sno Sales and Question Option 1 Option 2 Option 3 Option 4

.
1 The Sequence of Sales Prospecting, Sale, Presentation, Prospecting,
process is call, presentation Prospecting, Call, Sale &
presentation , Prospecting Sale & Call Presentation
& sale & call
2 To "Close a Sales' mean To end the To put the To clinch the To close the
conversation phone down sale doors
3 Good selling skills Patience Empathy Knowledge All of these
involve____________
4 Prior to the Industrial Marketing People was People don’t Small-scale
Revolution, selling was no was not a not a subject want to sell enterprises
problem and no sales team subject then then anything dominated
is required because the economic
scene
5 Customer Relation can be Offering Offering Catchy Personalized
ensured by: freebies loans at low slogans services
rates
6 Lead generation means Tips for Likely Tips for Generating
selling tactics sources for better leaders
prospective production
clients
7 A presentation means Display of a gift  explaining display of
products the utility of communicati
products on skills
8 A prospect means: a person who details of a a likely buyer head of an
is working in company financial
a bank/ institution
financial
institution
9 _____ are important & Trends Projections Benchmarks Territories
provide accountability to
promote entrepreneurial
spirit and reduce turnover.
10 Duties and responsibilities Conducts Develop a Develop a Act as a
of a sales executive does call, detailed detailed resource for
not include prospects territory budgeting multiple
and identify plan plan industries
account
opportunities
11 __________________ is Selection of Recruitment Directing for Both 1 & 2
about encouraging people sales for sales sales
to apply for the jobs of associates associates associates
sales associates in an
organization.
12 Qualifying a prospect is identical with determining conducting determining
checking which an exit if a prospect
references applicant to interview is interested
for an hire in a product
applicant
13 Sales Management has an one of the close to the only none of the
 important position in the oldest customers income above
organisation because it is functions generating
function
14 Missinory salesperson's take order educate or solve respond to
main responsibility is to give customer's customer
information problem demand
15 Out of the three important communicati negotiation problem people
skills for the success of a on solving
sales manager, the two are
managing and technical
skills. The third skill is
16 What kind of relationship Transactional Personal Collaborative Professional
should a salesperson avoid
with the consumer?
17 Which type of salesperson Order getter Technical Solution Order taker
is involved in solving of Sales Vendor
business customer's Support
problem with the company
products or services?
18 Which category of Branch Sales District Sales Regional Sales
salespeople would not be Managers Managers Sales Representativ
included in the Operational Managers es
Sales Managers catergory?
19 The responsibilities of top Scanning the Developing Direct Controlling
sales management does external Strategies responsibility Performance
not include environment of achieving
objectives
20 The legend for AIDA Arrangement Action Agreement Assistance
includes attention, interest,
desire and
21 What is often known as Logos Taglines Advertiseme none of the
'Salesmanship in Print'? nt above
22 Which theory of selling is AIDA SPIN Selling Behavioral Right Set of
also known as ‘Situation- Equation Circumstance
Response’ theory? s
23 Which theory pf selling is AIDA SPIN Selling Behavioral Right Set of
based upon 'Stimulus- Equation Circumstance
Response Model'? s
24 Which of the following Cues Adequacy Drives Reinforcemen
elements is not the part of t
Behaviral Equation theory?
25 In the following equation: Cues Response Habit Incentive
B=P*D*K*V; what does K Potential
stands for?
26 What is not included in Satisfaction Problem Implication Need-Payoff
SPIN Selling?

27 Which kind of buying Complex Dissonance Variety Habitual

behaviour is likely to be Buying Reducing Seeking Buying
depicted by the person Behaviour Buying Buying Behaviour
 who is buying laptop or Behaviour Behaviour
mobile?
28 Which kind of buying Complex Dissonance Variety Habitual
behaviour is likely to be Buying Reducing Seeking Buying
depicted by the person Behaviour Buying Buying Behaviour
who is buying a packet of Behaviour Behaviour
chips?
29 A prospect who needs the Suspect Sales Lead Probable Potential
product and has an ability Prospect Customer
to buy is also referred to as
a
30 The term “sales Order Taker Demand Deliverer Missionary
representative” covers a Creator
broad range of positions. A
________ is an individual
whose major task is the
delivery of a product.

31 If the salesperson is Preapproach Prospects Presentation Closing

learning about the prospect
and sets call objectives to
qualify the prospect, the
salesperson is in what step
in the selling process?
32 In this step, the salesperson Preapproach Prospects Presentation Closing
is “telling the story” of his
product or service.
33 Both top-down and Market Sales Sales none of the
bottom-up approaches aim Potential Potential Forecast above
at calculating
34 Naïve method of sales Quantitative Qualtitative None of the Both 1 & 2
forecasting is classified as method method above
35 Which of the following Delphi Salesforce Decompositi Regression
methods is the example of Method Composite on Method Analysis
bottom-up approach in Method
sales forecasting?
36 Which sales forecasting Naïve Decompositi Regression Test
method establishes the Method on Method Analysis Marketing
causal relationship
between sales and other
factors
37 Which of the following is Test Moving Exponential Naïve
the best method to do Marketing Average Smoothing Method
sales forecasting if the Method
company is launching a
new product?
38 In which method, panel of Naïve Decompositi Exponential Delphi
experts is chosen to do the Method on Method Smoothing Method
forecasting? Method
39 In defining a sales territory, Sales Customer Ggeographic none of the
the key word is Area above
40 In designing sales Small Large Medium-Size Any-Size
territories, the sales
manager should start the
process by selecting a
geographical control unit
that is
41 In build-up method, Equalise the Equalise the Equalise both none of the
companies try to sales workload of of the above above
potential of salespeople
territories
42 In assigning salespeople to social physical cultural All of these
territories, the sales characteristic characteristi characteristic
manager should judge the s cs s
effectiveness of a
salesperson by comparing
the salesperson's
43 Which of the following is Product Level Promotion Time Period Geographic
not the type of sales Level Area
forecast usually done by
the organisations?
44 Which of the following is Trends Cycle Beta testing Erratic
not one of the components
in decomposition method
of sales forecasting?
45 Which of the sales Delphi Executive Test Regression
forecasting technique is Method Opinion marketing Analysis
most popular and least Method
expensive despite being
labelled as unscientific and
subjective?
46 Commonly used control Countries States Zip codes All of these
units are
47 In a flat organisation More Less Same Doesn't
structure, span of control, matter
as compared to hierarchical
organisation structure, is
48 Line Sales Organisation Small-size Medium-size Large-size All of these
structure is most suitable organisations organisation organisations
for s
49 A company can avoid Functional Geographic Product All of these
geographic duplication in
one of the following sales
organisations:

50 One of the assumptions workload of workload of potential of potential of

made in workload method salespeople salespeople territories territories are
for calculating the are unqual are equal are same different
salesforce size is
51 A _______ organisation Centralised Decentralise Line & Staff Geographic
structure has authority and d based
responsibility placed at
 higher level of
management
52 ______refers to the Territory Span of Market Sales
number of individuals who area Control Potential Potential
report to each sales
manager
53 In which method does the Worload Sales Incremental All of these
net profits will increase Potential
when additional
salespeople are added, If
the increase in the amount
of sales revenue exceed the
incremental costs?
54 Three organisational Rupee Product, Geography, Markett size,
structures which a volume, geography, market size, product,
company may use are geography, customer product customer
customer
55 Which of the following No. of No. of Length of an No. of years
elements is NOT used for salespeople customers average call in sales
determining the size of a experience
sales force in the workload
method?
56 n medium and large firms, Line Sales Line & Staff Functional none of the
one would find Organisation Sales Sales above
the…………….types of Orgnisation Organisation
organization
57 The workload method is Quantify the Calculate Determine Determine
used to: point at commission how much the size of a
which sales compensatio training a salesforce
can be closed n payment salesperson
need
58 In which organizational Line Sales Line & Staff Functional none of the
structure, all sales Organisation Sales Sales above
personnel receive direction Orgnisation Organisation
from, and are accountable
to different executives, on
different aspects of their
work?
59 All of the following would Designing Supervising Global Recruiting
be major sales force sales force salespeople management and selecting
management decision strategy and salespeople
steps EXCEPT: marketing
structures
60 Why is the sales manager's Selling costs Salespeople Salespeople Salesforce is
role so important to a are very high need to be are usuallu the revenue
company's success? kept in line demotivated generator for
most
businesses
61 _________ refers to the Recruitment Selection Training Induction
process of identifying and
attracting job seekers so as
 to build a pool of qualified
job applicants.
62 _______________ can be Recruitment Selection Training Induction
defined as process of
choosing the right person
for the right job.
63 ______________ is the Job Formal Application none of the
application form to be filled Application Application Blank above
by the candidate when he
goes for recruitment
process in the organisation.
64 Which is not an advantage Time Saving New Blood Less All of these
of internal Source of Expensive
recruitment
65 Campus selection is a Internal Fresh External Modern
______________________
____ source of recruitment
66 _______________ is a Personality Intelligence Mental none of the
selection test which judges Test Test Ability Test above
the emotional ability which
will help to judge work in
group
67 The process of eliminating Recruitment Induction Interview Selection
unsuitable candidates is
called as
68 Identifying the right people Competition Acquistion Poaching All of these
in rival companies, offering
them better terms and
luring them away is
popularly called as
__________.
69 Which is the least Walk-ins Campus Advertiseme Consultants
expensive method for Placemets nts
recruitments?
70 dentifying the  Available, Available, Potential, Potential,
__________________ insisting  making    Attracting      insisting
candidates and
______________ them to
apply for the job is called
Recruitment
71 Which is not an advantage New blood More Less Less partial
of external Source of competition expensive
recruitment
72 _______________ is not an Campus Internal Walk-ins Consultants
external source of Selection Advertiseme
recruitment nt
73 Promotion is a Suitable Higher Internal External
______________ source of
Recruit

74 The poor quality of Training Recruitment Work Quality none of the

 selection will mean extra above
cost on _______ and
supervision.
75 Selection is usually Positive Negative Neutral none of the
considered as a _____ above
process

IBM QUESTIONS AND ANSWERS

S.No. Question Option 1 Option 2 Option 3 Option 4
 
IBRD stands for International International International International
Board for Bank for Bank for Barrier For
1 Research and Reconstruction Research Reconstruction
Development and Development and
Development Development
The first phase of World War I World War II The In 1913 when
globalization started Establishment GDP was High
2
around 1870 and of GATT
ended with 
IBRD is also called Exim Bank International International World Bank
3
Monetary fund Bank
Ultimately ______ GATS, WTO WTO, GATT GATT, WTO IMF, GATT
was replaced by the
4
______ on 1st Jan
1995
Which is the right Domestic, Domestic, Domestic, Domestic,
sequence of stages Transnational, International, Multinational, International,
5 of Global, Multinational, International, Transnational,
Internationalization? International, Global, Transnational, Multinational,
Multinational Transnational Global Global
Strategy with home Polycentric Regiocentric Ethnocentric Geocentric
6 country as main
focus is called as
According to ______ Gold Theory Ricardo Theory Mercantilism Hecksher
the holdings of a Theory Theory
country’s treasure
7 primarily in the form
of gold constituted
its wealth

The Theory of David Ricardo Adam Smith F W Taylor Ohlin and

Absolute Cost Heckscher
8
Advantage is given
by ______
The Theory of David Ricardo Adam Smith F W Taylor Ohlin and
Relative Factor Heckscher
9
Endowments is
given by ______
10 The theory of David Ricardo Adam Smith F W Taylor Ohlin and
 comparative cost Heckscher
advantage is given
by ______
______ is the Cultural Society Technology Economy
application of Values
knowledge which
11
redefines the
boundaries of global
business
Globalization refers Lower Less foreign Global A more
to ______ incomes trade and warming and integrated and
12
worldwide investment their effects interdependent
world
Key controllable Government social and marketing all of the
factors in global policy and technical activities and above.
13
marketing legislation changes plans
are ______
Select an example of Hindusthan Videocon Cargill Tesco
14 Indian Multinational Unilever
Company
________ Global International Transnational None of the
corporation above
produces in the
home country or in
15 a single country and
focuses on
marketing these
products globally or
vice a versa.
The ___________ Global International Transnational None of the
company produces, above
16 markets, invests and
operates across the
world
This is only a legal IBRD IMF WTO GATT
agreement and it is
not an institution
17

The WTO was IBRD IMF UNO GATT

established to
implement the final
18
act of Uruguay
Round agreement
of _______
WTO stands World World time World trade World tourism
19 for ______ technology organization organization organization
association
20 NAFTA stands North African North Northern Northern
 for ______ trade American free Atlantic trade association for
association trade agreement trade
agreement
IPR stands Intellectual International Internal Interior
21 for ______ property property rights promotion promotional
rights rights rights
The main promoter GATT NAFTA CEPTA CISA
of trade
22
liberalization
was ______
MNC Stands Multi- Multi-National Multi- Multi-National
23 for ______ National Corporation National Collaboration
Cooperation Company
On the basis of the heavily moderate Less indebted Severely
size and indebted indebted country indebted
composition country country country
24
of external debt,
world bank has
classified India as a 
NAFTA is an Common Customers Economic Free Trade
25
example of Market Union Community Area
The main objective Promote Help Maintain Promote
of International International economically stable international
26
Monetary Fund trade backward exchange liquidity
(IMF)  countries rates
The gains from two Domestic Different in Terms of Degree of
nations depend on barter rates the domestic trade absolute
27 barter rates of advantage.
the two
countries
The world bank is IMF IBRD WTO GATT
28
known as
Which one is not the Purchase of New Making Transfer of
form of FDI existing Investment in investment is many type of
29 assets in Property, the mutual asset
foreign planet and funds
currency. equipment
Which one is not on To promote To ensure Peace To ensure
objective of IMF? international balanced Keeping exchange rate
30
monetary international stability
cooperations trade
Which one of the Comparative The theory of Factor Mercantilist
following theories cost theory Absolute Endowment theory
says that "to export Advantage theory
31 was good and to be
encouraged but to
import was bad and
to the discouraged."
David Recardo Gave The theory of Factor Mercantilist Comparative
32 the theory of Absolute Endowment theory cost theory
Advantage theory
 Which one is called IBRD and IDA IMF and IFL IMF and IBRD IDA and IFL
33 Bretton-wood
Twin's
Adam Smith Gave The theory of Factor Mercantilist Comparative
34 the theory of Absolute Endowment theory cost theory
Advantage theory
Thomas Mun Gave The theory of Factor Mercantilist Comparative
35 the theory of Absolute Endowment theory cost theory
Advantage theory
When custom duty Excise duty Ad-valorem Revenue duty Specific duty
is levied according duty
36
to weight of goods it
is known as
Which of the To provide To provide To promote To eradicate
following is the basic social services financial economic poverty
37
objective of the assistance growth
world bank?
What one of the Increase in increase in Utilisation of R&D efforts
following is not the social economic natural enhanced.
38
advantage of MNCs activities activities resource
to the host country
IMF raised the quota 10th 11th 12th 13th
and voting share
of India which
39 places India at the
__ place among 184
members of the
organisation
UNCTAD Stands for United United nations United Union of
nations conference on nations nations cause
40 committee on trade and conference on for trade and
Tariff and deficit trade and development
Development development
Which of the FII FDI NRI Account All of the
following is not a above.
mode of
41 foreign capital
inflow to India?

The investment in FII FDI Balance of SDR

productive assets Payment
and participation in
42 management as
stake holders in
business enterprises
is
The portfolio FII FDI Balance of SDR
investment by Payment
43
foreign institutional
investors is called
 Which of the Trade Trade between Trade (b) and (c) of
44 following is between regions between above
international trade provinces countries
Which is NOT an Export of Import of Dependence Availability of
45 advantage of surplus defence on foreign cheap raw
international trade: production material countries materials
If Japan and Increase Decrease No effect Double
Pakistan start free
50 trade, difference in
wages in two
countries will:
Foreign trade Conflicts Cooperation Hatred Both (a) & (b)
51 creates among
countries:
A tariff: Increases the Reduces the Has no effect (a) and (c) of
52 volume of volume of on volume of above
trade trade trade
Dumping refers to: Buying goods Expensive Reducing Sale of goods
at low prices goods selling tariffs abroad at low a
abroad and for low prices price, below
53
selling at their cost and
higher prices price in home
locally market
According to Difference in Difference in Difference in Difference in
Hecksher and Ohlin factor markets political ideology
54 basic cause of endowments systems
international trade
is:
A tariff is: A restriction Limit on the Tax (b) and (c) of
on the amount of above
55
number of imported
export firms goods
All are advantages People get Nations Cheaper Optimum
of foreign trade foreign compete goods utilisation of
56
EXCEPT: exchange country's
resources
Two countries can Cost ratios Tariff rates are Price ratios (a) and (c) of
57 gain from foreign are different different are different above
trade if:
International trade Trade Immobility of Different All of the above
and domestic trade restrictions factors government
58 differ because of: policies

59 Terms of trade of They export They import They export (a) and (b) of
developing primary value added few goods above
countries are goods goods
generally
unfavourable
because:
 In a free trade world Reduced real Decreased Increased Reduced real
in which no living efficiency efficiency GDP
60 restrictions exist, standard
International trade
will lead to:"
What would Different tax Frontier National Reduced tariffs
encourage trade system checks currencies
61
between two
countries:
It is drawback of Consumers Producerrs get Quality of All of the above
62 protection: have to pay higher profits goods may be
higher prices affected
Gold standard Currency of Paper currency Currency of (a) and (c) of
means: the country is is not used the country is above
63 made of gold freely
convertible
into gold
Biggest advantage of We can New People need We can get
foreign trade: preserve our technology not go abroad foreign
64
natural comes to the currencies
resources country
The theory Comparative Comparative Comparative Comparative
explaining trade advantage bargain trade returns
65
between two
countries is called:
A country that does Developed Closed Independent None of the
66 not trade with other economy economy economy above
countries is called:
By having business Revenue Risk Profit None of the
in different above
67
countries, a firm
reduces
Amalgamation and Globalisation Privatisation Socialisation Libralisation
rapid unification
68
between countries
can be identified as
Globalisation has All the people Workers in People in None of the
69 improved in the developing developed above.
living structure of countries countries
Foreign Exchange RBI FEMA FERA SEBI
and Foreign
70
currencies in India
are governed by
Project management mcq questions answer

S.No. Question Option 1 Option 2 Option 3 Option 4

1 Project Managemnet Institute ( PMI ) was established in which year? 1969 1979 1989 1999

2 Projects are more-------------in nature as compared to processes. Homogeneous Heterogeneous Both of the above None of the above

3 In the full form of PMBoK, the guide of the Project Management Institute (PMI), K stands Knowledge Keynotes Ketosis Kinetics
for ?
A project is defined as “a................endeavour undertaken to create a unique product,
4 service, Permanent Temporary Fixed Flexible
or result” .

5 Which of the following are the characteristics of a Project ? Definite Time Limit Uniqueness Complexity All of the above
………...is defined as something (as an instrument or apparatus) used in performing an
6 operation or necessary in the practice of a vocation or profession Technique Tool Both of the above None of the above
Which of the following is the most common tool used for Communication in
7 Project Management ? Skype actiTime Calendar Mindmap
Work Work
8 WBS stands for ? Breakdown Work Brisk Work Bill Structure Breakdown
Structure
Structure System
What is the simplest, traditional technique sometimes the most appropriate for
9 running projects? Agile Waterfall Classic None of the above

10 Which of the following points highlights the importance of Project management ? Quality Control Leadership Strategic Alignment All of the above
In Waterfall technique of Project Management,. .charts are often used, as they provide a
11 clear Gantt Critical Paths Flow Plant layout charts
visual representation of phases and dependencies.

12 The PERT in project management means program evaluation and technique. resource reconciliation reconsideration Review

13 “Risk” usually as the project progresses. Increases reduces becomes negligble becomes extreme
XPM is used for large, complex and uncertain projects where managing
14 uncertain and unpredictable factors is required. TRUE FALSE Can't say
Extreme
15 Which technique of Project Management is based on the sequential performance of tasks? Agile Waterfall Classic Project
Management

16 ………………..is known as the Kingpin of the project. Project sponsor Project Manager Team Leader Team subordinate

17 Which skills are necessary for a Project Manager ? Leadership Communication Negotiation All of the above

18 Project Management is a Profession TRUE FALSE Can't say

Personal Organization
19 Selection of a Project Manager depends on ? Problem solving Leadership al All of the above
skills
Style Experience
International
20 Project Manager should have knowledge of all relevant field but must be an………expert. Marketing Human resource Finance Business

Which analysis is carried out to ensure whether the pre-requisites for the successful
functioning of the project have been considered and reasonably good choices have been
21 made with respect to location, size, process etc.? Technical Market Network None of the above
Flexibility in the production facilities will help the organization to change
22 the……. as per customer requirements. Project Line Project Mix Product Line Product Mix
Feasible Normal Nominal
23 ………..capacity is attainable under normal working conditions. Capacity Maximum Lowest Capacity Highest Capacity
Capacity
Availability of Proximity to
24 What factors affect the location of a plant ? raw material the market Government All of the above
policies
Which arrangement is done to ensure that the technical collaborator would be serious Property transfer Buy-Back Liquidity
25 about the transfer of correct know-how and would ensure quality of the arrangement arrangemen arrangemen IPO arranegement
output? t t

26 The Information sought in a market survey relates to what ? Motive for buying Unsatisfied needs Satisfaction level All of the above
Which type of survey covers each and every unit of a popultion under the study and
27 therefore is very time consuming ? Census Sample Probable Remote

28 If the sample size is larger, the reliability of the survey is Greater Lesser No effect None of the above
Jury of Moving
29 Which of the following is a causal method of demand forecasting ? Delphi Method Executive Chain ratio method average
method method
Using moving average method, if n is set equal to 4 as specified by the forecaster
30 then the first/earliest forecast will be for which period ? 5 6 7 8
Which coefficients are used by Consumption level method to estimate demand for
31 products which are directly consumed ? Elasticity Demand Supply None of the above
Repetition and Innovation Implication Implication
32 Bass Diffusion Model of demand estimation uses which two coefficients ? Repulsion and and and
Imitation Imitation Innovation
Removes bias
33 Which of the following is an advantage of Delphi Method of demand forecasting ? Time consuming Expensive and improves None of the above
 reliability

34 Projects are broken down into individual tasks or.....which are arranged in logical Activities Amenities Events Processes
sequence
Data about past and Methods Environment
35 Which of the following are the sources of error and uncertainities in demand forecasting ? present of al change All of the above
forecastin
g
Current Market
36 What are the components of a marketing plan ? situation Objectives Marketing strategy All of the above
Auxiliary
37 Which of the following is not a classification of material inputs and utilities ? Raw materials Utilities Investment outlay materials and
factory supplies

38 An activity is denoted by i………….>j say from 1…….>2 then 1 or i will be called ? Tail event Head event Body event Toe event
While an activity is represented by a straight line arrow from left to right with one arrow
39 for each activity the event is represented by a ….. Circle Square Pyramid Sphere

40 An event from which more than one activity emerges is called ? Meagre Merge Burn Burst

41 Which is the new constraint of Project success added in Quadruple constraint Model ? Budget Time Performance Client Acceptance

42 A project------------refers to the stages in a project’s development. Success factors Life cycle Determinants Tenure

43 The deliverables of the project are termed as and are defined under its…… Scope Budget Time Performance
Projects can be classified into different heads based on various complexities and
44 varying nature.This is called Project…. Taxonomy Lexicon Technique Tool

45 Soil Conservation Project is an example of------------project Industrial Non-industrial Backward Forward

Integration Integration

46 Project costs (in man hours) ramp up rapidly during which stage in Project Life Cycle ? Conceptualisation Planning Execution Termination
Overlapping of the phases cannot be done, to save time and ensure fast tracking on the
47 life cycle of a project TRUE FALSE Can't say
................... is the stage in which all detailed specifications, schematics, schedules, and
48 other plans are developed. Conceptualisation Planning Execution Termination
Construction of a dam to control the riverflow before the onset of heavy rains
49 predicted by weather forecasts is an example of Crash Normal Private None of the above
.................................................................project

50 Car Manufacturers collaborating with Garage owners is an example of.project Industrial Non-industrial Backward Forward
Integration Integration

51 The search for promising project......is the first step towards establishing a successful Investments Ideas Finances None of the above
venture

52 In the acronym SCAMPER, C stands for ? Combine Contradict Cut-off Client

53 The project Selection includes Profitability Feasibility Resource-ability All of the above
input-outputs of materials
54 Micro level sources of generation of project ideas include various and Both A and B None of the above
industries resources

55 Cyclical fluctuations are to be studied as a part of…….environment. Social Economic Technological Supplier
Once a list of project ideas has been put forward, the first step is select one or more of
56 them as potentially promising. This is known as…... Preliminary Post screening Appraisal None of the above
screening
Bargaining power Threat Bargaining power Bargaining power
57 Which amongst the following is not considered as a force in Porter's Five Force model ? of suppliers from of consumers of employees
substitutes

58 A project idea should be "SMART", where in the acronym R stands for ? Realistic Relaxing Reputable Review

59 Projects are classified into Private,Public and Joint on the basis of……… Location Size Ownership Time
……………...occurs when the completed project is transferred to the customer, its
60 resources reassigned, and the project formally closed out Conceptualisation Planning Execution Termination
When part of a project team,.........ensures that the project’s objectives solve existing
61 problems Project sponsor Executive sponsor Business Analyst None of the above
or enhance performance, and add value to the organization.

62 Projects have defined start and end dates TRUE FALSE Can't say
accounts win a
63 Which amonggst the following are examples of a Project ? build a bridge receivable presidential All of the above
system election

64 In the initial stage of the project the probability of completing the project is High Low Zero Very High

65 Who creates the project team? Factory manager Operation manager Project manager Purchase Manager
Project management provides the project managers and team members with the
66 principles they require to effectively meet the needs of the customer. TRUE FALSE Can't say

67 A needs to possess excellent analytical and organisational skills to manage a project Finance Manager Operation manager Floor Incharge Project Manager
team.
Projects management is important because it ensures the quality of whatever is being
68 delivered, consistently hits the mark. TRUE FALSE Can't say
For any project manager and business owner, understanding financial outcome of the
69 projects is crucial for analysis and future planning. Most used accounting tools Quickbooks ZOHO Freshbooks All of the above
are……..
A….....chart can help manage projects by breaking a large project into a series of smaller
70 tasks Gantt Flow Arrow None of the above
in an organized way

71 The length of an arrow has no significance in a network diagram. TRUE FALSE Can'say

72 A network should have only ……. start event and……. end event. One,One two,one one, two two,two
In assigning numbers to events, there can be any duplication of event numbers in a
 73 network. TRUE FALSE Can'say
the network diagram to show dependency relationship or connectivity between two or
74 more activities. Dummy Dreamy Dangling None of the above

75 A critical path is the one which has the......duration longest shortest average standard
Control of traffic Launching Budget and
76 Which of the following are the managerial applications of network analysis ? flow in cities space audit All of the above
programmes procedures

77 PERT method was developed by the...in 1957 on the Polaris nuclear submarine project. US Navy British Navy Japanese Navy Indian Navy
The formula for calculation of Expected time in PERT is{ Optimistic Time+ 4( Most
78 likely time)+Pessimistic Time } divided by …….. 8 7 6 5

79 Dummy activities are represented by………arrow dotted thick thin double

The expected time for each activity in PERT calculations is done by making use of how
80 many time estimates ? Three Two One Four

81 PERT technique is used to manage project which have… factors. unpredictable predictable few many

82 Each critical activity will not have any cushion time; it can not be delayed or postponed. TRUE FALSE Can'say
The.......is a project modelling technique developed in the late 1950s by Morgan R.
83 Walker of PERT XPM CPM Waterfall
DuPont and James E. Kelley, Jr. of Remington Rand.
EST( earliest EFT( earliest
84 While calculating forward pass…….is calculated and written in lower box. start time) LFT(latest finish LST(latest start finish time)
time) time)

85 For calculating EFT, Earliest finish time, we add……of the activity to its Earliest start Critical path Duration probability None of the above
time ( EST)

86 Total float minus Free float gives us the. . .Float Independent Interfering Both of the above None of the above

87 Which value is calculated to understand the deviation from the expected path in PERT Variance Mean Median Mode
method ?
A.............plan is a comprehensive document or blueprint that outlines a business
88 advertising Marketing Finance HR Banking
and marketing efforts for the coming year

89 Buildings and structures involve the construction of…….. Factorybuildings Ancilliary buildings Residential quarters All of the above

90 The technical collaboration agreement should not infringe upon any ……. rights Parent Patent Patient None of the above

91 ………is the broad area wheras…….is the exact place of contruction/installation of the Location, Site Site, Location Geogrpahy, Site, Geography
project Location

92 If the variance of a path is 144, then its standard deviation shall be ? 13 16 12 11

Appropriate…........Refers to those methods of production which are suitable to local
93 economic, social, and cultural conditions Testing Term Things Technology
If there are three paths, X with duration of 16 weeks, Y with 19 weeks and Z with 14
94 weeks then the Critical Path will be ? X Y Z None of the above
Market.............surveys are used to gather information about customers or potential
95 customers Restricted Research Revert Remote
for your company.
A the events/nodes which connect the crtitical activities, the difference between EST
96 and LFT is……. Zero One Two Three

97 In the acronym , P.I.M.T.E.C.T used to denote sources of Technology P stands for ? Price Prestige Place People
To get the Value of Z ( Calculating the Probability of Completing the Project in Standard
98 Less Than a Specified Time) we make use of… table Normal Chi square F distribution None of the above
Distribution

0.5 0.25 0.75 1

99 The total area under the standard normal curve is...........

100 Project management is important because it brings leadership and direction to projects. TRUE FALSE Can't Say

DIGITAL MARKETING VIVA QUESTIONS

S.No. Question Option 1 Option 2 Option 3 Option 4

1 _________________________ Reintermedi Infomediati Channel Affiliate
Programs on digital platform ation on confluence
 turn customers into sales
people.
2 A concept where middlemen Reintermedi Infomediati Channel Affiliate
hold data or information to ation on confluence
benefit customers and
suppliers.
3 Different channels or content Subscription Pay per Bundling Ad
can be grouped at a reduced view supported
price compared to pay per content
view
4 A fee for a single download or Subscription Pay per Bundling Ad
viewing session at a higher view supported
relative price than the content
subscription service:
5 Prosumer are The The The None of
proactive Proactive proactive the above
consumer consumers consumer
who who talk ill who
participates about your influences
in the design brand other
of customers
products/ser
vices.
6 IIMC focusses on Overall Overall, Both None of
online offline online and the above
marketing Marketing offline
7 IIMC stands for Integrated Interactive Integrated None of
Internet Internet Internet the above
Marketing Marketing Marketing
Communica Communica Channel
tions tions
8 The integration of multiple Strategic Interactive Integrated Digital
marketing strategies to form a Marketing Marketing digital Marketing
cohesive online approach for marketing
your business as:
9 Ease of use of website is Sequence+ Structure+ Structure + Sequence
possible with.. Navigation + Navigation Navigation +
Page Layout + Page + Page Navigatio
+ Interaction Layout + layout + n + Page
Integration Interaction Layout +
Integratio
n

10 CRAB is an abbreviation for: Navigation Copywriting Structuring Page

layout

11 CRAB stands for chunky, Chunky, Chunky, None of

relevant, relevant, relevant, the above
accurate and attractive attractive,
brief and best and brief
12 Website integration require all Integration Integration Integration Integratio
except: of of Buying of n of
Communica modes. Databases intermedi
tions aries
13 Which of the following is High quality Ease of use Yielding All of the
website design objectives: content. and above
acceptance
14 Hofacker’s model does not Exposure Retention Emotional Yielding
include responses and
acceptanc
e
15 ALEA model does not include: Exposure Attention Learning Emotional
responses
16 Support after making purchase Security Service Discount FAQs
on digital platform? guarantee promise
17 Which digital tactic supports Security Service Discount All of the
decision online ? guarantee promise above
18 Which digital tool can be used Search Product Both A & B None of
for increasing findability of engines Code the above
your ?
19 Which digital tool can be used Search Portals Featured All of the
for spreading awareness? engines products above
20 Need recognition Is gap Can be Can elicit All of the
between elicited by automatica above
products marketing lly
available
with
consumers
and offered
in market
21 Consumer Decision process Pre Purchase Post Purchase Peer
include all except: behaviour Purchase Pressure
Behaviour
22 Online value preposition Convenience Choice Cost All of the
includes: Reduction above
23 Motivation for B2B: Cost Selling Both A&B None of
efficiency the above
24 Motivation for B2C is all Selling Saving time Mix-mode Comparis
except: shopping on
25 Sales staff contact experience Processes Physical Product None of
is part of: evidence the above
26 Which of the following is not Situation Engagemen Tactics
part of e-Marketing Plan: analysis t Objectives
27 The star rating of a product on Awareness Awareness Both a&c
an online website. about the about the Experience
brand product the
product
28 The main objective of digital Pull Promote Convenien
marketing is to _________ maximum the goods ce Engageme
traffic on and nt
website services
29 Multivariate Testing is part of Website Website Both A & B None of
Developing Testing the above
30 Development of website Purpose & Usability & Aesthetics Purpose,
ensures matching Usability Aesthetics and Aesthetics
Purpose and
Usability
31 Stage at which Consumer Post Post Both A & B None of
introspects its purchase . Purchase Puchase the above
Behavior service
32 Customer is _________, If satisfied dissatisfied C.delighted None of
customer’s expectations and these
products performance
matches
33 Stage in which purchase Need Information Purchase both b
intention is transformed in to recognition search decision and c
purchase decision is called
34 Stage at which consumer feels Purchase Information Need Both b
gap between existing products decision search recognitio and c
and products offered in market n
is called:
35 Magazines, direct mail and Traditional Traditional Both A & B None of
newspapers are considered as Mode of mode of these
marketing communica
tion
36 Which triggers positive or Emotional Rational moral Irrational
negative emotions leads to appeal appeal appeal appeal
purchase motivation
37 Customers in growth stage of Innovators Early Middle Laggards
life cycle of products are adopters majority
classified as customers
38 Considering non-personal online media print media broadcast display
communication channels, media media
magazines, direct mail and
newspapers are considered as
39 What is reflected in web design Different Content Different Status of
through ______. feature referencing navigation the
stories the needs options business
appealing to of appealing in the
different companies to purchase
members different decision
members process
40 Many consumer products are a Referencing The status Different Different
key difference between B2C needs of of the feature navigation
and B2B marketing which is companies business in stories options
reflected in web design of different the appealing appealing
through ______. sizes purchase to to
decision different different
process members members
41 Which goal of a business-to- sizzle sell speak save
business website involves an
interactive dialogue with a
 virtual salesperson?
42 which goal of a business-to- sizzle sell speak save
business website involves
gaining permission from a
website visitor and other
communications channels?
43 Which are the most important Having free Services Capturing Informati
functions of websites? reports your email on on
company addresses every
provides of visitors page
44 What are ways to promote a Promote Provide Offer a lot Potential
business with social media? your many of helpful clients to
company, contacts as visit your
services, and possible website
products
45 What is main objective of A.customers earn trust Promotion a unique
branding? recognize from your al tag line
your logo customers materials
and that match
marketing
materials
46 The possibility of website Offer a 1- Tell them ”take Offer
visitors following through on 800-# to call you away” with testimoni
contacting you is your als
contact
informatio
n
47 Which is keeping someone on Make a A lot of text Make it Pack a lot
your website and encouraging website to read difficult to of
them to come back? thing to do a locate graphics
website and
interactive photos
such as
quizzes,
downloads,
etc
48 SEO stand for? Site Engine Search Site none of
Optimization Engine Efficiency these
Optimizatio Optimizati
n on
49 Marketing that moves away Digital Interactive Direct Electronic
from a transaction-based effort marketing. marketing. marketing. marketing
to a conversation (i.e. two-way
dialogue) and can be described
as a situation or mechanism
through which marketers and a
customer (e.g. stakeholders)
interact usually in real-time is
known as:
50 Which of the following is not a E-marketing. Social Print Internet
type of digital marketing marketing. advert. marketing
 activity? .
51 ________ is the process of Internet Search e- Mobile
marketing accomplished or marketing marketing marketing marketing
facilitated via the use of
internet technologies (e.g.
web, email, intranet, and
extranets).
52 This form of advert delivered mobile social internet Web
on social platforms and social marketing media advertising platform.
gaming websites and apps, advertising
across all device types is
known as:
53 The rise of ___________ has Web 1.0 website Social Pay Per
led marketing to evolve away media Click
from a hierarchical one-sided (PPC).
mass communication model
towards more participatory
technologies (e.g. social
channels and online
communities).
54 An advertising model in which Search Contextual Digital Pay Per
advertisers bid on keywords or Engine Advertising. Asset Click
phrases relevant to their target Optimisation Optimisati (PPC).
market, with sponsored/paid (SEO). on (DAO).
search engine listings to drive
traffic to a website is called:

55 ____________ is the set of Mobile Social web Internet Social

practices that enables marketing marketing. marketing media
organisations to communicate marketing
and engage interactively with
their audiences through any
mobile device or network.
56 The process of outsourcing a Social media Internet Crowd e-
task or group of tasks to a marketing advertising sourcing marketing
generally large group of people
is known as:

57 Current changes in behaviours social media mobile internet blog

clearly show that ______ is
taking over more and more of
consumer online searches.
58 This is a form of targeted Contextual Interactive Internet Direct
advertising, on websites, with advertising. marketing. advertising marketing
advertisements selected and . .
served by automated systems
based on the content displayed
to the user.
59 "A. Intermediaries and A is Correct B is Correct Both A& B None of
Middlemen are same. are Correct the above
 is correct
‘’B. price comparison sites are
intermediaries.

60 Which of the following refers Opt-in Consent Spam. Opt-out

to unsolicited electronic email. marketing. email.
messages?
61 ___________ occurs when a Paid Site Contextual Pay per
website's structure and inclusion optimisatio search click
content is improved to n
maximise its listing in organic
search engine results pages
using relevant keywords or
search phrases.
62 Fees paid by advertisers to lead Search. Rich Social
online companies that refer generation media. media
qualified potential customers marketing
or provide consumer .
information where the
consumer opts in to being
contacted by a marketer. This
is referred to as:

63 The best way to improve Video A blog Having at Using a

search engine ranking is with least 500 lot of
words of graphics
text per per page
page
64 Which of the following is a Email Social web C.Viral All of the
type of digital marketing marketing. marketing. marketing. above
activity?
65 Which of the following is a radio TV billboard All of the
traditional forms of marketing? above

66 Digital Digital Digital Digital

marketing is marketing Marketing marketing
any form of requires is not is often
marketing creativity & integrated referred
products or ideas with to as
What is not true about digital services that marketing. online
marketing? involves marketing
electronic , internet
devices. marketing
or web
marketing
.
67 Marketing that moves away Direct Interactive Indirect Electronic
 from a transaction-based effort Marketing Marketing Marketing marketing
to a conversation (i.e. two-way
dialogue) and can be described
as a situation or mechanism
through which marketers and a
customer (e.g. stakeholders)
interact usually in real-time is
known as:
68 Digital marketing Blogging Podcasting Print Both A
includes_____________. advert. and B
69 A lengthy Logos Links to None of
Website`s front - or home page description depicting other the above
should include_____________ of the awards the websites
organization site`s
designers
have
received
70 This is the process of Direct Interactive Digital Internet
marketing accomplished or Marketing marketing Marketing marketing
facilitated through the is not
application of electronic integrated
devices, appliances, tools, with
techniques, technologies and marketing.
or systems:

71 Price, Price, Price, PR,

Product, Performanc Product, Product,
Place, and e, Place, Place, and Place, and
The 4Ps of marketing as Promotion and Positioning Person
defined by Philip Kottler are: Promotion
72 4Ps in marketing is not: Tools to Marketing Marketing Checklist
execute Strategies Mix tool of
strategies. decisions

73 Which one of the following LinkedIn Pinterest is Facebook All of the

statements is true? works best great for is excellent above
for B2B driving for
organization traffic to businesses
s your that
product operate in
catalog on the
your consumer
website market
74 Who introduced internet? Vinton Cerf Joseph Carl Lewis None of
Robert Phillip the above
Licklider
75 Sputnik satellite was launched 1957 1958 1963 1966
in year:
76 Which mode of marketing has Traditional Digital Both A&B None of
ability to make message viral? marketing Marketing the above
77 A Traditional marketing based Both A& B Only A Only B Both are
 on company-based goal. Correct correct correct in correct
B Digital marketing based on
media-based goal
78 Competitors, intermediaries, Micro Macro Both A&B None of
suppliers and market place are environment environme the above
part of: nt
79 “Starbucks creates a user- B2B B2C Both A&B None of
friendly experience through a Marketing Marketing the above
myriad of special features on
its Facebook page, including
special contests, a store
locator, international links, and
job postings.” Its an example
of:
80 B2B B2C Both A&B None of
Quick Resto is example of Marketing Marketing the above
81 What is not objective of digital Sell Save Shop Serve
marketing?
82 Which one of the following is Mass Personaliza Communic all of the
not product attribute on digital customizatio tion ation above
platform? n
83 Which one of the following is Interaction Engagemen Advocate Co-
not branding strategies on t creation
digital platform?
84 Service High Packaging Maintena
Distribution nce &
Factors not affecting costs cost Developm
online: ent
85 E-Marketing and E-Commerce E business Digital Macro None of
are subset of: Marketing marketing the above
86 web site opt-in e- banner ads all of the
Tactical e-tools include mail above
87 __________is communicated Speak Sizzle Save Serve
through your Online Value
Propositions (OVPs).
88 Which of the following 7Ps` 5Is 4Cs 7Ps
marketing mix specific to
digital platform?
89 Which of the marketing mix 7Ps` 5Is 4Cs 7Ps
are customer oriented?
90 Pepper & Booms and McCarthy Philip
Who developed 7Ps? Rogger Bitner kotler
91 Pepper & Booms and McCarthy Philip
Who developed 5 Is? Rogger Bitner kotler
92 Lautenborn introduced : 7Ps` 5Is 4Cs 7Ps
93 Digital Value and Brand Place Product Price Physical
experience is given through: evidence
94 Product extension does not Credibility Perception Visibility Service
include: of quality
95 Factors creating Pricing Commoditiz Transparen Globalizati All of the
pressure: ation cy on above
96 Sales staff contact experience Processes Physical Product None of
is part of: evidence the above
97 Motivation for B2C to come Comparison Saving time Mix-mode Selling
online is all except: shopping
98 Cost Selling Both A&B None of
Motivation for B2B: efficiency the above
99 Online value preposition Convenience Choice Cost All of the
includes: Reduction above
100 Pre Purchase Post Purchase Peer
Consumer Decision process behaviour Purchase Pressure
include all except: Behaviour

Bps mcqs
S.No Question Option 1 Option 2 Option 3 Option 4
.
1 Which of these basic a. What is our b. Who are c. Why do we d. What do we
questions should a business? our exist? want to
vision statement employees? become?
answer?
2 The fundamental policies b. mission c. procedures d. strategy
purpose for the
existence of any
organization is
described by its
3 The fundamental a. create a b. define the c. define the d. generate
purpose of an good human organization’ operational good public
organization’s mission relations s purpose in structure of relations for
statement is to climate in the society the the
organization organization organization
4 The acronym SWOT a. Special b. Services, c. Strengths d. Strengths,
stands for Weapons for Worldwide Worldwide Weaknesses,
Operations Optimization Overcome Opportunities,
Timeliness , and Threats and Threats
Transport
5 Which of the following a. It is b. It has an c. It has an d. It concerns
is not a characteristic interdisciplina external internal the present
of strategic ry. focus. focus. direction of the
management that organization.
makes it different from
other types of
management?
6 Which of the following a. What b. What c. What d. What
is an issue considered business(es) direction are resources do businesses are
in developing are we in? we going? we have to we in and what
corporate strategies? implement to do with
our those
strategies? businesses?
7 Which of the following a. Formulating b. c. Evaluating d. Assigning
is NOT a major strategy Implementin strategy administrative
element of the g strategy tasks
strategic management
process?
8 Competitive advantage a. increased b. what sets c. a strength d. intangible
can best be described efficiency. an of the resources.
as: organization organization.
apart.
9 ________________ is a. Innovation b. Value c. Value d. value cost
the foundation of blue creation innovation trade-off
ocean strategy.

10 The various a. strengths. b. core c. capabilities. d. customer

organizational routines competencie value.
and processes that s.
determine how
efficiently and
effectively the
organization
transforms its inputs
into outputs are called:
11 When defining a. Not as easy b. Mainly the c. A living d. More
strategic management as you think province of evolving conceptual
the most important senior process than practical
thing to remember is managers
that it is:
12 An organisation’s a. remains set b. generally c. tends to be d. is usually
strategy: in place longer forms over a formed at the conceived at a
than the period of same time single time
mission and time as the mission is when
objectives events developed managers sit
unfold and down and work
 objectives are out a
formulated comprehensive
strategic plan
for the next 3-5
years
13 The primary focus of a. strategic b. the total c. strategy d. strategy
strategic management analysis organisation formulation implementatio
is: n.
14 Which of the following a. It provides b. It helps c. It helps d. It helps
is not an advantage of organisations improve the orientate organisations
strategic with a clearer political, management be proactive
management? sense of economic, decisions to rather than
direction and social and relevant reactive
purpose technological environmenta
environment l conditions
of the
organisation
15 Which of the following a. Business b. Corporate c. Functional d. National
defines what business strategy strategy strategy strategy
or businesses the firm
is in or should be in?
16 Which of the following a. Business b. Corporate c. Functional d. National
defines how each strategy strategy strategy strategy
individual business unit
will attempt to achieve
its mission?
17 Horizontal integration (A) Production (B) Quality (C) Product (D) All of the
is concerned with planning above

18 It refers to formal and (A) Strategy (B) Systems (C) (D) All of the
informal rules, Environment above
regulations and
procedures that
complement the
company structure
20 3. Micro environment (A) Working (B) Human (C) External (D) Internal
is the ……….
environment of a
company.
22 8. Changes in company (A) structure (B) system (C) strategy (D) turnover
………. also necessitates
changes in the systems
in various degrees
24 The actual (A) superior (B) inferior (C) constant (D) any of the
performance deviates above
positively over the
budgeted
performance. This is an
indication of ………..
performance.
26 Criteria for making an (A) (B) (C) Money (D) All of the
evaluation is (are) Consistency Consistency above
with goals with
environment
27 The ………. of any (A) system (B) (C) structure (D) strategy
organization is “the environment
aggregate of all
conditions, events and
influences that
surround and affect it.”
28 12. Strategic (A) Lower (B) Middle (C) Top (D) All of the
management is mainly management management management above
the responsibility of
29 13. The major issue(s) (A) Factors of (B) (C) Procedure (D) All of the
of appraisal system is appraisal Relevance of of appraisal above
(are) appraisal
30 14. 14. They have time (A) Goals (B) (C) both ‘A’ (D) None of the
based utility Resources and ‘B’ above
31 15. Formal systems are (A) Manpower (B) Co- (C) (D) All of the
adopted to bring ordination Production above
________ &
amalgamation of
decentralized units
into product groups.
32 All of the following are a. an hourly b. oil drilling c. weak d. a charity's
resources of an production rights in a competitors endowment of
organization EXCEPT employee's promising in the $400 million..
ability to catch region. industry.
subtle quality
defects in
products.
33 7) The goal of the a. vision b. mission c. culture d. strategy
organization's ____ is
to capture the hearts
and minds of
employees, challenge
them, and evoke their
emotions and dreams.
34 8) A firm's mission a. is a b. is an c. is mainly d. is developed
statement of a internally- intended to by a firm
firm's business focused emotionally before the firm
in which it affirmation inspire develops its
intends to of the employees vision
compete and organization' and other
the customers s financial, stakeholders.
which it social, and
intends to ethical goals.
serve.
35 Which one of the a. Establishing b. c. Defining d. Developing a
following is not a strategic Developing the business strategy
primary task of objectives the steps to and
 strategic managers? follow in developing a
implementin mission
g operational
level plans
36 The task of strategy a. developing b. c. monitoring d. keeping the
choice involves: plans and determining whether the organisation
activities how the organisation free of debt
which will organisation is achieving
improve the can be more good financial
organisation’s market and performance
performance efficiency
and oriented
competitive
position
37 Which one of the a. Choosing b. Being alert c. Adapting d. Choosing
following is at the core which for the whether to
of strategic organisational opportunitie organisation make decisions
management? objectives to s to change to a changing autocratically
focus on work external or on the basis
responsibiliti environment of participation
es
38 The corporate level is a. all b. its efforts c. overall d. overall sales
where top employees for to stabilize strategy for projections
management directs: orientation recruitment the entire
needs organization

39 The three a. corporate b. corporate c. corporate d. corporate

organizational levels level, business level, strategy level, strategy level,
are: level, business unit business unit business level,
functional level, level, specialist level
level functional functional
level level
40 Which of the following a. a firm b. a firm c. a firm’s d. a firm’s
is an example of produces its offers more products are research and
competing on quick product with reliable introduced development
response? less raw products into the department
material than its market faster generates
waste than its competitors than its many ideas for
competitors competitors’ new products
41 Which one of the a. Potential b. Bargaining c. Rivalry d. Rivalry
following is NOT development power of among among
included in the Porter’s of substitute suppliers stockholders competing
Five Forces model: products firms
42 What is meant by the a. A person b. A person c. A person d. A person
term ‘Stakeholder’? who is not who is who owns a who purchases
related with a related with business. the shares of a
business. a business. business.
43 The strategic a. a set of b. a decision- c. a process d. the full set
management process activities that making directed by of
is will assure a activity top- commitments,
 temporary concerned management decisions, and
advantage and with a firm’s with input actions
average internal from other required for
returns for the resources, stakeholders the firm to
firm. capabilities, that seeks to achieve above-
and achieve average
competencie above- returns and
s, average strategic
independent returns for competitivenes
of the investors s..
conditions in through
its external effective use
environment of the
. organization’s
resources.
44 The goal of the a. vision b. mission c. culture d. strategy
organization’s_______
___ is to capture the
hearts and minds of
employees, challenge
them, and evoke their
emotions and dreams.

45 A firm’s mission a. is a b. is an c. is mainly d. is developed

statement of a internally- intended to by a firm
firm’s business focused emotionally before the firm
in which it affirmation inspire develops its
intends to of the employees vision.
compete and organization’ and other
the customers s financial, stakeholders.
which it social, and
intends to ethical goals.
serve.
46 The environmental a. b. c. substitute d.
segments that demographic sociocultural products or technological
comprise the general factors. factors. services. factors.
environment typically
will NOT include
47 An analysis of the a. interest b. c. the d. the move
economic segment of rates. international strength of toward a
the external trade. the U.S. contingent
environment would dollar. workforce.
include all of the
following EXCEPT
48 Product differentiation a. ability of b. response c. belief by d. fact that as
refers to the: the buyers of of customers more of a
a product to incumbent that a product is
negotiate a firms to new product is produced the
 lower price. entrants. unique. cheaper it
becomes per
unit.
49 Which of the following a. expected b. economies c. customer d. bargaining
is NOT an entry barrier competitor of scale product power of
to an industry? retaliation loyalty suppliers
50 Switching costs refer to a. cost to a b. cost of c. one-time d. one-time
the: producer to changing the costs costs
exchange firm’s suppliers customers
equipment in strategic incur when incur when
a facility when group. selling to a buying from a
new different different
technologies customer. supplier.
emerge.
51 New entrants to an a. it is difficult b. economies c. product d. capital
industry are more to gain access of scale in differentiatio requirements
likely when (i.e., entry to distribution the industry n in the in the industry
barriers are low channels. are high. industry is are high.
when…) low.
52 Suppliers are powerful a. satisfactory b. they sell a c. they offer a d. they are in a
when: substitutes are commodity credible highly
available. product. threat of fragmented
forward industry.
integration.
53 The highest amount a a. expected b. the cost of c. variable d. customers’
firm can charge for its retaliation substitute costs of high switching
products is most from products. production. costs.
directly affected by competitors.
54 All of the following are a. numerous b. high fixed c. fast d. high storage
forces that create high or equally costs. industry costs.
rivalry within an balanced growth.
industry EXCEPT competitors.
55 According to the five a. low barriers b. suppliers c. a moderate d. few good
factors model, an to entry. with low degree of product
attractive industry bargaining rivalry among substitutes.
would have all of the power. competitors.
following
characteristics EXCEPT:
56 Internal analysis a. can do. b. should do. c. will do. d. might do.
enables a firm to
determine what the
firm
57 An external analysis a. can do. b. should do. c. will do. d. might do.
enables a firm to
determine what the
firm
58 ________ is/are the a. Resources, b. c. d. Core
source of a capabilities, Capabilities, Capabilities, competencies,
firm’s________, which core resources, resources, resources,
is/are the source of the competencies core above competitive
firm’s ________. competencie average advantage
 s returns
59 In the airline industry, a. rare. b. causally c. socially d. valuable.
frequent-flyer ambiguous. complex.
programs, ticket
kiosks, and e-ticketing
are all examples of
capabilities that are
60 Firms with few a. to not b. respond c. delay d. respond to
competitive resources respond to quickly to responding to strategic
are more likely competitive competitive competitive actions, but not
actions. actions. actions. to tactical
actions.
61 Competitors are more a. b. larger c. first d. market
likely to respond to differentiators companies. movers. leaders.
competitive actions .
that are taken by

62 What can be defined a. Strategy b. Strategy c. Strategy d. Strategic

as the art and science formulation evaluation implementati management
of formulating, on
implementing and
evaluating cross-
functional decisions
that enable an

organization to achieve
its objectives?
63 Long-term objectives a. measurable. b. c. reasonable. d. challenging.
should be all of the continually
following except: changing.
64 Which group would be a. b. Banks c. Suppliers e. All of these
classified as a Communities
stakeholder?
65 Which of the following a. Formulation b. Matching c. External d. Decision
is not a stage of Framework stage factor stage
strategy formulation evaluation
techniques?
66 Strategic management a. Financing; b. Planning; c. Planning; d. Marketing;
involves the_______, marketing financing organizing planning
directing, _______ and
controlling of a
company’s strategy-
related decisions and
actions.
67 A strategy is a a. Value b. Pricing c. Game Plan d. Long-term
company’s statement policy to outsmart objective
 competitor
68 Annual objectives a. Need not to b. Should be c. Should be d. Should be
be consistent easily measurable confidential
achievable and not to be
communicated
throughout the
organization
69 Which of the following a. Financial b. Physical c. Human d. All of the
resources is used by all resources, resources, resources mentioned
organizations to options
achieve desired
objectives?
70 Strategic management a. A pure b. Based c. Needed d. Based on the
is science. mainly on mainly when use of
intuition. organizational quantitative
performance and qualitative
falls. information.
71 Strategic issues require a. Operative b. Top c. Front-line d. Middle
which level of
management
decisions?
72 “A possible and a. Mission b. Vision c. Strategy d. None of
desirable future state implementati above
of an organization” is on
called:
73 Strategic decisions are a. Know; b. React to; c. Forecast; d. Compromise
based on what forecast anticipate know with; analyze
managers___________
__, rather than on
what they__________.
74 Forecasting tools can a. Qualitative, b. c. Qualitative, d. Regression
be broadly categorized Operational Quantitative, Quantitative and time series
into two groups. Those Operational analysis
are:
75 What are the means by a. Strategies. b. Strengths. c. d. Policies.
which long-term Weaknesses.
objectives will be
achieved?