SABARMATI UNIVERSITY

(Formerly, Calorx Teachers’ University)

End Term Examination Jan, 2022

BBA SEM 5

Subject: Advertising and Sales Management Date & Day: 27-01-2022 & Thursday

Total Marks: 70 Time: 10:30 AM - 1:30 PM

Section A – MCQs 30*1 = 30 Marks
1) Which of the following is more of personal medium of advertisement?
A) internet advertisement
B) broadcast media
C) direct mail advertisement
D) print Media

2) If a company wants to build a good corporate image, it will probably use which of the
following marketing communications mix tools?
A) advertising
B) public relations
C) direct marketing
D) sales promotion

3) .......... is a promotion strategy that calls for using the sales force and trade promotion to move
the product through channels.
A) push strategy
B) pull strategy
C) blocking strategy
D) integrated strategy

4) ............. is a departments within a company that is responsible for producing some or all of
that company's marketing communication.
A) full-service agency
B) in-house agency
C) marketing agency
D) pr agency

5) .............. manage a company's brand and product line.

A) brand assistants
B) brand executives
C) brand managers
D) brand associate

6) Who develop the verbal brand message?

A) designers
B) directors
C) copy writers
D) creative directors

7) ...........helps to improve the understanding of consumers and to identify the most appropriate
audiences or clients marketing communication messages.
A) media
B) research
C) ads
D) marketing

8) Any printed material sent through the mail directly to prospective customers is known
as________.

A. direct mail advertising.

B. online advertising.
C. web advertising.
D. attachments.
9) What is AIDA?
A. advertisement, interest, demand, acquire.
B. action, interest, desire, attention.
C. attraction, interest, desire, attention.
D. attention, interest, desire, action.
10) Which of the following is NOT a requirement for setting advertising objectives?

A. objectives must specify the amount of change.

B. objectives must be realistic.
C. objectives must be stated in terms of profits.
D. objectives must be clear and in writing.
11) Creating image of a product in the minds of target group is called
A) Marketing
B) Positioning
C) Branding
D) Popularizing

12) All of the following methods are used for evaluating advertising effectiveness except:
A) Pre- test
B) Post- test
C) Concurrent test
D) Marginal test
13) Providing offer to refund a part of the purchase price of any product to consumer is known as
A) Coupon
B) Price pack
C) Rebate/ Cash refund offer
D) Patronage reward
14) If a consumer is getting a product with either low cost or any free good with it as an incentive to buy a
product is called
A) Coupon
B) Price pack
C) Rebate/ Cash refund offer
D) Premium
15) The best advertisement is
A) By emails
B) Print media
C) Television
D) A satisfied customer
16) Catalogues, magazines, newspaper and invitations to organization- sponsored events are associated
with the marketing mix activity of
A) Manufacture
B) Production
C) Promotion
D) Development
Ans. (C)
17) Promotion mix includes sales promotion, personal selling, Advertising and
A) Marketing
B) Sales
C) Publicity
D) None of these

18) A small amount of product is offered to the customer for trail is called
A) Product combination
B) Sample
C) Coupon
D) Rebate
19) Advertising influences the mind of the consumers by creating desire and taste for
A) Old products
B) Same products
C) New products
D) Different products
20) A short and striking or memorable phrase user in advertising is called
A) Logo
B) Slogan
C) Brand image
D) Sign
21) Which of the following P is not a part of the 7Ps of marketing mix?
(A) Promotion
(B) Price
(C) People
(D) Purpose
22) ______________ is the process of creating an image for a product in the minds of targeted customers.
(A) Segmentation.
(B) Target marketing.
(C) Positioning.
(D) None of these.
23) Ensuring the availability of the products and services as and when required by the customers is
______________ utility.
(A) Time.
(B) Place.
(C) Form.
(D) Profession
24) The process of adding a higher priced prestigious, product to the existing line of lower priced
products is known as ______________.
(A) Trading down.
(B) Product differentiation.
(C) Trading up.
 (D) Product simplification.
25) The process of setting a low initial price for attracting a large number of buyers quickly to cover a
large market share is known as
(A) Going-rate pricing
(B) Penetration pricing
(C) Value based pricing
(D) Skimming pricing
26) The extended 3Ps of service marketing mix are
(A) People, product, place
(B) price, physical evidence, promotion
(C) physical evidence, process, people
(D) product, place, physical environment
27) E- marketing is a part of ______________.
(A) E-commerce.
(B) E-cash.
(C) E-Payment.
(D) E-mail.
28) Social marketing is used as an instrument to achieve the goals of ______________.
(A) Marketer.
(B) Seller.
(C) Society.
(D) None of these.
29) ______________ advertisement is used at the time of introducing a new product in the market.
(A) Selective.
(B) Reminder.
(C) Primary.
(D) None of these.
30) ______________ is the oral presentation in a conversation with one or more prospective buyers for
the purpose of making sales.
(A) Advertising.
(B) Branding.
(C) Personal selling.
(D) None of these.
Section B - Short questions 4*5 = 20 Marks
Q.1 What is the process of advertising budget?
Q.2 Give characteristics of an effective advertising.
Q.3 What are the advantages of advertising?
Q.4 What is the role of advertising agency?

Section C - Long questions 2*10 = 20 Marks

Q.1 What are the different types of advertising?
Q.2 Explain the steps in personal selling process.