MARKETING THEORY AND PRACTICES

BBA-II SEMESTER

1. Marketing is a process of converting the potential customers into

………….. A. actual customers
B. prospective customers
C. marketers
D. none of these
Answer: A

2. Marketing is a …………..process
A. goal oriented
B. exchange C. social D. all of these Answer: D
3. Which of the following is not included in the function of physical supply?
A. standardization
B. storage
C. transport
D. packaging
Answer: A

4. All forces or factors that affect marketing policies, decisions and operations of
a business constitute..
A. marketing mix
B. marketing environment
C. marketing control
D. none of these
Answer: B

5. The group of elements price, product, promotion and place constitute

A. market mix
B. marketing mix
C. product mix
D. promotion mix
Answer: B

6. The concept of marketing mix was developed by

A. philip kotler
B. stapleton
 C. n.h borden
D. albert w emery
Answer: C

7. Market where goods are transacted on the spot or immediately

A. future market
B. spot market
C. perfect market
D. none of these
Answer: B

8. Market where there is no physical delivery of goods

A. future market
B. spot market
C. perfect market
D. none of these
Answer: A

9. Markets which are organized and regulated by statutory measure

are A. regulated markets
B. unregulated markets
C. world market
D. none of these
Answer: A

10. The markets in which goods are bought and sold in bulk
quantities. A. wholesale market
B. retail market
C. world market
D. none of these
Answer: A

11. Market in which gold and silver are sold

A. commodity market
B. produce market
C. bullion market
D. none of these
Answer: C
12. Market where money is lend and borrowed
A. money market
B. foreign exchange market
C. stock market
D. none of these
Answer: A

13. Marketing is applicable in …………

A. goods
B. events
C. property
D. all of these
Answer: D

14. Risk bearing is a function of…………

A. research
B. exchange
C. physical supply
D. facilitating
Answer: D

15. Marketing is important to

A. economy
B. companies
C. consumers
D. all of these
Answer: D

16. Profit through Customer Satisfaction Is aimed in ………….

Concept A. production

B. holistic
C. marketing
D. selling
Answer: C

17. Marketing Environment is

A. largely uncontrollable
 B. changing fast
C. influencing marketing decisions
D. all of these
Answer: D

18. Marketing that converts negative demand to positive demand is known

as A. conversional
B. maintenance
C. remarketing
D. developmental
Answer: A

19. Which of the following is not included in the micro

environment A. suppliers
B. publics
C. economic
D. customers
Answer: C

20. Consumers show …………… while buying their products on regular basis
A. dissonance reduction buying behaviour
B. variety seeking buying behaviour
C. complex buying behaviour
D. habitual buying behaviour
Answer: D

21. “ We guarantee every product we sell” appeal to…………………motive

A. curosity
B. variety
C. quality

D. comfort
Answer: C

22. The negative feeling which arise after purchase causing inner tension is known
as…..
A. cognitive dissonance
B. post purchase dissonance
 C. buyer’s remorse
D. all of these
Answer: D

23. Social class is an element of………………….factor

A. social
B. cultural
C. personal
D. economic
Answer: B

24. Sub-dividing of market into homogeneous sub-sections of customers is known

as
A. target marketing
B. market segmentation
C. product differentiation
D. none of these
Answer: B

25. The essential criteria for effective segmentation is

A. homogenity
B. measurability
C. profitability
D. all of these

Answer: D
26. The strategy where the producer or marketer does not differentiate between
different type of customers
A. undifferentiated marketing
B. differentiated marketing
C. concentrated marketing
D. customised or personalised marketing
Answer: A

27. The concentration of all marketing efforts on one selected segment within the

total market.

A. undifferentiated marketing
B. differentiated marketing
 C. concentrated marketing
D. customised or personalised marketing
Answer: C

28. Identifying and providing different marketing mix for each of the segments is
known as……….
A. undifferentiated marketing
B. differentiated marketing
C. concentrated marketing
D. customised or personalised marketing
Answer: B

29. Civil engineers designing flats, villas, bridges etc.are an example of….
A. undifferentiated marketing
B. differentiated marketing
C. concentrated marketing
D. customised or personalised marketing
Answer: D

30. Shiny hair in case of a shampoo is a ……………….utility

A. primary
B. evolved
C. generic
D. none of these
Answer: B

31. Which of the following is not an element of demographic segmentation A. family

size
B. population density
C. income
D. religion
Answer: C

32. Motives which are driven by learning, perception and attitude are known as.. A.
emotional motives
B. patronage motives
C. psychological motives
D. rational motives
Answer: D

33. The process of assessing the relative worth of different market segments and
selecting one or more segments in which to compete is called
A. target marketing
 B. market segmentation
C. product differentiation
D. none of these
Answer: A

34. An organisation directs its marketing efforts at two or more segments by

developing a marketing mix for each segment.
A. total market approach
B. concentration approach
C. multi-segment approach
D. none of these
Answer: C

35. Which of the following are the elements of product positioning

A. the product
B. the company
C. the consumer
D. all of these
Answer: D

36. Using the names of company’s powerful brands for line extentions is…..
A. positioning by product attributes and benefits
B. positioning by brand endorsement
C. positioning by use, occasion and time
D. positioning by corporate identity
Answer: B

37. The companies that have become a tried and trusted household name are
A. positioned by product attributes and benefits
B. positioned by brand endorsement
C. positioned by use, occasion and time
D. positioned by corporate identity
Answer: D

38. Positioning by emphasising the special attributes and benefits of the product is
known as………..
A. positioning by product attributes and benefits
B. positioning by brand endorsement
 C. positioning by use, occasion and time
D. positioning by corporate identity
Answer: A

39. Anything that has the ability to satisfy a consumer need is known as……
A. price
B. package
C. product
D. promotion
Answer: C

40. Products adapted to the perceived unique characteristics of national markets

A. local products

B. multinational products
C. international products
D. global products
Answer: A

41. Products seen as having extension potential into other markets

A. local products
B. multinational products
C. international products
D. global products
Answer: D

42. Products seen as only suitable in one single market

A. local products
B. multinational products
C. international products
D. global products
Answer: A

43. Products designed to meet global segments

A. local products
B. multinational products
C. international products
D. global products
Answer: D
 44. Trade mark is a …………
A. name
B. registered brand
C. symbol
D. design
Answer: B

45. Brands owned and developed by producers are known as

A. manufacturer brands
B. individual brands
C. family brands

D. dealer
Answer: A

46. ……………brands indicate only the product category

A. dealer
B. licensed
C. generic
D. individual
Answer: C

47. Which of the following is not a limitation of branding

A. it is expensive
B. it reduces selling efforts
C. it promotes unfair competition
D. it leads to brand monopoly
Answer: B

48. The only revenue producing element in the marketing mix is.
A. product.
B. price.
C. place.
D. promotion.
Answer: B

49. Brands add value for both customers and the firm by
A. facilitating purchase.
B. establish loyality.
 C. both (a) and (b).
D. none of these.
Answer: C

50. Which of the following is not a component of brand equity.

A. brand awareness.
B. brand association.
C. brand loyality.
D. brand cohorts.
Answer: D
51. Which is not a level of brand loyality.
A. brand preference.
B. brand recognition.
C. brand insistence.
D. brand equity. 64. trading up is a method of product line modification
by. Answer: D

52. Trading down is a method of product line modification by.

A. product line expansion.

B. product line contraction. C. quality variation.

D. none of these.
Answer: C

53. Air conditioners are an example of …….goods.

A. brown.
B. white.
C. red
D. orange.
Answer: B

54. American expression for fast moving consumer goods is…….goods.

A. brown.
B. white.
C. red
D. orange.
Answer: C

55. Yellow goods include ………goods.

A. red & white.
B. white & brown.
 C. orange & red
Answer: B

56. …….goods are purchased without any planning or search effort. A. staple.
B. impluse.
C. emergency.
D. none of these.
Answer: B

57. ………goods are purchased on a regular basis.

A. staple.
B. impluse.
C. emergency.
D. none of these.
Answer: A

58. ……….influence product line decisions.

A. customer preference.
B. change in demand
C. product sepecialisation
D. all of these.
Answer: D

59. Rising profits is a feature of ……….stage of PLC.

A. growth.
B. introduction.
C. maturity
D. saturation.
Answer: A

60. Revival plans to reintroduce the product in more modified form is adopted in
………..stage of PLC.
A. introduction.
B. maturity.
C. decline.
D. growth.
Answer: C

61. The set of all the products a firm made available to consumers buy is called.
 A. product line.
B. product mix
C. product category.
D. none of these.
Answer: A

62. Setting price on the basis of the demand for the product is known as……
A. cost based pricing
B. demand based pricing
C. competition based pricing
D. value based pricing
Answer: B

63. Setting price on the basis of the competition for the product is known as……….
A. cost based pricing
B. demand based pricing
C. competition based pricing
D. value based pricing
Answer: C

64. Pricing method based on customer value is known as……….

A. cost based pricing
B. demand based pricing
C. competition based pricing
D. value based pricing
Answer: D

65. Which of the following is not a method of cost based pricing

A. cost plus pricing
B. marginal cost pricing
C. differential pricing
D. target pricing
Answer: C

66. Which of the following is a method of Competition Based Pricing

A. going rate pricing
B. sealed bid pricing

C. customary pricing
D. all of these
 Answer: D

67. Premium Pricing is a method of…………………

A. cost based pricing
B. demand based pricing
C. competition based pricing
D. value based pricing
Answer: A

68. The approach used when the marketer wants the consumer to respond on
an emotional, rather than rational basis
A. predatory pricing
B. economy pricing
C. psychological pricing
D. penetration pricing
Answer: D

69. Razor manufacturer will charge a low price and recoup its margin (and
more) from the sale of the only design of blades which fit the razor. This I an
example of…………….
A. predatory pricing
B. economy pricing
C. psychological pricing
D. captive product pricing
Answer: C

70. Where sellers combine several products in the same package is known as…….
A. psychological pricing
B. captive product pricing
C. product bundle pricing
D. promotional pricing
Answer: D

71. Which of the following is not a factor influensing pricing policy

A. cost

B. competitors
C. business objectives
D. none of these
Answer: D
 72. Which of the following are possible pricing objectives
A. to maximise profits
B. to achieve a target market share
C. to match the competition, rather than lead the market
D. all of these.
Answer: D

73. When there is a large potential market for a product, the firm will adopt.
A. skimming price policy
B. penetration price policy.
C. premium price policy.
D. none of these.
Answer: C

74. A price reduction to buyers who pay their bills promptly is called.
A. trade discount.
B. cash discount.
C. seasonal discount.
D. quality discount.
Answer: B

75. ----------are the retailers who have no fixed place of business.

A. large scale retailers
B. itinerant retailers
C. small scale retailers
D. none of these
Answer: B
126. Dealer promotion is also known as
A. trade promotion
B. goods promotion
C. commerce promotion
D. none of these
Answer: A

127. Which of the following is not an element of promotion mix

A. advertisement

B. branding
C. personal selling
D. sales promotion Answer: B
128. -------type of advertisement is used when the product enters into growth
stage of PLC
A. selective advertising
B. reminder advertising
C. primary advertising
D. none of these
Answer: A

129. The strategy of choosing one attribute to excel to create competitive

advantage is known as
A. under positioning
B. unique selling proposition
C. over positioning
D. none of these
Answer: B

130. The Concept of USP was introduced by

A. rosser reeves
B. theodre levitt
C. nh borden
D. none of them
Answer: A

131. Which of the following is not a sales promotion tool

A. discount
B. dealer contest
C. advertisement
D. consumer contest.
Answer: C

132. The process of direct communication between the sales person and a
prospect is called
A. personal selling
B. direct marketing
C. advertising
D. none of these
Answer: A

133. In marketing, MRP stands for

A. managing public relation
B. marketing public relation
 C. monitoring public relation
D. none of these
Answer: B

134. AIDAS stands for

A. attention, interest, desire, action, satisfaction
B. action, interest, decision , attention, service
C. attention, interest, attitude, action, satisfaction
D. none of these
Answer: A

135. Any paid form of non –personal presentation of ideas, goods, or services by
an identified sponsor is known as ------
A. advertisement

B. marketing
C. selling
D. none of these
Answer: A

136. -----------is not a feature of advertising

A. it helps in stimulating sales
B. it may be oral or written
C. it reduces sales
D. none
Answer: C

137. -------- is all the written or spoken matter in an advertisement expressed

in words or sentences and figures designed to convey the message.
A. matter
B. ad medium
C. ad copy
D. none of these
Answer: C

138. Which of the following is not a main objective of personal selling ?

A. generate sales
B. build awareness and appreciation for the product
C. create personal contact
 D. none of these
Answer: D

139. Which of the following is a major advantage of personal selling ?

A. targeted message
B. reach and frequency
C. more sales
D. none of these
Answer: A

140. A major portion of the rural population consists of

………………..income groups.
A. low

B. high
C. medium
D. all of these
Answer: A

141. Many companies are now turning their attention to …………….markets.

A. urban
B. rural
C. world
D. none of these
Answer: B

142. For rural marketing …………..pricing is more suitable.

A. penetration
B. skimming
C. going rate
D. none of these
Answer: A

143. Markets popularly known as haats and shandies are ……………markets.

A. rural
B. urban
C. national
D. none of these
Answer: A
 144. General rural markets where rural /tribal people gather once or twice a
week on a fixed day to exchange/to sell their produce is called……
A. regular periodic market
B. seasonal market
C. daily market
D. rural market.
Answer: A

145. Permanent rural market with continuous trading activity is called……

A. regular periodic market
B. seasonal market

C. daily market
D. rural market.
Answer: C

146. White revolution refers to

A. aquaculture
B. milk
C. poultry
D. none of these
Answer: B

147. Blue revolution refers to

A. aquaculture
B. milk
C. poultry
D. none of these
Answer: A

148. Yellow revolution refers to

A. aquaculture
B. milk
C. poultry
D. none of these
Answer: C

149. Moderate quality products are preferred by ……………consumers.

A. urban
 B. rural
C. educated
D. none of these
Answer: B

150. Goods are sold in small packets in ………….markets.

A. urban
B. rural
C. world
D. none of these

Answer: B
151. Rural consumers are …………….
A. price sensitive
B. less price sensitive
C. quality conscious
D. none of these
Answer: A

152. Profiling the rural market is a part of ………………stage of rural

marketing strategy.

A. planning
B. execution
C. feedback
D. none of these Answer: A

153. Marketing research is a part of ………………stage of rural

marketing strategy.
A. planning
B. execution
C. feedback
D. none of these
Answer: A

154. ……………………pricing means assigning a low price tag for a product

and providing the benefits of low-cost mass production to the customers. A. cost
plus
B. value
C. power price points
D. penetration
Answer: B
155. Price points of Re1, Rs 2,3,4 etc are used for FMCG brands is known
as ……………pricing
A. cost plus
B. value
C. power price points
D. penetration
Answer: C

156. Introducing a product at low price and increasing the price once the
brand succeeds is known as …………. Pricing.
A. penetration
B. skimming
C. going rate
D. none of these
Answer: A

157. Smaller companies tying up with leading companies to distribute through

its network is known as ………………. Distribution.
A. syndicated
B. selective
C. exclusive
D. intensive
Answer: A

158. ……………………distribution system can be used to penetrate the

rural market.
A. satellite
B. selective
C. exclusive
D. intensive
Answer: A

159. Services are ………………

A. intangible
B. perishable
C. both a & b
D. none of these

Answer: A
 160. ………………………..refers to the way a service provider and his employees
anticipate what the customers want and provide them before they ask for service to
make them delighted and surprised.
A. proactiveness
B. productivity
C. professionalization
D. none of these
Answer: A

161. Which of the following is not a characteristic of service marketing?

A. intangibility
B. separability
C. heterogeneity
D. perishability
Answer: B

162. Medical treatment with ayurvedic massage is an example of

A. pure tangible good
B. hybrid
C. pure service
D. none of these
Answer: C

163. Which of the following is not a services?

A. hospital
B. banking
C. insurance
D. none of these
Answer: D

164. Which of the following is not an element of service marketing mix?

A. people
B. packaging
C. process
D. physical evidence
Answer: B

Explanation:- Packaging is not an element of the service marketing mix. The elements of the
service marketing mix are: People: The staff and employees who deliver the service Process: The
steps involved in delivering the service Physical evidence: The tangible elements that support the
service, such as the appearance of the service location and the materials used in the service
process
165. ……………………….was first used by Eugene J Kelly.
A. demarketing
B. meta marketing
C. mass marketing
D. mega marketing
Answer: B

166. Which of the following is known as market aggregation?

A. demarketing
B. meta marketing
C. mass marketing
D. mega marketing
Answer: C

167. Which of the following involves targeting bulk purchasers and offering
them special benefits and privileges?
A. frequency marketing
B. event marketing
C. viral marketing
D. none of these
Answer: A

168. Which of the following is not responsible for the emergence of

relationship marketing?
A. growth of service economy
B. rapid technological advancement
C. an increase in the level of customer awareness and education
D. changing role of woman.
Answer: D

169. ……………. Is a strategy of entering into an unreceptive or blocked

country and practices marketing by using economic, psychological, political and
public

relation skills etc in that country.

A. de marketing
B. meta marketing
C. mass marketing
D. mega marketing
Answer: D

170. ………………... is also called ambush marketing.

A. event marketing
B. morph marketing
C. guerilla marketing
D. none of these
Answer: A

171. The basic objective behind the ………………………… is to add value to the
product significantly for winning the customers’ loyalty.
A. event marketing
B. morph marketing
C. guerilla marketing
D. none of these
Answer: B

172. ……………………is also known as buzz marketing.

A. word of mouth marketing
B. viral marketing
C. guerilla marketing
D. morph marketing
Answer: A

173. In Japan …………………….marketing is known as ‘Kuchikomi’. A. word of mouth

B. viral
C. guerilla
D. morph
Answer: A

174. The term …………. Marketing was coined by Steven Jurvetson in 1997.

A. word of mouth
B. viral
C. guerilla
D. morph
Answer: B
175. Under ……………marketing every customer is treated as unique.
A. word of mouth
B. viral
C. guerilla
D. one-on-one
Answer: D
176. An airline working with a tour operator or a hotel group is an example
of………….marketing
A. partnership
B. viral
C. guerilla
D. morph
Answer: A

177. Marketing to babies in the womb is …………….marketing.

A. galimatias B. viral
C. guerilla
D. morph
Answer: A

178. …………………….. is the marketing of products that are regarded to be

safe for the environment.
A. green marketing
B. social marketing
C. gaimatias marketing
D. none of these
Answer: A

179. A product with the …………… is a green product.

A. ecomark
B. agmark
C. isi mark
D. none of these
Answer: A

180. ………………is the marketing of a social message with a view to

change behavior of people’s habit.
A. green marketing
B. social marketing
C. gaimatias marketing
 D. none of these
Answer: B

181. Which of the following is not an element of Social marketing mix?

A. product
B. price
C. distribution
D. people
Answer: D

182. Utilizing electronic medium in everyday business activities is known as

A. e-marketing
B. e-business
C. e-commerce
D. none of these.
Answer: B

183. Buying and selling over the internet is known as……..

A. e-marketing
B. e-business
C. e-commerce
D. none of these.
Answer: C

184. The marketing side of E-commerce is known as ……….

A. e-marketing
B. e-business
C. interactive marketing
D. none of these
Answer: A

185. SEM means………..

A. search engine marketing
B. social environment marketing

C. save energy marketing

D. none of these.
Answer: A
186. ………………marketing refers to achieving marketing objectives
through applying digital technologies such as web sites.
A. internet
B. digital
C. email
D. viral
Answer: B

187. Word of mouth marketing through electronic channels like email, internet
etc is known as ……….
A. internet
B. digital
C. email
D. viral
Answer: D

188. ………………can be defined as convergence of branding,

information dissemination and sales transactions all in one place.
A. e-advertising
B. e-branding
C. e-commerce
D. e-marketing
Answer: A

189. Which of the following is importance of e-marketing?

A. sell
B. serve
C. sizzle
D. all of these
Answer: D

190. …is a low cost communication tool that can be easily tested, refined and
rolled out.
A. opt- in- e-mail

B. i- tv
C. i- radio
D. i-kiosks
Answer: A
 191. Which of the following is not an e-marketing tool?
A. mobile phone
B. cinema
C. i- radio
D. i-kiosks
Answer: B

192. A financial instrument which can be used more than once to borrow money
or buy goods and services on credit is …..…
A. debit card
B. credit card
C. smart card
D. none of these
Answer: B

193. Which of the following is not a risk in internet based transaction

A. eavesdropping
B. spoofing
C. encryption
D. unauthorized action.
Answer: C

194. A security tool to verify the authenticity of the message and claimed identity of
the sender and to verify the message integrity is
A. encryption
B. firewalls
C. digital certificates
D. digital signature
Answer: D

195. An electronic file that uniquely identifies individuals and websites on

the internet and enables secure, confidential communications.

A. digital signature
B. digital certificates
C. encryption
D. firewalls
Answer: B
196. ……………is online identity theft.
A. eavesdropping
B. phishing
C. spoofing
D. none of these
Answer: B

197. …………………is not an e-payment media.

A. credit card
B. debit card
C. electronic cheque
D. wallet
Answer: D

198. The financial exchange that takes place online between buyers and sellers
is known as
A. e-branding
B. e-marketing
C. e-advertisement
D. e-payment system
Answer: D

199. EFT means

A. electronic fund transfer
B. efficient fund transfer
C. eligible fund transfer
D. none of these
Answer: A

200. A computer based system that facilitates the transfer of money or the
processing of financial transactions between two financial institutions the same day
or over night is………

A. etb
B. eft
C. e-cash
D. e-money
Answer: B
226. Identifying and providing different marketing mix for each of the segments is
known as……….
 A. Undifferentiated Marketing
B. Differentiated Marketing
C. Concentrated Marketing
D. Customised or Personalised Marketing
Answer: B

227. Serving a small market not served by competitors is known as………….

A. Local marketing
B. Niche marketing
C. Segment marketing
D. Individual marketing Answer: B

228. The process of assessing the relative worth of different market segments and
selecting one or more segments in which to compete is called
A. Target marketing
B. Market segmentation
C. Product differentiation
D. None of these
Answer: A

229. An organisation directs its marketing efforts at two or more segments by

developing a marketing mix for each segment.
A. Total market approach
B. Concentration approach
C. Multi-segment approach
D. None of these
Answer: C
230. The act of creating an image about a product or brand in the consumers mind
is known as……...
A. Positioning
B. Target marketing
C. Market segmentation
D. Product differentiation
Answer: A

231. Positioning by emphasising the special attributes and benefits of the product is
known as………..
A. Positioning by Product Attributes and Benefits
B. Positioning by Brand Endorsement
 C. Positioning by use, Occasion and Time
D. Positioning by Corporate Identity
Answer: A

232. Which is not a level of brand loyality.

A. Brand preference.
B. Brand recognition.
C. Brand insistence.
D. Brand equity.
Answer: D

233. Trading up is a method of product line modification by.

A. Product line expansion.
B. Product line contraction.
C. Quality variation.
D. None of these.
Answer: C

234. …….goods are purchased without any planning or search effort.

A. Staple.
B. Impluse.
C. Emergency.
D. None of these.
Answer: B

235. Revival plans to reintroduce the product in more modified form is adopted in
………..stage of PLC.
A. Introduction.
B. Maturity.
C. Decline.
D. Growth.
Answer: C

236. After sales service is part of.

A. Core product.
B. Augmented product.
C. Tangible product.
D. None of these.
 Answer: B

237. Setting price on the basis of the total cost per unit is known as……
A. Cost Based Pricing
B. Demand Based Pricing
C. Competition Based Pricing
D. Value Based Pricing
Answer: A

238. Setting price on the basis of the competition for the product is known
as……….
A. Cost Based Pricing
B. Demand Based Pricing
C. Competition Based Pricing
D. Value Based Pricing
Answer: C

239. When a firm sets a very low price for one or more of its products with the
intention of driving its competitors out of business.
A. Predatory Pricing
B. Economy Pricing
C. Psychological Pricing
D. Penetration Pricing
Answer: C
240. Razor manufacturer will charge a low price and recoup its margin (and more)
from the sale of the only design of blades which fit the razor. This I an example
of…………….
A. Predatory Pricing
B. Economy Pricing
C. Psychological Pricing
D. Captive Product Pricing
Answer: C

241. Where sellers combine several products in the same package is known as…….
A. Psychological Pricing
B. Captive Product Pricing
C. Product Bundle Pricing
D. Promotional Pricing
Answer: D

242. When there is a large potential market for a product, the firm will adopt.
A. Skimming price policy
B. Penetration price policy.
 C. Premium price policy.
D. None of these.
Answer: C

243. A price reduction to buyers who pay their bills promptly is called.
A. Trade discount.
B. Cash discount.
C. Seasonal discount.
D. Quality discount.
Answer: B

244. -------is a system of selling goods directly to customers through a network of

self employed people
A. Multilevel marketing
B. Whole sale marketing
C. Vertical marketing
D. None of these
Answer: A
245. The word channel is derived from the French word,
A. Cann
B. Chaan
C. Canal
D. None of these
Answer: C

246. ---------- refers to duplicating the brand image of one product of promote
another product of the same brand.
A. Surrogate advertising
B. Shortage advertising
C. Advocacy advertising
D. None of these
Answer: A

247. ----------- means placement of company product or products in the minds of

target consumers relative to the competitive products.
A. Product positioning
B. Product display
C. Product expression
D. None of these
Answer: A
248. Many companies are now turning their attention to …………….markets.
A. Urban
B. Rural
C. world
D. none of these
Answer: B

249. Markets located in the heart of the region specializing in few crops like
banana, onions etc are called…..
A. Regular periodic market
B. Seasonal market
C. Daily market
D. Rural market.
Answer: B
250. Rural consumers are …………….
A. Price sensitive
B. less price sensitive
C. quality conscious
D. none of these
Answer: A
251. Marketing research is a part of ………………stage of rural marketing
strategy.
A. Planning
B. execution
C. feedback
D. none of these
Answer: A

252. Price points of Re1, Rs 2,3,4 etc are used for FMCG brands is known as

……………pricing
A. Cost plus
B. value
C. power price points
D. penetration
Answer: C

253. Which of the following is not an element of service marketing mix?

A. People
B. packaging
C. process
D. physical evidence.
Answer: A
 254. …………………..is concerned with finding ways to reduce the demand
temporarily or permanently.
A. Demarketing
B. meta marketing
C. mass marketing
D. mega marketing
Answer: A

255. Which of the following is against marketing concept ?

A. Demarketing
B. meta marketing
C. mass marketing
D. mega marketing
Answer: A

256. ……………. Is a strategy of entering into an unreceptive or blocked country

and practices marketing by using economic, psychological, political and public
relation skills etc in that country.
A. De marketing
B. meta marketing
C. mass marketing
D. mega marketing
Answer: D

257. ……………………is also known as buzz marketing.

A. Word of mouth marketing
B. viral marketing
C. guerilla marketing
D. morph marketing
Answer: A

258. The term …………. Marketing was coined by Steven Jurvetson in 1997.
A. Word of mouth
B. viral
C. guerilla
D. morph
Answer: B

259. ………………is the marketing of a social message with a view to change

behavior of people’s habit.
A. Green marketing
B. Social marketing
 C. Gaimatias marketing
D. none of these
Answer: B
260. Buying and selling over the internet is known as……..
A. E-marketing
B. E-business
C. E-commerce
D. none of these.
Answer: C

261. The marketing side of E-commerce is known as ……….

A. E-marketing
B. E-business
C. Interactive marketing
D. none of these
Answer: A

262. SEM means………..

A. Search engine marketing
B. Social environment marketing
C. save energy marketing
D. none of these.
Answer: A

263. ………………marketing refers to achieving marketing objectives through

applying digital technologies such as web sites.
A. Internet
B. digital
C. email
D. viral
Answer: B

264. Word of mouth marketing through electronic channels like email, internet etc
is known as ……….
A. Internet
B. digital
C. email
D. viral
Answer: D
265. ….....is a low cost communication tool that can be easily tested, refined and
rolled out.
 A. Opt- in- e-mail
B. i- TV
C. i- radio
D. i-kiosks
Answer: A

266. Which of the following is not a risk in internet based transaction

A. eavesdropping
B. spoofing
C. encryption
D. unauthorized action.
Answer: C

267. A digital analog of various forms of payment backed by a bank or financial

institution is …………….
A. ETB
B. EFT
C. E-cash
D. E-money
Answer: A

268. Which of the following is not a type of e-payment system.

A. ETB
B. EFT
C. E-cash
D. None of these
Answer: D

269. …………….is a security protocol based on digital certificates.

A. Digital signature
B. Secure sockets layer protocol
C. Secure electronic transactions
D. None of these
Answer: C
270. I am willing to buy a sport car but I do not have enough money to buy it. It is
a
A. Demand
B. Desire
C. Need
D. Want
Answer: A
271. The buying process starts when a buyer recognize a .
A. Product
B. An advertisement for the product
C. A salesperson from a previous visit
D. Problem or need
Answer: D

272. 7p's of marketing includes

A. process
B. people
C. physical evidence
D. all of these
Answer: D

273. Production concept focuses on

A. easy availability
B. quality
C. customers need
D. none of these
Answer: A

274. Porter's five forces does not includes

A. supplier power
B. buyer power
C. political power
D. competitive rivalry
Answer: C

275. pricing is the approach of setting a low initial price in order to attract a large
number of buyers quickly and win a large market share.
A. Market-skimming
B. Value-based
C. Market-penetration
D. Leader
Answer: C
276. In which stage of product life cycle, the company takes decision whether to
maintain, harvest or drop the
A. Introduction
B. Growth
C. Maturity
D. Decline
Answer: D

277. In which stage of new product development process, the product and
marketing programs are tested in realistic market settings?
A. Concept Development and Testing
B. Idea Screening
C. Test Marketing
D. Commercialization
Answer: C

278. The practice of selling two or more separate products together for a single
price is
A. Bundling
B. Dumping
C. Both (A) and (B)
D. None of the above
Answer: A

279. What does the term PLC stands for?

A. Product life cycle
B. Production life cycle
C. Product long cycle
D. Production long cycle
Answer: A
280. A channel strategy that limits availability of products to a few carefully
selected outlets in a given market area .
A. intensive distribution
B. selective distribution
C. exclusive distribution
D. none of these
Answer: B

281. is a marketing channel that has no intermediary levels.

A. direct marketing channel
B. indirect chjannel
C. forward channel
D. hybrid channel
Answer: A

282. The benefits of marketing channel are

A. cost saving
 B. time saving
C. financial support given
D. all of these.
Answer: D

283. For a perishable products,channel has to be .

A. short
B. long
C. medium
D. none of these
Answer: A

284. Transportation,warehousing,inventory relates to .

A. product
B. price
C. promotion
D. place
Answer: D
285. "rather than intermediaries creating demands for the product,consumers
demand the products from
A. push strategy
B. pull strategy
C. forward strategy
Answer: B

286. Difference between transaction selling and relationship selling

A. in transaction selling,buyers must pay cash
B. in relationship selling,buyers and sellers must be related.
C. in relationship selling,sellers work to provide value to customers
D. in transaction selling,transaction is the beginning of the relationship
Answer: C

287. In decling stage of PLC,which tool would be more preffered

A. sales promotion,
B. personal selling
C. advertising
D. publicity
Answer: A

288. is any paid form of non personal persuasion and promotion of ideas,goods
and services
A. advertising
 B. personal selling
C. publicity
D. sales promotion
Answer: A

289. "the communication message can be adjusted as per customers specific needs
or wants." this statement
A. advertising
B. personal selling
C. publicity
D. sales promotion
Answer: B
290. The number of product lines a company carries is called
A. Product range
B. Product mix depth
C. Product mix width
D. Product line length
Answer: C

291. The skimming, penetration, bargaining and bundling are decided in the of the
Marketing Mix strategy.
A. Price Decisions
B. Place Decisions
C. Product Decisions
D. Promotion Decisions
Answer: A

292. The Branding strategy which uses a different brand name for each product is
known as
A. Overall Family Branding
B. Line Family Branding
C. Individual Branding
D. Brand Extension
Answer: C

293. Which of the following is a name, term, sign, symbol, design, or a combination
of these, that identifies that maker or seller of a product or service? A. Label
B. Co-brand
C. Brand
D. Product
Answer: C
294. Which of the following involves designing and manufacturing the container or
wrapper for a product
A. Labeling
B. Packaging
C. Branding
D. Product line
Answer: B

295. The factors such as the buyer’s age, life-cycle stage, occupation, economic
situation, lifestyle, personality and self-concept that influences buyer’s decisions
refers to which one of the following characteristic?
A. Personal characteristics
B. Psychological characteristics
C. Behavioral characteristics
D. Demographical characteristics
Answer: D

296. is the study of how individuals, groups, and organizations select, buy, use,
and dispose of goods, services, ideas, or experiences to satisfy their needs and
wants.
A. Target marketing
B. Psychographic segmentation
C. Product Differentiation
D. Consumer behavior
Answer: D

297. Bread and milk are which kind of products?

A. Specialty Products
B. Convenience products
C. Shopping products
D. Unsought products
Answer: B

298. What is the basic property of a service which makes it different from a
product.
A. Shape
B. Size
C. Very expensive
D. Intangibility
Answer: D

299. The term marketing refers to:

 A. Advertising, Sales Promotion, Publicity and Public Relational activities
B. A new product needs ideas, Developments, concepts and improvements.
C. Sales Planning, Strategy and Implementation
D. A philosophy that stresses customer value and satisfaction
Answer: D

300. The term ‘marketing mix’ describes:

A. a composite analysis of all environmental factors inside and outside the firm
B. a series of business decisions that aid in selling a product
C. the relationship between a firm’s marketing strengths and its business weaknesses
D. a blending of strategic elements to satisfy specific target markets
Answer: D
301. Which one of the following sets represents 4C’s of the marketing mix? A.
Customer solution, cost, convenience, communication
B. Customer, cost, convenience, comfort
C. Convenience, communication, coverage, cost
D. Cost, coverage, communication, consultancy
Answer: D

302. The strategy of introducing new product in existing market is classified as

A. Market development

B. Market Penetration C. Product development

D. Diversification
Answer: C

303. The final stage in the consumer decision process model is

A. Need recognition
B. Search
C. Pre-purchase evaluation
D. Post-purchase evaluation
Answer: C

304. Which among these is concerned with pricing policies for late entrants to a
market.
A. Market penetration
B. Marketing research
C. Market skimming
D. Marketing skills
Answer: A

305. The unfavorable external factors or trends that may pose challenge to the
company
A. Strength
B. Weaknesses
 C. Opportunities
D. Threats
Answer: D

306. In which stage of the product life cycle is advertising and promotion aimed at
retaining existing customers and persuading customers to switch from competitor
products?
A. Introduction
B. Growth
C. Maturity
D. Declining
Answer: C

307. The four Ps represent the sellers’ view of the marketing tools available for
influencing buyers. From a buyer’s point of view, each marketing tool is designed
to deliver a customer benefit. Robert Lauterborn suggested that the sellers’ four Ps
correspond to the customers’ four Cs. The four Cs are . 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
Answer: B

308. The firm uses any existing brand to introduce in market as a new product
brand is classified as
A. Brand extension
B. Sub brand
C. parent brand
D. product extension
Answer: A

309. When the companies combine existing brand with new brands, the brands are
called
A. Parent brand
B. Product extension
C. brand extension
D. sub brand
Answer: D

310. The pricing strategy practiced by company according to which prices are high
for products at introduction stage and drops overtime is classified as A. Push pricing
strategy
B. Market Penetration pricing
 C. Market skimming pricing
D. Quality leadership pricing
Answer: C

311. Which of the following is not a type of decision usually made during the
product development stage?
A. Branding
B. product positioning
C. Packaging
D. Product Screening
Answer: A

312. A is a detailed version of the idea stated in meaningful Consumer terms.

A. Product idea
B. Product image
C. Product concept
D. Product feature
Answer: C

313. The purpose of supply chain management is

A. provide customer satisfaction
B. improve quality of a product
C. integrating supply and demand management
D. increase production
Answer: C

314. Promotion mix includes Sales Promotion, Personal Selling, Advertising and
A. Marketing
B. Sales
C. Publicity
D. None of these
Answer: C

315. Which among the following is a Pull Strategy?

A. Trade promotion
B. Consumer Promotion
C. Sales Force Promotion
D. None of these
Answer: B

316. The strategy that encourages dealers and distributors to sell a product is
known as
A. Push
 B. Pull
C. Combination
D. Marketing
Answer: A

317. Creating image of product in the minds of target group is called

A. Marketing
B. positioning
C. Branding
D. Popularising
Answer: B

318. Colgate is offering scholarships worth one lakh rupees to Indian students. This
highlights
A. Advertising clutter
B. Corporate Social Responsibility
C. Advertising revolution
D. Mass advertising
Answer: B

319. After concept testing, a firm would engage in which stage for developing and
marketing a new product?
A. Marketing strategy development
B. Business analysis
C. Product development
D. Test marketing
Answer: A

320. Which one of the following is NOT the stage that customers go through in the
process of adopting a
A. Awareness
B. Interest
C. Evaluation
D. Culture
Answer: D

321. Which one of the following concepts is a useful philosophy in a situation when
the product’s cost is too high and marketers look for ways to bring it A. Selling
concept
B. Product concept
C. Production Concept
D. Marketing Concepts
Answer: C
322. Customer’s evaluation of the difference between all the benefits and all the
costs of a marketing offer relative to those of competing offers refers to which of
the following options?
A. Customer perceived value
B. Marketing myopia
C. Customer relationship management
D. Customer satisfaction
Answer: A

323. FMCG stands for

A. Functional mid priced consumer goods
B. Functional mid priced consumer goods
C. Financial moving consumer goods
D. Fast mid priced consumer goods
Answer: B

324. Markup pricing is also called as .

A. Cost pricing
B. Marginal priced
C. Cost plus pricing
D. Cost based pricing
Answer: C

325. Manufacturer ‡Consumer is an example for level channel

A. Zero
B. Two
C. One
D. None of these
Answer: A
326. Free samples is given to consumers in case of .
A. Personal selling
B. Sales promotion
C. Advertising
D. Publicity
Answer: B

327. Age, income, gender are grouped under .

A. Geographic segmentation
B. Demographic segmentation
C. Psycho graphical segmentation
D. Behavioural segmentation
 Answer: B

328. Life Style, personality, attitude are grouped under .

A. Geographic segmentation
B. Demographic segmentation
C. Psycho graphical segmentation
D. None of these
Answer: C

329. Good marketing is no accident, but a result of careful planning and

????????????????????????.
A. Execution
B. Selling
C. Research
D. Strategies.
Answer: A

330. Marketing is both an “art” and a “science” there is constant tension between
the formulated side of marketing and the ?????????? side.
A. Creative
B. Management
C. Selling
D. Behavior.
Answer: A

331. The most formal definition of marketing is ??????????????????.

A. Meeting needs profitability
B. Improving the quality of life for consumers
C. the 4 Ps
D. an organizational function and a set of process for creating ,Communicating and delivering,
Value to
Answer: D

332. Marketing is a process which aims at ????????????????????.

A. Satisfaction of customer need
B. Selling products
C. Production
D. Profit making.
Answer: A

333. Marketing is a ????????? function transferring goods from producers to

consumers .
A. Systematic
 B. Economic
C. Management
D. Commercial.
Answer: D

334. Marketing helps firms to increase their profits by ???????????????????.

A. Increase in sales
B. Increase in products
C. increase in price
D. increase in customers.
Answer: D

335. The ?????????????????? function of marketing makes the products available

in different geographic regions.
A. Production
B. Selling
C. Distribution
D. Promotion.
Answer: C

336. 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.
Answer: A

337. Transportion belongs to ??????????????????????? function of marketing. A.

Research
B. Exchange
C. Physical supply
D. Facilitating.
Answer: C

338. A firm identifies the target market, needs and wants of customers through A.
Marketing research
B. Planning
C. Concepts
D. Segmentation.
Answer: A
339. fixing and maintaining the standards for quality , quantity, size and other
features of the product refers to ???????????????????????.
A. Standardization
B. Grading
C. Packaging
D. Labeling.
Answer: A

340. The task of any business is to deliver ?????????????? at a profit.

A. Customer need
B. Products
C. Customer value
D. Quality.
Answer: C

341. The traditional view of marketing is that the firm makes something and then
??????it.
A. Market
B. Sells
C. Prices
D. Services.
Answer: B

342. A market where goods are sold in bulk quantities to the customers is known as
???????????????????.
A. Retail market
B. Wholesale market
C. Product market
D. Service market.
Answer: B

343. ????????????????? is a process of identifying the areas of market that are

different from one another.
A. Marketing
B. Segmentation
C. Promotion
 D. Targeting.
Answer: B

344. ???????????????????????? segmentation classifies consumers on the basis of

age, sex, income and occupation.
A. Psychological
B. Geographic
C. Demographic
D. Behavioral.
Answer: C
345. ???????? is the process of identifying specific market segments.
A. Market targeting
B. Target marketing
C. Positioning
D. Marketing.
Answer: A

346. ?????? is referred to as segmentation.

A. Mass marketing
B. Niche marketing
C. Differentiated marketing.
D. none
Answer: A

347. ????????????? is a process of transforming information and experience into

knowledge.
A. Marketing
B. Positioning
C. Perception
D. Learning.
Answer: D

348. ???????????? is the next stage of market segmentation.

A. market targeting
B. Positioning
C. MIS
D. Marketing.
Answer: A

349. ???????????????????? drives a person towards selection of a particular shop

or supplier of goods and services.
A. Product
 B. Patronage
C. Rational
D. Emotional.
Answer: B
350. ????????????? helps to understand how consumers are influenced by their
environment.
A. Consumer behavior
B. Motives
C. Perception
D. Learning.
Answer: A
351. Groups that have a direct or indirect influence on a persons attitudes or
behavior is known as ??????????
A. Reference groups
B. Family
C. Roles
D. Status.
Answer: A

352. ?????????????????? can be produced and marketed as a product.

A. Information
B. Celebrities
C. Properties
D. Organizations.
Answer: A

353. Customers are showing greater price sensitivity in their search

for???????????????????.
A. The right product
B. The right service
C. Value
D. The right store.
Answer: C

354. The four Ps are characterized as being ???????????????????.

A. Product, Positioning, place and price.
B. Product, Production, price and place
C. Promotion, place, positioning, production
D. Product, place, price and promotion.
Answer: D
 355. Augmented product contains ??????????.
A. Basic needs
B. Functional characteristics
C. Additional benefits
D. Expected features.
Answer: C

356. A banking product is an example for ???????????????????.

A. Tangible product
B. Generic product
C. Potential product
D. Intangible product.
Answer: D

357. Industrial product are ?????????????????? products.

A. B2B
B. B2C
C. F M C G
D. Convenience.
Answer: A

358. Testing before launching a product is known as ???????????????????.

A. Test marketing
B. Concept testing.
C. Acid test
D. Market test.
Answer: A

359. The marketing outcomes of a product is known as ?????????????????.

A. Profit
B. Brand loyalty
C. Branding
D. Brand equity.
Answer: D

360. The emotional attachment of a customer towards a brand is known as

??????????????????.
A. Brand associations
B. Perceived quality
C. Brand loyalty
D. Brand awareness.
Answer: C
361. The literary meaning of the term product is ??????????????????????.
A. Lead forward
B. Good
C. Features
D. Good and services.
Answer: A

362. 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.
Answer: C

363. The emotional attachment of a customer towards a brand is known as

??????????????????.
A. Brand loyalty
B. Brand awareness
C. Brand equity
D. Brand association.
Answer: A

364. The legalized revision of a brand is known as ????????????????????????.

A. Standardization
B. Quality
C. Trademark
D. Product.
Answer: C

365. Logistics means ????????????????????.

A. Production
B. Flow of goods
C. Consumption
D. Marketing channel.
Answer: B

366. The process of moving the raw materials from the place of the suppliers to the
place of the producers is known as ??????????????????????.
A. Inbound logistic
B. Outbound logistics
C. Inventory management
 D. Acquisition of raw materials.
Answer: A

367. The concept which deals with the entire process from production to delivery of
goods is known as ?????????????????.
A. S C M
B. V M S
C. Logistics
D. Distribution.
Answer: A

368. The opposite flow of goods in a distribution channel is known as

????????????????.
A. Reverse logistic
B. Inbound logistics
C. Outbound logistics
D. Inventory logistics.
Answer: A

369. A united distribution channel is known as ???????????????????.

A. S C M
B. V M S
C. Conflict
D. Intensity.
Answer: B

370. Logistics management is a part of ???????????????????.

A. Production
B. Marketing channel
C. Supply chain management
D. Consumption.
Answer: C

371. The process of supplying products to all retail outlets is known as

??????????????????.
A. Selection distribution
B. Exclusive distribution
C. Channel configuration
D. Intensive distribution.
Answer: D

372. When organization in the same level of a channel work on a co?operative basis
, it is known as ?????????
 A. V M S
B. S C M
C. Logistics
D. H M S.
Answer: D

373. The flow of goods from production to consumption is known as

????????????????????????.
A. Inbound logistic
B. Outbound logistics
C. Process logistics
D. Reverse logistics
Answer: B

374. In ?????????????????????? manufacturers supply products to a limited

number of outlets in the target market.
A. Selective distribution
B. Geographical distribution
C. Intensive distribution
D. executive distribution.
Answer: A

375. Marketing buzz means ????????????????.

A. Viral marketing
B. Virtual marketing
C. De?marketing
D. Social marketing.
Answer: A
376. Inside sale is known as ?????????????????????.
A. Direct marketing
B. Tele? marketing
C. Social marketing
D. Viral marketing.
Answer: B

377. Which is the features of direct marketing ???????????????????.

A. Open dialogue
B. One?to?one communication
C. Personal relationships
D. all of the above.
Answer: D
378. ???????????? is the results of artificial scarcity of products created by a firm.
A. Selective de?marketing
B. Re?marketing
C. Ostensible de?marketing
D. Synchronic? marketing.
Answer: C

379. Re?marketing is related with creating demand for ????????????????.

A. Fresh product
B. Non?usable products
C. Low quality products
D. Renewed use of products.
Answer: D

380. Tele? marketing is a part of ????????????????????.

A. Direct marketing
B. Social marketing
C. Viral marketing
D. Relationship marketing.
Answer: A

381. ?????? is an attempt to reduce the demand for consumption of a specific

product or service on a permanent or temporary basis.
A. De?marketing
B. Remarketing
C. Ostensible marketing
D. Synchronic marketing.
Answer: A

382. ???????????? is a strategy designed to cultivate customer loyalty, interaction

and long?term association with the company.
A. Viral marketing
B. Relationship marketing.
C. Social marketing
D. De?marketing.
Answer: B

383. Direct marketing refers to a communication between the ???????? and

????????????????? directly.
A. Seller and the buyer
B. Firm and suppliers
C. Society and target market
 D. price and service.
Answer: A

384. ?????? is aimed at encouraging renewed use of a product in which market

interest has declined.
A. De?marketing
B. Re?marketing
C. Synch rod
D. Tele marketing.
Answer: B

385. ?????????????????? can be achieved only when all personal within the
organization understand the importance of the customer.
A. Profit maximization

B. Sales volume
C. Customer satisfaction.
D. none
Answer: C

386. The customer focused philosophy is known as the ??????????????????????

concept.
A. Production
B. Product
C. Selling
D. Marketing.
Answer: D

387. In the traditional ??????????????? concept , the main strategy of the company is
to find customers for the product, manufactured by them and somehow convince the
customer into buying this product.
A. Selling
B. Product
C. Production
D. Marketing.
Answer: A

388. Demographic segmentation refers to .

A. The description of the people and the place in society.
B. The description of the people’s purchasing behavior
C. The location where people liv
D. Geographic regions.
Answer: A

389. Which of the following is central to any definition of marketing.

A. Making a project
B. Making a sale
C. Customer relationship
D. Transactions.
Answer: C

390. When backed by buying power, wants become ????????????????????.

A. Social needs

B. Exchanges

C. Demands
D. Physical needs.
Answer: C

391. Selecting the segments of a population of customers to serve is called

??????????????????.
A. Market segmentation
B. Positioning
C. Target marketing
D. Customization.
Answer: C

392. Ending prices with 99p is called.

A. Price lining
B. Prestige pricing
C. Odd?even pricing
D. Skimming.
Answer: C
393. Which of the following reflects the marketing concept philosophy?
A. “ you won’t find a better deal anywhere”.
B. ”When it’s profits versus customers needs, profits will always win out”.
C. “We are in the business of making and selling superior product”.
D. ”We won’t have a marketing department, we have a customer
department”. Answer: D

394. In ??????????????????? stage , a product is well established in the market.

A. Growth
B. Maturity
C. Introduction
D. Decline.
Answer: B

395. ???????????????? is the process of dividing a potential market into distinct

sub?markets of consumers with common needs and characteristics.
A. Market segmentation
B. Positioning
C. Target marketing
D. Direct marketing.
Answer: A

396. In ????????????????????? segmentation, buyers are divided into different

groups on the basis of life?systle into personality and values.
A. Demographic
B. Economic
C. Psychographic
D. Geographic.
Answer: C

397. What is price skimming?

A. Setting an initially high price which falls as competitors enter the market.
B. Setting a high price which consumers perceive as indicating high quality.
C. Setting a low price to “Skim off” a large number of consumers.
D. noe
Answer: A

398. Setting a price below that of the competition is called.

A. Skimming
B. Competitive pricing
C. Penetration pricing.
D. none
 Answer: C

399. An increasingly large number of firms are changing their organizational focus
from ??????????????? to ?????????????????????.
A. Product management; Functional management.
B. Brand management; Customer relationship management.
C. Global management; Regional management.
D. Product management; territory management.
Answer: B

400. Some companies are now switching from being product? centered to being
more ????????????????? centered.
A. Competency
B. Marketing
C. Sales
D. Customer segment.
Answer: D
401. The concept of marketing mix was developed by ??????. A. N.M. Borden
B. Philip Cotter
C. W. Anderson
D. Stanton.
Answer: A

402. Modern marketing begins and ends with the ???????????????????.

A. Sales

B. Products
C. Customers
D. Price.

Answer: C

403. In selling concept, maximization of project of the firm is done through

???????????????????.
A. Sales volume
B. Increasing production
C. Quality
D. Services.
Answer: A

404. ???????? segmentation classifies consumers on the basis of age, gender,

income and occupation.
A. Geographic
 B. Behavioral
C. Psychological
D. Demographic.
Answer: D

405. ??????????????????? environment consists of the factors like inflation rate,

interest rate and unemployment.
A. Geographic
B. Economic
C. Demographic
D. Technological.
Answer: B

406. Marketing is a ???????????????????? function of transferring goods from

producers to consumers.
A. Systematic
B. Commercial
C. Management
D. Economic.
Answer: B

407. ????? is the strong feeling , desire emotion make the buyer a product.
A. Buying motive
B. Demand
C. Price
D. Quality.
Answer: A

408. ????????????????? motives are those which determine where or from whom
products are purchased.
A. Product
B. Patronage
C. Emotional
D. Rational.
Answer: B

409. The four Cs are ???????????????????????.

A. Customer focus, cost, convenience and communication.
B. Convenience, control, competition and cost.
C. Customer solution, cost, convenience and communication.
D. Competition, cost, convenience and communication.
Answer: C
 410. A marketing information system (MIS) caters to the needs of
???????????????????????.
A. Marketing decision
B. Databases
C. Safeguard
D. Customized.
Answer: A

411. Today, companies have to manage relation with their ???????????????? in

order to ensure timely supplies and meet customers’ requirements. A. Customers
B. Government
C. Suppliers
D. International market.
Answer: C

412. Banks are a part of ?????????????????????.

A. Macro environment
B. Micro environment
C. Ecological
D. Technological environment.
Answer: B

413. In ??????????????? segmentation , buyers are divided into different groups

on the basis of life style or personality and values.
A. Geographic
B. Demographic
C. Psychographic
D. Behavioral.
Answer: C

414. Brand loyalty indicates customer’s ????????????????? towards the brand.

A. Commitment
B. Belief
C. Attributes
D. Quality.
Answer: A
415. The practice of using the established brand names of two different companies
on the same product is termed as ????????????????????????.
A. Manufacturer brand
B. Private brand
C. Brand licensing
D. Co?branding.
 Answer: D

416. The number of customers exposed to the brand is called

????????????????????????.
A. Brand licensing
B. Brand awareness
C. Brand equity
D. Positioning.
Answer: B

417. Television is a type of ??????????????? media.

A. Broad cast
B. Print
C. Out?door
D. Online.
Answer: A

418. The technique of using the social network on the internet to create the brand
image is called as ?????????????????.
A. Social marketing
B. Re?marketing
C. Viral?marketing
D. Synchronic marketing.
Answer: C

419. Organization which sell their products the internet directly to consumers are
called.
A. B2B
B. B2C
C. Re?marketing
D. Service marketing.
Answer: B

420. Maslow’s need hierarchy theory deals with ?????????????????? levels.

A. Two levels
B. Three levels
C. five levels
D. four levels.
Answer: C
421. Rising promotion costs and shrinking profit margins are the result of
?????????????????.
A. Globalization
B. Changing technology
C. Heightened competition
D. Privatization.
Answer: C

422. Bundle pricing is.

A. Providing a bundle of benefits for one price.
B. Packaging a group of products together.
C. Providing a group of prices for one product category.
D. none
Answer: B

423. Marketing evaluation and ?????????????????processes are necessary to

understand the efficiency and effectiveness of marketing.
A. Control
B. Feedback
C. Consumer behavior
D. measurement.
Answer: A

424. Marketing is a process of converting the potential customers into

??????????????? consumers.
A. Rare
B. Actual
C. Future
D. New.
Answer: B

425. When a firm practices ???????????????? concept , all its activities are
directed to satisfy the consumer.
A. selling
B. Production
C. Marketing
D. Societal.
Answer: C
426. Modern marketing begins and ends with ??????????????????????. A. Business
B. Consumers
C. Economic
D. Company.
 Answer: B

427. ????????????????? simply refers to product planning.

A. Merchandising

B. Selling
C. Operating.
D. none
Answer: A

428. Which of the following is not included in the function of physical supply:
A. Standardization
B. Storage
C. Packaging
D. Transportation.
Answer: A

429. The factors that affect marketing policies, decisions and operations of a
business constitute.
A. Marketing control
B. Marketing mix
C. Marketing environment
D. None of these.
Answer: C

430. Marketing is a ??????????????????? process.

A. Goal oriented
B. Social
C. Exchange
D. All of these.
Answer: D

431. The process of finding and creating new uses or satisfactions for an existing
product is known as ???????????????????????.
A. Niche? marketing
B. Re? marketing
C. Social marketing
D. None of these.
Answer: B

432. Which of the following is not part of demographic segmentation?

A. Age
B. Income
C. Education
 D. Interest.
Answer: D

433. When a buyer decides to buy after careful consideration or logical thinking,
his decision is said to be ??????????????????????????.
A. Rational
B. Emotional
C. Product
D. None of these.
Answer: A

434. ?????????????? is the process whereby individuals decide what ,where ,how
and from whom to purchase goods and services.
A. Packaging
B. Consumer behavior
C. Segmentation.
D. none
Answer: B

435. ???????????????????????? 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.
Answer: C

436. Targrt marketing essentially requires ????????????????????.

A. Market segmentation
B. Advertisement
C. Direct selling
D. Using multiple media.
Answer: A

437. When a consumer decides to buy without much logical thinking, his decision is
said to be ??????????????
A. Patronage
B. Emotional
C. Rational
D. None of these.
Answer: B
 438. ????????????????? motives are those come from the physiological or basic
needs such as hunger, thirst, sleep etc.
A. Social
B. Patronage
C. Inherent
D. Product.
Answer: C

439. Under ?????????????? marketing strategy, market segments are identified

and a different marketing mix is developed for each of the segments. A.
Differentiated
B. Focus
C. Customized
D. None of these.
Answer: A

440. The word positioning was coined by.

A. All Ryes and Jack Trout
B. Philip otter
C. Petra Ducker
D. None of them.
Answer: A

441. The only revenue producing element in the marketing mix is .

A. Product
B. Price
C. Place
D. Promotion.
Answer: B

442. When there is a large potential market for a product, the firm will adopt:
A. Skimming price policy
B. Penetration price policy
C. Premium price policy
D. None of these.
Answer: B

443. Generally ?????????????? is an indication of quality.

A. Price
B. Quantity
C. Size
D. Colour.
Answer: A
 444. ??????????????? price refers to the high initial price charged when a new
product is introduced in the market.
A. Premium
B. Penetration
C. Skimming
D. None of these.
Answer: C

445. A price reduction to buyers who pay their bills promptly is called
???????????????.
A. Trade discount
B. Cash discount
C. Seasonal discount
D. Quantity discount.
Answer: B

446. When a firm sets a very low price for one or more of its products with a view
to drive its competitors out of market is known as ????????????????????????. A.
Customary
B. Target pricing
C. Predatory pricing
D. None of these.
Answer: C

447. ???? is the most common method used for pricing.

A. cost plus pricing
B. Target pricing
C. Break? even? pricing.
D. Marginal cost.
Answer: A

448. Target pricing is also known as ?????????????????????????.

A. Value pricing
B. International pricing
C. Geographical pricing
D. Rate of return price.
Answer: D

449. ??????????????????? is the practice of charging a low price right down from
the beginning to stimulate the growth of the market.
A. Skimming
B. Penetration
 C. Premium
D. None of these.
Answer: B

450. Under ???????????????????? pricing, price is set on the basis of managerial

decisions and not on the basis of cost, demand, competition etc.
A. Administered
B. Product line pricing
C. Captive product
D. Mark?up pricing.
Answer: A
476. When companies make marketing decisions by considering consumers' wants
and the longrun interests of the company, consumer, and the general population, they
are practicing which of the following principles?
A. Innovative marketing
B. Consumer-oriented marketing
C. Value marketing
D. Societal marketing
Answer: D

477. The ______________ holds that consumers will favour products that
available and highly affordable (therefore, work on improving production
and distribution efficiency).
A. Product concept
B. Production concept
C. Production cost expansion concept
D. Marketing concept
Answer: A

478. The term marketing refers to:

A. New product concepts and improvements
B. Advertising and promotion activities
C. A philosophy that stresses customer value and satisfaction
D. Planning sales campaigns
Answer: C

479. The term "marketing mix" describes:

A. A composite analysis of all environmental factors inside and outside the firm
B. A series of business decisions that aid in selling a product
C. The relationship between a firm's marketing strengths and its business weaknesses
D. A blending of four strategic elements to satisfy specific target markets
Answer: D
480. Early adopters of which opinion leaders are largely comprised of and tend
to be ______________
A. Generalized; that is, they tend to lead the group on most issues
B. More likely to buy new products before their friends do and voice their opinions about
them C. From the upper class; people from other classes are more likely to be followers
D. Quiet, withdrawn people who don't make fashion statements or take risks
easily Answer: B

481. A marketing philosophy summarized by the phrase "a good product will
sell itself" is characteristic of the ______________ period.
A. Production
B. Sales
C. Marketing
D. Relationship
Answer: A

482. Today's marketers need ______________

A. Neither creativity nor critical thinking skills
B. Both creativity and critical thinking skills
C. Critical thinking skills but not creativity
D. Creativity but not critical thinking skills
Answer: B

483. The process that turns marketing strategies and plans into marketing
actions in order to accomplish strategic marketing objectives is called
______________ A. Marketing strategy.
B. Marketing control.
C. Marketing analysis.
D. Marketing implementation
Answer: D

484. Segmentation is the process of:

A. Dividing the market into homogenous groups
B. Selecting one group of consumers among several other groups
C. Creating a unique space in the minds of the target consumer
D. None of these
Answer: A
485. Good marketing is no accident, but a result of careful planning
and _____________.
A. Execution
B. Selling.
C. Research.
 D. Strategies.
Answer: A

486. The traditional view of marketing is that the firm makes something and
then ______________ it.
A. Markets.
B. Sells.
C. Prices.
D. Services.
Answer: B

487. A true definition of a product is the detailed version of the product only if it is
stated in
A. Meaningful marketer view
B. Meaningful supplier view
C. Meaningful consumer view
D. Meaningful Manager view
Answer: C

488. A version of products containing only those features which are

absolutely necessary for it to function.
A. Expected Product
B. Augmented Product
C. Generic Product
D. Potential product
Answer: C

489. _________________________ outline the planned price, marketing budget,

distribution and describe the target market, planned product positioning,
profit goals, market share, sales for the first few years.
A. Product development
B. Business analysis
C. Marketing strategy
D. Test Market
Answer: C

490. What would be the assumed percentage of newly launched product, will
sure fail and cannot achieve their potential to survive?
A. Up to 90%
B. Up to 80%
C. Up to 70%
D. Up to 60%
 Answer: A

491. The cost, potential sale, profit of the offering is calculated at different
price levels in ______________ stage of “Product Development Process”. A.
Evaluation
B. Testing
C. Idea screening
D. Idea generation
Answer: C

492. Encourage all stakeholders like customers, dealers, employees etc to send
ideas to the idea manager and formally recognize the program to reward best
new ideas is characteristic of which stage in the “New Product Development
Process”. A. Idea generation
B. Idea screening
C. Testing
D. Development
Answer: A

493. Strategies that are used for new product pricing are called which of
the following?
A. Market-skimming pricing and Market-penetration pricing
B. Market-skimming pricing and Market-product pricing
C. Market-segmentation pricing and Market-penetration pricing
D. None of the above
Answer: B

494. What is captive product pricing?

A. Setting prices across an entire product line
B. Pricing bundles of products sold together
C. Pricing products that must be used with the main product
D. Pricing low-value by-products, to get rid of them
Answer: C

495. Target pricing is the same as finding out an ideal starting selling price?
A. TRUE
B. FALSE
C. none
D. all
Answer: A

496. When initiating price changes the company must anticipate possible
reactions from both buyers and competitors.
 A. True
B. False
C. none
D. all
Answer: A

497. The firm uses any existing brand to introduce in market a new product,
the brand is classified as:
A. Brand extension
B. Sub-brand
C. Parent brand
D. Product extension
Answer: A

498. The pricing objectives are

A. Maximum current profit, market share and market skimming
B. Survival
C. Product quality leadership
D. All of the above
Answer: D

499. Product quality leadership is based on

A. High quality and low pricing
B. High quality and premium pricing
C. Low quality and premium pricing
D. None of the above
Answer: B

500. 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
Answer: B

526. The customer gets an offer of gift on some fixed date and the winners are
announced through draw is called:
A. Lucky draw
B. Instant draw and assigned gift
C. Quantity gifts
D. Rebate
 Answer: A

527. The concept of marketing mix was developed by ________.

A. N. H Borden
B. Philip Kotler
C. Stanton
D. W. Anderson
Answer: C

528. ________ takes place when at least one party to a potential exchange thinks
about the means of achieving desired responses from other parties. A. Marketing
management
B. Forecasting
C. Segmentation
D. Targeting
Answer: A

529. Marketing management is ________.

A. Managing the marketing process
B. Monitoring the profitability of the company’s products and services
C. Selecting target markets
D. The art and science of choosing target markets and getting, keeping, and growing customers
through creating, delivering, and communicating superior customer value
Answer: D

530. In marketing, ______ is the focal point.

A. Profit
B. Sales
C. Customer
D. All of the above
Answer: C

531. “Many people want BMW, only few are able to buy” his is an example of…..
A. Need
B. Want
C. Demand
D. Status
Answer: C

532. Consumer expenditures are affected by ________.

 A. Savings
B. Debt
C. Credit availability
D. All of the above
Answer: D

533. Michael Porter has identified five forces that determine the intrinsic long-run
attractiveness of a market or market segment. Which of the following would NOT
be among Porter’s five forces?
A. Industry competitors
B. Technological partners
C. Substitutes
D. Buyers
Answer: B

534. Which of the following statements is true?

A. Psychographic segmentation divides buyers into groups based on their knowledge, attitude or
responses to a product
B. Target market; a set of buyers sharing common needs or characteristics that the
company decides to serve
C. Demographic segmentation divides buyers into different groups based on a social
grade, lifestyle or personality characteristics
D. None of the above
Answer: C

535. In ________ marketing, the seller engages in the mass production, mass
distribution, and mass promotion of one product for all buyers.
A. Group
B. Mass
C. General
D. Segmented
Answer: B

536. The major segmentation variables for consumer markets, refers to which of
the following?
A. Geographic, density, psychographic, behavioral
B. Gender, demographic, psychographic, lifestyle
C. Geographic, demographic, psychographic, behavioral
D. None of the above
Answer: C

537. The marketing mix consists of; - 6

A. Product, physical evidence, place, process
 B. Process, price, place, packaging
C. People, process, place, promotion
D. Product, place, promotion, place
Answer: C

538. Increasing the features and quality you offer is a decision made by which
marketing mix?
A. Product
B. Price
C. Promotion
D. Place
Answer: A

539. Design is a _____ decision

A. Product
B. Price
C. Promotion

D. Place
Answer: A

540. Segmentation of international markets on the basis of common languages,

religions and customs is example of
A. geographic location
B. cultural factors
C. economic factors
D. political and legal factors
Answer: B

541. Public Relations is managed by which marketing mix?

A. Product
B. Price
C. Promotion
D. Place
Answer: C

542. A value proposition is the full _______ of a _______ - the full mix of benefits
upon which it is positioned.
A. package, product
B. positioning, brand
C. positioning, retailer
D. package, retailer
Answer: A

543. Which one of the 4Ps is responsible for direct mail?

A. Product
B. Price
C. Promotion
D. Place
Answer: C

544. The term "marketing mix" describes:

A. A composite analysis of all environmental factors inside and outside the fir
B. A series of business decisions that aid in selling a product
C. The relationship between a firm's marketing strengths and its business weaknesses

D. A blending of four strategic elements to satisfy specific target markets

Answer: D

545. Newsletters, catalogues, and invitations to organization-sponsored events are

most closely associated with the marketing mix activity of:
A. Pricing
B. Distribution
C. Product development
D. Promotion
Answer: D

546. USP stands for which of the following?

A. Unique segmentation proposition
B. Unique selling positioning
C. Unique selling proposition
D. None of the Above
Answer: C

547. Which of the following environments examines institutions and other forces
that affect society's basic values, perceptions, preferences, and behaviors? A.
Cultural
B. Demographic
C. Economic
 D. Technological
Answer: A

548. Which of the following is NOT part of the external marketing environment?
A. Political
B. Legal
C. Product
D. Socio-cultural
Answer: C

549. A firm has decided to alter its pricing and promotional strategies in response
to slower than expected job growth and declining personal incomes. The firm is
responding to changes in its:
A. Socio-cultural environment
B. Political environment
C. Economic environment
D. Competitive environment
Answer: C

550. Targeting affluent customers with luxurious goods is an example of

A. Geographic segmentation
B. Income segmentation
C. Psychographic segmentation
D. Behavioral segmentation
Answer: D
551. The process of collecting information about the external marketing environment
is
A. Environmental management
B. Environmental scanning
C. Marketing management
D. Marketing research
Answer: B

552. The most formal definition of marketing is ________.

A. Meeting needs profitable

B. Identifying and meeting human and social needs

C. The four Ps (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 stakeholders
Answer: D
553. Which of the following would be the best illustration of a subculture?
A. A religion.
B. A group of close friends.
C. Your university.
D. Your occupation.
Answer: A

554. The ________ is a tool for identifying ways to create more customer value.
A. Value chain
B. Customer survey
C. Brand loyalty index
D. Promotion channel
Answer: A

555. Good marketing is no accident, but a result of careful planning and ________.
A. execution
B. selling
C. strategies
D. research
Answer: A

556. Marketing management is ________.

A. managing the marketing process
B. monitoring the profitability of the company’s products and services
C. the art and science of choosing target markets and getting, keeping, and growing
customers through creating, delivering, and communicating superior customer value
D. developing marketing strategies to move the company forward
Answer: C

557. Chimney Sweeps employs people to clean fireplaces and chimneys in homes
and apartments. The firm is primarily the marketer of which one of the following?
A. An image
B. A service
C. A good
D. An idea
Answer: B

558. Marketers often use the term ________ to cover various groupings of
customers.
A. people
B. buying power
C. demographic segment
D. market
Answer: D

559. The ________ concept holds that consumers and businesses, if left alone, will
ordinarily not buy enough of the organization’s products.
A. production
B. selling
C. marketing
D. holistic marketing
Answer: B
560. ________ is the father of modern marketing.
A. Peter Drucker
B. Philip Kotler
C. Neil Armstrong
D. Maslow
Answer: B

561. The product mix pricing technique through which companies develop product
lines for pricing instead of single products is classified as
A. by-product pricing
B. optional-feature pricing
C. product line pricing
D. Two-part pricing
Answer: C

562. The concept of product mix which refers to wide range of product lines
carried by the company is classified as
A. width of product mix
B. length of product mix
C. depth of product mix
D. consistency of product mix
Answer: A

563. In the product mix, the company producing the toothpaste, paper products,
detergents and bathing soap bars is classified as
A. product line consistency
B. product line width
C. product line length
D. product line depth
Answer: C

564. The ________ of a product mix refers to how many variants are offered of
each product in the line.
 A. Width
B. Length
C. Depth
D. Consistency
Answer: C

565. The ________ of the product mix refers to how closely related the various
product lines are in end use, production requirements, distribution channels, or
some other way.
A. Consistency
B. Depth
C. Width
D. Length
Answer: A

566. The pricing technique used by sellers while selling individual products in
bundles is
A. optional-feature pricing
B. pure bundling pricing
C. mixed bundling pricing
D. pure bundling pricing
Answer: C

567. Pricing cues such as sale signs and prices that end in 9 become more
influential when ________.
A. Consumer price knowledge is poor
B. Items are purchased frequently
C. Items have been on the market a long time
D. Prices are consistent year-round
Answer: A

568. In market-penetration pricing, the company’s objective is to ________,

believing that higher sales volume will lead to lower unit costs and higher long-run
profits.
A. Block competitive launches
B. Maximize their market share
C. Minimize their market share
D. Maximize volume
Answer: B

569. To maximize market share, a firm may use _____________ pricing, which is
based on the theory that as sales volume increases, unit costs will decrease.
 A. Market-penetration
B. Market-skimming
C. Value pricing
D. Demand pricing
Answer: A

570. Consumers ________ low-cost products or items they buy infrequently.

A. Prefer the lowest total cost of ownership of
B. Are ambivalent to prices of
C. Are more price sensitive to
D. Are less price sensitive to
Answer: D

571. Sigma-Sunco has decided to introduce its new sunscreen eye drops in a limited
market consisting of only two cities and closely monitor the reactions of potential
customers to the product and marketing program. This is called
A. Diffusion analysis
B. Use test
C. Concept test
D. Test marketing
Answer: D

572. At the Melting Moments, an ice cream parlor, customers place their orders,
watch their ice- cream sundaes being prepared, and then quickly eat the sundaes in
the store before the ice cream melts. This is an example of a characteristic of
services known as
A. Inseparability
B. Intangibility
C. Heterogeneity
D. Perishability
Answer: D

573. Raw materials such as forest and food are termed as a.

A. Infinite resources
B. Finite resources
C. Finite renewable resources
D. Finite nonrenewable resources
Answer: C

574. The optional-feature pricing, captive-product pricing, product-bundling

pricing and byproduct pricing are considered as the techniques of A. product
mix pricing
B. line stretching pricing
 C. line filling pricing
D. line deepening pricing
Answer: A

575. Which of the following is not one of the problems typically associated with
secondary data?
A. It is too expensive to obtain
B. It may not be current
C. It may not exist
D. It may not be impartial
Answer: A
651. Which of the following major promotional tools use the telephone, mail, fax, e
mail, and the Internet to communicate directly with specific consumers? A. Advertising
B. Public relations
C. Direct marketing
D. Sales promotion
Answer: C

652. Although the promotion mix is the company’s primary communication

activity, the __________________ must be coordinated for greatest
communication

impact.
A. Organizational culture
B. Entire marketing mix
C. Demand mix

D. Profit variables in a company

Answer: B

653. Two major factors are changing the face of today’s communications. One of
these factors is the fact that:
A. Costs of promotion are rising.
B. Mass markets are fragmented and marketers are shifting away from mass
marketing. C. Global communications are not growing rapidly enough.
D. Marcom managers have achieved more power and control.
Answer: A

654. Identify the products that the customer usually buys frequently and with
a minimum of comparison and buying effort.
A. Specialty
B. Convenience
C. Unsought
 D. Augmented
Answer: A
655. ________ guides the development of advertisements and personal
sales presentations.
A. AIEA
B. AIBA
C. AICA
D. AIDA
Answer: D

656. Of the following reasons, which is not a reason to use sales promotion?
A. To reach new customers
B. To reward behaviour
C. To develop brand image
D. To assist integration
Answer: C

657. Which of the following is NOT considered to be an objective associated

with the use of sales promotions?
A. Change buyer attitudes
B. Increase volume of individual purchases
C. Prompt buyers into trial purchase
D. Product improvement
Answer: A

658. Sales promotions are thought to make consumer purchase decisions:

A. less satisfying
B. simpler
C. more complex
D. more satisfying
Answer: D

659. If there is low involvement and the product/market is established then

sales promotions should be used for:
A. loyals to reward and increase usage
B. loyals to increase loyalty
C. loyals to encourage trial
D. all to block out the competition
Answer: A
660. according to promotional mix, the method which follows corporate image
building, handling unfavorable events and stories to get favorable publicity is
called
A. sales promotion
 B. personal selling
C. public relations
D. advertising
Answer: C

661. The promotion “P” of marketing is also known as ________.

A. Product Differentiation
B. Distribution
C. Cost
D. Marketing Communication
Answer: D

662. Refers to those in the target edmarket who have purchased the product.
A. target market
B. Penetrated market
C. available market
D. potential market
Answer: B

663. Marketing is a process which aims at:

A. Selling Products
B. Maximizing Profits
C. Satisfying Customers
D. Producing
Answer: C

664. Marketing is ________________ :

A. Art
B. Science
C. Both
D. Neither
Answer: C
665. The buying process starts when the buyer recognizes a _________.
A. Product
B. an advertisement for the product
C. a salesperson from a previous visit
D. problem or need
Answer: D

666. ______ refers to collecting goods of the same type from various sources of
supply.
A. Buying
B. Selling
 C. Assembling
D. Financing
Answer: C

667. Identify the products that the customer usually buys frequently and with
a minimum of comparison and buying effort.
A. Specialty
B. Convenience
C. Unsought
D. Augmented
Answer: B

668. The most basic level of a product is called the:

A. Core product.
B. Central product.
C. Fundamental product.
D. Augmented product
Answer: A

669. A(n) _____ product exceeds customer expectations.

A. Strategic
B. Superior
C. Augmented
D. Anticipated
Answer: C
670. These objectives are often the most suitable when firms operate in a market
dominated by a major competitor and where their financial resources are
limited A. Niche
B. Hold
C. Harvest
D. Divest
Answer: A

671. The use of price points for reference to different levels of quality for a
company's related products is typical of which product-mix pricing
strategy? A. Optional-product pricing
B. Captive-product pricing
C. By-product pricing
D. Product line pricing
Answer: D

672. What does the term PLC stand for?

 A. Product life cycle
B. Production life cycle
C. Product long cycle
D. Production long cycle
Answer: A

673. PLC in marketing represents two main challenges. 1st an organization must
be good at developing new product to replace old ones and 2nd it must be good at
_________________.
A. Functioning
B. Marketing
C. Selling
D. Adapting
Answer: D

674. When a new product arrives in the market with higher quality, higher
value and new features better than its competitors. Such products are known as
A. Superior products
B. Develop superior products
C. Unique superior products
D. New products
Answer: C

675. Which of the following is not a characteristic of “Market Introduction

Stage” in PLC?
A. Demands has to be created
B. Costs are low
C. Makes no money at this stage
D. Slow sales volume to start
Answer: B
676. According to whom “a product lifecycle is very much similar to human life
cycle.”
A. Arch Paton
B. Stanton
C. Neil Borden
D. Philip Kotler
Answer: A

677. Increased competition leads to price decrease, increasing public

awareness, sales volume increase significantly is the characteristics of
______________ in

PLC.
 A. Mature stage
B. Decline stage

C. Growth stage

D. Market introduction stage

Answer: C

678. __________________________ includes review of sales, profit projections

and cost for a new product, to find out whether it satisfied the company objective
or not.
A. Product Development
B. Business Analysis
C. Marketing Strategy
D. Test Marketing
Answer: B

679. In _______________________ all the augmentations and transformations of

a product might undergo in the failure.
A. Generic Product
B. Expected Product
C. Augmented Product
D. Potential Product
Answer: D

680. Color and size of the product, brand and packaging are considered as
A. Chemical features of product
B. Physical features of product
C. Product designing
D. Product manufacture
Answer: B

681. Marketing channel that involves no intermediaries to made their

products available to final buyers is classified as
A. Direct channel
B. Indirect channel
C. Static channel
D. Flexible channel
Answer: A

682. Identify the incorrect statement about multiple channels:

 A. Internet banking is an example of low-cost channel that is offered by banks B.
Customers usually use only one channel for all transactions even if multiple channels are
offered
C. Service sensitive customers prefer the full-service channels
D. Economic considerations should not be the only criteria for deciding what combination of
channels to be used
Answer: B

683. The ______________ function of marketing makes the products available

in different geographic regions.
A. Production.
B. Selling.
C. Distribution.
D. Promotion.
Answer: C

684. Logistics means ______________.

A. Production.
B. Flow of goods.
C. Consumption.
D. Marketing channel.
Answer: B

685. Logistics management is a part of ______________.

A. Production.
B. Marketing channel
C. Supply chain management.
D. Consumption.
Answer: C

686. Which of the following is not included in the function of physical supply?
A. Standardization.
B. Storage.
C. Packaging.
D. Transportation.
Answer: A

687. The best channel of distribution for vacuum cleaner is ______________.

A. Direct marketing.
B. Tele marketing.
C. Retail chains.
D. None of these.
Answer: A
688. Transportation belongs to ______________ function of marketing.
A. Research.
B. Exchange.
C. Physical supply
D. Facilitating.
Answer: C

689. ______________ is a broad range of activities concerned with efficient

movement of finished goods from the end of the production line to the
consumer. A. Physical distribution.
B. Channel of distribution
C. Intensive distribution.
D. None of these.
Answer: A

690. Which of the following is not a non-store retailing?

A. Tele marketing.
B. Direct marketing.
C. Kiosk marketing.
D. Retail chains.
Answer: D

691. In ______________ , manufacturers supply products to a limited number of

outlets in the target market.
A. Selective distribution
B. Geographical distribution
C. Intensive distribution.
D. executive distribution.
Answer: A

692. Which company is the pioneer in direct marketing?

A. Johnson &Johnson.
B. Eureka Forbes.
C. Avon cosmetics.
D. Cipla.
Answer: B

693. 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
Answer: A

694. The process of moving the raw materials from the place of the suppliers to
the place of the producers is known as ______________.
A. Inbound logistics.
B. Outbound logistics
C. Inventory management.
D. Acquisition of raw materials.
Answer: A

695. The flow of goods from production to consumption is known

as ______________.
A. Inbound logistics.
B. Outbound logistics.
C. Process logistics.
D. Reverse logistics
Answer: B

696. All marketing activities that attempt to stimulate quick buyer action
or immediate sales of a product are known as ______________________ A.
Sponsorship
B. Advertising
C. personal selling
D. sales promotion
Answer: D

697. Which of the following is NOT a requirement for setting

advertising objectives?
A. Objectives must specify the amount of change.
B. Objectives must be stated in terms of profits.
C. Objectives must be realistic.
D. Objectives must be internally consistent.
Answer: B

698. The ______________________ component of attitudes focuses on

behavioral tendencies
A. Affective
B. Instrumental
C. Conative
D. Cognitive
Answer: B
699. The process of translating thought into a symbolic form is known
as _____________________

A. Encoding
B. Feedback
C. Noise
D. Decoding
Answer: A

700. Margaret Stephens notices the television commercial because of the loud
sounds. This is an example of ______________________
A. exposure
B. involuntary attention
C. nonvoluntary attention
D. voluntary attention
Answer: A
701. The concept which states information about value, opportunities and rewards of
good performance as thought by salespersons is called:
A. Organizational Climate
B. Media Climate
C. Sales Climate
D. Outbound Climate
Answer: A

702. According to consumer promotion technique, the cash refunds is also

classified as: A. Price packs

B. Sweepstakes

C. Point of Purchase Promotions

D. Cash Rebate
Answer: A

703. The consumer promotion technique according to which product consumers

are told to submit their names for drawing is classified as
A. Cash Refunds
B. Cash Sample
C. Sweepstakes
D. Cents off deals
Answer: A
704. The promotion tools such as sweepstakes, event sponsorship, samples and
coupons are classified in category of:
A. Organizational Promotion
B. Consumer Promotions
C. Inbound Promotion
D. Outbound Promotion
Answer: A
705. The individual who represent company by performing selling, servicing,
information gathering, and prospecting is classified as:
A. Sales person
B. Promoting manager
C. Prospering manager
D. Persuasion manager
Answer: A
Father of modern marketing-Philip kotler