BBA-III MARKETING MANAGEMENT Multiple Choice Questions 1. Marketing is a) Gift b) Token c) Donation d) Exchange process 2.

Advantage of sales is to a) Consumer b) Merchant c) Agent d) manufacturer 3. wholesaler is a a) middleman b) producer c) manufacturer d) customer 4. selling concept is: a) production oriented b) sales oriented c) customer oriented d) All of the above 5. Marketing mix is Price, Place Promotion and a) Advertisement b) Discount c) Product d) Gift 6. Classification of customer into group is a) Positioning b) Branding c) Segmentation d) All of the above 7. Customers are a) Buyers b) Consumers c) Sellers d) Both a & b 8. Product has steady sales in a) Maturity stage b) Decline stage c) Introduction stage d) Growth stage

9. Price is set by a) Customer b) Manufacturer c) Retailer d) Wholesaler 10. Idea comes from a) Customers b) Employees c) Bothe of theses d) None of the above 11. In --------- demand, consumers may share a strong need that cannot be satisfied by an existing product. a) Latent b) Unwholesome c) Declining d) Non-existent 12. Order-to-payment cycle is a component of ------------. a) Internal company records b) Marketing intelligence activities c) Market research d) All 3. Companies normally budget marketing research at ---------% of company sales. a) 10 to 20 b) 1 to 2 c) 4 to 5 d) 10 to 15 4. ----------- means keeping track of all interactions, a consumer has with a product, service or space. a) Shadowing b) Behaviour mapping c) Consumer Journey d) Unfocus groups 5. What do we call those consumers who are loyal to 2 to 3 brands? a. Hard core loyals b. Switchers c. Shifting loyals d. Split loyals 6. ---------- is not a content of customer database. a. Demographics b. Psychographics c. Mediagraphics

d. Physiographics 7. Who among the following classified the 4 Ps of marketing? a. Peter F Drucker b. Herbert Spencer c. McCarthy d. Hewlett Packard 8. MIS is developed from ------------. a. Internal company records b. Marketing intelligence activities c. Market research d. All 9. ------------ is a cluster of complementary products and services that are closely related in the mind of the customers but are spread across a wide set of industries. a. Marketspace b. Consumer market c. Intermediary market d. Metamarket 10. --------- is simply a set of names, addresses & telephone numbers of customers. a) Customer mailing list b) Customer database c) a & b d) Data warehousing 11. Which of the following contact method accounts for more than 25% of all survey based research? a) Mail Questionnaires b) Telephonic Interview c) Personal Interview d) Online interview 12. Young, middle income car buyers comprise a -----------. a) Segment b) Sector c) Both d) None 13. ---------- concept holds that consumers will prefer products that are widely available & inexpensive. a) Production b) Product c) Selling d) Marketing 14. --------- firms gather consumer & trade information, which

they sell for a fee. a) Custom marketing research firm b) Speciality line research firm c) Syndicated service research firm d) All 15. Which of the following is the most time consuming & expensive method of collecting primary data? a) Observational research b) Focus group research c) Survey research d) Experimental research 16. Mass production, mass distribution & mass promotion of one product for all the buyers is the ----------- concept. a) Mass marketing b) Holistic Marketing c) Product d) Selling 17. In ----------, firms concentrate on serving many needs of a particular customer group. a) Market specialization b) Full market coverage c) Selective specialization d) Product specialization 18. ----------- is one-to-one marketing. a) Mass marketing b) Customization c) Production concept d) Integrated Marketing 19. Lower prices affect the features & quality that the seller can build into the offering. This is the characteristic of ------------ markets. a) Consumer b) Business c) Global d) Non-profit &government 20. In which concept, business shifted from make-and-sell philosophy to sense-and-respond philosophy? a) Production Concept b) Product Concept c) Selling Concept d) Marketing Concept

Long Answer Questions 1. Define Marketing management. Discuss all the 5 concepts of marketing in detail. 2. Identify the major segmentation variables & discuss them in details. 3. What do you mean by MIS? State the significance of the same. 4. Explain the different patterns of targeting. Also, explain the concept of mass marketing with suitable examples. 5. Discuss the different types of Marketing Distribution Channel and its advantage? 6. Differentiate between: a) Customer mailing & Customer Database b) Data warehousing & Data mining c) Primary data & Secondary Data 7. Explain in detail (any two): a) Political-Legal Environment b) Economic Environment c) Socio-cultural Environment d) Technological Environment 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. Classify the different types of goods on the basis of durability& usage. Elaborate each of them with suitable examples. What do you mean by Product Research? Discuss it in detail. Explain the advertising concept. What are the different advertising objectives? What are the various factors influencing consumer behaviour? What is marketing mix. Explain Explain product positioning. How a product is positioned? What are the different marketing channels? Define sales promotion. Discuss the objectives and functions of sales promotion What is branding. Explain Discuss the different method of marketing research.

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What do you mean by Buying Motive of Consumer? Discuss the factors that affect buying behaviour. Enumerate various methods of pricing. Briefly explain them.