Industrial Marketing - 8

LIST OF ATTEMPTED QUESTIONS AND ANSWERS


Multiple Choice Single Answer
Question
Funds spent on R & D to bring a new product into the market are :-
Correct Answer Sunk Costs
Your Answer Sunk Costs


True/False
Question
Hydraulic equipments are handled by general line industries.
Correct Answer False
Your Answer False


Select The Blank
Question
Market conditions may result in demand for a product, which is relatively
________ to change in price.
Correct Answer Unresponsive
Your Answer Responsive


Multiple Choice Single Answer
Question
Industrial product advertising is an effective means to stimulate :-
Correct Answer Primary demand
Your Answer Primary demand


Multiple Choice Single Answer
Question
Value analysis may suggest :-
Correct Answer Product modifications
Your Answer Product modifications


Select The Blank
Question
The buying needs and practices of organisations differ according to whether
they are innovate, product leaders or ________.
Correct Answer Followers
Your Answer Followers


Select The Blank
Question
Competitor, who enter late in the market, must apply part of their cash
inflow to the amortization of their own ________ cost.
Correct Answer Development
Your Answer Development


Select The Blank
Question
The ________ distributors focus on narrow range of related products.
Correct Answer Specialised
Your Answer Specialised


True/False
Question
A survey analyst is not part of the industrial marketing research team.
Correct Answer False
Your Answer False


Multiple Choice Multiple Answer
Question
Tata Motors is a company involved in the manufacture of :-
Correct Answer Passenger cars , Light commercial vehicles , Heavy
commercial vehicles
Your Answer Passenger cars , Light commercial vehicles , Heavy
commercial vehicles


Multiple Choice Single Answer
Question
Non Banking Financial Corporations receive negative publicity from :-
Correct Answer Down grading by rating agencies
Your Answer Write up in news papers


Select The Blank
Question
Sales personnel should study customers as ________.
Correct Answer Individuals
Your Answer Professionals


True/False
Question
Car manufacturers make all the components of the car themselves.
Correct Answer False
Your Answer False


Multiple Choice Single Answer
Question
For financially weak but reliable customers, supplier may be required to:-
Correct Answer Give high discounts
Your Answer Provide finance


True/False
Question
Service is one of the variables of vendor rating system.
Correct Answer True
Your Answer True


Select The Blank
Question
Composite rating is prepared by adding ________ rating.
Correct Answer Individual
Your Answer Individual


Multiple Choice Multiple Answer
Question
For successful positioning the firm should know its :-
Correct Answer Current positioning in the market , Competitors ,
Resources
Your Answer Current positioning in the market , Competitors , Resources


Multiple Choice Multiple Answer
Question
For industrial marketing, type of channel members needed would depend on :-
Correct Answer Market coverage , Marketing cost , Marketing control

Your Answer Market coverage , Marketing cost , Marketing control


Multiple Choice Multiple Answer
Question
Information sources for unstructured surveys are :-
Correct Answer Sales personnel , Dealers , Customers
Your Answer Sales personnel , Dealers , Customers


Multiple Choice Single Answer
Question
How industrial advertising helps the salesperson?
Correct Answer It conveys the message to the network of decision
makers, he cannot reach.
Your Answer It conveys the message to the network of decision makers, he
cannot reach.


Select The Blank
Question
The best advertising should be best in creativity, simplicity and ________.
Correct Answer Uniqueness
Your Answer Uniqueness


True/False
Question
In industrial marketing buying is a collective decision making process.
Correct Answer True
Your Answer True


True/False
Question
Market coverage means demographic areas to be covered.
Correct Answer True
Your Answer False


Multiple Choice Multiple Answer
Question
Industries constitute an important basis for market segmentation for
companies doing business in :-
Correct Answer Computers , Software , Office equipment
Your Answer Computers , Software , Office equipment


Multiple Choice Multiple Answer
Question
Starting point for the negotiation process is :-
Correct Answer Needs , Plans , Goals
Your Answer Plans , Goals , Needs


Select The Blank
Question
Industrial advertising must provide reader with information regarding
________ benefits, in simple words.
Correct Answer Intangible
Your Answer Intangible


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


Multiple Choice Single Answer
Question
Marketing Intelligence System is useful :-
Correct Answer For decision making by industrial marketing managers
Your Answer For decision making by industrial marketing managers


Select The Blank
Question
The situation where the buyer requires an industrial product to a revised
set of specifications from a previous supplier is called ________.
Correct Answer Modified rebuy
Your Answer Straight rebuy


Multiple Choice Single Answer
Question
Data for initial screening can be obtained from:-
Correct Answer Secondary sources
Your Answer Secondary sources


Match The Following
Question
Correct Answer
Your Answer

Niche marketing - Customised products - Customised products

Purchasing policy - Bidding - Bidding

Product innovation - New products - New products

Competitive analysis - Strength &weakness - Strength &weakness



Multiple Choice Multiple Answer
Question
Media selection is done on the basis of :-
Correct Answer Reaching the right audience , Reaching audience with
right quantity of impact , Running the complain for a considerable period of
time
Your Answer Reaching the right audience , Reaching audience with right
quantity of impact , Running the complain for a considerable period of time


True/False
Question
An important characteristic of the mission statement is that it indicates
the direction the company wishes to take.
Correct Answer True
Your Answer True


Multiple Choice Single Answer
Question
A situation analysis consists of :-
Correct Answer A combination of internal environment analysis,
external environment analysis and competitive analysis
Your Answer A combination of internal environment analysis, external
environment analysis and competitive analysis


Multiple Choice Multiple Answer
Question
Service rating is judged by following factors :-
Correct Answer Promptness , Speed , Self interest
Your Answer Promptness , Speed , Self interest


True/False
Question
Some purchase decisions also depend on buyer's response to the seller's
marketing stimuli.
Correct Answer True
Your Answer True


Multiple Choice Single Answer
Question
Vendor rating system measures variables e.g. :-
Correct Answer Price
Your Answer Price


Multiple Choice Multiple Answer
Question
Industrial marketers have a choice of structural arrangement like :-
Correct Answer Direct to users , Indirect to users , Mixed
structure
Your Answer Direct to users , Indirect to users , Mixed structure


Select The Blank
Question
Decisions concerning pricing decisions are taken on ________ occasions.
Correct Answer Three
Your Answer Three


Multiple Choice Single Answer
Question
The purchase decision-makers in an industrial company constitute the:-
Correct Answer DMU
Your Answer DMU


Multiple Choice Single Answer
Question
Industrial buyer tries to justify his purchases on the basis of :-
Correct Answer Measurable performance
Your Answer Stock position


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


True/False
Question
Sales forecast is the estimate of a Co's expected sales in a given time
period.
Correct Answer True
Your Answer True


True/False
Question
Most industrial suppliers make use of their own sales force in their
marketing system.
Correct Answer False
Your Answer True


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
Growth of an automobile manufacturing firm can come from :-
Correct Answer Increase in domestic sales , Increase in export
sales , Decrease in manufacturing costs
Your Answer Increase in domestic sales , Increase in export sales ,
Decrease in manufacturing costs