LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Single Answer
Question
The first level of industrial marketing environment is called the :-
Correct Answer
Interface level
Your Answer
Interface level
Multiple Choice Multiple Answer
Question
When a firm introduces new product, a considerable amount is sunk into :-
Correct Answer
Research , Planning , Testing
Your Answer
Research , Planning , Testing
Select The Blank
Question
Non stock carrying branch offices are used as ________ sales head quarter.
Correct Answer
Regional
Your Answer
Local
Multiple Choice Single Answer
Question
The advertiser can formulate sales appeals that address prospective customer's problems and :-
Correct Answer
Responsibilities
Your Answer
Responsibilities
Multiple Choice Single Answer
Question
For the industrial manufacturer gross profit may be low on :-
Correct Answer
Bought out parts
Your Answer
Bought out parts
True/False
Question
When a manufacturer wishes to diversify his product line, he will need a channel that is flexible.
Correct Answer
True
Your Answer
True
Multiple Choice Multiple Answer
Question
Sales personnel should :-
Correct Answer
Be sensitive to the need of the customers , Have deep technical knowledge , Have good communication skills
Your Answer
Have deep technical knowledge , Have good communication skills
Multiple Choice Multiple Answer
Question
Car manufacturers make following parts in their factories :-
Correct Answer
Engine , Gear box , Clutch
Your Answer
Engine , Gear box , Clutch
Multiple Choice Multiple Answer
Question
Substantial cash outlay needs to be allocated for :-
Correct Answer
Training Salesmen , Building stock of raw materials , Providing information to customers
Your Answer
Training Salesmen , Building stock of raw materials , Setting up infrastructure
Multiple Choice Single Answer
Question
The facilitator of the process of interactions between a buyer and a banker are :-
Correct Answer
Bankers
Your Answer
Creditors
True/False
Question
Buyers, who are risk averse are good prospects for new product and concepts.
Correct Answer
False
Your Answer
False
Multiple Choice Single Answer
Question
The demand of consumer products can be increased by :-
Correct Answer
Advertising
Your Answer
Price cuts
Select The Blank
Question
A relative ________ product life span is a favourable condition for charging high price.
Correct Answer
Short
Your Answer
Long
True/False
Question
Car manufacturers make all the components of the car themselves.
Correct Answer
False
Your Answer
False
Select The Blank
Question
One of the current trends in Indian industrial companies is the aspect of ________ export growth.
Correct Answer
Higher
Your Answer
Higher
True/False
Question
Trade directories, government reports, company files are some of the sources of primary data.
Correct Answer
False
Your Answer
False
Multiple Choice Multiple Answer
Question
Industrial sales person must understand the :-
Correct Answer
Manufacturing process of the company , Motivating factors of individuals , Procedures of the company
Your Answer
Manufacturing process of the company , Motivating factors of individuals , Procedures of the company
Multiple Choice Multiple Answer
Question
In a tender a vendor has to supply data on :-
Correct Answer
Sales to net worth , Working capital , Turnover Ratio
Your Answer
Sales to net worth , Working capital , Turnover Ratio
Multiple Choice Multiple Answer
Question
What is a sales appeal?
Correct Answer
An argument , A fact , An idea
Your Answer
An argument , A fact , An idea
Select The Blank
Question
An industrial product manufacturer would prefer to deal with ________ suppliers of component parts.
Correct Answer
Fewer
Your Answer
Fewer
Match The Following
Question
Correct Answer
Your Answer
Foreign market
Attractive returns
Attractive returns
Independent strategies
Resources
Restrictive
Cooperative strategies
Understanding
Understanding
Manipulative strategies
Restrictive
Resources
Multiple Choice Multiple Answer
Question
The following items fall under the category of manufactured items:-
Correct Answer
Stainless steel , Aluminium foil , Digital cameras
Your Answer
Stainless steel , Aluminium foil , Digital cameras
True/False
Question
Advertising and promotion expenses, as a percentage of total sales, are usually more for industrial products than for consumer products.
Correct Answer
False
Your Answer
False
Select The Blank
Question
The ultimate goal of business is to serve ________.
Correct Answer
Society
Your Answer
Shareholders
Select The Blank
Question
Decisions concerning pricing decisions are taken on ________ occasions.
Correct Answer
Three
Your Answer
Three
Multiple Choice Single Answer
Question
The marketer of standardized industrial goods gain objectives more effectively than non-standardized items because of the use of :-
Correct Answer
Price Strategy
Your Answer
Product differentiation
Select The Blank
Question
When a firm sells through a limited number of outlets, it is known as ________ distribution.
Correct Answer
Selective
Your Answer
Selective
Multiple Choice Single Answer
Question
A high price strategy can generate among customers, a substantial amount of :-
Correct Answer
Ill will
Your Answer
Dissatisfaction
True/False
Question
Most of public institutions prefer buying as per legal constraints.
Correct Answer
True
Your Answer
True
Match The Following
Question
Correct Answer
Your Answer
To expand product range to cover all types of computer peripherals
Plan
Mission
To become the No. 1 supplier in computer peripherals
Mission
Goal
To achieve a sales turnover of Rs. 500 cr. by 2008-09
Objective
Milestone
To reduce employee turnover from 30% to 25% in 1 yr
Goal
Plan
Multiple Choice Multiple Answer
Question
A company has to revise its pricing strategy when :-
Correct Answer
Competitor changes his price , New rival enters the market , It is advantageous for the company to change price
Your Answer
Competitor changes his price , New rival enters the market , It is advantageous for the company to change price
Multiple Choice Single Answer
Question
Rapport building requires special skills e.g. :-
Correct Answer
Human relations
Your Answer
Communication skills
True/False
Question
Some purchase decisions also depend on buyer's response to the seller's marketing stimuli.
Correct Answer
True
Your Answer
True
True/False
Question
The objective of the high price strategy is only to recover firm's investment speedily.
Correct Answer
False
Your Answer
True
Multiple Choice Single Answer
Question
The approach to selling by the sales force should be :-
Correct Answer
Professional
Your Answer
Professional
Multiple Choice Single Answer
Question
Research objectives are statements that :-
Correct Answer
Outline the aims of problem definition
Your Answer
Outline the aims of problem definition
Multiple Choice Single Answer
Question
Industrial Market Research is a systematic process of collecting data to :-
Correct Answer
Prepare actionable research report
Your Answer
Prepare actionable research report
True/False
Question
To get market feedback in industrial marketing marketing research is conducted frequently.
Correct Answer
False
Your Answer
False
Select The Blank
Question
Industrial marketer deals with ________ buyers than consumer marketer.
Correct Answer
Fewer
Your Answer
Fewer
Multiple Choice Multiple Answer
Question
A high price strategy is favoured under following conditions :-
Correct Answer
Product represent genuine information , Presence of elite market , Inelastic demand situation
Your Answer
Product represent genuine information , Presence of elite market , Inelastic demand situation
Multiple Choice Multiple Answer
Question
By reducing price, industrial marketers can :-
Correct Answer
Increase his share of the market , Enlarge the total market , Not make a major change in the end product price
Your Answer
Increase his share of the market , Enlarge the total market , Not make a major change in the end product price
Multiple Choice Multiple Answer
Question
When the price of a product goes down, the industrial buyer :-
Correct Answer
Changes his about prices , Waits for price to go down further , Enters the market & buys
Your Answer
Waits for price to go down further , Enters the market & buys
Select The Blank
Question
To overcome bad image, the companies have to go for ________ public relations program.
Correct Answer
Long term
Your Answer
Long term
Select The Blank
Question
The best advertising should be best in creativity, simplicity and ________.
Correct Answer
Uniqueness
Your Answer
Uniqueness
Select The Blank
Question
A first approximation of ________ benefit analysis is necessary before a detailed segmentation analysis.
Correct Answer
Cost
Your Answer
Cost
True/False
Question
Legal and economic risks may occur because of fraudulent advertising.
Correct Answer
True
Your Answer
True
Multiple Choice Single Answer
Question
Advertising objectives need to assist
Correct Answer
Marketing objectives
Your Answer
Marketing objectives
Multiple Choice Single Answer
Question
The first level of industrial marketing environment is called the :-
Correct Answer
Interface level
Your Answer
Interface level
Multiple Choice Multiple Answer
Question
When a firm introduces new product, a considerable amount is sunk into :-
Correct Answer
Research , Planning , Testing
Your Answer
Research , Planning , Testing
Select The Blank
Question
Non stock carrying branch offices are used as ________ sales head quarter.
Correct Answer
Regional
Your Answer
Local
Multiple Choice Single Answer
Question
The advertiser can formulate sales appeals that address prospective customer's problems and :-
Correct Answer
Responsibilities
Your Answer
Responsibilities
Multiple Choice Single Answer
Question
For the industrial manufacturer gross profit may be low on :-
Correct Answer
Bought out parts
Your Answer
Bought out parts
True/False
Question
When a manufacturer wishes to diversify his product line, he will need a channel that is flexible.
Correct Answer
True
Your Answer
True
Multiple Choice Multiple Answer
Question
Sales personnel should :-
Correct Answer
Be sensitive to the need of the customers , Have deep technical knowledge , Have good communication skills
Your Answer
Have deep technical knowledge , Have good communication skills
Multiple Choice Multiple Answer
Question
Car manufacturers make following parts in their factories :-
Correct Answer
Engine , Gear box , Clutch
Your Answer
Engine , Gear box , Clutch
Multiple Choice Multiple Answer
Question
Substantial cash outlay needs to be allocated for :-
Correct Answer
Training Salesmen , Building stock of raw materials , Providing information to customers
Your Answer
Training Salesmen , Building stock of raw materials , Setting up infrastructure
Multiple Choice Single Answer
Question
The facilitator of the process of interactions between a buyer and a banker are :-
Correct Answer
Bankers
Your Answer
Creditors
True/False
Question
Buyers, who are risk averse are good prospects for new product and concepts.
Correct Answer
False
Your Answer
False
Multiple Choice Single Answer
Question
The demand of consumer products can be increased by :-
Correct Answer
Advertising
Your Answer
Price cuts
Select The Blank
Question
A relative ________ product life span is a favourable condition for charging high price.
Correct Answer
Short
Your Answer
Long
True/False
Question
Car manufacturers make all the components of the car themselves.
Correct Answer
False
Your Answer
False
Select The Blank
Question
One of the current trends in Indian industrial companies is the aspect of ________ export growth.
Correct Answer
Higher
Your Answer
Higher
True/False
Question
Trade directories, government reports, company files are some of the sources of primary data.
Correct Answer
False
Your Answer
False
Multiple Choice Multiple Answer
Question
Industrial sales person must understand the :-
Correct Answer
Manufacturing process of the company , Motivating factors of individuals , Procedures of the company
Your Answer
Manufacturing process of the company , Motivating factors of individuals , Procedures of the company
Multiple Choice Multiple Answer
Question
In a tender a vendor has to supply data on :-
Correct Answer
Sales to net worth , Working capital , Turnover Ratio
Your Answer
Sales to net worth , Working capital , Turnover Ratio
Multiple Choice Multiple Answer
Question
What is a sales appeal?
Correct Answer
An argument , A fact , An idea
Your Answer
An argument , A fact , An idea
Select The Blank
Question
An industrial product manufacturer would prefer to deal with ________ suppliers of component parts.
Correct Answer
Fewer
Your Answer
Fewer
Match The Following
Question
Correct Answer
Your Answer
Foreign market
Attractive returns
Attractive returns
Independent strategies
Resources
Restrictive
Cooperative strategies
Understanding
Understanding
Manipulative strategies
Restrictive
Resources
Multiple Choice Multiple Answer
Question
The following items fall under the category of manufactured items:-
Correct Answer
Stainless steel , Aluminium foil , Digital cameras
Your Answer
Stainless steel , Aluminium foil , Digital cameras
True/False
Question
Advertising and promotion expenses, as a percentage of total sales, are usually more for industrial products than for consumer products.
Correct Answer
False
Your Answer
False
Select The Blank
Question
The ultimate goal of business is to serve ________.
Correct Answer
Society
Your Answer
Shareholders
Select The Blank
Question
Decisions concerning pricing decisions are taken on ________ occasions.
Correct Answer
Three
Your Answer
Three
Multiple Choice Single Answer
Question
The marketer of standardized industrial goods gain objectives more effectively than non-standardized items because of the use of :-
Correct Answer
Price Strategy
Your Answer
Product differentiation
Select The Blank
Question
When a firm sells through a limited number of outlets, it is known as ________ distribution.
Correct Answer
Selective
Your Answer
Selective
Multiple Choice Single Answer
Question
A high price strategy can generate among customers, a substantial amount of :-
Correct Answer
Ill will
Your Answer
Dissatisfaction
True/False
Question
Most of public institutions prefer buying as per legal constraints.
Correct Answer
True
Your Answer
True
Match The Following
Question
Correct Answer
Your Answer
To expand product range to cover all types of computer peripherals
Plan
Mission
To become the No. 1 supplier in computer peripherals
Mission
Goal
To achieve a sales turnover of Rs. 500 cr. by 2008-09
Objective
Milestone
To reduce employee turnover from 30% to 25% in 1 yr
Goal
Plan
Multiple Choice Multiple Answer
Question
A company has to revise its pricing strategy when :-
Correct Answer
Competitor changes his price , New rival enters the market , It is advantageous for the company to change price
Your Answer
Competitor changes his price , New rival enters the market , It is advantageous for the company to change price
Multiple Choice Single Answer
Question
Rapport building requires special skills e.g. :-
Correct Answer
Human relations
Your Answer
Communication skills
True/False
Question
Some purchase decisions also depend on buyer's response to the seller's marketing stimuli.
Correct Answer
True
Your Answer
True
True/False
Question
The objective of the high price strategy is only to recover firm's investment speedily.
Correct Answer
False
Your Answer
True
Multiple Choice Single Answer
Question
The approach to selling by the sales force should be :-
Correct Answer
Professional
Your Answer
Professional
Multiple Choice Single Answer
Question
Research objectives are statements that :-
Correct Answer
Outline the aims of problem definition
Your Answer
Outline the aims of problem definition
Multiple Choice Single Answer
Question
Industrial Market Research is a systematic process of collecting data to :-
Correct Answer
Prepare actionable research report
Your Answer
Prepare actionable research report
True/False
Question
To get market feedback in industrial marketing marketing research is conducted frequently.
Correct Answer
False
Your Answer
False
Select The Blank
Question
Industrial marketer deals with ________ buyers than consumer marketer.
Correct Answer
Fewer
Your Answer
Fewer
Multiple Choice Multiple Answer
Question
A high price strategy is favoured under following conditions :-
Correct Answer
Product represent genuine information , Presence of elite market , Inelastic demand situation
Your Answer
Product represent genuine information , Presence of elite market , Inelastic demand situation
Multiple Choice Multiple Answer
Question
By reducing price, industrial marketers can :-
Correct Answer
Increase his share of the market , Enlarge the total market , Not make a major change in the end product price
Your Answer
Increase his share of the market , Enlarge the total market , Not make a major change in the end product price
Multiple Choice Multiple Answer
Question
When the price of a product goes down, the industrial buyer :-
Correct Answer
Changes his about prices , Waits for price to go down further , Enters the market & buys
Your Answer
Waits for price to go down further , Enters the market & buys
Select The Blank
Question
To overcome bad image, the companies have to go for ________ public relations program.
Correct Answer
Long term
Your Answer
Long term
Select The Blank
Question
The best advertising should be best in creativity, simplicity and ________.
Correct Answer
Uniqueness
Your Answer
Uniqueness
Select The Blank
Question
A first approximation of ________ benefit analysis is necessary before a detailed segmentation analysis.
Correct Answer
Cost
Your Answer
Cost
True/False
Question
Legal and economic risks may occur because of fraudulent advertising.
Correct Answer
True
Your Answer
True
Multiple Choice Single Answer
Question
Advertising objectives need to assist
Correct Answer
Marketing objectives
Your Answer
Marketing objectives
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