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Marketing Awareness

(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

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

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

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

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

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

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

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

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

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

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

8. The marketing concept is a way of thinking or a management


philosophy that affects:

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

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

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

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

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

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

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

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

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

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

20. When DuPont develops new carpets that are highly stain
resistant and durable, it must educate consumers about the
products 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

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

4.4

5.2

6.1

7.1

8.2

9.4
13.1
17.2

10.1
14.2
18.1

11.2
15.4
19.2

12.3
16.1
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

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

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

11. Which of the following represents an output from the


marketing environment?
(1) Money borrowed by Liverpool F.C. to help finance its
operations

(4) a diverse group of individuals, groups and organizations


attempting to protect the rights of consumers
(5) None of these

(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

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

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

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
5.1
9.3
13.4
17.3

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

2.2
6.1
10.2
14.4
18.4

3.1
7.2
11.2
15.3
19.3

4.2
8.2
12.1
16.1
20.3

Set-03

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

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

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

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

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

(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

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

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

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

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

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 earthmoving equipment in various countries?
(1) Political and legal forces
(2) Interpersonal forces
(3) Social forces
(4) Technological forces
(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

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

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

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

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
5.4
9.1
13.3
17.4

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

2.2
6.3
10.2
14.1
18.4

3.1
7.4
11.2
15.4
19.1

4.3
8.1
12.3
16.4
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

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

(5) None of these

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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
5.2
9.3
13.2
17.2

2.2
6.3
10.3
14.3
18.3

3.3
7.4
11.2
15.3
19.2

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

4.2
8.2
12.4
16.4
20.4

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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:
3.4

1.2

2.2

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

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

4.3

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

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

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

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

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

1.1
5.4
9.4
13.2
17.4

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

2.2
6.3
10.2
14.4
18.2

Answers:
3.3
7.1
11.4
15.3
19.1

4.4
8.2
12.1
16.4
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 Ps 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
Demography

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

4. SWOT analysis include :


(1) Strengths (2) Weaknesses
(5) All of the above

(4) Economy

(5)

(3) Opportunities

(4) Threats

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

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

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

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

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

7. Most of the opinion leaders are:


(1) Laggards (2) Innovators (3) Early adopters
above (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

9. In GE Nine Cell Matrix Red colour indicate :


(1) Expansion (2) Select (3) Divest (4) All of the above
None of these

(5)

10. In GE Nine Cell Matrix Yellow colour indicate:


(1) Expansion (2) Select (3) Divest (4) All of the above
None of these

(5)

8. GE matrix has :
(1) 9 Cells (2) 12 Cells

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

(3) 4 Cells (4) 3 Cells

(4) All of the

(5) 5 Cells

11. In GE Nine Cell Matrix Green colour indicate:


(1) Expansion (2) Select (3) Divest (4) All of the above
None of these

(5)

12.A product may be :


(1) Consumer product (2) Industrial product (3) Durable
product (4) Non-durable product (5) All of the above

(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

13.Dumping is a form of :
(1) Pricing method (2) Market segmentation
(3) Price discrimination (4) All of the above
(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

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)
Primary data (5) None of these
16.Database is a source of
(1) Reliable data (2) Correct data (3) Primary data
Secondary data (5) None of these

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

(4)

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)

(4)

17.Which of the following is the tool of sales promotion?


(1) Personal selling (2) Direct selling (3) Publicity (4)
Advertising (5) Customer promotion

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

18. Which of the following is not related with international


marketing :
(1) Export (2) Licensing (3) Penetration (4) Exchange risk
(5) Legal Status

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)

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
All of the above
Answers:
1.5
5.4
9.3
13.3
17.5

2.1
6.1
10.2
14.4
18.3

(4) Behavior

3.4
7.3
11.1
15.4
19.5

(5)

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

4.5
8.1
12.5
16.4
20.5

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

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)

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

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)

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

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

(5) None of these

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

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

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

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

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

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

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)

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

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)

7. The nominal scale used for marketing research, refers tol) 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

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
9.4
13.3

6.1
10.1
14.2

7.2
11.5
15.1

8.5
12.3
16.1

17.3

18.5

19.2

20.2

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

Set-09

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

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

10

11. Consumer Day is celebrated on


(1) 15th March (2) 16th March (3) 20th April (4) 20th March
(5) None of these

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

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

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

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

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

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

4. Innovation means
(1) compensation (2) inspiration (3) additional perquisites (4)
implementing new ideas or new methods
(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

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

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

6. The Traditional Marketing style involves


(1) Telemarketing
(2) Digital Marketing
(3) Indirect Marketing
(4) Direct Marketing
(5) All 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

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

19. Which among the following is a disadvantage of an EDI


system ?
(1) Speed (2) Errors (3) Expensive (4) Mismatch (5) None 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

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
5.4
9.3
13.3
17.4

2.2
6.3
10.3
14.1
18.4

3.4
7.1
11.1
15.2
19.3

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

4.1
8.4
12.2
16.5
20.1

11

20. Sales forecasting involves


(1) Sales Planning (2) Sales Pricing (3) Distribution Channels
(4) Consumer Tastes (5) All of these

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

Answers:
1.5
2.3
5.3
6.4
9.2
10.5
13.3
14.3
17.4
18.4

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

3.1
7.5
11.3
15.2
19.4

4.4
8.3
12.5
16.1
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)

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

2. Warehousing Management does not include


(1) Space determination
(2) Stock layout
(3) Stock design
(4) Stock placement
(5) Order picking procedure

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

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

14. Marketing Plan helps in


(1) better lead generation (2) better systems
(3) better results (4) improved Balance Sheet
(5) better customer service

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

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

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

16. Motivation means


(1) Inspiring employees to perform better
(2) Better Communication Skills (3) Sales Coaching
(4) Market Research (5) None of these

6. Vegetable market in India is nearly an example of


(1) Perfect Competition (2) Monopoly (3) Oligopoly (4)
Imperfect Competition (5) High Monoposory

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

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

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

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

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

9. Marketing Planning helps in


(1) avoiding future uncertainties (2) achieving objectives (3)
control (4) complete satisfaction
(5) All of the above

12

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

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

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

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

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

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

4. A good salesman should be


(1) Aggressive (2) Pushy (3) Fierce
Talkative

5. Relationship Selling means


(1) Preparing a list of relatives (2) Cross-selling (3) Selling to
relatives (4) Selling to strangers (5)Telemarketing

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

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

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

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

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

8. HNI means
(1) Highly Negative Individual
(2) High Networth Individual
(3) High Neutral Individual
(4) Highly Necessary Individual
(5) All of these

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
5.5
9.5
13.2
17.2

2.5
6.1
10.5
14.3
18.5

3.2
7.1
11.3
15.1
19.1

(4) Polite, but firm

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

4.1
8.1
12.2
16.5
20.1

10. Home Loans are granted to


(1) Individuals (2) Institutions (3) Builders
(5) None of these

13

(4) All of these

(5)

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

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

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

Answers:
1.4
5.2
9.3
13.3
17.5

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

2.3
6.4
10.1
14.2
18.4

3.4
7.5
11.4
15.5
19.5

Set-13
1. Proper Marketing requires .
(1) Planning
(2) Sympathy
(3) Knowledge of products
(4) (1) and (2) both
(5) (1) and (3) both

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

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

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

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)

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

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

18. Gift of the gab means


(1) Distributing gifts
(2) Collecting garbage
(3) Multi-linguist
(4) Good communication skills
(5) Short-tempered

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

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

14

4.4
8.2
12.3
16.4
20.5

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

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

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

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

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

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

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

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

11. Customer Database means:


(1) Customers biodata (2) Customer Loyalty
(3) Customers Loans details (4) Information on customers'needs
(5) None of these

Answers:
1.5

2.3

3.2

4.5

5.1

6.3

7.5

8.2

9.5
13.5

10.3
14.4

11.1
15.3

12.5
16.5

17.4

18.5

19.4

20.3

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.

Set-14

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

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

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

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

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

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

15

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

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

5. A DSA helps in
(1) Boosting Direct Sales
(2) Contacting customers Net
(3) Indirect Marketing
(4) Direct Telemarketing
(5) None of these

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

6. Marketing is required for


(1) Boosting production
(2) Boosting sales
(3) Boosting profits
(4) Improving customer service
(5) All of the above

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

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

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

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

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

9. Good Selling skills involves


(1) Alertness
(2) Knowledge of competition
(3) Perseverance
(4) Empathy
(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

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

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

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

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

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

16

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

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
Politeness
(5) only (3) and (4)

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
(4)

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

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

14. Relationship Marketing


(1) selling to relatives
(2) selling by relatives
(3) after sales service
(4) cross-selling
(5) All of these

5. HNI means
(1) High Income Individual
(2) Honest Marketing Staff
(3) High Networth Individual
(4) Honest Neutral Individual
(5) None 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

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

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

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

17. Customisation means


(1) products for specific customers
(2) good customer service
(3) bad customer service
(4) after-sales service
(5) None 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

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

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
professionals (5) All 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

(4)

17

(3) to visit the Marketing site


(4) to call on prospective customers
(5) None of these

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
5.3
6.4
9.5
10.5
13.5
14.4
17.1
18.3

3.5
7.4
11.1
15.5
19.4

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

4.4
8.3
12.4
16.2
20.3

Set-16
1. Digital Banking can be resorted through:
(1) Mobile phones (2) Internet (3) Telephones
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

(4) All of

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

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

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

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

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

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

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

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

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

17. Market Survey means


(1) Market Research
(2) Market Plan
(3) Marketing Strategies
(4) Market Monitoring
(5) All of these

8. A Call in Marketing means :


(1) to phone the customers
(2) to visit the customers

18. Rural Marketing need not be resorted to because :


(1) rural persons do not understand marketing
(2) it is not cost viable

18

(3) it is a waste of time


(4) all the statements are false
(5) all the statements are true

(3) a gift
(4) display of communication skills
(5) All of these

19. Networking makes Marketing :


(1) very difficult
(2) very cumbersome
(3) easy to handle
(4) has no role in marketing
(5) None 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

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
5.2
6.5
9.2
10.4
13.4
14.4
17.1
18.4

3.5
7.3
11.4
15.4
19.3

9. 'Customisation' means
(1) customers' personal accounts
(2) customers selling goods
(3) special products for each customer
(4) better relations
(5) All of these

4.4
8.4
12.5
16.5
20.3

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

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

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

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

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

3. Effective .Marketing helps in


(1) boosting the purchases
(2) boosting the sales
(3) diversified business
(4) realisation of dreams
(5) All of these

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

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

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

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

15. "HNI" In Marketing means


(1) High Number Influence
(2) Highly Negative Individual
(3) High Networth Improvement
(4) High Networth Individual

6. A presentation means
(1) display of products
(2) explaining the utility of products

19

(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

(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

Answers:
1.5
6.2
11.4
16.4
21.5

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

2.5
7.4
12.3
17.5
22.4

3.2
8.3
13.5
18.2
23.4

4.5
9.3
14.3
19.5
24.1

5.2
10.3
15.4
20.3
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

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

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

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

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

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

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

22. ATM means


(1) Any Time Marketing
(2) Any Time Money
(3) Any Time Machine
(4) Automated Teller Machine
(5) Automatic Teller Money

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)

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

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

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

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

25. Networking helps in marking Marketing Function

20

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

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

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

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

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

1.5

Answers:
2.4
3.1

4.2

5.1
9.5
13.2
17.4

6.5
10.1
14.4
18.5

8.1
12.3
16.2
20.5

7.1
11.1
15.3
19.1

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

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

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

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

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

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

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

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

5. Modern styles of marketing include_


(1) digital marketing (2) tele-marketing (3) e-commerce (4) emails 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

18. Target market for Home Loans is ____.


(1) all builders (2) all housing societies (3) agriculturists (4)
All of these (5) None of these

21

7. Value added services means_


(1) costlier products
(2) larger number of products
(3) additional services
(4) at par services
(5) None 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

8. Aggressive Marketing is necessitated due to_


(1) globalization
(2) increased competition
(3) increased production
(4) increased job opportunities
(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

9. Efficient marketing style requires


(1) proper planning
(2) good communication skills
(3) team work
(4) knowledge of products
(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

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

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

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

8. A DSA means___
(1) Direct Service Agency
(2) Direct Selling Agent
(3) Double Selling Agent
(4) Distribution Agency
(5) None 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

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

Set-20
1. Marketing function includes
(1) Designing new products
(2) Advertisements
(3) Publicity
(4) After sales service
(5) All 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

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

22

(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

12. Service Marketing is the same as__


(1)Internetmarketing
(2)Telemarketing
(3) Internal Marketing
(4)RelationshipMarketing
(5) All of these

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

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

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
6.3
11.5
16.1
21.4

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
life cycle (5) All of these

2.5
7.5
12.5
17.4
22.5

3.5
8.2
13.5
18.4
23.1

4.5
9.4
14.3
19.2
24.1

5.5
10.1
15.4
20.5
25.1

(4) Product

Set-21
1. Direct Marketing means
(1) Advertisements (2) Banners (3) Face-to-face selling
(4) Selling by all staff (5) Achieving targets

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

2. Web marketing involves


(1) Selling web cameras (2) Web advertisements (3) e-mail
chatting (4) Browsing the web (5) Door-to-door canvassing

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

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

19. Customisation results in


(1) Customer exodus (2) Customer retention (3) Customer
complaints (4) All of these (5) None of these

4. Selling process includes


(1) Publicity (2) Lead generation (3) Cross-country contacts
(4) Product Designing (5) Product Re-designing

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

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

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

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

22. Good marketing strategy envisages good and proper_


(1) Product development
(2) Promotion and Distribution
(3) Pricing
(4) Relationship management
(5) All of these

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

23. Savings Accounts can be opened by-----(1) AI1 individuals fulfilling KYC norms

23

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

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

19. Digitial Marketing is similar to (1) online marketing


(2) cold calling
(3) web designing
(4) market fore-cast
(5) outdoor marketing

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

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

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

Answers:
1.3

2.2

3.1

4.2

5.3
9.3
13.4
17.2

6.2
10.4
14.3
18.2

7.3
11.4
15.1
19.1

8.2
12.3
16.2
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

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

2. Tele marketing means


(1) Selling telephones
(2) Sending SMS messages
(3) Chatting on the phone
(4) Marketing through phone
(5) Marketing in person

15. Target group means (1) all purchasers (2) all sales persons (3) targeted purchasers
(4) all consumers (5) delivery persons

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

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

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

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

5. The USP of a Current Account is


(1) High Profitability (2) Liquidity (3) Low Rate of Interest (4)
Costly transactions (5) Friendly features

24

(4) One is illiterate


(5) Income level is insufficient to meet the expenses

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

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

7. Good competition helps in


(1) Improved sales
(2) Improved customer service
(3) Improved brand image
(4) All of these
(5) None of these

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

8.Banks sell insurance for


(1) Increasing deposits
(2) Increasing loans
(3) Increasing clients
(4) Earning more profits
(5) Taking over Insurance companies

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

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

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

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

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:

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

1.1
5.5
9.5
13.1
17.4

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

2.4
6.3
10.1
14.2
18.2

3.1
7.4
11.4
15.5
19.1

4.3
8.4
12.3
16.3
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

13. Advertisement is a type


(1) Direct marketing (2) Service marketing (3) Indirect
marketing (4) Internet banking (5) Internal marketing

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 .

14. The sales process begins with


(1) Customer identification (2) Lead generation (3) Sales
presentation (4) Sales closure (5) Sales meet

3. Market research is necessary for


(1) making proper marketing decisions
(2) choosing the right products
(3) selecting the right sales persons
(5) None of the above

15. Financial Planning is required when


(1) One has no income
(2) One is flushed with funds
(3) One has no expenses to incur

25

(4) All 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

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

17. Competition helps to


(1) diminish sales (2) boost sales
the above (5) None of the above

(3) neutral effect

(4) All of

18. Market share means


(1) share market (2) share prices (3) IPOs (4) scope for
marketing (5) share of business among peers

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

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

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

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

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.

21. Four Ps of marketing do not stand for


(1) Product
(2) Price
(3) Promotion
Property

9. Selling is a function, undertaken by


(1) all the sales persons (2) all the employees
organization (4) outsourced agencies
(5) All of the above

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

(3) entire

(4) Place

(5)

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

23. 'To close a call' means


(1) to look for new clients (2) telemarketing
sales deal (4) online marketing
(5) indoor marketing

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

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

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

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

13. The worth of any commodity or service is what the


(1) producer is ready to take (2) consumer is ready to pay
black market is ready to accept
(4) government is ready to allow (5) All of the above

(3) to clinch the

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

(3)

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

14. Marketing of services is adopted in


(1) grocery stores (2) garment trade (3) medicine shops (4)
fruit stalls (5) hotels

28. Selling is
(1) same as marketing (2) more than marketing
discounts (4) a sub-function of marketing
(5) nothing to do with marketing

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

26

(3) offering

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

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

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.

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

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

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

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

33. Advertisement strategy is a part of


(1) sales (2) sales management (3) sales forecast (4) sales
departure (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

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
reserve nature (5) 2 and 3

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

(4)

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

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

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

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

38. Digital marketing is the same as


(1) online marketing (2) cross-selling (3) website designing (4)
road-shows (5) door-to-door marketing

50. Innovation in marketing means


(1) new technology (2) globalization (3) intense competition
(4) new business models (5) internal 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

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

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

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

27

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

(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

'
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

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

66. Push marketing style requires


(1) collective efforts (2) good pushing strength (3) lengthy talks
(4) ability to identify the leads
(5) aggressive marketing

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

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

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

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

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

69. The type of marketing involved in banks is


(1) transaction marketing (2) service marketing
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

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
market planning
(4) availability of sales outlets (5) None of the above

(3)

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

(3)

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

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

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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

(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

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

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

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

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

77. The division of products into several homogeneous groups,


on the basis of their common
characteristics is called

Answers:
1.3
2.4
9.3

3.1
10.4

4.1
11.5

5.1
12.2

6.4
13.2

14.5
20.3

15.4
21.5

16.1
22.5

17.2
23.3

18.5
24.3

19.4
25.3

26.5

27.5
33.2

28.4
34.3

29.2
35.5

30.1
36.4

31.5
37.4

32.5
38.1

39.2

40.1
46.3

41.2
47.2

42.3
48.4

43.2
49.4

44.1
50.4

45.3
51.4

52.3

53.2
59.3

54.4
60.5

55.1
61.4

56.5
62.1

57.3
63.3

58.1
64.3

65.1

66.1
72.5
78.3

67.3
73.5
79.5

68.1
74.5
80.4

69.2
75.1

70.4
76.3

71.5
77.1

7.4

8.1

29