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Marketing Awareness

Set-01

1. Marketing is best defined as: (1) matching a product with its market. (2) promoting and selling products. (3) facilitating satisfying exchange relationships. (4) distributing products at the right price to stores (5) None of these 2. The expansion of the definition of marketing to include nonbusiness activities adds which one of these examples to the field of marketing? (1) Proctor and Gamble selling toothpaste. (2) St. Pauls Church attracting new members. (3) PepsiCo selling soft drinks. (4) Liver's donating Rs. 5 to a charity with every pack purchased (5) None of these 3. Tom goes to a vending machine, deposits Rs. 20, and receives a Cola. Which one of the following aspects of the definition of marketing is focused on here? (1) Production concept. (2) Satisfaction of organizational goals. (3) Product pricing and distribution. (4)Exchange (5) None of these 4. The marketing environment is Best described as being: (1) composed of controllable variables. (2) composed of variables independent of one another (3) an indirect influence on marketing activity. (4) dynamic and changing. (5) None of these 5. A physical, concrete product you can touch is: (1) a service (2) a goods (3) an idea (4) a concept (5) a philosophy 6. Chimney Sweeps employs people to clean fireplaces and chimneys in homes and apartments. The firm is primarily the marketer of: (1) a service (2) a goods (3) an idea (4) an image (5) None of these 7. Which one of the following statements by a company chairman best reflects the marketing concept? (1) We have organised our business to make certain that we satisfy customer's needs. (2) We believe that the marketing department must organise to sell what we produce. (3) We try to produce only high quality, technically efficient products. (4) We try to encourage company growth. (5) None of these 8. The marketing concept is a way of thinking or a management philosophy that affects:

(1) only marketing activities (2) most efforts of the organisation (3) mainly the efforts of sales personnel (4) mainly customer relations (5) None of these 9. If VonAir, a hairdryer manufacturer, is focusing on customer satisfaction, it will find that what consumers really want is: • (1) More watts (2) More speed (3) Higher heat settings (4) Attractive hair (5) None of these 10. The XKL company wants to adopt the marketing concept. To be consistent with this move, it should adopt which of the following philosophies? (1) The customer is always right (2) Making money is our business (3) Sell, sell, sell (4) Keep prices low (5) None of these 11. Boldnew, the maker of a highly innovative light bulb, finds that it has excess stocks. The firm increases its advertising budget by 50 per cent and doubles its sales staff. This company is operating as if it were operating (1) production (2) sales (3) marketing (4) social (5) None of these 12. Chrysler s Chief Executive Officer is the company's spokesperson. His message has focused on concern for customers and product quality. Which aspect of implementing the marketing concept does this represent? (1) Focusing on general conditions (2) Stressing the short run (3) Endorsement of the marketing concept by top management (4) Development of an information system (5) None of these 13. Which of the following is an example of a problem that may arise in the implementation of the marketing concept? (1) By satisfying one segment in society, a firm contributes to the dissatisfaction of other segments. (2) Consumers do not understand what the marketing concept is. (3) Dealers do not support the marketing concept. (4) A product may fit the needs of too many segments. (5) None of these 14. Most specifically, marketing strategy: (1) is concerned with key decisions required to reach an objective (2) encompasses selecting and analysing a target market and creating and maintaining an appropriate marketing mix (3) expands geographic boundaries of markets to serve larger geographic areas (4) involves determining the direction and objectives of marketing management (5) None of these

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15. All of the following are marketing management tasks EXCEPT: (1) marketing planning. (2) organising marketing activities. (3) co-ordinating marketing activities. (4) project development and analysis. (5) None of these 16. If Erin Farm Insurance saw a sudden increase in the number of farmers seeking flood insurance in Ireland due to major floods in Britain, the floods would be presenting the company with a marketing: (1) opportunity (2) strategy (3) concept (4) mix (5) None of these 17. A change in the minimum drinking age in India presents a change in which of the following for Bass Brewery? (1) Marketing mix (2) Marketing environment (3) Marketing concept (4) Marketing task (5) None of these 18. If MK Invest was to perceive that consumers within a particular group were becoming more conservative in their investing, and thus developed more products with lower risk, it would be: (1) responding to the marketing environment (2) changing its target market (3) developing a sales orientation (4) changing its organization structure (5) None of these 19. Capri is a brand of cigarette that contains low tar and slim in de- sign to appeal to women. In this instance, women comprise Capri's: (1) marketing mix (2) target market (3) target audience (4) marketing strategy (5) None of these 20. When DuPont develops new carpets that are highly stain resistant and durable, it must educate consumers about the product’s benefits. This calls for activity in which of the following marketing mix variables? (1) Price (2) Promotion (3) Distribution (4) Product (5) None of these Answers:

1.1 2.2 3.4 4.4

5.2 6.1 7.1 8.2

9.4 10.1 11.2 12.3

13.1 14.2 15.4 16.1

17.2 18.1 19.2 20.2

Set-02 1. Why are marketers interested in the level of disposable income? (1) it accurately represents future buying power (2) it increases current buying power (3) it is what is left after taxes to buy luxuries with (4) it is a ready source of buying power (5) None of these 2. Which of the following companies would probably be most interested in tracking discretionary income levels? (1) Asda Supermarkets (2) BMW automobiles (3) The Post Office (4) Kraft General Foods (5) None of these

3. What type of competitive structure exists when a firm produces a product that has no close substitutes? (1) Monopoly (2) Oligopoly (3) Monopolistic Competition (4) Perfect Competition (5) None of these 4. In the beer industry, a few large brewers supply the majority of the market. The brewing industry is an example of which of the following competitive structures? (1) Monopoly (2) Oligopoly (3) Monopolistic Competition (4) Perfect Competition (5) None of these 5. Which of the following firms would most likely have a monopoly for its competitive environment? (1) Sunset Cablevision (2) Montgomery Transport (3) Post Office Parcel Services (4) Telecom Car Phones (5) None of these 6. Essex Office Products has decided to use a particular competitive tool that it feels will have a major impact. Its consultant, Dr. Bell, contends that this particular approach is the one most easily copied by the firms competitors. The tool in question is: (1) price (2) market segmentation (3) distribution (4) promotion (5) None of these 7. A small hardware store whose only competitor is a huge discount store would be least likely to use which competitive tool? (1) services (2) price (3) product offering (4) distribution (5) None of these 8. Technology assessment is: (1) assessing how much technology has been incorporate into an organisation (2) trying to foresee the effects of new products and processes on a firm's operation and on society in general (3) assessing how much technology one wants to put into a company in the future (4) assessing the cost of new technology to determine whether a firm can afford to use it (5) None of these 9. When Bell Laboratories attempt to anticipate the effect of new products and processes on its own innovations, other business organisations, and society in general it is engaging in: (1) product differentiation (2) monopolistic competition (3) technology assessment (4) innovative marketing (5) None of these 10. If VIDEOCON developed a new technology that made 3-D imagery possible through the use of videotape played on an advanced television set, it would be more likely to market this innovation if it could obtain a: (1) competitive advancement (2) patent (3) low price advantage (4) technological assessment (5) None of these 11. Which of the following represents an output from the marketing environment? (1) Money borrowed by Liverpool F.C. to help finance its operations

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(2) Nike's television advertising campaign featuring a leading sports personality (3) Information on shoppers' attitudes purchased by Debenhams Department Stores (4) Steel purchased by Volvo to be used in producing cars (5) None of these 12. Compaq Computers collects information about political, legal, regulatory, societal, economic, competitive and technological forces that may affect its marketing activities. This process is called : (1) environmental scanning (2) survey of environment (3) marketing information analysis (4) environmental analysis (5) None of these 13. When Pepsi Co takes the information collected through research and attempts to assess and interpret what it means for its soft drink marketing efforts, Pepsi Co is involved in environmental: (1) scanning (2) forces (3) management (4) analysis (5) None of these 14. After Compaq Computers gathers information related to its marketing environment, it attempts to define current environmental changes and predict future changes, allowing it to determine possible opportunities and threats facing the company this process is called. (1) environmental scanning (2) survey of environment (3) marketing planning (4) environmental analysis (5) None of these 15. If cigarette manufacturers were to lobby Parliament to get restrictions on cigarette advertising eased, their environmental response would best be described as: (1) passive (2) reactive (3) proactive (4) conservative (5) None of these 16. There are two major categories of laws that directly affect marketing practices: procompetitive legislation and: (1) consumer protection legislation (2) unfair trade practices laws (3) trading standards legislation (4) consumer price discrimination legislation (5) None of these 17. If the National Association of Hoisery Manufacturers sets guidelines for its member firms to follow regarding the use of unethical practices, it is engaging in: (1) legislation (2) lobbying (3) self-regulation (4) environmental scanning (5) None of these 18. The consumer movement is: (1) against foreign imports that are much cheaper than products produced in-the home market (2) a movement that is trying to improve consumer satisfaction (3) a social movement that is able to challenge big business practices

(4) a diverse group of individuals, groups and organizations attempting to protect the rights of consumers (5) None of these 19. Lynx has demonstrated against the sale of coats made of animal furs.This group's efforts to change shoppers' attitudes represents _for fur retailers. (1) an opportunity (2) self-regulation (3) a societal force (4) an economic force (5) None of these 20. The period in the business cycle in which there is extremely high unemployment, low wages, minimum total disposable income, and a lack of confidence in the economy by consumers is: (1) recovery (2) prosperity (3) depression (4) recession (5) None of these Answers:

1.4 2.2 3.1 4.2

5.1 6.1 7.2 8.2

9.3 10.2 11.2 12.1

13.4 14.4 15.3 16.1

17.3 18.4 19.3 20.3

Set-03 1. Global marketing is (1) the development of marketing strategies for the entire world , or major regions of the world (2) performing marketing activities across national boundaries (3) the creation of value and the exchange of value between countries (4) having firms with operations (5) None of these 2. The Chairman of Unilever states that the world is just one big market. He feels anyone not taking this stance is systematically passing up profitable business. His approach MOST closely resembles (1) exporting (2) global marketing (3) export marketing (4) full-scale international marketing (5) None of these 3. McDonald's and KFC satisfy hungry consumers in every hemisphere. This is an example of (1) globalization (2) customization (3) internationalization (4) regionalization (5) None of these 4. Global marketing involves developing marketing strategies as if the world is one market. Which one of the following marketing mix variables is MOST difficult to standardise for global marketing? (1) Brand name (2) Package (3) Media allocation (4) Labels (5) None of these 5. When Graphic Products decided to go international with its marketing effort, it adopted a totally global approach. Which one of the following factors did GP MOST likely experience difficulty with as the firm applied a global strategy for marketing? (1) Branding (2) Product characteristics (3) Packaging (4) Advertising (5) None of these

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6. When products are introduced into one nation from another, acceptance is far more likely (1) if prices are set very low (2) when bribes are paid to local officials to aid distribution (3) if there are similarities between the two cultures (4) if packaging is adjusted to match local customs (5) None of these 7. Which of the following is often used to raise revenue for a country and/or to protect domestic products? (1) A quota (2) A warning label (3) An embargo . (4) An import tariff (5) None of these 8. The____is the difference in value between a nation's exports and its imports. (1) balance of payments (2) export/import ratio (3) gross domestic product (4) net trade value (5) None of these 9. JCB would look to which of the following factors to determine how trade barriers would affect its ability to market its earth-moving equipment in various countries? (1) Political and legal forces (2) Interpersonal forces (3) Social forces (4) Technological forces (5) None of these 10. Which of the following statements about technological forces in international marketing is TRUE? (1) Television advertising can be used universally throughout the world (2) Much of the technology used in industrialised regions of the world may be ill-suited for developing countries (3) Because all countries have up-to-date postal services, direct mail advertising is always a viable option (4) Technology is generally not a problem in international marketing (5) None of these 11. USA Chemicals' president is very excited about the possibility of the firm's British subsidiary having access to the entire EU. He realises that it will be some time before this area truly becomes one market, primarily because of differences in (1) Available advertising media (2) Culture (3) Law (4) Technology (5) None of these 12. Countries in the Pacific Rim encompass -of the world's population. (1) 40% (2) 50% (3) 60% (4) 70% (5) None of these 13. The lowest level of commitment to international marketing, and also the most flexible approach, is (1) a joint venture (2) direct ownership (3) exporting (4) licensing (5) None of these 14. Export agents (1) bring buyers and sellers from different countries together and collect a commission for arranging sales (2) purchase products from different companies and sell them to foreign countries

(3) are specialists at understanding the needs of customers in foreign countries (4) arrange for licensing agreements between domestic and foreign countries (5) None of these 15. Cuisinart Corporation owns the Spalding name but does not produce a single golf club or tennis ball. This arrangement could indicate what type of organisational structure for international marketing? (1) exporting (2) trading (3) joint venture (4) licensing (5) None of these 16. Nuhitzu believes it has the technological expertise to produce communication systems that will be the leaders around the globe Boston Electronics is widely regarded as having excellent management systems and superior marketing programme .The two might form______to work together on a worldwide basis. (1) a licensing agreement (2) an export trading company (3) a joint agreement (4) a strategic alliance (5) None of these 17. Once a company makes a long term commitment to a foreign market that has a promising political and economic environment what becomes a possibility? (1) Exporting (2) Joint venture (3) Limited exporting (4) Direct ownership (5) None of these 18. ICI has subsidiaries in many countries. ICI is (1) an exporter (2) a licensing company (3) a trading company (4) a multinational company (5) None of these 19. Body Shop and Benetton are examples of companies which have employed-as a market entry strategy. (1) franchising (2) exporting (3) joint ventures (4) licensing (5) None of these 20. Which approach to international marketing involves least risk and minimum effort? (1) licensing (2) exporting (3) franchising (4) joint venturing (5) None of these Answers:

1.1 2.2 3.1 4.3

5.4 6.3 7.4 8.1

9.1 10.2 11.2 12.3

13.3 14.1 15.4 16.4

17.4 18.4 19.1 20.2

Set-04 1. The three major personal influences believed to affect the consumer buying decision process are: (1) perception, motives, and attitudes. (2) personality, learning, and perception. (3) emographic, situational, and attitudes. (4) situational, lifestyle, and demographic. . (5) None of these

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2. The purchase of_ is least likely to be affected by demographic factors. (1) a car (2) table salt (3) a computer for home use (4) fast food (5) None of these 3. Buyers tend to remember information inputs that support their beliefs and forget inputs that do not. This is known as selective (1) exposure. (2) distortion (3) retention. (4) information. (5) None of these 4. If a consumer receives information that is inconsistent with her or his feelings or beliefs, the consumer may alter this information. This is known as selective: (1) exposure. (2) distortion. (3) retention. (4) information. (5) None of these 5. Psychological forces that influence where a person purchases products on a regular basis are called: (1) convenience responses. (2) patronage motives. (3) shopping motives. (4) pattern responses. (5) None of these 6. A depth interview is MOST likely to be used to: (1) alter a buyer's attitudes toward a product. (2) influence a buyer's perceptions of a product. (3) discover a buyer's motives. (4) increase a buyer's knowledge of a product. (5) None of these 7. Having used both Rexona and Denim deodorants, Anna feels that Sure is a good product and the one that best meets her needs. She has formed _about Sure. (1) a motive (2) an evoked set (3) a cognition (4) an attitude (5) None of these 8. A consumer's buying decisions are affected in part by the people around him or her. These people and the forces they exert on a buyer are called (1) motivational influences. (2) social factors. (3) roles. (4) personality influences. (5) None of these 9. Damien is torn between buying a new swing set for his children and buying a new set of Wilson golf clubs for himself. He is experiencing: (1) attitude formation. (2) belief assessment. (3) role inconsistency. (4) cognitive dissonance. (5) None of these 10. Which one of the following is MOST likely to be a product for which both the purchasing decision and the brand decision are strongly influenced by reference groups? (1) Canned peaches (2) Instant coffee (3) Jeans (4) Bed linen (5) None of these 11. The car company developed a concept statement, "An inexpensive subcompact "green' car appealing to environmentally conscious people who want practical transportation and low pollution." This concept statement would be used (1) to develop concepts (2) for concept testing (3) to prepare for idea screening (4) to help generate new ideas

(5) None of these 12. How does a company estimate sales? (1) it examines past sales history of similar products (2) it conducts market research to survey consumers (3) it discusses manufacturing capacity with the plant manager (4) a and b (5) None of these 13. The strategy used during maturity to attempt to increase the consumption of the current product is called (1) customer modification (2) market modification (3) product modification (4) marketing mix modification (5) None of these 14. As a product manager on a product in the mature stages of the product life cycle, what should you specifically do to best market your product? (1) defend against competitive marketing tactics (2) prepare to discontinue the product (3) modify the product, market and the marketing mix (4) increase sampling programs (5) None of these 15. Setting prices as low as possible typically supports which of the following marketing objectives? (1) survival (2) current profit maximization (3) market-share leadership (4) product-quality leadership (5) None of these 16. Compaq Computer Corporation determined at what price they had to sell a computer for it to appeal to its target market. It then designed a computer with the cost structure to meet the targeted price. This is called (1) a non-price position (2) partial cost recovery (3) social price (4) target costing (5) None of these 17. The assistant category manager was told to use cost-plus pricing to evaluate the profit potential of new products- This involves (1) setting prices to reach a specific rate of return (2) adding a standard markup to the cost of the product (3) pricing products with the buyer's sense of value in mind (4) basing the prices on what the competition charges (5) None of these 18. Before setting his prices, each conducted a market research study to learn what consumers would pay. Zach appears to be using which type of pricing method? (1) cost-plus (2) target profit (3) value-based (4) going-rate (5) None of these 19. When automobile manufacturers offer options in specially priced deals, they are practicing a form of (1) product-line pricing (2) product-bundle pricing (3) captive-product pricing (4) by-product pricing (5) None of these

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20. Which, if any, of the following are reasons producers use intermediaries? (1) because of their greater efficiency in making goods' available to target markets (2) because of their contacts and experience with retailers' (3) because of their specialization in delivering goods as needed (4) All(l), (2) and (3) (5) None of these Answers:

1.4 2.2 3.3 4.2

5.2 6.3 7.4 8.2

9.3 10.3 11.2 12.4

13.2 14.3 15.3 16.4

17.2 18.3 19.2 20.4

Set-05 1. Which one of the following statements BEST characterises marketing research? (1) research is a continuous process, providing a constant How of information (2) research is conducted on a special-project basis (3) research is performed when routine information is required (4) research is the basis for making recurring marketing decisions (5) None of these 2. In the previous three years, four studies have been conducted on the characteristics of Tyrone Brick's clients. As the firm seeks to put together a report showing trends in this area, it has a hard time locating the information contained in these study reports. This firm seems to need: (1) a marketing research manager (2) a marketing databank (3) survey research (4) primary data (5) None of these 3. An intuitive manager could best be described as one who: (1) uses scientific problem solving (2) eliminates uncertainty in decision making (3) searches out facts and data systematically (4) uses personal knowledge and experience to make decisions (5) None of these 4. If Master Foods Ltd knows that its market share in Ireland has dropped 13 percent in the first quarter of the year but does not know what might have contributed to this decline, it is in which stage of the marketing research process? (1) hypothesis development (2) symptom identification (3) problem identification (4) data interpretation (5) None of these 5. Suppose marketers at Lever Brothers are trying to determine whether the use of money off coupons for detergent was the reason for a sales increase in a particular store. The type of study conducted to answer this question would be: (1) exploratory (2) descriptive (3) casual (4) qualitative (5) None of these

6.Marks and Spencer wants to learn about consumer attitudes toward mail order purchases and conducts a study to acquire this information, this study would best be classified as collecting _data. (1) casual (2) experimental (3) primary (4) secondary (5) None of these 7. When working on a job placement for a local retailer, Joan Halverson was sent to the library to look up data on population forecasts for Scotland. The population information she found would be considered-data: (1) primary (2) secondary (3) syndicated research (4) exploratory (5) None of these 8.Primary data are BEST described as the: (1) first batch of data collected for a specific study (2) data that are observed, recorded, or collected from respondents (3) data that were compiled for some purpose other than the study current study (4) data that are collected from a computerised data base (5) None of these 9.Data compiled inside or outside the organisation for some purpose other than the current research investigation are termed____data: (1) organizational (2) primary (3) secondary (4) exploratory (5) None of these 10. A valid study: (1) portrays the population being studied (2) establishes a casual relationship between variables (3) uses random sampling (4) measures what it is supposed to (5) None of these 11. Marketing researchers at Cumbria Ltd. repeated an experiment several times and discovered that the results produced each time were identical. This would suggest that the results were: (1) reliable (2) valid (3) usable (4) predictable (5) None of these 12. To set the price of a new dictionary, KIRAN PRAKASHAN needs to know how many dictionaries can be sold at different prices. The dependent variable in this example would be: (1) competition (2) book publishers (3) sales (4) price (5) None of these 13. Nestle develops a scale to measure young adults' attitudes toward snacking. There is concern that" if the questions were given to the same person several times they would produce different answers, Nestle is concerned about the scale's (1) validity (2) capacity (3) dependability (4) reliability (5) None of these 14. The University Book Shop selects 200 of its more than 8,000 customers to participate in a study on service quality in the shop. The Book Shop has established a _for use in its research: (1) population (2) field setting (3) dependent grouping (4) sample (5) None of these

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15. Ms. Mayawati is running for Parliament in the General Election. She needs to know the intended choices of the voters and will undertake a survey. All the voters on the Electoral Register in her constituency would be the study's: (1) sample (2) dependent variable (3) population (4) independent variable (5) None of these 16. In what type of sampling design is the final choice of respondents left up to the interviewer? (1) stratified sampling (2) random sampling (3) cluster sampling (4) quota sampling (5) None of these 17. Wessex Motors needs to assess the company's image relative to a new competitor. The time schedule is flexible, the research budget is very limited and a low response rate will not be a major problem. Wessex Motors will probably use_survey. (1) mail (2) telephone (3) random (4) personal interview (5) None of these 18. If Adidas needs to survey retailers attitudes on the availability of product literature in athletic shoe shops and needs the results with in four working days, Adidas will probably use_survey. (1) a mail (2) a telephone (3) a mall intercept (4) a personal interview (5) None of these 19. An item on the University Book Shop's survey asks respondents to tell the shop, in their own words, what they like least about textbook shopping. This item would be an example of_question. (1) an open-ended (2) a dichotomous (3) a forced-sum choice (4) a multiple choice (5) None of these 20. If Proctor and Gamble, the makers of Ariel, need to know what percentage of customers examine product labels before making a product selection in the supermarket, this could best be accomplished through: (1) focus groups (2) mail surveys (3) personal interviews (4) observation . (5) None of these

Answers:

1.2 2.2 3.4 4.3

5.1 6.3 7.2 8.2

9.3 10.4 11.1 12.3

13.4 14.4 15.3 16.4

17.1 18.2 19.1 20.4

Set-06 1. Lever Bros, markets a number of different brands of laundry detergents including Radion, Persil Power, Persil Colour and Surf. Each of these specific versions of laundry detergents can be described as: (1) a product item (2) a product line (3) a core product (4) a mix item (5) None of these 2. A brand name is one of the elements of the (1) core product (2) actual product (3) augmented product (4) All of the above (5) None of these

3. Procter & Gamble makes at least eight different detergents This illustrates: (1) product mix width (2) product mix consistency (3) product mix depth (4) market item width (5) None of these 4. A product item can be best described as a (1) component of a marketing mix. (2) particular type of brand. (3) specific characteristics of a company's product. (4) specific version of a product. (5) None of these 5. A group of closely related product items that are considered to be a unit because of marketing, technical, or end-use considerations is a product (1) category (2) dimension. (3) extension. (4) line. (5) None of these 6. The depth of a product mix is measured by the average number of (1) convenience products as compared with the number of specialty products. (2) different product lines offered by the company. (3) different products offered in each product line. (4) specialty products as compared with the number of convenience products. (5) None of these 7. Beatrice Company markets such diverse products as Rosarita Mexican foods and Samsonite luggage. These various offerings exhibit Beatrice's product mix (1) width. (2) depth. (3) length. (4) volume. (5) None of these 8. Aggressive pricing is typical during the__ stage of the product life cycle. (1) decline (2) growth (3) introduction (4) plateau (5) None of these 9. Sales usually start to decline _ of the product life cycle. (1) at the beginning of the termination stage (2) at the end of the growth stage (3) at the beginning of the decline stage (4) during the maturity stage (5) None of these 10. An ad that stresses "Demand the real Lucas Wine Cooler; accept no substitutes!" is best geared for which stage of the product life cycle? (1) Introduction (2) Growth (3) Maturity (4) Decline (5) None of these 11. Persil is the best selling laundry detergent in the UK. When Lever Bros, used the Persil brand name for its washing up liquid it was adopting-policy. (1) an individual branding (2) an overall family branding (3) a line family branding (4) a brand extension branding (5) None of these

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12. Firms that use-are less likely to damage their reputations if a new product fails. (1) individual branding (2) overall family branding (3) line family branding (4) brand extension branding (5) None of these 13. Which of the following is NOT a desirable feature for a brand name? (1) it can facilitate the introduction of new products (2) it can become used as the generic name for all products in the category (3) it can make it possible for the firm to engage in non price competition (4) it can help develop brand loyalty amongst buyers (5) None of these 14. Which of the following is an example of a manufacturers brand? (1) Sainsbury wines (2) Matsui televisions (3) Yessica dresses (4) Flymo lawn mowers (5) None of these 15. Andrex toilet tissue is a_ for Kimberly-Scott Corporation. (1) trade name (2) trade mark (3) brand name (4) brand mark (5) None of these 16. The Nike swoosh that is prominent on all of the firm's packaging, products, and advertising is a: (1) trade name (2) trade mark (3) brand name (4) brand mark (5) None of these 17. Own label brands are initiated and owned by (1) manufacturers only. (2) manufacturers and retailers. (3) wholesalers only. (4) wholesalers or retailers. (5) None of these 18. The major characteristic of own label brands is that (1) only retailers initiate and own the brand. (2) manufacturers are not identified on the product. (3) producers become involved with the marketing mix. (4) producers are identified on the product. (5) None of these 19. At one time, generic brands represented about 10 percent of all retail grocery sales. Today they account for (1) considerably less. (2) considerably more (3) about the same. (4) none of above (5) None of these 20. Dakotah, a South Dakota-based producer and marketer of fine home furnishings, authorized Dan River Mills to produce and market a line of sheets under the Dakotah name. This arrangement is an example of (1) brand extension. (2) brand licensing. (3) family branding (4) individual branding. (5) None of these

Answers:

1.1 2.2 3.3 4.4

5.4 6.3 7.1 8.2

9.4 10.2 11.4 12.1

13.2 14.4 15.3 16.4

17.4 18.2 19.1 20.2

Set-07

1.Consumer Products include: (1) Convenience Products (2) Shopping Products (3) Unsought Products (4) Specialty Products (5) All of the above 2. Which of the following is not included in the 4 P’s of marketing Mix : (1) Physical evidence (2) Place (3) Price (4) Product (5) Promotion 3.Anthropology is related with: (1) Society (2) Politics (3) Law (4) Economy (5) Demography 4. SWOT analysis include : (1) Strengths (2) Weaknesses (3) Opportunities (4) Threats (5) All of the above 5. Which of the following is not a positioning error: (1) Under positioning (2) Over positioning (3) Doubtful positioning (4) Inaccurate Positioning (5) All of the above 6. Product line refers to : (1) A group of closely related products (2) A set of all the products (3) Specific products (4) All of the above (5) None of these 7. Most of the opinion leaders are: (1) Laggards (2) Innovators (3) Early adopters (4) All of the above (5) None of these 8. GE matrix has : (1) 9 Cells (2) 12 Cells (3) 4 Cells (4) 3 Cells (5) 5 Cells 9. In GE Nine Cell Matrix Red colour indicate : (1) Expansion (2) Select (3) Divest (4) All of the above (5) None of these 10. In GE Nine Cell Matrix Yellow colour indicate: (1) Expansion (2) Select (3) Divest (4) All of the above (5) None of these 11. In GE Nine Cell Matrix Green colour indicate: (1) Expansion (2) Select (3) Divest (4) All of the above (5) None of these

9

12.A product may be : (1) Consumer product (2) Industrial product (3) Durable product (4) Non-durable product (5) All of the above 13.Dumping is a form of : (1) Pricing method (2) Market segmentation (3) Price discrimination (4) All of the above (5) None of these 14. WTO came into existence on (1) 1st January 1999 (2) 1st January 1997 (3) 1st January 1990 (4) 1st January 1995 (5) 1st January 1992 15. The data which is collected first time is known as: (1) First hand data (2) Right data (3) Both (1) and (2) (4) Primary data (5) None of these 16.Database is a source of (1) Reliable data (2) Correct data (3) Primary data (4) Secondary data (5) None of these 17.Which of the following is the tool of sales promotion? (1) Personal selling (2) Direct selling (3) Publicity (4) Advertising (5) Customer promotion 18. Which of the following is not related with international marketing : (1) Export (2) Licensing (3) Penetration (4) Exchange risk (5) Legal Status 19.Which of the following is Trading Block? (l)AFTA (2) ASEAN (3) NAFTA (4) SAARC (5) All of the above 20. MNCs can be classified on the basis of: (1) Structure (2) Size (3) Performance (4) Behavior (5) All of the above Answers:

1.5 2.1 3.4 4.5

5.4 6.1 7.3 8.1

9.3 10.2 11.1 12.5

13.3 14.4 15.4 16.4

17.5 18.3 19.5 20.5

Set-08 1.Consumer information sources are (1) personal source and commercial source (2) public source (3) experiential source (4) All of the three above (5) Only (1) and (2) 2.Zero-Based Budgeting (ZBB) means (1) a tool for marketing cost analysis (2) a tool for financial analysis (3) each year, budgeting starts from a scratch (4) a certain percentage of sales (5) Only( 1)and (2) 3. The advantages of telephone-interview are- (1) relatively low cost per interview (2) good for reaching important people who are inaccessible (3) securing co-operation which is not always possible

(4) All of these (5) Only (1) and (2) 4. The abbreviation ISP stands for__ (1) International Spy Project (2) Indian Social Planning (3) Initial Service Provider (4) Internet Service Provider (5) None of these 5. The best advertisement is (1) glow sign boards (2) on internet (3) T.V. Media (4) Print Media (5) a satisfied customer 6. According to product life cycle theory, the profit is maximum in : (1) Developed Stage (2) Early stage (3) Matured Stage (4) Declined Stage (5) None of these 7. In banks ROA means — (1) Rate of Allocation (2) Return on Assets (3) Return on Advances (4) Ratio of Assets (5) Only (2) and (3) 8. In the context of globalization, BPO means- (1) British petroleum Organisation (2) British Passport Office (3) Budgeting Process Orientation (4) Business Process Orientation (5) Business Process Outsourcing 9. Which of the following expresses Maslow's Motivation Theory best? (1) Importance of motivation of customer development (2) Why people are driven by particular need at particular times (3) Where human needs are arranged in a hierarchy (4) All of these (5) Only (2) and (3) 10. SWOT analysis refers to- (1) marketing tool to understand constraints and potentials of self and competitor (2) external environment analysis (3) internal environment analysis (4) strategic planning for selling product (5) South-West organization for trade 11. Which of the following forms the highest share in household savings in India ? (1) Deposits (2) Currency (3) Share & Debentures (4) Real estate (5) Physical asset 12. This component is required to process data into information and consists of integrated circuits. (1) Hard disk (2) RAM (3) CPU (4) ROM (5) None of these 13. In today's changing banking scenario, aggressive promotion of business is necessary where the competition exists on- (1) branch up-keep (2) expeditious service (3) use of advanced digital technology (4) delightful customer service (5) All of these

10

14. Which of the following means of communication is most popular media skill for propaganda among the people ? (1) Magazines (2) Television (3) Radio (4) Outdoor exhibition (5) None of these 15. When you desire to promote a customer, who of the following is a customer as defined by a bank? (1)A person regularly visiting bank (2) A person regularly getting bank drafts issued (3) A person regularly maintaining a loan/deposit account (4) A person regularly getting bank drafts encashed (5) A person functioning as agent for a person maintaining a deposit account 16. In banks, loans & advances are considered as- (1) assets (2) liabilities (3) resources (4) cause of expenditure (5) None of these 17. In the era of globalisation of business, M & A means- (1) Money & Assets (2) Marketing & Alliances (3) Mergers & Acquisitions (4) Means & Acquisition (5) Markets & Acquisitions 18. I understand marketing as- (1) Only selling (2) meeting human & social needs profitably (3) to focus on customer (4) to focus only on producing goods/service (5) Only (2) and (3) 19. For an economic organization like bank, MIS means —— (1) Middle Income Scheme (2) Management Information System (3) Management of Information & Science (4) Marketing Information System (5) Only (2) and (3) 20. The balance sheet of an organization gives information regarding- (1) result of operations for a particular period (2) the financial position as on a particular date (3) the operating efficiency of the firm (4) financial position during a particular period (5) the operating health of the firm Answers:

1.4 2.3 3.4 4.4

5.5 6.1 7.2 8.5

9.4 10.1 11.5 12.3

13.3 14.2 15.1 16.1

17.3 18.5 19.2 20.2

Set-09 1. Prior to the Industrial Revolution, selling was no problem and no sales team is required because— (1) Marketing was not a subject then (2) People was not a subject then (3) People don't want to sell anything (4) Small-scale enterprises dominated the economic scene

(5) None of these 2.A form of distribution in which manufacturer makes an agreement, with a middleman in each market area stipulating that the distribution of the product with- in that is to be confined solely to that middleman is known as — (1) Mass distribution (2) Exclusive agency distribution (3) Selective distribution (4) Price distribution (5) None of these 3. The long term objective of marketing is — (1) Customer satisfaction (2) Profit maximisation (3) Cost cutting (4) Profit maximisation with customer (5) None of these 4. Which among the following is statistical indicator for equality in income distribution (1) Gini coefficient (2) Price indices (3) GNP (4) GDP (5) None of these 5. Short-term planning focuses on (1) functional plans (2) long term objectives (3) specific goals (4) both (1) and (3) (5) None of these 6. In marketing terms, Attitude can best be defined as a (1) rude behaviour of salesperson (2) rude behaviour of consumer (3) mental state of consumer (4) ego of the marketing executive (5) None of these 7. The nominal scale used for marketing research, refers to- l) population characteristics based on age or sex or ownership of a specific consumer durable (2) ordering of scale (3) Both (1) and (2) (4) Neither (1) nor (2) (5) None of these 8. Reference group influences vis- a-vis consumption decision, is a function of the — (1) product category (2) group characteristics (3) group communication process (4) All of the above (5) None of these 9. Just in time (JIT) technique is getting wider acceptance world over. The technique was first introduced in (1) India (2) Indonesia (3) Japan (4) America (5) None of these 10. 'Gale keepers — (1) use the products (2) reports on product performance (3) control the flow of information into buying centre (4) issue challan for discharge of products (5) None of these

11

11. Consumer Day is celebrated on— (1) 15th March (2) 16th March (3) 20th April (4) 20th March (5) None of these 12. A situation whereby market is expanded by developing new products to satisfy new consumer needs is called — (1) Market development (2) Diversification (3) Both (1) and (2) (4) Neither (1) nor (2) (5) None of these 13. The level of commitment that consumers feel toward a given brand is called — (1) Brand equity (2) Brand name (3) Brand loyalty (4) Brand utility (5) None of these 14. Assigning specific jobs and work places to the selected candidates is known as — (1) Placement (2) Recruitment (3) Transfer (4) Promotion (5) None of these 15. As a counsellor, a personnel manager— . (1) reminds ihe management of moral obligations towards employees (2) encourages the employees (3) tries to settle the disputes between labour and management (4) All of the above (5) None of these 16. Which among the following is not included in fringe benefits available to an employee ? (1) old age survivors benefits (2) pensions (3) gratuities (4) Both (l)and (2) (5) None of these 17. Which among the following is an example of tele conferencing ? (1) Computer conferencing (2) Audio conferencing (3) Video conferencing (4) All of the above (5) None of these 18. Information systems can assist managers by — (1) providing information (2) providing data on internal sources (3) directing (4) All of the above (5) None of these 19. Which among the following is a disadvantage of an EDI system ? (1) Speed (2) Errors (3) Expensive (4) Mismatch (5) None of these 20. In online marketing, there is (1) no exchange (2) exchange is the core of marketing (3) Guarantee (4) Only warranty (5) None of these Answers:

1.1 2.2 3.4 4.1

5.4 6.3 7.1 8.4

9.3 10.3 11.1 12.2

13.3 14.1 15.2 16.5

17.4 18.4 19.3 20.1

Set-10 1. Cross-selling covers (1) identifying customer needs (2) matching the products to customer needs (3) convincing the customers of product benefits (4) responding to questions and objections of customers (5) All of these 2. A prospect means (1) any customer who walks into the bank (2) an employee of the bank (3) a customer who is likely to be interested in bank's product or service (4) a depositor of the bank (5) a borrower of the bank 3- A Lead means (1) a prospect who is more likely to avail of the Bank's Product. (2) a political leader (3) a religious leader (4) a bank chairman (5) None of these 4. Innovation means (1) compensation (2) inspiration (3) additional perquisites (4) implementing new ideas or new methods (5) None of these 5.A Call means (1) calling on friends (2) calling on bank employees (3) calling on prospective customers (4) to make telephone calls (5) calling on relatives 6. The Traditional Marketing style involves (1) Telemarketing (2) Digital Marketing (3) Indirect Marketing (4) Direct Marketing (5) All of these 7. Modern methods of Marketing include (1) Publicity on the net (2) Advertisement on the net (3) Soliciting business through e-mails (4) Telemarketing (5) All of these 8. A true marketing requires (1) Command and order mindset (2) Control mindset (3) Active mindset (4) Passive mindset (5) None of these 9. Which of the following sentences is true? (1) Marketing is not required in a Buyers' Market (2) Marketing is not required in a Sellers' Market (3) Marketing is not required due to globalisation (4) Marketing is not required due to competition (5) Marketing is not required due to liberalisaition

12

10. For effective marketing, the sales-men should have which of these qualities? (1) Creativity (2) Team spirit (3) Motivation (4) Effective communication skills (5) All of these 11. Market information means (1) knowledge of shops and bazaars (2) knowledge of shopping malls (3) knowledge of customer profile and product mix (4) knowledge of various- languages (5) None of these 12. Market Research is needed for (1) deciding the market area (2) deciding the right product to be sold (3) making proper marketing decisions (4) deciding right time to sell (5) All of these 13. Which of the following statements is true? (1) Marketing makes the company to go into loss due to higher expenses (2) Marketing is not required in profit-making companies (3) Marketing sharpens the minds of the employees (4) Marketing is a time-bound seasonal function (5) Marketing is a waste of time 14. Marketing Plan helps in (1) better lead generation (2) better systems (3) better results (4) improved Balance Sheet (5) better customer service 15. If Marketing is done effectively, which of the following is not required ? (1) Advertisement (2) Publicity (3) Market Research (4) Market Segmentation (5) None of these 16. Motivation means (1) Inspiring employees to perform better (2) Better Communication Skills (3) Sales Coaching (4) Market Research (5) None of these 17.In a Selling Process in today's world (1) only standard products are sold (2) no customization required (3) the seller need not have product knowledge (4) the seller should aim at customer satisfaction (5) only quantum of sales matters 18. Find the true statement (1) Marketing is a waste of the employees's time (2) Marketing is not required in India due to its vast population (3) Marketing involves additional work (4) Marketing involves team work (5) Marketing is not required today due to IT advancement 19.A Target Market is (1) entire country (2) entire city (3) entire globe (4) that which consists of customers who need the identified product (5) All of these

20. Sales forecasting involves (1) Sales Planning (2) Sales Pricing (3) Distribution Channels (4) Consumer Tastes (5) All of these Answers:

1.5 2.3 3.1 4.4

5.3 6.4 7.5 8.3

9.2 10.5 11.3 12.5

13.3 14.3 15.2 16.1

17.4 18.4 19.4 20.5

Set-11 1. Marketing is (1) Consumer oriented (2) Competitors oriented (3) Producer oriented (4) Both (1) and (2) (5) Both (2) and (3) 2. Warehousing Management does not include (1) Space determination (2) Stock layout (3) Stock design (4) Stock placement (5) Order picking procedure 3. A marketing technique where marketer plays a specific role in a particular segment is called (1) Mass marketing (2) Niche marketing (3) Strategic marketing (4) Modelling (5) Communication marketing 4. In the case of such goods where consumer normally compares price, quality delivery etc are called (1) Shopping goods (2) Speciality goods (3) Staple goods (4) Derived demand (5) Luxury goods 5. Which among the following is not an example of convenience goods ? (1) Tea (2) Coffee (3) Soap (4) Tooth paste (5) Umbrella in rainy season 6. Vegetable market in India is nearly an example of (1) Perfect Competition (2) Monopoly (3) Oligopoly (4) Imperfect Competition (5) High Monoposory 7. In Marketing Mix 4 P's imply (1) Product, Price, Place, Promotion (2) Product, Price, Policy, Place (3) Product, Place, Promotion, Policy (4) Place, People, Product, policy (5) Promotion, Product, Price,People 8. A bed in a hotel for night haulting is an example of (1) Core Product (2) Augmented Product (3) Expected Product (4) Potential Product (5) Main Product 9. Marketing Planning helps in (1) avoiding future uncertainties (2) achieving objectives (3) control (4) complete satisfaction (5) All of the above

13

10. Which among the following is not a tool for Marketing Planning appraisal? (1) External appraisal (2) Internal appraisal (3) Gap analysis (4) SWOT analysis (5) PCOT analysis 11. In market segmentation, which among the following is not an Economic Component ? (1) Age (2) Sex (3) Both (1) and (2) (4) Income level (5) Taxes 12. A defence strategy of identifying weakness in the competitor and aggressively going after that market niche is called (1) Pre-emptive (2) Counter offensive (3) Mobile defence (4) Position defence (5) Flanking defence 13. When a firm sells off part of its business to another organisation, it is called (1) Diversification (2) Divestment (3) Pruning (4) Strategy (5) Joint venture 14. The research which is basically concerned with establishing cause and effect relationship, is called (1) Diversified Research (2) Technical Research (3) Casual Research (4) Predictive Research (5) Exploratory Research 15. ACE provides door-to-door service for Godrej and McDonald products, it is an example of (1) Third Party delivery (2) First Party delivery (3) Multi-Channel delivery (4) Diversified Marketing (5) Horizontal Marketing 16. The goods which are used for further production are called (1) Durable goods (2) Market goods (3) Derived goods (4) Consumer goods (5) Capital goods 17. Which among the following a fixed expense in Sales Budget ? (1) Incentives (2) Rent (3) Communication Expense (4) Commission (5) Awards 18. Which among the following is a feature of good forecasting method ? (1) Accuracy (2) Simplicity (3) Economy (4) Availability (5) All of the above 19. A person who ultimately determines any part or whole of the buying decision is called (1) Decider (2) Buyer (3) User (4) Influencer (5) Initiator 20. A package which has a secondary usefulness after its contents have been consumed, is called (1) Dual use Package (2) Bulk Package (3) Both (1) and (2) (4) Consumer Package (5) Industrial Package Answers:

1.1 2.5 3.2 4.1

5.5 6.1 7.1 8.1

9.5 10.5 11.3 12.2

13.2 14.3 15.1 16.5

17.2 18.5 19.1 20.1

Set-12 1. Bank Marketing means (1) Selling of banks (2) Buying of banks (3) Merger of banks (4) Selling bank's products and services (5) Selling various items in banks 2. Proper pricing is needed for (1) Extra charges for extra services (2) Levy of VAT (3) Good customer service (4) Putting burden on the customer (5) Service with extra facilities 3. A lead means (1) A Bank's marketing staff (2) A Religious leader (3) Bank's chairman (4) Target customer (5) Leash tied to a dog 4. A good salesman should be (1) Aggressive (2) Pushy (3) Fierce (4) Polite, but firm (5) Talkative 5. Relationship Selling means (1) Preparing a list of relatives (2) Cross-selling (3) Selling to relatives (4) Selling to strangers (5)Telemarketing 6. Find the incorrect statement (1) Marketing has no relevance in Public Sector Banks (2) Marketing has no relevance in Private Sector Banks (3) Marketing has no relevance in Foreign Banks (4) All of these (5) None of these 7. Marketing is not required in one of the following products. That is (1) Sale of Credit/Debit Cards (2) Sale of Net Banking (3) Sale of Corporate Loans (4) Sale of Retail Loans (5) None of these 8. HNI means (1) Highly Negative Individual (2) High Networth Individual (3) High Neutral Individual (4) Highly Necessary Individual (5) All of these 9. Digital Banking means (1) Banking with calculators (2) Banking with digital instruments (3) Internet Banking and Telebanking (4) Export finance (5) None of these 10. Home Loans are granted to (1) Individuals (2) Institutions (3) Builders (4) All of these (5) None of these

14

11.Credit Cards are used for (1) Cash withdrawals (2) Purchase of air tickets (3) Purchase of consumable items from retail outlets (4) All of these (5) None of these 12. The ATMs are (1) Branches of banks (2) Manned counters of banks (3) Unmanned, cash dispensers (4) All of these (5) None of these 13. Internet Banking means (1) Meeting of Banks on the Net (2) Net Practice (3) Banking transactions through internet (4) Transactions with foreign countries (5) All of these 14. Customer Loyalty means (1) Shifting of customers from one bank to another (2) Customers banking with one bank exclusively (3) Customers returning lost items (4) Customer giving gifts to banks (5) None of these 15. A Marketing Plan is necessary for (1) Having a focussed approach to marketing (2) To decide marketing strategies (3) To decide product strategy (4) To decide advertising strategy (5) All of these 16.Public Relations is required for (1) Improving customer service in the company (2) Improving marketing functions in the company (3) Better atmosphere in the company (4) All of these (5) None of these 17. One of the following qualities is not required for effective marketing. That is (1) Self-motivation (2) Effective communication skills (3) Team work (4) Perseverance (5) Sympathy 18. Gift of the gab means (1) Distributing gifts (2) Collecting garbage (3) Multi-linguist (4) Good communication skills (5) Short-tempered 19. Rural Marketing involves (1) Selling to farmers and agriculturists (2) Selling to rural households (3) Selling to rural industries (4) Arranging meals (5) All of these

20.Find the incorrect statement (1) Marketing is redundant in computerised banks (2) Marketing is redundant in foreign countries (3) Marketing is redundant in private establishments (4) Marketing le redundant in Government establishments (5) All of these Answers:

1.4 2.3 3.4 4.4

5.2 6.4 7.5 8.2

9.3 10.1 11.4 12.3

13.3 14.2 15.5 16.4

17.5 18.4 19.5 20.5

Set-13 1. Proper Marketing requires —. (1) Planning (2) Sympathy (3) Knowledge of products (4) (1) and (2) both (5) (1) and (3) both 2. Market information means (1) Knowledge of companies (2) Cross- country information (3) Knowledge of related markets (4) Selling to existing customers (5) None of these 3. Relationship Selling means (1) Preparing a list of relatives (2) Cross- selling (3) Selling to relatives (4) Selling to strangers (5) Tele marketing 4. Qualities of a good Salesman are : (1) Patience and politeness (2) Empathy and Perseverance (3) Steadfast and Committed (4) (1) and (2) both (5) All(l), (2) and (3) 5. A lead is useful for (1) A marketing staff (2) A team leader (3) Bank's Chairman (4) An industry making lead products (5) Not useful, as it is poisonous 6. Market Research is needed_. (1) For extra service charges (2) For levy of VAT (3) For good customer service (4) For effective selling (5) There is no need for Market Research

15

7. Marketing and Selling are (1) Not required if profit is high (2) Not required if sales are high (3) Not required in monopolistic conditions (4) All of the above (5) None of these 8. 4 P's of Marketing means : (1) Primary Marketing techniques. (2) Person, Place, Product and Promotion (3) Promoting Authority (4) Purpose, Place, Passion, and Product (5) None of these 9. Market Segmentation means (1) Dividing the market into various groups (2) Segmenting by age (3) Segmenting by tastes (4) Segmenting geographically (5) All of the above 10. Digital Marketing means - (find the correct option) (1) Selling with calculators (2) Marketing of digital instruments (3) Marketing through Internet and Telephones (4) Export finance (5)None of these 11. Customer Database means: (1) Customers biodata (2) Customer Loyalty (3) Customers Loans details (4) Information on customers'needs (5) None of these 12. Bank Marketing is necessary due to- (1) Globalisation (2) Recession (3) Merger of banks (4) Shortage of resources (5) Selling various different items in banks. 13. Marketing Plans are used for (1) Doing Research by Marketing students. (2) Planning Departments (3) Purchase of consumable items from retail outlets (4) All of the above (5) None of these 14. Customer Database is used by_. (1) Individuals (2) Institutions (3) Builders (4) Marketing experts (5) None of these 15. Customisation means (1) Designing products to suit the Company (2) Designing strategies to suit the Company (3) Designing products to suit individual customers (4) All of the above (5) None of these 16. Product mix means (1) Distributing a mix of products (2) Collecting ideas to sell better (3) Satisfying the customers (4) Bundle of products required by the customer (5) Various products designed by the Company

17. Selling skills are judged by (1) Number of goods sold (2) Amount of profit earned (3) Number of customers converted (4) All of the above (5) None of these 18. Rural marketing involves (1) Selling to rural banks (2) Selling by rural banks (3) Selling to rural customers (4) Arranging industrial exhibitions (5) All of the above 19. Direct Marketing is necessary for (1) Having a focussed approach to marketing (2) Boosting sales (3) Better customer contacts (4) All of the above (5) None of these 20. Marketing of Internet Banking means (1) Meeting of Banks on the net (2) Net practice (3) Marketing the usage of Banking transactions through Internet. (4) Transactions with foreign countries (5) All of the above Answers:

1.5 2.3 3.2 4.5

5.1 6.3 7.5 8.2

9.5 10.3 11.1 12.5

13.5 14.4 15.3 16.5

17.4 18.5 19.4 20.3

Set-14 1. Difference between Direct and Indirect Bank Marketing is — (1) Direct Marketing is to Bank's employees, Indirect is to outsiders (2) Direct Marketing is to outsiders, Indirect is to employees (3) Direct Marketing is to Bank's owners. Indirect is to outsiders . (4) Direct Marketing is to other Banks employees. Indirect is to outsiders (5) None of these 2. Transaction Marketing means — (1) Marketing only to strangers (2) Mere selling of goods (3) Doing banking transactions (4) All of the above (5) None of these 3. In Marketing it is necessary to identify — (1) Potential sellers (2) Selling employees (3) Potential products and services (4) Key existing and potential customers (5) All of the above

16

4. NRI is an easy target for effective marketing because — (1) he likes Indian goods (2) he does not like Indian goods (3) he is easily approachable (4) it is cheaper to contact NRIs (5) There are special products designed for NRIs 5. A DSA helps in — (1) Boosting Direct Sales (2) Contacting customers Net (3) Indirect Marketing (4) Direct Telemarketing (5) None of these 6. Marketing is required for — (1) Boosting production (2) Boosting sales (3) Boosting profits (4) Improving customer service (5) All of the above 7. A cold call is — (1) Best way to do Marketing (2) A last resort for Marketers (3) Marketing at random (4) All of the above (5) None of these 8. A call can be effective by — (1) Making a phone call (2) Sending an e-mail (3) Calling on friends (4) Service with several facilities (5) Personally calling on prospective customers 9. Good Selling skills involves — (1) Alertness (2) Knowledge of competition (3) Perseverance (4) Empathy (5) All of the above 10. Which of the following is not channel for bank marketing ? (1) Telemarketing (2) Internet Banking (3) Mobile banking (4) Existing satisfied customers (5) None of these 11. A Prospect means — (1) a person likely to work Bank (2) college syllabus (3) a Religious head (4) a likely buyer (5) None of these 12. Product development is — (1) Useful for bank marketing (2) Not useful for bank marketing (3) They have no role to play in bank marketing (4) All of the above (5) None of these

13. Marketing is successful when — (1) Demand exceeds supply (2) Supply exceeds demand (3) Exports are heavy and costly (4) Salesmen are effectively trained (5) All the above situations 14. In Marketing, Market penetration means — (1) Entering likely Purchasers' houses (2) Entering stores and shops (3) Covering a wide area of the market (4) All of the above (5) None of these 15. Innovation helps in — (1) Designing new products (2) Improving marketing functions (3) Increasing sales (4) New methods for increasing prospects (5) All of the above 16. Marketing strategy means — (1) New ideas to true more customers (2) New methods to retain the customers (3) New ways to contact the new customers (4) New marketing techniques (5) All of the above 17. Successful Marketing strategies need — (1) Knowledge of customers' tastes (2) Good leadership (3) Proper direction and guidance (4) Knowledge of peers (5) All of the above 18. Promotion means — (1) Additional responsibility (2) Doing research in marketing (3) Advertisement and publicity for marketing (4) Going up the ladder in Government establishments (5) All of the above 19. Diversification means — (1) Marketing in diverse countries (2) Marketing in diverse companies (3) Making new, diverse products (4) Used only for transactions with foreign countries (5) All of the above 20. Motivation is very much required effective marketing. What other qualities are required ? (1) Confidence (2) Effective Communication skills (3) Team work (4) Perseverance (5) All of the above

Answers:

1.5 2.4 3.5 4.5

5.4 6.5 7.2 8.5

9.5 10.5 11.4 12.1

13.4 14.3 15.5 16.5

17.5 18.3 19.5 20.5

17

Set-15 1- Marketing is required in due to (1) globalization (2) computerization (3) increase in population (4) government dictates (5) None of these 2. Marketing is (1) a day-to-day function (2) a one-off affair (3) a one-man show (4) a collective process (5) a means to earn extra income 3. Qualities needed by a good marketing staff are (1) Aggressiveness (2) Pushy (3) Perseverance (4) Politeness (5) only (3) and (4) 4. Marketing should be resorted (1) only among rich persons (2) only among the poor (3) only in crowded areas (4) depends on the product (5) depends on the banks 5. HNI means (1) High Income Individual (2) Honest Marketing Staff (3) High Networth Individual (4) Honest Neutral Individual (5) None of these 6. Marketing Strategies means (1) plan for effective marketing (2) type of marketing style (3) market demands (4) All of these (5) None of these 7. Market Plan is (1) an action plan for day-to-day marketing (2) effective selling steps (3) effective buying steps (4) a comprehensive documents for marketing strategies (5) All of these 8. The meaning of digital marketing is (1) selling digital goods (2) selling calculators (3) selling through internet (4) All of these (5) None of these 9. Target group means (1) all employees (2) short-listed group (3) all the marketing staff (4) sales representatives (5) group of people likely to buy the identified product 10. The target group for Home Loans are (1) individuals (2) salaried persons (3) businessmen (4) professionals (5) All of these

11. Customer Service (1) is an integral part of marketing (2) has no role in marketing (3) is required only by salesmen (4) is not required by salesmen (5) None of these 12. Public Relations is (1) part of Customer Service (2) part of Marketing (3) part of Image Building (4) All of these (5) None of these 13. Bancassurance means (1) assuring to repay bank loans (2) assuring to repay credit card dues (3) assuring to repay home loan dues (4) insurance of banks (5) selling of Insurance (assurance) products by a bank 14. Relationship Marketing (1) selling to relatives (2) selling by relatives (3) after sales service (4) cross-selling (5) All of these 15. Motivation means (1) keeping the salesmen happy (2) keeping the staff happy (3) more enthusiasm (4) more team-work (5) All of these 16. Effective communication is (1) not required if demand exceeds supply (2) a sine-qua-non for marketing (3) good vocabulary (4) All of these (5) None of these 17. Customisation means (1) products for specific customers (2) good customer service (3) bad customer service (4) after-sales service (5) None of these 18. Marketing can be attractive if (1) salesmen are attractive (2) customers are attractive (3) more customers are attracted (4) All of these (5) None of these 19. Buyer Resistance means (1) buyers fighting with the salesmen (2) reluctant salesmen (3) indifferent salesmen (4) hesitant buyers (5) None of these

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20. Closing the Sale means (1) close down marketing functions (2) stop selling (3) successful completion of a call (4) All of these (5) None of these Answers:

1.1 2.4 3.5 4.4

5.3 6.4 7.4 8.3

9.5 10.5 11.1 12.4

13.5 14.4 15.5 16.2

17.1 18.3 19.4 20.3

Set-16 1. Digital Banking can be resorted through: (1) Mobile phones (2) Internet (3) Telephones (4) All of these (5) None of these 2. Delivery Channel means — (1) maternity wards (2) Handing over the products to the buyers (3) Place where products are made available to the buyers (4) All of these (5) None of these 3. Market Expansion means — (1) hiring more staff (2) firing more staff (3) buying more products (4) buying more companies (5) growth in sales through existing and new products 4. Effective marketing helps in — (1) developing new product (2) creating a competitive environment . (3) building demand for products (4) All of these (5) None of these 5. One of the methods for Market Monitoring is — (1) to watch TV serials (2) to discuss with other sales persons (3) to monitor media outlets (4) All of these (5) None of these 6. Source of Sales Leads are ___ (1) Data Mining (2) Market Research (3) Media outlets (4) Promotional Programs (5) All of these 7. Promotion in Marketing means — (1) passing an examination (2) elevation from one grade to another (3) selling the products through various means (4) Selling the product in specific area (5) All of these 8. A Call in Marketing means : (1) to phone the customers (2) to visit the customers

(3) to visit the Marketing site (4) to call on prospective customers (5) None of these 9. Value-Added Service means : (1) costlier products (2) additional benefits at the same cost (3) extra work by the sales persons (4) All of these (5) None of these 10. Rural Marketing can be more effective if it is arranged through: (1) melas (2) village fairs (3) door to door campaigns (4) All of these (5) None of these 11.The target group for marketing of Educational Loans is : (1) all customers (2) students (3) only poor students (4) students with good academic record (5) All of these 12. After sales Service is not the job of: (1) Marketing staff (2) Sales persons (3) Directors of the Company (4) Employees of the Company (5) All of the above are false 13. Innovation means: (1) product designing (2) new ideas (3) motivation (4) Only (1) and (2) (5) Only (2) and (3) 14.A good Sales person should have following quality/qualities: (1) job commitment (2) sociability (3) empathy (4) All of these (5) None of these 15.Successful marketing aims at : (1) increasing the sales volume (2) increasing the profits (3) increasing the output of the sales persons (4) All of these (5) None of these 16. Internet Marketing means : (1) Marketing to oneself (2) Marketing to the core group (3)Marketing to the employees (4) All of these (5) None of these 17. Market Survey means (1) Market Research (2) Market Plan (3) Marketing Strategies (4) Market Monitoring (5) All of these 18. Rural Marketing need not be resorted to because : (1) rural persons do not understand marketing (2) it is not cost viable

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(3) it is a waste of time (4) all the statements are false (5) all the statements are true 19. Networking makes Marketing : (1) very difficult (2) very cumbersome (3) easy to handle (4) has no role in marketing (5) None of these 20.The target Group for marketing of Internet Banking is : (1) all customers (2) all literate customers (3) all computer literate customers (4) only borrowers (5) All of these Answers:

1.4 2.3 3.5 4.4

5.2 6.5 7.3 8.4

9.2 10.4 11.4 12.5

13.4 14.4 15.4 16.5

17.1 18.4 19.3 20.3

Set-17 1, Marketing in Banks is defined as (1) Negotiable Instruments Act (2) Banking Regulation Act (3) Reserve Bank of India Act (4)CompaniesAct (5) None of these 2. Marketing in banks is (1) a one-day function (2) a one-man function (3) a one-off affair (4) All of these (5) None of these 3. Effective .Marketing helps in (1) boosting the purchases (2) boosting the sales (3) diversified business (4) realisation of dreams (5) All of these 4. A 'Buyer's Market' means (1) buyers, are also sellers (2) sellers are also buyers (3) there are not sellers (4) demand exceeds supply (5) supply exceeds demand 5. The sequence of a sales process is (1) a call, a lead, presentation and sale (2) a lead, a call, presentation and sale (3) presentation, sale, lead and call (4) presentation, lead, sale and call (5) sale, call, lead and presentation 6. A presentation means (1) display of products (2) explaining the utility of products

(3) a gift (4) display of communication skills (5) All of these 7. A 'lead' means (1) a buyer (2) a seller (3) a company Intending to sell its products (4) a prospective buyer (5) a disinterested buyer 8. 'Benchmark' means (1) products line up on bench (2) salesmen sitting on a bench (3) set standards (4) marks on a bench (5) None of these 9. 'Customisation' means (1) customers' personal accounts (2) customers selling goods (3) special products for each customer (4) better relations (5) All of these 10. Customer Retention means (1) retaining the customers at the Bank for the full day (2) quick disposal (3) customers dealing with the same bank for a long time (4) better standards (5) All of these 11.Value-added services means (1) giving full value for money (2) better value for better price (3) costlier service (4) additional service (5) All of these 12."POS" means (in marketing) (1) Preparation for Sales (2) Point of Superiority (3) Point of Sales (4) Primary Outlook of Salesmen (5) Position of Sales 13. 'Niche' Market means (1) a free market (2) a social market (3) equity market (4) capital market (5) a specified market for the target group 14. A Market Plan Is (1) company's prospectus (2) same as Memorandum of Association (3) a document for marketing strategies (4) business goals (5) action plan for better production 15. "HNI" In Marketing means (1) High Number Influence (2) Highly Negative Individual (3) High Networth Improvement (4) High Networth Individual

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(5) High Inspired National 16. One of the following is not required for effective marketing. Find the same. (1) Motivation (2) Empathy (3) Communication skills (4) Sympathy (5) Perseverance 17. Effective communication skills not required in marketing if (1) demand exceeds supply (2) supply exceeds demand (3) buyer is illiterate (4) seller is illiterate (5) None of these 18. Competition helps to (1) diminish sales (2) boost sales (3) neutral effect (4) All of these (5) None of these 19. Negotiation skills help in (1) arriving at a consensus (2) breaking the ice (3) carry marketing further (4) Mutual win-win result of bargaining (5) All of these 20. Relationship Marketing is useful for (1) trade between relatives (2) trade between sister concerns (3) cross-selling of products (4) preparing a list of relatives (5) There is no such term as Relationship Marketing 21. Marketing is not required for which one of the following products ? (1) Corporate Loans (2) Export Business (3) Import Business (4) Credit Card Business (5) None of these 22. ATM means (1) Any Time Marketing (2) Any Time Money (3) Any Time Machine (4) Automated Teller Machine (5) Automatic Teller Money 23. Good Public Relations indicate (1) Improved Marketing skills (2) Improved Brand Image (3) Improved Customer Service (4) All of these (5) None of these 24. One way of Market Monitoring is (1) Monitor performance of sales persons (2) Monitor SENSEX (3) Monitor Media Outlets (4) Monitor profits (5) None of these 25. Networking helps in marking Marketing Function

(1) a difficult task (2) a laborious task (3) an easy task (4) Networking has nothing to do with Marketing (5) Networking has only a partial role to play in Marketing Answers:

1.5 2.5 3.2 4.5 5.2

6.2 7.4 8.3 9.3 10.3

11.4 12.3 13.5 14.3 15.4

16.4 17.5 18.2 19.5 20.3

21.5 22.4 23.4 24.1 25.3

Set-18 1. Cross selling is very effective in the sale of one of the following (1) Debit cards (2) Credit cards (3) Internet banking (4) Auto loans (5) All of these 2. Cross selling means_. (1) one salesman selling to another salesman (2) selling across territories (3) selling across countries (4) selling additional products to existing customers (5) All of these 3. Target market for Debit Cards is (1) all existing account holders (2) all sales persons (3) all NRI's (4) all HNI's (5) All of these 4. Market Penetration can be possible through_. (1) more calls to the same buyers (2) more calls to many buyers (3) surrogate marketing (4) alternate marketing (5) All of these 5. Cross selling can be resorted to, by.—. (1) all sales persons (2) all employees (3) all employers (4) outsourced agencies (5) all service providers 6. Market innovations means _ (1) design new products (2) . new styles of marketing (3) new ideas in sales steps (4) Only (1) and (2) (5) All (1), (2) and (3) 7. Market penetration connotes_. (1) Covering a wide area of the Market for sales (2) Entering the buyers' houses (3) Entering the sellers' houses (4) Entering all shops and business houses (5) All of these 8. SME means (1) Small And Medium Enterprises (2) Small Marketing Enterprises (3) Small Scale Marketing Entities (4) Small And Medium Establishments (5) All of these

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9. For successful marketing_. (1) Only the sales person sells (2) Only finance Department sells (3) Only front office persons sell (4) Only back office persons sell (5) The whole organisation sells 10. Savings Accounts with zero balance can be opened for_. (1) persons below BPL (2) under Financial Inclusion scheme (3) students (4) as per Bank's Policies (5) None of these 11. "Outsourcing" means service rendered by_. (1) outside agencies (2) other departments of the company (3) employees, other than the sales persons (4) marketing department (5) All of these 12. In modern day marketing, the benefits of selling extend to_, (1) Only products and services (2) Only after sales services (3) Lifelong relationship with the buyer (4) All of these (5) None of these 13. One of the following is not a target group of SME loans (1) all professionals (2) large industries (3) truck operators (4) beauty parlours (5) hotels and restaurants 14. The performance of a salesperson can be enhanced by_. (1) Increasing the sales incentives (2) increasing the number of products to be sold (3) appropriate training (4) All of these (5) None of these 15. Team building is required_ (1) only for lead generation (2) only for after sales service (3) for cross selling (4) All of these (5) None of these 16. For sustained relationship with the buyer, one of the following is necessary _. (1) Continuity (2) Consistency (3) Understanding (4) Empathy (5) All of these 17. Sales Promotion involves – Find the incorrect option_. (1) Building Product Awareness (2) Creating Interest (3) Providing Information (4) Designing new products (5) None of these 18. Target market for Home Loans is ____. (1) all builders (2) all housing societies (3) agriculturists (4) All of these (5) None of these

19. Lead generation is_. (1) a pre-sales function (2) a function of the customer (3) a function of the manufacturing department (4) a postsales function (5) All of these 20. Financial Inclusion means_. (1) Opening Accounts of Finance Companies (2) Financial Analysis of Balance sheet figures (3) Opening Accounts of HNI's (4) Opening Accounts of NRI's (5) Opening Accounts of underprivileged persons

Answers:

1.5 2.4 3.1 4.2

5.1 6.5 7.1 8.1

9.5 10.1 11.1 12.3

13.2 14.4 15.3 16.2

17.4 18.5 19.1 20.5

Set-19

1. Market Research is useful for_ (1) deciding proper marketing strategies (2) deciding the selling price (3) choosing the right products (4) choosing the sales persons (5) All of these 2. A 'call’ means_ (1) shout out to somebody (2) a profession or business (3) visit friends (4) visiting prospective customers (5) After-sales services 3. Conversion means_ (1) meeting a prospective client (2) interacting with a prospective client (3) converting an employer into an employee (4) converting a seller to a buyer (5) converting a prospective client into a buyer 4. Customisation means_ (1) acquiring more customers (2) regulating customers (3) special products to suit each customer (4) more products per customer (5) All of these 5. Modern styles of marketing include_ (1) digital marketing (2) tele-marketing (3) e-commerce (4) e-mails solicitation (5) All of these 6. e-Marketing is same as. (1) virtual marketing (2) digital marketing (3) real time marketing (4) All of these (5) None of these

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7. Value added services means_ (1) costlier products (2) larger number of products (3) additional services (4) at par services (5) None of these 8. Aggressive Marketing is necessitated due to_ (1) globalization (2) increased competition (3) increased production (4) increased job opportunities (5) All of these 9. Efficient marketing style requires (1) proper planning (2) good communication skills (3) team work (4) knowledge of products (5) All of these 10. The performance of a sales person depends on_ (1) salary paid (2) sales incentives paid (3) size of the sales team (4) ability and willingness of the sales person (5) team leader's aggressiveness 11. The sole aim of marketing is to_ (1) Increase sales (2) Increase the number of employees (3) Increase profits (4) Increase production (5) All of these 12. Lead generation means_ (1) Tips for selling tactics (2) Tips for better production (3) Generate leaders (4) Likely sources for prospective clients (5) All of these Answers:

1.1 2.4 3.5 4.3

5.5 6.2 7.3 8.1

9.5 10.4 11.3 12.4

Set-20 1. Marketing function includes (1) Designing new products (2) Advertisements (3) Publicity (4) After sales service (5) All of these 2. Lead generation can be resorted to by browsing_ (1) Telephone directories (2) Yellow pages (3) Internet sites (4) List of existing customers (5) All of these

3. Effective selling skills depend on___ (1) Effective lead generation (2) Sales Call Planning (3) Territory Allocation (4) Effective communication skills (5) All of these 4. Market Information means (1) Knowledge level of marketing staff (2) Information about marketing staff (3) Information regarding Share market (4) Knowledge of related markets (5) All of these 5. Marketing channels mean. (1) Delivery period (2) Delivery time (3) Delivery outlets (4) Delivery place (5) All of these 6. 'Buyer Resistance" means_ (1) Buyer's interest in the product being sold (2) Buyer fighting with the seller (3) Buyer's hesitation in buying the product (4) Buyer becoming a seller (5) Buyer buying the product 7. Marketing is the function of_,_ (1) Sales persons (2) Production Department (3) Planning Department (4) Team leaders (5) A collective function of all staff 8. A DSA means___ (1) Direct Service Agency (2) Direct Selling Agent (3) Double Selling Agent (4) Distribution Agency (5) None of these 9. Service Marketing is resorted to in___ (1) All manufacturing companies (2) All production houses (3) Export units (4) Insurance companies and banks (5) All of these 10. Marketing is_ (1) A skilled person's Job (2) A one day function (3) A one time act (4) Required only when product is launched (5) None of these 11. Market share refers to_ (1) Share market prices (2) Price fluctuation in the market (3) Share issue floated by the company (4) Share of wallet (5) Share of business of the company as compared to peers

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12. Service Marketing is the same as__ (1)Internetmarketing (2)Telemarketing (3) Internal Marketing (4)RelationshipMarketing (5) All of these 13. Current Accounts can be freely opened by___. Find the incorrect answer. 1) All NRIs (2) All businessmen (3) Government departments (4) Firms and Companies (5) HUFs 14. .Buyer Resistance can be over-come by_ (1) Cordial relation between buyer and seller (2) Good negotiation (3) Persuasive communication (4) Good after sales service (5) All of these 15. Cross-selling is useful for canvassing_ (1) Current Accounts (2) Fixed Deposit Accounts (3) Student loans (4) Car loans (5) All of these 16. Market segmentation helps to determine__ (1) Target groups (2) Sale price (3) Profit levels (4) Product life cycle (5) All of these 17. The target group for Car loans is___ (1) Auto manufacturing companies (2) Car dealers (3) Taxi drivers (4) Car purchasers (5) All of these 18. The best promotional tool in any marketing is_ (1) e-promotion (2) Public Relations (3) Viral marketing (4) Word of mouth publicity (5) Advertisements 19. Customisation results in (1) Customer exodus (2) Customer retention (3) Customer complaints (4) All of these (5) None of these 20. The target group for Education Loans is_ (1) A11 parents (2) All Professors (3) All Research Scholars (4) All Tutorial Colleges (5) All College Students 21. Find the correct sentence. (1) Higher the price, higher are the sales (2) More sales persons lead to more sales (3) Mission statement is part of a Market Plan (4) Better sales incentives means better performance (5) All customers are profitable customers 22. Good marketing strategy envisages good and proper_ (1) Product development (2) Promotion and Distribution (3) Pricing (4) Relationship management (5) All of these 23. Savings Accounts can be opened by------ (1) AI1 individuals fulfilling KYC norms

(2) All individuals earning more than Rs. 1,00,000 per annum (3) All individuals above the age of 18 (4) All salaried persons only (5) All students below the age of 18 24. Situation Analysis is useful for_ (1) SWOT Analysis (2) Analysis of Sales persons' performance (3) Analysis of capital markets (4) All of these (5) None of these 25. Information that comes from an external source and fed into computer software is called_ (1) Input (2) Output (3) Throughput (4) Reports (5) None of these Answers:

1.5 2.5 3.5 4.5 5.5

6.3 7.5 8.2 9.4 10.1

11.5 12.5 13.5 14.3 15.4

16.1 17.4 18.4 19.2 20.5

21.4 22.5 23.1 24.1 25.1

Set-21 1. Direct Marketing means (1) Advertisements (2) Banners (3) Face-to-face selling (4) Selling by all staff (5) Achieving targets 2. Web marketing involves (1) Selling web cameras (2) Web advertisements (3) e-mail chatting (4) Browsing the web (5) Door-to-door canvassing 3. The ultimate aim of Marketing is to provide (1) More business to the Company (2) More profit (3) More Staff (4) More Production (5) More products 4. Selling process includes (1) Publicity (2) Lead generation (3) Cross-country contacts (4) Product Designing (5) Product Re-designing 5. Market share means (1) Paid up capital (2) Shares held by employees (3) Share of business volume as compared to other companies (4) Share price of the company quoted in the market (5) Sensex 6. Market share can be increased by (1) increasing the number of sales persons (2) increasing the sales volume (3) increasing the products (4) increasing production (5) rewriting profits 7. Market segmentation means_ (1) segmentation of sales teams (2) allocation of territory (3) sales arrangement (4) segmentation of target group according to their needs (5) market share

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8. Target group of education loans is - (1) all school students (2) all college students (3) all colleges (4) all schools (5) all hospitals 9. Referrel means - (1) sales person (2) all customers (3) lead provided by operation staff (4) calling the existing purchasers (5) all purchasers 10. "USP" in marketing means - (1) Unique Selling Practices (2) Uniform Selling Practices (3) United Sales Persons (4) Unique Selling Proposition (5) Useful Sales Person 11. The meaning of 'conversion' in terms of sales is - (1) designing new products (2) converting purchaser into sellers (3) converting sellers into purchasers (4) converting perspective customers into purchasers (5) conversion of religion 12. Online Marketing is mostly useful for marketing of (1) saving accounts (2) credit cards (3) home loans (4) NRI deposits (5) business accounts 13. Cross selling means - (1) city to city sales (2) selling with cross face (3) selling with crossed finger (4) selling products to existing customers (5) cold calling 14. Marketing strategy means - (1) ideas for new employment (2) old techniques of selling (3) techniques for improving marketing activities (4) techniques for increasing production (5) networking 15. Target group means - (1) all purchasers (2) all sales persons (3) targeted purchasers (4) all consumers (5) delivery persons 16. What is the USP of saving counts ? (1) High rate of interest (2) Easy operation (3) Risky transactions (4) Expensive transactions (5) Back office facility 17. Which one of the following is not a target group for saving accounts? (1) salaried persons (2) loss making companies (3) doctors (4) government employees (5) insurance agents

18. Target group for home loans is- (1) existing creditors - (2) persons having no house of their own (3) persons having one or more than one house (4) builders (5) NRIs 19. Digitial Marketing is similar to - (1) online marketing (2) cold calling (3) web designing (4) market fore-cast (5) outdoor marketing 20. Full form of DSA is_ (1) Delivery Staff Agency (2) Direct Selling Agent (3) Direct Supplier Agent (4) Distribution & Supply Agency (5) Driving Sales Ahead Answers:

1.3 2.2 3.1 4.2

5.3 6.2 7.3 8.2

9.3 10.4 11.4 12.3

13.4 14.3 15.1 16.2

17.2 18.2 19.1 20.2

Set-22 1. Safe Deposit Locker can be canvassed among (1) All existing account holders (2) Persons below poverty line (3) Students (4) Jewelers (5) ATM cardholders 2. Tele marketing means (1) Selling telephones (2) Sending SMS messages (3) Chatting on the phone (4) Marketing through phone (5) Marketing in person 3. The USP of a Credit Card is (1) Cashless operations (2) Only for HNIs (3) Only for men 4) Only for employed persons (5) Transactions through cheque book 4. EMI can be a marketing tool if (1) EMI is increasing (2) It is very high (3) It is very low (4) EMI has no impact on marketing (5) EMI is a flat rate 5. The USP of a Current Account is (1) High Profitability (2) Liquidity (3) Low Rate of Interest (4) Costly transactions (5) Friendly features

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6. Bancassurance means (1) Assurance of banks for quality service (2) Assurance for sanction of loans (3) Selling of insurance products by banks (4) Selling credit cards (5) Selling debit cards 7. Good competition helps in (1) Improved sales (2) Improved customer service (3) Improved brand image (4) All of these (5) None of these 8.Banks sell insurance for (1) Increasing deposits (2) Increasing loans (3) Increasing clients (4) Earning more profits (5) Taking over Insurance companies 9. Debit Card can be issued to (1) Only Income Tax assessees (2) Only Professionals (3) Only women (4) All farmers (5) All Savings Account holders 10. Mutual Funds investments can be effectively canvassed among (1) Only salaried persons (2) Students availing Education loans (3) HNI customers (4) Sunrise industries (5) Poor farmers 11. Product Design is a function of (1) Front office staff (2) Back office staff (3) Management (4) Marketing and Research team (5) Loan section 12. The target group for Personal Loans is (1) All Private Limited Companies (2) All Businessmen (3) All Salaried persons (4) Minor children (5) Newborn infants 13. Advertisement is a type (1) Direct marketing (2) Service marketing (3) Indirect marketing (4) Internet banking (5) Internal marketing 14. The sales process begins with (1) Customer identification (2) Lead generation (3) Sales presentation (4) Sales closure (5) Sales meet 15. Financial Planning is required when (1) One has no income (2) One is flushed with funds (3) One has no expenses to incur

(4) One is illiterate (5) Income level is insufficient to meet the expenses 16. 'Value added services' implies (1) Additional knowledge of marketing staff (2) Service beyond normal hours (3) Service with extra facilities (4) Marketing agencies (5) Overtime work 17. Optimum results in marketing is possible through (1) Increased production (2) More number of products (3) More sales persons (4) Motivated stall (5) More ATMs 18. Mutual Fund business from existing customers can be canvassed by (1) Coercion (2) Cross-selling (3) Internal marketing (4) Outdoor marketing (5) Road-shows 19. Marketing in banks has been necessitated due to (1) Globalisation (2) Excess staff (3) Nationalisation of bank (4) Complacency among the staff (5) Poor customer service 20. Market Research is necessary for (1) Making proper marketing decisions (2) Choosing the right products (3) Selecting the right sales persons (4) All of these (5) None of these Answers:

1.1 2.4 3.1 4.3

5.5 6.3 7.4 8.4

9.5 10.1 11.4 12.3

13.1 14.2 15.5 16.3

17.4 18.2 19.1 20.1

SET - 23 1. Which of the following is not related with International marketing? (1) Export (2) Licensing (3) Penetration (4) Exchange risk (5) Legal status 2. Optimum result in marketing is possible through (1) increased production (2) more number of products (3) more sales persons (4) motivated staff (5) more ATMs . 3. Market research is necessary for (1) making proper marketing decisions (2) choosing the right products (3) selecting the right sales persons (4) All of the above (5) None of the above

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4. Advertisement is a type of (1) direct marketing (2) service marketing (3) indirect marketing (4) internet banking (5) internal marketing 5. Lead generation is (1) a pre-sales function (2) a function of the customer (3) a function of the manufacturing department (4) a postsales function (5) All of the above 6. Which of the following is not correct in context of sales promotion? (1) Building product awareness (2) Creating interest (3) Providing information (4) Designing new products (5) None of the above 7. Which of the following can enhance the performance of a sales person? (1) By increasing the sales incentives. (2) By increasing the number of products to be sold. (3) By appropriate training. (4) All of the above (5) None of the above 8. Which of the following is not correct in context of marketing? (1) It is an ancient concept. (2) It is a modern need. (3) It is a continuous affair. (4) It is a team effort. (5) It is a direct need for survival. 9. Selling is a function, undertaken by (1) all the sales persons (2) all the employees (3) entire organization (4) outsourced agencies (5) All of the above 10. Market segmentation can resorted to by means of (1) segmenting by age (2) segmenting by income (3) segmenting geographically (4) All of the above (5) None of the above 11. The most important aspect pricing decisions is (1) social consideration (2) ethical consideration (3) status quo objectives (4) prestige (5) All of the above 12. A firm may have the goal of becoming the most dominant supplier in the national market. This objective can be determined as the (1) main objective (2) primary objective (3) secondary objective (4) one objective (5) other objective 13. The worth of any commodity or service is what the (1) producer is ready to take (2) consumer is ready to pay (3) black market is ready to accept (4) government is ready to allow (5) All of the above 14. Marketing of services is adopted in (1) grocery stores (2) garment trade (3) medicine shops (4) fruit stalls (5) hotels 15. Many marketers view political forces as (1) easily ignored (2) easily influenced (3) simple to recognize (4) beyond their control (5) None of the above

16. Benchmark means (1) a standard value for comparison (2) basic products (3) court cases (4) financial targets (5) sales persons' targets 17. Competition helps to (1) diminish sales (2) boost sales (3) neutral effect (4) All of the above (5) None of the above 18. Market share means (1) share market (2) share prices (3) IPOs (4) scope for marketing (5) share of business among peers 19. Effective marketing helps in (1) developing a new product (2) creating a competitive environment (3) building demand for products (4) All of the above (5) None of the above 20. Marketing strategy means (1) ideas for new employment (2) old techniques of selling (3) techniques for improving marketing activities (4) techniques for increasing production (5) networking 21. Four Ps of marketing do not stand for (1) Product (2) Price (3) Promotion (4) Place (5) Property 22. Which concept signifies the importance of marketing research? (1) Production of products (2) New use of products (3) Knowledge of demand (4) Planned production (5) All of the above 23. 'To close a call' means (1) to look for new clients (2) telemarketing (3) to clinch the sales deal (4) online marketing (5) indoor marketing 24. Collective Bargaining is a main characteristic of (1) super bazaar (2) chained shops (3) cooperative societies (4) departmental stores (5) None of the above 25. "To introduce new goods and services to the world of consumers" is the main object of (1) government (2) enemy country (3) advertising (4) products (5) All of these 26. Consumers can be divided into different parts under consumer research on the basis of (1)age (2) sex (3) education (4) income (5) All of these 27. What is the advantage of sales promotion to the consumers? (1) Source of education. (2) Improvement in standard of living. (3) Schemes and discounts. (4) Information about the new products (5) All of the above 28. Selling is (1) same as marketing (2) more than marketing (3) offering discounts (4) a sub-function of marketing (5) nothing to do with marketing

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29. Need of marketing organization arises due to (1) development of new concept of marketing (2) development of mankind (3) development of product (4) development of living standard (5) None of the above 30. As new concept of marketing (1) customer is king (2) producer is king (3) salesman is king (4) retailer is king (5) wholesaler is king 31. What is one of the benefits brand marketer's have? (1) Brand royalty (2) Increase in goodwill (3) Discourage price competition (4) 1 and 2 (5) 1,2 and 3 32. A call in marketing terms means (1) a newly introduced product (2) territory allocation for sales persons (3) a call centre (4) a sales meeting (5) to visit a prospect 33. Advertisement strategy is a part of (1) sales (2) sales management (3) sales forecast (4) sales departure (5) None of the above 34. Delivery channels means (1) place from where the products are sold (2) courier service (3) distribution agencies (4) delivery time (5) offsite banking 35. An ideal salesman should possess (1) angry nature (2) polite nature (3) cooperative nature (4) reserve nature (5) 2 and 3 36.......... goods must be collected from ......... producers at ......... time at .........price and in ......... quantities. Suggest a single word to fill the blank. (1) appropriate (2) same (3) likely (4) right (5) more 37. Which of the following environmental factor can affect the pricing decisions of an enterprise? (1) Competitions (2) Economic climate (3) Government control (4) All of the above (5) None of the above 38. Digital marketing is the same as (1) online marketing (2) cross-selling (3) website designing (4) road-shows (5) door-to-door marketing 39. Sales stands for (1) marketing the goods (2) transfer of goods and services for consideration (3) sale of product (4) production of revenue (5) None of the above 40. Which of the following methods is useful, when the number of customers is very limited? (1) Survey of customers option method (2) Executives judgement method (3) Simple method (4) Executive detail method (5) None of the above

41. Which one of the following is not a target group for saving accounts? (1) Salaried persons (2) Loss making companies (3) Doctors (4) Government employees (5) Insurance agents 42. Which of the following properties of an EMI can make it a marketing tool? (1) EMI is increasing. (2) EMI is very high. (3) EMI is very low. (4) EMI has no impact on marketing. (5) EMI is a flat rate. 43. The mutual fund business from the existing customers can be carried out through (1) coercion (2) cross-selling (3) internal marketing (4) outdoor marketing (5) road-shows 44. Saving accounts with zero balance can be opened for (1) persons below BPL (2) under Financial Inclusion Scheme (3) students (4) as per Bank's policies (5) None of the above 45. In modern day marketing, the benefits of selling extend to (1) only products and services (2) only after sales services (3) lifelong relationship with the buyer (4) All of the above (5) None of the above 46. Which one of the following statements is true? (1) Selling is same as marketing. (2) Selling is more than marketing. (3) Selling is part of marketing. (4) All of the above (5) None of the above 47. The first step in marketing is (1) production work (2) planning work (3) receiving feedback (4) telephone calls (5) sending e-mails 48. Cross-selling refers to (1) selling with a sad face (2) selling with cross fingers (3) selling diagonally (4) selling other products to existing customers (5) selling to employees 49. Which of the following function of Retail banking? (1) Accepting fixed deposits. (2) Giving home loans. (3) Giving education loans. (4) All of the above (5) None of the above 50. Innovation in marketing means (1) new technology (2) globalization (3) intense competition (4) new business models (5) internal marketing 51. A 'target group' means (1) a group of sellers (2) a group of buyers (3) a group of products (4) a group of persons to whom sales should be focused (5) All of the above 52. Bancassurance means (1) banks promising to give loans (2) banks promising to pay interest (3) banks selling insurance products (4) assurance to repay loans (5) None of the above 53. Customer retention is the mechanism of (1) retaining the customers just for the day

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(2) retaining the customers for a long time (3) providing better priced products to the customers (4) quick disposal of products (5) All of the above 54. ‘HNI’ in marketing means (1) High Number Influence (2) Highly Negative Individual ' (3) High Networth Improvement (4) High Networth Individual (5) High Inspired National 55. 'BPO' stands for (1) Business Process Outsourcing (2) Business Price Outsourcing (3) Best Process Outsourcing (4) Buyers Price Offering (5) None of the above 56- Value added service means (1) costlier products (2) additional benefits at the same cost (3) extra work by the sales persons (4) All of the above (5) None of the above 57. Which of the following can make the activity of marketing an attractive affair? (1) Attractive salesman 2) Attractive customers (3) When more number of customers are attracted (4) All of the above (5) None of the above 58. Which of the following is considered true in the context of 'customer service'? (1) It is an integral part of marketing. (2) It has no role to play in marketing. (3) It is required only by salesman. (4) It is not required by salesman. (5) None of the above 59. 'Buyer resistance means (1) buyer's dislike for the product (2) fight between buyer and the seller (3) buyer's hesitation in buying the product (4) exchange of products (5) buyer retracting the sale 60. Which of the following can be considered as the source of sales leads? (1) Data mining (2) Market research (3) Media outlets (4) Promotional programmes (5) All of the above 61. The selling skills of the sales persons can be justified by the (1) number of goods sold (2) amount of profit earned (3) number of customers converted (4) All of the above (5) None of the above 62. Marketing opportunities means (1) scope for marketing (2) proper and effective training (3) market planning (4) availability of sales outlets (5) None of the above 63. When a firm's products are marketed outside, its home market, x and home production is used to supply these markets. Then the firm is engaged in (1) international marketing (2) global marketing (3) exporting (4) domestic marketing (5) None of the above

64. The type of competitive structure that exists when a firm with many potential competitors attempts to develop a differential marketing strategy to establish its own market share is (1) monopoly (2) oligopoly (3) monopolistic competition (4) perfect competition (5) None of the above 65. Which of the following procedures is used to predict the effects of new products and processes on a firm or on society in general? (1) Technology assessment (2) Environmental scanning (3) Societal estimation (4) Environmental assessment (5) None of the above 66. Push marketing style requires (1) collective efforts (2) good pushing strength (3) lengthy talks (4) ability to identify the leads (5) aggressive marketing 67. Efforts of advertizing and sales promotion is called (1) product mix (2) distribution mix (3) communication mix (4) marketing mix (5) None of the above 68. Product line refers to (1) a group of closely related products (2) a set of all the products (3) specific products (4) All of the above (5) None of the above 69. The type of marketing involved in banks is (1) transaction marketing (2) service marketing (3) commodity marketing (4) ruthless marketing (5) indifferent marketing 70. The two steps of developing a marketing strategy include selecting and analysing a target market and (1) selecting a group of persons towards which, the firm should direct its marketing efforts (2) developing marketing objectives to meet organizational goals (3) deciding how to organize the marketing department to meet customer needs (4) developing a marketing mix that precisely meets the needs of individuals in the target market (5) None of the above 71. Which of the following factors must be considered, before the planning of a marketing programme? (1) Demand variables (2) Internal variables (3) Marketing mix (4) Marketing efforts (5) All of the above 72. Which of the following factors affect sales forecasting? (1) General business conditions (2) Conditions within the industry (3) Internal factor of an enterprise (4) Factors affecting export trade (5) All of the above 73. A savings account with insurance benefit is (1) a long-term loan account (2) a running overdraft facility (3) a non-fund facility (4) a type of remittance facility (5) a value added deposit account

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74. Which of the following is a sub division of market consideration? (1) Order size (2) Geographical location (3) Industrial market (4) Number (5) Profit 75. Under which concept, management sets a level of lowest acceptable profit and tries to attain maximum sale within the limits of that level? (1) Sales maximization concepts (2) Profit maximization concepts (3) Growth maximization concepts (4) Price maximization concepts (5) Purchase maximization concepts 76. The sole aim of marketing is to (1) improve the balance sheet figures (2) increase recruitment (3) increase profits (4) increase production (5) increase branch network 77. The division of products into several homogeneous groups, on the basis of their common characteristics is called

(1) grading (2) standardization (3) simplification (4) quality control (5) quantity control 78. Which of the following marketing strategy does not concentrate upon marketing efforts in the total market? (1) Undifferentiated marketing strategies (2) Differentiated marketing strategies (3) Concentrated marketing strategies (4) Scattered marketing strategies (5) Impulsive marketing strategies 79. Financial inclusion means (1) opening accounts of finance companies (2) financial analysis of balance sheet figures (3) opening accounts of HNI's (4) opening accounts of NRI's (5) opening accounts of under privileged persons 80. Market information means (1) knowledge level of DSAs (2) information about marketing staff (3) information regarding share markets (4) knowledge of related markets (5) latest knowledge about technical progress

Answers: 1.3 2.4 3.1 4.1 5.1 6.4 7.4 8.1 9.3 10.4 11.5 12.2 13.2 14.5 15.4 16.1 17.2 18.5 19.4 20.3 21.5 22.5 23.3 24.3 25.3 26.5 27.5 28.4 29.2 30.1 31.5 32.5 33.2 34.3 35.5 36.4 37.4 38.1 39.2 40.1 41.2 42.3 43.2 44.1 45.3 46.3 47.2 48.4 49.4 50.4 51.4 52.3 53.2 54.4 55.1 56.5 57.3 58.1 59.3 60.5 61.4 62.1 63.3 64.3 65.1 66.1 67.3 68.1 69.2 70.4 71.5 72.5 73.5 74.5 75.1 76.3 77.1 78.3 79.5 80.4