1.

All of the following are characteristics of culture EXCEPT: Select one:

a. culture is an inherent trait
b. culture is pervasive
c. culture is dynamic
d. culture is learned
e. culture is functional
Ans: a

2. Which method should be used by the researcher for data collection when respondents are not willing
to provide information? Select one:
a. Observational research
b. Personal interviews
c. Internet surveys
d. Focus groups
Ans: a

3. In case of Industrial product marketing the customer satisfaction is achieved by factors like. Select
one:
a. Product design, demand analysis, promotion, service
b. Product design, demand analysis, technical requirements, resource utilization, long term relationship
with customers.
c. Product design, demand analysis, technical requirements, resource utilization, Service
d. Product design, demand analysis, pricing, service, long term relationship with customers.
Ans: b

Marketing research is linking the ________________ to the marketing organization through

information. Select one:
a. Brand
b. Intermediaries
c. Customer
d. Services
Ans: c

Alanna is looking into purchasing a scooter as gas prices continue to rise. She needs a reasonably priced,
comfortable, and safe scooter with room to store her books. She is not familiar with scooters, and this is
a major purchase for her. The purchase will probably involve: Select one:
a. dedicated cognitive behavior
b. low-involvement problem solving
c. limited decision making
d. low-involvement decision making
e. extensive decision making
Ans: e
The following are the characteristics of Industrial Products/Goods Select one:
a. Geographically Concentrated, Few Buyers, Customised, Direct Delivery
b. Mass advertisements, Fewer middlemen, sometimes direct delivery, Maximum retail price
c. Geographically disbursed, Mass Customers , Timely delivery and after-sales are generally important
d. Geographically Concentrated, Generally Standardized, Complex Channel of distribution
Ans: a
Mr. Lakshya conducts online marketing research on regular interval at work. Which of the following is
not an advantage to him? Select one:
a. Easy for respondents to complete
b. Respondents cannot remain anonymous
c. Easy to control the respondents in survey
d. It is cost effective
Ans: c
In order to expand its sales into the U.S. market, BRL, an Australia-based winemaker, agreed to a merger
with a U.S.-based ine distrib tion compan According to Anso s strategic opport nit matri BRL
would be implementing a _____ strategy. Select one:
a. Diversication
b. product penetration
c. market development
d. Divestment
e. product development
Ans: c
Which of the following are the sources of marketing intelligence in research? Select one:
a. Newspaper articles
b. Competitor intelligence
c. Customer feedback
d. All of the above
Ans: d
Which of the following products would most likely be classied as a business product? Select one:
a. Lycra (spandex)
b. Accounting services
c. A computer
d. An automobile
Ans: a
Problems related to _________________ can be studied under marketing research. Select one:
a. All of the above
b. Product Mix
c. Marketing Mix
d. Promotional Mix
Ans: a
Marketing managers often use in-store promotions to stimulate sales of: Select one:
a. high-involvement products
b. low-involvement products
c. technical products
d. industrial products
e. high-priced products
Ans: b
Identify the type of marketing explained with the help of example, P&G donates a rupee to help under
privileged people. Select one:
a. Buzz marketing
b. Cause- related marketing
c. Below the line marketing
d. Social marketing
Ans: b
Cigarettes and liquor advertising is banned in virtually all marketing communication forms in many
countries around the world. This can be explained as an inuence of Select one:
a. Technological environment.
b. Economic environment.
c. Ecological environment
d. Legal environment
Ans: d
Mario usually purchases Old Spice deodorant. Unfortunately, the drug store is sold out of Old Spice
toda so Mario ill ha e to choose a brand that s in stock In making his decision, Mario will engage in
_____ consumer decision making. Select one:
a. Limited
b. Extended
c. Habitual
d. Classical
e. Routine
Ans: a
The determination of whether pencils are consumer products or business products is based on Select
one:
a. where the pencils are purchased.
b. the number of pencils purchased.
c. the total price paid for the pencils.
d. the purpose for which the pencils are purchased.
Ans: d

Which type of data is obtained at a lower cost and quickly than the Others? Select one:
a. Secondary
b. Primary
c. Experimental
d. Qualitative
Ans: a
Differentiated (multi-segment) approach means Select one:
a. Marketer starts targeting single buyers and tries to ll buyers' needs and moves further targeting two
or more customer segments with a separate marketing mix.
b. The marketer does not use any Marketing Mix
c. Marketer target business buyers as per their similar needs with a single marketing mix. Here the
demand is so diffused that it is not worth to differentiate, and all customers are offered a single product
d. The marketer uses deferent marketing mechanism for deferent customers
Ans: d

Marketing segmentation is Select one:

a. the process of dividing the total market into several heterogeneous groups.
b. the process of bringing several small, unreachable segments into a definable market segment.
c. practiced by both profit-oriented and not-for-profit organizations.
d. an attempt to reach all consumers with a single marketing mix
Ans: c

Concerning market segmentation, all of the following statements are correct except Select one:
a. only for-profit organizations practice market segmentation.
b Firms that practice market segmentation don t necessaril change their prod cts to meet the needs
of different market segments.
c. market segmentation attempts to divide the total market into smaller groups.
d. there are too many variables to attract all customers using the same marketing mix.
Ans: a

Generally speaking, rubber and steel are examples of Select one:

a. business products.
b. fabricated materials.
c. consumer products.
d. non-personal products.
Ans: a

PESTLE stands for _____________ Select one:

a. The purchasing, economics, social, technological, legal, and ecological environments.
b. The political, economics, substitute, technological, legal, and ecological environments.
c. The political, economic, social, technological, legal, and ecological environments.
d. The political, economic, social, treat, legal, and ecological environments.
Ans: c
Which of the following elements is not part of Porter's Five Forces model for industry competitiveness?
Select one:
a. Threat from government.
b. Power of buyers.
c. Threat of suppliers.
d. Threat of substitutes.
Ans: a
Porter's five forces include three forces from 'horizontal' competition – the threat of substitute
products or services, the threat of established rivals, and the threat of new entrants – and two others
from 'vertical' competition – the bargaining power of suppliers and the bargaining power of
customers.
An "unattractive" industry is one in which the effect of these five forces reduces overall profitability.
The most unattractive industry would be one approaching "pure competition", in which available
profits for all firms are driven to normal profit levels.

Kraft introduced Philadelphia Ready-To-Eat Cheesecake Filling for those who do not have time to make
cheesecake in the traditional manner. This is an example of a _____ strategy. Select one:
a. Divestment
b. market development
c. Diversication
d. product development
e. product penetration
Ans: d
_____ is a strategy that attempts to attract new customers to existing products. Select one:
a. Market development
b. Product development
c. Product penetration
d. Diversication
e. Market penetration
Ans: c
_____ is a strategy of increasing market share for present products in existing markets. Select one:
a. Market penetration
b. Product development
c. Diversication
d. Market development
e. Product penetration
Ans: a

Select the type of research from following to identify the demographic groups who prefer diet soft
drinks and reasons of it. Select one:
a. Descriptive research
b. Experimental research
c. Ethnographic research
d. Survey research
Ans: a
An example of a segmented market would be Select one:
a. Bisleri marketing its product to all residents of the India with one marketing mix based on the concept
pure and safe drinking water #piyobisleri
b. Maruti separating its potential customers into economy car buyers and luxury car buyers.
c. Sundar Nursery seeing residents of urban areas and rural areas as one market needing trees.
d. High-income and low-income consumers being treated the same at Burger King.
Ans: b
When one product becomes part of another product that is destined for resale, the first product is
considered Select one:
a. a business product.
b. a consumer product.
c. to be destined for the industrial market.
d. to be destined for the commercial market.
Ans: a
A well defined problem is _____________________ solved. Select one:
a. Partially b. Completely c. None d. Half
Ans: d
The research objectives in the second step of marketing research process should be defined into
particular: Select one:
a. Financial amounts
b. Information needs
c. Time allotments
d. Marketing goals
Ans: b
Six stages of marketing research are
1. Defining a problem
2. Developing an approach to the problem (information need)
3. Development of research plan
4. Field work or data collection
5. Preparing and analyzing data
6. Preparing and presenting the report

Rohan is a marketer and is working on the promotional campaign designed to reach a target audience in
a new international market. He is working hard to make sure that the promotional campaign is clearly
understood by the nation's consumers and doesn't offend anyone. By which of the factors in the
external environment is he being influenced Select one:
a. Competitive environment.
b. Socio-cultural environment.
c. Legal environment.
d. Economic environment.
Ans: b
Mr Vaibhav is confused about using the marketing research process, as he knows that there is some
problem in business but not knowing the specic reasons to investigate. He is supposed to have problems
with: Select one:
a. Developing the research plan
b. Developing a research approach
c. Data Collection
d. Identifying Problem and research objectives
Ans: d

Which of the follo ing isn t part of compan s microen ironment Select one
a. Public
b. Government Policies
c. Economic environment
d. Industry Competitors
Ans: c
Which of the follo ing isn t part of compan s macroen ironment Select one
a. Natural Environment b. Demographic Environment c. Economic Environment d. Industry Competitors
Ans: d

____________ factors are those which relate to the presence and development of technology, on either
a local or global scale. These change oers risks, opportunities and threats to businesses. For example,
Computer calculation speed/power, Engine eciency, Internet connectivity, Wireless charging,
Automation Select one:
a. Political b. Natural c. Technological d. Economical
Ans: c

_____ is defined as the collection and interpretation of information about forces, events, and
relationships that may affect the organization. Select one:
a. Market sampling
b. Environmental scanning
c. An internal audit
d. Opportunity analysis
e. Stakeholder analysis
Ans: b

Survey research is best suited for collecting____________________ data. Select one:

a. Attitudinal b. Preference c. Exploratory d. Descriptive
Ans: d
The process of collecting information about the external marketing environment is Select one:
a. marketing research.
b. environmental scanning.
c. marketing management.
d. environmental management.
Ans: b
Which technique operates by peeling back layers of the company which is designed for use in the
preliminary stages of decision-making processes and can be used as a tool for evaluation of the strategic
position of organizations of many kinds. Select one:
a. VRIO b. TOWS analysis c. SWOT analysis d. OKR'S
Ans: c
All of the following are examples of individual factors that affect the decision-making process for
consumers EXCEPT: Select one:
a. Personality b. reference groups c. age d. Lifestyles e. gender
Ans: b
Goods and services purchased by the ultimate consumer for personal use are called Select one:
a. personal products. b. consumer products. c. commercial products d. purchased products
Ans: b
Business products that are not directly used in producing other goods are also referred to as Select one:
a. consumer products. b. non-personal goods. c. commercial products. d. raw materials.
Ans: c
Each week, Jess comes to the supermarket with a list of essential items: milk, bread, peanut butter, and
chocolate. This is an example of: Select one:
a. situational convenience
b. routine response behavior
c. limited decision making
d. bu er s harmon
e. consistent decision making
Ans: b
 PART-2

Janet will only purchase Crate and Barrel products for her home. The products are expensive, but Janet
feels they have the highest quality and will last a very long time. These products represent _____
products Select one:
a. convenience b. specialty c. homogeneous shopping d. heterogeneous shopping
Ans: b
When the two or more channels are catering the same market, then_____________ occurs many times.
Select one:
a. Horizontal channel conflict b. None of the above c. Vertical channel conflict d. Multi channel conflict
Ans: b
______ refers to the total number of items in its product mix. Select one:
a. Product length b. Product depth c. Product mix d. Product line
Ans: a
A ______ is a set of all product lines and items that a particular seller offers for sale. Select one:
a. Product width b. Product mix c. Product depth d. Product depth
Ans: b

_______ refers to the average number of items offered by the company in each product line. Select one:
a. Product width b. Product length c. Product depth d. Product mix
Ans: c

Which of the following maximizes the product's availability in the market for the customers? Select one:
a. Coverage b. Distribution c. Control d. Availability
Ans: a
Long term business development and sustainabilty with customers is the aim of: Select one:
a. Electronic customer relationship management
b. Customer acquisition
c. Customer management
d. Customer relationship management
Ans: d
The benefit of integrating customer databases with websites in electronic customer relationship
management (e-CRM) is: Select one:
a. Lower costs b. Achieve mass customisation c. All the above are correct d. Targeting more cost-
effectively
Ans: c
Which of the following is not a characteristic of Market Introd ction Stage in PLC Select one
a. Slow sales volume to start b. Demand has to be created c. Costs are low d. Makes no money at this
stage
Ans: c
The point of view of a economic system defines the role of marketing channels to transform: Select one:
a. Consumer needs and wants into product desires
b. Assortments of products made by producers into the assortments wanted by consumers
c. Raw products into finished products
d. Consumer needs into producer needs
Ans: b
What is the objective of Reach in the concept of marketing value framework RACE (Reach, Act, Convert,
Engage)? Select one:
a. Engage audience with brand on its website or other online presence
b. Build customer relationships over time to achieve retention rates
c. Build awareness on other sites and in offline media and drive to web presences
d. Achieve conversions to marketing goals such as fans, leads, or sales on web presences and offline
Ans: c
comm nicates to the market the compan s intended value positioning of its product or
brand. Select one:
a. Promotion b. Price c. Packaging d. Place
Ans: b
The key performance indicator for the Reach approach is: Select one:
a. Conversion rates b. Repeat conversion c. Bounce rate d. Revenue or goal value per visit
Ans: d
Electronic kiosk is a type of: Select one:
a. Supermarket b. Non-store retailing c. Discount retailers d. Limited line retailers
Ans: b
_____ products are products that are not known about or not actively searched for by consumers. These
products require aggressive personal selling and highly persuasive advertising. Select one:
a. Specialty b. Hidden c. Unsought d. Equity
Ans: c
This implies accomplishing the ideal dissemination costs without losing dynamic authority over the
contribution, how it is evaluated, advanced, and conveyed in the circulation channel: Select one:
a. Coverage b. Control c. Distribution d. Availability
Ans: b
Identify the products that the customer usually buys frequently and with a minimum of comparison and
buying effort. Select one:
a. Unsought b. Convenience c. Specialty d. Shopping
Ans: b
Vestige, Modicare, and Tupperware use which type of channel? Select one:
a. Fashion channel b. Indirect marketing channel c. Direct marketing channel d. Forward channel
Ans: c
Many consumers use price as an indicator of ________. Image pricing is especially effective with ego-
sensitive products such as perfumes and expensive cars. Select one:
a. capability b. status c. ability d. quality
Ans: d
Price elasticity depends on the magnitude and direction of the price change. If may differ for a price cut
versus a price increase. When the price changes have little or no effect, there might exist a ________ for
your product. Select one:
a. substitute product b. promotional price c. selective price d. price indifference band
Ans: d
A Boston diamond distributor has developed the first branded diamond called Hearts on Fire to help
smaller retailers co nter the ol me je elers aggressi e price disco nting This mo e is meant to
Select one:
a. combat the quality appeal of generic products.
b. take away trademark rights
c. create a catchy phrase to promote diamonds.
d. build product identity and customer loyalty
Ans: d
This is the place the discernment with respect to a channel part is that its objective achievement is being
hindered by another, with stress or pressure the outcome: Select one:
a. Channel relationships. b. Customer conflict. c. Channel communication. d. Channel conflict.
Ans: d
Market-skimming prices make sense under the following conditions EXCEPT ________. Select one:
a. the unit costs of producing a small number of units are not too high
b the prod ct is a me-too and contains no ne technolog or points of difference
c. the high price communicates high value
d. the high initial price blocks competition from entering the market
Ans: b
This is the place mediators are given exclusive rights to market the products in assigned area: Select
one: a. Intensive b. Exclusive c. Direct d. Selective
Ans: b
Increased competition leads to price decrease, increasing public awareness, sales volume increase
significantly are the characteristics of _________ in PLC. Select one:
a. Maturity stage b. Market introduction stage c. Decline stage d. Growth stage
Ans: d
Alec had his gall bladder removed, but he was unconscious during the operation. In fact, even though he
has an incision, he really has no way of knowing if the service was actually performed even after it was
allegedly performed. That is because medical services such as this exhibit _____ qualities. Select one:
a. Perishable b. Search c. Experience d. Credence
Ans: d
The definition of ________ prices is: In considering an observed price, consumers often compare it to an
internal memor reference price or an e ternal frame of reference s ch as a posted reg lar retail
price Select one
a. reference b. historical c. everyday low price d. promotional
Ans: a
________ sets a ceiling on the price the company can charge for its products. Select one:
a. Costs b. Demand c. Government regulations d. Market forces
 Ans: d
Color and size of the product, brand and packaging are considered as Select one:
a. Chemical features of product b. Product designing c. Product manufacture d. Physical features of
product
Ans: d
These are chains of associations that are worried about the administration of the procedures and
exercises engaged with making and moving items from makers and producers to end-client clients. The
associations engaged with any one excursion, are all things considered named as a: Select one:
a. Selling b. Distribution c. Communication d. Vendor
Ans: b
The Customers who are never using online service even after signed up, are called: Select one:
a. Potential b. Active c. Dormant d. Inactive
Ans: d
Which unique characteristic of services means that consumers must be present during the production?
Select one:
a. Intangibility b. Heterogeneity c. Inseparability d. Perishability
Ans: c
The minimum information required in an online CRM to engage the customer is: Select one:
a. E-mail address b. Post code c. Customer profile d. Credit rating
Ans: a
Which one is the example of opt-out concept? Select one:
a. A customer choosing an e-mail newsletter
b. None of the above
c. A customer unsubscribing to an e-mail newsletter
d. A customer agreeing to receive an e-mail newsletter
Ans: c
There are four basic marketing activities in CRM are customer selection, acquisition, retention, and
_______________________. Select one:
a. Customer demographics b. Customer extension c. None of the answers apply d. Customer
differentiation
Ans: b
When market reaches to its saturation, the producers begin to leave the market due to____________
Select one:
a. Marketing strategy development b. Poor margins c. Decline stage d. Market penetration
Ans: b
When product goes from manufacturer to final customer directly, the channel structure is called: Select
one:
a. None of the above b. Indirect. c. Direct d. Hybrid
Ans: d
A(n) _____ is the result of applying human or mechanical efforts to people or objects. Select one:
a. application processor b. service c. tangible product d. profit intermediary
Ans: b
When deciding on distribution plans for specialty products, companies generally ensure that the items
are: Select one:
a. made available in a large number of stores in a geographic area.
b. distributed to only a few stores in the geographic area
c. made available only as private brands.
d. distributed to a considerable number of stores in a geographic area.
Ans: b
In _________ all the augmentations and transformations of a product might undergo in the failure.
Select one:
a. Expected product b. Genric product c. Potential product d. Augmented product
Ans: c
The first step in estimating demand is to understand what affects price sensitivity. Generally speaking,
customers are most price sensitive to products that cost a lot or are ________. Select one:
a. bought infrequently b. bought frequently c. priced low to begin with d. low cost
Ans: b
________________ is a CRM technique in selling more expensive products to the customers against the
product demanded by customer. Select one:
a. Up-sell b. Referral c. Reactivation d. Cross-sell
Ans: b
The most elementar pricing method is to add a standard to the prod ct s cost Select one
a. target margin b. markup c. margin d. target price
Ans: b
In market-penetration pricing the compan s objecti e is to belie ing that higher sales
volume will lead to lower unit costs and higher long-run prots. Select one:
a. minimize their market share b. maximize their market share c. maximize volume d. block competitive
launches
Ans: b
If demand hardly changes with a small change in price, we say that the demand is ________. Select one:
a. marginal b. equal c. elastic d. inelastic
Ans: d
______ invloves desiging and producing the container or wrapper for a product Select one: a. Packaging
b. Branding c. Standardizing d. Labelling
Ans: a
 Marketing Management

1. Products possess special attraction to the consumers

B. Speciality goods.
2. A place for buying and selling activities is called _________.
A. market.
3. The words used to convey the advertisement idea is _______.
C. advertisement copy.
4. Advertisement promotes ____________.
C. sales.
5. Agricultural products are ____________.
D. heterogeneous goods.
6. The social aspect of marketing is to ensure _________.
C. low price with high quality.
7. ________ is a process by which a product is branded.
B. Branding.
8. Facilities for sale and purchase of agricultural products are available in _________.
B. regulated market
9. Fixing a high price for a new product will be called as _________.
A. price skimming.
10. Marketing research is concerned with __________.
D. solution to specific problems of marketing.
11. Brand loyalty refers to product _______________.
D. insistence
12. Middlemen will increase the _______________.
D. time and place utility of the product.
13. Sales management deals with __________.
D. market.
14. The process of subdividing total markets into several sub market is __________.
C. market segmentation.
15. Mercatus means __________.
D. to trade.
16. The design implementation and control of programmes seeking to increase the acceptability of social idea
is called . C.social market
17. _______ is an element of buying.
B. assembling.
18. Sales promotion tool includes _________.
B. Coupons.
19. Standardization includes ________.
C. grading
20. The prime object of marketing is _________.
D. consumer satisfaction.
21. Markets are created by________ .
B. economic force.
22. Consumer purchasing power is determinate by ________.
B. disposable income.
23. A group of products that are closely related called _________.
B. product line.
24. Price and competition is increasingly servers in ______.
B. growth stage.
25. Identify the one which is demand-based pricing______
B. mark up pricing.

26. The main aim of regulated markets is ____.

A. eliminate the middle man.
27. Identify the one which comes under service marketing ______.
A. insurance.
28. Agmark standardization is given to ______ .
B. agricultural goods.
29. Marketing begins and end with _________.
A. consumer.
30. __________ is the first step in marketing.
A. Buying.
31. Transportation creates _____utility
B. place.
32. Warehouse creates _________ utility.
B. time.
33. Trading up is the act of ____ high priced prestigious products to existing product line.
A. adding.
34. Selling is an act of _________
C. forcing.
35. Price is a ________ term.
A. absolute.
36. _________ is the policy adopted by manufacturers to get success in the field of marketing.
A. Marketing mix.
37. _________ creates a particular image in the minds of consumer.
A. Branding
38. The second element to affect the volume of sales is.
A. price.
39. Anything which possess utility is ________.
A. product.
40. ________are the general rules set up by the management itself in making product decisions.
A. Product policy.
41. _______ is a group of products that are closely related.
A. Product line.
42. _____ may be defined as the exchange of goods or services in terms of money.
A. Price.
43. _______ is the high initial of the product at the time of introduction of the product in the market.
C. High pricing.
44. ______ is allowed in the form of deductions from the list price.
A. Trade discount.
45. _________ is price at which a retailer sells the products to his buyers.
A. Retail price.
46. ________ creates a non personal stimulation of demand in advertising.
A. Pricing.
47. ________ and other forms of promotion are supported by advertisement.
A. Personal selling.
48. __________ are published according to the taste or liking of the public.
A. Magazines.
49. ________ influences the buyer to buy a product.
C. Personal selling.
50. Products reach the hands of customers through a number of channels, of that the main channel
is_____________
A. wholesaler.
51. ________ is concerned with the collection and concentration of goods of the same type from different
sources..
D. Assembling.
52. ________ is a wide term which includes advertising, sales and personal selling..
C. Promotion.

53. The programmes to increase the sales through exhibition, displays, advertising etc is called
A. Sales Promotion
54. ______are the major channel components who help in the transfer of goods from the hands of producer to
consumer.
A. Salesman.
55. _______system existed in the initial stage of marketing.
B. Barter.
56. In _____ market, goods are exchanged and the physical delivery of goods takes immediately.
B. spot.
57. In _______ Market, there are large number of buyers and sellers meet.
B. perfect.
58. _______ is all psychological, social and physical behaviour of potential consumer.
A. Consumer behaviour.
59. A buyer makes a purchase of a particular product or a particular brand is termed as ____
A. Product buying motives.
60. Customers expect a particular price to be charged for a certain product is called
B. Customary Pricing
61. Motives refers to strong ___________.
B. emotions.
62. Buying decision of a customer depends on his_____.
C. attitude.
63. A satisfied buyer is a silent_______.
A. advertisement.
64. A consumer chooses an alternative which gives maximum_____.
D. satisfaction.
65. The individuals specific behavior in the market place is affected by internal factor _________.
A. attitudes.
66. The external factors of consumer behaviour are also called as _______.
A. environmental factors.
67. Economics explains that consumer behaviour in relation to ______ factors.
A. economic.
68. A collection of individuals which influences individuals opinion are called as ____.
B. reference groups.
69. _______ carry their goods on their heads.
B. Pedlars.
70. ___________open their shops on market days.
A. Market traders
71. Service of retailer____________.
D. keeps a variety of goods.
72. An Example of agent middle man _______.
A. Broker.
73. An example of merchant middlemen __________.
B. wholesaler.
The holesaler ho don t pro ide credit and transport facility are called as _____.
A. cash and carry wholesaler
75. An example of large scale retailers ________.
A. Departmental stores
76. Supermarkets is an example of _________.
D. Large-scale retailers
77. _____and _____ Are the criteria for market segmentation.
A. Accessibility, responsiveness.
78. The purpose of segmentation is to ______ the changing pattern of consumers.
A. measure.
79. A clearly defined segment must _______ to the changes in any of the elements of the marketing mix.
A. identify.

80. In ____ the whole market is divided into different geographic units.
B. geographic segmentation.
81. When the consumers are classified on the basis of religion, customs, culture are termed as______.
C. socio-economic segmentation.
82. A market may be segmented by classifying people according to their enthusiasm for a product are termed
as ___________.
A. attitude segmentation.
83. Consumers who buy one brand all the time __________.
A. hard core loyals
84. Consumers who show no loyalty to any brand _______.
D. switchers
85. Increasing competition in ____ markets make _____ markets attractive.
A. urban, rural.
86. The ______ level of urban consumers is high and hence product features have to be changed often.
B. awareness.
87. ______ marketing is concerned with the flow of goods and services from urban to rural and vice versa.
A. Rural.
88. Reasons for growing rural markets are _______.
A. Change in rural consumer behaviour
89. Which of the following represents a company effort to identify and categorize groups of customers
according to common characteristics?
D. market segmentation
90. Green Marketing ______.
A. making environment-friendly products.
91. ____________________ are products bought by individuals and organizations for further processing or for
use in conducting a business.
C. Industrial products.
92. The stage is the product life cycle that focuses on expanding the market and creating product awareness
and trial is the ________.
C. growth stage.
93. __________ is a related with the division of commodities into distinct groups.
D. standardisation
94. Consumer goods with unique characteristics or brand identification often requiring a special purchase
effort are called _________.
D. shopping products.
95. _______ is screening new-product ideas in order to spot good ideas and drop poor ones as soon as
possible.
A. Idea generation
96. Discount is allowed in the form of deductions from the list price is called
A. Trade discount
97. Cost-plus pricing is _____.
C. pricing by calculating the cost of production and adding on a margin.
98. Social Marketing is primarily concerned with _____________.
A. changing culture.
99. Which of the following is not a criteria for Segmenting Consumer Markets?
B. Turnover.
100. The following are all major stages of a product life cycle except _________.
D. market implementation.
101. A key objective of marketing is to ______.
B. satisfy the needs of some group of customers that the firm serves
102. __________________ to retains the title to goods till the retailers sell them off.
C. Rack Jobber
103. The increased _____ has enhanced rural demand for several products.
C. income
104. Product specifications like design, price and durability should be in accordance with the needs of ____
masses.
A. rural.
105. When a product is sold ______ utility is created.
B. ownership.
106. A retailer creates ______ utility by keeping the store open when the consumers prefer to shop.
B. time.
107. A retailer by being available at a convenient location, he creates ______ utility
C. place.
108. In the evolution of marketing ______ stage was concerned only with mass production of goods.
A. Production orientation.
109. The limitations of e-marketing is __________.
B. the inability to touch and feel.
110. Selling emphasizes on_________ .
D. sellers.
111. _______ views customers as the last link in the business.
A. Selling.
112. Marketing emphasizes on______.
B. consumers wants.
113. Factors influencing marketing concepts ________.
A. population growth.
114. 4p,s of marketing___________
C. product, price, promotion, place.
115. _____ creates images in the minds of the consumers.
B. branding.
116. _____ is concerned with the collection and concentration of goods of the same type from different
sources at a place for further movement.
A. Assembling.
117. _____ goods are meant for final consumption by consumers and not for sale.
A. Consumer goods.
118. ______ goods are those which are used for further production of goods.
B. Industrial goods.
119. ______ are those goods which consumers buy with minimum shopping effort
D. Shopping goods.
120. Goods with unique characteristics are called as______.
D. Specialty goods.
121. ______ are purchased by the consumer only after careful comparison.
A. Consumer goods.
122. ______ is the set of all products lines and items that a particular seller offers for sale.
A. product mix.
123. Eliminating an entire product line is termed as _________.
C. contraction of product mix.
124. In saturation stage further increase in _____ is not possible.
A. sales.
125. In new product planning process _____ is the first stage.
D. Idea generation.
126. Changing an existing product to suit the changing conditions ______.
D. Product modification.
127. Marketing creates__________ for goods and services.
B. demand.
128. In the modern sense emphasis of marketing is on ______ satisfaction .
A. consumer.
129. Marketing starts with identification of _____ needs.
D. consumer.
130. Advertising creates _____ among customers.
B. awareness.
C. Advertising, personal selling and sales promotion.
132. Price of a product affects its________.
B. demand.
133. Grading means ______ products into different classes.
D. separating.
134. The product planning function is also called
A. Merchandising function
135. The E-commerce domain that involves business activity initiated by the consumer and targeted to
businesses is known as
C. Business to Consumer (B2C).
136. The Searching out and communicating with perspective buyers is called
B. Contact
137. The advertisement must be genuine and accurate creates values
A. Conviction value
138. __________ is an online advertisement that pops up between changes on a website
B. plunge.
139. Websites upon which members can congregate online and exchange views on issues of common interest
are known as ______________.
A. e-marketing.
140. The combination features of a supermarket and a general merchandise store is
A. Hyper market
141. E-marketing is best seen as _______.
D. a subset of e-business.
142. The direct online contribution effectiveness refers to _________.
C. both the first and third Answers above.
143. The stage is the product life cycle that focuses on expanding market and creating product awareness and
trial is the_____.
A. decline stage.
144. Marketing is an _____ found in all types of business.
A. universal function.
145. Plastic jars are now-a-days quiet popular for _______.
B. packing.
146. Retailer provides feedback to wholesalers and _____ about consumers preference.
A. manufacturers.
147. The object of sales promotion is to increase the buying response of ultimate____.
B. wholesaler.
148. Informing buyers of new brand and new package is the _____ of sales promotion.
A. objective.
149. Free samples are given to customers to introduce a new ____.
D. product.
150. Salesman explains to the consumers by giving a ____ of how to use it.
A. demonstrations.
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 Marketing Management Exam Solution:

1. Yildiz Holding of Turkey purchased Godiva Chocolates from Campbells Soup

Company. Campbells sold one of its: Answer: Strategic Business Unit (SBU)
2. The types of products people purchase using routine response behaviour are typically:
Answer: frequently purchased, low-cost items
3. ____is the segmenting of market based on the region of the country or the world,
market size, market density (no. of people within a certain unit of land), or climate:
Answer: Geographic segmentation
4. Packaged-goods marketers such as Kellogg's and Betty Crocker have increased their
use of coupons recently due to: Answer: intense competition and intro of new
products
5. The _____ element of a brand that cannot be spoken. Answer: Brand mark
6. A(n)____discount is a deduction from list of prices that applies to the buyer’s total
purchase made during a specific period and is intended to encourage customer loyalty.
Answer: Cumulative Quantity
7. Zappos is an online shoe and apparel retailer that promotes the highest quality
customer service by maintaining the importance of each _____, the point at which
customer and store personnel exchange information and develop learning
relationships. Answer: Interaction
8. Which type of retail store specializes in a given type of merchandise Answer: A
specialty Store
9. Mosaic Labs has developed a chemical compound that prevents mildew in even the
most humid climates. The week after the compound was invented, a group of the
firm's employees got together and listed ways the product might be used. This is an
example of: Answer: Brainstorming
10. For its new Jeep Compass, DaimlerChrysler has launched a new campaign targeting
young, hip consumers. To reach its target, DaimlerChrysler's advertising agency is
using music, talking bobbleheads, and other nontraditional marketing tactics to
capture consumers' interest. The agency has devised a host of bobblehead
characters that represent the wide variety of potential Compass buyers. These
communications were directed at __________ the persons who would decode the
message. Answer: Receivers
11. As the demand for VCR players has fallen so has the demand for blank VHS tapes
because the demand for VHS tapes is an example of a(n)______ Answer: Derived
12. A small police department wants to buy a machine with which it can perform alcohol
breath tests. It has never had this capability before but feels it is an essential tool as
the community grows. The machine costs about $5,000, which is almost 75 percent
of the department's entire supply budget. This purchase would be an example of
a(n) ____ situation. Answer: new buy
13. A Boston diamond distributor has developed the first branded diamond called Hearts
on Fire to help smaller retailers counter the volume jewelers' aggressive price
discounting. This move is meant to: Answer: build product identity and customer
loyalty
14. Which of the following is not an example of a channel through which customer data
are traditionally collected? Answer: All of these.
15. The growth of dual-income families has resulted in. Answer: increased purchasing
power
16. All of the following are typical channel members in marketing channels for consumer
products EXCEPT: Answer: industrial distributors
17. Sony wants to build long-lasting relationships by focusing on what satisfies and
retains their custom-ers. For example, Sony’s PlayStation Web site is designed to
create a community of users who can join PlayStation Underground where they will
“feel like they belong to a subculture of intense gamers.” Sony evidently: Answer:
has a customer-centric focus
18. At the beginning of the maturity stage of the product life cycle sales typically:
Answer: Increase at a decreasing rate.
19. Emma's Ice Cream hires a local marketing research firm to find out which flavors and
innovations local customers would prefer. The marketing research firm in the above
scenario is conducting what type of research? Answer: Casual Research
20. Unsought products typically are products that: Answer: consumers don't know
about or don't actively look for
21. The Detroit Tigers, a Major league baseball team, used customer satisfaction surveys
of season ticket holders to determine why the number of season ticket holders was
decline. This survey was an example of a(n): Answer: touch point
22. Descriptive and Casual research mostly use: Answer: Quantitative Research
23. If a company uses a sales orientation, consumer complaints would most likely result
in: Answer: a modification of the sales presentation
24. Which of the following is TRUE for marketing research ethics? Answer: A research
method may be unethical even if it is legal
25. Companies that rely on the marketing concept and that have implemented a market
orientation strategy recognize that: Answer: what the customer thinks he or she is
buying is what is important
26. ___ is the amount of time and effort a buyer invests in the search, evaluation, and
decision processes of consumer behavior. Answer: Involvement
27. The type of decision making that requires a moderate amount of time for gathering
information and deliberating about an unfamiliar brand in a familiar product
category is referred to as: Answer: limited decision making
28. Mario usually purchases Old Spice deodorant. Unfortunately, the drug store is sold
out of Old Spice today, so Mario will have to choose a brand that's in stock. In
making his decision, Mario will engage in _____ consumer decision making. Answer:
limited
29. Zimmer-Centerpulse is the world's largest producer of replacement hips and knees
for orthopedic surgery. They are particularly interested in marketing in the
southwestern United States, where a large aging population lives. Which external
environmental element most directly explains its continued growth? Answer:
Demography
30. After tax income is referred to as: Answer: Disposable Income
31. Which of the following is an example of advocacy research? Answer: A firm
manipulates research questions to portray a favorable impression of its products
32. Kendra teaches high school science. She is also a wine expert, a PTA president, and
an accomplished sculptor. Her other interests include scrapbooking, gourmet
cooking, and NASCAR. Marketers would categorize Kendra as: Answer: having a
component lifestyle
33. Dixie Furniture Company has recently moved to a new, larger location. At this new
location, it has been unable to attract sufficient customers. Its owner does not have
 the cash to pay the current loan installment due on the building and inventory so he
decided to reduce all merchandise prices by at least 50 percent for a weekend sale
to earn enough to make his loan payment. His pricing objective can be classified as:
Answer: sales maximization
34. Extending a well-known and respected brand name from one product category to
another product category is referred to as: Answer: brand extension
35. A series of related advertisements focusing on a common theme, slogan, and set of
advertising appeals is referred to as a(n): Answer: advertising campaign
36. Each week Jess comes to the supermarket with a list of essential items: milk, bread,
peanut butter, and chocolate. This is an example of: Answer: Routine response
behavior
37. An emphasis on branding generally begins as firms use ___ advertising. Answer:
competitive
38. Data collected specifically for the particular study is known as Answer: primary data.
39. Southern Fireworks Manufacture Company in Liuyang, China, provides fireworks for
companies in America such as Premier Pyrotechnics in Richland, Missouri. This
means that Southern is a(n): Answer: OEM
40. Housing several departments under one roof, a ____ carries a wide variety of
shopping and specialty goods, including apparel, cosmetics, housewares,
electronics, and sometimes furniture. Answer: Department Store
41. Apple iTunes has sold over five billion downloads. Without iTunes, the demand for
the Apple iPod line of products would be small. Without the musicians, there would
be no iTunes. In this situation, a condition of _____ demand exists. Answer: Joint
42. Stores that are owned and operated as a group by a single organization are called
_____. Under this form of ownership, many administrative tasks are handled by the
home office: Answer: Chain Stores.
43. Kraft introduced Philadelphia Ready-To-Eat Cheesecake Filling for those who do not
have time to make cheesecake in the traditional manner. This is an example of a
_____ strategy. Answer: Product development
44. _____ are large, departmentalized, self-service retailers that specialize in food and
some nonfood items. Answer: Supermarkets
45. When Becca saw the ad suggesting Subway sandwiches as a dinner meal, she was
offended by the spokesperson and wondered why anyone would want to do
business with a company that thought being obnoxious was a good business
practice. In terms of the communication process, Becca: Answer: improperly
decoded the message.
46. Which criterion of usable market segments means the firm must be able to reach
member of targeted segments with customized marketing mixes? Answer:
Accessibility
47. A marketing researcher is conducting a focus group interview with working mothers
to learn how Kraft can better meet their needs for convenience foods. What type of
research does this represent? Answer: Applied
48. __ is a strategy that attempts to attract new customers to existing product. Answer:
Market Development.
49. A research firm has conducted marketing research on the market for metal roofing
for homes. The research firm has determined there are thousands of homeowners
who want the durability provided by metal roofs. These homeowners are generally
 married and between 25 and 54 years of age. They tend to live in suburban
neighborhoods, and most subscribe to lifestyle magazines. If you were interpreting
these results, you might suggest that the research firm: Answer: conduct a follow-
up analysis to determine if the segments it might choose would respond differently
than other segments to its marketing strategy.
50. Companies that rely on the marketing concept have implemented a market orientation
strategy recognize that: Answer: What the customer thinks he or she is buying is
what is more important
51. When the local Shell station raises or lowers its prices on its gasoline, the Marathon
station across the street makes the same changes in its pricing. This is an example of
___ pricing. Answer: Status quo
52. ___is commonplace in business marketing and can sometimes occur over several
months. Answer: Negotiation
53. ______research is not custom designed for a particular client, but is designed and
collected by the research company and sold to multiple clients. Answer: Sydicated
Research
54. Top managers at a commercial real estate firm that specializes in site location
installation of cell phone towers considered providing the same service for wind mill
location and installation but decided this was not within the company's corporate
mission. which stage of the new-product development process was reached?
Answer: Idea Screening
55. A new buy situation refers to: Answer: purchase of a product or service when a new
demand arises.
56. The difference between retailer’s cost and the selling price is the: Answer: markup
percentage
57. Contacting people under the guise of marketing research when the real goal is to sell
products or services. Answer: Sugging
58. One segment of the business market has primary goals that differ from the ordinary
business goals such as profit, market share, or return on investment. This segment
includes many schools, churches, and civic clubs. Which business market is this?
Answer: Institutions
59. When deciding on distribution plans for specialty products, companies generally
ensure that the items are: Answer: distributed to only a few stores in a geographic
area.
60. The first stage of new product development process is: Answer: Screening and
Concept Testing.
61. After the research team at Nabisco had generated more than two dozen new-
product ideas for a substitute for partially hydrogenated oils that tastes the same
but has zero trans fat, the company formed a committee to analyze whether the
product ideas were consistent with the organization new product strategy. This is
called? Answer: Idea Screening
62. A____ is a part of the brand that can be spoken. Answer: brand name
63. A ______ situation is normally less critical and less time consuming than a new buy
situation but does require some change in the original good or service: Answer:
modified rebuy
64. Which of these is not a stage of marketing research process? Which of these is not a
stage of marketing research process? Answer: Collecting only the secondary
information
65. A(n) ____ is the result of applying human or mechanical efforts to people or objects.
Answer: Service
66. A routine purchasing situation in which the purchaser is not looking for new
information or other supplies is called a: Answer: straight buy

67.

68.
69.

70.