Disclaimer: The questions given here are indicative of the format of questions in the MCQ sectio

University and will have a wide range of questions. Please use this model p

Practice Q Question

Which of the following is defined as an activity

1 involved in designing and producing the container
for a product?

2 Which is not a Relationship Marketing?

Which of the following is not included in the

3
function of physical supply?
What is the name of the transaction which involves
4
transfer of ownership of goods?
5 What is the primary task of any business?
What is image benefit to a customer in value
6
philosophy?

7 What is the demerit of Technological environment?

Which one of the following is not an act passed by

8
government to regulate advertisement?

What is the name given to collection and

9 interpretation of information about forces, events
and relationships that may affect the organization?

10 What is the significance of Business Environment?

Which of the following is the most valuable piece of

11 information for determining the social class of your
best friend's parents?

Which are the most important Psychological factors

12
that impact Consumer decision making process?

13 What are the components of Attitude?

Which of the following explain the concept of

14
"Derived Demand"?
 What is the name given to a strategy of choosing
15 one attribute to excel and create competitive
advantage?
Which type of Segmentation is based on Value and
16
Lifestyle?
Which of the following are all Profile Segmentation
17
Variables?
18 What is the starting point for Segmentation?
What is regarded as benefit enjoyed by a company
19
related to its competitor?
What phrase best describes the information
20
gathered by a firm to learn about its competitor?
Which industry type is characterized by a large
21
number of firms of approximately equal size?
What is said when a market leader owns a big part
22
of the overall market?
In which of the following stage of PLC does
23 company reduce sales promotion to take advantage
of heavy consumer demand?
24 What does PLC Stand for?
What is the name given to a product that arrives in
25 the market with superior quality and features to that
of the competitor?
What do we call a person who buys products and
26
uses the product?
Which stage of the PLC does the demand for the
27
product and profit goes up?
In which stage of New product development is the
28
concept tested?

What is the name given when computer giant DELL

29
asks customers for improvement suggestions?

30 Which of the following is not TRUE about pricing?

If you choose to compete on the price basis then

31
you need to have
Which one of these would have a cost leadership
32
position in their market?
 In which approach to the pricing is customer/market
33
not considered?

In which approach to pricing is the product design

34
modified to achieve a specific cost/price outcome?

Which of the following is TRUE about Competitive

35
pricing?

Which Product Mix pricing approach offers the base

36
product at a low price to acquire the customer?

The Two variation of consumer value based pricing

37
are
Which of the following forms of channel of
38 distribution do Avon, Amway and Tupperware
follow?

What do we call when a manufacturers establishes 2

39
or more distribution channels to the same market?

Which one of the following is a Marketing Channel

40
that has no Intermediary Levels?
41 What is the full form of VMS?
What name is given to when products are stocked in
42
as many outlets as possible?
43 How are McDonald and KFC classified as?
Which one of the following refers to the
unauthorised sale of a new branded products
44
without the consent or knowledge of the
manufacturer?
What is the alternative term of a Distribution
45
channel?
What is the name under which company integrates
46 its many communication channels to deliver clear
and consistent mix?
Which other element of Promotion Mix other than
47
the mentioned is included?
Which is the other form of Promotion other than
48
Consumer and Trade promotion?
 Which is popularly known as free form of
49
Promotion?
Which one of the following is a form of Trade
50
Promotion?
51 Which among the following is a Pull Strategy?
What strategy is adopted by manufacturers to
52
encourage dealers to sell product?
Which one of the following is not a paid form of
53
Communication?

54 `What does Corporate Advertising concentrate on?

Which of the following is the total financial value of

55
the brand?
What is the central theme of an advertisement that
56 motivates the consumer and guide them in final
selection of the product?
What is the name given to the content and context
57
of an Advertisement?
58 What does Advertisement aim at?
59 What is the basic objective of Pull Strategy"?
Which one of the following is a paid form of
60
Communication?

61 Marketing is best defined as:

Identify which among the following is a activity or

62 benefit offered for sale that is essentially intangible
and does not result in ownership?
Which marketing management philosophy believes
that consumers will favour products that offer the
63
most quality, performance, and innovative features?
Choose the correct option.
Identify the concept where the marketer wants to
64 sell the products & services, without focussing on
the customer needs/demands?
Advertising, personal selling, sales promotional
programs and publicity are the major tools of one of
65
the important marketing mix element. Select the
element that contain these tools.
 Identify the element that contains systems and
66
processes that deliver a product to a customer.
Which of the following terms is used to describe the
factors and forces outside marketing that affect
67 marketing management's ability to build and
maintain successful relationships with target
customers?
Workers, managers, and members of the board are
68 all part of a company's environment, they belong to
which environment?

Which among the following factor provides the

69 customer profile required for market segmentation
and the determination of target markets?

Weather, climate, environmental policies, climate

70
change is a part of this PESTEL factor:

Age, occupation, economic situation & lifestyle are

71 major characteristics affecting consumer behaviour.
Identify the category of these characteristics.

Which of the following is the most valuable piece of

72 information for determining the social class of your
best friend's parents?
Understanding consumer buying behavior is not
easy. The answers are often locked deep within the
73
consumer’s head. The central question for marketers
is:
Consumer purchases are influenced strongly by
74 cultural, social, personal, and choose the right
option.
Which among the following is the process of
dividing a market into smaller groups of buyers with
75 distinct needs, characteristics, or behaviours who
might require separate products or marketing
mixes?
Identify the process of evaluating each market
76 segment’s attractiveness and selecting one or more
segments to enter.
 Gender is one of the examples of which market
77
segmentation variable?
Which among the following is NOT an requirement
78
for effective segmentation?
Which is the quadrant with the largest positive cash
79
flow in the BCG Matrix?
In BCG matrix which quadrant serves the other
80
quadrants?
Under the category of market challengers, identify
the type of attack when a company offers better
81
quality products at a very low price with aggressive
advertising.
Identify the type of competitor when a firm has
82 largest market share in the relevant product in the
industry?

83 What is the correct order of product life cycle?

Which among the following is the way consumers

84
perceive an actual or potential product?

New product introduced to market, Few/no

customers know about product, Marketing focuses
85
on promotion, Sales are zero, and Profit is below
zero are characteristics of what stage?
The products bought by individuals and
86 organizations for further processing or for use in
conducting a business are known as?

When customer expectations regarding product

87 quality, service quality and value based price are met
or exceeded, one of the following is created :

When a company develops a new product that is

technologically advanced & has innovative features,
88 the company must educate consumers about the
product's benefits. This activity is a part in which of
the following marketing mix variables?

Standardizing Adidas & Nike shoes worldwide is an

89
example of:
 Companies facing the challenge of setting prices for
90 the first time can choose between two broad
strategies: market-penetration pricing and :
Which of the following pricing is the approach of
setting a low initial price in order to attract a large
91
number of buyers quickly and win a large market
share?
By definition, this type of pricing is used when a firm
sells a product or service at two or more prices, even
92
though the difference in price is not based on
differences in cost.
This base price largely based on competitors prices
93 with minimum attention to own costs or demand,
identify the price mentioned here.
Which among the following is a strategy that uses
pricing to influence a customer's spending or
94
shopping habits to make more or higher value
sales?
Which of the following is a pricing strategy where
95 products have lower prices due to low production
costs?
Consumers usually perceive higher-priced products
96
as :
Which of the following is a reason for a company to
97
raise its prices?
Which among the following is a third party that
98 offers an intermediation service between two
trading parties?

Which of the following is NOT a key function that

99
intermediaries play in completing transactions?

These are chains of organizations that are concerned

with the management of the processes and activities
involved in creating and moving products from
100
producers and manufacturers to end-user
customers. The organizations involved with any one
journey, are collectively termed as a:

101 McDonald's and KFC are good examples of:

 This is where intermediaries are given exclusive
rights to market the good or service within a defined
102
'territory', and thus you use a very limited number of
intermediaries.
The intermediaries that stand between the
103
producers and final users are known as:
Which of the following would not be considered
104
"channel power"?

105 Marketing channels consist of:

Any paid form of nonpersonal presentation and

106 promotion of ideas, goods, or services by an
identified sponsor is known as:
Which of the following is NOT a major category in a
107
company's promotion mix?
Which major promotion category makes use of
108 catalogues, telephone marketing, kiosks, and the
Internet ?

Which major promotion category makes use of

109
displays, discounts, coupons, and demonstrations?

The promotion mix is the company's primary

communication activity; the marketing mix must be
110
coordinated for the greatest communication impact.
What is NOT included in the entire marketing mix?

Which of the following is NOT an example of a

specialized and highly-targeted media that an
111
advertiser might use to reach smaller customer
segments?

Advertising, sales promotion, personal selling, public

112
relations, and direct marketing are all

An e-mail from Amazon.com offers free shipping on

113 your next purchase of more than Rs. 500. This is an
example of:
To introduce the new products to world of
114
consumers is the main goal of:
 Advertisement through radio was very popular till
115
the middle of last century because of:
What deals with the specification of the actual good
116
or service and how it relates to the target?

Which among the following can be defined as the

117
marketers vision of brand and what it should do?

The approach of using an established brand to

118
launch a new product is known as:
When the same brand name holds several products
119
in different markets, it is known as the
Which of the following is a name, term, sign, symbol,
120
design, or a combination of these?
of the format of questions in the MCQ section of the end semester exam, and not exhaustive. The final question pape
e range of questions. Please use this model paper in conjunction with your other course materials to prepare well for

A B

Shipping Designing

Once a customer always a customer Repeat purchase takes place

Storage Transport

Assembling Buying

Customer need Customer Value

Brand Name Packaging

Increased Competition New features of the product

Press Council of India Act 1978 Cable Television Network Act 1995

Opportunity Analysis Market Sampling

Globalization Information

Number of years schooling that they

Their Ethnic background
had

Marketing and Advertising Price and Promotion

Behavioural, Motivation and

Learning, Belief and Lifestyle
Personality

Price is related to demand Price increases as demand increases

 Over Positioning Under Positioning

Behavioural Segmentation Benefit related Segmentation

Age, Gender and Income Age, Gender and Personality

Positioning Segregation

Market Share Competitive Advantage

Corporate Surveillance Market Research

Mature Industry Consolidated Industry

Market Concentration Market Fragmentation

Introduction Growth

Production Life Cycle Product Long Cycle

Superior Products Unique Superior Product

Consumers and Customers Buyer and Seller

Introductory Stage Growth Stage

Concept Development Concept Testing

Internal Sourcing Crowdsourcing

It is a part of Marketing Mix It is a Financial Tool

Cost Leadership Position Differentiated Product

Pizza Hut International Airline

 Competitive based pricing Independent pricing

Cost based pricing Competitive based pricing

Competitive pricing is pricing Competitive price is same as Price

relative to Brand strengths matching

Product line pricing Captive product pricing

Good value, Price premium Price Premium, Value added

Direct Marketing Channel Indirect Marketing Channel

Vertical Channel Multi Channel

Direct Marketing Channel Indirect Marketing Channel

Vertical moving system Very movable system

Exclusive Distribution Intensive Distribution

Distributor Franchising

Stealth Marketing Niche Marketing

Marketing Chain Distribution Depot

Promotion Mix Integrated Demand

Sales Marketing

Sales force Promotion Core Promotion

 Advertisement Publicity

Coupons Samples

Trade Promotion Consumer Promotion

Push Pull

Advertising Direct Marketing

Brand Personality Product Personality

Brand Positioning Brand Assets

Advertising Appeal Advertising Script

Ad Copy Script

Product Selling Marketing

Consumer Middleman

Publicity Direct Marketing

Matching a product with its market Promoting & selling products

Product Services

Production concept Product concept

Marketing Utopia Marketing Myopia

Product Physical evidence

 Product Physical evidence

Marketing environment Cultural environment

Internal External

Demographic Political

Political Social

Cultural Social

The number of years schooling that

Their ethnic backgrounds
they had

How much money is the consumer How much does the consumer need
willing to spend? the product being offered for sale?

Psychographic characteristics Psychological characteristics

Mass marketing Market segmentation

Mass marketing Market segmentation

 lifestyle/psychographic Behavior pattern

Measurable Non substantial

Star quadrant Cow quadrant

Star quadrant Cow quadrant

Frontal attack Flank attack

Market leaders Market followers

Introduction, Growth, Maturity, Maturity, Introduction, Growth,

Decline Decline

Product idea Product concept

Introduction Growth

Consumer products Speciality products

Customer satisfaction Planning excellence

Product Price

Globalization Customization
 Market-level pricing Market-competitive pricing

Market-skimming pricing Market-penetration

Segmented pricing Flexible pricing

Going rate pricing Segmented pricing

Going rate pricing Segmented pricing

Going rate pricing Segmented pricing

Not within reach of most people Having a higher quality

To address the issue of over demand

To win a larger share of the market
for a product

Intermediary Retailer

Promotion Information

Distribution Vendor

Distribution Vendor
 Exclusive distribution Convenience stores

Distribution channel Marketing channel

Legitimate power Expert power

Manufacturers, Intermediaries, and Manufacturers, Wholesalers, and

End-Users Retailers

Sales promotion Advertising

Sales promotion Advertising

Sales promotion Advertising

Sales promotion Advertising

Product Price

E-mail Podcasts

Communications channels that

Communications channels focused
should be integrated under the
more on narrowcasting than
concept of integrated marketing
broadcasting
communications

Sales promotion Advertising

Entertainment Advertising
It\s effectiveness More popular than newspaper

Price aspect Product aspect

Brand exploration Brand promise

Line extension Brand extension

Umbrella brand Source brand

Label Co-brand
nd not exhaustive. The final question paper for your exam will be set by the
other course materials to prepare well for your exams.

C D

Packaging Marketing

Involves long term journey

Customer is not the pivot
together

Package Standardization

Selling Distributing

Products and Services Improved Quality

Advertising Place of product availability

Increase Value Addition Product Obsolescence

Cable Television Amendment Act Consumer Protection Act

2006 2019

Environment Scanning Stakeholders Analysis

First Mover Advantage Competition

Their combined annual

Their Occupation
income

Knowledge and Product

Strategy and plans
Involvement

Perception, Memory and

Cognitive, Affective and Behavioural
Need

Demand for one product depends Demand for a product is

on price of another product limitless
 Unique Selling Proposition Confused Positioning

Psychographic Segmentation Loyalty based Segmentation

Personality, Lifestyle and

Lifestyle, Age and Usage
Perception
Aggregation Targeting

Positioning Brand Leadership

Corporate Espionage Competitive Intelligence

Declining Industry Fragmented Industry

Market Innovation Highly Concentrated Market

Maturity Decline

Product Life Cycle Production Long Cycle

Superior Product
New Products
Development

Buyer and Customer Customers and Seller

Maturity Stage Decline Stage

Material Testing Market Screening

Offshoring Off Sourcing

It can impact brand positioning It can impact profitability

Strong brand presence Extensive Promotion Support

Amazon Local Café

 Customer value based pricing Cost based pricing

Customer value based pricing Product development pricing

Competitive price is below that of Competitive pricing is pricing

competitor above competition

By product pricing Product bundle pricing

Good value, Value added Price Premium, Price discount

Forward Channel Fashion Channel Channel

Horizontal Channel Indirect Channel

Forward Channel Hybrid Channel

Vertical marketing system Velocity moving system

Selective Distribution Exhaustive Distribution

Merchant Retailer

Grey Marketing Authorized Distributor

Marketing Channel Supply Chain

Integrated Marketing
Marketing Mix
Communication

Publicity Distribution

Media Mix Promotion Media Promotion

 Personal Selling Marketing

Display Allowance Rebates

Sales Promotion Sales force Promotion

Marketing Channel Branding

Sales Promotion Publicity

Organizational Personality Recruitment

Brand Equality Brand Valuation

Slogan Headline

Body Advertisement Appeal

Customer Relationship Mass Communication

Producer Public

Sales Promotion Advertisement Appeal

Facilitating satisfying exchange Distributing products at high

relationships prices

Events Idea

Selling concept Marketing concept

Marketing Sinopia Marketing hyperopia

Process Promotion
 Process Promotion

Strategic planning Marketing

Global Local

Social Cultural

Environmental Economical

Personal Psychological

Their combined annual income Their occupations

How do consumers respond

How much does a discount or a
to various marketing efforts
coupon affect the purchase rate?
the company might use?

Supply and demand

Psychometric characteristics
characteristics.

Target marketing Market positioning

Target marketing Market positioning

 Demographic Geographic

Differentiable Actionable

Dog quadrant Question mark quadrant

Dog quadrant Question mark quadrant

Bypass attack Encirclement attack

Market niches Market challengers

Growth, Maturity, Decline, Introduction, Maturity,

Introduction Growth Decline

Product image Test market

Maturity Decline

Industrial products Personal products

Quality Value

Promotion Place

Culturalization Internationalization
Market-skimming pricing Market-price lining

Market-level pricing Market-competitive pricing

Cost-plus pricing Reference pricing

Cost-plus pricing Market-penetration

Psychological pricing Economy pricing

Psychological pricing Economy pricing

Having high profit margins Popular brand

To use excess capacity To boost sales volume

Wholesaler Manufacturer

Matching Negotiation

Communication Selling

Franchising Retailers
 Specific distribution Selective distribution

Brand channel Sales channel

Horizontal power Reward power

Service Providers, Manufacturers,

Manufacturers only
and Advertisers

Direct marketing Personal selling

Direct marketing Strategic positioning

Direct marketing Personal selling

Direct marketing Personal selling

Competitor Promotion

Blogging Television

Promotional tools used for

Promotional tools used for push
pull strategies but not push
strategies but not pull strategies
strategies

Direct marketing Personal selling

IT Team HR team
 Mass reach Cost of advertisement

Promotion aspect Planning aspect

Brand creation Brand attitude

Category extension Product extension

Multi-brand Range brand

Brand Product
 Correct Answer

Packaging

Customer is not the pivot

Standardization

Selling

Customer Value

Brand Name

Product Obsolescence

Cable Television Amendment Act

2006

Environment Scanning

First Mover Advantage

Their Occupation

Knowledge and Product

Involvement

Cognitive, Affective and

Behavioural

Demand for one product depends

on price of another product
 Unique Selling Proposition

Psychographic Segmentation

Age, Gender and Income

Segregation

Competitive Advantage

Competitive Intelligence

Fragmented Industry

Market Concentration

Growth

Product Life Cycle

Unique Superior Product

Customers and Seller

Growth Stage

Concept Testing

Crowdsourcing

It is a Financial Tool

Cost Leadership Position

Amazon
 Cost based pricing

Product development pricing

Competitive pricing is pricing

relative to Brand strengths

Captive product pricing

Good value, Value added

Direct Marketing Channel

Multi Channel

Direct Marketing Channel

Vertical marketing system

Intensive Distribution

Franchising

Grey Marketing

Marketing Channel

Integrated Marketing
Communication

Publicity

Media Promotion
 Publicity

Display Allowance

Consumer Promotion

Push

Publicity

Organizational Personality

Brand Valuation

Advertising Appeal

Ad Copy

Mass Communication
Consumer

Direct Marketing

Facilitating satisfying exchange

relationships

Services

Product concept

Marketing Myopia

Promotion
 Process

Marketing environment

Internal

Demographic

Environmental

Personal

Their occupations

How do consumers respond to

various marketing efforts the
company might use?

Psychological characteristics

Market segmentation

Target marketing
 Demographic

Non substantial

Cow quadrant

Cow quadrant

Frontal attack

Market leaders

Introduction, Growth, Maturity,

Decline

Product image

Introduction

Industrial products

Customer satisfaction

Promotion

Globalization
 Market-skimming pricing

Market-penetration

Segmented pricing

Going rate pricing

Psychological pricing

Economy pricing

Having a higher quality

To address the issue of over

demand for a product

Intermediary

Negotiation

Distribution

Franchising
 Exclusive distribution

Distribution channel

Horizontal power

Manufacturers, Intermediaries,
and End-Users

Advertising

Strategic positioning

Direct marketing

Sales promotion

Competitor

Television

Communications channels that

should be integrated under the
concept of integrated marketing
communications

Sales promotion

Advertising
 Mass reach

Product aspect

Brand promise

Brand extension

Umbrella brand

Brand