1. Zero level channels have no -------------------.

a) Intermediaries
b) Profit
c) Future
2. Physical distribution activities include order -------------------.
a) Cancellation
b) Processing
c) Rejection
3. Traditional channel is suitable for ------------------- distribution.
a) Daily
b) Small scale
c) Large scale
4. Minimarket is modern ------------------- store.
a) Mom and pop
b) Grocery
c) Brick and mortar
5. D -mart is an example of -------------------.
a) Kirana store
b) Supermarket
c) Hypermarket
6. -------------------- represents the cumulative effort of multiple organisations.
a) E- retailing
b) Seconds store
c) Supply store management
7. ------------------- is a problematic issue.
a) Sourcing
b) Returning
c) Delivering
8. Promotion offers ------------------- of consumer through communication.
a) Behaviour
b) Attitude
c) Outlook
9. Promotion offers ------------------- to buy.
a) Invitation
b) Direction
c) Incentives
10. IMC creates ------------------- among customers.
a) Willingness
b) Information
c) Awareness
11. ------------------- puts right person on the right job.
a) Recruitment
b) Selection
c) Coaching
12. High pressure sales tactics result in ------------------- selling. .
a) Ethical
b) Unethical
c) Illegal
13. ------------------- must match certain user characteristic.
a) Prospecting
b) Approach
c) Presentation
14. ------------------- proper interaction and feedback.
a) Empathy
b) Active listening
c) Simple language
15. Successful negotiations need both ------------------- and strategies.
a) Tactics
b) Policies
c) Skills
16. In ------------------- distribution system, two or more firms at the same level come together
for marketing purpose.
a) Horizontal
b) Multi-channel
c) Multi-level
d) None of these
17. ------------------- includes tools like discounts, coupons free samples etc.
a) Public relations
b) Sales promotion
c) Supply
d) Publicity
18. ------------------- is one of the important steps in personal selling.
a) Blurring
b) Prospecting
c) Reporting
d) Monitoring
19. ------------------- factor is a vital factor considered in the selection of middlemen.
a) Service
b) Labour
c) Cost
d) Relation
20. ------------------- is one -stop -shop.
a) Mini – market
b) Shopping mall
c) Hyper market
d) Online
21. Sourcing is also known as -------------------.
a) Producing
b) Inventory
c) Storing
d) Developing
22. Promotion is both ------------------- and selling.
a) Advertising
b) Communication
c) Informing
d) Telling
23. ------------------- is a form of direct marketing.
a) Rural marketing
b) Urban marketing
c) Target marketing
d) Telemarketing
24. ------------------- mix is cost effective having mass reach.
a) Communication
b) Media
c) Publicity
d) Advertising
25. ------------------- consists of making the initial contact with prospects.
a) Pre – approach
b) Approach
c) Prospecting
d) Interview
26. ------------------- is the term that is used to describe the combination of the four inputs that
constitutes the core of a company’s marketing system: the product, the price structure, the
promotion activities and the distribution system.
a) Customer segmentation
b) Customer relationship
c) Marketing mix
d) Marketing strategy
27. A ------------------- can be defined as anything that is offered for sale in the open market.
a) Product
b) Place
c) Price
d) None of the above
28. ------------------- includes several sub- variables like product line, product shape, size,
colour, ingredients, brand name, trade mark, packaging, labelling, after sale services,
guarantee’s etc.
a) Price mix
b) Place mix
c) Product mix
d) Promotion mix
29. Price is the exchange value of a -------------------.
a) Product
b) Place
c) Price
d) Promotion
30. The ------------------- has various sub- variables, such as credit sale, instalment payment,
discount, gifts, terms of credit etc.
a) Price mix
b) Place mix
c) Product mix
d) Promotion mix
31. ------------------- includes all the activities undertaken by an organization to promote its
products in the target market.
a) Price mix
b) Place mix
c) Product mix
d) Promotion mix
32. ------------------- includes Sub- variables such as adverting, sale promotion, personal
selling, public relation, public city, direct marketing.
a) Price mix
b) Place mix
c) Product mix
d) Promotion mix
33. ------------------- a marketing expert coined the expression ‘marketing mix’.
a) Philip Kolter
b) William Stanton
c) Henry Fayol
d) James Culliton
34. At the time of market entry low price is charged for the product under the -------------------
price strategy.
a) Payment
b) Skimming
c) Penetration
d) Mixing
35. Under ------------------- the market strategy higher price is charged at the time of
introduction.
a) Skimming
b) Venturing
c) Penetrating
d) Piercing
36. Striking the appropriate marketing mix would obviously ------------------- the profit of an
organization.
a) Decrease
b) Curtail
c) Increase
d) Dwindle
37. An appropriate marketing mix helps in achieving ------------------- returns with limited
resources.
a) Minimum
b) Maximum
c) Marginal
d) Trivial
38. Product ------------------- refers to the total number of different product the organization
offers.
a) Width
b) Length
c) Depth
d) Consistency
39. Product ------------------- refers to the total number of items in each product category.
a) Width
b) Length
c) Depth
d) Consistency
40. Product ------------------- explains the number of variants of each product of one seller and
differentiates the product from competing products.
a) Width
b) Length
c) Depth
d) Consistency
41. A ------------------- is a name and /or mark intended to identify the product of one seller
and differentiate the product from competing products.
a) Brand
b) Packaging
c) Label
d) Design
42. A ------------------- is the actual container, covering or wrapper to protect the product.
a) Brand
b) Package
c) Label
d) Design
43. A ------------------- is the part of a product that carries information about the product and
the seller.
a) Brand
b) Package
c) Label
d) Design
44. Product ------------------- refers to the arrangement of element that collectively from a
product.
a) Brand
b) Package
c) Label
d) Design
45. ------------------- are short catchy phrases that communicate information about the brand.
a) Slogans
b) Logo
c) Characters
d) Packaging
46. A ------------------- is an assurance given by a manufacturing to the buyers that they would
be compensated in case the product does not perform up to reasonable expectations.
a) Quality
b) Warranty
c) Colour
d) Design
47. Product mix ------------------- mean, reducing the number of activities by discontinuing
those products, which don’t form the core activities of the company.
a) Expansion
b) Contraction
c) Selection
d) Management
48. During ------------------- stage the product is launched in the market.
a) Inception
b) Growth
c) Maturity
d) Decline
49. During ------------------- stage demand for the products as well as profits increase.
a) Inception
b) Growth
c) Maturity
d) Decline
50. ------------------- stage is the stage where the demand and sales reach the saturation point.
a) Inception
b) Growth
c) Maturity
d) Decline
51. During ------------------- stage consumers starts switching over to other brands.
a) Decline
b) Maturity
c) Growth
d) Inception
52. ------------------- when registered becomes a trademark.
a) Brand
b) Product
c) Trademark
d) None of the above
53. ------------------- is anything that satisfies people’s needs and wants.
a) Brand
b) Product
c) Trademark
d) None of the above
54. Brand ------------------- is a strategy in which firm uses an existing brand name to
introduce a product in a different product category.
a) Extension
b) Positioning
c) Equity
d) Deletion
55. Product ------------------- is an act of designing the company’s offering and image to
occupy a distinctive place in the minds of the people.
a) Extension
b) Positioning
c) Equity
d) Deletion
56. Brand ------------------- is defined as the incremental value of a business above the value
of its physical assets due to the market position achieved by its brand and the extension
potential of the brand.
a) Extension
b) Positioning
c) Equity
d) Deletion
57. ------------------- is the exchange value of a product.
a) Profit
b) Price
c) Investment
d) Cost
58. Under market ------------------- pricing strategy the manufacturer charges a high price for
his product when it is introduced in the market.
a) Penetration
b) Liquidity
c) Image
d) Skimming
59. Under market ------------------- pricing strategy the manufacturer charges low price for his
product when it is introduced in the market.
a) Penetration
b) Liquidity
c) Image
60. Under ------------------- price strategy, a seller charges the same price to all customers who
buy identical quantities of a product.
a) One
b) Single
c) Flexible
d) Odd
61. In ------------------- pricing strategy or variable pricing strategy, the manufacturer charges
different prices to similar customers.
a) One
b) Single
c) Flexible
d) Odd
62. Under ------------------- pricing method, the selling price of the product is arrived at by
adding a standard mark-up i.e. Margin to the products cost.
a) Mark-up
b) Target return
c) Perceived value
d) Going rate
63. Under ------------------- pricing, the firm determines the price that would fetch its target
rates of return on investment.
a) Mark-up
b) Target return
c) Perceived value
d) Going rate
64. Redesigning enables ------------------- of the brand.
a) Positioning
b) Repositioning
c) Promotion
d) Endorsement
65. Product mix ------------------- means, reducing the number of activities by discontinuing
those products.
a) Management
b) Development
c) Contraction
d) Expansion
66. One of the product strategies followed in ------------------- in stage may include product
modification.
a) Inception
b) Growth
c) Maturity
d) Decline
67. Brand fatigue enters into the mind of the customers during ------------------- stage.
a) Inception
b) Maturity
c) Decline
d) Growth
68. Brand ------------------- is a strategy in which firm uses an existing brand name is used to
introduce a product in a different product category.
a) Introduction
b) Contraction
c) Retrenchment
d) Extension
69. A product is ------------------- in the mind of the prospect by highlighting its differences
from similar products.
a) Pushed
b) Positioned
c) Extended
d) Pressed
70. If ------------------- people are aware about the brand then equity would be more.
a) Few
b) Intelligent
c) Less
d) More
71. Brand ------------------- involves purchasing the brand repeatedly over a period of time.
a) Fatigue
b) Transition
c) Loyalty
d) Extension
Q. State, whether, the following statements are TRUE or FALSE

1. A product mix consists of various product lines. -----

2. Accountability is not a component of sales management. -----

3. Augmented product is a product where the product or the service provided exceeds
customer’s exaptation. -----

4. Brand equity is the incremental value of a business above the value of its physical assets
due to the market position achieved by its brand and the extension potential of the brand. -----

5. Brand equity refers to buying the same brand again and again irrespective of competitive
brands in the market. -----

6. Brand extension does not have any effect on the parent brand. -----

7. Brand fatigue enters into the mind of the customers during growth stage. -----

8. Brand positioning helps in occupying a distinctive place in the minds of the people. -----

9. Branding helps in differentiating a product from competing products. -----

10. Contemporary channels are also called as traditional channels. -----

11. Customer objections are not welcome. -----

12. Direct channel of distribution involves intermediaries to sell goods to final consumers.----

13. Direct marketing opposes online shopping. -----

14. Discounts motivate all customers. -----

15. Every publicity has sponsor. -----

16. Flexible pricing strategy is also called variable pricing strategy. -----

17. Hyper markets specialise in selling personal care products. -----

18. If less number of people are attached to the brand then equity would be more. -----

19. IMC establishes points of similarity and differences. -----

20. Information flows coordinate short term plans. -----

21. Label performs function of a tag. -----

23. Negotiations cannot resolve sales problems. -----

24. Objections are adverse arguments that salespersons must welcome. -----

25. Odd pricing is also called psychological pricing. -----

26. Opinion leaders operate within a reference group and exert strong influences on others. ---

27. Packages acts as a silent salesman. -----

28. Packaging helps in promotion goods. -----

29. Personal selling is a goal directed activity. -----

30. Physical distribution is managed with a system approach. -----

31. Price is the exchange value of a product. -----

32. Price mix once finalised need not be changed. -----

33. Product depth refers to how many product lines the company offers. -----

34. Product mix contraction means introducing different versions of the brand. -----

35. Product quality has little impact on brand loyalty. -----

36. Product strategies followed in inception stage includes product modification, enlarging
distribution and services network and maintaining competitive price level. -----

37. Product width refers to the total number of variants of each product offered in the line ----

38. Promotion increase customer traffic. -----

39. Promotion supports advertising but not personal selling. -----

40. Prospecting can involve cold – calling. -----

41. Redesigning the product enables repositioning of the brand. -----

42. Registered brands are called trademarks. -----

43. Sales management in a process of developing salespeople. -----

44. Sales planning involved selling sales target. -----

45. Sourcing eliminates rush activities. -----

47. The broader concept of product not only includes the physical elements but also the
psychological elements associated with the brand. -----

48. The length of the product mix refers to the total number of items in the product mix. -----

49. The major objective of market penetration strategy is to recover the research and
development cost quickly. -----

50. The perceived value of the product depends on various factors like goodwill of the firm,
buyer’s image of product performance, warranties provided, trustworthiness and esteem of
the firm. -----

51. The stage of the product in product life cycle has no effect on price fixation. -----

52. Trading up down refers to the adding of the lower priced items to the line of prestige
products. -----

53. Trading up refers to the adding of a higher priced prestige product to the existing product
lines. -----

54. Under cost plus pricing method, the selling price of the product is arrived at by adding a
standard mark up. -----

55. Under going rate pricing the firm charges a price that is based on the cost of the
product---

56. Under market penetration pricing strategy the manufacturer charges high price for his
product when it is introduced in the market. -----

57. Well – designed promotional strategies ensure short term gains. -----

58. When one product is mixed with other product it is called product mix. -----