FINALTERM EXAMINATION
Spring 2010
MKT501- Marketing Management (Session - 4)
Time: 90 min
Marks: 69
| Student Info | |
| StudentID: | |
| Center: | OPKST |
| ExamDate: | 17 Aug 2010 |
| For Teacher's Use Only |
| Q No. | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | Total |
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| Q No. | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | |
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| Q No. | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | |
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| Q No. | 25 | 26 | 27 | 28 | 29 | 30 | 31 | 32 | |
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| Q No. | 33 | 34 | 35 | 36 | 37 | 38 | 39 | 40 | |
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| Q No. | 41 | 42 | 43 | 44 | 45 | 46 | 47 | 48 | |
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| Q No. | 49 | 50 | 51 | 52 | 53 | | | | |
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Question No: 1 ( Marks: 1 ) - Please choose one
Which of the following are the products bought by individuals and organizations for further processing or for use in conducting a business? ► Specialty
► Industrial
► Shopping
► Consumer
Question No: 2 ( Marks: 1 ) - Please choose one
Introducing a new product into the market is called: ► Commercialization
► Experimenting
► Beta testing
► Test marketing
Question No: 3 ( Marks: 1 ) - Please choose one
In which of the following, the marketer tries his best to include word of caution for using the product? ► Labeling
► Packaging
► Bundling
► Positioning
Question No: 4 ( Marks: 1 ) - Please choose one
Which of the following best describes 3/10 net 40 ROG? ► The buyer must pay within 10 days of receipt of goods but will receive 3% discount if paid in 10 days
► The buyer must pay within 3 days of receipt of goods but will receive 10% discount if paid in 40 days
► The buyer must pay within 10 days of receipt of goods but will receive 3% discount if paid in 40 days
► The buyer must pay within 40 days of receipt of goods but will receive 3% discount if paid in 10 days
Question No: 5 ( Marks: 1 ) - Please choose one
Of the following, what refers to raising awareness about specific issues and to modify public attitudes? ► Public service announcement
► TV commercials
► Enrichment and education
► Public relations
Question No: 6 ( Marks: 1 ) - Please choose one
A company manufactures shoes. The company incurred costs i.e. Rs.500, 000 for rent of the factory, Rs.20000 for www.vunew.blogspot.com transportation cost, Rs. 100, 000 for electricity bill and Rs. 600, 000 for raw material consumed. The variable cost for the company is Rs: ► 720,000
► 700,000
► 600,000
► 500,000
Question No: 7 ( Marks: 1 ) - Please choose one
In analyzing and building up a product portfolio a company can use: ► Boston Consulting Group matrix
► Contribution Margin analysis
► General Electric model
► All of the given options
Question No: 8 ( Marks: 1 ) - Please choose one
Which of the following is the basic role of promotion? ► Interpretation
► Communication
► Manipulation
► Information
Question No: 9 ( Marks: 1 ) - Please choose one
Which of the following is NOT method of promotion? ► Direct mail
► Public relations
► Retailing
► Advertising
Question No: 10 ( Marks: 1 ) - Please choose one
Which of the following offers a reason to buy the product? ► Coupons
► Sales promotion
► Price pack deal
► Advertising
Question No: 11 ( Marks: 1 ) - Please choose one
How marketing manager can develop strategies for each product using information www.vunew.blogspot.com from sales force management system? ► Using communication mix variables
► Using marketing mix variables
► Using product mix variables
► Using promotion mix variables
Question No: 12 ( Marks: 1 ) - Please choose one
In which of the following the sales force management systems are used? ► Selling and management
► Marketing and advertisement
► Management and marketing
► Management and advertisement
Question No: 13 ( Marks: 1 ) - Please choose one
Which of the following is a readymade business, transferred from one place to other? ► Whole selling
► Retailing
► Franchising
► Direct selling
Question No: 14 ( Marks: 1 ) - Please choose one
A vertical marketing system (VMS), in which independent firms at different levels of production and distribution, www.vunew.blogspot.com join together through contracts to obtain more economies or sales impact than they could achieve alone. What does this statement refers to? ► Corporate VMS
► Conventional VMS
► Administered VMS
► Contractual VMS
Question No: 15 ( Marks: 1 ) - Please choose one
Which of the following is a type of vertical marketing system? ► Franchise
► Direct selling
► Mail order
► Retailing
Question No: 16 ( Marks: 1 ) - Please choose one
Which of the following is NOT included in logistics? ► Purchasing
► Transporting
► Storage
► Financing
Question No: 17 ( Marks: 1 ) - Please choose one
In how many ways the consumer buying behavior can be analyzed? ► Five
► Four
► Three
► Two
Question No: 18 ( Marks: 1 ) - Please choose one
Which of the following is NOT a psychological need? ► Need for affection
► Need for food
► Need for water
► Need for sleep
Question No: 19 ( Marks: 1 ) - Please choose one
Which of the following is an opportunity in an organization? ► Competitors developing new products
► The relaxation or abolition of international tariffs
► New machinery or equipment
► Lack of computing expertise
Question No: 20 ( Marks: 1 ) - Please choose one
In which of the following research technique data is not analyzed statistically? ► Qualitative
► Quantitative
► Operational
► Functional
Question No: 21 ( Marks: 1 ) - Please choose one
What does RFP stand for? ► Request for proposal
► Response for price
► Response for product
► Request for promotion
Question No: 22 ( Marks: 1 ) - Please choose one
The Cargo business covers which of the following decisions under the marketing mix strategy? ► Product
► Price
► Placement
► Promotional
Question No: 23 ( Marks: 1 ) - Please choose one
In which section of the marketing plan you would find the detailed information about the marketing environment, www.vunew.blogspot.com market trends, customers and competitors? ► Situation analysis
► Product/market background
► Marketing strategies
► Market analysis
Question No: 24 ( Marks: 1 ) - Please choose one
Which of the following strategies requires premium pricing? ► Target market strategy
► Market segmentation strategy
► Differentiation strategy
► Cost leadership strategy
Question No: 25 ( Marks: 1 ) - Please choose one
Which of the following is the total process of moving goods from a manufacturer to a customer in the most timely and cost-efficient manner possible? ► Financing
► Logistics
► Warehousing
► Storing
Question No: 26 ( Marks: 1 ) - Please choose one
Which of the following is NOT included in the financial summary of a marketing plan? ► Pro-forma income statement
► Month-by-month agenda
► Breakeven analysis
► Assumptions
Question No: 27 ( Marks: 1 ) - Please choose one
Various studies have indicated that good sales people have various traits including which of the following? ► Soft-spoken
► Honest
► Persistency
► All of the above
Question No: 28 ( Marks: 1 ) - Please choose one
Which one of the following functions is being performed by wholesaler when they provide a sales force that helps manufacturers www.vunew.blogspot.com reach many small business customers at a relatively low cost. ► Selling and promoting
► Bulk breaking
► Financing
► Market information
Question No: 29 ( Marks: 1 ) - Please choose one
Which of the following options reflects the advantage of window shopping? ► We get a familiarity of the new items
► We can compare the brand, price and color of the items
► We spend time in an enjoyable way
► All of the given options
Question No: 30 ( Marks: 1 ) - Please choose one
In recent years, _____ has been growing fast. This includes selling to final consumers through direct mail, catalogs, telephone and the Internet. ► Specialty store
► Shopping center
► Superstore
► Nonstore retailing
Question No: 31 ( Marks: 1 ) - Please choose one
“The ideas or images attached by the supplier (for example by advertising)” reflect which of the following stimuli received by consumer from his or her environment? ► Social
► Significative
► Symbolic
► Public
Question No: 32 ( Marks: 1 ) - Please choose one
In which of the following researches, researcher creates a quasi-artificial environment to control spurious factors www.vunew.blogspot.com and then manipulates at least one of the variables? ► Qualitative marketing research
► Quantitative marketing research
► Experimental techniques
► Observational techniques
Question No: 33 ( Marks: 1 ) - Please choose one
The focus of marketing management is: ► Analysis of market
► Coordination among market players
► Distribution of products
► Beneficial exchange between customers and producers
Question No: 34 ( Marks: 1 ) - Please choose one
The classification of consumer goods into the categories of convenience, shopping, and specialty goods are based upon: ► The marketing manager’s decision
► The consumer’s input
► The industry’s perception
► Consumer buying habits
Question No: 35 ( Marks: 1 ) - Please choose one
Among the following, the items that would seldom be test marketed are: ► Instant coffees
► Microwave ovens
► Breakfast cereals
► Cosmetics
Question No: 36 ( Marks: 1 ) - Please choose one
Creating a package design that features a gold crest with a heavy maroon accent is a way of assisting in marketing the product by which of the following? ► Making the product more convenient to use
► Producing a package that can be easily used
► Evoking the product image through package design
► Producing package that is cost effective
Question No: 37 ( Marks: 1 ) - Please choose one
Which of the following is quick in innovation? ► Capital goods
► Food items
► Industrial goods
► IT products
Question No: 38 ( Marks: 1 ) - Please choose one
In an industry with many competing brands, which of the following would be used for new products? ► Competitive pricing
► Penetration pricing
► Skimming pricing
► Cost plus pricing
Question No: 39 ( Marks: 1 ) - Please choose one
Costs that do not vary with production or sales level are referred as ________. ► Fixed costs
► Variable costs
► Total costs
► Unit costs
Question No: 40 ( Marks: 1 ) - Please choose one
Which is the most common method used to set the pricing structure? ► Having the sales representative set the prices
► Having the industry set the prices of firm
► Having the government set the prices for the firm
► Having a pricing committee to set the prices
Question No: 41 ( Marks: 1 ) - Please choose one
Manufacturers of shampoos often send out free samples of their products with the magazines. This illustrates www.vunew.blogspot.com the use of which of the following element of promotional mix? ► Personal selling
► Sales promotion
► Direct mail
► Advertising
Question No: 42 ( Marks: 1 ) - Please choose one
Which of the following offers cash to customers who purchases a specific product within a specified time period? ► Rebates
► Coupons
► Contests
► Free travel
Question No: 43 ( Marks: 1 ) - Please choose one
According to many sales management experts, the very essence of sales process is: ► Prospecting
► Presentation
► Approach
► Close of sale
Question No: 44 ( Marks: 1 ) - Please choose one
Negotiation is also called as: ► Dispute formation
► Dispute resolution
► Dispute communication
► Dispute propagation
Question No: 45 ( Marks: 1 ) - Please choose one
Business firms that operate between producers and consumers are called: ► Intermediaries
► Retailers
► Wholesalers
► All of the given options
Question No: 46 ( Marks: 1 ) - Please choose one
When individuals open saving account, buy life insurance, or join health clubs to improve their physical www.vunew.blogspot.com conditions, they are probably seeking to satisfy their: ► Esteem needs
► Safety needs
► Social needs
► Physiological needs
Question No: 47 ( Marks: 1 ) - Please choose one
Marketing research consists of generating information to: ► Identify and define marketing opportunities
► Evaluate marketing actions
► Monitor marketing performances
► All of the given options
Question No: 48 ( Marks: 1 ) - Please choose one
During an exploratory research, a researcher may: ► Conduct a sales analysis
► Discuss the problem with the sales personnel
► Conduct marketing cost analysis
► All of the given options
Question No: 49 ( Marks: 3 )
Can a person reach self-actualization without meeting the lower level of needs? Briefly explain it.Question No: 50 ( Marks: 3 )
What are the different functions performed by the wholesalers?Question No: 51 ( Marks: 5 )
The main focus of small businesses lies in publicity than public relations, why so?Question No: 52 ( Marks: 5 )
Why studying consumer behavior is important for marketers?Question No: 53 ( Marks: 5 )
While starting the process of negotiation what points will you keep in mind during the process of negotiation?
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