Industrial Marketing

Multiple Choice Single Answer
Question
The demand for industrial goods is :-
Correct Answer
Derived demand
Your Answer
Need of the customer

Select The Blank
Question
In customer market a ________ price increase will shrink demand.
Correct Answer
Higher
Your Answer
Small

Multiple Choice Single Answer
Question
A broad and definitive statement that covers an organization’s purpose, values and distinctive competencies is called :-
Correct Answer
Mission
Your Answer
Mission

Multiple Choice Single Answer
Question
Large industrial companies realize substantial cost savings is by having:-
Correct Answer
Centralized purchasing
Your Answer
Decentralized purchasing

Select The Blank
Question
The manufacturer of individual product can take customers away from competitor's by ________ efforts.
Correct Answer
Promotional
Your Answer
Promotional

Multiple Choice Multiple Answer
Question
Industries constitute an important basis for market segmentation for companies doing business in :-
Correct Answer
Computers , Software , Office equipment
Your Answer
Computers , Software , Office equipment

Multiple Choice Single Answer
Question
Prospecting is essential to ensure future sources of :-
Correct Answer
Sales revenue
Your Answer
Sales revenue

Multiple Choice Multiple Answer
Question
By reducing price, industrial marketers can :-
Correct Answer
Increase his share of the market , Enlarge the total market , Not make a major change in the end product price
Your Answer
Increase his share of the market , Enlarge the total market , Can substantially decrease end product price

Multiple Choice Single Answer
Question
Strengths and weaknesses of a firm can be derived through :-
Correct Answer
An internal environment analysis
Your Answer
An internal environment analysis

Multiple Choice Multiple Answer
Question
Service rating is judged by following factors :-
Correct Answer
Self interest , Promptness , Speed
Your Answer
Promptness , Speed , Delegation

Multiple Choice Single Answer
Question
Manufacturer & customer in industrial marketing are affected by :-
Correct Answer
Change in technology
Your Answer
Policies of Govt.

True/False
Question
Outsiders like technical consultants can play a key role in the purchase process of a large buying organization.
Correct Answer
True
Your Answer
True

Select The Blank
Question
The sales of standard industrial products are generally carried out through ________.
Correct Answer
Direct channel and middlemen
Your Answer
Direct channel and middlemen

Multiple Choice Single Answer
Question
A competitor while selling, may not be aware of his :-
Correct Answer
Overhead costs
Your Answer
Direct costs

Select The Blank
Question
An industrial product manufacturer would prefer to deal with ________ suppliers of component parts.
Correct Answer
Fewer
Your Answer
Domestic

Multiple Choice Multiple Answer
Question
Internal public includes :-
Correct Answer
Top management , Factory workers , Senior Managers
Your Answer
Top management , Factory workers , Senior Managers

Select The Blank
Question
A first approximation of ________ benefit analysis is necessary before a detailed segmentation analysis.
Correct Answer
Cost
Your Answer
Price

Match The Following
Question
Correct Answer
Your Answer
Compressors
Manufacturer
Manufacturer
Electric lift maintenance
Service firm
Service firm
Steel hardware
Whole seller/retailer
Distributor
Air-conditioners
Distributor
Manufacturers’ representatives

Multiple Choice Multiple Answer
Question
During discussions, sales people handle issues such as :-
Correct Answer
Delivery schedule , Pricing , After Sales Service
Your Answer
Delivery schedule , Pricing , After Sales Service

Multiple Choice Single Answer
Question
The generic need which the company will seek to satisfy, stated by top management is called:-
Correct Answer
Mission
Your Answer
Mission

Select The Blank
Question
Competitor, who enter late in the market, must apply part of their cash inflow to the amortization of their own ________ cost.
Correct Answer
Development
Your Answer
Promotion

Select The Blank
Question
When purchase of industrial equipment is involved, the stage between manufacture and dispatch of goods is called ________.
Correct Answer
Inspection
Your Answer
Inspection

Multiple Choice Single Answer
Question
Many overseas companies are attracted to India for setting up manufacturing operations for industrial products on account of :-
Correct Answer
Cost competitiveness
Your Answer
Cost competitiveness

Select The Blank
Question
Supply chain management is one of the tools used by modern companies to achieve ________.
Correct Answer
High productivity improvement and efficiency
Your Answer
High productivity improvement and efficiency

Multiple Choice Multiple Answer
Question
Structured surveys are used to measure :-
Correct Answer
Awareness & knowledge , Attitudes & opinions , Buyer behavior
Your Answer
Awareness & knowledge , Attitudes & opinions , Buyer behavior

Multiple Choice Single Answer
Question
The first step in the process of selling is :-
Correct Answer
Identifying prospects
Your Answer
Identifying prospects

Multiple Choice Multiple Answer
Question
Car manufacturers make following parts in their factories :-
Correct Answer
Engine , Gear box , Clutch
Your Answer
Engine , Gear box , Clutch

True/False
Question
Demand for many industrial product is elastic.
Correct Answer
False
Your Answer
True

Match The Following
Question
Correct Answer
Your Answer
Sales department
To reduce cost of sales by 5% within one year
Increase profits for FY in Q3 and Q4
Industrial marketing department
Increase profits for FY in Q3 and Q4
Recruit new employees
Industrial marketing research department
Conduct survey for customer feedback on new product
Conduct survey for customer feedback on new product
Industrial marketing services department
Obtain service revenue from post-sales services in one market segment
Obtain service revenue from post-sales services in one market segment

True/False
Question
Sales forecast is the estimate of a Co's expected sales in a given time period.
Correct Answer
True
Your Answer
True

Select The Blank
Question
Industrial force should be ________ to market conditions.
Correct Answer
Responsive
Your Answer
Responsive

Multiple Choice Multiple Answer
Question
The legal framework is related to existing :-
Correct Answer
Business laws , Civil rights , Labour laws
Your Answer
Business laws , Civil rights , Labour laws

True/False
Question
A repeat purchase decision will generally involve changes in product specifications from earlier supplies.
Correct Answer
False
Your Answer
False

True/False
Question
Tariffs & quotas are used by the Govt. to protect indigenous business from foreign competition.
Correct Answer
True
Your Answer
True

True/False
Question
Personal selling is a powerful tool in industrial product selling.
Correct Answer
True
Your Answer
True

True/False
Question
A lower price will stimulate demand for industrial products.
Correct Answer
False
Your Answer
True

Multiple Choice Multiple Answer
Question
Assured consistency of the quality can have important benefits for the buyer-user like :-
Correct Answer
Inspection at incoming end , Save inventory cost , Stocking time
Your Answer
Inspection at incoming end , Less headache

Multiple Choice Single Answer
Question
A sales presentation is made to provide prospective customers with sufficient information on the firm's :-
Correct Answer
Product
Your Answer
Product

Select The Blank
Question
The effectiveness of the advertising program is reflected by the ________ in the state of awareness.
Correct Answer
Differences
Your Answer
Differences

Select The Blank
Question
Many food processing firms prefer to take on ________ the processing plants for their use during the peak season.
Correct Answer
Lease
Your Answer
Hire

Multiple Choice Single Answer
Question
The type of demand that characterizes industrial products is called :-
Correct Answer
Derived demand
Your Answer
Derived demand

True/False
Question
Hydraulic equipments are handled by general line industries.
Correct Answer
False
Your Answer
False

Multiple Choice Multiple Answer
Question
Industrial marketers have a choice of structural arrangement like :-
Correct Answer
Direct to users , Indirect to users , Mixed structure
Your Answer
Direct to users , Indirect to users , Mixed structure

True/False
Question
Bill to vendor' & 'Absorbed by buyer' are the two possibilities under rework.
Correct Answer
True
Your Answer
True

True/False
Question
To get market feedback in industrial marketing marketing research is conducted frequently.
Correct Answer
False
Your Answer
True

Multiple Choice Single Answer
Question
Fundamental skill requirement for closing a sale is :-
Correct Answer
Application of psychology
Your Answer
Application of psychology

Multiple Choice Multiple Answer
Question
For industrial marketing, type of channel members needed would depend on :-
Correct Answer
Market coverage , Marketing cost , Marketing control
Your Answer
Market coverage , Marketing cost , Marketing control

True/False
Question
An organization that is structured to serve the customer is the most optimally designed organizational structure.
Correct Answer
True
Your Answer
True

Multiple Choice Multiple Answer
Question
Profitability of any potential segment is measured by following criteria:-
Correct Answer
Market share , Market growth , Image
Your Answer
Market growth , Image , Market share

Multiple Choice Single Answer
Question
A broad and definitive statement that covers an organization’s purpose, values and distinctive competencies is called :-
Correct Answer
Mission
Your Answer
Mission

Match The Following
Question
Correct Answer
Your Answer
Mission statement
Corporate culture
Corporate culture
Target market
Right product
Right product
Cost reduction program
Price adjustment
Price adjustment
Promotion mix
Trade shows
Trade shows

True/False
Question
Public interest groups limit the freedom of suppliers & buyers.
Correct Answer
True
Your Answer
True

Multiple Choice Single Answer
Question
An alternative term used for industrial marketing is :-
Correct Answer
B2B marketing
Your Answer
B2B marketing

Multiple Choice Multiple Answer
Question
Services of trained experts is required for :-
Correct Answer
Special accounting machines , Statistical analysis equipment , Electronic recording equipment
Your Answer
Special accounting machines , Statistical analysis equipment , Electronic recording equipment

Select The Blank
Question
Computer systems help in the ________ of the findings of the research project.
Correct Answer
Presentation
Your Answer
Presentation

Multiple Choice Single Answer
Question
One example of operating supplies is:
Correct Answer
Paints and varnishes
Your Answer
Personal computers

True/False
Question
Most of public institutions prefer buying as per legal constraints.
Correct Answer
True
Your Answer
True

Multiple Choice Single Answer
Question
Direct costs are also referred to as :-
Correct Answer
Operating costs
Your Answer
Operating costs

Multiple Choice Single Answer
Question
Strengths and weaknesses of a firm can be derived through :-
Correct Answer
An internal environment analysis
Your Answer
An internal environment analysis

Select The Blank
Question
________ is the alternate name given to marketing research.
Correct Answer
Marketing intelligence
Your Answer
Marketing intelligence

Select The Blank
Question
Marketing research is used for making ________ projections.
Correct Answer
Sales
Your Answer
Sales

True/False
Question
The IT and BPO service industries in India are showing lower rates of growth compared to other industry sectors.
Correct Answer
False
Your Answer
False

True/False
Question
Service is one of the variables of vendor rating system.
Correct Answer
True
Your Answer
True

Multiple Choice Multiple Answer
Question
The common service requirements of Industrial buyers are :-
Correct Answer
Technical , Replacement parts , Delivery
Your Answer
Technical , Replacement parts , Delivery

Multiple Choice Single Answer
Question
The first step in managing the industrial product marketing system is :-
Correct Answer
Identifying the needs of customers
Your Answer
Identifying the needs of customers

Select The Blank
Question
A relative ________ product life span is a favourable condition for charging high price.
Correct Answer
Short
Your Answer
Short

Multiple Choice Single Answer
Question
Making an assessment of the competitors’ strengths and weakness is called :-
Correct Answer
Competitive position analysis
Your Answer
Competitive position analysis

Select The Blank
Question
The fundamental aspect of industrial marketing is that it addresses the needs and wants of ________.
Correct Answer
Business organizations
Your Answer
Business organizations

Multiple Choice Single Answer
Question
Factors affecting industrial pricing are :-
Correct Answer
Type of competition
Your Answer
Type of competition

True/False
Question
Use of IT tools like enterprise resource planning is helping industrial firms to improve productivity and efficiency.
Correct Answer
True
Your Answer
True

Multiple Choice Single Answer
Question
Funds spent on R & D to bring a new product into the market are :-
Correct Answer
Sunk Costs
Your Answer
Sunk Costs

Multiple Choice Single Answer
Question
Periodic analysis of an industrial buyer’s operations and purchase systems is necessary to :-
Correct Answer
Understand the changes in buy practices
Your Answer
Understand the changes in buy practices

Match The Following
Question
Correct Answer
Your Answer
Freight Equalization
Base Point
Base Point
Consumer Goods
Advertising & sales promotion
Advertising & sales promotion
High Price Strategy
Patents
Recovery of Investment
Short Life Span
Recovery of Investment
Large Profit

Multiple Choice Single Answer
Question
The uncontrollable environment is known as :-
Correct Answer
Macro Environment
Your Answer
Macro Environment

Multiple Choice Single Answer
Question
The demand for industrial products is :-
Correct Answer
Derived
Your Answer
Derived

Select The Blank
Question
The drop in price of individual product has effect of ________ demand.
Correct Answer
Shrinking
Your Answer
Increasing

Multiple Choice Single Answer
Question
Data for initial screening can be obtained from:-
Correct Answer
Secondary sources
Your Answer
Secondary sources

Select The Blank
Question
When purchase of industrial equipment is involved, the stage between manufacture and dispatch of goods is called ________.
Correct Answer
Inspection
Your Answer
Inspection

Multiple Choice Multiple Answer
Question
Questions asked in unstructured surveys bring about :-
Correct Answer
Priorities , Problems , Motives
Your Answer
Motives , Priorities , Problems

Multiple Choice Multiple Answer
Question
Stock carrying branches are useful for :-
Correct Answer
Bulk sales , Lowering fright charges , Speed of delivery
Your Answer
Bulk sales , Lowering fright charges , Speed of delivery

Multiple Choice Multiple Answer
Question
To push the company's products, advertising literature should point out advantages to the middlemen, such as :-
Correct Answer
Wide margins , Large sales potential , Rapid turnover
Your Answer
Wide margins , Large sales potential , Rapid turnover

Multiple Choice Single Answer
Question
The industrial buyers buy only when there are :-
Correct Answer
Strong economic benefits
Your Answer
Strong economic benefits

Select The Blank
Question
Senior marketing personnel from a supplier firm are usually involved in a ________ situation:
Correct Answer
New task buy
Your Answer
New task buy

Select The Blank
Question
The effect of the economic environment is not ________ across industries.
Correct Answer
Uniform
Your Answer
Uniform

Multiple Choice Single Answer
Question
Large industrial companies realize substantial cost savings is by having:-
Correct Answer
Centralized purchasing
Your Answer
Centralized purchasing

Multiple Choice Multiple Answer
Question
Industries involved in production of chemical & pesticides have to :-
Correct Answer
Make natural resources pollution free , Devise safety measures to protect environment , Properly dispose off waste material
Your Answer
Make natural resources pollution free , Devise safety measures to protect environment , Properly dispose off waste material

Select The Blank
Question
________ of supply is one of the important aspects buyers look for.
Correct Answer
Continuity
Your Answer
Continuity

Select The Blank
Question
Continuous efforts by sales person, result in developing friendship ________ & cooperation over a period of time between buyer & seller.
Correct Answer
Trust
Your Answer
Trust

True/False
Question
Sample size in industrial marketing research can be as large as in consumer marketing.
Correct Answer
False
Your Answer
False

Multiple Choice Multiple Answer
Question
Structured surveys are used to measure :-
Correct Answer
Awareness & knowledge , Attitudes & opinions , Buyer behavior
Your Answer
Awareness & knowledge , Attitudes & opinions , Buyer behavior

Multiple Choice Single Answer
Question
Many overseas companies are attracted to India for setting up manufacturing operations for industrial products on account of :-
Correct Answer
Cost competitiveness
Your Answer
Cost competitiveness

Multiple Choice Single Answer
Question
In an organisation, purchase division is made by:-
Correct Answer
People
Your Answer
Purchase committee

Multiple Choice Multiple Answer
Question
In a tender a vendor has to supply data on :-
Correct Answer
Sales to net worth , Working capital , Turnover Ratio
Your Answer
Sales to net worth , Working capital , Turnover Ratio

Multiple Choice Single Answer
Question
The first level of industrial marketing environment is called the :-
Correct Answer
Interface level
Your Answer
Interface level

Multiple Choice Multiple Answer
Question
When a firm introduces new product, a considerable amount is sunk into :-
Correct Answer
Research , Planning , Testing
Your Answer
Research , Planning , Testing

Select The Blank
Question
Non stock carrying branch offices are used as ________ sales head quarter.
Correct Answer
Regional
Your Answer
Local

Multiple Choice Single Answer
Question
The advertiser can formulate sales appeals that address prospective customer's problems and :-
Correct Answer
Responsibilities
Your Answer
Responsibilities

Multiple Choice Single Answer
Question
For the industrial manufacturer gross profit may be low on :-
Correct Answer
Bought out parts
Your Answer
Bought out parts

True/False
Question
When a manufacturer wishes to diversify his product line, he will need a channel that is flexible.
Correct Answer
True
Your Answer
True

Multiple Choice Multiple Answer
Question
Sales personnel should :-
Correct Answer
Be sensitive to the need of the customers , Have deep technical knowledge , Have good communication skills
Your Answer
Have deep technical knowledge , Have good communication skills

Multiple Choice Multiple Answer
Question
Car manufacturers make following parts in their factories :-
Correct Answer
Engine , Gear box , Clutch
Your Answer
Engine , Gear box , Clutch

Multiple Choice Multiple Answer
Question
Substantial cash outlay needs to be allocated for :-
Correct Answer
Training Salesmen , Building stock of raw materials , Providing information to customers
Your Answer
Training Salesmen , Building stock of raw materials , Setting up infrastructure

Multiple Choice Single Answer
Question
The facilitator of the process of interactions between a buyer and a banker are :-
Correct Answer
Bankers
Your Answer
Creditors

True/False
Question
Buyers, who are risk averse are good prospects for new product and concepts.
Correct Answer
False
Your Answer
False

Multiple Choice Single Answer
Question
The demand of consumer products can be increased by :-
Correct Answer
Advertising
Your Answer
Price cuts

Select The Blank
Question
A relative ________ product life span is a favourable condition for charging high price.
Correct Answer
Short
Your Answer
Long

True/False
Question
Car manufacturers make all the components of the car themselves.
Correct Answer
False
Your Answer
False

Select The Blank
Question
One of the current trends in Indian industrial companies is the aspect of ________ export growth.
Correct Answer
Higher
Your Answer
Higher

True/False
Question
Trade directories, government reports, company files are some of the sources of primary data.
Correct Answer
False
Your Answer
False

Multiple Choice Multiple Answer
Question
Industrial sales person must understand the :-
Correct Answer
Manufacturing process of the company , Motivating factors of individuals , Procedures of the company
Your Answer
Manufacturing process of the company , Motivating factors of individuals , Procedures of the company

Multiple Choice Multiple Answer
Question
In a tender a vendor has to supply data on :-
Correct Answer
Sales to net worth , Working capital , Turnover Ratio
Your Answer
Sales to net worth , Working capital , Turnover Ratio

Multiple Choice Multiple Answer
Question
What is a sales appeal?
Correct Answer
An argument , A fact , An idea
Your Answer
An argument , A fact , An idea

Select The Blank
Question
An industrial product manufacturer would prefer to deal with ________ suppliers of component parts.
Correct Answer
Fewer
Your Answer
Fewer

Match The Following
Question
Correct Answer
Your Answer
Foreign market
Attractive returns
Attractive returns
Independent strategies
Resources
Restrictive
Cooperative strategies
Understanding
Understanding
Manipulative strategies
Restrictive
Resources

Multiple Choice Multiple Answer
Question
The following items fall under the category of manufactured items:-
Correct Answer
Stainless steel , Aluminium foil , Digital cameras
Your Answer
Stainless steel , Aluminium foil , Digital cameras

True/False
Question
Advertising and promotion expenses, as a percentage of total sales, are usually more for industrial products than for consumer products.
Correct Answer
False
Your Answer
False

Select The Blank
Question
The ultimate goal of business is to serve ________.
Correct Answer
Society
Your Answer
Shareholders

Select The Blank
Question
Decisions concerning pricing decisions are taken on ________ occasions.
Correct Answer
Three
Your Answer
Three

Multiple Choice Single Answer
Question
The marketer of standardized industrial goods gain objectives more effectively than non-standardized items because of the use of :-
Correct Answer
Price Strategy
Your Answer
Product differentiation

Select The Blank
Question
When a firm sells through a limited number of outlets, it is known as ________ distribution.
Correct Answer
Selective
Your Answer
Selective

Multiple Choice Single Answer
Question
A high price strategy can generate among customers, a substantial amount of :-
Correct Answer
Ill will
Your Answer
Dissatisfaction

True/False
Question
Most of public institutions prefer buying as per legal constraints.
Correct Answer
True
Your Answer
True

Match The Following
Question
Correct Answer
Your Answer
To expand product range to cover all types of computer peripherals
Plan
Mission
To become the No. 1 supplier in computer peripherals
Mission
Goal
To achieve a sales turnover of Rs. 500 cr. by 2008-09
Objective
Milestone
To reduce employee turnover from 30% to 25% in 1 yr
Goal
Plan

Multiple Choice Multiple Answer
Question
A company has to revise its pricing strategy when :-
Correct Answer
Competitor changes his price , New rival enters the market , It is advantageous for the company to change price
Your Answer
Competitor changes his price , New rival enters the market , It is advantageous for the company to change price

Multiple Choice Single Answer
Question
Rapport building requires special skills e.g. :-
Correct Answer
Human relations
Your Answer
Communication skills

True/False
Question
Some purchase decisions also depend on buyer's response to the seller's marketing stimuli.
Correct Answer
True
Your Answer
True

True/False
Question
The objective of the high price strategy is only to recover firm's investment speedily.
Correct Answer
False
Your Answer
True

Multiple Choice Single Answer
Question
The approach to selling by the sales force should be :-
Correct Answer
Professional
Your Answer
Professional

Multiple Choice Single Answer
Question
Research objectives are statements that :-
Correct Answer
Outline the aims of problem definition
Your Answer
Outline the aims of problem definition

Multiple Choice Single Answer
Question
Industrial Market Research is a systematic process of collecting data to :-
Correct Answer
Prepare actionable research report
Your Answer
Prepare actionable research report

True/False
Question
To get market feedback in industrial marketing marketing research is conducted frequently.
Correct Answer
False
Your Answer
False

Select The Blank
Question
Industrial marketer deals with ________ buyers than consumer marketer.
Correct Answer
Fewer
Your Answer
Fewer

Multiple Choice Multiple Answer
Question
A high price strategy is favoured under following conditions :-
Correct Answer
Product represent genuine information , Presence of elite market , Inelastic demand situation
Your Answer
Product represent genuine information , Presence of elite market , Inelastic demand situation

Multiple Choice Multiple Answer
Question
By reducing price, industrial marketers can :-
Correct Answer
Increase his share of the market , Enlarge the total market , Not make a major change in the end product price
Your Answer
Increase his share of the market , Enlarge the total market , Not make a major change in the end product price

Multiple Choice Multiple Answer
Question
When the price of a product goes down, the industrial buyer :-
Correct Answer
Changes his about prices , Waits for price to go down further , Enters the market & buys
Your Answer
Waits for price to go down further , Enters the market & buys

Select The Blank
Question
To overcome bad image, the companies have to go for ________ public relations program.
Correct Answer
Long term
Your Answer
Long term

Select The Blank
Question
The best advertising should be best in creativity, simplicity and ________.
Correct Answer
Uniqueness
Your Answer
Uniqueness

Select The Blank
Question
A first approximation of ________ benefit analysis is necessary before a detailed segmentation analysis.
Correct Answer
Cost
Your Answer
Cost

True/False
Question
Legal and economic risks may occur because of fraudulent advertising.
Correct Answer
True
Your Answer
True

Multiple Choice Single Answer
Question
Advertising objectives need to assist
Correct Answer
Marketing objectives
Your Answer
Marketing objectives

Select The Blank
Question
Trade ________ form a part of regulatory environment.
Correct Answer Barriers
Your Answer Barriers


Multiple Choice Multiple Answer
Question
Sales personnel should :-
Correct Answer Be sensitive to the need of the customers , Have
deep technical knowledge , Have good communication skills
Your Answer Have deep technical knowledge , Have good communication
skills , Be sensitive to the need of the customers


Match The Following
Question
Correct Answer
Your Answer

Freight Equalization - Base Point - Base Point

Consumer Goods - Advertising & sales promotion - Advertising & sales
promotion

High Price Strategy - Patents - Patents

Short Life Span - Recovery of Investment - Recovery of Investment


Select The Blank
Question
Analytical techniques are ________ to a large extent.
Correct Answer Mathematical
Your Answer Non predictable


Multiple Choice Single Answer
Question
The approach to selling by the sales force should be :-
Correct Answer Professional
Your Answer Professional


Multiple Choice Multiple Answer
Question
Following capabilities of the organisation also form a basis for
segmentation:-
Correct Answer Operating , Technical , Financial
Your Answer Operating , Technical , Financial


Multiple Choice Multiple Answer
Question
Product development can discourage competition if it is :-
Correct Answer Technologically intensive , Capital intensive ,
Require state-of-art technology
Your Answer Technologically intensive , Capital intensive , Require
state-of-art technology


Multiple Choice Multiple Answer
Question
When the product is complex & requires service by skilled specialist, the
manufacturer has to :-
Correct Answer Supply large number of spare parts , Change a
premium price , Train the technician of buyer
Your Answer Maintain service station , Supply large number of spare
parts , Train the technician of buyer


Select The Blank
Question
________ of supply is one of the important aspects buyers look for.
Correct Answer Continuity
Your Answer Continuity


Multiple Choice Single Answer
Question
Direct costs are also referred to as :-
Correct Answer Operating costs
Your Answer Operating costs


Multiple Choice Multiple Answer
Question
Substantial cash outlay needs to be allocated for :-
Correct Answer Building stock of raw materials , Providing
information to customers , Training Salesmen
Your Answer Training Salesmen , Building stock of raw materials ,
Setting up infrastructure


Multiple Choice Multiple Answer
Question
Industrial markets can be positioned on product merits e.g.:-
Correct Answer Quality conscious , Reliability , Dependability
Your Answer Quality conscious , Reliability , Dependability


Multiple Choice Single Answer
Question
The generic need which the company will seek to satisfy, stated by top
management is called:-
Correct Answer Mission
Your Answer Mission


True/False
Question
In industrial product marketing, the cost of maintenance is not important in
making comparisons with competitors' products.
Correct Answer False
Your Answer False


Multiple Choice Single Answer
Question
Many overseas companies are attracted to India for setting up manufacturing
operations for industrial products on account of :-
Correct Answer Cost competitiveness
Your Answer Cost competitiveness


Multiple Choice Multiple Answer
Question
Manufacturers handle the inventory requirement problem by :-
Correct Answer Maintaining stock at convenient locations , Make
arrangement for return of slow moving goods , Levy service charge on return
of goods
Your Answer Maintaining stock at convenient locations , Make arrangement
for return of slow moving goods , Supplying against specific orders


Select The Blank
Question
Industrial force should be ________ to market conditions.
Correct Answer Responsive
Your Answer Responsive


True/False
Question
Materials that go into the production of food / drug end product have very
narrow quality tolerance.
Correct Answer True
Your Answer True


Select The Blank
Question
Exploratory research involves the gathering of ________ data from secondary
sources.
Correct Answer Preliminary
Your Answer Preliminary


Multiple Choice Multiple Answer
Question
Technical service means details about :-
Correct Answer Ingredient material , How product works , Type of
make of key equipments in the product
Your Answer Ingredient material , How product works , Type of make of
key equipments in the product


Multiple Choice Single Answer
Question
A broad and definitive statement that covers an organization's purpose,
values and distinctive competencies is called :-
Correct Answer Mission
Your Answer Mission


Select The Blank
Question
Supply chain management is one of the tools used by modern companies to
achieve ________.
Correct Answer High productivity improvement and efficiency
Your Answer High productivity improvement and efficiency


Multiple Choice Single Answer
Question
An alternative term used for industrial marketing is :-
Correct Answer B2B marketing
Your Answer B2B marketing


Multiple Choice Single Answer
Question
Making an assessment of the competitors' strengths and weakness is called :-
Correct Answer Competitive position analysis
Your Answer Competitive position analysis


Multiple Choice Single Answer
Question
Open-ended questions in unstructured questionnaire are often called as :-
Correct Answer Non-disguised questions
Your Answer Non-disguised questions


Match The Following
Question
Correct Answer
Your Answer

Accuracy of data - Sampling error - Sampling error

Frequency of use - Periodical use of information - Periodical use of
information

Urgency of response - Fast decision making - Fast decision making

Timeliness - Current information - Current information


Multiple Choice Single Answer
Question
The first step in managing the industrial product marketing system is :-
Correct Answer Identifying the needs of customers
Your Answer Identifying the needs of customers


True/False
Question
Effective use of sales force lead to achieving maximum sales at low costs.
Correct Answer True
Your Answer True


Multiple Choice Single Answer
Question
The most important of the operating plans are :-
Correct Answer Policies
Your Answer Policies


Select The Blank
Question
When purchase of industrial equipment is involved, the stage between
manufacture and dispatch of goods is called ________.
Correct Answer Inspection
Your Answer Inspection


True/False
Question
Outsiders like technical consultants can play a key role in the purchase
process of a large buying organization.
Correct Answer True
Your Answer True


Multiple Choice Multiple Answer
Question
Structured surveys are used to measure :-
Correct Answer Awareness & knowledge , Attitudes & opinions , Buyer
behavior
Your Answer Awareness & knowledge , Attitudes & opinions , Buyer
behavior


Multiple Choice Single Answer
Question
Distributors contact potential buyers and negotiate :-
Correct Answer Orders
Your Answer Orders


Multiple Choice Single Answer
Question
Large organisations opt for :-
Correct Answer Volume purchasing
Your Answer Volume purchasing


True/False
Question
The level of customer experience influences the marketing strategy.
Correct Answer True
Your Answer True


Select The Blank
Question
Non stock carrying branch offices are used as ________ sales head quarter.
Correct Answer Regional
Your Answer Regional


Multiple Choice Single Answer
Question
Value analysis comprises following actions :-
Correct Answer Review of existing product
Your Answer Review of existing product


Select The Blank
Question
The industrial selling environment consists of a process of ________ between
buyer & seller.
Correct Answer Exchange
Your Answer Exchange


True/False
Question
In order to enjoy cost advantage relative to the innovative firm, competitor
must reach a break-through in product design.
Correct Answer True
Your Answer True


Multiple Choice Multiple Answer
Question
Public interest groups support :-
Correct Answer Environmental causes , Women's rights , Minority
welfare
Your Answer Environmental causes , Women's rights , Minority welfare


True/False
Question
Sometimes when the price of a material drops below a certain level, buyers
start thinking of new applications.
Correct Answer True
Your Answer True

True/False
Question
The objective of the high price strategy is only to recover firm's
investment speedily.
Correct Answer False
Your Answer False


True/False
Question
Personal selling is a powerful tool in industrial product selling.
Correct Answer True
Your Answer True


Multiple Choice Multiple Answer
Question
Administration of sales force management is concerned with :-
Correct Answer Motivating , Compensating , Directing
Your Answer Motivating , Compensating , Directing


Multiple Choice Single Answer
Question
Rapport building requires special skills e.g. :-
Correct Answer Human relations
Your Answer Human relations


Multiple Choice Single Answer
Question
Financial capability refers to :-
Correct Answer Cash flow position
Your Answer Cash flow position


Multiple Choice Single Answer
Question
Strengths and weaknesses of a firm can be derived through :-
Correct Answer An internal environment analysis
Your Answer An internal environment analysis

at 9:17 PM 0 comments Links to this post

Labels: Industrial Marketing(Set-II)

Tuesday, May 6, 2008
Industrial Marketing - 5

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

Multiple Choice Multiple Answer
Question
Information sources for unstructured surveys are :-
Correct Answer
Sales personnel , Dealers , Customers
Your Answer
Public at large , Dealers , Customers

Multiple Choice Single Answer
Question
Market Segmentation is the process of dividing a large market into :-
Correct Answer
Sub-markets
Your Answer
Sub-markets

Multiple Choice Single Answer
Question
The unit price of a capital equipment item is usually:
Correct Answer
High
Your Answer
High

Multiple Choice Multiple Answer
Question
The legal framework is related to existing :-
Correct Answer
Business laws , Civil rights , Labour laws
Your Answer
Business laws , Civil rights , Labour laws

True/False
Question
A repeat purchase decision will generally involve changes in product specifications from earlier supplies.
Correct Answer
False
Your Answer
False

True/False
Question
Advertisement agencies provide much needed experience in advertising.
Correct Answer
True
Your Answer
True

True/False
Question
It is easier to negotiate the purchase of power generators for a large power station than the purchase of PCs.
Correct Answer
False
Your Answer
False

True/False
Question
A small reduction in price of original material can lead to a large reduction in the price of end product.
Correct Answer
False
Your Answer
False

Multiple Choice Single Answer
Question
The purchase order placement of a furnace for a large steel plant can take:-
Correct Answer
A few months
Your Answer
A few months

Select The Blank
Question
Sluggishness of price response lies in the nature of ________ demand.
Correct Answer
Derived
Your Answer
Derived

Multiple Choice Single Answer
Question
One example of operating supplies is:
Correct Answer
Paints and varnishes
Your Answer
Generators

Multiple Choice Single Answer
Question
Chain of distribution from the supplier to customer are known as :-
Correct Answer
Intermediaries
Your Answer
Intermediaries

Match The Following
Question
Correct Answer
Your Answer
Joint venture
Control over operation
Agreement
Direct exporting
Higher risk
Higher risk
Foreign production
Direct investment
Intermediaries
Comparative analysis
Similarities
Similarities

Match The Following
Question
Correct Answer
Your Answer
Indirect Cost
Interest
Wages
Product life cycle
Different phases
Different phases
Price Leadership
Initiate price change
Pricing decision
Direct Cost
Wages
Initiate price change

Multiple Choice Multiple Answer
Question
Industries constitute an important basis for market segmentation for companies doing business in :-
Correct Answer
Computers , Software , Office equipment
Your Answer
Computers , Software , Office equipment

Multiple Choice Multiple Answer
Question
According to you, marketing of industrial services and marketing of industrial products :-
Correct Answer
Are similar from the seller’s point of view , Require similar resources , Require different types of resources
Your Answer
Are similar from the seller’s point of view , Require similar resources , Require different types of resources

Multiple Choice Single Answer
Question
The first step in managing the industrial product marketing system is :-
Correct Answer
Identifying the needs of customers
Your Answer
Identifying the needs of customers

Multiple Choice Single Answer
Question
Many overseas companies are attracted to India for setting up manufacturing operations for industrial products on account of :-
Correct Answer
Cost competitiveness
Your Answer
High labor cost

Multiple Choice Single Answer
Question
An alternative term used for industrial marketing is :-
Correct Answer
B2B marketing
Your Answer
B2C marketing

Multiple Choice Multiple Answer
Question
Negotiations between buyer and seller will be involved and of long duration for the following items:-
Correct Answer
Air-conditioning plant for an airport terminal , Telecom equipment for large MNC , Diesel locomotives for public sector company
Your Answer
Air-conditioning plant for an airport terminal , Telecom equipment for large MNC , Diesel locomotives for public sector company

Multiple Choice Single Answer
Question
An external environment analysis is necessary to understand :-
Correct Answer
The needs of the customers
Your Answer
The capabilities of competitors

Multiple Choice Single Answer
Question
Periodic analysis of an industrial buyer’s operations and purchase systems is necessary to :-
Correct Answer
Understand the changes in buy practices
Your Answer
Understand the changes in buy practices

Multiple Choice Single Answer
Question
The industrial marketing research department helps the company to :-
Correct Answer
Take informed decisions regarding marketing strategies
Your Answer
Take informed decisions regarding marketing strategies

Multiple Choice Multiple Answer
Question
A high price strategy is favoured under following conditions :-
Correct Answer
Product represent genuine information , Presence of elite market , Inelastic demand situation
Your Answer
Product represent genuine information , Presence of elite market , Inelastic demand situation

Multiple Choice Multiple Answer
Question
By reducing price, industrial marketers can :-
Correct Answer
Increase his share of the market , Enlarge the total market , Not make a major change in the end product price
Your Answer
Increase his share of the market , Enlarge the total market , Not make a major change in the end product price

Multiple Choice Single Answer
Question
The middleman, who customize a product & handle specific situation are called :-
Correct Answer
Value added resellers
Your Answer
Value added resellers

Multiple Choice Multiple Answer
Question
The supplier’s marketing person needs to identify the following role players in the buying organization:-
Correct Answer
Senior purchase officer , Actual users , Deciding officers
Your Answer
Senior purchase officer , Actual users , Deciding officers

Select The Blank
Question
The buying needs and practices of organisations differ according to wether they are innovate, product leaders or ________.
Correct Answer
Followers
Your Answer
Followers

True/False
Question
Cash flow produced by marketing a joint product must be equal in value to its separable cost.
Correct Answer
True
Your Answer
True

True/False
Question
Branch offices are located in commercial centres.
Correct Answer
False
Your Answer
False

Select The Blank
Question
Industrial advertising must provide reader with information regarding ________ benefits, in simple words.
Correct Answer
Intangible
Your Answer
Tangible

Select The Blank
Question
Computer systems help in the ________ of the findings of the research project.
Correct Answer
Presentation
Your Answer
Presentation

Multiple Choice Single Answer
Question
Rapport building requires special skills e.g. :-
Correct Answer
Human relations
Your Answer
Communication skills

Select The Blank
Question
________ are an important link in indirect to user channel strategy.
Correct Answer
Agents
Your Answer
Agents

Multiple Choice Single Answer
Question
The approach to selling by the sales force should be :-
Correct Answer
Professional
Your Answer
Professional

Multiple Choice Multiple Answer
Question
For successful positioning the firm should know its :-
Correct Answer
Current positioning in the market , Competitors , Resources
Your Answer
Current positioning in the market , Competitors , Financial position

Select The Blank
Question
When a firm sells through a limited number of outlets, it is known as ________ distribution.
Correct Answer
Selective
Your Answer
Selective

Select The Blank
Question
Marketing research is used for making ________ projections.
Correct Answer
Sales
Your Answer
Sales

Multiple Choice Multiple Answer
Question
To push the company's products, advertising literature should point out advantages to the middlemen, such as :-
Correct Answer
Wide margins , Large sales potential , Rapid turnover
Your Answer
Wide margins , Large sales potential , Off-the-shelf inventory

Multiple Choice Multiple Answer
Question
Industrial marketers have a choice of structural arrangement like :-
Correct Answer
Direct to users , Indirect to users , Mixed structure
Your Answer
Direct to users , Indirect to users , Mixed structure

True/False
Question
Buyers are always cold, rational & dispassionate.
Correct Answer
False
Your Answer
False

Multiple Choice Single Answer
Question
How fast a firm can recover its cash outlay depends on its :-
Correct Answer
Financial strength
Your Answer
Sales force

Multiple Choice Single Answer
Question
A small lathe is a type of :-
Correct Answer
Accessory equipment
Your Answer
Major equipment

Select The Blank
Question
The sales of standard industrial products are generally carried out through ________.
Correct Answer
Direct channel and middlemen
Your Answer
Direct channel and middlemen

Select The Blank
Question
Indigenous vehicle manufacturers face ________ from foreign manufacturers setting up facilities in India.
Correct Answer
A threat
Your Answer
A threat

True/False
Question
A major change in the price of an industrial component causes a significant change in the end product price.
Correct Answer
False
Your Answer
True

Multiple Choice Single Answer
Question
Industrial Market Research is very important :-
Correct Answer
From strategic and implementation point of view
Your Answer
From strategic and implementation point of view

Multiple Choice Single Answer
Question
The middleman, who customize a product & handle specific situation are called :-
Correct Answer
Value added resellers
Your Answer
Value added resellers

Select The Blank
Question
IBM, Microsoft and Google are just three MNCs that have ________.
Correct Answer
Set up software development centers in India
Your Answer
Set up software development centers in India

Multiple Choice Multiple Answer
Question
Analysis of the strengths and weakness of competitors is done in the areas of :-
Correct Answer
Manufacturing , Finance , Technical service
Your Answer
Manufacturing , Finance , Technical service

Multiple Choice Single Answer
Question
The purpose of any modern industrial firm is to :-
Correct Answer
Fulfill customers’ needs
Your Answer
Fulfill customers’ needs

Multiple Choice Multiple Answer
Question
Technical service means details about :-
Correct Answer
Ingredient material , How product works , Type of make of key equipments in the product
Your Answer
Ingredient material , How product works , Type of make of key equipments in the product

True/False
Question
Buyers, who are risk averse are good prospects for new product and concepts.
Correct Answer
False
Your Answer
True

Multiple Choice Single Answer
Question
For financially weak but reliable customers, supplier may be required to:-
Correct Answer
Give high discounts
Your Answer
Insist on cash on delivery

Multiple Choice Multiple Answer
Question
Ashok Leyland is an Indian company whose competitors would include :-
Correct Answer
Tata Motors , Volvo Motors
Your Answer
Tata Motors , Volvo Motors

Multiple Choice Multiple Answer
Question
Questions asked in unstructured surveys bring about :-
Correct Answer
Motives , Priorities , Problems
Your Answer
Motives , Priorities , Problems

True/False
Question
Delivery rating factor is prepared based on adherence to delivery schedule.
Correct Answer
True
Your Answer
True

Multiple Choice Single Answer
Question
The industrial marketing research department helps the company to :-
Correct Answer
Take informed decisions regarding marketing strategies
Your Answer
Take informed decisions regarding marketing strategies

Match The Following
Question
Correct Answer
Your Answer
To expand product range to cover all types of computer peripherals
Plan
Mission
To become the No. 1 supplier in computer peripherals
Mission
Goal
To achieve a sales turnover of Rs. 500 cr. by 2008-09
Objective
Milestone
To reduce employee turnover from 30% to 25% in 1 yr
Goal
Plan

Multiple Choice Single Answer
Question
Non Banking Financial Corporations receive negative publicity from :-
Correct Answer
Down grading by rating agencies
Your Answer
Down grading by rating agencies

Multiple Choice Multiple Answer
Question
In a tender a vendor has to supply data on :-
Correct Answer
Sales to net worth , Working capital , Turnover Ratio
Your Answer
Sales to net worth , Turnover Ratio , Profit to Loss Ratio

Multiple Choice Multiple Answer
Question
Supply by an industrial firm to an OEM will:
Correct Answer
Enhance its reputation , Help in obtaining regular orders , Help in spreading awareness among other possible buyers
Your Answer
Enhance its reputation , Help in obtaining regular orders , Help in spreading awareness among other possible buyers

Multiple Choice Single Answer
Question
Financial capability refers to :-
Correct Answer
Cash flow position
Your Answer
Cash flow position

Select The Blank
Question
The buying needs and practices of organisations differ according to wether they are innovate, product leaders or ________.
Correct Answer
Followers
Your Answer
Nichers

Multiple Choice Single Answer
Question
In an organisation, purchase division is made by:-
Correct Answer
People
Your Answer
Management

Select The Blank
Question
The effect of the economic environment is not ________ across industries.
Correct Answer
Uniform
Your Answer
Even

Select The Blank
Question
Direct marketing is expensive when probable volume of sales in a market area is ________.
Correct Answer
Small
Your Answer
Small

Multiple Choice Single Answer
Question
General public will work towards a cause if it is :-
Correct Answer
Motivated
Your Answer
Motivated

Multiple Choice Single Answer
Question
A situation analysis consists of :-
Correct Answer
A combination of internal environment analysis, external environment analysis and competitive analysis
Your Answer
A combination of internal environment analysis, external environment analysis and competitive analysis

Multiple Choice Single Answer
Question
Institutional investors are concerned with organisation's :-
Correct Answer
Operational efficiency
Your Answer
Operational efficiency

Select The Blank
Question
________ of supply is one of the important aspects buyers look for.
Correct Answer
Continuity
Your Answer
Time

Select The Blank
Question
The fundamental aspect of industrial marketing is that it addresses the needs and wants of ________.
Correct Answer
Business organizations
Your Answer
Groups of consumers

True/False
Question
Advertisement and public relation campaign project a positive image of the Co.
Correct Answer
True
Your Answer
True

True/False
Question
Market coverage means demographic areas to be covered.
Correct Answer
True
Your Answer
False

Match The Following
Question
Correct Answer
Your Answer
Advertising effectiveness
Evaluation of performance
Evaluation of performance
Web design
Domain name
Domain name
Choice of media
Reaching the right audience
Reaching the right audience
Basis of Budgeting support
Percentage of past sales
Percentage of past sales

Multiple Choice Single Answer
Question
Making an assessment of the competitors’ strengths and weakness is called :-
Correct Answer
Competitive position analysis
Your Answer
Competitive position analysis

Select The Blank
Question
Business should act in a ________ manner to keep Govt. out of business environment.
Correct Answer
United
Your Answer
Creative

True/False
Question
Service is one of the variables of vendor rating system.
Correct Answer
True
Your Answer
True

True/False
Question
Materials that go into the production of food / drug end product have very narrow quality tolerance.
Correct Answer
True
Your Answer
False

Multiple Choice Multiple Answer
Question
According to you, marketing of industrial services and marketing of industrial products :-
Correct Answer
Are similar from the seller’s point of view , Require similar resources , Require different types of resources
Your Answer
Require different types of resources , Are different.

Multiple Choice Single Answer
Question
Primary task to be performed for the execution of the sales efforts is :-
Correct Answer
Making sales presentation
Your Answer
Identifying needs of customers

True/False
Question
Countries with political stability have a grater chance of attracting investment from MNCs.
Correct Answer
True
Your Answer
True

True/False
Question
The IT and BPO service industries in India are showing lower rates of growth compared to other industry sectors.
Correct Answer
False
Your Answer
False

Multiple Choice Multiple Answer
Question
Product development can discourage competition if it is :-
Correct Answer
Technologically intensive , Capital intensive , Require state-of-art technology
Your Answer
Technologically intensive , Capital intensive , Requires extensive sales promotion

Multiple Choice Single Answer
Question
The best channel of distribution for capital items is :-
Correct Answer
Direct selling
Your Answer
Direct selling

Multiple Choice Multiple Answer
Question
For developing a positioning strategy, following variables are used:-
Correct Answer
Product features , Product reliability , Ability to provide solutions to customer problem
Your Answer
Product features , Product reliability , Ability to provide solutions to customer problem

Select The Blank
Question
The Finance Officer can also play a passive part in the purchase process and his role in the DMU would be as a ________.
Correct Answer
Gatekeeper
Your Answer
Influencer

Multiple Choice Single Answer
Question
An external environment analysis is necessary to understand :-
Correct Answer
The needs of the customers
Your Answer
The needs of the customers

Multiple Choice Multiple Answer
Question
A company has to revise its pricing strategy when :-
Correct Answer
Competitor changes his price , New rival enters the market , It is advantageous for the company to change price
Your Answer
Competitor changes his price , New rival enters the market

Select The Blank
Question
Exploratory research involves the gathering of ________ data from secondary sources.
Correct Answer
Preliminary
Your Answer
Critical

Multiple Choice Multiple Answer
Question
Services of trained experts is required for :-
Correct Answer
Special accounting machines , Statistical analysis equipment , Electronic recording equipment
Your Answer
Special accounting machines , Electronic recording equipment , Supply of iron ore

True/False
Question
In order to enjoy cost advantage relative to the innovative firm, competitor must reach a break-through in product design.
Correct Answer
True
Your Answer
True

True/False
Question
The objective of the high price strategy is only to recover firm's investment speedily.
Correct Answer
False
Your Answer
True

Multiple Choice Multiple Answer
Question
Industrial markets can be positioned on product merits e.g.:-
Correct Answer
Quality conscious , Reliability , Dependability
Your Answer
Quality conscious , Dependability , Affordability

Multiple Choice Single Answer
Question
Funds spent on R & D to bring a new product into the market are :-
Correct Answer Sunk Costs
Your Answer Sunk Costs


True/False
Question
Hydraulic equipments are handled by general line industries.
Correct Answer False
Your Answer False


Select The Blank
Question
Market conditions may result in demand for a product, which is relatively
________ to change in price.
Correct Answer Unresponsive
Your Answer Responsive


Multiple Choice Single Answer
Question
Industrial product advertising is an effective means to stimulate :-
Correct Answer Primary demand
Your Answer Primary demand


Multiple Choice Single Answer
Question
Value analysis may suggest :-
Correct Answer Product modifications
Your Answer Product modifications


Select The Blank
Question
The buying needs and practices of organisations differ according to whether
they are innovate, product leaders or ________.
Correct Answer Followers
Your Answer Followers


Select The Blank
Question
Competitor, who enter late in the market, must apply part of their cash
inflow to the amortization of their own ________ cost.
Correct Answer Development
Your Answer Development


Select The Blank
Question
The ________ distributors focus on narrow range of related products.
Correct Answer Specialised
Your Answer Specialised


True/False
Question
A survey analyst is not part of the industrial marketing research team.
Correct Answer False
Your Answer False


Multiple Choice Multiple Answer
Question
Tata Motors is a company involved in the manufacture of :-
Correct Answer Passenger cars , Light commercial vehicles , Heavy
commercial vehicles
Your Answer Passenger cars , Light commercial vehicles , Heavy
commercial vehicles


Multiple Choice Single Answer
Question
Non Banking Financial Corporations receive negative publicity from :-
Correct Answer Down grading by rating agencies
Your Answer Write up in news papers


Select The Blank
Question
Sales personnel should study customers as ________.
Correct Answer Individuals
Your Answer Professionals


True/False
Question
Car manufacturers make all the components of the car themselves.
Correct Answer False
Your Answer False


Multiple Choice Single Answer
Question
For financially weak but reliable customers, supplier may be required to:-
Correct Answer Give high discounts
Your Answer Provide finance


True/False
Question
Service is one of the variables of vendor rating system.
Correct Answer True
Your Answer True


Select The Blank
Question
Composite rating is prepared by adding ________ rating.
Correct Answer Individual
Your Answer Individual


Multiple Choice Multiple Answer
Question
For successful positioning the firm should know its :-
Correct Answer Current positioning in the market , Competitors ,
Resources
Your Answer Current positioning in the market , Competitors , Resources


Multiple Choice Multiple Answer
Question
For industrial marketing, type of channel members needed would depend on :-
Correct Answer Market coverage , Marketing cost , Marketing control

Your Answer Market coverage , Marketing cost , Marketing control


Multiple Choice Multiple Answer
Question
Information sources for unstructured surveys are :-
Correct Answer Sales personnel , Dealers , Customers
Your Answer Sales personnel , Dealers , Customers


Multiple Choice Single Answer
Question
How industrial advertising helps the salesperson?
Correct Answer It conveys the message to the network of decision
makers, he cannot reach.
Your Answer It conveys the message to the network of decision makers, he
cannot reach.


Select The Blank
Question
The best advertising should be best in creativity, simplicity and ________.
Correct Answer Uniqueness
Your Answer Uniqueness


True/False
Question
In industrial marketing buying is a collective decision making process.
Correct Answer True
Your Answer True


True/False
Question
Market coverage means demographic areas to be covered.
Correct Answer True
Your Answer False


Multiple Choice Multiple Answer
Question
Industries constitute an important basis for market segmentation for
companies doing business in :-
Correct Answer Computers , Software , Office equipment
Your Answer Computers , Software , Office equipment


Multiple Choice Multiple Answer
Question
Starting point for the negotiation process is :-
Correct Answer Needs , Plans , Goals
Your Answer Plans , Goals , Needs


Select The Blank
Question
Industrial advertising must provide reader with information regarding
________ benefits, in simple words.
Correct Answer Intangible
Your Answer Intangible


Multiple Choice Multiple Answer
Question
When a firm introduces new product, a considerable amount is sunk into :-
Correct Answer Research , Planning , Testing
Your Answer Research , Planning , Testing


Multiple Choice Single Answer
Question
Marketing Intelligence System is useful :-
Correct Answer For decision making by industrial marketing managers
Your Answer For decision making by industrial marketing managers


Select The Blank
Question
The situation where the buyer requires an industrial product to a revised
set of specifications from a previous supplier is called ________.
Correct Answer Modified rebuy
Your Answer Straight rebuy


Multiple Choice Single Answer
Question
Data for initial screening can be obtained from:-
Correct Answer Secondary sources
Your Answer Secondary sources


Match The Following
Question
Correct Answer
Your Answer

Niche marketing - Customised products - Customised products

Purchasing policy - Bidding - Bidding

Product innovation - New products - New products

Competitive analysis - Strength &weakness - Strength &weakness



Multiple Choice Multiple Answer
Question
Media selection is done on the basis of :-
Correct Answer Reaching the right audience , Reaching audience with
right quantity of impact , Running the complain for a considerable period of
time
Your Answer Reaching the right audience , Reaching audience with right
quantity of impact , Running the complain for a considerable period of time


True/False
Question
An important characteristic of the mission statement is that it indicates
the direction the company wishes to take.
Correct Answer True
Your Answer True


Multiple Choice Single Answer
Question
A situation analysis consists of :-
Correct Answer A combination of internal environment analysis,
external environment analysis and competitive analysis
Your Answer A combination of internal environment analysis, external
environment analysis and competitive analysis


Multiple Choice Multiple Answer
Question
Service rating is judged by following factors :-
Correct Answer Promptness , Speed , Self interest
Your Answer Promptness , Speed , Self interest


True/False
Question
Some purchase decisions also depend on buyer's response to the seller's
marketing stimuli.
Correct Answer True
Your Answer True


Multiple Choice Single Answer
Question
Vendor rating system measures variables e.g. :-
Correct Answer Price
Your Answer Price


Multiple Choice Multiple Answer
Question
Industrial marketers have a choice of structural arrangement like :-
Correct Answer Direct to users , Indirect to users , Mixed
structure
Your Answer Direct to users , Indirect to users , Mixed structure


Select The Blank
Question
Decisions concerning pricing decisions are taken on ________ occasions.
Correct Answer Three
Your Answer Three


Multiple Choice Single Answer
Question
The purchase decision-makers in an industrial company constitute the:-
Correct Answer DMU
Your Answer DMU


Multiple Choice Single Answer
Question
Industrial buyer tries to justify his purchases on the basis of :-
Correct Answer Measurable performance
Your Answer Stock position


Multiple Choice Multiple Answer
Question
Industrial sales person must understand the :-
Correct Answer Manufacturing process of the company , Motivating
factors of individuals , Procedures of the company
Your Answer Manufacturing process of the company , Motivating factors of
individuals , Procedures of the company


True/False
Question
Sales forecast is the estimate of a Co's expected sales in a given time
period.
Correct Answer True
Your Answer True


True/False
Question
Most industrial suppliers make use of their own sales force in their
marketing system.
Correct Answer False
Your Answer True


Multiple Choice Multiple Answer
Question
A high price strategy is favoured under following conditions :-
Correct Answer Product represent genuine information , Presence of
elite market , Inelastic demand situation
Your Answer Product represent genuine information , Presence of elite
market , Inelastic demand situation


Multiple Choice Multiple Answer
Question
Growth of an automobile manufacturing firm can come from :-
Correct Answer Increase in domestic sales , Increase in export
sales , Decrease in manufacturing costs
Your Answer Increase in domestic sales , Increase in export sales ,
Decrease in manufacturing costs

Multiple Choice Single Answer
Question
In pricing industrial goods, the most important factor is :-
Correct Answer Cost
Your Answer Cost


Select The Blank
Question
Methods to measure market ________ can classified into Qualitative and
Quantitative methods.
Correct Answer Potential
Your Answer Potential


Select The Blank
Question
Computer systems help in the ________ of the findings of the research
project.
Correct Answer Presentation
Your Answer Presentation


Select The Blank
Question
Senior marketing personnel from a supplier firm are usually involved in a
________ situation:
Correct Answer New task buy
Your Answer New task buy


Select The Blank
Question
IBM, Microsoft and Google are just three MNCs that have ________.
Correct Answer Set up software development centers in India
Your Answer Set up software development centers in India


Select The Blank
Question
By pricing the product at a very ________ level, management can have
substantial gross margin.
Correct Answer High
Your Answer High


Multiple Choice Multiple Answer
Question
For an industrial company, the following topics would fall under the
category of information on economic scenario :-
Correct Answer GDP growth figures , Inflation rates
Your Answer GDP growth figures , Inflation rates , Initial public
offerings by new companies


Multiple Choice Single Answer
Question
Primary task to be performed for the execution of the sales efforts is :-
Correct Answer Making sales presentation
Your Answer Making sales presentation


True/False
Question
Advertising and promotion expenses, as a percentage of total sales, are
usually more for industrial products than for consumer products.
Correct Answer False
Your Answer False


Multiple Choice Single Answer
Question
Fundamental skill requirement for closing a sale is :-
Correct Answer Application of psychology
Your Answer Application of psychology


Multiple Choice Single Answer
Question
Research objectives are statements that :-
Correct Answer Outline the aims of problem definition
Your Answer Outline the aims of problem definition


True/False
Question
Buyers always buy on the basis of the merit of the product.
Correct Answer False
Your Answer False


Multiple Choice Single Answer
Question
A small company which accepts high volume, low margin business & expands to
meet its production requirement will :-
Correct Answer Become dependant on such business
Your Answer Become dependant on such business


Select The Blank
Question
________ skills represent the essence of industrial marketing.
Correct Answer Negotiations
Your Answer Negotiations


Multiple Choice Single Answer
Question
The purpose of any modern industrial firm is to :-
Correct Answer Fulfill customers' needs
Your Answer Fulfill customers' needs


Multiple Choice Multiple Answer
Question
The maker of industrial product can increase total sales by :-
Correct Answer Research , Developing new uses , Developing new
users
Your Answer Research , Developing new uses , Developing new users


True/False
Question
Branch offices are located in commercial centres.
Correct Answer False
Your Answer False


Select The Blank
Question
The effect of the economic environment is not ________ across industries.
Correct Answer Uniform
Your Answer Uniform


True/False
Question
Advertisement and public relation campaign project a positive image of the
Co.
Correct Answer True
Your Answer True


Multiple Choice Single Answer
Question
The industrial marketing research department helps the company to :-
Correct Answer Take informed decisions regarding marketing
strategies
Your Answer Take informed decisions regarding marketing strategies


True/False
Question
Tariffs & quotas are used by the Govt. to protect indigenous business from
foreign competition.
Correct Answer True
Your Answer True


Multiple Choice Multiple Answer
Question
Car manufacturers make following parts in their factories :-
Correct Answer Engine , Gear box , Clutch
Your Answer Engine , Gear box , Clutch


Multiple Choice Multiple Answer
Question
The message of well-designed advertisement for an industrial product should
generally consist of :-
Correct Answer A short headline , An explanation of the headline ,
Distinctive features of the product
Your Answer A short headline , An explanation of the headline ,
Distinctive features of the product


Multiple Choice Multiple Answer
Question
Profitability of any potential segment is measured by following criteria:-
Correct Answer Market share , Market growth , Image
Your Answer Market share , Market growth , Image


True/False
Question
It is easier to negotiate the purchase of power generators for a large power
station than the purchase of PCs.
Correct Answer False
Your Answer True


Multiple Choice Multiple Answer
Question
Ashok Leyland is an Indian company whose competitors would include :-
Correct Answer Tata Motors , Volvo Motors
Your Answer Tata Motors , Volvo Motors , Baja Auto


True/False
Question
Bill to vendor' & 'Absorbed by buyer' are the two possibilities under
rework.
Correct Answer True
Your Answer True


Multiple Choice Multiple Answer
Question
The following departments in a large engineering company would come under
the responsibility of VP (Operations) :-
Correct Answer Assembly plant , Machine shop , Machinery repair and
maintenance Section
Your Answer Assembly plant , Machine shop , Machinery repair and
maintenance Section


Multiple Choice Single Answer
Question
Industrial markets can be segmented in two steps:-
Correct Answer Micro and macro
Your Answer Micro and macro


Select The Blank
Question
A relative ________ product life span is a favourable condition for charging
high price.
Correct Answer Short
Your Answer Short


Match The Following
Question
Correct Answer
Your Answer

Intensive distribution - All markets - All markets

Direct distribution - Closer contact - Closer contact

Manufactured parts - High profit - High cost

Volatile - Price adjustments - Price adjustments


True/False
Question
An organization that is structured to serve the customer is the most
optimally designed organizational structure.
Correct Answer True
Your Answer True


Multiple Choice Single Answer
Question
Industrial Market Research is undertaken :-
Correct Answer To obtain valuable inputs on variables
Your Answer To obtain valuable inputs on variables


Match The Following
Question
Correct Answer
Your Answer

Personality - Individual influencer - Individual influencer

Level of demand - Environmental influencer - Environmental influencer

Purchase procedures - Organizational influencer - Organizational influencer

Empathy - Interpersonal influencer - Interpersonal influencer


Multiple Choice Multiple Answer
Question
Industries involved in production of chemical & pesticides have to :-
Correct Answer Make natural resources pollution free , Devise
safety measures to protect environment , Properly dispose off waste material

Your Answer Make natural resources pollution free , Devise safety
measures to protect environment , Properly dispose off waste material


Multiple Choice Multiple Answer
Question
The following items fall under the category of manufactured items:-
Correct Answer Stainless steel , Aluminium foil , Digital cameras
Your Answer Stainless steel , Aluminium foil , Digital cameras


Multiple Choice Single Answer
Question
DGS&D refers to an authority that purchases goods for:-
Correct Answer Central Government
Your Answer Central Government


Multiple Choice Single Answer
Question
In industrial marketing, spare parts are sold through :-
Correct Answer Branch office
Your Answer Branch office


True/False
Question
Advertisement agencies provide much needed experience in advertising.
Correct Answer True
Your Answer True


Multiple Choice Multiple Answer
Question
A company has to revise its pricing strategy when :-
Correct Answer Competitor changes his price , New rival enters the
market , It is advantageous for the company to change price
Your Answer Competitor changes his price , New rival enters the market ,
It is advantageous for the company to change price


Select The Blank
Question
To overcome bad image, the companies have to go for ________ public
relations program.
Correct Answer Long term
Your Answer Long term


Multiple Choice Single Answer
Question
The best channel of distribution for capital items is :-
Correct Answer Direct selling
Your Answer Direct selling


Multiple Choice Single Answer
Question
An external environment analysis is necessary to understand :-
Correct Answer The needs of the customers
Your Answer The needs of the customers


True/False
Question
A repeat purchase decision will generally involve changes in product
specifications from earlier supplies.
Correct Answer False
Your Answer False


Multiple Choice Single Answer
Question
Allocating time for prospecting activities helps in :-
Correct Answer Servicing old accounts
Your Answer Servicing old accounts


Multiple Choice Single Answer
Question
An imbalance between cost & price requires :-
Correct Answer Managerial Action
Your Answer Managerial Action


Select The Blank
Question
A senior manager such as General Manager (Purchase) of an industrial
marketing company will get more involved in the purchase of ________.
Correct Answer High value items
Your Answer High value items

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