Industrial Marketing-01
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Transcript of Industrial Marketing-01
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Multiple Answer Question For developing a positioning strategy, following variables are used:-
Correct Answer
Ability to provide solutions to customer problem , Product features , Product reliability
Your Answer Product features , Product reliability , Ability to provide solutions to customer problem
Select The Blank Question Methods to measure market ________ can classified into Qualitative and Quantitative methods.
Correct Answer
Potential
Your Answer Potential
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
Select The Blank Question The manufacturer of individual product can take customers away from competitor's by ________
efforts. Correct Answer
Promotional
Your Answer Marketing
Multiple Choice Multiple Answer Question Administration of sales force management is concerned with :-
Correct Answer
Motivating , Compensating , Directing
Your Answer Motivating , Directing , Controlling (the sales force)
Multiple Choice Multiple Answer Question Branch offices are used to :-
Correct Answer
Maintain stocks of parts , Provide repair facilities , Serve big customers
Your Answer Provide repair facilities , Serve big customers
Multiple Choice Single Answer Question In pricing industrial goods, the most important factor is :-
Correct Answer
Cost
Your Answer Cost
Select The Blank Question Business should act in a ________ manner to keep Govt. out of business environment.
Correct Answer
United
Your Answer United
Multiple Choice Single Answer Question An alternative term used for industrial marketing is :-
Correct Answer
B2B marketing
Your Answer B2B marketing
Multiple Choice Multiple Answer Question For successful positioning the firm should know its :-
Correct Answer
Current positioning in the market , Competitors , Resources
Your Answer Competitors , Resources , Financial position
True/False Question Sample size in industrial marketing research can be as large as in consumer marketing.
Correct Answer
False
Your Answer False
Multiple Choice Multiple Answer Question The maker of industrial product can increase total sales by :-
Correct Answer
Research , Developing new uses , Developing new users
Your Answer Developing new uses , Developing new users , Reducing process
Multiple Choice Multiple Answer Question The message of well-designed advertisement for an industrial product should generally consist of :-
Correct Answer
A short headline , An explanation of the headline , Distinctive features of the product
Your Answer A short headline , An explanation of the headline , Distinctive features of the product
Multiple Choice Single Answer Question The type of demand that characterizes industrial products is called :-
Correct Answer
Derived demand
Your Answer Derived demand
Select The Blank Question Marketing research is used for making ________ projections.
Correct Answer
Sales
Your Answer Sales
Select The Blank Question Computer systems help in the ________ of the findings of the research project.
Correct Answer
Presentation
Your Answer Presentation
Multiple Choice Multiple Answer Question Important sources for tender notices regarding purchases of industrial products are:-
Correct Answer
Company websites , Newspapers , Trade magazines
Your Answer Newspapers , Trade magazines , Company websites
Match The FollowingQuestion Correct Answer Your Answer
Sales department To reduce cost of sales by 5% within one year
Increase profits for FY in Q3 and Q4
Industrial marketing department Increase profits for FY in Q3 and Q4 To reduce cost of sales by 5% within one year
Industrial marketing research department
Conduct survey for customer feedback on new product
Conduct survey for customer feedback on new product
Industrial marketing services department
Obtain service revenue from post-sales services in one market segment
Obtain service revenue from post-sales services in one market segment
Select The Blank Question The best advertising should be best in creativity, simplicity and ________.
Correct Answer
Uniqueness
Your Answer Uniqueness
Multiple Choice Single Answer Question The industrial buyers buy only when there are :-
Correct Answer
Strong economic benefits
Your Answer Strong economic benefits
Multiple Choice Single Answer Question A small company which accepts high volume, low margin business & expands to meet its
production requirement will :- Correct Answer
Become dependant on such business
Your Answer Increase its profit margin
Multiple Choice Single Answer Question Parameters used to segment the market must be :-
Correct Answer
Measurable
Your Answer Rational
Multiple Choice Single Answer Question General public will work towards a cause if it is :-
Correct Answer
Motivated
Your Answer Motivated
True/False Question Bill to vendor' & 'Absorbed by buyer' are the two possibilities under rework.
Correct Answer
True
Your Answer True
Multiple Choice Single Answer Question Value analysis may suggest :-
Correct Answer
Product modifications
Your Answer Product modifications
Select The Blank Question In marketing research ________ influence the type of research that is selected.
Correct Answer
Objectives
Your Answer Methodology
Multiple Choice Multiple Answer Question Customer motives can be understood by studying customer's :-
Correct Answer
Production systems , Organizational structures , Outlook & attitude of their executives
Your Answer Production systems , Organizational structures , Outlook & attitude of their executives
True/False Question Trade directories, government reports, company files are some of the sources of primary data.
Correct Answer
False
Your Answer False
Select The Blank Question Industrial force should be ________ to market conditions.
Correct Answer
Responsive
Your Answer Responsive
Match The FollowingQuestion Correct Answer Your Answer
Regression Analysis Better Control Better Control
Management by Objectives Involvement in planning Involvement in planning
Motivational level Trust, Intimacy Trust, Intimacy
Straight Salary Minimum amount of work Direct Compensation
Multiple Choice Single Answer Question Industrial dealer are business firms that serve :-
Correct Answer
Narrow geographic market
Your Answer Narrow geographic market
Multiple Choice Multiple Answer Question Negotiations between buyer and seller will be involved and of long duration for the following items:-
Correct Answer
Air-conditioning plant for an airport terminal , Telecom equipment for large MNC , Diesel locomotives for public sector company
Your Answer Air-conditioning plant for an airport terminal , Telecom equipment for large MNC , Diesel locomotives for public sector company
Multiple Choice Single Answer Question Strategic Industrial Marketing decision are primarily concerned with selection of :-
Correct Answer
Product-mix
Your Answer Product-mix
True/False Question Pre-sales services and post-sales services are not important to modern-day concepts of industrial
marketing. Correct Answer
False
Your Answer False
True/False Question In industrial product marketing, the cost of maintenance is not important in making comparisons
with competitors’ products. Correct Answer
False
Your Answer False
Multiple Choice Multiple Answer Question When the product is complex & requires service by skilled specialist, the manufacturer has to :-
Correct Answer
Supply large number of spare parts , Change a premium price , Train the technician of buyer
Your Answer Maintain service station , Supply large number of spare parts , Train the technician of buyer
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 Aluminium foil , Digital cameras , Wood for packing.
True/False Question Sometimes when the price of a material drops below a certain level, buyers start thinking of new
applications. Correct Answer
True
Your Answer True
Multiple Choice Single Answer Question Industrial Marketing is characterised by:-
Correct Answer
Tailor-made products
Your Answer Tailor-made products
True/False Question The level of customer experience influences the marketing strategy.
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 only
Multiple Choice Single Answer Question An external environment analysis is necessary to understand :-
Correct Answer
The needs of the customers
Your Answer The needs of the customers
Multiple Choice Single Answer Question In industrial marketing, a very important role is played by :-
Correct Answer
Pricing
Your Answer Advertising
Multiple Choice Single Answer Question The purpose of any modern industrial firm is to :-
Correct Answer
Fulfill customers’ needs
Your Answer Fulfill customers’ needs
True/False Question Materials that go into the production of food / drug end product have very narrow quality tolerance.
Correct Answer
True
Your Answer True
Select The Blank Question ________ is the alternate name given to marketing research.
Correct Answer
Marketing intelligence
Your Answer Marketing intelligence
True/False Question A small reduction in price of original material can lead to a large reduction in the price of end
product. Correct Answer
False
Your Answer True
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Multiple Answer Question By reducing price, industrial marketers can :-
Correct Answer
Not make a major change in the end product price , Increase his share of the market , Enlarge the total market
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 The following items fall under the category of manufactured items:-
Correct Answer
Stainless steel , Aluminium foil , Digital cameras
Your Answer Aluminium foil , Digital cameras
Select The Blank Question The fundamental aspect of industrial marketing is that it addresses
the needs and wants of ________. Correct Answer
Business organizations
Your Answer Business organizations
Multiple Choice Single Answer Question The purchase decision-makers in an industrial company constitute
the:- Correct Answer
DMU
Your Answer DMU
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 Modified rebuy
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 protect environment , Properly dispose off waste material
Your Answer Make natural resources pollution free , Devise safety measures to protect environment , Properly dispose off waste material
Select The Blank Question Industrial force should be ________ to market conditions.
Correct Answer
Responsive
Your Answer Responsive
True/False Question In industrial product marketing, the cost of maintenance is not
important in making comparisons with competitors’ products. Correct Answer
False
Your Answer False
Select The Blank Question The key ________ people are evaluated as part of the assessment.
Correct Answer
Management
Your Answer Management
Multiple Choice Multiple Answer Question During discussions, sales people handle issues such as :-
Correct Answer
Delivery schedule , Pricing , After Sales Service
Your Answer Delivery schedule , Pricing , After Sales Service
Multiple Choice Single Answer Question An alternative term used for industrial marketing is :-
Correct Answer
B2B marketing
Your Answer B2B marketing
True/False Question Buyers are always cold, rational & dispassionate.
Correct Answer
False
Your Answer False
Multiple Choice Multiple Answer Question When the product is complex & requires service by skilled specialist,
the manufacturer has to :- Correct Answer
Supply large number of spare parts , Change a premium price , Train the technician of buyer
Your Answer Supply large number of spare parts , Change a premium price , Train the technician of buyer
True/False Question A survey analyst is not part of the industrial marketing research
team. Correct Answer
False
Your Answer False
True/False Question Personal selling is a powerful tool in industrial product selling.
Correct Answer
True
Your Answer True
Multiple Choice Single Answer Question Periodic analysis of an industrial buyer’s operations and purchase
systems is necessary to :- Correct Answer
Understand the changes in buy practices
Your Answer Understand the changes in buy practices
True/False Question Bill to vendor' & 'Absorbed by buyer' are the two possibilities under
rework. 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
Multiple Choice Single Answer Question The first step in the purchase procurement cycle is:-
Correct Answer
Receive an indent for item
Your Answer Float inquiries
Multiple Choice Single Answer Question Chain of distribution from the supplier to customer are known as :-
Correct Answer
Intermediaries
Your Answer Intermediaries
Select The Blank Question By pricing the product at a very ________ level, management can
have substantial gross margin. Correct Answer
High
Your Answer High
Multiple Choice Multiple Answer Question Negotiations between buyer and seller will be involved and of long
duration for the following items:- Correct Answer
Air-conditioning plant for an airport terminal , Telecom equipment for large MNC , Diesel locomotives for public sector company
Your Answer Air-conditioning plant for an airport terminal , Telecom equipment for large MNC , Diesel locomotives for public sector company
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 Single Answer Question The purpose of any modern industrial firm is to :-
Correct Answer
Fulfill customers’ needs
Your Answer Make profits
Multiple Choice Multiple Answer Question Following capabilities of the organisation also form a basis for
segmentation:- Correct Answer
Operating , Technical , Financial
Your Answer Operating , Technical , Financial
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
Multiple Choice Multiple Answer Question According to you, marketing of industrial services and marketing of
industrial products :- Correct Answer
Are similar from the seller’s point of view , Require similar resources , Require different types of resources
Your Answer Are similar from the seller’s point of view , Require similar resources
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
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
Multiple Choice Single Answer Question Advertising objectives need to assist
Correct Answer
Marketing objectives
Your Answer Marketing objectives
Match The FollowingQuestion Correct Answer Your Answer
Regression Analysis Better Control Better Control
Management by Objectives Involvement in planning Involvement in planning
Motivational level Trust, Intimacy Trust, Intimacy
Straight Salary Minimum amount of work Minimum amount of work
True/False
Question Delivery rating factor is prepared based on adherence to delivery schedule.
Correct Answer
True
Your Answer True
Multiple Choice Multiple Answer Question For developing a positioning strategy, following variables are used:-
Correct Answer
Product features , Product reliability , Ability to provide solutions to customer problem
Your Answer Product features , Product reliability , Ability to provide solutions to customer problem
Multiple Choice Multiple Answer Question The following departments in a large engineering company would
come under the responsibility of VP (Operations) :- Correct Answer
Assembly plant , Machine shop , Machinery repair and maintenance Section
Your Answer Assembly plant , Machine shop
Select The Blank Question Senior marketing personnel from a supplier firm are usually involved
in a ________ situation: Correct Answer
New task buy
Your Answer New task buy
Multiple Choice Multiple Answer Question A typical buyer-firm of industrial products will:-
Correct Answer
Insist on quality tests before delivery , Ask for test results after inspection
Your Answer Insist on quality tests before delivery , Ask for test results after inspection
Select The Blank Question Computer systems help in the ________ of the findings of the
research project. Correct Answer
Presentation
Your Answer Presentation
Multiple Choice Single Answer Question Strategic Industrial Marketing decision are primarily concerned with
selection of :- Correct Answer
Product-mix
Your Answer Product-mix
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
Multiple Choice Single Answer
Question A firm's decision to operate in a particular market is influenced by :-
Correct Answer
Competition
Your Answer Competition
True/False Question The effect of price on sale must be balanced by production costs.
Correct Answer
True
Your Answer False
Match The FollowingQuestion Correct Answer Your Answer
Innovation Competitive appeal Competitive appeal
Sunk Cost Money spent Money spent
Legal Considerations Sales of Goods Act Sales of Goods Act
Inelastic Demand Unresponsive Unresponsive
Multiple Choice Multiple Answer Question Manufacturers handle the inventory requirement problem by :-
Correct Answer
Maintaining stock at convenient locations , Make arrangement for return of slow moving goods , Levy service charge on return of goods
Your Answer Maintaining stock at convenient locations , Make arrangement for return of slow moving goods , Levy service charge on return of goods
Select The Blank Question An industrial product manufacturer would prefer to deal with
________ suppliers of component parts. Correct Answer
Fewer
Your Answer Fewer
Multiple Choice Single Answer Question The role of economic outlook on industrial buying behavior is:-
Correct Answer
Important
Your Answer Important
Multiple Choice Single Answer Question The approach to selling by the sales force should be :-
Correct Answer
Professional
Your Answer Professional
Select The Blank Question ________ is the alternate name given to marketing research.
Correct Marketing intelligence
Answer Your Answer Marketing intelligence
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Select The Blank Question The Finance Officer can also play a passive part in the purchase process and
his role in the DMU would be as a ________. Correct Answer
Gatekeeper
Your Answer Influencer
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
Multiple Choice Single Answer Question Data for initial screening can be obtained from:-
Correct Answer
Secondary sources
Your Answer Secondary sources
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 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 , Availability of right space / time slot on the media
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 Open-ended questions in unstructured questionnaire are often called as :-
Correct Answer
Non-disguised questions
Your Answer Non-disguised questions
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 Service is one of the variables of vendor rating system.
Correct Answer
True
Your Answer True
True/False Question To get market feedback in industrial marketing marketing research is
conducted frequently. Correct Answer
False
Your Answer False
Multiple Choice Single Answer Question The most important of the operating plans are :-
Correct Answer
Policies
Your Answer Policies
Select The Blank Question IBM, Microsoft and Google are just 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 Question Indigenous vehicle manufacturers face ________ from foreign manufacturers
setting up facilities in India. Correct Answer
A threat
Your Answer A threat
Select The Blank Question Market ________ is the most optimistic estimate of the amount of product that
an entire market will purchase in a given period of time. Correct Answer
Potential
Your Answer Forecast
True/False Question Outsiders like technical consultants can play a key role in the purchase
process of a large buying organization. Correct Answer
True
Your Answer True
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
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 Single Answer Question A high price strategy can generate among customers, a substantial amount
of :- Correct Answer
Ill will
Your Answer Ill will
Multiple Choice Single Answer Question Financial capability reflects the ability to finance :-
Correct Answer
Additional level of production
Your Answer Additional level of production
True/False Question A major change in the price of an industrial component causes a significant
change in the end product price. Correct Answer
False
Your Answer False
Select The Blank Question Decisions concerning pricing decisions are taken on ________ occasions.
Correct Answer
Three
Your Answer Two
Multiple Choice Multiple Answer Question Ashok Leyland is an Indian company whose competitors would include :-
Correct Answer
Tata Motors , Volvo Motors
Your Answer Tata Motors , Baja Auto
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
Select The Blank
Question Marketing cost is the ________ payable to the channel members.
Correct Answer
Commission
Your Answer Brokerage
True/False Question Pre-sales services and post-sales services are not important to modern-day
concepts of industrial marketing. Correct Answer
False
Your Answer False
True/False Question Tariffs & quotas are used by the Govt. to protect indigenous business from
foreign competition. Correct Answer
True
Your Answer True
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
Match The FollowingQuestion Correct Answer Your Answer
Purchase procedures Organizational influencer Organizational influencer
Straight rebuy Office stationery Office stationery
Modified rebuy Exhaust fans with revised capacity
Modifications to Oil refinery;
New task buy LCD Projection system and audio system for conference hall
LCD Projection system and audio system for conference hall
Select The Blank Question The drop in price of individual product has effect of ________ demand.
Correct Answer
Shrinking
Your Answer Shrinking
Multiple Choice Multiple Answer Question Success of selling activity is dependent on the ability of a sales person to :-
Correct Answer
Answer questions of customers , Solve their problems , Identify customer's needs
Your Answer Answer questions of customers , Solve their problems , Identify customer's needs
Multiple Choice Multiple Answer Question Industrial firms should act in the following ways to the changes in
environment :- Correct Influence , Modify , Respond
Answer Your Answer Influence , Modify , Respond
Multiple Choice Single Answer Question Vendor rating system measures variables e.g. :-
Correct Answer
Price
Your Answer Price
Multiple Choice Single Answer Question Advertising should not only promote the product but also :-
Correct Answer
The firm, selling the products
Your Answer The firm, selling the products
Select The Blank Question Industrial marketer deals with ________ buyers than consumer marketer.
Correct Answer
Fewer
Your Answer Fewer
Select The Blank Question ________ of supply is one of the important aspects buyers look for.
Correct Answer
Continuity
Your Answer Continuity
True/False Question Legal and economic risks may occur because of fraudulent advertising.
Correct Answer
True
Your Answer True
Select The Blank Question Exploratory research involves the gathering of ________ data from secondary
sources. Correct Answer
Preliminary
Your Answer Critical
Multiple Choice Multiple Answer Question Analysis of the strengths and weakness of competitors is done in the areas
of :- Correct Answer
Manufacturing , Finance , Technical service
Your Answer Manufacturing , Finance , Technical service
Multiple Choice Single Answer Question Marketing Intelligence System is useful :-
Correct For decision making by industrial marketing managers
Answer Your Answer For decision making by industrial marketing managers
True/False Question It is easier to negotiate the purchase of power generators for a large power
station than the purchase of PCs. Correct Answer
False
Your Answer False
Select The Blank Question The buying needs and practices of organisations differ according to wether
they are innovate, product leaders or ________. Correct Answer
Followers
Your Answer Followers
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 Multiple Answer Question Technical service means details about :-
Correct Answer
Ingredient material , How product works , Type of make of key equipments in the product
Your Answer Ingredient material , How product works , Type of make of key equipments in the product
Multiple Choice Multiple Answer Question There are two ways of conducting surveys, they are :-
Correct Answer
Structured surveys , Unstructured surveys
Your Answer Structured surveys , Unstructured surveys
Select The Blank Question Business should act in a ________ manner to keep Govt. out of business
environment. Correct Answer
United
Your Answer Creative
Multiple Choice Single Answer Question Secondary data is :-
Correct Answer
Already existing
Your Answer Already existing
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Multiple Answer Question Assured consistency of the quality can have important benefits for
the buyer-user like :- Correct Answer
Inspection at incoming end , Save inventory cost , Stocking time
Your Answer Inspection at incoming end , Save inventory cost , Stocking time
True/False Question A small reduction in price of original material can lead to a large
reduction in the price of end product. Correct Answer
False
Your Answer True
True/False Question A repeat purchase decision will generally involve changes in product
specifications from earlier supplies. Correct Answer
False
Your Answer False
Select The Blank Question The manufacturer of individual product can take customers away
from competitor's by ________ efforts. Correct Answer
Promotional
Your Answer Promotional
Match The FollowingQuestion Correct Answer Your Answer
Innovation Competitive appeal Competitive appeal
Sunk Cost Money spent Money spent
Legal Considerations Sales of Goods Act Sales of Goods Act
Inelastic Demand Unresponsive Unresponsive
True/False Question Bill to vendor' & 'Absorbed by buyer' are the two possibilities under
rework. Correct Answer
True
Your Answer True
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 , Providing information to customers
Select The Blank Question The drop in price of individual product has effect of ________
demand. Correct Answer
Shrinking
Your Answer Shrinking
Select The Blank Question The effect of the economic environment is not ________ across
industries. Correct Answer
Uniform
Your Answer Uniform
Select The Blank Question In marketing research ________ influence the type of research that
is selected. Correct Answer
Objectives
Your Answer Budget
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
Select The Blank Question Sluggishness of price response lies in the nature of ________
demand. Correct Answer
Derived
Your Answer Derived
Multiple Choice Multiple Answer Question Success of selling activity is dependent on the ability of a sales
person to :- Correct Answer
Answer questions of customers , Solve their problems , Identify customer's needs
Your Answer Answer questions of customers , Solve their problems , Identify customer's needs
Select The Blank Question ________ skills represent the essence of industrial marketing.
Correct Answer
Negotiations
Your Answer Negotiations
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 , Changes his about prices
Multiple Choice Multiple Answer Question Service rating is judged by following factors :-
Correct Answer
Promptness , Speed , Self interest
Your Answer Promptness , Speed , Self interest
Multiple Choice Single Answer Question Initially rating is evaluated for :-
Correct Answer
Each variable
Your Answer Each variable
True/False Question Outsiders like technical consultants can play a key role in the
purchase process of a large buying organization. Correct Answer
True
Your Answer True
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 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 Making an assessment of the competitors’ strengths and weakness
is called :- Correct Answer
Competitive position analysis
Your Answer Competitive position analysis
Multiple Choice Single Answer Question One example of operating supplies is:
Correct Answer
Paints and varnishes
Your Answer Paints and varnishes
Multiple Choice Single Answer Question Making money or facilitating the running of the business is a :-
Correct Answer
Rational reason
Your Answer Rational reason
Multiple Choice Multiple Answer Question An industrial marketer can :-
Correct Answer
Create a schedule of demand , Prepare a list of products to be sold at different prices , Make the process systematic
Your Answer Create a schedule of demand , Prepare a list of products to be sold
at different prices , Make the process systematic
True/False Question It is easier to negotiate the purchase of power generators for a large
power station than the purchase of PCs. Correct Answer
False
Your Answer False
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
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 Salesperson should not be aggressive in pursuing prospective
customers. Correct Answer
False
Your Answer False
True/False Question Hydraulic equipments are handled by general line industries.
Correct Answer
False
Your Answer False
Multiple Choice Single Answer Question Industrial product advertising is an effective means to stimulate :-
Correct Answer
Primary demand
Your Answer A response
Multiple Choice Single Answer Question How does advertisements help salespersons?
Correct Answer
It helps the salespersons by improving image of the company in the customers' mind.
Your Answer It is helpful because it avoids the need of a visit by a salesperson
Multiple Choice Single Answer Question The different amount of products, buyers may be expected to
purchase at various prices at a given point of time is known as :- Correct Answer
Market demand
Your Answer Sales forecast
Multiple Choice Multiple Answer Question According to you, marketing of industrial services and marketing of
industrial products :- Correct Answer
Are similar from the seller’s point of view , Require similar resources , Require different types of resources
Your Answer Are similar from the seller’s point of view , Require similar resources , Require different types of resources
Match The FollowingQuestion Correct Answer Your Answer
Empathy Interpersonal influencer Interpersonal influencer
Personality Individual influencer Individual influencer
Level of demand Environmental influencer Environmental influencer
Purchase procedures Organizational influencer Organizational influencer
Multiple Choice Single Answer Question The sales force is influenced by :-
Correct Answer
Selling environment
Your Answer Selling environment
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 The demand for industrial goods is :-
Correct Answer
Derived demand
Your Answer Derived demand
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
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
Multiple Choice Multiple Answer
Question The message of well-designed advertisement for an industrial product should generally consist of :-
Correct Answer
A short headline , An explanation of the headline , Distinctive features of the product
Your Answer A short headline , An explanation of the headline , Distinctive features of the product
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 Success in market is obtained by :-
Correct Answer
Systematic vender development
Your Answer Systematic vender development
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 Supporting plans are drafted for projects requiring:-
Correct Answer
Special skills
Your Answer Program implementation
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
Select The Blank Question Sales personnel should study customers as ________.
Correct Answer
Individuals
Your Answer Individuals
Multiple Choice Multiple Answer Question Customer motives can be understood by studying customer's :-
Correct Answer
Production systems , Organizational structures , Outlook & attitude of their executives
Your Answer Production systems , Organizational structures , Outlook & attitude of their executives
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
True/False Question The salesperson assists in solving the purchase organization's
requirement in return for a specific sales. Correct Answer
True
Your Answer True
Multiple Choice Multiple Answer Question Services of trained experts is required for :-
Correct Answer
Special accounting machines , Statistical analysis equipment , Electronic recording equipment
Your Answer Special accounting machines , Statistical analysis equipment , Electronic recording equipment
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 To push the company's products, advertising literature should point
out advantages to the middlemen, such as :- Correct Answer
Wide margins , Large sales potential , Rapid turnover
Your Answer Wide margins , Large sales potential , Rapid turnover
Multiple Choice Single Answer Question When a project is given up in order to pursue another, the company
incurs :- Correct Answer
Opportunity Cost
Your Answer Fixed Costs
Match The FollowingQuestion Correct Answer Your Answer
Indirect Cost Interest Interest
Product life cycle Different phases Different phases
Price Leadership Initiate price change Initiate price change
Direct Cost Wages Wages
True/False Question Personal selling is a powerful tool in industrial product selling.
Correct Answer
True
Your Answer True
Multiple Choice Single Answer Question The demand for industrial products is :-
Correct Answer
Derived
Your Answer Derived
Select The Blank Question The fundamental aspect of industrial marketing is that it addresses
the needs and wants of ________. Correct Answer
Business organizations
Your Answer Business organizations
Multiple Choice Single Answer Question A broad and definitive statement that covers an organization’s
purpose, values and distinctive competencies is called :- Correct Answer
Mission
Your Answer Mission
Multiple Choice Multiple Answer Question Internal public includes :-
Correct Answer
Factory workers , Senior Managers , Top management
Your Answer Top management , Factory workers , Senior Managers
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
Multiple Choice Single Answer Question Value analysis comprises following actions :-
Correct Answer
Review of existing product
Your Answer Review of existing product
Multiple Choice Multiple Answer Question Important sources for tender notices regarding purchases of
industrial products are:- Correct Answer
Newspapers , Trade magazines , Company websites
Your Answer Newspapers , Trade magazines , Company websites
Multiple Choice Multiple Answer Question Price of an industrial product depends upon :-
Correct Answer
Ex-works price , Packing charges , Delivery time
Your Answer Packing charges , Delivery time , Ex-works price
Multiple Choice Multiple Answer Question The legal framework is related to existing :-
Correct Answer
Business laws , Civil rights , Labour laws
Your Answer Business laws , Civil rights , Labour laws
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
Select The Blank Question Industrial force should be ________ to market conditions.
Correct Answer
Responsive
Your Answer Responsive
True/False Question Advertising effectiveness means the ratio of cost of advertisement
and volume of sales generated. Correct Answer
False
Your Answer False
Select The Blank Question The industrial selling environment consists of a process of ________
between buyer & seller. Correct Answer
Exchange
Your Answer Exchange
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
Multiple Choice Single Answer Question How fast a firm can recover its cash outlay depends on its :-
Correct Answer
Financial strength
Your Answer Financial strength
Match The FollowingQuestion Correct Answer Your Answer
Foreign market Attractive returns Attractive returns
Independent strategies Resources Resources
Cooperative strategies Understanding Understanding
Manipulative strategies Restrictive Restrictive
Select The Blank
Question Analytical techniques are ________ to a large extent.
Correct Answer
Mathematical
Your Answer Geometrical
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 Prospecting is essential to ensure future sources of :-
Correct Answer
Sales revenue
Your Answer Sales revenue
Multiple Choice Single Answer Question Allocating time for prospecting activities helps in :-
Correct Answer
Servicing old accounts
Your Answer Servicing old accounts
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 in spreading awareness among other possible buyers
Your Answer Enhance its reputation , Help in obtaining regular orders , Help in spreading awareness among other possible buyers
Select The Blank Question By pricing the product at a very ________ level, management can
have substantial gross margin. Correct Answer
High
Your Answer High
Multiple Choice Single Answer Question An alternative term used for industrial marketing is :-
Correct Answer
B2B marketing
Your Answer B2B marketing
Multiple Choice Single Answer Question DGS&D refers to an authority that purchases goods for:-
Correct Answer
Central Government
Your Answer Central Government
True/False
Question A break-through innovation will always have competitive appeal.
Correct Answer
True
Your Answer True
Multiple Choice Single Answer Question Primary task to be performed for the execution of the sales efforts
is :- Correct Answer
Making sales presentation
Your Answer Making sales presentation
Multiple Choice Single Answer Question Industrial dealer are business firms that serve :-
Correct Answer
Narrow geographic market
Your Answer Large geographic market
Select The Blank Question Trade ________ form a part of regulatory environment.
Correct Answer
Barriers
Your Answer Barriers
Multiple Choice Multiple Answer Question A typical buyer-firm of industrial products will:-
Correct Answer
Insist on quality tests before delivery , Ask for test results after inspection
Your Answer Insist on quality tests before delivery , Ask for test results after inspection
Multiple Choice Multiple Answer Question Negotiations between buyer and seller will be involved and of long
duration for the following items:- Correct Answer
Air-conditioning plant for an airport terminal , Telecom equipment for large MNC , Diesel locomotives for public sector company
Your Answer Air-conditioning plant for an airport terminal , Telecom equipment for large MNC , Diesel locomotives for public sector company
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 Modified rebuy
Select The Blank Question Industrial advertising must provide reader with information regarding
________ benefits, in simple words. Correct Answer
Intangible
Your Answer Intangible
True/False
Question A major change in the price of an industrial component causes a significant change in the end product price.
Correct Answer
False
Your Answer False
True/False Question Market coverage means demographic areas to be covered.
Correct Answer
True
Your Answer True
Multiple Choice Multiple Answer Question Starting point for the negotiation process is :-
Correct Answer
Plans , Goals , Needs
Your Answer Plans , Goals , Needs
True/False Question In industrial product marketing, the cost of maintenance is not
important in making comparisons with competitors’ products. Correct Answer
False
Your Answer False
Multiple Choice Multiple Answer Question Administration of sales force management is concerned with :-
Correct Answer
Motivating , Compensating , Directing
Your Answer Motivating , Compensating , Directing
Multiple Choice Single Answer Question The first step in the process of selling is :-
Correct Answer
Identifying prospects
Your Answer Identifying prospects
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 Single Answer Question The need of buying centre members of a firm can be studied by their
:- Correct Answer
Orientation
Your Answer Orientation
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Multiple Answer Question A company has to revise its pricing strategy when :-
Correct Answer
It is advantageous for the company to change price , Competitor changes his price , New rival enters the market
Your Answer It is advantageous for the company to change price , Competitor changes his price , New rival enters the market
True/False Question Effective use of sales force lead to achieving maximum sales at low
costs. Correct Answer
True
Your Answer True
True/False Question One of the objectives of advertising is long range image building.
Correct Answer
True
Your Answer True
Multiple Choice Single Answer Question Many overseas companies are attracted to India for setting up
manufacturing operations for industrial products on account of :- Correct Answer
Cost competitiveness
Your Answer Cost competitiveness
Select The Blank Question When purchase of industrial equipment is involved, the stage
between manufacture and dispatch of goods is called ________. Correct Answer
Inspection
Your Answer Inspection
Multiple Choice Single Answer Question The type of demand that characterizes industrial products is called :-
Correct Answer
Derived demand
Your Answer Derived demand
True/False Question The IT and BPO service industries in India are showing lower rates
of growth compared to other industry sectors. Correct Answer
False
Your Answer False
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
Multiple Choice Single Answer Question Advertising objectives need to assist
Correct Answer
Marketing objectives
Your Answer Marketing objectives
True/False Question Cash flow produced by marketing a joint product must be equal in
value to its separable cost. Correct Answer
True
Your Answer True
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
Multiple Choice Single Answer Question The first step in the purchase procurement cycle is:-
Correct Answer
Receive an indent for item
Your Answer Receive an indent for item
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 The maker of industrial product can increase total sales by :-
Correct Answer
Research , Developing new uses , Developing new users
Your Answer Research , Developing new uses , Developing new users
Multiple Choice Multiple Answer Question Analysis of the strengths and weakness of competitors is done in the
areas of :- Correct Answer
Manufacturing , Finance , Technical service
Your Answer Manufacturing , Finance , Technical service
Multiple Choice Multiple Answer Question Industrial markets can be positioned on product merits e.g.:-
Correct Answer
Quality conscious , Reliability , Dependability
Your Answer Quality conscious , Reliability , Dependability
True/False Question Direct exporting is the only way of entering the foreign market.
Correct Answer
False
Your Answer False
Multiple Choice Multiple Answer Question The following departments in a large engineering company would
come under the responsibility of VP (Operations) :- Correct Answer
Assembly plant , Machine shop , Machinery repair and maintenance Section
Your Answer Assembly plant , Machine shop , Machinery repair and maintenance Section
Select The Blank Question A 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 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 Purchase committees would be required for the following:-
Correct Answer
Purchase of diesel engines for automobiles , Purchase of machinery for manufacturing polypropylene , Purchase of advanced computer networking systems for multi-national operations
Your Answer Purchase of diesel engines for automobiles , Purchase of machinery for manufacturing polypropylene , Purchase of advanced computer networking systems for multi-national operations
Select The Blank Question Brand positioning is the art of creating a ________ image for a
product in the minds of customers. Correct Answer
Distinct
Your Answer Clear
Select The Blank Question Continuous efforts by sales person, result in developing friendship
________ & cooperation over a period of time between buyer & seller.
Correct Answer
Trust
Your Answer Trust
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 Single Answer Question Income in excess of direct expenses can be applied for
improvement of :- Correct Answer
Product
Your Answer Sales Promotion
True/False Question Advertisement agencies provide much needed experience in
advertising. Correct Answer
True
Your Answer True
Select The Blank Question The ultimate goal of business is to serve ________.
Correct Answer
Society
Your Answer Society
Multiple Choice Multiple Answer Question For an industrial company, the following topics would fall under the
category of information on economic scenario :- Correct Answer
GDP growth figures , Inflation rates
Your Answer GDP growth figures , Inflation rates
Multiple Choice Single Answer Question Natural products like iron ore and bauxite can be termed as:-
Correct Answer
Raw materials
Your Answer Raw materials
True/False Question Sample size in industrial marketing research can be as large as in
consumer marketing. Correct Answer
False
Your Answer False
Match The FollowingQuestion Correct Answer Your Answer
Management capability Organise Disposition factor
Quality rating Disposition factor Promptness
Delivery rating Delivery schedule Delivery schedule
Service rating Promptness Swap factor
Select The Blank Question Senior marketing personnel from a supplier firm are usually involved
in a ________ situation: Correct Answer
New task buy
Your Answer New task buy
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 True
Match The FollowingQuestion Correct Answer Your Answer
To expand product range to cover all types of computer peripherals
Plan Plan
To become the No. 1 supplier in computer peripherals
Mission Mission
To achieve a sales turnover of Rs. 500 cr. by 2008-09
Objective Objective
To reduce employee turnover from 30% to 25% in 1 yr
Goal Goal
Multiple Choice Single Answer Question Factors affecting industrial pricing are :-
Correct Answer
Type of competition
Your Answer Type of competition
Multiple Choice Multiple Answer Question Following capabilities of the organisation also form a basis for
segmentation:- Correct Answer
Operating , Technical , Financial
Your Answer Operating , Technical , Financial
True/False Question In industrial marketing buying is a collective decision making
process. Correct Answer
True
Your Answer True
Select The Blank Question Exploratory research involves the gathering of ________ data from
secondary sources. Correct Answer
Preliminary
Your Answer Preliminary
True/False Question Buyers always buy on the basis of the merit of the product.
Correct Answer
False
Your Answer False
True/False Question Buyers are always cold, rational & dispassionate.
Correct Answer
False
Your Answer False
Multiple Choice Single Answer Question The purpose of any modern industrial firm is to :-
Correct Answer
Fulfill customers’ needs
Your Answer Fulfill customers’ needs
True/False Question Most industrial suppliers make use of their own sales force in their
marketing system. Correct Answer
False
Your Answer False
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.
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 Finance Officer can also play a passive part in the purchase
process and his role in the DMU would be as a ________. Correct Answer
Gatekeeper
Your Answer Gatekeeper
Multiple Choice Single Answer Question The role of economic outlook on industrial buying behavior is:-
Correct Answer
Important
Your Answer Important
Multiple Choice Multiple Answer Question There are two ways of conducting surveys, they are :-
Correct Structured surveys , Unstructured surveys
Answer Your Answer Structured surveys , Unstructured surveys
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
True/False Question A major change in the price of an industrial component causes a
significant change 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
optimally designed organizational structure. Correct Answer
True
Your Answer True
Select The Blank Question A 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 Question The sales force is influenced by :-
Correct Answer
Selling environment
Your Answer Selling environment
Multiple Choice Multiple Answer Question Response to a competitor's price cut would be influenced by
whether innovator has followed :- Correct Answer
High price strategy , Low price strategy , Competitor's motives
Your Answer High price strategy , Low price strategy , Competitor's 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 users
Your Answer Developing new uses , Developing new users , Reducing process
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 Industries involved in production of chemical & pesticides have to :-
Correct Answer
Make natural resources pollution free , Devise safety measures to protect environment , Properly dispose off waste material
Your 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
power station 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 to improve productivity and efficiency. Correct Answer
True
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 have substantial 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 high price. 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 exporting is the only way of entering the foreign market.
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 experts is required for :-
Correct Answer
Special accounting machines , Statistical analysis equipment , Electronic recording equipment
Your 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 phases Different phases
Price Leadership Initiate price change Pricing decision
Direct Cost Wages Wages
Select The Blank Question The effectiveness of the advertising program is reflected by the
________ in the state of awareness. Correct Answer
Differences
Your Answer Differences
Multiple Choice Multiple Answer Question Price of an industrial product depends upon :-
Correct Answer
Ex-works price , Packing charges , Delivery time
Your Answer Ex-works price , Packing charges , Delivery time
Multiple Choice Multiple Answer Question The legal framework is related to existing :-
Correct Answer
Business laws , Civil rights , Labour laws
Your 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 information to customers
Your 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 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 process of 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 , Respond
Your 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, values and distinctive competencies is called :- Correct Answer
Mission
Your Answer Mission
True/False Question The salesperson assists in solving the purchase organization's
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 growth compared to other industry sectors. Correct Answer
False
Your Answer False
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Select The Blank Question A first approximation of ________ benefit analysis is necessary
before a detailed segmentation analysis. Correct Cost
Answer 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 project 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 Service
Your 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 is necessary to :- Correct Answer
Understand the changes in buy practices
Your Answer Understand the changes in buy practices
Multiple Choice Single Answer Question Direct costs are also referred to as :-
Correct Operating costs
Answer Your Answer Operating costs
Multiple Choice Single Answer Question An external 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 and wants of ________. Correct Answer
Business organizations
Your Answer Business organizations
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 Advertising effectiveness means the ratio of cost of advertisement
and volume of sales generated. Correct Answer
False
Your Answer False
Select The Blank Question Brand positioning is the art of creating a ________ image for a
product in the minds of customers. Correct Answer
Distinct
Your Answer Distinct
Select The Blank Question Market ________ is the most optimistic estimate of the amount of
product that an entire market will purchase in a given period of time. Correct Answer
Potential
Your Answer Potential
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 Tariffs & quotas are used by the Govt. to protect indigenous
business from foreign competition. Correct True
Answer Your Answer True
True/False Question A new task buy situation has to pass several phases like awareness,
interest and evaluation. 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 the customers' mind.
Your Answer It helps the salespersons by improving image of the company in the customers' mind.
True/False Question Effective use of sales force lead to achieving maximum 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 Managers
Your Answer Factory workers , Contract workers
Multiple Choice Single Answer 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 of information on economic scenario :- Correct Answer
GDP growth figures , Inflation rates
Your Answer GDP growth figures , Inflation rates
Multiple Choice Single Answer 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 Individuals
Answer Your Answer Individuals
Multiple Choice Single Answer Question Strategic Industrial Marketing decision are primarily concerned with
selection of :- Correct Answer
Product-mix
Your Answer Product-mix
Select The Blank Question Many food processing firms prefer to take on ________ the
processing plants for their use during the peak season. Correct Answer
Lease
Your Answer Lease
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 Price Strategy
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 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 industrial items. 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 , Dependability
Your 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 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 Multiple Answer Question Administration of sales force management is concerned with :-
Correct Motivating , Compensating , Directing
Answer Your Answer Motivating , Compensating , Directing
Multiple Choice Single Answer Question Supporting plans are drafted for projects requiring:-
Correct Answer
Special skills
Your Answer Special knowledge
True/False Question A repeat purchase decision will generally involve changes in product
specifications from earlier supplies. Correct Answer
False
Your Answer False
Match The FollowingQuestion Correct Answer Your Answer
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 objective of the high price strategy is only to recover firm's
investment speedily. 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
Multiple Choice Multiple Answer Question The message of well-designed advertisement for an industrial
product should generally consist of :- Correct Answer
A short headline , An explanation of the headline , Distinctive features of the product
Your Answer A short headline , An explanation of the headline , Distinctive features of the product
Match The FollowingQuestion Correct Answer Your Answer
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 , Needs
Your 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
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Multiple Answer Question Manufacturers handle the inventory requirement problem by :-
Correct Answer
Maintaining stock at convenient locations , Make arrangement for return of slow moving goods , Levy service charge on return of goods
Your 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 ________
between buyer & seller. Correct Answer
Exchange
Your Answer Exchange
Select The Blank Question Computer systems help in the ________ of the findings of the
research project. 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
Match The FollowingQuestion Correct Answer Your Answer
Sales department To reduce cost of sales by 5% within one year
To reduce cost of sales by 5% within one year
Industrial marketing department
Increase profits for FY in Q3 and Q4
Increase profits for FY in Q3 and Q4
Industrial marketing research department
Conduct survey for customer feedback on new product
Conduct survey for customer feedback on new product
Industrial marketing services department
Obtain service revenue from post-sales services in one market segment
Obtain service revenue from post-sales services in one market segment
Multiple Choice Single Answer Question Secondary data is :-
Correct Answer
Already existing
Your Answer Already existing
True/False Question Pre-sales services and post-sales services are not important to
modern-day concepts 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
Objectives
Your Answer Objectives
Multiple Choice Multiple Answer Question Following capabilities of the organisation also form a basis for
segmentation:- Correct Answer
Operating , Technical , Financial
Your Answer Operating , Technical , Financial
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 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
conducted frequently. 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 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 Questions asked in unstructured surveys bring about :-
Correct Answer
Motives , Priorities , Problems
Your Answer Motives , Priorities , Problems
Select The Blank Question The manufacturer of individual product can take customers away
from competitor's 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 the responsibility of VP (Operations) :- Correct Answer
Assembly plant , Machine shop , Machinery repair and maintenance Section
Your Answer Assembly plant , Machine shop , Machinery repair and maintenance Section
Multiple Choice Multiple Answer Question Public interest groups support :-
Correct Answer
Environmental causes , Women's rights , Minority welfare
Your Answer Environmental causes , Women's rights , Minority welfare
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 Sales forecast is the estimate of a Co's expected sales in a given
time period. Correct Answer
True
Your Answer True
Multiple Choice Multiple Answer Question To push the company's products, advertising literature should point
out advantages to the middlemen, such as :- Correct Answer
Wide margins , Large sales potential , Rapid turnover
Your Answer Wide margins , Large sales potential , Rapid turnover
Multiple Choice Single Answer Question Advertising objectives need to assist
Correct Answer
Marketing objectives
Your Answer Marketing objectives
True/False Question Countries with political stability have a grater chance of attracting
investment from MNCs. 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 products are:- Correct Answer
Company websites , Newspapers , Trade magazines
Your Answer Newspapers , Trade magazines , Company websites
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
True/False Question Sample size in industrial marketing research can be as large as in
consumer marketing. 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 control
Your 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
Match The FollowingQuestion Correct Answer Your Answer
Joint venture Control over operation Agreement
Direct exporting 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 box , Clutch
Your Answer Engine , Gear box , Clutch
True/False Question High price strategy does not lead to cost position advantage over
likely competitors. Correct Answer
False
Your Answer False
Multiple Choice Single Answer Question Organizational buyers have to fulfill their needs relating to :-
Correct Answer
The job function
Your Answer The job function
Multiple Choice Multiple Answer Question Information sources for unstructured surveys are :-
Correct Answer
Sales personnel , Dealers , Customers
Your Answer Dealers , Customers , Public at large
Multiple Choice Multiple Answer Question Structured surveys are used to measure :-
Correct Answer
Awareness & knowledge , Attitudes & opinions , Buyer behavior
Your 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 buyer's response to the
seller's marketing 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 expenses, as a percentage of total sales,
are usually more 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
industrial organization can be obtained from:- Correct Answer
Purchase officials , User department officials , Gatekeepers
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
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Single Answer Question Which brand of computer processors is very aggressively
promoted? Correct Answer
Intel
Your Answer Intel
Select The Blank Question Management can choose the place the company in the position of a
price ________. Correct Answer
Leader
Your Answer Leader
Select The Blank Question Exploratory research involves the gathering of ________ data from
secondary sources. Correct Answer
Preliminary
Your Answer Preliminary
Select The Blank Question The number of retail outlets for industrial products are usually
________ compared to those for consumer products. Correct Answer
Less
Your Answer Less
Multiple Choice Single Answer Question Primary task to be performed for the execution of the sales efforts
is :-
Correct Answer
Making sales presentation
Your Answer Making sales presentation
True/False Question Legal and economic risks may occur because of fraudulent
advertising. Correct Answer
True
Your Answer True
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 Changes his about prices , Waits for price to go down further , Enters the market & buys
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 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 Be sensitive to the need of the customers , Have deep technical knowledge , Have good communication skills
Multiple Choice Single Answer Question Prospecting is essential to ensure future sources of :-
Correct Answer
Sales revenue
Your Answer Sales revenue
Multiple Choice Single Answer Question Strategic Industrial Marketing decision are primarily concerned with
selection of :- Correct Answer
Product-mix
Your Answer Product-mix
True/False Question The IT and BPO service industries in India are showing lower rates
of growth compared to other industry sectors. Correct Answer
False
Your Answer False
Multiple Choice Multiple Answer Question For an industrial company, the following topics would fall under the
category of information on economic scenario :- Correct Answer
GDP growth figures , Inflation rates
Your Answer GDP growth figures , Inflation rates
Multiple Choice Single Answer Question The facilitator of the process of interactions between a buyer and a
banker are :- Correct Answer
Bankers
Your Answer Bankers
Multiple Choice Single Answer Question The sales force is influenced by :-
Correct Answer
Selling environment
Your Answer Selling environment
Multiple Choice Single Answer Question Industrial dealer are business firms that serve :-
Correct Answer
Narrow geographic market
Your Answer Narrow geographic market
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
True/False Question An organization that is structured to serve the customer is the most
optimally designed organizational structure. Correct Answer
True
Your Answer True
Select The Blank Question Indigenous vehicle manufacturers face ________ from foreign
manufacturers setting up facilities in India. Correct Answer
A threat
Your Answer A threat
Select The Blank Question In marketing research ________ influence the type of research that
is selected. Correct Answer
Objectives
Your Answer Objectives
Multiple Choice Single Answer Question In industrial marketing, a very important role is played by :-
Correct Answer
Pricing
Your Answer Pricing
Multiple Choice Single Answer Question Many overseas companies are attracted to India for setting up
manufacturing operations for industrial products on account of :- Correct Answer
Cost competitiveness
Your Answer Cost competitiveness
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 Single Answer Question A broad and definitive statement that covers an organization’s
purpose, values and distinctive competencies is called :- Correct Answer
Mission
Your Answer Mission
True/False Question Direct exporting is the only way of entering the foreign market.
Correct Answer
False
Your Answer False
Multiple Choice Multiple Answer Question Following capabilities of the organisation also form a basis for
segmentation:- Correct Answer
Operating , Technical , Financial
Your Answer Operating , Technical , Financial
True/False Question Use of IT tools like enterprise resource planning is helping industrial
firms to improve productivity and efficiency. Correct Answer
True
Your Answer True
Match The FollowingQuestion Correct Answer Your Answer
Electric lift maintenance Service firm Whole seller/retailer
Steel hardware Whole seller/retailer Manufacturer
Air-conditioners Distributor Manufacturers’ representatives
Compressors Manufacturer Agents
True/False Question Buyers, who are risk averse are good prospects for new product and
concepts. Correct Answer
False
Your Answer True
Match The FollowingQuestion Correct Answer Your Answer
To expand product range to cover all types of computer peripherals
Plan Plan
To become the No. 1 supplier in computer peripherals
Mission Mission
To achieve a sales turnover of Rs. 500 cr. by 2008-09
Objective Objective
To reduce employee turnover from 30% to 25% in 1 yr
Goal Goal
Multiple Choice Single Answer Question Large organisations opt for :-
Correct Answer
Volume purchasing
Your Answer Bulk purchasing
Multiple Choice Single Answer Question A small company which accepts high volume, low margin business
& expands to meet its production requirement will :- Correct Answer
Become dependant on such business
Your Answer Increase its profit margin
Multiple Choice Multiple Answer Question Product development can discourage competition if it is :-
Correct Answer
Technologically intensive , Capital intensive , Require state-of-art technology
Your Answer Technologically intensive , Capital intensive , Require state-of-art technology
Select The Blank Question The effectiveness of the advertising program is reflected by the
________ in the state of awareness. Correct Answer
Differences
Your Answer Differences
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 Supply by an industrial firm to an OEM will:
Correct Answer
Enhance its reputation , Help in obtaining regular orders , Help in spreading awareness among other possible buyers
Your Answer Enhance its reputation , Help in obtaining regular orders , Help in spreading awareness among other possible buyers
True/False Question A lower price will stimulate demand for industrial products.
Correct Answer
False
Your Answer False
Select The Blank Question Business should act in a ________ manner to keep Govt. out of
business environment. Correct Answer
United
Your Answer United
Select The Blank Question A typical message policy statement would consist of corporate policy
statement and ________ on advertising and promotion. Correct Answer
Procedures
Your Answer Procedures
Multiple Choice Multiple Answer Question Response to a competitor's price cut would be influenced by
whether innovator has followed :- Correct Answer
High price strategy , Low price strategy , Competitor's motives
Your Answer High price strategy , Low price strategy , Competitor's motives
True/False Question Most industrial suppliers make use of their own sales force in their
marketing system. Correct Answer
False
Your Answer False
True/False Question Pre-sales services and post-sales services are not important to
modern-day concepts of industrial marketing. Correct Answer
False
Your Answer False
Multiple Choice Multiple Answer Question Service rating is judged by following factors :-
Correct Answer
Promptness , Speed , Self interest
Your Answer Promptness , Speed , Self interest
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
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 protect environment , Properly dispose off waste material
Your Answer Make natural resources pollution free , Devise safety measures to protect environment , Properly dispose off waste material
Multiple Choice Single Answer Question Industrial buyer tries to justify his purchases on the basis of :-
Correct Answer
Measurable performance
Your Answer Measurable performance
Select The Blank Question Direct marketing is expensive when probable volume of sales in a
market area is ________. Correct Answer
Small
Your Answer Small
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Multiple Answer Question Important sources for tender notices regarding purchases of
industrial products are:- Correct Answer
Company websites , Newspapers , Trade magazines
Your Answer Newspapers , Trade magazines , Company websites , Business TV channels
Multiple Choice Single Answer Question During the introduction of a new material, a firm can expect
monopoly of the market for :- Correct Answer
A few years
Your Answer A few years
Multiple Choice Single Answer Question Marketing Intelligence System is useful :-
Correct Answer
For decision making by industrial marketing managers
Your Answer For spying on other units manufacturing similar items
Multiple Choice Multiple Answer Question Customs & traditions of organisation influence :-
Correct Answer
Organisational structure , Inter-personal relationships , Functioning
Your Answer Organisational structure , Inter-personal relationships , Functioning , Financial Health
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 profit/sales ratio
True/False
Question Highly competent suppliers can deliver defect free products, on time and on a regular schedule basis.
Correct Answer
True
Your Answer False
True/False Question A small reduction in price of original material can lead to a large
reduction in the price of end product. Correct Answer
False
Your Answer False
Select The Blank Question By pricing the product at a very ________ level, management can
have substantial gross margin. Correct Answer
High
Your Answer Low
Select The Blank Question Composite rating is prepared by adding ________ rating.
Correct Answer
Individual
Your Answer Simple
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 , Financing
True/False Question A major change in the price of an industrial component causes a
significant change in the end product price. Correct Answer
False
Your Answer False
True/False Question In industrial product marketing, the cost of maintenance is not
important in making comparisons with competitors’ products. Correct Answer
False
Your Answer False
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 , Profit to Loss Ratio
True/False Question The salesperson assists in solving the purchase organization's
requirement in return for a specific sales.
Correct Answer
True
Your Answer False
Select The Blank Question A 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 Items available domestically
Select The Blank Question Decisions concerning pricing decisions are taken on ________
occasions. Correct Answer
Three
Your Answer Three
Select The Blank Question The fundamental aspect of industrial marketing is that it addresses
the needs and wants of ________. Correct Answer
Business organizations
Your Answer Groups of consumers
True/False Question Advertising effectiveness means the ratio of cost of advertisement
and volume of sales generated. Correct Answer
False
Your Answer False
Select The Blank Question Methods to measure market ________ can classified into Qualitative
and Quantitative methods. Correct Answer
Potential
Your Answer Potency
Multiple Choice Single Answer Question Marketing channels buy from manufacturers in :-
Correct Answer
Bulk quantity
Your Answer Regular basis
Select The Blank Question Non stock carrying branch offices are used as ________ sales head
quarter. Correct Answer
Regional
Your Answer Branch
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 Price Strategy
Answer Your Answer Distribution channel
True/False Question In order to enjoy cost advantage relative to the innovative firm,
competitor must reach a break-through in product design. Correct Answer
True
Your Answer False
Multiple Choice Multiple Answer Question The message of well-designed advertisement for an industrial
product should generally consist of :- Correct Answer
A short headline , An explanation of the headline , Distinctive features of the product
Your Answer A short headline , An explanation of the headline , Distinctive features of the product , 3-D picture of the product
Multiple Choice Multiple Answer Question The supplier’s marketing person needs to identify the following role
players in the buying organization:- Correct Answer
Senior purchase officer , Actual users , Deciding officers
Your Answer Senior purchase officer , Actual users , Deciding officers , Senior sales officer
Multiple Choice Single Answer Question The purpose of any modern industrial firm is to :-
Correct Answer
Fulfill customers’ needs
Your Answer Manufacture suitable products
Multiple Choice Multiple Answer Question A typical buyer-firm of industrial products will:-
Correct Answer
Insist on quality tests before delivery , Ask for test results after inspection
Your Answer Insist on quality tests before delivery , Ask for test results after inspection , Have no technical knowledge , Have no relationship with the seller-firm
Multiple Choice Multiple Answer Question Customer motives can be understood by studying customer's :-
Correct Answer
Organizational structures , Outlook & attitude of their executives , Production systems
Your Answer Production systems , Organizational structures , Outlook & attitude of their executives , Quality control systems
Multiple Choice Single Answer Question The demand for industrial goods is :-
Correct Answer
Derived demand
Your Answer A direct function of quality of supply
True/False Question Car manufacturers make all the components of the car themselves.
Correct Answer
False
Your Answer False
Multiple Choice Single Answer Question The first step in the purchase procurement cycle is:-
Correct Answer
Receive an indent for item
Your Answer Place orders on vendors
Select The Blank Question One of the current trends in Indian industrial companies is the
aspect of ________ export growth. Correct Answer
Higher
Your Answer Lower
Multiple Choice Multiple Answer Question Analysis of the strengths and weakness of competitors is done in the
areas of :- Correct Answer
Manufacturing , Finance , Technical service
Your Answer Manufacturing , Finance , Technical service , Sales forecasting technique
Match The FollowingQuestion Correct Answer Your Answer
Freight Equalization Base Point Large Profit
Consumer Goods Advertising & sales promotion
Patents
High Price Strategy Patents Recovery of Investment
Short Life Span Recovery of Investment Advertising & sales promotion
Multiple Choice Single Answer Question The flow of material to the organisation is known as :-
Correct Answer
Inputs
Your Answer Production
True/False Question Market coverage means demographic areas to be covered.
Correct Answer
True
Your Answer False
Multiple Choice Multiple Answer Question For developing a positioning strategy, following variables are used:-
Correct Answer
Product features , Product reliability , Ability to provide solutions to customer problem
Your Answer Product features , Product reliability , Ability to provide solutions to customer problem , Ability to provide finance to customer
Match The FollowingQuestion Correct Answer Your Answer
Sales department To reduce cost of sales by 5% within one year
To reduce cost of sales by 5% within one year
Industrial marketing department
Increase profits for FY in Q3 and Q4
Increase profits for FY in Q3 and Q4
Industrial marketing research department
Conduct survey for customer feedback on new product
Purchase new welding machine
Industrial marketing services department
Obtain service revenue from post-sales services in one market segment
Recruit new employees
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 Organizational buyers have to fulfill their needs relating to :-
Correct Answer
The job function
Your Answer Self satisfaction
Multiple Choice Single Answer Question Advertising should not only promote the product but also :-
Correct Answer
The firm, selling the products
Your Answer The accessories of the product
Multiple Choice Single Answer Question Strengths and weaknesses of a firm can be derived through :-
Correct Answer
An internal environment analysis
Your Answer Opportunities available
True/False Question High price strategy does not lead to cost position advantage over
likely competitors. Correct Answer
False
Your Answer False
Multiple Choice Single Answer Question The industrial buyers buy only when there are :-
Correct Answer
Strong economic benefits
Your Answer Lowest prices
Select The Blank Question Sales personnel should study customers as ________.
Correct Answer
Individuals
Your Answer Buyers
Multiple Choice Multiple Answer Question Services of trained experts is required for :-
Correct Answer
Special accounting machines , Statistical analysis equipment , Electronic recording equipment
Your Answer Special accounting machines , Statistical analysis equipment , Electronic recording equipment , Supply of iron ore
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 , Availability of right space / time slot on the media LIST OF ATTEMPTED QUESTIONS AND ANSWERS
True/False Question Buyers are always cold, rational & dispassionate.
Correct Answer
False
Your Answer False
True/False Question One of the objectives of advertising is long range image building.
Correct Answer
True
Your Answer True
Select The Blank Question The industrial selling environment consists of a process of ________
between buyer & seller. Correct Answer
Exchange
Your Answer Exchange
True/False Question Advertisement agencies provide much needed experience in
advertising. Correct Answer
True
Your Answer True
Multiple Choice Single Answer Question Compared to distributor, a sales agent has :-
Correct Answer
Low marketing cost
Your Answer Low marketing cost
Multiple Choice Single Answer Question The first level of industrial marketing environment is called the :-
Correct Answer
Interface level
Your Answer Interface level
Select The Blank Question Cost ratio plan uses ________ formula to evaluate vendor
performance. Correct Answer
Mathematical
Your Answer Mathematical
Multiple Choice Multiple Answer Question Technical service means details about :-
Correct Answer
Ingredient material , How product works , Type of make of key equipments in the product
Your Answer Ingredient material , How product works , Type of make of key equipments in the product
Select The Blank Question Analytical techniques are ________ to a large extent.
Correct Answer
Mathematical
Your Answer Mathematical
Multiple Choice Multiple Answer Question Negotiations between buyer and seller will be involved and of long
duration for the following items:- Correct Answer
Air-conditioning plant for an airport terminal , Telecom equipment for large MNC , Diesel locomotives for public sector company
Your Answer Air-conditioning plant for an airport terminal , Telecom equipment for large MNC , Diesel locomotives for public sector company
Select The Blank Question The drop in price of individual product has effect of ________
demand. Correct Answer
Shrinking
Your Answer Shrinking
Multiple Choice Multiple Answer Question When the product is complex & requires service by skilled specialist,
the manufacturer has to :- Correct Answer
Supply large number of spare parts , Change a premium price , Train the technician of buyer
Your Answer Supply large number of spare parts , Change a premium price , Train the technician of buyer
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 effect of the economic environment is not ________ across
industries. Correct Answer
Uniform
Your Answer Uniform
Select The Blank Question Industrial advertising must provide reader with information regarding
________ benefits, in simple words. Correct Answer
Intangible
Your Answer Intangible
Multiple Choice Single Answer Question An external environment analysis is necessary to understand :-
Correct Answer
The needs of the customers
Your Answer The needs of the customers
Select The Blank Question Marketing cost is the ________ payable to the channel members.
Correct Answer
Commission
Your Answer Commission
Multiple Choice Single Answer Question A sales presentation is made to provide prospective customers with
sufficient information on the firm's :- Correct Answer
Product
Your Answer Product
Multiple Choice Single Answer Question An imbalance between cost & price requires :-
Correct Answer
Managerial Action
Your Answer Customer Feedback
Multiple Choice Single Answer Question The advertiser can formulate sales appeals that address prospective
customer's problems and :- Correct Answer
Responsibilities
Your Answer Responsibilities
True/False Question Outsiders like technical consultants can play a key role in the
purchase process of a large buying organization. Correct Answer
True
Your Answer True
Multiple Choice Single Answer Question Manufacturer & customer in industrial marketing are affected by :-
Correct Answer
Change in technology
Your Answer Change in technology
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 Single Answer Question Factors affecting industrial pricing are :-
Correct Answer
Type of competition
Your Answer Type of competition
Match The FollowingQuestion Correct Answer Your Answer
Accuracy of data Sampling error Correctness of information
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
Multiple Choice Multiple Answer Question Quality rating is determined by following activities :-
Correct Answer
Use as it is , Swap & Re order , Return & Re order
Your Answer Use as it is , Swap & Re order , Return & Re order
Multiple Choice Multiple Answer Question Ashok Leyland is an Indian company whose competitors would
include :- Correct Answer
Volvo Motors , Tata Motors
Your Answer Tata Motors , Volvo Motors
True/False Question Public interest groups limit the freedom of suppliers & buyers.
Correct Answer
True
Your Answer True
True/False Question The level of customer experience influences the marketing strategy.
Correct Answer
True
Your Answer True
Multiple Choice Multiple Answer Question During discussions, sales people handle issues such as :-
Correct Answer
Delivery schedule , Pricing , After Sales Service
Your Answer Delivery schedule , Pricing , After Sales Service
Match The FollowingQuestion Correct Answer Your Answer
Price change Change in attitude Price manipulation
Controllable cost Manager's Decision Joint production
Non controllable expenses Manipulation in price Change in attitude
Joint Costs Inseparable Inseparable
True/False Question Sample size in industrial marketing research can be as large as in
consumer marketing. Correct Answer
False
Your Answer False
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
Select The Blank Question Continuous efforts by sales person, result in developing friendship
________ & cooperation over a period of time between buyer & seller.
Correct Answer
Trust
Your Answer Trust
Select The Blank Question Trade ________ form a part of regulatory environment.
Correct Answer
Barriers
Your Answer Barriers
Select The Blank Question The key ________ people are evaluated as part of the assessment.
Correct Answer
Management
Your Answer Management
True/False Question Buyers always buy on the basis of the merit of the product.
Correct Answer
False
Your Answer False
Multiple Choice Single Answer Question Financial capability refers to :-
Correct Answer
Cash flow position
Your Answer Cash flow position
Multiple Choice Multiple Answer Question Branch offices are used to :-
Correct Answer
Maintain stocks of parts , Provide repair facilities , Serve big customers
Your Answer Maintain stocks of parts , Provide repair facilities , Serve big customers
Multiple Choice Multiple Answer Question The following departments in a large engineering company would
come under the responsibility of VP (Operations) :- Correct Answer
Assembly plant , Machine shop , Machinery repair and maintenance Section
Your Answer Assembly plant , Machine shop , Machinery repair and maintenance Section
Multiple Choice Multiple Answer Question Public interest groups support :-
Correct Answer
Environmental causes , Women's rights , Minority welfare
Your Answer Environmental causes , Women's rights , Minority welfare
True/False Question Trade directories, government reports, company files are some of
the sources of primary data. Correct Answer
False
Your Answer False
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 An increase in purchase of consumer product can lead to increase
of total demand of :- Correct Answer
Industrial products
Your Answer Industrial products
Multiple Choice Single Answer Question The demand of consumer products can be increased by :-
Correct Answer
Advertising
Your Answer Advertising
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 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
Industrial MarketingTotal Set -1
To expand product range to cover all types of computer peripherals
Plan
To become the No. 1 supplier in computer peripherals Mission To achieve a sales turnover of Rs. 500 cr. by 2008-09 Objective To reduce employee turnover from 30% to 25% in 1 yr Goal
Mission statement Corporate culture Target market Right product Cost reduction program Price adjustment Promotion mix Trade shows
Set 1Question 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 Question Strengths and weaknesses of a firm can be derived through :- Correct Answer An internal environment analysis Question When a manufacturer wishes to diversify his product line, he will need a channel that is flexible. Correct Answer True Question For industrial marketing, type of channel members needed would depend on :- Correct Answer Market coverage , Marketing cost , Marketing control Question The buying needs and practices of organisations differ according to wether they are innovate, product leaders or ________. Correct Answer Followers Question For developing a positioning strategy, following variables are used:- Correct Answer Product features , Product reliability , Ability to provide solutions to customer problem Question The purchase of industrial products is based on:- Correct Answer Rational factors Question To get market feedback in industrial marketing marketing research is conducted frequently. Correct Answer False Question Compared to distributor, a sales agent has :- Correct Answer Low marketing cost Question Financial capability refers to :- Correct Answer Cash flow position Question Public interest groups limit the freedom of suppliers & buyers. Correct Answer True
Question When a firm sells through a limited number of outlets, it is known as ________ distribution. Correct Answer Selective Question ________ is the alternate name given to marketing research. Correct Answer Marketing intelligence Question During discussions, sales people handle issues such as :- Correct Answer Delivery schedule , Pricing , After Sales Service Question In a tender a vendor has to supply data on :- Correct Answer Sales to net worth , Working capital , Turnover Ratio
Question Price of an industrial product depends upon :- Correct Answer Ex-works price , Packing charges , Delivery time Question Advertising effectiveness means the ratio of cost of advertisement and volume of sales generated. Correct Answer False Question Most of public institutions prefer buying as per legal constraints. Correct Answer True Question Service rating is judged by following factors :- Correct Answer Promptness , Speed , Self interest Question The effectiveness of the advertising program is reflected by the ________ in the state of awareness. Correct Answer Differences Question The effect of the economic environment is not ________ across industries. Correct Answer Uniform Question For an industrial company, the following topics would fall under the category of information on economic scenario :- Correct Answer Inflation rates , GDP growth figures Question The level of customer experience influences the marketing strategy. Correct Answer True Question A typical buyer-firm of industrial products will:- Correct Answer Insist on quality tests before delivery , Ask for test results after inspection Question Choice of channel structure is influenced by :- Correct Answer Market potential Question Another function of advertising is to generate :- Correct Answer Inquiries Question Tariffs & quotas are used by the Govt. to protect indigenous business from foreign competition. Correct Answer True Question Delivery commitment plays a crucial role in purchase negotiations for industrial items. Correct Answer True Question In pricing industrial goods, the most important factor is :- Correct Answer Cost Question The first step in the process of selling is :- Correct Answer Identifying prospects
Question A relative ________ product life span is a favourable condition for charging high price. Correct Answer Short
Question Sales agent handles :- Correct Answer Competing products
Question Customs & traditions of organisation influence :- Correct Answer Organisational structure , Inter-personal relationships , Functioning Question Making an assessment of the competitors’ strengths and weakness is called :- Correct Answer Competitive position analysis Question Sometimes when the price of a material drops below a certain level, buyers start thinking of new applications. Correct Answer True Question Following capabilities of the organisation also form a basis for segmentation:- Correct Answer Operating , Technical , Financial Question A typical message policy statement would consist of corporate policy statement and ________ on advertising and promotion. Correct Answer Procedures Question Composite rating is prepared by adding ________ rating. Correct Answer Individual Question Computer systems help in the ________ of the findings of the research project. Correct Answer Presentation Question Market coverage means demographic areas to be covered. Correct Answer True Question IBM, Microsoft and Google are just three MNCs that have ________. Correct Answer Set up software development centers in India Question Prospecting is essential to ensure future sources of :- Correct Answer Sales revenue Question Profitability of any potential segment is measured by following criteria:- Correct Answer Market share , Market growth , Image Question Market conditions may result in demand for a product, which is relatively ________ to change in price. Correct Answer Unresponsive Question Changes in the macro environment create :- Correct Answer Opportunities
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Single Answer Question A broad and definitive statement that covers an organization’s
purpose, values and distinctive competencies is called :- Correct Answer Mission
Your Answer Mission
Select The Blank Question When purchase of industrial equipment is involved, the stage
between manufacture and dispatch of goods is called ________.
Correct Answer Inspection
Your Answer Inspection
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 The legal framework is related to existing :-
Correct Answer Business laws , Civil rights , Labour laws
Your Answer Business laws , Civil rights , Labour laws
True/False Question Demand for many industrial product is elastic.
Correct Answer False
Your Answer True
Multiple Choice Single Answer Question The generic need which the company will seek to satisfy,
stated by top management is called:- Correct Answer Mission
Your Answer Vision
True/False Question Buyers always buy on the basis of the merit of the product.
Correct Answer False
Your Answer False
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
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
Select The Blank
Question Industrial marketer has an array of segmentation ________ to choose from
Correct Answer Variables
Your Answer Variables
§
Select The Blank
Question Decisions concerning pricing decisions are taken on ________ occasions.
Correct Answer Three
Your Answer Three
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Multiple Choice Multiple Answer
Question According to you, marketing of industrial services and marketing of industrial products :-
Correct Answer Are similar from the seller’s point of view , Require similar resources , Require different types of resources
Your Answer Are similar from the seller’s point of view , Require similar resources , Require different types of resources
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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
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True/False
Question A survey analyst is not part of the industrial marketing research team.
Correct Answer False
Your Answer False
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True/False
Question Sample size in industrial marketing research can be as large as in consumer marketing.
Correct Answer False
Your Answer False
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True/False
Question The salesperson assists in solving the purchase organization's requirement in return for a specific sales.
Correct Answer True
Your Answer True
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Multiple Choice Single Answer
Question During the introduction of a new material, a firm can expect monopoly of the market for :-
Correct Answer A few years
Your Answer A few years
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True/False
Question Service is one of the variables of vendor rating system.
Correct Answer True
Your Answer True
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Multiple Choice Single Answer
Question Industrial product advertising is an effective means to stimulate :-
Correct Answer Primary demand
Your Answer Primary demand
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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
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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 Specialized sellers
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Select The Blank
Question The number of retail outlets for industrial products are usually ________ compared to those for consumer products.
Correct Answer Less
Your Answer Less
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Multiple Choice Single Answer
Question The different amount of products, buyers may be expected to purchase at various prices at a given point of time is known as :-
Correct Answer Market demand
Your Answer Market demand
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Multiple Choice Multiple Answer
Question Car manufacturers make following parts in their factories :-
Correct Answer Engine , Gear box , Clutch
Your Answer Engine , Gear box
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Multiple Choice Multiple Answer
Question An industrial marketer can :-
Correct Answer Create a schedule of demand , Prepare a list of products to be sold at different prices , Make the process systematic
Your Answer Create a schedule of demand , Prepare a list of products to be sold at different prices , Make the process systematic
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Select The Blank
Question
An industrial product manufacturer would prefer to deal with ________ suppliers of component parts.
Correct Answer Fewer
Your Answer Fewer
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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
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Select The Blank
Question Marketing cost is the ________ payable to the channel members.
Correct Answer Commission
Your Answer Commission
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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 , Financial position
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Multiple Choice Multiple Answer
Question Analysis of the strengths and weakness of competitors is done in the areas of :-
Correct Answer
Manufacturing , Finance , Technical service
Your Answer Manufacturing , Finance , Technical service
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Match The Following
QuestionCorrect AnswerYour Answer
Indirect CostInterestInterest
Product life cycleDifferent phasesDifferent phases
Price LeadershipInitiate price changeInitiate price change
Direct CostWagesWages
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Multiple Choice Multiple Answer
Question Assured consistency of the quality can have important benefits for the buyer-user like :-
Correct Answer Inspection at incoming end , Save inventory cost , Stocking time
Your Answer Inspection at incoming end , Save inventory cost , Stocking time
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True/False
Question Effective use of sales force lead to achieving maximum sales at low costs.
Correct Answer
True
Your Answer True
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Multiple Choice Multiple Answer
Question The message of well-designed advertisement for an industrial product should generally consist of :-
Correct Answer A short headline , An explanation of the headline , Distinctive features of the product
Your Answer A short headline , An explanation of the headline , Distinctive features of the product
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Match The Following
QuestionCorrect AnswerYour Answer
Intensive distributionAll marketsAll markets
Direct distributionCloser contactCloser contact
Manufactured partsHigh profitHigh profit
VolatilePrice adjustmentsPrice adjustments
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True/False
Question Some purchase decisions also depend on buyer's response to the seller's marketing stimuli.
Correct Answer True
Your Answer True
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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
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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
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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
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Multiple Choice Single Answer Question Industrial
Marketing is characterised by:-
Correct Answer Tailor-made products
Your Answer Tailor-made products
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Select The Blank Question Industrial
marketer deals with ________ buyers than consumer marketer.
Correct Answer Fewer
Your Answer Fewer
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True/False Question Buyers are
always cold, rational & dispassionate.
Correct Answer False
Your Answer False
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Select The Blank Question The industrial
selling environment consists of a process of ________ between buyer & seller.
Correct Answer Exchange
Your Answer Exchange
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" \* MERGEFORMATINET Multiple Choice Multiple Answer Question Profitability of
any potential segment is measured by following criteria:-
Correct Answer Market share , Market growth , Image
Your Answer Market share , Market growth , Image
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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
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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 Multiple Answer Question Industrial
markets can be positioned on product merits e.g.:-
Correct Answer Quality conscious , Reliability , Dependability
Your Answer Quality conscious , Reliability , Dependability