management is important as _____
(a) companies wanted to achieve scale economics (b) It supplemented financial management practices (c) It
suited production and operations personnel (d) Companies wanted to differentiate their products and highlight
distinctions in acompetitive environment (e) None of these
17. Continuously renewing the difference makes your product ______
(a) Look superior (b) Unacceptable (c) Not conform with evolving changes
(d) Conform to the changing behaviour and beliefs of customers (e) None of these
18. If two different brands are distributed by one company, it is _______
(a) Wholesale (b) Co-branding (c) Joint venture (d) Merger (e) None of these
19. XXX is selecting and analyzing a target market and developing a marketing mix to gain long-run competitive
advantages. XXX is creating a
(a) Corporate strategy (b) Target design (c) Mix strategy (d) Marketing strategy (e) None of these
20. Direct consumers of a nonprofit organization are its ______
(a) Consumer public (b) Member public (c) Client public (d) None business public (e) None of these
Answers:
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1.(e) 2. (e) 3. (d) 4. (b) 5. (b) 6. (c) 7. (e) 8. (b) 9. (d) 10. (d) 11. (e) 12. (c) 13. (a) 14. (d) 15. (b) 16. (d) 17. (d) 18.
(b) 19. (d) 20. (c)
Set – 3
1. ________ organization is customer-centric and its decisions are based on involvement of all in the
organization
(a) Brand based (b) Consumer based (c) Marketing (d) Competition based (e) None of these
. Measu i g ou a d s pe fo a e ea s ou a e _______
(a) Managing your brand right (b) Measuring your strategies (c) Maintaining your brand position (d)
Maintaining your brand picture (e) None of these
3. Critical success factors for a firm includes ______
(a) Changing lifestyles and attitudes (b) Low-cost production efficiency (c) Both a and b (d) Marketing
strategy (e) None of the above
4. A differentiated product may be unique by itself but it will only be successful only ______
a if it satisfies usto e s’ eeds (b) if price differential is minimal (c) if brand can be classed as
aspirational (d) differentiated products will always be successful (e) None of these
5. Which of the following statements about choosing a name for a new soft drink is UNTRUE?
(a) Name should be memorable and easy to pronounce (b) Name must be checked by experts to ensure it
does ’t i f i ge o a othe a d
(d) Brand name must be modern and contemporary (c) The name should have positive associations with
benefits and features of the product
(e) None of these
6. Establishing and maintaining a distinctive place in the market for an organization/product is ____
(a) Profiling (b) Profiling segmentation (c) Segmentation (d) Positioning (e) None of these
7. _______ shows how consistent customers are in buying your brand, how long they have been buying and
how long they may buy?
(a) Customer loyalty (b) Brand loyalty (c) Product loyalty (d) company loyalty (e) None of these
8. _____ of ad means how frequently you should expose your target group to your message.
(a) Frequency (b) copy (c) copy strategy (d) Media (e) None of these
9. Market is divided into groups on the basis of age, family size, gender, income, occupation, education,
religion, race, generation, nationality, or social class is the best description of ______
(a) Demographics (b) Psychographics (c) Behavioral (d) Geographic (e) None of these
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10. What approach should a brand manager adopt to know the status of a brand in terms of consumer
perceptions?
(a) Compare two or three brands (b) analyze market segmentations (c) Select potential target
markets d U de sta d usto e ’s eeds (e) None of these
11. ______ is getting into different versions of the same market?
(a) Product extension (b) Brand diversification (c) Market extension (d) Line extension (e) None of these
12. Introducing additional items in the same product category by adding new flavours, forms, colors,
ingredients or package sizes, under the same brand name, is _____
(a) Line extensions (b) Product mix (c) Interactive marketing (d) Service intangibility (e) None of these
13. _____ can be defined in terms of needs, segmentation and geography
(a) Markets (b) Production (c) Promotion (d) management (e) None of these
14. Management research is to find out facts about business and management. This is concerned with ______
(a) Marketing planning (b) Human resources (c) Production planning (d) All of the above (e) None of these
15. When a study has been conducted and is available for others to see, it becomes _____
(a) Primary data(b) Ordinal data (c) Secondary data (d) Nominal data (e) None of these
16. To investigate new markets ______ management function is important
(a) Finance functions (b) marketing (c) Production (d) HRM (e) None of these
. _______ is a atego kille
(a) Products which stock must have products that need to be stocked by retailers due to customer demand like
Co a Cola & Kellogg’s
(b) These are speciality stores with a deep product line to be sold in restricted shop space
(c) These are retail outlets with a narrow product focus but sell products at low prices by bulk buying, low margins
and selling high volumes
(d) These are retail retailers outlets with a wide product focus but with a wide width and depth to products
(e) These are retail outlets with a narrow product focus but with wide width and depth
18. Product life cycle theory maximizes profit at
(a) Developed Stage (b) Early Stage (c) Matured Stage (d) Declined Stage (e) Cannot be predicted
19. Marketing plans are used for
(a) doing research by marketing students (b) planning departments (c) purchase of consumable
items from retail outlets (d) All of the above (e) None of these
20. Product mix means
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(a) distributing mix products (b) collecting ideas to sell better (c) satisfying the customer
(d) bundle of products required by the customer (e) products designed by the company
Answers:
1.(a) 2. (a) 3. (b) 4. (a) 5. (d) 6. (d) 7. (a) 8. (a) 9. (a) 10. (a) 11. (d) 12. (a) 13. (a) 14. (d) 15. (c) 16. (b) 17. (c) 18.
(a) 19. (e) 20. (e)
Set – 4
1. Innovation helps in
(a) designing new products (b) improving marketing (c) increasing sales (d) maximizing
prospective customers (e) All of the above
2. Successful Marketing strategies need
(a) knowledge of consumer tastes (b) good leadership (c) proper direction and guidance (d)
knowledge bank peers (e) All of the above
3. Diversification means
(a) marketing in different countries (b) marketing in diverse companies
(c) making new, diversed products (d) dealing only with foreign markets (e) All of the above
. Bu e ‘esista e ea s ____
(a) Buye ’s i te ested i the p odu t (b) Buyer being aggressive with the seller
Buye ’s hesistatio i uyi g the p odu t (d) Buyer becoming a seller
(e) Buyer purchasing the product
5. Direct Marketing is useful for ____
(a) Designing products (b) Sending e-mails (c) Increased production (d) Bigger job opportunities
(e) None of these
. A o pa so etail outlets a e ea t ________
a To a oid the th eat of dist i uto s’ po e (b) To own and control the distribution channel (c) Distribution is
profitable (d) All of the above (e) None of the above
7. Advertising _____ can attract consumers only if it is based on their needs
(a) Reach (b) Copy (c) Frequency (d) Media (e) None of these
8. Major source of power in a distribution channel is the ______
(a) Company (b) Brand (c) Distributor (d) Customer (e) None of these
9. Factors affecting choice of distribution channel include ______
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(a) customer value (b) Sales revenues (c) Both a and b (d) Customer services (e) None of the above
10. Air India runs TV commercials that show its staff going out of their way to help customers. An important
secondary audience for these ads is:
(a) Civil aviation authority (b) Competitors (c) Air India employees (d) Air travelers (e) None of these
11. Pricing model offers opportunity to set different prices for different needs is ______
(a) Segment pricing (b) Skim pricing (c) Value-in-use pricing (d) Strategic account pricing (e) None of these
12. Advertising helps sales promotion by creating awareness and comprehension that creates _____
(a) customer pull (b) Customer push (c) Customer loyal (d) Customer image (e) None of these
13. Advertising copy _____
a P o ide o ti uity i a a d’s ad e tisi g (b) Help a brand achieve distinctiveness
(c) Provides a common benchmark on which all concerned in the company and the agency can evaluate merits of
advertising campaign (d) All of the above (e) None of these
14. Duration of _____ should be short and should not be repeated
(a) Sales promos (b) Market promos (c) Brand promos (d) product promos (e) None of these
15. An effective advertising campaign ____
(a) Revolves around a strong central idea (b) Should appeal to consumers self interest
(c) Must not be generalized (d) All of the above (e) None of these
16. Prices of luxury product are explained by ______
(a) Plus-one pricing (b) Skim pricing (c) Strategic account pricing (d) Segment pricing (e) None of these
17. ______ about Place/Distribution decisions is CORRECT?
(a) Product classes are not related to place objectives (b) The product life cycle is not related to place objectives
(c) Place decisions are short-term decisions that are easy to change (d) Different market segments may
require separate places arrangements (e) None of these
18. Addition of 2.25 liter bottle by Coca Cola will ____
(a) Increase customer base and usage (b) Enhance customer loyalty
(c) Generate more profit (d) Develop brand image (e) All of the above
19. Communications through a news story about an organization and its products that is transmitted through a
mass medium at no charge is _____
(a) Advertising (b) sales promotion (c) Personal selling (d) Publicity (e) None of these
20. ______ is a disadvantage of using an agent in a channel of distribution?
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(a) Length of channel (b) Cost factor (c) Lack of control (d) Speed of distribution (e) Absence of
market knowledge
Answers:
1.(a) 2. (e) 3. (c) 4. (c) 5. (d) 6. (b) 7. (b) 8. (b) 9. (c) 10. (c) 11. (a) 12. (a) 13. (d) 14. (a) 15. (d) 16. (b) 17. (d) 18. (d)
19. (d) 20. (b)
Set – 5
1. _____ enables a company to control channels of distribution?
(a) Vertical marketing system (b) Franchising (c) Exclusive dealing arrangements (d) Vertical integration
(e) All of the above
2. Distribution where a limited number of outlets in a geographical area to sell its products are used is called
____?
(a) Exhaustive distribution (b) Exclusive distribution (c) Intensive distribution (d) Selective
distribution (e) Segmented distribution
3. Power in marketing channels is now with ______?
(a) distributor (b) Manufacturer (c) Retailer (d) Wholesaler (e) Consumer
4. _____ is a strength associated with franchising?
(a) Reduces marketing promotional and administration costs (b) goal conflict does not arise
(c) Reduces level of channel conflict within the channel (d) Combine the strengths of a large sophisticated
marketing-oriented organization with the energy and motivation of a locally owned outlet
(e) All of the above
5. Best method of advertisement is
(a) glow sign boards (b) internet (c) Television (d) Consumer awareness (e) customer satisfaction
6. A form of distribution n which manufacturer makes an agreement with a middleman in each market
stibulating that the distribution of the product will be confined in that area is:
(a) mass distribution (b) exclusive agency distribution
(c) selective distribution (d) price based distribution (e) None of these
7. If Marketing is done effectively, _____ is not required
(a) Advertisement (b) Publicity (c) Market research (d) Market segmentation (e) None of these
8. Sales forecasting involves
(a) sales planning (b) sales pricing (c) distribution channels(d) consumer tastes (e) All of these
9. Proper pricing is essential for ____
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(a) extra charges for extra services (b) levy of VAT (c) good customer service
(d) putting burden on the customer (e) service with extra facilities
10. Selling skills are measured by _____
(a) number of goods sold (b) amount of profit earned
(c) number of customers converted (d) All of the above (e) None of these
11. Promotion means
(a) additional responsibility (b) undertaking research in marketing
(c) advertisement and publicity for marketing (d) going up the promotional ladder (e) All of the above
12. Negotiation skills help in _____
(a) evolving a consensus (b) breaking the ice
(c) carry marketing further (d) Mutual win-win situation (e) All of these
13. Relationship Marketing is useful for
(a) trade between relatives (b) trade between sister concerns (c) cross-selling of products
(d) preparing a list of relatives (e) There is no term as Relationship marketing
14. Good public Relations means improved _____
(a) Marketing skills (b) Brand Image (c) Customer service (d) All of these (e) None of these
15. One method of Market monitoring is _____
(a) monitor performance of sales staff (b) Monitor the SENSEX (c) monitor Media Outlets (d) Monitor
profits (e) None of these
16. Networking helps in marking Marketing Function
(a) a difficult task (b) a laborious task (c) an easier task (d) Networking is worthless in Marketing
(e) Networking has a partial role
17. Effective marketing helps in _____
(a) developing new product (b) creating a competitive environment
(c) building demand for products (d) All of these (e) None of these
18. Pricing strategy for credit cards depends on _____
(a) Competition (b) Custo e ’s i o e (c) Customer relations (d) customer awareness (e) Customer usage
19. Aggressive Marketing is needed due to ____
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(a) Globalisation (b) Intense competition (c) Additional production (d) More jobs (e) All of the
above
20. Which means of communication is the most popular for publicity?
(a) Magazines (b) Television (c) Radio (d) Outdoor exhibition (e) None of these
Answers:
1. (e) 2. (b) 3. (e) 4. (e) 5. (e) 6. (b) 7. (b) 8. (e) 9. (c) 10. (d) 11. (c) 12. (e) 13. (c) 14. (d) 15. (a) 16. (c) 17. (d) 18.
(b) 19. (b) 20. (c)
Set – 6
. P s Ma keti g a e _____
(a) Primary Marketing Techniques (b) Person, Place, Product and Promotion
(c) Promoting Authority (d) Purpose, Place, Passion, and Product (e) None of these
2. Qualities essential in good marketing are _____
(a) Aggressiveness (b) pushy (c) perseverance (d) politeness (e) Only c and d
. ______ is ot a pa t of P s of Ma keti g
(a) product (b) price (c) production (d) promotion (e) people
4. Market share means ______
(a) share market (b) share prices (c) IPOs (d) Scope for marketing
(e) Share of business among producers
5. If lots of customers like the brand and are inclined to be bound into a contract, they would be known as
_____
(a) Loyal customer (b) Difficult customer (c) Potential customer (d) Finicky customer (e) None of these
6. _____ evokes a hierarchical set of customer response effects i.e. building awareness, comprehension,
intentions, and actions.
(a) Distribution (b) Communication (c) Merchandizing (d) Branding (e) None of these
. Apa t f o the fou Ps of a keti g i , the th ee additio al ele e ts of se i e a ds a e people,

process, and _____
(a) Physical evidence (b) Physiological evidence (c) Psychological evidence (d) Packaging (e) None
of these
8. Unique Selling Proposition (USP) started in ______
(a) Advertising era (b) Image era (c) Product era (c) Positioning era (e) None of these
9. Positioning has to stem from the point of view of ______
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a Custo e s’ (b) Competitors Ge e al Ma age s’ (d) Brand O e s’ (e) None of these
. _____ is a a kete s ajo positio i g tool that has a di e t i pa t o p odu t pe fo a e a d is li ked

to customer value.
(a) Product quality (b) Social marketing (c) Specialty marketing (d) Production quality (e) None of these
11. _____ determines why customers buy?
(a) Customer needs analysis (b) Brand-based customer model
(c) Good brand promise (d) Brand management process (e) None of these
. Ma kete s eed to positio thei a ds lea l i ta get usto e s i ds. The strongest brands go beyond
attributes or benefit positioning. They are positioned on the basis of ____
(a) Desirable benefit (b) Good packaging (c) Strong beliefs and values (d) Service inseparability
(e) None of these
13. Target marketing featuring customized marketing programmes is _______
(a) Individual marketing (b) Segment marketing (c) Family marketing (d) Local marketing (e) Niche
marketing
14. ____ segmentation divides the market into different units like nations, states, regions, cities or
neighbourhoods.
(a) Geographic (b) Demographic (c) Psychographic (d) Behavioral (e) Socio-economic
15. _____ segmentation is where the market is divided on the basis of age, family size, life cycle, gender,
income, occupation, education and religion.
16. To be useful market segments must assess on ______ criteria
(a) five (b) two (c) three (d) four (e) Six
17. Market segmentation means
(a) dividing the market into groups (b) segmenting by age
(c) segmenting by tastes (d) geographical segmenting (e) None of the above
18. In marketing, market penetration means
(a) entering customers houses (b) covering stores and shops
(c) covering a wide market (d) All of the above (e) None of these
19. Rural marketing is more effective if arranged through
(a) melas (b) village fairs (c) door to door campaign (d) All of these (e) None of these
. Bu e ‘esista e ea s ______
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a Buye ’s i te est i the p odu t (b) Buyer fighting with the seller Buye ’s hesitatio i uyi g the
product (d) Buyer becoming a seller (e) Buyer buying the product
Answers:
1.(b) 2. (e) 3. (e) 4. (e) 5. (a) 6. (b) 7. (a) 8. (c) 9. (a) 10. (d) 11. (a) 12. (c) 13. (e) 14. (a) 15. (b) 16. (d) 17. (e) 18. (c)
19. (d) 20. (c)
Set – 7
1. Opportunities for growth and expansion are identified by finding _____
a Custo e s’ eliefs a out the seg e t (b) Customers believe about competitors
Custo e ’s pe eptio s a out the a d d Custo e ’s espo se a out the p odu ts (e) None of these
. What e plai s Maslo s Moti atio Theo est?
(a) Importance of motivation of customer development
(b) When people are driven by particular need at particular times
(c) When human needs are arranged in a hierarchy (d) All of these (e) Only b and c
3. Customer database is used by
(a) individuals (b) institutions (c) builders (d) marketing experts (e) None of these
4. Motivation is essential to effective marketing. What other qualities are required for marketing?
(a) Confidence (b) Effective Communication skills (c) Team work (d) Perseverance (e) All of the
above
5. Market Penetration is possible through
(a) more calls to the same buyers (b) more calls to potential buyers (c) surrogate marketing (d)
alternate marketing (e) All of these
6. Market penetration connotes
(a) covering a wider area (b) enteri g selle s’ houses (c) covering all shops and business houses
(d) All of these (e) None of these
7. Lead generation means _____
(a) Tips for selling tactics (b) tips for more efficient production (c) Develop leaders (d) sources for
prospective clients (e) None of these
8. Marketing orientation focuses on ______?
(a) Customers (b) Suppliers (c) Competitors (d) Employees (e) All of the above
. Push a keti g st le e ui es _____
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(a) proper planning (b) good pushing strength (c) Teamwork (d) ability to identify products (e)
Aggressive marketing
10. CRM (Customer Relationship Management) is ______
(a) A pre-sales activity (b) A tool for lead generation (c) An ongoing daily activity (d) Task of a DSA
(e) Customer complaint cell
11. While determining levels of preference of customers in relation to the criterion consumers give priority to a
brand due _____
(a) Customer service (b) Consistent performance (c) Price value relationship (d) Accessibility (e) None
of these
12. Modern marketing includes
(a) publicity on internet (b) advertisement on internet (c) bulk emails (d) telemarketing (e) All of these
13. Digital Marketing means ____
(a) selling by using calculators (b) marketing of digital instruments
(c) marketing by using Internet and Telephones (d) export finance (e) None of these
14. Transaction marketing means
(a) marketing only to strangers (b) mere selling of goods (c) doing banking transactions (d) All of the
above (e) None of these
15. Modern marketing includes _____
(a) digital marketing (b) tele marketing (c) e-commerce (d) e-mails solicitation (e) All of these
16. e-marketing is same as ____
(a) virtual marketing (b) digital marketing (c) real time marketing (d) All of these (e) None of these
17. Digital marketing is selling ______
(a) digital goods (b) calculators (c) through internet (d) All of these (e) None of these
18. Internet marketing means ____
(a) Internet marketing (b) Marketing to a core group (c) Marketing to employees (d) All of these (e) None
of these
19. Online Marketing is useful for ____
(a) Selling old products (b) Sending e-mails (c) Increasing production (d) Additional job opportunities
(e) Higher expenses
20. Modern marketing is _____
(a) telemarketing (b) web marketing (c) internet advertisement (d) e-mails (e) All of these
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Answers:
1.(d) 2. (d) 3. (e) 4. (e) 5. (b) 6. (a) 7. (d) 8. (a) 9. (e) 10. (a) 11. (b) 12. (e) 13. (c) 14. (d) 15. (e) 16. (b) 17. (c) 18.
(e) 19. (a) 20. (e)
Set – 8
1. Online value proposition should ______
(a) Be communicated to site visitors and in all marketing communications
(b) Be a clear differentiator from online competitors
(c) Target market segment(s) that the proposition will appeal to
(d) Given financial back up (e) All of the above
2. Achieving marketing objectives through use of electronic communications technology is ____
(a) E-marketing (b) E-business (c) Internet marketing (d) E-commerce (e) None of the above
3. Using the internet for marketing research to find out customers needs is ______
(a) Satisfying customer requirements (b) Anticipating customer requirements
(c) Identifying customer requirements (d) All of the above (e) None of these
4. Assessing the demand for digital services or online revenue contribution is _____
(a) Anticipating customer requirements (b) Satisfying customer requirements
(c) Identifying customer requirements (d) None of the above
5. Direct online contribution effectiveness is the ______
(a) Reach of audience volume of site (b) Proportion of sales influenced by the web site
(c) Proportion of business turnover achieved by e-commerce transactions
(d) First and third option above (e) None of the above
. _____ is NOT a ele e t of a o pa s e te al i oe i o e t that eed to e assessed du i g

situation analysis for e-marketing?
(a) Supplier analysis (b) Competitor analysis
(c) Intermediary analysis (d) Demand analysis (e) None of the above
7. Modern marketing EXCLUDES ______
(a) Digital marketing (b) Telemarketing (c) Door-to-door marketing (d) E-mail solicitation (e) None
of these
8. Web marketing involves
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(a) Selling web cameras (b) Web advertisements(c) e-mail chatting (d) Browsing the web (e) Door-to-door
canvassing
9. Online marketing is mostly useful for marketing of
(a) saving accounts (b) credit cards (c) home loans (d) NRI deposits (e) business accounts
10. Good competition helps in
(a) improved sales (b) improved customer service (c) improved brand image (d) All of these (e) None
of these
11. The best promotional tool in any marketing is _____
(a) Pamphlets (b) Newsletters (c) World of mouth publicity (d) Regional advertisement (e) viral
marketing
12. Modern marketing calls for more than developing a good product, pricing it attractively, and making it
accessible. Companies must also _____with resent and potential stakeholders, and the general public.
(a) attract (b) reach (c) relate to (d) advertise to (e) communicate
. If a o pa is guilt of a keti g opia , the it is:
(a) in danger of having dangerous cost overruns because it is trying to please too many diverse customer groups
(b) so taken with its products that it focuses only on existing wants and loses sight of underlying consumer needs
(c) guilty of prejudice toward certain customer groups
d falli g i to the t ap of opyi g athe tha i e ti g p odu ts
14. Internet marketers are using _____ as s form of word of mouth, or word of mouse, to draw attention to
their sites
(a) event marketing (b) subliminal marketing (c) viral marketing (d) place marketing (e) public
relations
15. The main actors in a modern marketing system would include all of the following EXCEPT: (Select the LEAST
LIKELY)
(a) suppliers (b) marketing intermediaries (c) the end user (d) advertising agencies (e) None of these
16. Over time, marketing management has offered five distinct concepts under which organizations conduct
their marketing activities. Which of the following DOES NOT belong on the correct list of these concepts?
(a) econometric concept (b) production concept (c) product concept (d) marketing concept (e) None
of these
17. The ____ questions whether the pure marketing concepts adequate in an age of environment problems,
resource shortages, rapid population growth,
(a) service concept (b) societal marketing concept (c) product concept
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(d) not-for-profit concept (e) None of these
18. The major marketing developments as we enter the new millennium can be summed up in a single theme:
(a) innovation (b) the internet (c) virtuality (d) connectedness (e) None of these
. U de hi h of the follo i g a keti g o e tio s ould o e ti g through strategic alliances most

likely fall?
(a) Connections with customers (b) Connections with Government
(c) Connections with marketing partners (d) Connections with the world around us (e) None of these
20. Dell computer recently ran advertisements telling how it partners with Microsoft and Intel to provide
customized e-business solutions. This would be an example of which of the following?
(a) mix network (b) supply management (c) relationship channel (d) strategic alliance (e) None of these
Answers:
1.(b) 2. (a) 3. (c) 4. (c) 5. (d) 6. (b) 7. (e) 8. (b) 9. (c) 10. (d) 11. (c) 12. (e) 13. (b) 14. (c) 15. (d) 16. (a) 17. (b) 18. (d)
19. (a) 20. (d)
Set – 9
1. Today marketing is:
(a) Product driven (b) Services driven (c) Improvement of bottom line (Profitability) (d) Cost
conscious (e) Customer driven market
. I toda s ha gi g a ki g s e a io, agg essi e p o otio of usi ess is e essa he e the o petitio
exists on
(a) branch up-keep (b) expeditious service (c) use of advanced digital technology
(d) good customer service (e) All of these
3. When you desire to upgrade a customer, which category would be targeted by the bank?
(a) A regular visitor to the bank (b) A person ordering large number of bank drafts
(c) A person regularly maintaining a loan / deposit account
(d) A person regularly getting bank drafts encashed
(e) A person functioning as agent for a depository account
4. In banks, loans & advances are considered as
(a) assets (b) liabilities (c) resources (d) expenditure (e) None of these
5. Bank marketing means
(a) selling by banks (b) buying by banks (c) merger of banks
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(d) selling banks products and services (e) selling products in banks
6. Mark the incorrect statement
(a) marketing has no relevance for public sector banks
(b) marketing has no relevance in Private Sector banks
(c) marketing has no relevance in Foreign banks (d) All of the above (e) None of these
7. Marketing is not required in _____
(a) Selling Credit/Debit cards (b) Net banking (c) Corporate loans (d) Retail loans (e) All of these
8. Bank marketing is necessary due to
(a) globalization (b) recession (c) bank mergers (d) limited resources
(e) selling different items in bank branches
9. Marketing of internet banking means
(a) meeting of banks on the net (b) net practice
(c) marketing usage of banking transactions through internet (d) transactions with foreign banks (e) All of
the above
10. _____ is not a channel for bank marketing?
(a) Telemarketing (b) Internet banking (c) Mobile banking (d) satisfied customers (e) None of these
11. Marketing in banks is defined as
(a) Negotiable instruments act (b) Banking regulation act (c) RBI Act (d) Companies Act (e) None
of these
12. Marketing in banks is
(a) a one-day function (b) a one-man function (c) a one-off affair (d) All of these
13. Marketing is required in banks due to
(a) globalization (b) computerization (c) larger population (d) government policies (e) None of these
14. Bank assurance means
(a) assuring to repay bank loans (b) assuring to repay credit card dues
(c) assuring to repay home loans (d) Insurance of banks
(e) selling of insurance products by a bank
15. Target group for marketing internet banking is ______
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(a) all customers (b) all literate customers (c) all computer literate customers (d) only
borrowers (e) All of these
16. Digital banking is available through _____
(a) Mobile phones (b) Internet (c) Telephones (d) All of these (e) None of these
17. Mutual funds can be sold to existing bank customers by
(a) Outdoor marketing (b) Telemarketing (c) Cross-selling (d) Internet marketing (e) All of the above
18. Demat accounts are useful for _______
(a) Online trading of shares (b) Locker operations (c) ATMs (d) loan sanction (e) Export
finance
19. Rural bank marketing has good scope for ____
(a) Industrial loans (b) Corporate loans (c) NRI loans (d) Tractor loans (e) All of these
20. Bancassurance can be sold to ______
(a) Banks (b) Insurance companies (c) Insurance agents (d) Bank customers (e) All of the
above
Answers:
1.(e) 2. (c) 3. (a) 4. (a) 5. (d) 6. (d) 7. (e) 8. (e) 9. (c) 10. (e) 11. (e) 12. (e) 13. (a) 14. (e) 15. (c) 16. (d) 17. (b) 18. (a)
19. (d) 20. (d)
Set – 10
1. Bulk savings accounts can be mobilized by ______
(a) door-to-door canvassing (b) making cold calls (c) E-mail solicitation (d) contacting individuals
working in an institution (e) Writing letters
2. A prospect means _____?
(a) any customer who walks into the bank (b) an employee of the bank
a usto e ho is i te ested i a k’s p odu t (d) depositor of the bank (e) borrower of the bank
3. Difference between direct and indirect bank marketing is
a di e t a keti g is to a k’s e ployees. I di e t is to outside s
(b) Direct marketing is to outsiders. Indirect is to employees
Di e t a keti g is to Ba k’s o e s. Indirect is to outsiders
d Di e t a keti g is to othe a k’s e ployees. I di e t is to outside s (e) None of these
4. Rural marketing involves
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(a) selling to rural banks (b) selling by rural banks (c) selling to rural customers (d) arranging
industrial exhibitions (e) All of the above
5. Product development is/has
(a) useful for bank marketing (b) not useful for bank marketing
(c) no role to play in bank marketing (d) All of the above (e) None of these
6. Target market for Home loans is
(a) builders (b) housing societies (c) agriculturists(d) All of these (e) None of these
7. Societies and Trusts are a target groups for opening _____
(a) Current accounts (b) Savings accounts (c) Car loan accounts (d) Corporate loan accounts (e)
Education loan accounts
8. Safe Deposit Locker can be canvassed among
(a) all existing account holders (b) persons below poverty line (c) students (d) jewelers (e) ATM
cardholders
9. The USP of a credit card is
(a) cashless operations (b) only for HNIs (c) only for men (d) Only for employed persons (e) transactions
though cheque book
10. EMI can be a marketing tool if
(a) EMI is increasing (b) It is very high (c) It is very low (d) EMI has no impact on marketing (e) EMI is
a flat rate
11. The USP of a Current account is
(a) high profitability (b) liquidity (c) low rate of interest (d) costly transactions (e) friendly features
12. Bancassurance means
(a) assurance of banks for quality service (b) assurance for sanction of loans
(c) selling of insurance products by banks (d) selling credit cards (e) Selling debit cards
13. Banks sell insurance for
(a) increasing deposits (b) increasing loans (c) increasing clients (d) earning more profits
(e) taking over insurance companies
14. The target group for personal loans is
(a) All private limited companies (b) all businessmen (c) All salaried persons (d) minor children
(e) Newborn infants
15. Savings accounts can be opened by _____
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(a) All individuals fulfilling KYC norms (b) All tax payers only (c) All individuals above the age of 18
(d) All business man (e) All students below the age of 18
16. A short term loan is repayable within ______
(a) 20 years (b) 3 years As pe the o o e s’ ish (d) As per the guarantors wish (e) There is no
need to repay short term loans
1 . U“P i a keti g la guage ea s _____
(a) Uniform Selling Practices (b) Unique Sales Person (c) Unique Selling Proposition (d) Unique Savings Plans
(e) Useful Sales Persons
18. An IPO Loan is meant for
(a) Meeting personal needs (b) For higher education(c) Medical treatment (d) For starting a new industry
(e) For purchase of shares
19. Marketing in banks is defined as
(a) Negotiable Instruments act (b) Banking regulation act (c) Reserve bank of India act (d) Companies
act (e) None of these
20. In marketing terms, attitude can best be defined as a
(a) rude behaviour of salesperson (b) rude behaviour of customer (c) mental state of consumer (d) ego
of the marketing executive (e) None of these
Answers:
1.(d) 2. (c) 3. (e) 4. (e) 5. (a) 6. (a) 7. (b) 8. (a) 9. (a) 10. (c) 11. (e) 12. (c) 13. (d) 14. (c) 15. (c) 16. (b) 17. (c) 18. (d)
19. (e) 20. (c)
Set – 11
1. According to product life cycle theory, the profit is maximum in
(a) developed stage (b) early stage (c) matured stage (d) declined stage (e) None of these
2. In banks, loans & advances are considered as
(a) assets (b) liabilities (c) resources (d) cause of expenditure (e) None of these
3. What is meant by the term psychological pricing?
(a) The process of raising the customer awareness of the supposed values/qualities of your product, so building its
brand image
(b) The cutting out of wholesalers from the distribution chain
(c) Setting prices that reinforce t he concept of value. E.g. £99 and not £100
(d) The forces of supply and demand and how they determine price (e) None of these
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4. A firm is productively efficient when
(a) it is producing its product or service at the lowest unit cost that it can
(b) it is selling at the lowest price possible (c) it has the highest labour productivity that it can
(d) it is making what is customers want (e) None of these
5. Find the incorrect statement
(a) Marketing has no relevance in public sector banks
(c) Marketing has no relevance in foreign banks (d) all of these (e) None of these
6. Vegetable market in India is nearly an example of
(a) Perfect Competition (b) Monopoly (c) Oligopoly (d) imperfect competition (e) high monopsony
7. Marketing in banks is
(a) a one-day function (b) a one-man function (c) a one-off affair (d) All of these (e) None of these
8. Modern methods of marketing include
(a) publicity on the net (b) advertisement on the net (c) soliciting business through e-mails (d) telemarketing
(e) all of these
. I a selli g p o ess i toda s o ld
(a) only standard products are sold (b) no customization required
(c) the seller need not have product knowledge (d) the seller should aim at customer satisfaction (e) only
quantum of sales matters
10. The nominal scale used marketing research, refers to
(a) population characteristics based on age or sex or ownership of a specific consumer durable (b) ordering of
scale
(c) Both a and b (d) Income of people (e) None of these
11. In the era of globalization of business, M & A means
(a) Money & Assets (b) Marketing & Alliance (c) Mergers & Acquisitions (d) Means & Acquisition
(e) Markets & Acquisitions
12. All of the following are extension strategies for a product, except
(a) finding new uses for the product
(b) encouraging more frequent use and purchase of the product
(c) developing new markets for the product (d) repackaging the product (e) None of these
13. The long-run for a company is when
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(a) the scale of production itself, and thus capacity can be increased
(b) the time it takes to buy and install new plant (c) Both a and b
(d) the time interval between the payment of a firms fixed costs (e) None of these
14. One of the following qualities is not required for effective marketing. That is
(a) Self-motivation (b) Effective communication skills (c) Team work (d) Perseverance (e)
Sympathy
15. I a keti g i P s i pl
(a) Product, Price, Place, Promotion (b) Product, Price, Policy, Place
(c) Product, Place, Promotion, Policy (d) Place, People, Product, Policy
(e) Promotion, Product, Price, People
16. Which among the following a fixed expense in sales budget?
(a) Incentives (b) Rent(c) Communication expenses (d) Communication
(e) Awards
17. Explain what is meant by the term advertising elasticity
(a) The responsiveness of demand to price changes (b) How much advertising influences sales
(c) It measures the responsiveness of the demand for a product changes in the amount of advertising spent on it
(d) The change in demand caused by a change in income(e) none of these
18. In the interests of efficiency and obtaining more economics of scale, two firms agree to join together and
become one. This is an example of a
(a) hostile take-over (b) hostile merger (c) friendly merger (d) friendly take-over (e) None of these
19. In recent years autonomous working groups have come to play an important part in many businesses. What
are their essential features?
(a) the group reports directly to the senior management above them in the hierarchy of the firm
(b) the creation of teams which have a high level of autonomy and control over their immediate working
environment
(c) The bringing together of various individuals who have a common interest in solving certain problems
(d) A group of experts brought into research new ways of producing a product (e) None of these
20. Just in Time (JIT) technique is getting wider acceptance world over. The technique was first introduced in
(a) India (b) Indonesia (c) Japan (d) America (e) None of these
Answers:
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1.(a) 2. (a) 3. (c) 4. (a) 5. (d) 6. (a) 7. (e) 8. (e) 9. (d) 10. (a) 11. (c) 12. (d) 13. (a) 14. (e) 15. (a) 16. (b) 17. (c) 18. (c)
19. (b) 20. (c)
Set – 12
1. For an economic organization like bank, MIS means
(a) Middle Income Scheme (b) Management Information System (c) Management of Information &
Science (d) Marketing Information System (e) Only b and c
2. A firm can be considered to be efficient when is
(a) is producing its product or service at the lowest possible average cost
(b) is fully utilizing its capacity
(c) It measures the responsiveness of the demand for a product to change in the amount of advertising spent on it
(d) employs the maximum number of workers (e) None of these
3. Which of the following might cause a downturn in the economy?
(a) The demand for a product is exceeding its supply (b) A total fall in output and expenditure
(c) Distinct signs of growing business confidence (d) Stocks are starting to exceed demand (e) None of these
4. In online marketing, there is
(a) no exchange (b) exchange is the core of marketing (c) Guarantee (d) Only warranty (e) None of these
5. SWOT analysis refers to
(a) marketing tool to understand constraints and potentials of self and competitor (b) external environment
analysis
(c) internal environment analysis (d) strategic planning for selling product (e) south-west organization for
trade
6. Market segmentation is done by firms for all of the following reasons, except
(a) to increase market share (b) to assist new product development
(c) so that they can develop multi-purpose advertising campaigns (d) to extend products into new markets
(e) None of these
7. Which among the following is not a tool for marketing planning appraisal?
(a) External appraisal (b) Internal appraisal (c) Gap analysis (d) SWOT analysis (e) PCOT analysis
8. A presentation means
(a) display of products (b) explaining the utility of products (c) a gift (d) display of communication
skills (e) All of these
9. Cross-selling covers
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(a) identifying customer needs (b) matching the products to customer needs
(c) convincing the customers of product benefits (d) responding to questions and objectives of customers
(e) all of these
10. Market information means
(a) knowledge of shops and bazaars (b) knowledge of shopping malls
(c) knowledge of customer profile and product mix (d) knowledge of various languages (e) None of these
11. Prior to the industrial revolution, selling was no problem and no sales team is required because
(a) marketing was not a subject then (b) people was not a subject then
people do ’t a t to sell a ythi g (d) small-scale enterprises dominated the economic scene (e) None
of these
12. Consumer information sources are
(a) personal source and commercial source (b) public source (c) experiential source (d) All of the
three above (e) Only a and b
13. Which of the following forms the highest share in household savings in India?
(a) Deposits (b) Currency (c) Share & Debentures (d) Real estate (e) Physical asset
14. A Cash Cow is
(a) a product which generates a significant amount of profit for a company
(b) a product with a high market share and a high rate of growth
(c) a product with a low market share and a low rate of growth
(d) a product which generates a significant amount of money for a company
15. In market segmentation, which among the following is not an economic component?
(a) Age (b) sex (c) Both a and b (d) Income level(e) Taxes
16. Effective communication skills are not required in marketing if
(a) demand exceeds supply (b) supply exceeds demand (c) buyer is illiterate (d) seller is illiterate
(e) None of these
17. Market research is needed for
(a) deciding the market area (b) deciding the right product to be sold
(c) making proper marketing decisions (d) deciding right time to sell (e) All of these
18. A situation whereby market is expanded by developing new products to satisfy new consumer needs is
called
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(a) Market development (b) Diversification (c) Both a and b (d) Neither a nor b (e) None of these
19. Zero-based Budgeting (ZBB) means
(a) a tool for marketing cost analysis (b) a tool for financial analysis
(c) each year, budgeting starts from a scratch (d) a certain percentage of sales (e) Only a and b
20. A product life cycle
(a) shows how a products sales or profits, depending on the units used, may rise and fall over its life
(b) tells you how long a product will sell for and make a profit
(c) is divided into three stages (d) shows how profitable a product will be (e) None of these
Answers:
1.(b) 2. (a) 3. (c) 4. (b) 5. (a) 6. (c) 7. (e) 8. (b) 9. (e) 10. (c) 11. (d) 12. (d) 13. (e) 14. (d) 15. (c) 16. (e) 17. (e) 18. (b)
19. (c) 20. (a)
Set – 13
1. The data is reliable when it is collected from
(a)educated people (b) local area (c) universe of the interest (d) outside the universe of interest
2. A management theory fails because
(a)it lacks universal applicability (b) people are illiterate (c) theory is not necessary (d) people do not want
to work accordingly
3. Which of the following is known as a Watch Dog of International Trade?
(a)GATT(b) UNCTAD (c) G 16 (d) WTO
4. Sales promotion can be evaluated by
(a)survey (b) examining sales data(c) experiment (d) observation
5. The main focus of marketing is on
(a)customer satisfaction(b) selling the product (c) profit (d) product improvement
6. Narrow span of management results in
(a)formal structure (b) tall structure (c) informal structure (d) flat structure
7. Which of the following is/are not type(s) of direct marketing?
(a)Telemarketing (b) Buying service (c) Direct mail (d) Both (2) and (3)
8. Which of the following is a barrier to effective planning?
(a)External inflexibilities (b) Internal inflexibilities (c) Rapid change (d) All of the above
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9. Which of the following is not the major aspect of Marketing Environment?
(a)Technology (b) Economy (c) Agreement (d) Culture
10. Which of the following is a behavioural segmentation variable?
(a)Age (b) Sex (c) Occasion (d) Religion
11. Attitude measurement scale can be
(a)nominal (b) ordinary (c) interval (d) None of these
12. A sales potential means
(a) an estimate of sales, in dollars of physical units, in a future period (b) an estimate of the maximum possible
sales opportunities present in a particular market segment (c) an estimate of sales in a past period (d) None
of these
13. Direct marketing is an effective tool for
(a)consumer (b) business to business marketing (c) both (a)and (b) (d) None of these
14. A market segment should be
(a)measurable (b) accessible (c) differentiable (d) None of these
15. Globalization of a company means the company is
(a)geocentric (b) ethnocentric (c) regiocentric (d) polycentric
Answers:
1.(C) 2. (A) 3. (D) 4. (B) 5. (A) 6. (B) 7. (B) 8. (D) 9. (C) 10. (C) 11. (D) 12. (B) 13. (C) 14. (D) 15. (A)
Set – 14
1. Which is importance of Pricing?
(a)Stability in Prices (b) Purchase Planning (c) Help in Product Comparison (d) All of these
2. The objectives of Pricing includes____.
(a)Profit oriented objectives (b) Skimming the Cream Price (c) Sales oriented objectives (d) Both (a)and
(C)
3. Maximizing Profit is possible, when____
(a)Monopoly Position in the market (b) High Product Price (c) MC = MR (d) None of these
4. In relation to marketing, skimming policy is related to
(a)product production (b) initial sales of product (c) product planning (d) advertising
5. Minimising loss is result of____.
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(a)Better Product Quality (b) Sales Promotion Scheme (c) High Competition (d) None of these
6. Sales oriented objectives includes____.
(a)Maximising Sales Volume (b) Maximising number of customers (c) Maximising market share (d) None
of these
7. Which are the objectives of Status-quo-objective pricing?
(a)Stabilising Prices (b) Meeting Competition (c) To ensure existence (d) None of these
8. VC means____.
(a)Value Cost (b) Variable Cost (c) Variable Costing with volume (d) None of these
9. Variable Cost of Product involves____.
(a)Material Cost (b) Research and development expenses (c) Rent (d) Salary
10. P/V Ratio stands for____.
(a)Profit volume ratio (b) Product value ratio (c) Product variation ratio (d) Value of Price ratio
11. Mostly the advertisements belong to which of the following categories?
(a)Advocacy (b) Comparison (c) Informative (d) Persuasive
12. Sales plan involves
(a)Price of Product and Services (b) Sales Area (c) Determination of Sales Methods (d) None of these
13. Surgery is an example of
(a)declining demand (b) latent demand (c) negative demand (d) unwholesome demand
14. Which one is larger in size?
(a)Served market share (b) Overall market share (c) Both of the above are equal (d) None of these
15. Overall market share is described with four components. Which of the following does the statement
pe e tage of the usto e s ho u f o the o pa o espo d to?
(a)Customer loyalty (b) Customer penetration (c) Customer selectivity (d) Price selectivity
Answers:
1.(D) 2. (D) 3. (D) 4. (B) 5. (C) 6. (D) 7. (D) 8. (B) 9. (A) 10. (A) 11. (D) 12. (D) 13. (C) 14. (A) 15. (B)
Set – 15
. Whi h of the follo i g does the defi itio Co su e s ho ha e i te est, i o e a d a ess to a pa ti ula
a ket offe i g defi e?
(a)Available market (b) Potential market (c) Target market (d) Penetrated market
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2. One of the four elements of the MIS is used to collect information, Internal -ad-hoc data refers to which of
the following?
(a)Descriptive details help marketers to carry out analysis by disaggregating the data of sales for e.g., discounts
and promotional costs (b) Using the data of customer transactions and associated costs for specific purposes for
e.g., change in sales after change in price (c) Information on environmental forces such as social, legal,
economic and technological (d) Marketing research carried out to plan a marketing mix (external ad-hoc data
and external continuous data)
3. What is the source of information, though present but not developed for the problem in consideration
called?
(a)Primary data (b) Tertiary data (c) Secondary data (d) Quaternary data
4. In which of the following does a person select, organize and interpret sensory stimulation to form a
meaning?
(a)Attitude (b) Learning (c) Perception (d) Motivation
5. According to which of the following aspects of perception, a customer comes across and screens a particular
stimulus generated for a market offering?
(a)Selective attention (b) Selective retention (c) Classical conditioning (d) Selective distortion
6. In which case does the consumer develop thoughts for a product or brand based on one or more choices
criteria?
(a)Motivation (b) Personality (c) Lifestyle (d) Belief
7. The difference between the prospective customer evaluation of all benefits and all the costs of an offering
the percieved alternatives is termed as
(a)total customer value (b) total customer cost (c) customer perceived value (d) none of the above
8. Which of the following drivers of customer equity relates to objective assessment of the market offering
utility, based on perception relative to the costs incurred?
(a)Brand equity (b) Equity value (c) Relationship equity
9. Which target of marketing strategy did Starbucks follow?
(a)Multi-segment targeting (b) Undifferentiated targeting (c) Concentrated targeting (d) None of these
10. Out of the following broad groups of segmentation criteria, which of the following subgroups does not fall
under psychographic segmentation?
(a)Personality (b) Purchase behaviour (c) Both a and b (d) None of these
11. In case of industrial market segmentation, which of the following subgroup segmentation is not a part of
micro segmentation?
(a)Organisational size (b) Decision making unit (c) Choice criteria (d) Buy class
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12. On comparing a business market and a consumer market which of the following holds true?
(a)Business market deals with a large number of buyers. (b) Suppliers customise their offerings to individual
business customer needs. (c) Demand for business goods is not derived from the demand for the consumer
goods. (d) The total demand for business goods is not inelastic in nature.
13. In case of supplier selection, which of the following methods states that the customer ranks its preference
for alternative market offerings or concepts and value is placed on each attribute?
(a)Compositional approach (b) Benchmarks (c) Conjoint analysis (d) Importance ratings
14. In which of the following buyer supplier relationships is there a low level of trust, co-operation and
interaction?
(a)Co-operative systems (b) Contracted transaction (c) Customer is king (d) Collaborative
15. Which of the following is also known as natural market segment?
(a)Clustered preferences (b) Diffused preferences (c) Homogenous preferences
Answers:
1.(A) 2. (B) 3. (C) 4. (C) 5. (A) 6. (D) 7. (C) 8. (B) 9. (C) 10. (B) 11. (A) 12. (B) 13. (C) 14. (B) 15. (A)
Set – 16
1. A cohort group is defined under which category of demographic segment?
(a)Income (b) Age and life cycle (c) Social group (d) Generation (e) None of these
. Ti e-Pass Bis uits is a e a ple of hi h of the follo i g eha iou al seg e tations?
(a)Occasions (b) Usage rate (c) Benefits (d) User status (e) None of these
3. Users of a brand are divided into four groups according to their strength of commitment. Which of the
follo i g g oups is defi ed as Co su e s ho a e u o itted to the a d a d a s it h ?
(a)Convertible (b) Average (c) Shallow (d) Entrenched (e) None of these
. The supplie s a gai i g po e is high i hi h ase?
(a)When suppliers cannot integrate downstream (b) When supplier switching cost is low (c) When
supplied product is not an important input (d) When suppliers are concentrated (e) None of these
. Heu lei s a d “ i off as atta ked a lo p i ed o petito Wolfs h idt. I epl Heu lei a tuall
raised the price and put the increased revenue into advertising. Which type of defence strategy is this?
(a)Pre emptive defence (b) Counter offensive defence (c) Flank defence (d) Mobile defence (e) None
of these
6. Customisation is used for
(a)Distinguishing customer specific problems (b) Advertisements (c) Publicity (d) Motivating the staff
(e) Customer Survey
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7. Marketing channels mean
(a)Delivery Period (b) Delivery Time (c) Delivery Person (d) Delivery Place (e) Delivery
Outlets
. Push a keti g st le e ui es
(a) Proper Planning (b) Good pushing strength (c) Team Work (d) Ability to identify the products
(e) Aggressive Marketing
9. Viral styles of marketing includes – Find the wrong answer
(a)Digital Marketing (b) Tele-Marketing (c) Sending bulk SMS (d) e-mail solicitation (e) Door to Door
marketing
10. Service Marketing is the same as
(a)Internet Marketing (b) Tele Marketing (c) Internal Marketing (d) Relationship marketing (e)
Indirect Marketing
11. A DSA means
(a)Direct Selling Agent (b) Detective Service Agency (c) Direct Supplying Agent (d) Distribution and
Sales Agency (e) Dreadfully Superfast Agent
12. A DSA is required to be adept in
(a)Online Marketing (b) Designing Products (c) Sending e-mails (d) Advertisements (e)
Communication skills
13. Indirect marketing is undertaken
(a)By way of advertisements (b) By delivering speeches (c) At bank counters (d) By DSA (e) By
Cross-selling
14. Incentives are paid to sales persons
(a)For achieving targets (b) For surpassing targets (c) For identifying leads (d) For designing products
(e) For talking
15. Buyer resistance can be overcome by
(a)Cordial relation between buyer and seller (b) Good negotiation (c) Good after sales service (d)
Persuasive communication (e) TeleMarketing
Answers:
1.(D) 2. (A) 3. (C) 4. (D) 5. (C) 6. (A) 7. (E) 8. (E) 9. (E) 10. (D) 11. (A) 12. (E) 13. (E) 14. (A) 15. (A)
Set – 17
. O e of the follo i g is ot i luded i the P s of a keti g. Fi d the sa e
(a)Placement (b) Price (c) Production (d) Promotion (e) Product
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2. Analysis of marketing problems helps in
(a)Evaluating marketing opportunities (b) Reducing marketing staff (c) Reducing profits (d) Good
communication (e) Motivation
3. Innovation in marketing is same as
(a)Motivation (b) Perspiration (c) Aspiration (d) Creativity (e) Team Work
4. Market segment is required for
(a)Professional Marketing (b) OTC marketing (c) Identifying sales persons (d) Identifying prospects
(e) None of these
5. Bank ATMs are
(a)Delivery outlets (b) Market Plans (c) Personalised Products (d) Tools for overcoming buyer
resistance (e) Motivating tools
6. Internet Banking helps in
(a)Door to Door Canvasing (b) Making more number of cold calls (c) Easy access to customer transactions
(d) Market survey (e) Market Research
7. Cross-Selling means
(a)Selling by a cross section of people (b) Selling to HNIs (c) Selling to a cross section of people (d)
Selling to NRIs (e) Selling other products to existing customers
8. The USP of a current account is
(a)High Minimum balance (b) No restriction in transactions (c) No interest payable (d) Restricted
Deposits (e) Easy credits
9. The USP of car loans is
(a)High Rate of interest (b) Easy EMIs (c) Lump-sum Loans (d) Available only to doctors (e) Available
only to businessman
10. Leads for home loans can be obtained from
(a)Corporate societies (b) Existing borrowers (c) Builders (d) Traders (e) Trusts
11. Leads for industrial loans can be available from
(a)Reserve bank of India (b) District Industries centre (c) Colleges (d) Export Houses (e)
Trade Centres
12. SME means
(a)Selling and marketing Establishment (b) Selling and marketing employees (c) Sales and Marketing entity
(d) Small and Medium Enterprises (e) Small and Micro Entities
13. The target group of SME loans is
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(a)All salaried persons (b) Government undertakings (c) All Entrepreneurs (d) All students (e) All
housewives
14. Leads for tractor loans can be availed from
(a)Farm labourers (b) Authorised dealers of tractors and farm equipment (c) Bullock cart owners (d)
Marginal land owners (e) RTA officers
15. Customisation results in
(a)Customer exodus (b) Customer retention (c) Customer complaints (d) Training of staff (e)
Varying the interest rates
Answers:
1.(C) 2. (A) 3. (D) 4. (E) 5. (A) 6. (C) 7. (E) 8. (B) 9. (B) 10. (C) 11. (B) 12. (D) 13. (C) 14. (D) 15. (B)
Set – 18
1. Find the correct sentence
(a)Higher the price, higher the sales (b) More number of sales persons leads to more number of sales
(c) Mission statement is a part of market plan (d) Better sales incentives means better performance (e) All
customers are profitable customers
2. Bancassurance can be sold to
(a)All banks (b) All insurance companies (c) Insurance agents (d) All existing and prospective bank
customers (e) Stock brokers
3. The target group for bulk deposits is
(a)Salaried persons (b) Small traders (c) Corporate MNCs (d) Housewives (e) Minor children
4. Debit cards can be sold to
(a)Existing customers (b) School children (c) Trusts (d) Hospitals (e) Educational Institutions
5. Low EMI indicates
(a)High loan burden (b) Long repayment period (c) Cheap loans (d) Costly loans (e) Very short
repayment periods
6. EMI can be a marketing tool when
(a)EMI is very low (b) EMI is very high (c) EMI is fluctuating (d) EMI is constant (e) EMI is
ballooning
7. Advertisements are necessary for
(a)Only old products (b) Launching new products (c) Only costly products (d) Only obsolete products
(e) Advertisements are wasteful expenses
8. Publicity is required for
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(a)Generating more number of leads (b) Better training of sales persons (c) Market survey (d)
Product designing (e) OTC marketing
9. NAV is the price of
(a)Entire fund value (b) One unit of a fund (c) Surrender value (d) Average value of shares (e)
Dividends paid in a year
10. A master policy in the case of life insurance indicates
(a)Policy is stale (b) Policy is in the name of servant (c) Only one life is assured (d) There are several
beneficiaries (e) Life assured should be a male
11. Customer Database is useful for
(a)Advertisements (b) Word of mouth publicity (c) CRM functions (d) PR functions (e) Sales
pe so s’ t ai i gs
12. CRM (Customer Relationship Management) is
(a)A pre-sales activity (b) A tool for lead generation (c) An ongoing daily activity (d) The task of a DSA
(e) Back office duty
13. Find the incorrect answer
(a)Cross selling is an inexpensive way of marketing (b) Market segmentation can boost generations (c)
Customer Lifetime Value is a marketing tool (d) Surrogate marketing is a type of viral marketing (e)
Internet banking can replace ATMs
14. Financial inclusion needs canvasing the accounts of
(a) Financial Institutions (b) NRIs (c) HNIs (e) Persons below a specified income level
15. Effective retail banking proposes
(a)Large premises (b) Huge kiosks (c) Big sales force (d) Coordination between marketing and front
office staff (e) More products
Answers:
1.(C) 2. (D) 3. (B) 4. (A) 5. (B) 6. (D) 7. (B) 8. (A) 9. (B) 10. (D) 11. (C) 12. (B) 13. (E) 14. (E) 15. (D)
Set – 19
1. Marketing persons need
(a) Innovative skills (b) Laborious attitude (c) Fighting nature (d) Quality of imitating others (e)
Sympathetic approach
2) Communication skills in the case of a DSA means
(a) Oratory excellence (b) Delivering long speeches (c) Loquacious (d) Ability to convince the customer with
the right choice of words (e) Ability to talk very fast
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3) A P ospe t ea s
(a) A rude person (b) A polite person (c) A likely buyer (d) A religious head (e) A team leader
4) Social Marketing refers to
(a) Share market prices (b) Marketing by the entire society (c) Internet Marketing (d) Marketing for a social
cause (e) Society bye-laws.
5) A Call ea s
(a) to call out to someone (b) a profession (c) a speech (d) a new product (e) a sales person visiting
likely a buyer
6) Effective selling skills depends on
(a) knowledge level of competitors (b) information about marketing staff (c) information regarding Share
Market (d) knowledge of related markets (e) information regarding political leaders
7) Modern styles of marketing include ____ find the wrong answer
(a) digital marketing (b) tele-marketing (c) door-to-door marketing (d) e-mail solicitation (e) All of
these
8) A DSA means
(a) Detective Service Agency (b) Direct Selling Agent (c) Direct Supplying Agent (d) Distribution & Sales
Agency (e) Disciplined Sales Agent
9) Incentives are paid to sales persons
(a) for missing the targets (b) for surpassing the targets (c) for identifying leads (d) for designing
products (e) for travelling
10) Online Marketing is useful for
(a) selling old products (b) sending e-mails (c) increased products (d) increased job opportunities (e)
increased expenses
11) Service marketing is the same as
(a) Internet Marketing (b) Telemarketing (c) Internal Marketing (d) Relationship Marketing (e)
Marketing done by service class employees
12) Push a keti g st le e ui es
(a) proper planning (b) good pushing strength (c) team work (d) ability to identify the products
(e) aggressive marketing
13) The Securities Market is governed by the rules which are framed by
(a) IRDA (b) SEBI (c) AMFI (d) NSE (e) BSE
14) Planning for Retirement Saving is a type of
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(a) Banking Option (b) Stock Market Option(c) Branding (d) Financial Planning (e) Mutual Fund Benefit
15) Absence of a proper Financial Planning can lead to
(a) balance investment in Mutual Funds (b) overspending and Debt problems (c) inadequate exposure to share
market (d) capital gains (e) planned Future
Answers:
1.(A) 2. (D) 3. (C) 4. (D) 5. (E) 6. (D) 7. (E) 8. (B) 9. (B) 10. (C) 11.(D) 12. (E) 13. (B) 14. (D) 15. (B)
Set – 20
1. O e of the follo i g is ot i luded i the P s of Ma keti g Fi d the sa e
(a) Product (b) Price (c) Production (d) Promotion (e) People
2) “IP i Mutual Fu d usi ess ea s
(a) Salaried Individuals and Plans (b) Systemized Insurance Plans (c) Systemized MF Plans (d) Systematic
Investment Plans (e) None of the above
3) Mutual Fund business from existing bank customers can be mobilized by
(a) Outdoor Marketing (b) Telemarketing (c) Cross-selling (d) Internal Marketing (e) All of the above
4) Conversion means
(a) Grouping of prospective clients (b) Interacting with a prospective client (c) Converting a seller to a buyer
(d) Converting a prospect into a buyer (e) Converting an employer into an employee
5) Market Segmentation means
(a) Territory allocation (b) Market space (c) Market place (d) Dividing the target group as per their
needs e “ales pe so s’ g oups
6) Marketing Opportunities means
(a) Availability of sales persons (b) Availability of data (c) Melas (d) Scope for marketing (e) Evaluation of
performance
7) Marketing Research is useful for
(a) Deciding proper marketing strategies (b) Deciding the sales persons (c) Choosing old products
(d) Recruitment of staff (e) Payment of bonus
8) The main target group for SIP schemes are
(a) All HNIs (b) All NRIs (c) All salaried persons (d) All agriculturists (e) All students
9) Innovation in marketing is same as
(a) Motivation (b) Inspiration (c) Aspiration (d) Creativity (e) Team work
10) Bu e ‘esista e ea s
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a Buye ’s i te est i the p odu t ei g sold (b) Buyer fighting with the seller Buye ’s hesitatio i uyi g
the product (d) Buyer becoming a seller (e) Buyer buying the product
11) Bulk Savings Accounts can be mobilized by means of
(a) Door-to-door canvassing (b) Making cold calls (c) e-mail solicitation (d) Contacting all employees of
an institution (e) Writing letters
12) Diversification in marketing means
(a) Marketing to different countries (b) Marketing in many companies (c) Marketing of the same
product by many, diverse persons (d) Marketing of new, diverse product (e) All of the above
13) One of the following is not a pre-sales activity Find the same
(a) Lead generation (b) Product design (c) Sales presentation (d) After-sales service (e) Scanning the
Yellow Pages
14) Corporate Loans are given to
(a) Individuals (b) Blind persons (c) Schools & Colleges (d) Proprietary concerns (e) Limited
Companies
15) Financial Inclusion needs canvassing the Accounts of
(a) Financial Institutions (b) NRIs (c) HNIs (d) Housewives (e) Persons from the weaker sections
Answers:
1.(C) 2. (D) 3. (C) 4. (D) 5. (D) 6. (D) 7. (A) 8. (C) 9. (D) 10. (C) 11.(D) 12. (C) 13. (D) 14. (E) 15. (A)
Set – 21
1. Value added sevices means
(a) Costlier products (b) More number of products (c) Additional services (d) At par services (e) New
products
2) The USP of a Current Accounts is
(a) High minimum balance (b) No restrictions on transactions (c) No interest payable (d) Restricted
deposits (e) Any number of accounts
3) Situation Analysis is useful for
(a) SWOT Analysis (b) Analysis of Sales persons performances (c) Analysis of capital markets (d) Staff
placement (e) Area allocation
4) RTGS facility can be best canvassed among
(a) Inter-state traders (b) Tailors (c) Carpenters (d) Politicians (e) Film stars
5) U“P of a p odu t o otes
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(a) High selling features of a product (b) Drawbacks of a product (c) New additions to a product (d)
Efficient staff (e) Large organization
6) CRM (Customer Relationship Management) is
(a) a pre-sales activity (b) a tool for lead generation (c) an on going daily activity (d) the task of a DSA
(e) customer complaints
7) Recurring accounts can best be canvassed among
(a) farmers (b) traders (c) salaried persons (d) minors (e) students
8) ELSS means
(a) Entry Load Shares Scheme (b) Entry Load Starting Shares (c) Equity Linked Savings Scheme (d)
Equity Linked Shares Sold (e) Employee Level Salary Scheme
9) Societies and Trusts are the target groups for opening
(a) Current Accounts (b) Saving Accounts (c) Car Loan Accounts (d) Corporate Loan Accounts (e)
Education Loan Account
10) De-mat accounts are useful for
(a) Online trading of shares (b) Locker operations (c) ATMs (d) Quick sanction of loans (e)
Export transactions
11) Home Loans are basically
(a) short terms finance (b) loans given to minors (c) long term loans (d) loans given for boosting
profits (e) loans given more to industries
12) What does the term HUF means?
(a) Hindu Undivided Family (b) Hindu Single Family (c) Heavy Facilities (d) Hindered Remittances
(e) Term is used for failed transactions
13) EMI can be a marketing tool if
(a) EMI is increasing (b) It is very high (c) It is very low (d) EMI has no impact on marketing (e) EMI is
a flat rate
14) Channel Finance can be considered only among
(a) Supply-chain distributors (b) Chain snatchers (c) NRIs (d) Pensioners (e) Housewives
15) Direct Marketing is useful for
(a) Designing Products (b) Sending e-mails (c) Increased production (d) Increased job opportunities
(e) None of the above
Answers:
1.(C) 2. (B) 3. (A) 4. (A) 5. (A) 6. (A) 7. (B) 8. (C) 9. (D) 10. (A) 11.(C) 12. (A) 13. (C) 14. (A) 15. (E)
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Set – 22
1. The pricing strategy for credit cards depends on
(a) Competition Custo e ’s i o e (c) Customer relations (d) Customer awareness (e) Customer
usage
2) Offsite Marketing means
(a) Salespersons (b) Marketing in the Production Department (c) ATMs (d) Marketing inside the
Branch (e) Marketing function outside the Branch
3) One of the following is not a target group for Saving Accounts
(a) Salaried persons (b) Doctors (c) Public servant (d) Insurance agents (e) Loss making
companies
4) Rural bank marketing has good scope for
(a) Industrial loans (b) Corporate loans (c) NRI loans (d) Tractor loans (e) All of these
5) ASBA accounts are a type of
(a) Loans accounts (b) Credit card facilities (c) Savings accounts (d) Export-Import remittances (e)
Internet banking
6) What the basis of marketing organisation ?
(a)Functions b) Products c) Regions d) Types of customers e) All of above
7) What is one of the types of organisations ?
(a)Functional Organisation b) Product Organisation c) Market Organisation d) Market oriented Organisation

e) All of above except
8) In which organisation the work is divided as per the functions?
(a)Functional Organisation b) Product Organisation c) Market Organisation d) Social Organisation e)

Abnormal Organisation
9) What is one of the main divisions of Functional organisation ?
(a)Financing Manager b) Marketing Research Manager c) Production Manager d) Sales Promotion Manager
e) All of above
10) Who is the head of Advertising department in a normal business enterprise ?
(a)Sales Manager b) Advertising Manager c) Distribution Manager d) Customer Relation Manager e) None
of above
11) Under which organisation each region is subdivided under the sales supervisor ?
(a)Functional organisation b) Product organisation c) Market oriented organisation d) Customer organisation

e) Combined organisation
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12) Who said, A poo a keti g o ga isatio a dest o a good p odu t, ut a sou d a keti g
o ga isatio , ha i g a poo p odu t a o pete a ette p odu t ?
(a)F. Drucker b) C. Kenneth c) J.F. Pyle d) Tousley e) L. Urwick
13) To dete i e the o je ts a d ta gets of sales depa t e t is the asi o je ti e of_.
(a)Sales Forecast b) Sales Management c) Sales Organisation d) Sales Ratio e) Sales Orientation
14) To eate a at osphe e of health o petitio a o g sales e plo ees is :
(a)Strategy of Sales Organisation b) Objective of Sales Organisation c) Function of Sales Organisation

d) Meaning of Sales Organisation e) Basis of Sales Organisation
15) Selection of salesman means the selection of—
(a)Objective of Sales Organisation b) Strategy of Sales Organisation c) Function of Sales Organisation

d) Meaning of Sales Organisation e) Basis of Sales Organisation
Answers:
1.(B) 2. (E) 3. (E) 4. (D) 5. (C) 6. (B) 7. (E) 8. (A) 9. (E) 10. (B) 11.(C) 12. (A) 13. (B)14. (A) 15. (E)
Set – 23
1. Selection of salesman should consider which of the following capabilities of a person ?
(a)Capable b) Educated c) Trained d) Experienced person e) All of above
2) Which is the first step in the process of selection of salesman ?
(a)Inviting Application b) Interview c) Security d) Written Test e) None of above
3) Second step in the process of selection of salesman is
(a)Security of Application b) Inviting Application c) Written Test d) Interview e) Medical Exam
4) Third step in the process of selection of salesman is
(a)Application b) Interview c) Security of Application d) Written test e) Appointment
5) Fourth step in the process of selection of salesman is—
(a)Interview b) Written test c) Security of Application d) Appointment e) Reference
6) Last step in the process of selection of salesman is—
(a)Appointment b) Interview c) Apraisal d) Reference e) Security of Application
7) Why an enterprise required salesman ?
(a)For sales b) For Games c) For cricket d) For mob the floor e) For eat food
8) Inefficient and unable salesman can be replaced with—
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(a)Selling of existing product b) Selling of new product c) Selling of upcoming products (Booking)
d) A and C e) A, B and C
9) Inefficient and unable salesman can be replaced with—
(a)Intelligent salesman b) Capable salesman c) Experience salesman d) A and C e) A, B and C
10) Vacancies created by retirement or death or resignation or termination of old employees, can be filled
with—
(a)New appointments b) Old people c) Terminated one d) Staff reference e) Young people
11) What is the main function relating to the selection of salesman ?
(a)Determination of the nature of salesman b) Determination of the No. of salesman c) Determination

of the sources of salesman d) Selection of salesman e) All of above
12) How many sources of recruitment of salesman we have ?
(a)1 b) 3 c) 2 d) 4 e) 6
13) What is the important source of recruitment of salesman ?
(a)Internal Sources b) Single Sources c) External Sources d) Casual Sources e) A and C
14) Examples of Internal source of recruitment of salesman is
(a)Transfer b) Promotions c) Employees reference d) All of above e) None of above
15) Examples of External sources of recruitment of salesman—
(a)Educational Institution b) Training Centres c) Employment Agencies d) Applications on Gate

e) All of Above
Answers:
1.(E) 2. (A) 3. (A) 4. (D) 5. (A) 6. (A) 7. (A) 8. (E) 9. (E) 10. (A) 11.(A) 12. (C) 13. (E) 14. (D) 15. (E)
Set – 24
1. During market segmentation analysis, the marketer identifies which segments present the greatest
opportunity These segments are called ________
(a)target markets (b) primary markets (c) tertiary markets (d) demographic markets (e)
focused markets
2) For each target market, the firm develops a ________ The offering is positioned in the minds of the
target buyers as delivering some central benefit(s)
(a)value offering (b) niche offering (c) market offering (d) segment offering (e) social offering
3) ________ reflects the perceived tangible and intangible benefits and costs to customers
(a)Loyalty (b) Satisfaction (c) Value (d) Expectations (e) Comparison shopping
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4) If a marketer decides to use warehouses, transportation companies, banks, and insurance companies
to facilitate transactions with potential buyers, the marketer is using what is called a ________
(a)service channel (b) distribution channel (c) brand channel (d) relationship channel (e) intermediary
channel
5) ________ includes all the actual and potential rival offerings and substitutes that a buyer might
consider
(a)Competition (b) The product offering (c) A value proposition (d) The supply chain (e) The marketing
environment
6) The ________ includes the immediate actors involved in producing, distributing, and promoting the
offering The main actors are the company, suppliers, distributors, dealers, and the target customers
(a)operations environment (b) management environment (c) strategic environment (d) task
environment (e) tactical environment
7) The ________ process consists of analyzing marketing opportunities; selecting target markets;
designing marketing strategies; developing marketing programs; and managing the marketing effort
(a)marketing planning (b) strategic planning (c) market research (d) opportunity analysis (e) share of
customer
8) David Packard of Hewlett-Pa ka d o e said, Ma keti g is fa too i po ta t to lea e to ________
(a)the advertising boys (b) uninformed managers (c) novices (d) the CEO (e) the marketing
department
9) Some companies are now switching from being solely product-centered (with product managers and
product divisions to manage them) to being more ________ centere
(a)competency (b) strategy (c) marketing (d) customer-segment (e) sales
10) Companies are recognizing that much of their market value comes from ________, particularly their
brands, customer base, employees, distributor and supplier relations, and intellectual capital
(a)variable assets (b) the value proposition (c) intangible assets (d) tangible assets (e)
customer preferences
11) ________ can increasingly be conducted electronically, with buyer and seller seeing each other on their
computer screens in real time
(a)Public relations (b) E-commerce (c) Advertising (d) Personal selling (e) Mass marketing
12) Top management is going beyond sales revenue alone to examine the marketing scorecard to interpret
what is happening to ________
(a)market share (b) customer loss rate (c) customer satisfaction (d) product quality (e) all of the
above
13) At the heart of any marketing program is the ________—the fi s ta gi le offe i g to the a ket
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(a)service offer (b) product (c) sales support team (d) packaging (e) auxiliary offer
14) ________ activities are the means by which firms attempt to inform, persuade, and remind consumers
directly or indirectly about the brands they sell
(a)Consumer behavior (b) Market segmentation (c) Marketing research (d) Marketing communication
(e) New product development
15) Marketing evaluation and ________ processes are necessary to understand the efficiency and
effectiveness of marketing activities and how both could be improve(d)
(a)control (b) analysis (c) measurement (d) feedback (e) consumer behaviour
Answers:
1.(A) 2. (C) 3. (C) 4. (A) 5. (A) 6. (D) 7. (A) 8. (E) 9. (D) 10. (C) 11.(D) 12. (E) 13. (B) 14. (D) 15. (A)
Set – 25
1. What is the main point to be considered while selecting salesman ?
(a)Education b) Age c) Health d) Nature e) All of above
2) Salesmanship is a/an
(a)Art b) Science c) Ability d) Study e) Quantum
3) How packaging protect from monetary loss ?
(a)Protect loss of Quality b) Protect loss of Quantity c) Protect loss of Profit d) Protect loss of
Goodwill e) A and B
4) What is one of the promotional functions of packaging ?
(a)Self Service b) Consumer Affluence c) Integrated Marketing d) Innovations Opportunities e) All of above
5) Who said The la el is a i fo atio /i fo ati e tag, appe o seal atta hed to a product or
p odu t s pa kage ?
(a)Mason & Rath b) William J. Stanton c) Marshal d) Robinson e) Philip Kotler
6) What is one of the main contents of Label ?
(a)Name of Producer b) Name of Product c) Qualities of Product d) Data of Production e) All of above
7) Which part of the product shows important instructions for using the product ?
(a)Cap b) Bottle c) Label d) Tag e) Polybag
8) What is one of the types of labels ?
(a)Brand label b) Grade label c) Descriptive label d) A and C e) A, B and C
9) Which of the following is one of the examples of Brand label ?
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(a)Bajaj Scooter b) Tajmahal Tea c) Taj Tea d) Red label Tea e) B, C and D
10) When manufacturer produces many type of product, the lable he uses is called—
(a)Simple label b) Grade label c) Descriptive label d) Brand label e) None of these
11) Examples of Grade label is
(a)Different types of Britania Bread b) Different type of Usha Fans c) Hero Honda Splendour Bike d) All of
above e) None of above
12) Determination of standards with respect to the quality, utility, size, form colour etc., of the product to
be produced is called
(a)Grouping b) Standardisation c) Grading d) Mixing e) Expansion
13) What is one of the advantages of standardisation ?
(a)Increase in Demand b) No need of Expansion c) Convenient sale d) Advantage of Manufacturer

e) All of above
14) Marketing of standard goods is
(a)Very difficult b) Easy c) Difficult d) Not possible e) Very easy
15) What is one of the advantages of standardisation for manufacturer ?
(a)Increase in Goodwill b) Brand loyalty from the customer c) Increase in profit d) Black Marketing
e) All of above except 4
Answers:
1.(E) 2. (A) 3. (E) 4. (E) 5. (A) 6. (E) 7. (C) 8. (E) 9. (E) 10. (B) 11.(D) 12. (B) 13. (E) 14. (E) 15. (E)
Set – 26
1. What is one of the other advantages of standardisation ?
(a)Stability in lost b) Helpful in Physical Distribution c) Helpful in Packaging d) Helpful in Sales

Promotion e) All of above
2) The division of products into several homogeneous groups on the basis of their common characteristics
is called—
(a)Grading b) Standardisation c) Simplification d) Quality Control e) Quantity Control
3) What is one of the advantages of Grading ?
(a)Helpful in Selling b) Helpful in Producing at Large scale c) Helpful in Future Contract d) Certainty of
Quality e) All of above
4) How grading is helpful in producing at large scale 7
(a)Increase in Demand b) Produce Large Quantity c) Quality d) A and B e) None of above
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5) An ideal salesman should posses
(a)Angry Mood b) Polite Nature c) Co-operative Nature d) Reserve Nature e) B and C
6) The salesman should have
(a)Strong self confidence b) Loose self confidence c) Loose Character d) Aptitude e) All of above
7) Generally how many reference are required to check while selecting salesman ?
(a)2 b) 3 c) 1 d) 4 e) 1 or 2
8) What is one of the desirable qualities of a salesman ?
(a)Physical Attributes b) Mental Attributes c) Moral Attributes d) Vocational Attributes e) All of above
9) What is one of the qualities included in physical attributes ?
(a)Attractive Personality b) Sound health c) Cheerful d) Ability to work hard e) All of above
10) What is the quality included in Mental attributes ?
(a)Intelligent b) Imaginative c) Foresightedness d) Alertness e) All of above
11) Good selling skills involve __
(a)patience b) perseverancec) empathy d) knowledge e) all of these
12) Which of the following statements is correct?
(a)marketing is not required sue to globalization b) marketing causes higher expenses and losses c) marketing is
not required in profit-making companies d) marketing sharpens the minds of the employees e)
marketing is a waste of time in established companies
13) A true marketing mindset requires __
(a)control mindset b) command mindset c) passive mindset d) active mindset e) inert mindset
14) Innovation means _____.
(a)inspiration b) enthusiasm c) compensation d) creativity e) all of these
15) Internal marketing means __
(a)marketing to self b) marketing to family membersc) marketing to the staff members d) marketing
inside India e) marketing outside India
Answers:
1.(E) 2. (A) 3. (E) 4. (D) 5. (E) 6. (A) 7. (E) 8. (E) 9. (E) 10. (E) 11.(E) 12. (D) 13. (D) 14. (D) 15. (D)
Set – 27
1. Modern styles of marketing are __
Page 45
(a)telemarketing b) web marketing c) advertisement on the net d) e-mails e) All of the

above
2) A good effective DSA should
(a)copy the computer company b) criticize the competitor company c) join the competitor company d) be
passive e) be more effective than the competitor company
3) Be h a k ea s
(a)benches for customers to sit b) benches for salesmen to sit c) products displayed on bench d) set standards
e) all of the above
4) A call centre is
(a)a meeting place for DSAs b) a training centre for DSAs c) a metting place for customers d) data
centre e) a back office set up where customer queries are answered
5) The sequence of a sales process is
(a)Lead generation, Call, Presentation and Sale b) Sale, Presentation, Lead generation and Call c) Presentation,
Lead generation, Sale and Call d) Lead generation, Call Sale and Presentation e) There is no sequence required
6) Cross-selling means
(a)selling with a cross face b) cross country marketing c) selling other products to existing customers
d) selling to friends e) selling to employees
7) Marketing segmentation is useful for
(a)Preferential Marketing b) targeting existing clients c) identifying prospects d k o i g usto e ’s

tastes e) All of the above
8) Marketing segmentation can be resorted to by means of-
(a)segmentation by age b) segmentation by income c) segmentation geographically d) all of the above

e) none of the above
9) Market information means
(a)knowledge of industries b) knowledge of households c) knowledge of peers d) knowledge of

usto e ’s tastes e) all of the above
10) ‘elatio ship i a keti g ea s
(a)relation between sales persons b) relation between buyer and seller c) relation between company
and consumer d) all of the above e) None of the above
11) Marketing of services is known as
(a)Transaction Marketing b) Door-to-door marketing c) Relationship marketing d) Internal

Marketing e) None of these
12) ‘efe als ea s-
Page 46
(a)reference books b) leads provided by operation staff c) sales persons d) front-office staff e)
management
13) Bank marketing is same as
(a)Transaction Marketing b) Service Marketing c) Indoor marketing d) all of the above e) None
of these
14) Leads can be provided by
(a)friends and relatives b) websites c) directories d) colleagues e) all of these
15) Selling is a function undertaken by
(a)all the sales persons b) all the employees c) entire organization d) outsourced agencies e) all of the
above
Answers:
1.(E) 2. (E) 3. (D) 4. (E) 5. (A) 6. (C) 7. (E) 8. (D) 9. (E) 10. (B) 11.(E) 12. (B) 13. (D) 14. (E) 15. (A)
Set – 28
1. Find the correct statement.
(a)selling is same as marketing b) selling more than marketing c) selling is part of marketing d) all of the
above e) none of these
2) A target groups means
(a)a group of sellor b) a group of buyers c) a group of persons to whom sales should be targeted d) all of
the above e) none of these
3) Non – product selling means
(a)selling variety of products b) selling only one product c) selling seasonal products d) selling services
e) All of the above
4) A vision statement is
(a)not requires for established companies b) not required due to competition c) not required as on one
understands them d) a long term inspiration e) none of the above
5) Effective bank marketing requires
(a)proper pricing b) customized products c) simple procedures d) market research e) all of these
6) Direct Marketing means
(a)face-to-face marketing b) meals c) seminars d) indoor marketing e) online marketing
7) Indirect marketing means
Page 47
(a)marketing by non-sales persons b) market survey c) market research d) advertisement

e) all of the above
8) Custo e s elatio ship ith Ba k is i flue ed
(a)customers attitudes b) attitudes of bank staff c) interest rates of the bank d) attitudes of sales
persons e) all of these
9) Leads can play a major role in
(a)marketing b) selling c) productions d) transporting e) none of these
10) Services are the product of which type?
(a)tangible b) durable c) intangible d) non –durable e) none of these
11) Marketing is best defined as:
(a)matching a product with its market b) promoting and selling products. c) facilitating satisfying exchange
relationships. d) Distributing products at the right price to stores. e) None of these
12) The expansion of the definition of marketing to include nonbusiness activities adds which one of these
examples to the field of marketing?
(a)Proctor and gamble selling toothpaste. b) St. Pauls Church attracting new members. c) PepsiCo selling
soft drinks. d Le e ’s do ati g 25 pe e to a ha ity ith e e y pa k pu hased. e) None of these
13) Tom goes to a vending machine, deposits 50 pence, and receives a Cola. Which of the following aspects
of the definition of marketing is focused on here?
(a)Production concept. b) Satisfaction of organisational goals. c) Product pricing and distribution. d)

Exchange e) None o these
14) The marketing environment is BEST described as being:
(a)Composed of controllable variables. b) Composed of variables independent of one another. c) an indirect

influence on marketing activity d) Dynamic and changing e) None of these
15) A physical, concrete product you can touch is
(a)a service b) a good c) an idea d) a concept e) None of these
Answers:
1.(C) 2. (C) 3. (D) 4. (A) 5. (A) 6. (A) 7. (D) 8. (D) 9. (B) 10. (C) 11.(C) 12. (B) 13. (D) 14. (D) 15. (B)
Set – 29
1. If IBM was concerned about the interest rate it must pay in the next quarter to acquire needed financial
resources, this concern would involve which one of the following
(a)A marketing environment input b) Its marketing mix c) Its marketing approach d) A marketing
environment output e) None of these
Page 48
2) To effectively monitor changes in the marketing environment, marketers must engage in:
(a)use of the marketing concepts b) environmental scanning and analysis c) information collection
d) marketing research e) environmental management
3) If Cadbury found a magazine article which provided key information on the television viewing habits of
heavy buyers of chocolate, this would be an example of information obtained through environmental:
(a)Scanning b) forces c) analysis d) management e) None of these
4) Jenkins is a small retail chain in South Wales. When considering changes in its marketing strategy, the
fi s a age e t looks o l at ha ges i shoppe attitudes a d spe di g patte s. With ega d to
responding to envi o e tal fo es “ ith s app oa h a est e des i es as?
(a)Passive and Proactive b) Aggressive and Proactive c) Dominant and Proactive d) Passive and
Reactive e) None of these
5) Many marketers view political forces as:
(a)easily ignored b) easily influenced c) simple to recognize d) beyond their control e) None of these
6) Which of these statements BEST describes International marketing?
(a)developing and performing marketing activities across national boundaries. b) the exporting of goods and
services c) the creation of value and the exchange of value between countries. d) having firms with operations
or subsidiaries located in many countries. e) None of these
7) Whe a fi s p odu ts a e a keted outside its ho e a ket a d ho e p odu tio is used to supply
these markets, the firm is engaging in
(a)international marketing b) global marketing c) exporting d) domestic marketing e) unplanned

exporting
8) Standardized Nike and Adidas shoes worldwide is an example of
(a)globalization b) customization c) culturalisation c) internationalization e) None of these
9) Levi Strauss markets its blue jeans in many countries, developing its marketing strategy as if the world
is a single entity. This approach to selling a standardized product in many national markets represents which
level of international marketing?
(a)Exporting b) Accidental exporting c) International exporting d) Global marketing e) None of these
10) Swiss-based Nestle takes a global approach to marketing its chocolate products; it probably finds that
which of the following is MOST easily standardized?
(a)Product b) Promotion c) Distribution d) Advertising e) Price
11) Which product is MOST likely be purchased through routine decision making?
(a)Car b) Desk c) Shirt d) Soft drink e) Television
Page 49
12) Ali e pla s to u a e s i suit fo he sp i g eak uise. “he has ot see this ea s st le a d ill
do some shopping around before making a purchase decision. Alice is engaging in __.
(a)routine response behaviour b) extensive decision making c) limited decision making d) extensive
response behaviour e) None of these
13) Susan has left her parents home and moved into a new flat. She is spending considerable time and
effort comparing the ranges of furniture in different retail stores. Which type of decision making process is she
using?
(a)selective b) Intensive c) Extensive d) Shopping e) Routine
14) If Kwik-Fit runs an ad asking customers to check windscreen wiper blades for wear, the firm is
attempting to stimulate which of the following?
(a)Information search b) Evoked set formation c) Evaluation of alternatives d) Problem recognition e) None
of these
15) As Bob runs out of shaving cream, he tries to remember what he did the last time this happened. He is
engaging in:
(a)external search b) evoked set development c) internal search d) Cognitive dissonance e)

alternative evaluation
Answers:
1.(A) 2. (B) 3. (A) 4. (D) 5. (D) 6. (A) 7. (C) 8. (A) 9. (D) 10. (A) 11.(D) 12. (C) 13. (C) 14. (D) 15. (C)
Set – 30
1. Good marketing is no accident, but a result of careful planning and ________
(a)execution (b) selling (c) strategies (d) tactics (e) research
2) Ma keti g is oth a a t a d a s ie e the e is o sta t te sio et ee the fo ulated side of

marketing and the ________ side
(a)creative (b) selling (c) management (d) forecasting (e) behavior
3) The most formal definition of marketing is ________
(a)meeting needs profitably (b) identifying and meeting human and social needs (c) the 4Ps (Product,
Price, Place, Promotion) (d) an organizational function and a set of processes for creating, communicating, and
delivering, value to customers, and for managing customer relationships in ways that benefit the organization and
its stake holders (e) improving the quality of life for consumers
4) Marketing management is ________
(a)managing the marketing process (b) monitoring the profitability of the companies products and services
(c) selecting target markets (d) developing marketing strategies to move the company forward
(e) the art and science of choosing target markets and getting, keeping, and growing customers through
creating, delivering, and communicating superior customer value
Page 50
5) A transaction involves ________
(a)at least two parties (b) each party has something that might be of value to the other party (c) each party is
capable of communication and delivery (d) each party is free to accept or reject the exchange offer (e) all of
the above
6) ________ goods o stitute the ulk of ost ou t ies p odu tio a d a keti g effo ts
(a)Durable (b) Impulse (c) Physical (d) Service (e) Event
7) ________ can be produced and marketed as a product
(a)Information (b) Celebrities (c) Durable goods (d) Organizations (e) Properties
8) Charles Revson of ‘e lo o se ed: I the fa to , e ake os eti s; i the sto e, ________
(a)we make profits (b) we challenge competitors (c) we implement ads (d) we sell hope (e) we sell
quality
9) A ________ is someone seeking a response (attention, a purchase, a vote, a donation) from another
party, called the ________
(a)salesperson, customer (b) fund raiser, contributor (c) politician, voter (d) marketer, prospect
(e) celebrity, audience
10) In ________ consumers may share a strong need that cannot be satisfied by an existing product
(a)negative demand (b) latent demand (c) declining demand (d) irregular demand (e) non-existent
demand
11) In ________more customers would like to buy the product than can be satisfie(d)
(a)latent demand (b) irregular demand (c) overfull demand (d) excessive (e) negative demand
12) Marketers often use the term ________ to cover various groupings of customers
(a)people (b) buying power (c) demographic segment (d) social class position (e) market
13) Companies selling mass consumer goods and services such as soft drinks, cosmetics, air travel, and
athletic shoes and equipment spend a great deal of time trying to establish a superior brand image in markets
called ________
(a)business markets (b) global markets (c) consumer markets (d) nonprofit and governmental markets
(e) service markets
14) In business markets, advertising can play a role, but a stronger role may be played by the sales force,
______, and the company s eputatio fo elia ilit a d ualit
(a)brand image (b) distribution (c) promotion (d) price (e) performance
15) Global marketers must decide ________
Page 51
(a)which countries to enter (b) how to enter each country (as an exporter, licenser, joint venture partner,
contract manufacturer, or solo manufacturer) (c) how to adapt their product and service features to each
country (d) how to price their products in different countries (e) all of the above
Answers:
1.(A) 2. (A) 3. (D) 4. (E) 5. (E) 6. (C) 7. (A) 8. (D) 9. (D) 10. (B) 11.(C) 12. (E) 13. (C) 14. (D) 15. (E)
Set – 31
1. Mohan Sawhney has proposed the concept of ________ to describe a cluster of complementary products and
services that are closely related in the minds of consumers but are spread across a diverse set of industries
(a)metamarket (b) vertical integration (c) horizontal integration (d) betamarket (e) synchronized
marketing
2) The ________ promises to lead to more accurate levels of production, more targeted communications,
and more relevant pricing
(a)Age of Globalization (b) Age of Deregulation (c) Industrial Age (d) Information Age (e) Production
Age
3) Many countries have ________ industries to create greater competition and growth opportunities
(a)open-market (b) deregulated (c) regulated (d) scientifically segmented (e) created mass market
4) Customers are showing greater price sensitivity in their search for ________
(a)the right product (b) the right service (c) the right store (d) value (e) relationships
5) Rising promotion costs and shrinking profit margins are the result of ________
(a)changing technology (b) globalization(c) deregulation (d) privatization (e) heightened competition
6) Industry boundaries are blurring at an incredible rate as companies are recognizing that new
opportunities lie at the intersection of two or more industries this is called ________
(a)globalization (b) customization (c) industry convergence (d) heightened competition (e)
acquisition
7) In response to giant retailers and category killers, entrepreneurial retailers are building entertainment
into stores with coffee bars, lectures, demonstrations, and performances They are marketing a(n) ________
rather than a product assortment experience
(a)customer value (b) customer delight (c) total service solution (d) intangible benefit(s)
8) I espo se to th eats f o su h o pa ies as AOL, A azo , Yahoo, eBa , E T‘ADE, a d doze s of

others, established manufacturers a d etaile s e a e i k-and- li k o ie ted addi g o li e se i es to
their existing offerings This process became known as ________
(a)reintermediation (b) disintermediation (c) e-commerce (d) e-collaboration (e) new market
synchronization
Page 52
9) Many brick-and-click competitors became stronger contenders in the marketplace than the pure-click
firms because they had a larger pool of resources to work with and ________
(a)better prices (b) greater value (c) well-established brand names (d) one-on-one communications
(e) direct selling capability
10) The ________ is practiced most aggressively with unsought goods, goods that buyers normally do not
think of buying, such as insurance, encyclopedias, and funeral plots
(a)marketing concept (b) selling concept (c) production concept (d) product concept (e) holistic
marketing concept
11) The ________ concept holds that consumers will favor those products that offer the most quality,
performance, or innovative features
(a)product (b) marketing (c) production (d) selling (e) holistic marketing
12) The ________ concept holds that consumers and businesses, if left alone, will ordinarily not buy
e ough of the o ga izatio s p odu ts
(a)production (b) selling (c) marketing (d) product (e) holistic marketing
13) Several scholars have found that companies who embrace the marketing concept achieve superior
performanc(e) This was first demonstrated for companies practicing a ________ understanding and meeting
usto e s e p essed eeds
(a)reactive market orientation (b) proactive marketing orientation (c) total market orientation (d)
impulsive market orientation (e) holistic market orientation
14) According to Theodore Levitt, who drew a perceptive contrast between the selling and marketing
concepts, ________ is preoccupied with the need to convert products into cash
(a)marketing (b) selling (c) direct marketing (d) holistic marketing (e) service marketing
15) In the course of converting to a marketing orientation, a company faces three hurdles _______
(a)organized resistance, slow learning, and fast forgetting (b) management, customer reaction, competitive
response (c) decreased profits, increased R&D, additional distribution (d) forecasted demand,
increased sales expense, increased inventory costs (e) customer focus, profitability, slow learning
Answers:
1.(A) 2. (D) 3. (B) 4. (D) 5. (E) 6. (C) 7. (A) 8. (A) 9. (C) 10. (B) 11.(A) 12. (B) 13. (A) 14. (B) 15. (A)
Set – 32
1. Companies that practice both a reactive and proactive marketing orientation are implementing a ________
and are likely to be the most successful
(a)total market orientation (b) external focus (c) customer focus (d) competitive, customer focus
(e) confrontation process
Page 53
2) Marketers argue for a ________ in which all functions work together to respond to, serve, and satisfy
the customer
(a)cross-functional team orientation (b) collaboration model (c) customer orientation (d) management-
driven organization (e) total quality model
3) ________ can be seen as the development, design, and implementation of marketing programs,
processes, and activities that recognizes the breadth and interdependencies of their effects
(a)Niche marketing (b) Holistic marketing (c) Relationship marketing (d) Supply-chain marketing
(e) Demand-centered marketing
4) ________ marketing has the aim of building mutually satisfying long-term relations with key parties
such as customers, suppliers, distributors, and other marketing partners in order to earn and retain their
business
(a)Holistic (b) Demand-based (c) Direct (d) Relationship (e) Synthetic
5) Co pa ies ho fo a ________ olle t i fo atio o ea h usto e s past t a sa tio s,

demographics, psychographics, and media and distribution preferences
(a)sales network (b) holistic union (c) marketing network (d) supply-chain network (e)
integrated network
6) The ability of a company to deal with customers one at a time has become practical as a result of
advances in ________, computers, the Internet, and database marketing softwar(e)
(a)improved communication flow (b) information technology (c) just-in-time manufacturing (d)
factory customization (e) customer-centered strategies
7) One traditional depiction of marketing activities is in terms of the marketing mix or four Ps The four Ps
are characterized as being ________
(a)product, positioning, place, and price (b) product, production, price, and place (c) promotion, place,
positioning, and price (d) place, promotion, production, and positioning (e) product, price, promotion,
and place
8) The fou Ps ep ese t the selle s ie of the a keti g tools a aila le fo i flue i g u e s F o a
u e s poi t of ie , ea h a keti g tool is desig ed to deli e a usto e e efit ‘o e t Laute o
suggested that the selle s fou Ps o espo d to the usto e s fou Cs The fou Cs a e ________
(a)customer focus, cost, convenience, and communication (b) customer solution, customer cost,
convenience, and communication (c) convenience, control, competition, and cost (d) competition, cost,
convenience, and communication (e) category control, cost, concept development, and competition
9) Holistic marketing incorporates ________, ensuring that everyone in the organization embraces
appropriate marketing principles, especially senior management
(a)profit objectives (b) share of customer (c) internal marketing (d) the marketing mix (e) strategic
planning
10) Marketing is not a department so much as a ________
Page 54
(a)company orientation (b) philosophy (c) function (d) branch of management (e) branch of economics
11) Holistic marketing incorporates ________ and understanding broader concerns and the ethical,
environmental, legal, and social context of marketing activities and programs
(a)safe product design (b) cultural marketing (c) social responsibility marketing (d) cross-functional
teams (e) direct sales policies
12) The ________ holds that the o ga izatio s task is to dete i e the eeds, a ts, a d i te ests of
target markets and to deliver the desired satisfactions more effectively and efficiently than competitors in a
a that p ese es o e ha es the o su e s a d the so iet s ell-being
(a)customer-centered business (b) focused business model (c) societal marketing concept (d) ethically
responsible marketing manager (e) production-centered business
13) Companies see ________ as an opportunity to enhance their corporate reputation, raise brand
awareness, increase customer loyalty, build sales, and increase press coverag(e)
(a)cause-related marketing (b) brand marketing (c) equity marketing (d) direct marketing (e)
recognition marketing
14) When a customer has a(n) ________ need he/she wants a car whose operating cost, not its initial price,
is low
(a)stated (b) real (c) unstated (d) delight (e) secret
15) When a customer has a(n) ________ need the customer wants to be seen by friends as a savvy
consumer
(a)real (b) unstated (c) delight (d) secret (e) stated
Answers:
1.(A) 2. (C) 3. (B) 4. (D) 5. (C) 6. (D) 7. (E) 8. (B) 9. (C) 10. (A) 11.(C) 12. (C) 13. (A) 14. (B) 15. (D)
Page 55

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Mentor for Bank Exams

2. Before Industrial Revolution, selling was no problem as:

3. Long term objective of marketing is

4. In marketing attitude can best be defined as a

5. Which of the following is true?

a Ma keti g is ot e ui ed i a uye ’s a ket (b) Marketi g is ot e ui ed i a selle ’s a ket

(e) Marketing is not required due to spread of MNC

6. Which of the following statements is true?

(b) Marketing is not important in profit-making companies

(c) Marketing sharpens the mindset of the employees

(d) Marketing is a time-bound seasonal function (e) Marketing is a waste

7. Find the true statement

8. Proper marketing requires

9. Market information means

10. Marketing and selling are

11. Direct marketing is necessary for

(a) having a focuses approach (b) boosting sales

12. In marketing it is necessary to identify

(a) potential sellers (b) selling employees

13. Marketing is require for

14. Marketing is successful when

15. Aggressive Marketing is necessitated due to

16. In marketing the benefits of selling extend to

17. Sequence of a sales process is _____

18. In marketing POS _____

19. Niche Market means a _____

20. A market plan is ______

1. Effective communication is not required for marketing if _____

2. Marketing is not required for ______

4. Marketing helps in ______

5. Marketing of services is essential for _____

6. Marketing is the art of ________

7. Which of the following statements is correct?

9. Social marketing is _____

10. _______ is not a pre-sales activity

11. Marketing is the combined study of

12. Direct Marketing means

13. The ultimate aim of Marketing is to provide

. The a keti g of o e sio i te s of sales is

(d) converting perspective customers into purchasers (e) conversion of religion

15. The sales process begins with

16. Brand management is important as _____

17. Continuously renewing the difference makes your product ______

18. If two different brands are distributed by one company, it is _______

20. Direct consumers of a nonprofit organization are its ______

3. Critical success factors for a firm includes ______

(e) None of these

11. ______ is getting into different versions of the same market?

13. _____ can be defined in terms of needs, segmentation and geography

16. To investigate new markets ______ management function is important

. _______ is a atego kille

18. Product life cycle theory maximizes profit at

19. Marketing plans are used for

20. Product mix means

2. Successful Marketing strategies need

(a) marketing in different countries (b) marketing in diverse companies

Buye ’s hesistatio i uyi g the p odu t (d) Buyer becoming a seller

(e) Buyer purchasing the product

5. Direct Marketing is useful for ____

. A o pa so etail outlets a e ea t ________

7. Advertising _____ can attract consumers only if it is based on their needs

8. Major source of power in a distribution channel is the ______

9. Factors affecting choice of distribution channel include ______