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MARKETINGCAPSULEFORSBIPO2014EXAM

Dearreaders,AsyouallknowthatMarketingsectionwasincludedinSBIPOsyllabusfrom2010onwards.SoherewearepresentingtoyouthelastthreeyearsMarketingquestionswhichwasaskedinSBIPOexam.AlsoweareprovidingyousomeexpectedmarketingquestionswhichcanbeaskedinupcomingSBIPO2014exam. Marketingistheprocessofcommunicatingthevalueofaproductorservicetocustomers,forthepurposeofsellingthatproductorservice.Marketingcanbelookedatasanorganizationalfunctionandasetofprocessesforcreating,deliveringandcommunicatingvaluetocustomers,andcustomerrelationshipmanagementthatalsobenefitstheorganization.Marketingisthescienceofchoosingtargetmarketsthroughmarketanalysisandmarketsegmentation,aswellasunderstandingconsumerbehaviorandprovidingsuperiorcustomervalue.Fromasocietalpointofview,marketingisthelinkbetweenasociety’smaterialrequirementsanditseconomicpatternsofresponse.Marketingsatisfiestheseneedsandwantsthroughexchangeprocessesandbuildinglongtermrelationships.Marketingmaybedefinedinseveralways,dependingontheroleoftheadvertisedenterpriseinrelationtothestrategicroleinpositioningthefirmwithinitscompetitivemarket.ThemaindefinitionisoftencreditedtoPhilipKotler,recognizedastheoriginatorofthemostrecentdevelopmentsinthefield,fortheworksthatappearedfrom1967to2009.7PsofMarketing: 4CsofMarketing: 5MsofMarketing:1.Product 1.Customerneeds&wants 1.Market2.Price 2.Costtothecustomer 2.Management3.Promotion 3.Communication 3.Money4.Place 4.Channel 4.Manpower5.PhysicalEvidence 5.Manufacturing6.Positioning7.People

MarketingQuestionsAskedinSBIPOExamsfrom20101. Marketresearchisusefulfor____?

(1)Decidingpropermarketingstrategies(2)Decidingthesellingprice(3)choosingtherightproducts(4)choosingthesalesperson(5)Allofthese Ans.(5)

2. Acallmeans:(1)shoutouttosomebody(2)professionorbusiness(3)visitingfriends(4)visitingprospectivecustomers(5)after‐salesservice Ans.(4)


3. Conversionmeans:(1)meetingaprospectiveclient(2)interactingwithaprospectiveclient(3)convertinganemployerintoanemployee(4)convertingasellerintoabuyer(5)convertingaprospectiveclientintoabuyerAns.(5)

4. Customizationmeans:

(1)acquiringmorecustomers(2)regulatingcustomers(3)specialproductstosuiteachcustomer(4)moreproductspercustomer(5)Allofthese Ans.(3)

5. Modernstyleofmarketinginclude(1)digitalmarketing(2)tele‐marketing(3)e‐commerce(4)e‐mailssolicitation(5)Allofthese Ans.(5)

6. E‐Marketingisthesameas(1)virtualmarketing(2)digitalmarketing(3)realtimemarketing(4)allofthese(5)Noneofthese Ans.(4)

7. Value‐addedservicesmeans

(1)costlierproducts(2)largenumberofproducts(3)additionalservices(4)atparservices(5)Noneofthese Ans.(3)

8. AggressiveMarketingisnecessitateddueto:(1)globalization(2)increasedcompetition(3)increasedproduction(4)increasedjobopportunities(5)Allofthese Ans.(2)

9. EfficientMarketingstylesrequire(1)properplanning(2)goodcommunicationskills(3)teamwork(4)knowledgeofproducts(5)Allofthese Ans.(5)

10. Theperformanceofasalespersondependson(1)salarypaid(2)salesincentivepaid(3)sizesofthesalesteam(4)abilityandwillingnessofthesalesperson(5)teamleaderaggressiveness Ans.(4)

11. Thesoleaimofmarketingisto(1)increasesales(2)increasethenumberofemployees(3)increaseprofits(4)increaseproduction(5)Allofthese Ans.(1)

12. Leadgenerationmeans(1)tipsforsellingtactics(2)tipsforbetterproduction(3)generatingleaders(4)likelysourcesforprospectiveclients(5)Allofthese Ans.(4)

13. Findthecorrectstatement:(1)Marketingisredundantinmonopolisticcompanies(2)Theperformanceofasalespersondependsontheamountofincentivespaid(3)Marketingisinfluencedbypeerperformance.(4)Anincreaseinmarketsharesindicatesfallinbusinessvolume.(5)AmissionstatementispartoftheCompany'sProspectus.Ans.(5)


14. Whichofthefollowingisthefirststepinthe'transactionprocessingcycle',whichcapturesbusinessdatathroughvariousmodessuchasopticalscanningoratanelectroniccommercewebsite?(1)Documentandreportgeneration(2)Databasemaintenance(3)Transactionprocessing(4)DataEntry(5)Noneofthese Ans.(1)

15. CRM(CustomerRelationshipManagement)is(1)Apre‐salesactivity(2)Atoolforleadgeneration(3)Anongoingdailyactivity(4)ThetaskofaDSA(5)Alloftheabove Ans.(5)

16. Bancassurancecanbesoldto(1)Allbanks(2)Allinsurancecompanies(3)InsuranceAgents(4)Allexistingandprospectivebankcustomers(5)Alloftheabove Ans.(4)

17. Cross‐sellingisnoteffectiveforwhichoneofthefollowingproducts?(1)DebitCards(2)SavingsAccounts(3)InternetBanking(4)Pensionloans(5)Personalloans Ans.(2)

18. WhichofthefollowingisnotinvolvedintheGrowthStrategiesofacompany?(1)Horizontalintegration(2)VerticalIntegration(3)Diversification(4)Intensification(5)Noneofthese Ans.(4)

19. Asuccessful"BlueOcean"requires(1)Effectivecommunication(2)Innovativeskills(3)Motivation(4)Alloftheabove(5)Noneofthese Ans.(4)

20. Cross‐sellingisabasicfunctionof(1)Allemployers(2)Allemployees(3)Allsalespersons(4)PlanningDepartment(5)Alloftheabove Ans.(3)

21. Dataminingmeansanalyzingthedatastoredwith(1)TheDSA(2)Thefront‐officestaff

(3)Theback‐officestaff(4)Thecustomers(5)Noneofthese Ans.(3)

22. SMEmeans(1)SellingandMarketingEstablishment(2)SellingandManagingEmployee(3)SalesandMarketingEmployee(4)SmallandMediumEnterprises(5)Noneofthese Ans.(4)

23. Oneofthefollowingisnotincludedinthe7P'sofMarketing.Findthesame.(1)Product (2)Price(3)Production (4)Promotion(5)Noneofthese Ans.(3)

24. ThetargetgroupoftheSMEloansis

(1)Allbusinessmen(2)Allprofessionals(3)AllSSIs (4)Alloftheabove(5)Noneofthese Ans.(3)

25. Homeloanscanbebestcanvassedamong(1)Builders (2)Flatowners(3)Landdevelopers (4)Agriculturist(5)IndividualwantingtobuyaflatorhouseAns.(5)

26. OnlineMarketingisthefunctionofwhichofthefollowing(1)Purchasesection(2)ProductionDepartment(3)ITDepartment(4)DesignSection(5)Acollectivefunctionofallstaff Ans.(5)

27. Customizationisusefulfor(1)Designingcustomerspecificproduct(2)Callcentres(3)Publicity(4)Motivatingthestaff(5)Coldcalls Ans.(1)

28. Thekeychallengetomarket‐drivenstrategyis(1)Sellingmaximumproducts(2)EmployingmaximumDSAs(3)Deliveringsuperiorvaluetocustomers(4)Beingrigidtochanges(5)Adoptingshot‐termvision Ans.(3)


29. Effectivesellingskillsdependson(1)Sizeofthesalesteam(2)Ageofthesalesteam(3)Peerstrength(4)Knowledgelevelofthesalesteam(5)Educationallevelofthesalesteam Ans.(3)

30. Generationofsalesleadcanbeimprovedby(1)beingverytalkative(2)increasingpersonelandprofessionalcontact(3)beingpassive(4)engagingrecoveryagent(5)productdesigns Ans.(2)

31. Amarketplanis

(1)performanceappraisalofthemarketingstaff(2)companyprospectus(3)documentedmarketingstrategy(4)businesstargets(5)callcenter Ans.(3)

32. Marketingchannelsmeans(1)deliveryobjects(2)salestarget(3)deliveryoutlets(4)deliveryboys(5)salesteams Ans.(3)

33. Socialmarketingis(1)sharemarketprices(2)marketingbytheentiresociety(3)internetmarketing(4)marketingforthesocialcause(5)societybye‐laws Ans.(4)

34. Servicemarketingisthesameas(1)internetmarketing(2)telemarketing(3)internalmarketing(4)relationshipmarketing(5)transactionmarketing Ans.(4)

35. Market‐drivenstrategyincludes(1)identifyingproblems(2)planningmarketingtacticsofpeers(3)positioningtheorganizationanditsbrandsinthemarketplace(4)internalmarketing(5)sellingoldproducts Ans.(3)

36. Innovationinmarketingissameas(1)motivation (2)perspiration(3)aspiration (4)creativity(5)teamwork Ans.(4)

37. Personalloanscanbecanvassedamong(1)salariedperson (2)pensioners(3)foreignnationals (4)NRICustomers(5)Non‐customers Ans.(1)

SomeExpectedMarketingQuestionsForSBIPO2014ExamQ.1.Marketexpansionmeans:(1)Hiringmorestaff(2)Buyingmoreproducts(3)firingmorestaff(4)Buyingmorecompanies(5)Noneofthese Ans:5Q.2.Effectivemarketinghelpsin‐(1)Developingnewproducts(2)Creatingacompetitiveenvironment(3)Buildingdemandforproduct(4)Allofthese(5)Noneofthese Ans:4Q.3.Agoodsellershouldhavethefollowingqualities‐(1)Developingthework (2)Submissive(3)Sympathy (4)Allofthese(5)Noneofthese Ans:4

Q.4.Oneofthefollowingisatargetforthemarketingofinternetbanking‐(1)Allthecustomers(2)Alltheeducatedcustomers(3)Allthecomputereducatedcustomers(4)Onlycreditors(5)Noneofthese Ans:3Q.5.Plannedcostservicemeans‐(1)costlyproducts(2)extraprofitonthesamecost(3)extraworkbyseller(4)allofthese(5)Noneofthese Ans:2Q.6.Ruralmarketingisnotrequiredbecause‐(1)Ruralpeopledonotunderstandmarketing(2)Itisnotpracticalfromthecostpointofview


(3)Itissheerwastageoftime(4)Allofthese(5)Noneofthese Ans:5Q.7.InConsumerbehavior'Perceptionisaprocessthroughwhich‐(1)aconsumermakeultimatepurchasing(2)aconsumerissatisfied(3)aconsumer'smindreceives,organizesandinterpretsphysicaltime(4)Both1and2(5)Alloftheabove Ans:3Q.8.Saleforecastimplies‐(1)anestimateofthemaximumpossiblesalesopportunitiespresentinaparticularmarketsegment.(2)anestimateofsales,inphysicalunits,inafutureperiod(3)Estimatingthenumberofsalespersonrequiredtosellaproduct.(4)Both1and2(5)Neither1nor2 Ans:4Q.9.Advertisingfor.............isnotallowedonT.V.(1)Liquor (2)Cigrattes(3)Both1and2 (4)Soaps(5)Noneofthese Ans:2Q.10.Entrepreneursfinddirectmarketingattractivebecauseof‐(1)Investmentislow(2)Itdoesn'trequiredspecializedskills(3)Returnsarequick(4)Allofabove(5)Noneofthese Ans:4Q.11.Atheorystatesthatnomatterhowefficientlygoods/serviceareproduced,iftheycannotbedeliveredtothecustomerinthequickestpossibletimeitisvain‐thistheoryiscalled‐(1)Quickestthebest (2)Instantservice(3)Serviceontime (4)Timelyeffort(5)Mattertheory Ans:2Q.12.Demonstrationisanexercisesto‐(1)attractivelypackanddisplaythegoods(2)Provethecharacteristicoftheproduct(3)Both1and2(4)Windowshop(5)Neither1nor2Ans:2Q.13.Inselling"Consumption"istheultimategoalofthesaleswhileamarketer‐(1)Identifiesconsumerneedsandwants.(2)Developanappropriateproduct/servicetoattaincustomersatisfaction.(3)Accomplishorganizationalgoalsthroughintegratedmarketingapproach

(4)alloftheabove.(5)Noneofthese Ans:4Q.14.'Casual'researchisbasicallyconcernedwith‐(1)Establishingcauseandeffortrelationship(2)Arrivingataforecastorpredictionofinterest.(3)measuringandestimatingthefrequencieswithwhichofthingsoccur(4)Allofabove(5)Noneofthese Ans:1

Q.15.Amethodinwhichbrandequityismeasuredbycomparingdifferencebetweentheretailpriceofthebrandandtheretailpriceofanunbrandedproductinsamecategoryiscalled‐(1)Brandgoodwillmethod(2)pricepremiummethod(3)Productionmethod(3)Both1and2(4)Neither1nor2 Ans:2Q.16.BankMarketingmeans‐(1)SellingofBanks(2)MergerofBanks(3)Sellingbank'sproductsandservices(4)Noneofthese(5)Allofthese Ans:3


Q.17.Creditcardsareusedfor‐(1)Cashwithdrawals(2)Purchaseofairtickets(3)Purchaseofconsumableitemsfromretailoutlets(4)allofthese(5)Noneofthese Ans:4Q.18.Homeloansaregrantedto‐(1)Individuals (2)Institutions(3)Builders (4)allofthese(5)Noneofthese Ans:1

Q.19.ATMsare‐(1)BranchesofBanks(2)MannedcountersofBanks(3)Unmannedcashdispensers(4)Allofthese(5)Noneofthese Ans:3Q.20.Relationshipsellingmeans‐(1)Preparingalistofrelatives(2)Crossselling(3)Sellingtorelatives(4)Sellingtostrangers(5)Telemarketing Ans:2Q.21.Properpricingisneededfor‐(1)Extrachargesofextraservices(2)LevyofVAT(3)Goodcustomerservices(4)Puttingburdenonthecustomers(5)Depositingmoneyinbank. Ans:3Q.22.TheabbreviationISPstandsfor‐(1)InternationalSpyProject(2)IndianSocialPlanning(3)InitialServiceProvider(4)InternetServiceProvider(5)Noneofthese Ans:4Q.23.ESOPstandfor‐(1)EfficientServiceofPromises(2)EffectiveSystemofProjects(3)EmployeeStockOptionPlan(4)EssentialSecurityofProject(5)EquityStockOptionPlan Ans:3Q.24.Thebalancesheetofanorganizationgivesinformationregarding‐(1)ResultofoperationsforaparticularPeriod(2)Thefinancialpositionasonaparticulardate(3)Theoperatingefficiencyofafirm.(4)Financialpositionduringaparticularperiod

(5)Alloftheabove Ans:2Q.25.Theadvantageoftelephoneintervieware‐(1)Relativelylowcostperinterview(2)Goodforreachingimportantpeoplewhoareinaccessible(3)SecuringCo‐operationwhichisnotalwayspossible(4)Allofthese(5)Both1&2 Ans:5Q.26.Thebestadvertisementis‐(1)Glowsignboards (2)Oninternet(3)TVmedia (4)Printmedia(5)AsatisfiedCustomer Ans:5Q.27.AcidTestofabrandis‐(1)Brandpreference (2)Brandawareness(3)Brandloyalty (4)Brandequity(5)Bandacceptability Ans:3Q.28.Inbanksloansandadvancesareconsideredas‐(1)Assets (2)liabilities(3)Resources (4)causeofexpenditure(5)Noneofthese Ans:1Q.29.Inthecontextofglobalization,BPOmeans‐(1)BritishPetroleumOrganization(2)BritishPassportOffice(3)BusinessProcessOutsourcing(4)BusinessProcessOrientation(5)Alloftheabove Ans:3Q.30.Modernmethodofmarketinginclude‐(1)Publicityonthenet(2)Advertisementonthenet(3)Solicitingbusinessthroughe‐mails(4)Both1and2(5)Alloftheabove Ans:5Q.31.Foreffectivemarketingthesalesmenshouldhavewhichofthesequalities‐(1)Creativity (2)Teamspirit(3)Motivation (4)Effectivecommunicationskill(5)Allofthese Ans:5Q.32.MarketResearchisneededfor‐(1)Decidingthemarketarea(2)Decidingtheright‐producttobesold.(3)Makingpropermarketingdecisions(4)Decidingrighttimetosell(5)Allofthese Ans:5


Q.33.Whichofthefollowingstatementistrue‐(1)Marketingmakesthecompanytogointolossduetohigherexpense(2)Marketingisnotrequiredinprofitmakingcompanies(3)Marketingsharpensthemindoftheemployees(4)Marketingiswastageoftime.(5)Allofthese Ans:3Q.34.Marketingplanhelpsin‐(1)Betterleadgeneration(2)Bettersystems(3)Betterresults(4)Bettercustomerservice(5)Alloftheabove Ans:5Q.35.Motivationmeans‐(1)Inspiringemployeestoperformbetter(2)Bettercommunicationskills(3)Salescoaching(4)Marketresearch(5)Noneofthese Ans:1Q.36.InaMarketingprocessintoday'sworld‐(1)Onlystandardproductsaresold(2)Thesellerneedstohaveproductknowledge(3)Thesellershouldensurecustomersatisfaction(4)Onlyquantumofsalesmatters.(5)Allofthese Ans:3Q.37.Saleforecastinginvolves‐(1)Salesplanning (2)salespricing(3)Distributionchannel (4)ConsumerTastes(5)Allofthese Ans:5Q.38.Inadditiontoproduct,price,promotion,theaugmentedmarketingmixforservicesincludeallofthefollowingEXCEPT;(1)People (2)Packaging(3)Process (4)Physicalevidence(5)Both1and2 Ans:2Q.39.Dumpingrelatestothesaleof‐(1)Productsinforeignmarketsthatcannotbesoldinthehomemarket(2)Productsdiscontinuedinthehomemarketsoldtoaforeignmarket(3)Productioninforeignmarketsthatcannotpasssafetystandardsinthehomemarket(4)Noneofthese(5)Allofthese Ans:2Q.40.Thefollowingdoesnotrepresentamarketsituation‐(1)Abankrundispensarylocatedinits,staffquarters.(2)AfundraisingcharityshowforthemembersofanNGO

(3)Ameditationcampofareligiousorganizationconcludedforitsmembers.(4)AstalldistributingKadaPrasadinaGurudwara(5)Allofthese Ans:4Q.41.Thefollowingofferingisnotaservice‐(1)Fixeddepositreceipt(2)Postagestamp(3)Insurancepolicy (4)Giftcouponofthechainstore.(5)Allofthese Ans:4Q.42.Theactofobtainingadesiredobjectfromsomeonebyofferingsomeinreturniscalledasa‐(1)Transaction (2)Exchange(3)Relationship (4)Value(5)Noneofthese Ans:2Q.43._______isagroupofrelatedproductsthatfunctioninasimilarmanner,aresoldtothesamecustomergroupsandmarketedthroughthesametypeoftheoutlets.(1)Group (2)Productline(3)Category (4)Market(5)Noneofthese Ans:2Q.44.Goodsthataretypicallyboughtbyconsumerbasedonacomparisonofsuitability,qualitypriceandstylearecalled‐‐‐‐‐‐‐‐‐‐‐‐goods‐(1)Industrial (2)Specialty(3)Shopping (4)Convenience(5)Noneofthese Ans:3Q.45.Outofthefollowing‐‐‐‐‐‐isnotanobjectiveofpricing‐(1)Profit(2)Stabilizingdemandansalesoftheproduct(3)Improvementinproductquality(4)Expansionofbusiness.(5)Allofthese Ans:4Q.46.Outthefollowing‐‐‐‐‐‐‐isnotthethreeleveloftheproduct‐(1)Core (2)Symbolic(3)Augmented (4)fragmented(5)Noneofthese Ans:4Q.47.Ofthefollowingpricingmethods‐‐‐‐‐isnotfornewproduct‐(1)Marketskimming (2)Penetration(3)Discriminatorypricing (4)Noneofthese(5)Alloftheabove Ans:1Q.48.Inmarketskimmingpricingstrategy‐‐‐‐‐(1)Initiallypriceislowerthanitisreduced(2)Initiallypriceishigherthanitisreduced(3)Initialpriceishighandismaintainedhigh(4)Noneofthese(5)Allofthese Ans:2


Q.49.BankofMathuraisofferinghigherinterest‐ratioonfixeddeposittoseniorcitizensof60yearsandabove‐Itispracticing‐(1)Promotionalpricing (2)Psychologicalpricing(3)Segmentalpricing (4)Productmixpricing(5)Allofthese Ans:3

Q.50.With‐‐‐‐pricing,theproductsarepricedbelowlistprice(orevencost)foratemporaryperiodtocreatebuyingurgency‐(1)Reference (2)By‐product(3)Promotional (4)Marketpenetration(5)Allofthese Ans:3Q.51.Regulationthatarisetoensurethatfirmtakesresponsibilityforthesocialcostsoftheirproductsorproductionprocessesstemfromwhichreasonforgovernmentlegislationofbusiness‐(1)Toprotectcompaniesfromeachother.(2)Toprotectcompaniesfromunfairbusinesspractices.(3)Toprotecttheinterestsofthesociety.(4)Tobusinessesfromunfairconsumerdemands.(5)Allofthese Ans:3Q.52.Thelaststageinsellingprocess‐(1)approach (2)handlingobjections(3)closing (4)followup(5)Allofthese Ans:4

Q.53.TheMajoradvantageofsurveyresearchisits‐(1)Simplicity (2)Structure(3)Organization (4)flexibility(5)Allofthese Ans:4Q.54.A‐‐‐‐‐isanyactivityorbenefitofferedforsalethatisessentiallyintangibleanddoesnotresultintheownershipofanything.(1)Demand (2)Basicstaple(3)Product (4)Service(5)Allofthese Ans:4Q.55.______isaperson'sdistinguishingpsychologicalcharacteristicsthat‐leadtorelativelyconsistentandlastingresponseshisorherownenvironment‐(1)Psychographics (2)Personality(3)Demographics (4)lifestyle.(5)Allofthese Ans:2Q.56.Theplaninthebusinessbuyingbehaviourmodelwhereinterpersonalandindividualinfluencemightinteractiscalledthe‐(1)Environment (2)Response(3)Stimuli (4)Buyingcenter(5)Allofthese Ans:4Q.57.Thecourseofaproduct'ssaleandprofitoveritslifetimeiscalled‐(1)Thesaleschart(2)Thedynamicgrowthcurve.(3)Theadoptionprocess(4)Theproductlifecycle.(5)Allofthese Ans:4Q.58.AllofthefollowingarethoughttobesourcesofnewproductideasExcept‐(1)InternalSources (2)Customers(3)Competitors (4)Locallibrary(5)Allofthese Ans:3Q.59.IfHondausesitscompanynametocoversuchdifferentproductsasitsautomobileslawnmowersandmotorcycles,itispracticingwhichofthefollowing‐(1)Newbrandstrategy(2)Liveextensionstrategy(3)Multibandstrategy(4)Brandextensionstrategy(5)Allofthese Ans:4Q.60.Ifacompany(consideringitsoptionsontheproduct/marketexpansiongrid)choosestomoveintodifferentunrelatedfields(fromwhatithaseverdonebefore)withnewproductsasameanstostimulategrowth,thecompanywouldbefollowingwhichofthefollowinggeneralstrategies.(1)Market‐Penetration(2)Marketdevelopment


(3)Productdevelopment(4)Diversification(5)Allofthese Ans:4Q.61.Whenthemarketresearchorganizationchoosesasegmentofthepopulationthatrepresentsthepopulationasawhole,theyhavechosena‐(1)Group (2)Bi‐variant‐population(3)Sample (4)MarketTarget(5)Noneofthese Ans:3Q.62.Joiningwithforeigncompaniestoproduceormarketproductandserviceiscalled‐(1)Directexporting(2)Indirectexporting(3)Licensing(4)Joint‐Venturing(5)Noneofthese Ans:4Q.63.A‐‐‐isaname,term,sign,symbolordesignoracombinationofthesethatidentifiedthemarketorsellerofaproductorservice‐(1)Productfeature (2)Sponsorship(3)Brand (4)Logo(5)Noneofthese Ans:3Q.64.Thestudyofhumanpopulationintermsofsize,density,age,gender,race,occupationandotherstatisticsiscalled:(1)Geothermic (2)Demography(3)Ethnography (4)Geography(5)Noneofthese Ans:2Q.65.Theprocessthatturnsmarketingstrategiesandplansintomarketingactioninordertoaccomplishstrategicmarketingobjectiveiscalled‐(1)Marketingstrategy(2)MarketingControl(3)Marketinganalysis(4)Marketingimplementation(5)Noneofthese Ans:4Q.66.Ifyourcompanyweretomakeaproduct‐suchassuitofclothesandsellthatproductyourcompanywillcomeunderwhichsector?(1)Retailer (2)Business(3)Government (4)Service(5)Noneofthese Ans:2Q.67.Costthatdonotvarywithproductionorsaleslevelarecalled‐(1)fixedcosts (2)Variablecost(3)Standardcosts (4)Independent‐costs(5)Noneofthese Ans:1Q.68.ConsumerInformationsource‐(1)Personalsourceandcommercialsource(2)Publicsource(3)experientialsource

(4)alloftheabove(5)Noneofthese Ans:4Q.69.Zero‐basedbudgeting(ZBB)means‐(1)Atoolofmarketingcost(2)atoolforfinancialanalysis(3)eachyear,budgetingstartsfromascratch.(4)acertainpercentageofsales(5)both1&2. Ans:3

Q.70.WhichofthefollowingexpressesMaslow'sMotivationtheorybest‐‐‐‐(1)ImportanceofMotivationforcustomerdevelopment(2)Whypeoplearedrivenbyparticularneedatparticulartimes.(3)Wherehumanneedsarearrangedinahierarchy.(4)Alloftheabove(5)Noneofthese Ans:4Q.71.Thelongtermobjectiveofmarketingis‐(1)Customersatisfaction(2)Profitmaximization(3)Costcutting(4)Profitmaximizationwithcustomersatisfaction(5)Noneofthese Ans:4Q.72.Whichamongthefollowingisstatisticalindicatorforequalityinincomedistribution‐(1)GiniCoefficient (2)PriceIndices(3)GNP (4)GDP(5)Noneofthese Ans:1Q.73.Shorttermplanningfocuseson‐(1)Functionalplans (2)Longtermobjective(3)Specificgoal (4)Both1&3(5)Noneofthese Ans:4Q.74.InmarketingtermsAttitudecanbestbedefinedasa‐(1)RudebehaviourofSalesperson(2)Rudebehaviourofconsumer(3)Mentalstateofconsumer(4)Egoofthemarketingexecutive(5)Noneofthese Ans:3Q.75.ReferencegroupinfluencesVis‐a‐Visconsumptiondecisionisafunctionofthe‐‐‐‐(1)ProductCategory(2)Groupcharacteristics(3)Groupcommunicationprocess(4)Allofthese(5)Noneofthese Ans:4


Q.76.Justintime(JIT)techniqueisgettingwideracceptanceworldover.Thetechniquewasfirstintroducedin‐(1)India (2)America(3)Japan (4)Noneofthese(5)Allofthese Ans:3Q.77.Thelevelofcommitmentthatconsumersfeeltowardsagivenbrandiscalled‐(1)Brandequity (2)BrandName(3)Brandloyalty (4)Noneofthese(5)Allofthese Ans:3

Q.78.AssigningspecificJobsandworkplacestotheselectedcandidatesisknownas‐(1)Placement (2)Recruitment(3)Transfer (4)Promotion(5)Allofthese Ans:1Q.79.Asacouncillor,apersonnelmanager‐(1)Remindsthemanagementofmoralobligationstowardsemployees.(2)Encouragestheemployees.(3)Triestosettlethedisputesbetweenlabour&management.(4)Allofthese(5)Noneofthese Ans:2Q.80.Informationsystemscanassistmanagerby‐(1)Providinginformation(2)Providingdataoninternalsources(3)Directing(4)Alloftheabove(5)Noneofthese Ans:4Q.81.WarehouseManagementdoesnotinclude‐(1)Spacedetermination (2)Stocklayout(3)Stockdesign (4)Stockplacement(5)Orderpickingprocedure Ans:5Q.82.Amarketingtechniquewheremarketerplaysaspecificroleinaparticularsegmentiscalled‐(1)MassMarketing(2)Nichemarketing(3)StrategicMarketing(4)CommunicationMarketing(5)Noneofthese Ans:2Q.83.Whichamongthefollowingisnotanexampleofconveniencegoods?(1)Tea (2)Newspaper(3)Coffee (4)Shirts(5)Noneofthese Ans:4

Q.84.InMarketingMix4P’sImply‐(1)Product,Price,Place,Promotion(2)Product,Price,Policy,Place(3)Place,People,Product,Promotion(4)Alloftheabove(5)Noneofthese Ans:1Q.85.InMarketsegmentationwhichamongthefollowingisnotaneconomiccomponent‐(1)Age (2)Gender(3)Both1and2 (4)Incomelevel(5)Taxes Ans:3Q.86.Whichamongthefollowingisafeatureofgoodforecastingmethod‐(1)Accuracy (2)Simplicity(3)Economy (4)Availability(5)Allofthese Ans:5Q.87.Apersonwhoultimatelydeterminesanypartorwholeofthebuyingdecisioniscalled‐(1)Decider (2)Buyer(3)User (4)Influencer(5)Noneofthese Ans:1Q.88.Whenafirmsellsoffpartofitsbusinesstoanotheritiscalled‐(1)Diversification (2)Divestment(3)Pruning (4)Strategy(5)Jointventure Ans:2Q.89.BuyerResistancemeans‐(1)Buyersfightingwiththesalesman(2)Reluctantsalesman(3)IndifferentSalesman(4)Hesitantbuyers(5)Noneofthese Ans:4Q.90.DigitalBankcanberesortedthrough‐(1)Mobilephones (2)Internal(3)Telephones (4)Allofthese(5)Noneofthese Ans:4Q.91.Crosssellingisveryeffectiveinthesaleofoneofthefollowing‐(1)Debit–Card (2)Credit‐Cards(3)Internal‐Banking (4)AutoLoan(5)Allofthese Ans:5Q.92.Targetmarketfordebitcardis‐(1)Allexistingaccountholder(2)Allsalespersons(3)AllNRI’s(4)AllHNI’s(5)Allofthese Ans:1


Q.93.SMEmeans‐(1)Smallandmediumenterprises(2)Smallscalemarketingentities(3)Small&mediumestablishments(4)Noneofthese Ans:1Q.94.“Out‐sourcingmeansservicerenderedby‐(1)Outsideagencies(2)Otherdepartmentsofthecompany(3)Employeesotherthanthesalesperson(4)Marketingdepartment(5)Noneofthese Ans:1Q.95.Salespromotioninvolves,theincorrectoption‐(1)Buildingproductawareness(2)Creatinginterest(3)ProvidingIntonation(4)Designingnewproduct(5)Noneofthese Ans:4Q.96.DSAMeans‐(1)DistrictsalesAuthority(2)DirectSellingAgent(3)DistributorandSalesagent(4)Noneofthese(5)Allofthese Ans:2Q.97.“Conversion”insaleslanguagemeans‐(1)Convertingabuyerintoaseller(2)Convertingasellerintoabuyer(3)Convertingaprospectintocustomer(4)Allofthese(5)Noneofthese Ans:3Q.98.BankMarketingistreatedas‐(1)Transactionmarketing(2)Servicemarketing(3)Indoormarketing (4)allofthese(5)Noneofthese Ans:2Q.99.Leadscanbeprovidedby‐(1)friendsrelatives (2)Websites(3)Directories (4)Allofthese(5)Noneofthese Ans:4Q.100.Marketingis–Findthewrongoption‐(1)anancientconcept(2)amodernconcept(3)acontinuousaffair(4)ateameffort(5)Noneofthese Ans:1Q.101.Customer’sRelationshipwiththeBankisinfluencedby‐(1)Customer’sattitudes(2)Attitudeofbankstaff(3)Attitudesofsalesperson(4)Goodservice(5)Allofthese Ans:5

Q.102.DeliverychannelotherthanBankcountersare‐(1)ATM’s(2)InternetBanking(3)MobileBanking(4)TeleBanking(5)Alloftheabove Ans:5

Q.103.TheSequenceofasalesprocessis‐(1)Leadgeneration,call,presentation&sale(2)Sales,presentation,leadgeneration,call(3)Leadgeneration,call,sale&presentation(4)Thereisnosequencerequired(5)Noneofthese Ans:1Q.104.AutomatedTellermachines(ATMs)areinnovationforthebankingindustry.Intermsoftheserviceindustrythisisaninnovationinthe–elementofthemarketingmix.(1)Pricing (2)Promotion(3)Distribution (4)Product(5)Noneofthese Ans:3Q.105.AbrandisBESTdefinedasa‐(1)Registereddesignorsymbolthatisdisplayedontheproduct.(2)Relatedgroupofwordsthatdescribetheproduct.(3)Name,symbol,designorcombinationofthesethatidentifiesaseller’sproduct.


(4)Copyrightedword(s)thatgivethemanufacturerexclusiveownership.(5)Nameofthemanufactureroftheproduct.Ans:3Q.106.OnedistinguishingfactorbetweenabrandnameandabrandisthatabrandName.(1)Createscustomerloyalty(2)Consistsofword(3)Identifiesonlyoneitemintheproductmix(4)Impliesanorganization’sName(5)Noneofthese Ans:2

Q.107.Whenafirmusesoneofitsexistingbrandnameaspartofabrandnameforanimprovedornewproduct,thebrandingiscalled________(1)Individualbranding(2)Overallfamilybranding(3)Linefamilybranding(4)Brandextensionbranding(5)Noneofthese Ans:4Q.108.Acartonoforangejuicehasnobrandnameandonthepackageonlythenameoftheproduct‘OrangeJuice’iswritten.Thisisanexampleof‐(1)amanufacturer’sbrand(2)anownlabelbrand(3)anofrillsbrand(4)agenericbrand(5)Noneofthese Ans:4Q.109.When_____brandingisused,allofafirm’sproductsarebrandedwiththesamenameoratleastpartofthename:(1)Individual(2)Trademark(3)Family(4)Selective(5)Extension Ans:3Q.110.Labelingisimportantforthreereasons‐promotionalandlegalreasons.Whatisthethirdreason?(1)Marketing (2)Branding(3)Strategic (4)Informational(5)Noneofthese Ans:4Q.111.Labelingisimportantforinformational,legal&‐reasons‐(1)Marketing (2)Branding(3)Strategic (4)Promotional(5)Noneofthese Ans:4

Q.112.Thelabelandasoftdrinkcanreads“coolandreforestingforwhatreasonarethesewordsused?(1)Toprovideinformation(2)Toencouragemultiplepurchases(3)Topromotetheproduct(4)Tosatisfylegalrequirements(5)Noneofthese Ans:3Q.113.Multiplepackagingis‐(1)Likelytoincreasedemand(2)Thesameasfamilypackaging(3)Themosteffectivetypeofpackaging(4)Themostexpensive(5)Noneofthese Ans:2Q.114.Marketersshouldviewpackagingasamajorstrategictool,especiallyfor‐(1)ConsumerConvenienceproducts(2)Industrialproducts(3)ConsumerShoppingproducts(4)Specialtyproducts(5)Noneofthese Ans:1Q.115.Thefirststepinsellingprocess‐(1)Pre‐approach(2)approachingthecustomer(3)Makingthepresentations(4)Prospecting(5)Noneofthese Ans:4Q.116.BeforeContactingacceptableprospects,asalespersonforanindustrialcleaningequipmentcompanyanalyzesinformationabouttheprospects,productneed,feelingaboutbrands,andpersonalcharacteristics.Thisprocessiscalled‐(1)Prospecting(2)preapproach(3)approach(4)makingthepresentation(5)Preparing Ans:5Q.117.Whichofthefollowingismostlikelytostimulatecustomerloyalty‐(1)Coupons (2)Sweepstakes(3)Frequentuserincentives (4)Premiums(5)Samples Ans:3Q.118.Agooddefinitionof________wouldbethatitconsistsofdirectconnectionswithcarefullytargetedindividualconsumerstobothobtainanimmediateresponseandcultivatelastingcustomerrelationships‐(1)advertising (2)directmarketing(3)salespromotion (4)publicrelations(5)Noneofthese Ans:2Q.119.Personalsellingtriestoachievethreegeneralgoalsfindingprospects,convincingprospectstobuyand‐(1)Monitoringnewproductsbeingdeveloped


(2)Beingawareofcompetitorssalesactivities(3)Avoidingrepeatsales(4)Keepingcustomersatisfied(5)Noneofthese Ans:4Q.120."PureBankingNothingElse"‐AdvertisementtitlebelongstowhichBank?(1)AllahabadBank(2)StateBankofIndia(3)CanaraBank(4)UnionBank(5)IndianOverseasBank Ans:2Q.121.WhichofthefollowingstatementisFALSE?(1)Marketingisaconsumer–orientedprocess.(2)Marketingismuchmorethansellingandadvertising.(3)Theconceptofmarketingisanarrowterm.(4)Marketingstartsevenbeforeproductionstarts.(5)Marketinghelpstheenterprisetoadapttothechangingconditionsandcircumstances. Ans:3Q.122.Whichofthefollowingorganizationgavethedefinition–‘Marketingisconcernedwiththepeopleandactivitiesinvolvedintheflowofgoodsandservicesfromproducertoconsumer’(1)AmericanMarketingAssociation(2)UKinstituteofMarketing(3)UniversityofRegina(4)HarvardLawSchool(5)UniversityofChicago Ans:1Q.123.WhichofthefollowingisNOToneofthecharacteristicsofservices?(1)Perishability(2)Variability(3)CustomerParticipation(4)Tangibility(5)Inseparability Ans:4Q.124.Whichofthefollowingsectorcomesundertheservicessectors?(1)Tourism(2)Legal(3)Transportation(4)Communication(5)Allofthese Ans:5Q.125.ExpandSWOT.(1)Strengths,Width,Opportunities,Threats(2)Security,Weaknesses,Opportunities,Threats.(3)Strengths,Weaknesses,Opportunities,Threats(4)Society,Weaknesses,Opportunities,Travel(5)Systems,Weaknesses,Opportunities,TravelAns:3Q.126.WhichofthefollowingisNOTapartof‘ProductLifeCycle’?(1)Introduction (2)Growth

(3)Saturation (4)Inflation(5)Maturity Ans:4Q.127.WhatismeantbyB2BE‐businessModel?(1)Bank‐toBusiness(2)Business‐toBank(3)Building‐toBusiness(4)Business–toBroadcast(5)Business‐toBusiness Ans:5Q.128.DescribeB2Cmodelofe‐business.(1)Sellingofproductsandservicestocorporates.(2)Sellingofproductsandservicesdirectlytoconsumers.(3)Consumersnameownprices,whichbusinessescanacceptordecline.(4)Businessessellingtolocalstate,andfederalagencies.(5)Consumerssellingdirectlytootherconsumers.Ans:2Q.129.Telemarketingisaformof_________(1)IndirectMarketing (2)FieldMarketing (3)VirtualMarketing (4)DirectMarketing(5)OnlineMarketing Ans:4Q.130.WhatisM‐marketing?(1)MobileMarketing (2)ManagementMarketing(3)ModelMarketing (4)ModernMarketing(5)MindMarketing Ans:1Q.131.Whatarespecialtystores?(1)Storesthatspecializesinelectronicgoodsonly.(2)Storesthatspecializesinasinglelineofgoodswithadeepassortmenttogivewiderchoicetocustomers.(3)Storesthataremanagedbyhawkers,pedlars,streetvendors.(4)Storesthatoffergreatshoppingconveniencetocustomers.(5)Storesthatspecializesinsellingbooksonly.Ans:2Q.132.WhatisconceptMarketing?(1)Itisthetypeofmarketinginwhichmanufacturesownoutletsandexclusiveshowrooms.(2)Itisthefactoryoutletsownedandoperatedbyretailers.(3)Itisanactofconvertinganewconceptintoaproduct.(4)Itistheconceptofmarketingthroughsendingmessagesonmobiles.(5)Noneofthese Ans:3Q.133.ExpandICDTModel.(1)Information,communication,TransactionandDistribution.(2)Investment,communication,transactionanddistribution.(3)Internet,carrier,TransactionandDistribution.(4)Internet,communication,TransportandDistribution.(5)Information,communication,TransportationandDistribution. Ans:1


Q.134.Anadvertisementisnotfor__________.(1)Suggestingnewusesofproduct.(2)Explaininghowaproductworks.(3)Tellingaboutanewproduct.(4)Buildingbrandpreferences.(5)Noneofthese Ans:2Q.135.WhichofthefollowingisNOTabaseforMarketsegmentation?(1)BehavioralSegmentation(2)DemographicSegmentation(3)GeographicSegmentation(4)Psychographicsegmentation(5)StatusSegmentation Ans:5Q.136.WhichofthefollowingisNOTanimportantcomponentof‘PROMOTIONALMIX’?(1)Advertising(2)Personalselling(3)SalesPromotion(4)Publicity(5)TotalqualityManagement Ans:5Note:Therearefiveimportantcomponentsinpromotionalmix‐1.Advertising 2.PersonalSelleing3.Salespromotion. 4.Publicityandpublicrelations.5.DirectMarketingQ.137.Advertisingisanon‐personalmasscommunicationbyan_____________sponsor.(1)Unidentified (2)Identified(3)Powerful (4)Spontaneous(5)Convenient Ans:2Q.138.Whichofthefollowingfactorsdonotaffectthe‘PricingPolicy’ofacompany?(1)Cost (2)Demand(3)Competition (4)DistributionChannel(5)Standardofliving Ans:5Q.139.Thetaskofcreatingstrongcustomerloyaltyiscalled:(1)AccountableMarketing(2)TotalQualityMarketing(3)RelationshipMarketing(4)DirectMarketing(5)Noneofthese Ans:3Q.140.Whatismeantbytheterm‘Brandinsistence?(1)Abuyerwillbuythebrandbuthasanopenmindtotryanotherbrand.(2)Abuyerinsistsonpurchasingonebrandonlyandwillnotacceptasubstitute.(3)Abuyerhasnoknowledgeoftheexistenceofbrand.(4)Abuyerfavorsthepurchaseofthebrand(5)Abuyerhasastrongattachmenttothebrandandwillnotacceptasubstituteifbrandisavailable.Ans:2

Q.141.Whichofthefollowingstatementsiscorrect?(1)Marketingisthetermusedtoreferonlytothesalesfunctionwithinafirm.(2)Marketingmanagersusuallydon’tgetinvolvedinproductionordistributiondecisions.(3)Marketingisanactivitythatconsidersonlytheneedsoftheorganization,nottheneedsofsocietyasawhole.(4)Marketingistheactivity,setofinstitutions,andprocessesforcreating,communicating,deliveringandexchangingofferingsthathavevalueforcustomers,clients,partners,societyatlarge.(5)Noneofthese Ans:4

Q.142.Thetermmarketingrefersto———‐(1)Newproductconceptsandimprovements(2)Advertisingandpromotionactivities(3)Aphilosophythatstressescustomervalueandsatisfaction(4)Planningsalescampaigns(5)Noneofthese Ans:3Q.143.Inthehistoryofmarketing,whendidtheproductionperiodend?(1)Inthelate1800s(2)Intheearly1900s(3)Inthe1920s(4)AftertheendoftheSecondWorldWar(5)Noneofthese Ans:3Q.144.Amarketingphilosophysummarizedbythephrase“agoodproductwillsellitself”ischaracteristicofthe———period.(1)Production (2)Sales(3)Marketing (4)Relationship(5)Noneofthese Ans:1Q.145.Whichofthefollowingfactorscontributedtothetransitionfromtheproductionperiodtothesalesperiod?(1)Increasedconsumerdemand(2)Moresophisticatedproductiontechniques(3)Increaseinurbanization(4)TheGreatDepression(5)Noneofthese Ans:2Q.146.Anorganisationwitha————orientationassumesthatcustomerswillresistpurchasingproductsnotdeemedessential.(1)Production (2)Marketing(3)Relationship (4)Sales(5)Noneofthese Ans:4


Q.147.Intherelationshipmarketingfirmsfocuson———relationshipswith—————.(1)Shortterm;customersandsuppliers(2)Longterm;customersandsuppliers(3)Shortterm;customers(4)Longterm;customers(5)Noneofthese Ans:2Q.148.Politicalcampaignsaregenerallyexamplesof———.(1)Causemarketing(2)Organizationmarketing(3)Eventmarketing(4)Personmarketing(5)Noneofthese Ans:4

Q.149.TheCocaColaorganisationisanofficialsponsoroftheOlympics.Thefirmisengagingin——(1)Placemarketing(2)Eventmarketing(3)Personmarketing(4)Organizationmarketing(5)Noneofthese Ans:2Q.150.Today’smarketersneed…....(1)Neithercreativitynorcriticalthinkingskills(2)Bothcreativityandcriticalthinkingskills(3)Criticalthinkingskillsbutnotcreativity(4)Creativitybutnotcriticalthinkingskills(5)Noneofthese Ans:2

QuickNotes:1. MarketMayCompriseof:

i.Onesellerandmanybuyersii.Manysellersandonebuyeriii.ManysellersandManybuyersiv.FewsellersandManybuyersv.ManysellersandFewbuyers

2. A“likely”interestedcustomerofthebankistermedasprospect.

3. InMarketing,callingontheprospectivecustomersisknownasacall.

4. DivisionofthewholemarketintorelativelyhomogeneousgroupsiscalledMarketSegmentation.

5. MarketingGuruPhilipKotlerdefinesmarketsegmentationasthesubdivisionofamarketintohomogeneoussubjectsofcustomers.

6. MarketingMix:Itisthesetofmarketingtoolsthatafirmusestopursueitsmarketingobjectivesinthetargetmarket.

7. E.JeromeMcCartyproposedaclassificationofmarketingmixinfourkeyareas:1.Product 2.Price3.Place 4.Promotion

8. SWOTAnalysis:Atoolusedbyorganizationtohelpthefirmtoestablishitsstrength.S–Strengths W–WeaknessO–Opportunity T‐ThreatsNote:StrengthsandWeaknessare–InternalFunctionOpportunityandThreatsare‐ExternalFunction

9. 4StagesofProductLifeCycle(PLC):i.Introduction ii.Growth iii.Maturity iv.Decline

10. Brand:Brandisdefinedas“aname,term,signandsymboloracombinationofthese,thatidentifiesthemakerorselleroftheproduct

.11. BrandEquity:ItreferstothevalueoftheBrand.12. JIT–JustinTime13. MRTP–MonopoliesandRestrictiveTradePractices14. IMC–IntegratedMarketingCommunications15. InDoublewinstrategycustomergetspricedebate.


16. Monopoly(onlyoneseller)existswhenaspecificpersonorenterpriseistheonlysupplierofaparticularcommodity,whichrelatestoasingleentity'scontrolofamarkettopurchaseagoodorservice.

17. Oligopoly(fewsellers)whichconsistsofafewentitiesdominatinganindustry.18. MRP–ManufacturingResourcePlanning19. HNI–HighNetworthIndividual20. TheConceptofGoriilaMarketingisintroducedbyJ.C.Levinson.21. TheMethodofsendingpromotionalitemstoclientsiscalledDripMarketing.22. Marketingviae‐mailfallsunderthecategoryofdirectmarketing.23. CTR(ClickThroughRate)isrelatedtoAdvertisingmetrics.24. CreatingabuzzintheindustryisanexampleofViralMarketing.25. Anon–traditional,lowcost,flexibleandhighlyeffectivemarketingistermedasGoriilaMarketing.

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