7083001-Industrial.pdf

8/16/2019 7083001-Industrial.pdf

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list of attempted questions and answers

multiple choice single answer question the demand for industrial goods is :- correct answer derived demand your answer need of the customer select the blank

question in customer market a ________ price increase will shrink demand. correct answer higher your answer small multiple choice single answer

question a broad and definitive statement that covers an organization’s purpose, valuesand distinctive competencies is called :- correct answer mission your answer mission

multiple choice single answer question large industrial companies realize substantial cost savings is by having:- correct answer centralized purchasing your answer decentralized purchasing select the blank

question the manufacturer of individual product can take customers away fromcompetitors by ________ efforts. correct answer promotional your answer promotional


true!false question a ma"or change in the price of an industrial component causes a significantchange in the end product price. correct answer false your answer false

true!false question an organization that is structured to serve the customer is the most optimallydesigned organizational structure. correct answer true your answer true

select the blank question a senior manager such as general manager #purchase$ of an industrial marketingcompany will get more involved in the purchase of ________. correct answer high value items your answer high value items

multiple choice single answer


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question the sales force is influenced by :- correct answer selling environment your answer selling environment

multiple choice multiple answer question response to a competitors price cut would be influenced by whether innovatorhas followed :- correct answer high price strategy , low price strategy , competitors motivesyour answer high price strategy , low price strategy , competitors motives

true!false question market coverage means demographic areas to be covered. correct answer true your answer true

multiple choice multiple answer question the maker of industrial product can increase total sales by :-

correct answer research , developing new uses , developing new usersyour answer developing new uses , developing new users , reducing process

true!false question trade directories, government reports, company files are some of the sources ofprimary data. correct answer false your answer false

multiple choice multiple answer question industries involved in production of chemical % pesticides have to :-

correct answer make natural resources pollution free , devise safety measures to protectenvironment , properly dispose off waste materialyour answer make natural resources pollution free , devise safety measures to protect

environment , properly dispose off waste material

multiple choice single answer question industrial market research is a systematic process of collecting data to :- correct answer prepare actionable research report your answer estimate market potential

true!false

question it is easier to negotiate the purchase of power generators for a large powerstation than the purchase of pcs. correct answer false your answer false

true!false question use of it tools like enterprise resource planning is helping industrial firms toimprove productivity and efficiency. correct answer true


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your answer true

true!false question in industrial marketing buying is a collective decision making process. correct answer true your answer true

multiple choice single answer question making money or facilitating the running of the business is a :- correct answer rational reason your answer rational reason

select the blank question the best advertising should be best in creativity, simplicity and ________. correct answer uniqueness your answer uniqueness

select the blank question by pricing the product at a very ________ level, management can havesubstantial gross margin. correct answer high your answer high

multiple choice single answer question making an assessment of the competitors’ strengths and weakness is called :- correct answer competitive position analysis your answer competitive position analysis

select the blank question a relative ________ product life span is a favourable condition for charging highprice. correct answer short your answer short

multiple choice single answer question in pricing industrial goods, the most important factor is :- correct answer cost your answer price

select the blank question management can choose the place the company in the position of a price

________. correct answer leader your answer leader

true!false question direct e&porting is the only way of entering the foreign market.


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correct answer false your answer false

true!false question branch offices are located in commercial centres. correct answer false your answer true

multiple choice multiple answer question services of trained e&perts is required for :- correct answer special accounting machines , statistical analysis equipment , electronicrecording equipmentyour answer special accounting machines , statistical analysis equipment , electronic

recording equipment

select the blank question non stock carrying branch offices are used as ________ sales head quarter.

correct answer regional your answer regional

multiple choice single answer question an imbalance between cost % price requires :- correct answer managerial action your answer managerial action

match the followingquestion correct answer your answer

indirect cost interest interest

product life cycle different phasesdifferent phases

price leadershipinitiate price change pricing decision

direct cost wages wages

select the blank question the effectiveness of the advertising program is reflected by the ________ in thestate of awareness.

correct answer differences your answer differences

multiple choice multiple answer question price of an industrial product depends upon :- correct answer e&-works price , packing charges , delivery timeyour answer e&-works price , packing charges , delivery time


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multiple choice multiple answer question the legal framework is related to e&isting :- correct answer business laws , civil rights , labour lawsyour answer business laws , labour laws , social laws

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 allocating time for prospecting activities helps in :- correct answer servicing old accounts your answer increasing potential sales volume

multiple choice multiple answer question substantial cash outlay needs to be allocated for :-

correct answer training salesmen , building stock of raw materials , providing informationto customersyour answer training salesmen , building stock of raw materials , setting up infrastructure

multiple choice single answer question the need of buying centre members of a firm can be studied by their :- correct answer orientation your answer interest

multiple choice single answer question prospecting is essential to ensure future sources of :-

correct answer sales revenue your answer sales revenue

select the blank question industrial marketer has an array of segmentation ________ to choose from correct answer variables your answer variables

select the blank question marketing cost is the ________ payable to the channel members. correct answer commission

your answer commission

multiple choice single answer question in an organisation, purchase division is made by:- correct answer people your answer people

select the blank


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question market conditions may result in demand for a product, which is relatively ________ to change in price. correct answer unresponsive your answer unresponsive

true!false question outsiders like technical consultants can play a key role in the purchase processof a large buying organization. correct answer true your answer true

multiple choice single answer question the first step in managing the industrial product marketing system is :- correct answer identifying the needs of customers your answer identifying the needs of customers

multiple choice multiple answer

question industrial firms should act in the following ways to the changes in environment :- correct answer influence , modify , respondyour answer influence , modify , respond

multiple choice single answer question general public will work towards a cause if it is :- correct answer motivated your answer motivated

multiple choice single answer question industrial markets can be segmented in two steps:-

correct answer micro and macro your answer micro and macro

multiple choice single answer question a broad and definitive statement that covers an organization’s purpose, valuesand distinctive competencies is called :- correct answer mission your answer mission

true!false question the salesperson assists in solving the purchase organizations requirement in

return for a specific sales. correct answer true your answer true

true!false question the it and bpo service industries in india are showing lower rates of growthcompared to other industry sectors. correct answer false your answer false


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select the blank question a first appro&imation of ________ benefit analysis is necessary before a detailedsegmentation analysis. correct answer cost your answer cost

select the blank question the effect of the economic environment is not ________ across industries. correct answer uniform your answer uniform

true!false

question advertisement and public relation campaign pro"ect a positive image of the co. correct answer true your answer true

select the blank question cost ratio plan uses ________ formula to evaluate vendor performance. correct answer mathematical your answer mathematical

multiple choice multiple answer question during discussions, sales people handle issues such as :-

correct answer delivery schedule , pricing , after sales serviceyour answer delivery schedule , pricing , after sales service

true!false question a lower price will stimulate demand for industrial products. correct answer false your answer false

select the blank question the ultimate goal of business is to serve ________. correct answer society

your answer society

multiple choice single answer question periodic analysis of an industrial buyer’s operations and purchase systems isnecessary to :- correct answer understand the changes in buy practices your answer understand the changes in buy practices


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multiple choice single answer question direct costs are also referred to as :- correct answer operating costs your answer operating costs

multiple choice single answer question an e&ternal environment analysis is necessary to understand :- correct answer the needs of the customers your answer the needs of the customers

select the blank question the fundamental aspect of industrial marketing is that it addresses the needs andwants of ________. correct answer business organizations your answer business organizations


question industrial sales person must understand the :- correct answer manufacturing process of the company , motivating factors of individuals, procedures of the companyyour answer manufacturing process of the company , motivating factors of individuals ,

procedures of the company

true!false question advertising effectiveness means the ratio of cost of advertisement and volume ofsales generated. correct answer false your answer false

select the blank question brand positioning is the art of creating a ________ image for a product in theminds of customers. correct answer distinct your answer distinct

select the blank question market ________ is the most optimistic estimate of the amount of product that anentire market will purchase in a given period of time. correct answer potential your answer potential

multiple choice multiple answer question service rating is "udged by following factors :- correct answer promptness , speed , self interestyour answer promptness , speed , self interest

true!false question tariffs % quotas are used by the govt. to protect indigenous business from foreign


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competition. correct answer true your answer true

true!false question a new task buy situation has to pass several phases like awareness, interest andevaluation. correct answer true your answer true

multiple choice single answer question how does advertisements help salespersons' correct answer it helps the salespersons by improving image of the company in thecustomers mind. your answer it helps the salespersons by improving image of the company in the customersmind.

true!false question effective use of sales force lead to achieving ma&imum sales at low costs. correct answer true your answer true

multiple choice multiple answer question internal public includes :- correct answer top management , factory workers , senior managersyour answer factory workers , contract workers


question sales agent handles :- correct answer competing products your answer competing products

multiple choice multiple answer question for an industrial company, the following topics would fall under the category ofinformation on economic scenario :- correct answer gdp growth figures , inflation ratesyour answer gdp growth figures , inflation rates


question initially rating is evaluated for :- correct answer each variable your answer specific variables

select the blank question sales personnel should study customers as ________. correct answer individuals your answer individuals


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question strategic industrial marketing decision are primarily concerned with selection of :- correct answer product-mi& your answer product-mi&

select the blank question many food processing firms prefer to take on ________ the processing plants fortheir use during the peak season. correct answer lease your answer lease

multiple choice single answer question the marketer of standardized industrial goods gain ob"ectives more effectivelythan non-standardized items because of the use of :- correct answer price strategy your answer price strategy

multiple choice multiple answer question sales personnel should :- correct answer be sensitive to the need of the customers , have deep technicalknowledge , have good communication skillsyour answer be sensitive to the need of the customers , have deep technical knowledge ,

have good communication skills

true!false question delivery commitment plays a crucial role in purchase negotiations for industrialitems. correct answer true

your answer true

multiple choice multiple answer question industrial markets can be positioned on product merits e.g.:- correct answer quality conscious , reliability , dependabilityyour answer quality conscious , reliability , dependability

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 isadvantageous for the company to change price

your answer competitor changes his price , new rival enters the market , it is advantageous forthe company to change price

multiple choice multiple answer question administration of sales force management is concerned with :- correct answer motivating , compensating , directingyour answer motivating , compensating , directing


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multiple choice single answer question supporting plans are drafted for pro"ects requiring:- correct answer special skills your answer special knowledge

true!false question a repeat purchase decision will generally involve changes in productspecifications from earlier supplies. correct answer false your answer false


web design domain name domain name

choice of media reaching the right audience communication of information

basis of budgeting support percentage of past sales percentage of past sales

advertising effectiveness evaluation of performance reaching the right audience

select the blank question ________ skills represent the essence of industrial marketing. correct answer negotiations your answer presentation

select the blank

question decisions concerning pricing decisions are taken on ________ occasions. correct answer three your answer three

true!false question the ob"ective of the high price strategy is only to recover firms investmentspeedily. correct answer false your answer false

select the blank

question ________ are an important link in indirect to user channel strategy. correct answer agents your answer agents

true!false question service is one of the variables of vendor rating system. correct answer true your answer true


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question the message of well-designed advertisement for an industrial product shouldgenerally consist of :- correct answer a short headline , an e&planation of the headline , distinctive features ofthe productyour answer a short headline , an e&planation of the headline , distinctive features of the

product


management capability organise organise

quality rating disposition factor defective material

delivery rating delivery schedule delivery schedule

service rating promptness promptness

multiple choice multiple answer question starting point for the negotiation process is :- correct answer plans , goals , needsyour answer plans , goals , needs

multiple choice single answer question dgs%d refers to an authority that purchases goods for:- correct answer central government your answer the public sector


multiple choice multiple answer question manufacturers handle the inventory requirement problem by :- correct answer maintaining stock at convenient locations , make arrangement for returnof slow moving goods , levy service charge on return of goodsyour answer levy service charge on return of goods , maintaining stock at convenient locations

, make arrangement for return of slow moving goods

select the blank question the industrial selling environment consists of a process of ________ betweenbuyer % seller. correct answer e&change your answer e&change

select the blank question computer systems help in the ________ of the findings of the research pro"ect.


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correct answer presentation your answer presentation

select the blank question in the process of performing their various activities, govt. may aid, hamper or

________ the industrial marketing efforts. correct answer facilitate your answer facilitate

multiple choice single answer question open-ended questions in unstructured questionnaire are often called as :- correct answer non-disguised questions your answer non-disguised questions


sales department to reduce cost of sales by () within one year to reduce cost of salesby () within one year

industrial marketing department increase profits for fy in q* and q+ increase profits for fy inq* and q+

industrial marketing research department conduct survey for customer feedback on newproduct conduct survey for customer feedback on new product

industrial marketing services departmentobtain service revenue from post-sales services in onemarket segmentobtain service revenue from post-sales services in one market segment

multiple choice single answer question secondary data is :- correct answer already e&isting your answer already e&isting

true!false question pre-sales services and post-sales services are not important to modern-dayconcepts of industrial marketing. correct answer false your answer false

select the blank question in marketing research ________ influence the type of research that is selected. correct answer ob"ectives your answer ob"ectives

multiple choice multiple answer question following capabilities of the organisation also form a basis for segmentation:- correct answer operating , technical , financial


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your answer operating , technical , financial

multiple choice single answer question the advertiser can formulate sales appeals that address prospective customersproblems and :- correct answer responsibilities your answer responsibilities

multiple choice single answer question in industrial marketing, spare parts are sold through :- correct answer branch office your answer branch office

true!false question to get market feedback in industrial marketing marketing research is conductedfrequently. correct answer false

your answer false

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 ama"or change in the end product priceyour answer increase his share of the market , enlarge the total market , not make a ma"or

change in the end product price

multiple choice multiple answer question questions asked in unstructured surveys bring about :-

correct answer motives , priorities , problemsyour answer motives , priorities , problems

select the blank question the manufacturer of individual product can take customers away fromcompetitors by ________ efforts. correct answer promotional your answer promotional

select the blank question supply chain management is one of the tools used by modern companies to

achieve ________. correct answer high productivity improvement and efficiency your answer high productivity improvement and efficiency

multiple choice multiple answer question the following departments in a large engineering company would come under theresponsibility of vp #operations$ :- correct answer assembly plant , machine shop , machinery repair and maintenancesection


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your answer assembly plant , machine shop , machinery repair and maintenance section

multiple choice multiple answer question public interest groups support :- correct answer environmental causes , womens rights , minority welfareyour answer environmental causes , womens rights , minority welfare

select the blank question one of the current trends in indian industrial companies is the aspect of

________ e&port growth. correct answer higher your answer higher

true!false question sales forecast is the estimate of a cos e&pected sales in a given time period. correct answer true your answer true

multiple choice multiple answer question to push the companys products, advertising literature should point outadvantages to the middlemen, such as :- correct answer wide margins , large sales potential , rapid turnoveryour answer wide margins , large sales potential , rapid turnover

multiple choice single answer question advertising ob"ectives need to assist correct answer marketing ob"ectives your answer marketing ob"ectives

true!false question countries with political stability have a grater chance of attracting investment frommncs. correct answer true your answer true

multiple choice single answer question distributors contact potential buyers and negotiate :- correct answer orders your answer prices

multiple choice multiple answer question important sources for tender notices regarding purchases of industrial productsare:- correct answer company websites , newspapers , trade magazinesyour answer newspapers , trade magazines , company websites



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question research ob"ectives are statements that :- correct answer outline the aims of problem definition your answer outline the aims of problem definition

true!false question sample size in industrial marketing research can be as large as in consumermarketing. correct answer false your answer false

multiple choice multiple answer question for industrial marketing, type of channel members needed would depend on :- correct answer market coverage , marketing cost , marketing controlyour answer market coverage , marketing cost , marketing control

select the blank question the sales of standard industrial products are generally carried out through

________. correct answer direct channel and middlemen your answer direct channel and middlemen

multiple choice single answer question the unit price of a capital equipment item is usually: correct answer high your answer high


"oint venture control over operation agreement

direct e&porting higher risk direct investment

foreign production direct investment intermediaries

comparative analysis similarities similarities

multiple choice multiple answer question car manufacturers make following parts in their factories :-

correct answer engine , gear bo& , clutchyour answer engine , gear bo& , clutch

true!false question high price strategy does not lead to cost position advantage over likelycompetitors. correct answer false your answer false


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question organizational buyers have to fulfill their needs relating to :- correct answer the "ob function your answer the "ob function

multiple choice multiple answer question information sources for unstructured surveys are :- correct answer sales personnel , dealers , customersyour answer dealers , customers , public at large

multiple choice multiple answer question structured surveys are used to measure :- correct answer awareness % knowledge , attitudes % opinions , buyer behavioryour answer awareness % knowledge , attitudes % opinions , buyer behavior

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

true!false question some purchase decisions also depend on buyers response to the sellersmarketing stimuli. correct answer true your answer true

true!false question the effect of price on sale must be balanced by production costs. correct answer true your answer true

multiple choice single answer question a small lathe is a type of :- correct answer accessory equipment your answer accessory equipment

true!false

question advertising and promotion e&penses, as a percentage of total sales, are usuallymore for industrial products than for consumer products. correct answer false your answer false

multiple choice multiple answer question important information on the purchase decision process in any industrialorganization can be obtained from:- correct answer purchase officials , user department officials , gatekeepers


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your answer purchase officials , user department officials , gatekeepers

true!false question legal and economic risks may occur because of fraudulent advertising. correct answer true your answer true

multiple choice multiple answer question industries constitute an important basis for market segmentation for companiesdoing business in :- correct answer computers , software , office equipmentyour answer computers , software , office equipment

multiple choice single answer question prospecting is essential to ensure future sources of :- correct answer sales revenue your answer sales revenue


question by reducing price, industrial marketers can :- correct answer increase his share of the market , enlarge the total market , not make ama"or change in the end product priceyour answer increase his share of the market , enlarge the total market , can substantially

decrease end product price

multiple choice single answer question strengths and weaknesses of a firm can be derived through :- correct answer an internal environment analysis your answer an internal environment analysis

multiple choice multiple answer question service rating is "udged by following factors :- correct answer self interest , promptness , speedyour answer promptness , speed , delegation

multiple choice single answer question manufacturer % customer in industrial marketing are affected by :- correct answer change in technology your answer policies of govt. true!false question outsiders like technical consultants can play a key role in the purchase processof a large buying organization.

correct answer true your answer true select the blank

question the sales of standard industrial products are generally carried out through ________. correct answer direct channel and middlemen your answer direct channel and middlemen multiple choice single answer


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question a competitor while selling, may not be aware of his :- correct answer overhead costs your answer direct costs select the blank question an industrial product manufacturer would prefer to deal with ________ suppliersof component parts. correct answer fewer your answer domestic multiple choice multiple answer

question internal public includes :- correct answer top management , factory workers , senior managersyour answer top management , factory workers , senior managers

select the blank question a first appro&imation of ________ benefit analysis is necessary before a detailedsegmentation analysis. correct answer cost your answer price

match the following

question correct answer your answer compressors manufacturer manufacturer electric lift maintenance service firm service firmsteel hardware whole seller!retailer distributor air-conditioners distributor manufacturers’ representatives

multiple choice multiple answer question during discussions, sales people handle issues such as :- correct answer delivery schedule , pricing , after sales serviceyour answer delivery schedule , pricing , after sales service

multiple choice single answer question the generic need which the company will seek to satisfy, stated by topmanagement is called:- correct answer mission your answer mission select the blank

question competitor, who enter late in the market, must apply part of their cash inflow tothe amortization of their own ________ cost. correct answer development your answer promotion select the blank

question when purchase of industrial equipment is involved, the stage betweenmanufacture and dispatch of goods is called ________. correct answer inspection your answer inspection multiple choice single answer

question many overseas companies are attracted to india for setting up manufacturingoperations for industrial products on account of :- correct answer cost competitiveness your answer cost competitiveness


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select the blank

question supply chain management is one of the tools used by modern companies toachieve ________. correct answer high productivity improvement and efficiency your answer high productivity improvement and efficiency multiple choice multiple answer

question structured surveys are used to measure :- correct answer awareness % knowledge , attitudes % opinions , buyer behavioryour answer awareness % knowledge , attitudes % opinions , buyer behavior

multiple choice single answer question the first step in the process of selling is :- correct answer identifying prospects your answer identifying prospects multiple choice multiple answer

question car manufacturers make following parts in their factories :- correct answer engine , gear bo& , clutch

your answer engine , gear bo& , clutch

true!false question demand for many industrial product is elastic. correct answer false your answer true match the following

question correct answer your answer sales department to reduce cost of sales by () within one year increase profits for fy inq* and q+industrial marketing department increase profits for fy in q* and q+ recruit new employeesindustrial marketing research department conduct survey for customer feedback on new

product conduct survey for customer feedback on new productindustrial marketing services departmentobtain service revenue from post-sales services in onemarket segmentobtain service revenue from post-sales services in one market segment

true!false question sales forecast is the estimate of a cos e&pected sales in a given time period. correct answer true your answer true

select the blank

question industrial force should be ________ to market conditions. correct answer responsive your answer responsive

multiple choice multiple answer question the legal framework is related to e&isting :- correct answer business laws , civil rights , labour lawsyour answer business laws , civil rights , labour laws


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true!false

question a repeat purchase decision will generally involve changes in productspecifications from earlier supplies. correct answer false your answer false

true!false question tariffs % quotas are used by the govt. to protect indigenous business from foreigncompetition. correct answer true your answer true

true!false question personal selling is a powerful tool in industrial product selling. correct answer true your answer true

true!false question a lower price will stimulate demand for industrial products. correct answer false your answer true

multiple choice multiple answer question assured consistency of the quality can have important benefits for the buyer-userlike :- correct answer inspection at incoming end , save inventory cost , stocking timeyour answer inspection at incoming end , less headache

multiple choice single answer question a sales presentation is made to provide prospective customers with sufficientinformation on the firms :- correct answer product your answer product

select the blank question the effectiveness of the advertising program is reflected by the ________ in thestate of awareness. correct answer differences your answer differences

select the blank question many food processing firms prefer to take on ________ the processing plants fortheir use during the peak season. correct answer lease your answer hire



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question the type of demand that characterizes industrial products is called :- correct answer derived demand your answer derived demand

true!false question hydraulic equipments are handled by general line industries. correct answer false your answer false

multiple choice multiple answer question industrial marketers have a choice of structural arrangement like :- correct answer direct to users , indirect to users , mi&ed structureyour answer direct to users , indirect to users , mi&ed structure

true!false question bill to vendor % absorbed by buyer are the two possibilities under rework. correct answer true

your answer true

true!false question to get market feedback in industrial marketing marketing research is conductedfrequently. correct answer false your answer true

multiple choice single answer question fundamental skill requirement for closing a sale is :- correct answer application of psychology

your answer application of psychology

multiple choice multiple answer question for industrial marketing, type of channel members needed would depend on :- correct answer market coverage , marketing cost , marketing controlyour answer market coverage , marketing cost , marketing control


select the blank

questiontrade ________ form a part of regulatory environment. correct answerbarriers your answer barriers

multiple choice multiple answer questionsales personnel should :- correct answer be sensitive to the need of the customers , have deep technical


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knowledge , have good communication skillsyour answer have deep technical knowledge , have good communication skills , be sensitive

to the need of the customers

match the followingquestioncorrect answer your answer

freight equalization - base point - base point

consumer goods - advertising % sales promotion - advertising % sales promotion

high price strategy - patents - patents

short life span - recovery of investment - recovery of investment

select the blank

questionanalytical techniques are ________ to a large e&tent. correct answermathematical your answer non predictable

multiple choice single answer questionthe approach to selling by the sales force should be :- correct answer professional your answer professional

multiple choice multiple answer questionfollowing capabilities of the organisation also form a basis for segmentation:- correct answer operating , technical , financialyour answer operating , technical , financial

multiple choice multiple answer questionproduct development can discourage competition if it is :- correct answer technologically intensive , capital intensive , require state-of-arttechnologyyour answer technologically intensive , capital intensive , require state-of-art technology

multiple choice multiple answer questionwhen the product is comple& % requires service by skilled specialist, the manufacturer has to :- correct answer supply large number of spare parts , change a premium price , train thetechnician of buyeryour answer maintain service station , supply large number of spare parts , train the technician

of buyer


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select the blank

question ________ of supply is one of the important aspects buyers look for. correct answer continuity your answer continuity

multiple choice single answer questiondirect costs are also referred to as :- correct answer operating costs your answer operating costs

multiple choice multiple answer questionsubstantial cash outlay needs to be allocated for :- correct answer building stock of raw materials , providing information to customers ,training salesmen

your answer training salesmen , building stock of raw materials , setting up infrastructure

multiple choice multiple answer questionindustrial markets can be positioned on product merits e.g.:- correct answer quality conscious , reliability , dependabilityyour answer quality conscious , reliability , dependability

multiple choice single answer questionthe generic need which the company will seek to satisfy, stated by top management is called:-

correct answer mission your answer mission

true!false questionin industrial product marketing, the cost of maintenance is not important in making comparisonswith competitors’ products. correct answer false your answer false


questionmany overseas companies are attracted to india for setting up manufacturing operations forindustrial products on account of :- correct answer cost competitiveness your answer cost competitiveness

multiple choice multiple answer questionmanufacturers handle the inventory requirement problem by :-


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correct answer maintaining stock at convenient locations , make arrangement for returnof slow moving goods , levy service charge on return of goodsyour answer maintaining stock at convenient locations , make arrangement for return of slow

moving goods , supplying against specific orders

select the blank questionindustrial force should be ________ to market conditions. correct answer responsive your answer responsive

true!false questionmaterials that go into the production of food ! drug end product have very narrow qualitytolerance. correct answer true your answer true

select the blank questione&ploratory research involves the gathering of ________ data from secondary sources. correct answer preliminary your answer preliminary

multiple choice multiple answer questiontechnical service means details about :- correct answer ingredient material , how product works , type of make of key equipmentsin the product

your answer ingredient material , how product works , type of make of key equipments in theproduct

multiple choice single answer questiona broad and definitive statement that covers an organization’s purpose, values and distinctivecompetencies is called :- correct answer mission your answer mission

select the blank

questionsupply chain management is one of the tools used by modern companies to achieve ________. correct answer high productivity improvement and efficiency your answer high productivity improvement and efficiency

multiple choice single answer questionan alternative term used for industrial marketing is :- correct answer bb marketing


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your answer bb marketing

multiple choice single answer questionmaking an assessment of the competitors’ strengths and weakness is called :- correct answer competitive position analysis your answer competitive position analysis

multiple choice single answer questionopen-ended questions in unstructured questionnaire are often called as :- correct answer non-disguised questions your answer non-disguised questions

match the followingquestioncorrect answer

your answer

accuracy of data - sampling error - sampling error

frequency of use - periodical use of information - periodical use of information

urgency of response - fast decision making - fast decision making

timeliness - current information - current information


question

the first step in managing the industrial product marketing system is :- correct answer identifying the needs of customers your answer identifying the needs of customers

true!false questioneffective use of sales force lead to achieving ma&imum sales at low costs. correct answer true your answer true


questionthe most important of the operating plans are :- correct answer policies your answer policies

select the blank questionwhen purchase of industrial equipment is involved, the stage between manufacture and dispatchof goods is called ________.


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correct answer inspection your answer inspection

true!false questionoutsiders like technical consultants can play a key role in the purchase process of a large buyingorganization. correct answer true your answer true

multiple choice multiple answer questionstructured surveys are used to measure :- correct answer awareness % knowledge , attitudes % opinions , buyer behavioryour answer awareness % knowledge , attitudes % opinions , buyer behavior


questiondistributors contact potential buyers and negotiate :- correct answer orders your answer orders

multiple choice single answer questionlarge organisations opt for :- correct answer volume purchasing your answer volume purchasing

true!false questionthe level of customer e&perience influences the marketing strategy. correct answer true your answer true

select the blank questionnon stock carrying branch offices are used as ________ sales head quarter. correct answer regional your answer regional

multiple choice single answer questionvalue analysis comprises following actions :- correct answer review of e&isting product your answer review of e&isting product

select the blank question


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the industrial selling environment consists of a process of ________ between buyer % seller. correct answer e&change your answer e&change

true!false questionin order to en"oy cost advantage relative to the innovative firm, competitor must reach a break-through in product design. correct answer true your answer true

multiple choice multiple answer questionpublic interest groups support :- correct answer environmental causes , womens rights , minority welfareyour answer environmental causes , womens rights , minority welfare

true!false questionsometimes when the price of a material drops below a certain level, buyers start thinking of newapplications. correct answer true your answer true true!false

questionthe ob"ective of the high price strategy is only to recover firms investment speedily. correct answer false your answer false

true!false questionpersonal selling is a powerful tool in industrial product selling. correct answer true your answer true

multiple choice multiple answer questionadministration of sales force management is concerned with :- correct answer motivating , compensating , directingyour answer motivating , compensating , directing

multiple choice single answer questionrapport building requires special skills e.g. :- correct answer human relations your answer human relations



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questionfinancial capability refers to :- correct answer cash flow position your answer cash flow position

multiple choice single answer questionstrengths and weaknesses of a firm can be derived through :- correct answer an internal environment analysis your answer an internal environment analysis


multiple choice single answer questionin pricing industrial goods, the most important factor is :- correct answer cost your answer cost

select the blank questionmethods to measure market ________ can classified into qualitative and quantitative methods. correct answer potential your answer potential

select the blank questioncomputer systems help in the ________ of the findings of the research pro"ect. correct answer presentation

your answer presentation

select the blank questionsenior marketing personnel from a supplier firm are usually involved in a ________ situation: correct answer new task buy your answer new task buy

select the blank questionibm, microsoft and google are "ust three mncs that have ________.

correct answer set up software development centers in india your answer set up software development centers in india

select the blank questionby pricing the product at a very ________ level, management can have substantial gross margin. correct answer high your answer high


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questionfor an industrial company, the following topics would fall under the category of information oneconomic scenario :- correct answer gdp growth figures , inflation ratesyour answer gdp growth figures , inflation rates , initial public offerings by new companies

multiple choice single answer questionprimary task to be performed for the e&ecution of the sales efforts is :- correct answer making sales presentation your answer making sales presentation

true!false questionadvertising and promotion e&penses, as a percentage of total sales, are usually more forindustrial products than for consumer products.

correct answer false your answer false

multiple choice single answer questionfundamental skill requirement for closing a sale is :- correct answer application of psychology your answer application of psychology

multiple choice single answer question

research ob"ectives are statements that :- correct answer outline the aims of problem definition your answer outline the aims of problem definition

true!false questionbuyers always buy on the basis of the merit of the product. correct answer false your answer false


questiona small company which accepts high volume, low margin business % e&pands to meet itsproduction requirement will :- correct answer become dependant on such business your answer become dependant on such business

select the blank question

________ skills represent the essence of industrial marketing.


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correct answer negotiations your answer negotiations

multiple choice single answer questionthe purpose of any modern industrial firm is to :- correct answer fulfill customers’ needs your answer fulfill customers’ needs

multiple choice multiple answer questionthe maker of industrial product can increase total sales by :- correct answer research , developing new uses , developing new usersyour answer research , developing new uses , developing new users

true!false question

branch offices are located in commercial centres. correct answer false your answer false

select the blank questionthe effect of the economic environment is not ________ across industries. correct answer uniform your answer uniform

true!false

questionadvertisement and public relation campaign pro"ect a positive image of the co. correct answer true your answer true

multiple choice single answer questionthe industrial marketing research department helps the company to :- correct answer take informed decisions regarding marketing strategies your answer take informed decisions regarding marketing strategies

true!false questiontariffs % quotas are used by the govt. to protect indigenous business from foreign competition. correct answer true your answer true

multiple choice multiple answer questioncar manufacturers make following parts in their factories :-


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correct answer engine , gear bo& , clutchyour answer engine , gear bo& , clutch

multiple choice multiple answer questionthe message of well-designed advertisement for an industrial product should generally consist of:- correct answer a short headline , an e&planation of the headline , distinctive features ofthe productyour answer a short headline , an e&planation of the headline , distinctive features of the

product

multiple choice multiple answer questionprofitability of any potential segment is measured by following criteria:- correct answer market share , market growth , imageyour answer market share , market growth , image

true!false questionit is easier to negotiate the purchase of power generators for a large power station than thepurchase of pcs. correct answer false your answer true

multiple choice multiple answer questionashok leyland is an indian company whose competitors would include :- correct answer tata motors , volvo motors

your answer tata motors , volvo motors , ba"a auto

true!false questionbill to vendor % absorbed by buyer are the two possibilities under rework. correct answer true your answer true

multiple choice multiple answer questionthe following departments in a large engineering company would come under the responsibility of

vp #operations$ :- correct answer assembly plant , machine shop , machinery repair and maintenancesectionyour answer assembly plant , machine shop , machinery repair and maintenance section

multiple choice single answer questionindustrial markets can be segmented in two steps:- correct answer micro and macro


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your answer micro and macro

select the blank questiona relative ________ product life span is a favourable condition for charging high price. correct answer short your answer short


intensive distribution - all markets - all markets

direct distribution - closer contact - closer contact

manufactured parts - high profit - high cost

volatile - price ad"ustments - price ad"ustments

true!false

questionan organization that is structured to serve the customer is the most optimally designedorganizational structure. correct answer true your answer true


questionindustrial market research is undertaken :- correct answer to obtain valuable inputs on variables your answer to obtain valuable inputs on variables


personality - individual influencer - individual influencer

level of demand - environmental influencer - environmental influencer

purchase procedures - organizational influencer - organizational influencer

empathy - interpersonal influencer - interpersonal influencer


questionindustries involved in production of chemical % pesticides have to :-


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questionan e&ternal environment analysis is necessary to understand :- correct answer the needs of the customers your answer the needs of the customers

true!false questiona repeat purchase decision will generally involve changes in product specifications from earliersupplies. correct answer false your answer false

multiple choice single answer questionallocating time for prospecting activities helps in :- correct answer servicing old accounts

your answer servicing old accounts

multiple choice single answer questionan imbalance between cost % price requires :- correct answer managerial action your answer managerial action

select the blank questiona senior manager such as general manager #purchase$ of an industrial marketing company will

get more involved in the purchase of ________. correct answer high value items your answer high value items


multiple choice single answer questionfunds spent on r % d to bring a new product into the market are :- correct answer sunk costs your answer sunk costs

true!false questionhydraulic equipments are handled by general line industries. correct answer false your answer false

select the blank


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questionmarket conditions may result in demand for a product, which is relatively ________ to change inprice. correct answer unresponsive your answer responsive

multiple choice single answer questionindustrial product advertising is an effective means to stimulate :- correct answer primary demand your answer primary demand

multiple choice single answer questionvalue analysis may suggest :- correct answer product modifications your answer product modifications

select the blank questionthe 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 questioncompetitor, who enter late in the market, must apply part of their cash inflow to the amortization oftheir own ________ cost.

correct answer development your answer development

select the blank questionthe ________ 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 questiontata motors is a company involved in the manufacture of :- correct answer passenger cars , light commercial vehicles , heavy commercial vehiclesyour answer passenger cars , light commercial vehicles , heavy commercial vehicles


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multiple choice single answer questionnon banking financial corporations receive negative publicity from :- correct answer down grading by rating agencies your answer write up in news papers

select the blank questionsales personnel should study customers as ________. correct answer individuals your answer professionals

true!false questioncar manufacturers make all the components of the car themselves. correct answer false

your answer false

multiple choice single answer questionfor financially weak but reliable customers, supplier may be required to:- correct answer give high discounts your answer provide finance

true!false questionservice is one of the variables of vendor rating system.

correct answer true your answer true

select the blank questioncomposite 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 , resourcesyour answer current positioning in the market , competitors , resources

multiple choice multiple answer questionfor industrial marketing, type of channel members needed would depend on :- correct answer market coverage , marketing cost , marketing controlyour answer market coverage , marketing cost , marketing control


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multiple choice multiple answer questioninformation sources for unstructured surveys are :- correct answer sales personnel , dealers , customersyour answer sales personnel , dealers , customers

multiple choice single answer questionhow industrial advertising helps the salesperson' correct answer it conveys the message to the network of decision makers, he cannotreach. your answer it conveys the message to the network of decision makers, he cannot reach.

select the blank questionthe best advertising should be best in creativity, simplicity and ________.

correct answer uniqueness your answer uniqueness

true!false questionin 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 questionindustries constitute an important basis for market segmentation for companies doing business in:- correct answer computers , software , office equipmentyour answer computers , software , office equipment

multiple choice multiple answer questionstarting point for the negotiation process is :- correct answer needs , plans , goalsyour answer plans , goals , needs

select the blank questionindustrial advertising must provide reader with information regarding ________ benefits, in simple


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words. correct answer intangible your answer intangible

multiple choice multiple answer questionwhen a firm introduces new product, a considerable amount is sunk into :- correct answer research , planning , testingyour answer research , planning , testing

multiple choice single answer questionmarketing 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

questionthe situation where the buyer requires an industrial product to a revised set of specifications froma previous supplier is called ________. correct answer modified rebuy your answer straight rebuy

multiple choice single answer questiondata for initial screening can be obtained from:- correct answer secondary sources your answer secondary sources


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 questionmedia selection is done on the basis of :- correct answer reaching the right audience , reaching audience with right quantity ofimpact , running the complain for a considerable period of timeyour answer reaching the right audience , reaching audience with right quantity of impact ,

running the complain for a considerable period of time


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true!false questionan important characteristic of the mission statement is that it indicates the direction the companywishes to take. correct answer true your answer true

multiple choice single answer questiona situation analysis consists of :- correct answer a combination of internal environment analysis, e&ternal environmentanalysis and competitive analysis your answer a combination of internal environment analysis, e&ternal environment analysisand competitive analysis


questionservice rating is "udged by following factors :- correct answer promptness , speed , self interestyour answer promptness , speed , self interest

true!false questionsome purchase decisions also depend on buyers response to the sellers marketing stimuli. correct answer true your answer true

multiple choice single answer questionvendor rating system measures variables e.g. :- correct answer price your answer price

multiple choice multiple answer questionindustrial marketers have a choice of structural arrangement like :- correct answer direct to users , indirect to users , mi&ed structureyour answer direct to users , indirect to users , mi&ed structure

select the blank questiondecisions concerning pricing decisions are taken on ________ occasions. correct answer three your answer three

multiple choice single answer question


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the purchase decision-makers in an industrial company constitute the:- correct answer dmu your answer dmu

multiple choice single answer questionindustrial buyer tries to "ustify his purchases on the basis of :- correct answer measurable performance your answer stock position

multiple choice multiple answer questionindustrial sales person must understand the :- correct answer manufacturing process of the company , motivating factors of individuals, procedures of the companyyour answer manufacturing process of the company , motivating factors of individuals ,

procedures of the company

true!false questionsales forecast is the estimate of a cos e&pected sales in a given time period. correct answer true your answer true

true!false questionmost industrial suppliers make use of their own sales force in their marketing system. correct answer false your answer true

multiple choice multiple answer questiona high price strategy is favoured under following conditions :- correct answer product represent genuine information , presence of elite market ,inelastic demand situationyour 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 e&port sales , decrease inmanufacturing costsyour answer increase in domestic sales , increase in e&port sales , decrease in manufacturing

costs

list of attempted questions and answers ind- marktng


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multiple choice single answer question the middleman, who customize a product % handle specific situation are called :- correct answer value added resellers your answer value added resellers

select the blank question ibm, microsoft and google are "ust three mncs that have ________. correct answer set up software development centers in india your answer set up software development centers in india

multiple choice multiple answer question analysis of the strengths and weakness of competitors is done in the areas of :- correct answer manufacturing , finance , technical serviceyour answer manufacturing , finance , technical service

multiple choice single answer question the purpose of any modern industrial firm is to :-

correct answer fulfill customers’ needs your answer fulfill customers’ needs

multiple choice multiple answer question technical service means details about :- correct answer ingredient material , how product works , type of make of key equipmentsin the productyour answer ingredient material , how product works , type of make of key equipments in the

product

true!false

question buyers, who are risk averse are good prospects for new product and concepts. correct answer false your answer true

multiple choice single answer question for financially weak but reliable customers, supplier may be required to:- correct answer give high discounts your answer insist on cash on delivery

multiple choice multiple answer question ashok leyland is an indian company whose competitors would include :-

correct answer tata motors , volvo motorsyour answer tata motors , volvo motors

multiple choice multiple answer question questions asked in unstructured surveys bring about :- correct answer motives , priorities , problemsyour answer motives , priorities , problems


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true!false question delivery rating factor is prepared based on adherence to delivery schedule. correct answer true your answer true

multiple choice single answer question the industrial marketing research department helps the company to :- correct answer take informed decisions regarding marketing strategies your answer take informed decisions regarding marketing strategies


to e&pand product range to cover all types of computer peripherals plan mission

to become the no. supplier in computer peripherals mission goal

to achieve a sales turnover of rs. ( cr. by /-0 ob"ective milestone

to reduce employee turnover from *) to () in yr goal plan

multiple choice single answer question non banking financial corporations receive negative publicity from :- correct answer down grading by rating agencies your answer down grading by rating agencies

multiple choice multiple answer question in a tender a vendor has to supply data on :-

correct answer sales to net worth , working capital , turnover ratioyour answer sales to net worth , turnover ratio , profit to loss ratio

multiple choice multiple answer question supply by an industrial firm to an oem will: correct answer enhance its reputation , help in obtaining regular orders , help inspreading awareness among other possible buyersyour answer enhance its reputation , help in obtaining regular orders , help in spreading

awareness among other possible buyers


question financial capability refers to :- correct answer cash flow position your answer cash flow position

select the blank question the buying needs and practices of organisations differ according to wether theyare innovate, product leaders or ________. correct answer followers your answer nichers


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multiple choice single answer question in an organisation, purchase division is made by:- correct answer people your answer management

select the blank question the effect of the economic environment is not ________ across industries. correct answer uniform your answer even

select the blank question direct marketing is e&pensive when probable volume of sales in a market area is

________. correct answer small your answer small

multiple choice single answer question general public will work towards a cause if it is :- correct answer motivated your answer motivated

multiple choice single answer question a situation analysis consists of :- correct answer a combination of internal environment analysis, e&ternal environmentanalysis and competitive analysis your answer a combination of internal environment analysis, e&ternal environment analysisand competitive analysis

multiple choice single answer question institutional investors are concerned with organisations :- correct answer operational efficiency your answer operational efficiency

select the blank question ________ of supply is one of the important aspects buyers look for. correct answer continuity your answer time

select the blank question the fundamental aspect of industrial marketing is that it addresses the needs andwants of ________. correct answer business organizations your answer groups of consumers

true!false question advertisement and public relation campaign pro"ect a positive image of the co.


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correct answer true your answer true

true!false question market coverage means demographic areas to be covered. correct answer true your answer false


advertising effectiveness evaluation of performance evaluation of performance

web design domain name domain name

choice of media reaching the right audience reaching the right audience

basis of budgeting support percentage of past sales percentage of past sales

multiple choice single answer question making an assessment of the competitors’ strengths and weakness is called :- correct answer competitive position analysis your answer competitive position analysis

select the blank question business should act in a ________ manner to keep govt. out of businessenvironment. correct answer united

your answer creative

true!false question service is one of the variables of vendor rating system. correct answer true your answer true

true!false question materials that go into the production of food ! drug end product have very narrowquality tolerance. correct answer true

your answer false

multiple choice multiple answer question according to you, marketing of industrial services and marketing of industrialproducts :- correct answer are similar from the seller’s point of view , require similar resources ,require different types of resourcesyour answer require different types of resources , are different.


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question a company has to revise its pricing strategy when :- correct answer competitor changes his price , new rival enters the market , it isadvantageous for the company to change priceyour answer competitor changes his price , new rival enters the market

select the blank question e&ploratory research involves the gathering of ________ data from secondarysources. correct answer preliminary your answer critical

multiple choice multiple answer question services of trained e&perts is required for :- correct answer special accounting machines , statistical analysis equipment , electronicrecording equipmentyour answer special accounting machines , electronic recording equipment , supply of iron ore

true!false question in order to en"oy cost advantage relative to the innovative firm, competitor mustreach a break-through in product design. correct answer true your answer true

true!false question the ob"ective of the high price strategy is only to recover firms investmentspeedily. correct answer false your answer true

multiple choice multiple answer question industrial markets can be positioned on product merits e.g.:- correct answer quality conscious , reliability , dependabilityyour answer quality conscious , dependability , affordability


multiple choice multiple answer question information sources for unstructured surveys are :-

correct answer sales personnel , dealers , customersyour answer public at large , dealers , customers

multiple choice single answer question market segmentation is the process of dividing a large market into :- correct answer sub-markets your answer sub-markets


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multiple choice single answer question the unit price of a capital equipment item is usually: correct answer high your answer high

multiple choice multiple answer question the legal framework is related to e&isting :- correct answer business laws , civil rights , labour lawsyour answer business laws , civil rights , labour laws

true!false question a repeat purchase decision will generally involve changes in productspecifications from earlier supplies. correct answer false your answer false

true!false

question advertisement agencies provide much needed e&perience in advertising. correct answer true your answer true

true!false question it is easier to negotiate the purchase of power generators for a large powerstation than the purchase of pcs. correct answer false your answer false

true!false

question a small reduction in price of original material can lead to a large reduction in theprice of end product. correct answer false your answer false

multiple choice single answer question the purchase order placement of a furnace for a large steel plant can take:- correct answer a few months your answer a few months

select the blank

question sluggishness of price response lies in the nature of ________ demand. correct answer derived your answer derived

multiple choice single answer question one e&ample of operating supplies is: correct answer paints and varnishes your answer generators


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question chain of distribution from the supplier to customer are known as :- correct answer intermediaries your answer intermediaries


"oint venture control over operation agreement

direct e&porting higher risk higher risk

foreign production direct investment intermediaries

comparative analysis similarities similarities


indirect cost interest wages

product life cycle different phasesdifferent phases

price leadershipinitiate price change pricing decision

direct cost wages initiate price change

multiple choice multiple answer question industries constitute an important basis for market segmentation for companiesdoing business in :- correct answer computers , software , office equipmentyour answer computers , software , office equipment

multiple choice multiple answer question according to you, marketing of industrial services and marketing of industrialproducts :- correct answer are similar from the seller’s point of view , require similar resources ,require different types of resourcesyour answer are similar from the seller’s point of view , require similar resources , require

different types of resources

multiple choice single answer question the first step in managing the industrial product marketing system is :- correct answer identifying the needs of customers your answer identifying the needs of customers



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question many overseas companies are attracted to india for setting up manufacturingoperations for industrial products on account of :- correct answer cost competitiveness your answer high labor cost

multiple choice single answer question an alternative term used for industrial marketing is :- correct answer bb marketing your answer bc marketing

multiple choice multiple answer question negotiations between buyer and seller will be involved and of long duration forthe following items:- correct answer air-conditioning plant for an airport terminal , telecom equipment for largemnc , diesel locomotives for public sector companyyour answer air-conditioning plant for an airport terminal , telecom equipment for large mnc ,

diesel locomotives for public sector company

multiple choice single answer question an e&ternal environment analysis is necessary to understand :- correct answer the needs of the customers your answer the capabilities of competitors

multiple choice single answer question periodic analysis of an industrial buyer’s operations and purchase systems isnecessary to :- correct answer understand the changes in buy practices your answer understand the changes in buy practices

multiple choice single answer question the industrial marketing research department helps the company to :- correct answer take informed decisions regarding marketing strategies your answer take informed decisions regarding marketing strategies

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 situationyour 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 ama"or change in the end product priceyour answer increase his share of the market , enlarge the total market , not make a ma"or

change in the end product price


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multiple choice single answer question the middleman, who customize a product % handle specific situation are called :- correct answer value added resellers your answer value added resellers

multiple choice multiple answer question the supplier’s marketing person needs to identify the following role players in thebuying organization:- correct answer senior purchase officer , actual users , deciding officersyour answer senior purchase officer , actual users , deciding officers

select the blank question the buying needs and practices of organisations differ according to wether theyare innovate, product leaders or ________. correct answer followers your answer followers

true!false question cash flow produced by marketing a "oint product must be equal in value to itsseparable cost. correct answer true your answer true

true!false question branch offices are located in commercial centres. correct answer false your answer false

select the blank question industrial advertising must provide reader with information regarding ________benefits, in simple words. correct answer intangible your answer tangible

select the blank question computer systems help in the ________ of the findings of the research pro"ect. correct answer presentation your answer presentation

multiple choice single answer question rapport building requires special skills e.g. :- correct answer human relations your answer communication skills

select the blank question ________ are an important link in indirect to user channel strategy. correct answer agents your answer agents


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multiple choice single answer question the approach to selling by the sales force should be :- correct answer professional your answer professional

multiple choice multiple answer question for successful positioning the firm should know its :- correct answer current positioning in the market , competitors , resourcesyour answer current positioning in the market , competitors , financial position

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

select the blank question marketing research is used for making ________ pro"ections. correct answer sales your answer sales

multiple choice multiple answer question to push the companys products, advertising literature should point outadvantages to the middlemen, such as :- correct answer wide margins , large sales potential , rapid turnoveryour answer wide margins , large sales potential , off-the-shelf inventory

multiple choice multiple answer question industrial marketers have a choice of structural arrangement like :- correct answer direct to users , indirect to users , mi&ed structureyour answer direct to users , indirect to users , mi&ed structure

true!false question buyers are always cold, rational % dispassionate. correct answer false your answer false

multiple choice single answer question how fast a firm can recover its cash outlay depends on its :- correct answer financial strength your answer sales force

multiple choice single answer question a small lathe is a type of :- correct answer accessory equipment your answer ma"or equipment


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select the blank question the sales of standard industrial products are generally carried out through

________. correct answer direct channel and middlemen your answer direct channel and middlemen

select the blank question indigenous vehicle manufacturers face ________ from foreign manufacturerssetting up facilities in india. correct answer a threat your answer a threat

true!false question a ma"or change in the price of an industrial component causes a significantchange in the end product price. correct answer false

your answer true

multiple choice single answer question industrial market research is very important :- correct answer from strategic and implementation point of view your answer from strategic and implementation point of view


true!false

question an organization that is structured to serve the customer is the most optimallydesigned organizational structure. correct answer true your answer true

multiple choice multiple answer question profitability of any potential segment is measured by following criteria:- correct answer market share , market growth , imageyour answer market growth , image , market share


question a broad and definitive statement that covers an organization’s purpose, valuesand distinctive competencies is called :- correct answer mission your answer mission


mission statement corporate culture corporate culture


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target market right product right product

cost reduction program price ad"ustment price ad"ustment

promotion mi& trade shows trade shows

true!false question public interest groups limit the freedom of suppliers % buyers. correct answer true your answer true

multiple choice single answer question an alternative term used for industrial marketing is :- correct answer bb marketing your answer bb marketing

multiple choice multiple answer question services of trained e&perts is required for :- correct answer special accounting machines , statistical analysis equipment , electronicrecording equipmentyour

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