subject: marketing & salesmanship subject code 116(c

DNYANSAGAR ARTS AND COMMERCE COLLEGE, BALEWADI, PUNE – 45

Subject: Marketing & Salesmanship Subject code 116(C) Class: FY B.Com SEM II

PROF. Maya Jadhav www.dacc.edu.in

UNIT-1

Q:1)Retailing includes all activities incident to selling to the ultimate ––––

SOL:

A:)Consumer

B:)firm

C:)agents

D:)wholesa

Correct: A

Q:2)Marketing Environment systems covers ––––

SOL:

A:)Marketing information system

B:)Monitoring and control system

C:)Marketing planning system

D:)All

Correct: D

Q:3)Marketing characteristics are –––––

SOL:

A:) Product type

B:)Profit orientation

C:)need based marketing strategy




D:)product market segmentation

Correct: D

Q:5) Marketing management is the process of product planning, pricing, promotion and

–––– along with the services to generate transaction that satisfies the organisational and user objectives.

SOL:

A:)distribution

B:)reward

C:)goals

D:)none

Correct: A

Q:6) Which one of the following is not theories of buying behaviour?

SOL:

A:)Inhierent v/s learned motives

B:)Emotional v/s rational motives

C:)Consumer variable v/s product variable

D:)all

Correct: D

Q:7)The Tertiary environment has a territorial phenomenon comprising of ––––

SOL:




A:)demography

B:)economic issues

C:)technology

D:)all

Correct: D

Q9:) Customer driven consists –––––

SOL:

A:)vision

B:)mission

C:)appraisal

D:)all these

Correct: D

Q:10) “Motivational research is a form of market research that attempts to discover the deepest reasons why people buy” Who said it?

SOL:

A:)Manson and Rath

B:)Stanton

C:)Still and Scweff

D:)None these Correct: B




Q:11)Basic needs consists ––––

SOL:

A:)Physical needs like ––– Food, drink

B:)Safety needs –– Insurance

C:)Love needs –– Love with wife and child

D:)All these

Correct: D

Q:12)The procedure for segmenting the industrial markets is different than the ––––

SOL:

A:)Consumer markets

B:)Business markets

C:)Industrial markets

D:)All these

Correct: A

Q:13)Which of the following statement is true?

SOL:

A:)Test marketing is the stage where the entire product and marketing programming is tried out for the first time in a small number of well-chosen and authentic sales environments.

B:)Product line - a group of products that are closely related either because they satisfy a class of need, are used together are sold to the same customer groups, are marketed through the same types of outlets, or fall within given price ranges.

C:)Product-mix-the composite of product offered for sale by a firm or a business unit.




D:)All these

Correct: D

Q:14)A sales organisation, like any organisation is a group of individuals striving jointly to reach certain common goals, and bearing informal as well as certain formal relations to each other.

SOL:

A:)Sales organisation is planning, direction and control of personal selling including

recruiting, selecting, training, equipping, assigning, routine supervising paying and motivating as these tasks apply to the personal sales force.

B:)The line and staff type is one in which the sales manager is given a staff of specialists in

such fields as planning, research, statistics, engineering, promotion and training to advise him in administering the sales of the company.

C:)The line and staff type is one in which the sales manager is given a staff of specialists

D:)All of these.

Correct: D

Q:15) “Decentralisation refers to the systematic efforts to delegate to the lowest levels all authority except that which can be exercised at central points” Who said it?

SOL:

A:)Lavis A. Allen

B:)Stanton

C:)Still and Scwaff

D:)None these

Correct: A

Q:16)Which of the following is a outside sources of salesman recruitment?




SOL:

A:)Training and educational institutions

B:)Employment exchanges

C:)Attracting from other units

D:)Employees of customers

Correct: D

Q:17) Management of sales force involves

SOL:

A:)selection of salesman

B:)remuneration to salesman

C:)training of salesman

D:)all

Correct: D

Q:18) process selection of salesman consists

SOL:

A:)Advertisement

B:)Application form

C:)Selection test

D:)All

Correct:D




Q:19) 107 Individual training involves

SOL:

A:)Training on the job

B:)Job rotation

C:)Correspondence training

D:)All these

Correct: D

Q:20)Which of the following method may be used for remuneration to salesmen?

SOL:

A:)Straight Salary Method

B:)Commission Method

C:)Fixed salary and commission method

D:)All

Correct:D


SOL:

A:)Structure is the formal arrangements of people’s roles and relationship so as to achieve corporate and marketing objectives.

B:)Organisation structure is the collection of beliefs, expectations and values shared by employees.

C:)Functional organisations are divided into specialised marketing functions such as advertising, selling and marketing research.




D:)All these

Correct: D

Q:22) 110 Group training consists

SOL:

A:)Lecturers

B:)Sales demonstration

C:)Sales promotization

D:)All these

Correct: D

Q:23) 111 Organisations are comprised of structure

SOL:

A:)Processes

B:)Culture

C:)People

D:)All the above

Correct: D

Q:24) 112 Organisation’s culture includes

SOL:

A:)Whether major career risks are associated with risk laden decisions

B:)The extent to which employees protect their turf and control information flow.




C:)The freedom of individual employees to make significant decisions without multilevel approvals

D:)All these

Correct: D

Q:25) 113 Market oriented consists

SOL:

A:)Product application and economic benefits

B:)Highlights the factor that influence customer’s buying decisions

C:)Promotes results of market research and research and development investment.

D:)Diagnosis and interprets the strategy, assumption, cost structure and objectives of major components

Correct: D

Q:26)Which of the following channels of distribution is correct?

SOL:

A:)Manufacturer —> Agents —> Wholesalers —> Retailers —> Ultimate consumer

B:)Manufacturer —> Agents —> Retailers —> Ultimate consumer

C:)Manufacturer —> Agents —> consumer

D:)All these

Correct: D

Q:27) “An agent middlemen negotiated purchase or sales or both, but does not take title to the goods in which he deals” This statement is

SOL:




A:)Cundiff and Still

B:)Stanton

C:)Mc Carthy

D:)None these

Correct: A

Q:28) “A departmental stores is a large retail establishment having in the same building a

number of department each of which confines its activities to one particular Branch of trade

from a complete unit itself” who said it?

SOL:

A:)S.L. Thomas

B:)Clark and Clark

C:)Jemes Stephenson

D:)None

Correct: A

Q:29)Which of the following is not motivation models?

SOL:

A:)Economic model

B:)Learning model

C:)Psycho-analytic model

D:)Organisation model

Correct: D




Q:30)Which of the following is marketing oriental?

SOL:

A:)Broad product line

B:)Consumer consideration dominate

C:)Decentralised

D:)All

Correct: A

Q:31)Marketing orientation is combination of

SOL:

A:)flexibility is production

B:)style and appearance prime consideration

C:)controller

D:)all above

Correct: D

Q:32)Production oriented involves

SOL:

A:)Production less flexible

B:)Performance & applications prime consideration




C:)Technical research

D:)all above

Correct: D

Q:34)Personal channel consists

SOL:

A:)expert

B:)advocate

C:)social

D:)all

Correct: D

Q:35)The effectiveness of marketing communication has to be measured on

SOL:

A:)Cognitive levels

B:)Cognitive levels

C:)Behavioural levels

D:)All

Correct: D

Q:36) “Motivation research is the currently popular term used to describe the application of psychiatric psychological techniques to obtain a better understanding of why people respond as they do to products, advertisements and various other marketing situations”. Who gave this statement?




SOL:

A:)Lawrence C. Lockley

B:)William J. Stanton

C:)Manson and Rath

D:)All

Correct: C

Q:37)Which of the following is elements of marketing planning?

SOL:

A:)Marketing planning is managerial function

B:)It envisages determination of the future course of marketing action

C:)It involves an analysis of part events and projection of future events

D:)All

Correct: D

Q:38)Sales forecasting is a method of estimating volume that a company can expect to attain within plan period.

SOL:

A:)sales

B:)purchases

C:)product

D:)product

Correct: A

Q:39)A good control system should active correct action no sooner occur.




SOL:

A:)deviations

B:)flexible

C:)controllable

D:)All

Correct: A Q:40)Marketing orientation consists

SOL:

A:)External influences dominate objectives

B:)Market Research

C:)Emphasis on market price rather than cost

D:)All

Correct: D

Q:41)Which of the following is production oriented?

SOL:

A:)company consideration dominate

B:)narrow product line

C:)centralized

D:)all

Correct: D




Q:42)Which techniques may be used for studying buyer behaviour?

SOL:

A:)Projective techniques

B:)Interview techniques

C:)Questionnaire technique

D:)All

Correct: D

Q:43) “Marketing concept is the recognition on the part of management that all business

decisions of the firm must be made in the light of customer needs and wants, hence, that all marketing activities must be under one supervision and that all activities of a firm must be co- ordinated at the top, in the light of market requirements” Who refers it?

SOL:

A:)Lazo and Carbon

B:)C.P. Mc Namara

C:)R.L. King

D:)All the

Correct: A

Q:44) 13 Socio-Economic Forces consists

SOL:

A:)customer

B:)competition

C:)substitutes

D:)all of these




Correct: A

Q:45)which of the following activities involves under physical distribution?

SOL:

A:)Outward transportation

Packaging

C:)Distribution panning

D:)All

Correct: D


SOL:

A:)Environmental analysis and diagnosis involve understanding the five forces, namely socio- economic, competition, technology, government policies and supplies.

B:)Understanding the socio-economic, forces is important as they determine the demand for a product or service at any given time. This involves an analysis of structural changes in the population and economic change in the society

C:)Technology factor involves understanding technological change affecting the firm’s products, process and systems and its capacity to respond faster to the customer. The

D:)all these Correct: D

Q:47)Buying situations may be caused by

SOL:

A:)awareness about competing brands in a product group.

B:)Customer has a decision criteria




C:)Customer is able to evaluate and decide on his choice

D:)All of these

Correct: A


SOL:




D:)All of these

Correct: A


SOL:




D:)All of these

Correct: A


SOL:




D:)All of these

Correct: A




UNIT 2

Q:1) Ask for order, review points of agreement, help in writing up the order, ask which model the customer wants, note that customer will lose out if not ordered now; offer incentives to buy now – lower price, larger quantity for same price are several technques of ______________________. Sol:

A:) Approach B:) Pre-approach C:) Follow-up D:) Closing (5) Relationship marketing

CORRECT: D

Q:2:J.A Howard gave a formula for ‘’Behavioral EQ:uation” B=P*D*K*V What P stands for? Sol:

A:) response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier B:) predisposition or the inward response tendency, that is, force of habit C:) present drive level D:) “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer (5) intensity of all cues: triggering, product, or informational CORRECT: B




Q:3)A person acting for company by performing ___________________ activity for the company. Sol:

A:) prospecting B:) communicating C:) servicing D:) All of the above CORRECT: D

Q:4)A sale forces organization that assigns each salesperson to a geographical territory in which that salespersons have to sell the company's full line is Sol:

A:) Product sales force B:) Customer sales force C:) Complex structure D:) Territorial sales force CORRECT: D

Q:5)Reduce buyer concerns that might have arisen after the sale, reveal problems, assure buyer of salesperson's interest, ensure customer satisfaction and repeat business is called Sol:

A:) Approach B:) Follow- up C:) Closing D:) Pre-approach

CORRECT: B




Q:6)Companies using team of salespeople specialized in sales, marketing, engineering, finance and technical support used for managing complex accounts is known as Sol:

A:) Outside sales force B:) Inside sales force C:) Telemarketing D:) Team selling CORRECT: D

Q:7)The salespeople of sales force sell their product may be relevant to a wide variety of products, types of customers, and broad geographic area. Sol:

A:) Product sales force B:) Customer sales force C:) Complex structure D:) Territorial sales force

CORRECT: C

Q:8)The salespeople who travel to call on customers is known as Sol:

A:) Outside sales force B:) Field sales force C:) Inside sales force D:) Both 1 and 2

CORRECT: D




Q:9)J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What V stands for? Sol:

A:) response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier B:) predisposition or the inward response tendency, that is, force of habit C:) present drive level D:) intensity of all cues: triggering, product, or informational CORRECT: D

Q:10) What is the next step after “negotiation” in personal selling process? Sol:

A:) The opening B:) Need and problem identification C:) Closing the sale D:) Dealing with objectives CORRECT: C

Q:11) __________________________ is the most effective promotional tool in making buyers preferences, convictions and most importantly actions. Sol:

A:) Personal selling B:) Promotion mix C:) Dealers promotion method D:) Sales promotion




CORRECT: A

Q:12)Designing sales force strategy and structure, recruit and select, training, compensation, supervise and evaluation are the major steps of Sol:

A:) Designing sales force B:) Sales force management C:) Sales force strategy D:) Structure of sales force CORRECT: B

Q: 13)Fringe benefit, variable amount, fixed amount, expenses are the part of ___________________ in Salesforce Management. Sol:

A:) Recruiting B:) Training C:) Supervising D:) Compensating

CORRECT: D

Q:14) What are the key concepts of personal selling? Sol:

A:) Needs analysis B:) Demonstration

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C:) Sale presentation D:) All of these CORRECT: D

Q:15)Providing knowledge of product, personality development, communicating the criteria to the salesperson are _____________________ in sales force management. Sol:

A:) Formal evaluation B:) Q:ualitative evaluation C:) Product evaluation D:) Training evaluation CORRECT: B

Q: 16)Salespeople who sells their product directly to the customers on telephone is called Sol:

A:) Outside sales force B:) Inside sales force C:) Telemarketing D:) Team selling CORRECT: C

Q: 17)Contribution to net profit, evaluation of current vs past, ranking, clearing standards and sales vs expenses are ________________________ in sales force management. Sol:







A:) Training evaluation B:) Q:ualitative evaluation C:) Formal evaluation D:) Product evaluation CORRECT: C

Q:18) ________________________ is a specialist form of personal selling. Sol:

A:) Point of selling B:) Mis-selling C:) Group selling D:) Both 1 and 4 CORRECT: D

Q:19)J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What K stands for? Sol:

A:) response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier B:) predisposition or the inward response tendency, that is, force of habit C:) present drive level D:) “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer

CORRECT: D







Q:20) What is the next step after “closing the sale” in personal selling process? Sol:

A:) The opening B:) Need and problem identification C:) Closing the sale D:) Follow up

CORRECT: D

Q: 21)Asking referrals from the customers, reward proper scouting, identifying good leads from bad ones is _______________ step of personal marketing. Sol:

A:) Approach B:) Handling objections C:) Pre-approach D:) Prospecting and Q:ualifying CORRECT: D

Q:22) What is the next step after “the opening” in personal selling process? Sol:

A:) negotiation B:) Need and problem identification C:) Closing the sale D:) Dealing with objectives






CORRECT: B

Q: 23)The salesperson meets the prospective to get the relationship off to make a good start, opening lines, follow-up remarks, is __________________________step of personal marketing. Sol:

A:) Approach B:) Handling objections C:) Pre-approach D:) Prospecting and Q:ualifying

CORRECT:A

Q: 24)Company XYZ is a manufacture of motors and pumps employs regional salesperson to sell its product to wholesaler and cities is an example of Sol:

A:) Public relation B:) Personal selling C:) Promotion mix D:) Trade promotion

CORRECT: B

Q: 25)The salesperson gives the description of the product, showing how the product will make or save the money for the buyer, need satisfaction approach, concentrate on customer benefits, reQ:uirement of good listening and problem solving-skills, demonstration aids is ________________________________step of personal marketing. Sol:






A:) Approach B:) Presentation and demonstration C:) Pre-approach D:) Prospecting and Q:ualifying CORRECT: B

Q:26)Sale people are same as Sol:

A:) Sales consultant B:) Agents C:) Marketing representative D:) All of these

CORRECT: D

Q:27)Use of positive approach, seek out hidden objections, ask the buyer for clarifications and objections is ______________ Sol:

A:) Approach B:) Pre-approach C:) Handling objections D:) Prospecting and Q:ualifying

CORRECT: C

Q:28) Emphasize long term interests instead of closing a sale, form transaction orientation to relationship marketing, customers want “whole solution” packages, Q:uick responses; often







problem if ,separate sales forces for each product is Sol:

A:) Follow-up B:) Approach C:) Relationship marketing D:) Closing CORRECT: C

Q:29) Salespeople who conduct business from their offices through telephones and visiting to customers site is known as Sol:

A:) Outside sales force B:) Inside sales force C:) Telemarketing D:) Team selling CORRECT: B

Q:30) __________________ involves the use of satisfied customers to convince the buyer of the effectiveness of the salesperson’s product. Sol:

A:) Demonstration B:) Guarantees C:) Trail orders D:) Reference selling CORRECT: D







Q: 31)A sales force organization under which salespeople sells their product only to the certain customers or industries is Sol:

A:) Product sales force B:) Customer sales force C:) Complex structure D:) Territorial sales force CORRECT: B

Q: 32)A sales force organization under which salespeople sells only a portion or particular product of the company's product. Sol:

A:) Product sales force B:) Customer sales force C:) Complex structure D:) Territorial sales force CORRECT: A

Q:33) The salesperson learns as much as possible about the prospective customer before making sales call by consulting standard industries and online sources, set call objectives, selecting best approach and time is ________________ step of personal marketing. Sol:

A:) Approach B:) Handling objections C:) Pre-approach D:) Prospecting and Q:ualifying

CORRECT: C






Q:34) The selling concept by which sellers and buyers come in direct contact is Sol:

A:) Sales promotion B:) Personal selling C:) Public relation D:) Promotion mix CORRECT: B

Q:35) Which of the following not comes under Pre Demonstration in Personal Selling? Sol:

A:) Make the process as brief as possible B:) Make the process as complex as possible C:) Rehearse the approach to likely objection with colleague D:) Know the product’s selling point CORRECT: B

Q:36) What are the objectives of personal selling? Sol:

A:) Distinguish the various phase of selling process. B:) Close a sale C:) Know how to deal with buyer D:) All of these CORRECT: D







Q:37)While developing ________________________ salesperson must know about the characteristics desired of the salespeople by buyers. Sol:

A:) Presentation skills B:) Selling skills C:) Personal selling skills D:) Marketing skills

CORRECT: C

Q:38)J.A Howard gave a formula for ‘’Behavioral EQ:uation” B=P*D*K*V What B stands for? Sol:

A:) response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier B:) predisposition or the inward response tendency, that is, force of habit C:) present drive level D:) “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer CORRECT: A

Q:39) Which theory is summarized as “Everything was Right” theory?






Sol:

A:) Situation Response Theory B:) Right set of circumstances theory C:) Buying formula theory of selling D:) Both 1 and 2

CORRECT: D

Q:40) What is the next step after “Need and Problem identification” in personal selling process? Sol:

A:) The opening B:) Presentation and demonstration C:) Dealing with objectives D:) Negotiation

CORRECT: B

Q:41) Which among the following is not any stage of personal selling process? Sol:

A:) The opening B:) Need and problem identification C:) Selling the product D:) Negotiation

CORRECT: C







Q:42) What is AIDA? Sol:

A:) Attention Interest Desire Action B:) Attract Interest Desire Action C:) Attention Interest Design Action D:) Attract Interest Design Action CORRECT: A

Q:43) _________________ is product reliability, after-sales service and delivery supported by penalty clauses so that the buyer can claim the cost if something go wrong during the given period by the salesperson. Sol:

A:) Demonstration B:) Guarantees C:) Trail orders D:) Reference selling CORRECT: B

Q:44)Purchase process if differentiated by a mental seQ:uence of events that goes on in prospects mind is Sol:

A:) AIDA B:) Buying formula theory C:) Selling theory D:) Marketing theory






CORRECT: B

Q:45) Which among the following are the methods for handling and overcoming objections in personal selling? Sol:

A:) Third party compensation B:) Turn an objective into benefit C:) Deny objections tactfully D:) All of these CORRECT: D

Q:46) Which among the following explains “Behavioral Theory EQ:uation”? Sol:

A:) Drives B:) Cues C:) Response D:) All of these

CORRECT: D

Q:47) Which among the following is a type of cue in “Behavioral Theory EQ:uation” in personal selling? Sol:





A:) No triggering cues B:) Triggering cues C:) Information cues D:) All of these CORRECT: D

Q:48) J.A Howard gave a formula for ‘’Behavioral EQ:uation” B=P*D*K*V What D stands for? Sol:

A:) response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier B:) predisposition or the inward response tendency, that is, force of habit C:) present drive level D:) “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer CORRECT: C

Q:49) Which theory is also known as “Situation Response Theory”? Sol:

A:) AIDAS theory B:) Buying formula theory of selling C:) Behavioral equation theory D:) Right set of circumstances theory

CORRECT: D







Q:50)___________________ reduces risk because they prove the benefits of the product. Sol:

A:) Demonstration B:) Guarantees C:) Trail orders D:) Reference selling

CORRECT: A





UNIT 3

Q:1) The demand for goods in India and services in India depends largely on ?

SOL:

A:)Agriculture

B:) Rainfall

C:) Inflation

D:)Income

Correct: A

Q:2)___________media have a greater effect than the impersonal ones in the rural marketing context?

SOL:

A:) Personal

B:) Impersonal

C:) Direct

D:) Indirect

Correct: A

Q:3) India is a land of agriculture and most of the population resides in

SOL:

A:) Villages

B:) Cities

C:) Urban area




D:) Towns

Correct: A

Q:4) Marketing has been recognized as a profession in SOL:

A:) 1980

B:) 1960

C:) 1970

D:) 1950

Correct: D

Q:5) the government is motivation students who are graduates in

SOL:

A:) Rural Marketing

B:) Rural development

C:) Marketing Education

D:) All of the above

Correct: D

Q:6) The rural population is moving towards urban sector for

SOL:

A:) Business

B:) Employment

C:) Education


Correct: D




Q:7) which is the most important tool for developing the rural market

SOL:

A:) Infrastructure

B:) Transportation

C:) Communication


Correct: D

Q:8) __________ developments in agriculture results in overall rural development

SOL:

A:) Technological

B:) Cultural

C:) Social

D:) Structural

Correct: A

Q:9) Marketing Committee system and cooperative marketing are the two __________framed for the purpose of rural marketing

SOL:

A:) parallel

B:) horizontal

C:) diagonal

D:)vertical

Correct: A




Q:10) The national Commission on agriculture is the ___ commission to suggest measures for development of agriculture

SOL:

A:) Second

B:) Thirds

C:) Fourth

D:) First

Correct: D

Q:11) State full form of MSP

SOL:

A:)Maximum Support Price

B:)Marginal Support Price

C:)Minimum Support Price

D:)Marginal Spices Price

Correct: C


A:)1980

B:)1960

C:)1970




D:)1950 Correct: D

Q:13) the government is motivation students who are raduates in

SOL:

A:)Rural Marketing

B:)Rural development

C:)Marketing Education

D:)All of the above Correct: D Q:14) The rural population is moving towards urban sector for.

SOL:

A:)Business Employment

B:)Education

C:)Selling agricultural and rural products

D:)All of the above Correct: D

Q:15) which is the most important tool for developing the rural market SOL:

A:)Infrastructure

B:)Transportation

C:)Communication





Q:16) __________ developments in agriculture results in overall rural development SOL:

A:)Technological

B:)Cultural

C:)Social

D:)Structural Correct: A

Q:17) Marketing Committee system and cooperative marketing are the two __________framed for the purpose of rural marketing.

SOL:

A:)parallel

B:)horizontal

C:)diagonal

D:)vertical Correct: A

18 NAFED helps the farmers to ----------

SOL:

A:)Purchase raw material and consumer goods

B:)Earn profit




C:)To arrange transport

D:)To provide information

Correct: A

19 CACP while recommending prices takes in to account--------

SOL:

A:)Market

B:)Competition

C:)Raw material

D:)Cost of production

Correct: B

20 State important problem of rural marketing

SOL:

A:)High literacy

B:)Good roads

C:)Scattered market

D:)Brand image

Correct: C

21 There are two sources of marketing finance---

SOL:

A:)Formal and informal

B:)Institutional and non institutional

C:)Banks and non banks




D:)Government and RBI

Correct: B

22 Farmers need ----- finance for cultivation.

SOL:

A:)Long term

B:) Short term

C:)Marketing

D:)Ready

Correct: A

23 What is the full form of RRB

SOL:

A:)Rice Rural Bank

B:)Rural Bank Rational

C:) Regional Rural Bank

D:)Ready Rural Bank

Correct:C

24 Rural market is -------

SOL:

A:)Cultured

B:)International

C:)Stagnant

D:)Dynamic




Correct: D

Q:25) The demand for goods in India and services in India depends largely on ? SOL:

A:)Agriculture

B:)Rainfall

C:)Inflation

D:)Income Correct: A

Q:26)___________media have a greater effect than the impersonal ones in the rural marketing context? SOL:

A:)Personal

B:)Impersonal

C:)Direct

D:)Indirect Correct: A

Q:27) India is a land of agriculture and most of the population resides in SOL:

A:)Villages

B:)Cities

C:)Urban

D:)area

Correct: A





A:)1980

B:)1960

C:)1970

D:)1950 Correct: D

Q:29) the government is motivation students who are raduates in

SOL:

A:)Rural Marketing




SOL:


B:)Education







A:)Infrastructure

B:)Transportation

C:)Communication



A:)Technological

B:)Cultural

C:)Social



SOL:

A:)parallel

B:)horizontal

C:)diagonal





Q:34) The national Commission on agriculture is the ___ commission to suggest measures for development of agriculture. SOL:

A:)First

B:)Second

C:)Thirds

D:)Fourth Correct: A

Q:35) CACP while recommending prices takes in to account--------

SOL:

A:)Market

B:)Competition

C:)Raw material

D:)Cost of production

Correct: B

Q:36) State important problem of rural marketing

SOL:

A:)High literacy

B:)Good roads

C:)Scattered market

D:)Brand image

Correct: C




Q:37) There are two sources of marketing finance---

SOL:

A:)Formal and informal

B:)Institutional and non institutional

C:)Banks and non banks

D:)Government and RBI

Correct: B

Q:38)Farmers need ----- finance for cultivation.

SOL:

A:)Long term

B:) Short term

C:)Marketing

D:)Ready

Correct: A

Q:39)What is the full form of RRB

SOL:

A:)Rice Rural Bank

B:)Rural Bank Rational

C:) Regional Rural Bank

D:)Ready Rural Bank

Correct:C

Q:40)Rural market is -------




SOL:

A:)Cultured

B:)International

C:)Stagnant

D:)Dynamic

Correct: D

Q:41) The demand for goods in India and services in India depends largely on ? SOL:

A:)Agriculture

B:)Rainfall

C:)Inflation

D:)Income Correct: A

Q:42)___________media have a greater effect than the impersonal ones in the rural marketing context? SOL:

A:)Personal

B:)Impersonal

C:)Direct

D:)Indirect Correct: A

Q:43) India is a land of agriculture and most of the population resides in SOL:

A:)Villages




B:)Cities

C:)Urban

D:)area

Correct: A


A:)1980

B:)1960

C:)1970

D:)1950 Correct: D

Q:45) the government is motivation students who are graduates in ---

SOL:

A:)Rural Marketing




SOL:


B:)Education







A:)Infrastructure

B:)Transportation

C:)Communication



A:)Technological

B:)Cultural

C:)Social



SOL:

A:)parallel




B:)horizontal

C:)diagonal


Q:50) The national Commission on agriculture is the ___ commission to suggest measures for development of agriculture. SOL:

A:)First

B:)Second

C:)Thirds

D:)Fourth Correct: A




Unit 4

Q:1)Which Website Global Easy Buy is facilitated?

SOL

A:)Ebay.com B:)Amazon.com

C:)Yepme.com D:)None of these Correct: A

Q:2)The best products to sell in B2C e‐commerce are: SOL: A:)Small products

B:)Digital products

C:)Specialty products D:)Fresh products

Correct: B

Q:3)Which products are people most likely to be more uncomfortable buying on the Internet? SOL: A:)Books

B:)Furniture C:)Movies

D:)All of the above

Correct: B

Q:4)Which products are people most likely to be comfortable buying on the Internet?

SOL:

A:)Books

B:)PCs

C:)CDs

D:)All of the above

Correct: D

Q:5)Digital products are best suited for B2C e‐commerce because they:

SOL:




A:)Are commodity like products

B:)Can be mass‐customized and personalized

C:)Can be delivered at the time of purchase

D:)All of the above

Correct: D

Q:6)The solution for all business needs is

SOL:

A:)EDI B:)ERP

C:)SCM

D:)None of the above

Correct: B

Q:7)All of the following are techniques B2C e‐commerce companies use to attract customers, except:

SOL:

A:)Registering with search engines

B:)Viral marketing

C:)Online ads D:)Virtual marketing

Correct: D

Q:8)The best products to sell in B2C e‐commerce are:

SOL:

A:)Small products

B:)Digital products

C:)Specialty products

D:)Fresh products

Correct: B

Q:9)Which products are people most likely to be more uncomfortable buying on the Internet?

SOL:




A:)Books

B:)Furniture

C:)Movies

D:)All of the above

Correct: B

Q:10)Which products are people most likely to be comfortable buying on the Internet?

SOL:

A:)Books

B:)PCs

C:)CDs

D:)All of the above

Correct: D

Q:11)Digital products are best suited for B2C e‐commerce because they:

SOL:

A:)Are commodity like products

B:)Can be mass‐customized and personalized

C:)Can be delivered at the time of purchase

D:)All of the above

Correct: D

Q:12)The solution for all business needs is

SOL:

A:)EDI

B:)ERP

C:)SCM





Correct: B

Q:13)All of the following are techniques B2C e‐commerce companies use to attract customers, except:

SOL:

A:)Registering with search engines

B:)Viral marketing

C:)Online ads

D:)Virtual marketing

Correct: D

Q:14)Which is a function of E‐commerce

SOL:

A:)marketing

B:)advertising

C:)Warehousing

D:)all of the above

Correct: D

Q:15)Which is not a function of E‐commerce

SOL:

A:)marketing

B:)advertising

C:)Warehousing

D:)none of the above

Correct: C

Q:16)Which term represents a count of the number of people Q:)Who visit one site, click on an ad, and are taken to the site of the advertiser?

SOL:

A:)Affiliate programs




B:)Click‐through

C:)Spam

D:)All of the above

Correct: B

Q:17)What is the percentage of customers who visit a Web site and actually buy something called?

SOL:

A:)Affiliate programs

B:)Click‐through

C:)Spam

D:)Conversion rate

Correct: D

Q:18)What are materials used in production in a manufacturing company or are placed on the shelf for sale in a retail environment?

SOL:

A:)Direct materials

B:)Indirect materials

C:)EDI

D:)None of theabove

Correct: A

Q:19)What are materials that are necessary for running a modern corporation, but do not relate to the company's primary business activities?

SOL:

A:)Direct materials


C:)EDI





Correct: B

Q:20)What are ballpoint pens purchased by a clothing company?

SOL:

A:)Direct materials


C:)EDI


Correct: B

Q:21)What is another name ?

SOL:

A:)Direct materials


C:)EDI


Correct: B

Q:22)What is the process in which a buyer posts its interest in buying a certain quantity of items, and sellers compete for the business by submitting successively lower bids until there is only one seller left?

SOL:

A:)B2B marketplace

B:)Intranet

C:)Reverse auction

D:)Internet

Correct: C

Q:23)What are plastic cards the size of a credit card that contains an embedded chip on Q:)Which digital information can be stored?

SOL:




A:)Customer relationship management systems cards

B:)E‐government identity cards

C:)FEDI cards

D:)Smart cards

Correct: D

Q:24)Most individuals are familiar Q:)With Q:)Which form of e‐commerce?

SOL:

A:)B2B

B:)B2C

C:)C2B

D:)C2C

Correct: B

Q25:)Which form of e‐commerce currently accounts for about 97% of all e‐commerce revenues?

SOL:

A:)B2B

B:)B2C

C:)C2B

D:)C2C

Correct: A

Q26:)Which of the following Wing are advantages normally associated with B2B e‐commerce?

SOL:

A:)Shorter cycle times

B:)Reduction in costs

C:)Reaches Q:)Wider audiences

D:)all of the above




Correct: D

Q:27)If the threat of substitute products or services is low it is a(n):

SOL:

A:)Disadvantage to the supplier

B:)Advantage to the buyer

C:)Advantage to the supplier

None of the above

Correct: C

Q:28)The threat of new entrants is high when it is:

SOL:

A:)Hard for customers to enter the market

B:)Hard for competitors to enter the market

C:)Easy for competitors to enter the market

D:)Easy for customers to enter the market Correct: C

Q:29)If it is easy for competitors to enter the market, the threat of new entrants is considered:

SOL:

A:)High

B:)Low

C:)More

D:)Less

Correct: A

Q:30)An industry is less attractive for suppliers when the rivalry among existing competitors is:

SOL:

A:)High

B:)Low




C:)More

D:)Less

Correct: A

Q:31)Unique value auction is mainly applies to?

SOL:

A:)New products

B:)Second hand products

C:)Engineering products


Correct: B

Q:32)Paisapay is facilitated in

SOL:

A:)eBay.co.in

B:)amazon.com

C:)flipkart.com


Correct: A

Q33:)Which of the following is a useful security mechanism when considering business strategy and IT?

SOL:

A:)encryption

B:)decryption

C:)fireWall

D:)all the above

Correct: D

Q34:)Which of the following is not related to security mechanism




SOL:

A:)encryption

B:)decryption

C:)e‐cash

D:)all the above

Correct: C

Q:35)A product or service that customers have come to expect from an industry, which must be offered by new entrants if they wish to compete and survive, is known as a(n)?

SOL:

A:) switching costs

B:)Loyalty programs

C:)Entry barriers

D:)Affiliate programs

Correct: C

Q36:)Which of the following statements accurately reflect the impact of technology?

SOL:

A:)Technology has caused buyer power to increase

B:)Technology has lessened the entry barriers for many industries

C:)Technology has increased the threat of substitute products and services

D:)all of the above

Correct: D

Q:37)A business cannot be all things to all people. Instead, a business must:

SOL:

A:)Identify target customers

B:)Identify the value of products/services as perceived by customers




C:)all of the above


Correct: C

Q:38)How the transactions occur in e‐commerce?

SOL:

A:)Using e‐medias

B:)Using computers only

C:)Using mobile phones only


Correct: A

Q39:)Which type of products is lesser purchased using ecommerce?

SOL:

A:)automobiles

B:)books

C:)softwares

D:)none

Correct: A

Q:40)A business competing in a commodity like environment must focus on which of the following?

SOL:

A:)Price

B:)Ease / speed of delivery

C:)Ease of ordering

D:)all of the above

Correct: D

Q41:)Which of the following refers to creating products tailored to individual customers?




SOL:

A:)customization

B:)aggregation

C:)Direct materials

D:)Reverse auction

Correct: A

Q:42)Materials used in the normal operation of a business but not related to primary business operations are called what?

SOL:

A:)Supplies

B:)Direct materials

C:)Indirect materials

D:)Daily stuff

Correct: C

Q:43)Amazon.com is well‐known for which e‐commerce marketing technique?

SOL:

A:)Banner ads

B:)Pop‐up ads

C:)Affiliate programs

D:)Viral marketing

Correct: C

Q44:)What is the name given to an interactive business providing a centralized market where many buyers and suppliers can come together for e‐commerce or commerce‐related activities?

SOL:

A:)Direct marketplace

B:)B2B




C:)B2C

D:)Electronic marketplace

Correct: D

Q45:)Which form of e‐marketplace brings together buyers and sellers from multiple industries, often for MRO materials?

SOL:

A:)horizontal

B:)Vertical

C:)Integrated

D:)Inclined

Correct: A

Q46:)Which form of e‐marketplace brings together buyers and sellers from the same industry?

SOL:

A:)horizontal

B:)Vertical

C:)Integrated

D:)Inclined

Correct: B

Q47:)Which type of add appears on a Web page?

SOL:

A:)pop‐under ad

B:)Pop‐up ad

C:)Banner ad

D:)Discount ad

Correct: C

Q48:)What type of ad appears on top of a web page?




SOL:

A:)pop‐under ad

B:)pop‐up ad

C:)banner ad

D:)discount ad

Correct: B

Q49:)What type of ad appears under a web page?

SOL:

A:)pop‐under ad

B:)pop‐up ad

C:)banner ad

D:)discount ad

Correct: A

Q50:)Which, if any, of the following types of ads are people most willing to tolerate?

SOL:

A:)pop‐under ad

B:)pop‐up ad

C:)banner ad


Correct: D

subject: marketing & salesmanship subject code 116(c

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