industrial marketing-01

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

Multiple Choice Multiple Answer Question For developing a positioning strategy, following variables are used:-

Correct Answer

Ability to provide solutions to customer problem , Product features , Product reliability

Your Answer Product features , Product reliability , Ability to provide solutions to customer problem

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

Correct Answer

Potential

Your Answer Potential

Multiple Choice Single Answer Question The industrial marketing research department helps the company to :-

Correct Answer

Take informed decisions regarding marketing strategies

Your Answer Take informed decisions regarding marketing strategies

Select The Blank Question The manufacturer of individual product can take customers away from competitor's by ________

efforts. Correct Answer

Promotional

Your Answer Marketing

Multiple Choice Multiple Answer Question Administration of sales force management is concerned with :-

Correct Answer

Motivating , Compensating , Directing

Your Answer Motivating , Directing , Controlling (the sales force)

Multiple Choice Multiple Answer Question Branch offices are used to :-

Correct Answer

Maintain stocks of parts , Provide repair facilities , Serve big customers

Your Answer Provide repair facilities , Serve big customers

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

Correct Answer

Cost

Your Answer Cost

Select The Blank Question Business should act in a ________ manner to keep Govt. out of business environment.

Correct Answer

United

Your Answer United

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

Correct Answer

B2B marketing

Your Answer B2B marketing

Multiple Choice Multiple Answer Question For successful positioning the firm should know its :-

Correct Answer

Current positioning in the market , Competitors , Resources

Your Answer Competitors , Resources , Financial position

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

Correct Answer

False

Your Answer False

Multiple Choice Multiple Answer Question The maker of industrial product can increase total sales by :-

Correct Answer

Research , Developing new uses , Developing new users

Your Answer Developing new uses , Developing new users , Reducing process

Multiple Choice Multiple Answer Question The message of well-designed advertisement for an industrial product should generally consist of :-

Correct Answer

A short headline , An explanation of the headline , Distinctive features of the product

Your Answer A short headline , An explanation of the headline , Distinctive features of the product

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

Correct Answer

Derived demand

Your Answer Derived demand

Select The Blank Question Marketing research is used for making ________ projections.

Correct Answer

Sales

Your Answer Sales

Select The Blank Question Computer systems help in the ________ of the findings of the research project.

Correct Answer

Presentation

Your Answer Presentation

Multiple Choice Multiple Answer Question Important sources for tender notices regarding purchases of industrial products are:-

Correct Answer

Company websites , Newspapers , Trade magazines

Your Answer Newspapers , Trade magazines , Company websites

Match The FollowingQuestion Correct Answer Your Answer

Sales department To reduce cost of sales by 5% within one year

Increase profits for FY in Q3 and Q4

Industrial marketing department Increase profits for FY in Q3 and Q4 To reduce cost of sales by 5% within one year

Industrial marketing research department

Conduct survey for customer feedback on new product


Industrial marketing services department

Obtain service revenue from post-sales services in one market segment


Select The Blank Question The best advertising should be best in creativity, simplicity and ________.

Correct Answer

Uniqueness

Your Answer Uniqueness

Multiple Choice Single Answer Question The industrial buyers buy only when there are :-

Correct Answer

Strong economic benefits

Your Answer Strong economic benefits

Multiple Choice Single Answer Question A small company which accepts high volume, low margin business & expands to meet its

production requirement will :- Correct Answer

Become dependant on such business

Your Answer Increase its profit margin

Multiple Choice Single Answer Question Parameters used to segment the market must be :-

Correct Answer

Measurable

Your Answer Rational

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

Correct Answer

Motivated

Your Answer Motivated

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

Correct Answer

True

Your Answer True

Multiple Choice Single Answer Question Value analysis may suggest :-

Correct Answer

Product modifications

Your Answer Product modifications

Select The Blank Question In marketing research ________ influence the type of research that is selected.

Correct Answer

Objectives

Your Answer Methodology

Multiple Choice Multiple Answer Question Customer motives can be understood by studying customer's :-

Correct Answer

Production systems , Organizational structures , Outlook & attitude of their executives

Your Answer Production systems , Organizational structures , Outlook & attitude of their executives

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

Correct Answer

False

Your Answer False

Select The Blank Question Industrial force should be ________ to market conditions.

Correct Answer

Responsive

Your Answer Responsive


Regression Analysis Better Control Better Control

Management by Objectives Involvement in planning Involvement in planning

Motivational level Trust, Intimacy Trust, Intimacy

Straight Salary Minimum amount of work Direct Compensation

Multiple Choice Single Answer Question Industrial dealer are business firms that serve :-

Correct Answer

Narrow geographic market

Your Answer Narrow geographic market

Multiple Choice Multiple Answer Question Negotiations between buyer and seller will be involved and of long duration for the following items:-

Correct Answer

Air-conditioning plant for an airport terminal , Telecom equipment for large MNC , Diesel locomotives for public sector company

Your Answer Air-conditioning plant for an airport terminal , Telecom equipment for large MNC , Diesel locomotives for public sector company

Multiple Choice Single Answer Question Strategic Industrial Marketing decision are primarily concerned with selection of :-

Correct Answer

Product-mix

Your Answer Product-mix

True/False Question Pre-sales services and post-sales services are not important to modern-day concepts of industrial

marketing. Correct Answer

False

Your Answer False

True/False Question In industrial product marketing, the cost of maintenance is not important in making comparisons

with competitors’ products. Correct Answer

False

Your Answer False

Multiple Choice Multiple Answer Question When the product is complex & requires service by skilled specialist, the manufacturer has to :-

Correct Answer

Supply large number of spare parts , Change a premium price , Train the technician of buyer

Your Answer Maintain service station , Supply large number of spare parts , Train the technician of buyer

Multiple Choice Multiple Answer Question The following items fall under the category of manufactured items:-

Correct Answer

Stainless steel , Aluminium foil , Digital cameras

Your Answer Aluminium foil , Digital cameras , Wood for packing.

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

applications. Correct Answer

True

Your Answer True

Multiple Choice Single Answer Question Industrial Marketing is characterised by:-

Correct Answer

Tailor-made products

Your Answer Tailor-made products

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

Correct Answer

True

Your Answer True

Select The Blank Question The sales of standard industrial products are generally carried out through ________.

Correct Answer

Direct channel and middlemen

Your Answer Direct channel only

Multiple Choice Single Answer Question An external environment analysis is necessary to understand :-

Correct Answer

The needs of the customers

Your Answer The needs of the customers

Multiple Choice Single Answer Question In industrial marketing, a very important role is played by :-

Correct Answer

Pricing

Your Answer Advertising

Multiple Choice Single Answer Question The purpose of any modern industrial firm is to :-

Correct Answer

Fulfill customers’ needs

Your Answer Fulfill customers’ needs

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

Correct Answer

True

Your Answer True

Select The Blank Question ________ is the alternate name given to marketing research.

Correct Answer

Marketing intelligence

Your Answer Marketing intelligence

True/False Question A small reduction in price of original material can lead to a large reduction in the price of end

product. Correct Answer

False

Your Answer True


Multiple Choice Multiple Answer Question By reducing price, industrial marketers can :-

Correct Answer

Not make a major change in the end product price , Increase his share of the market , Enlarge the total market

Your Answer Increase his share of the market , Enlarge the total market , Not make a major change in the end product price


Correct Answer


Your Answer Aluminium foil , Digital cameras

Select The Blank Question The fundamental aspect of industrial marketing is that it addresses

the needs and wants of ________. Correct Answer

Business organizations

Your Answer Business organizations

Multiple Choice Single Answer Question The purchase decision-makers in an industrial company constitute

the:- Correct Answer

DMU

Your Answer DMU

Select The Blank Question The situation where the buyer requires an industrial product to a

revised set of specifications from a previous supplier is called ________.

Correct Answer

Modified rebuy

Your Answer Modified rebuy

Multiple Choice Multiple Answer Question Industries involved in production of chemical & pesticides have to :-

Correct Answer

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

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


Correct Answer

Responsive


True/False Question In industrial product marketing, the cost of maintenance is not

important in making comparisons with competitors’ products. Correct Answer

False

Your Answer False

Select The Blank Question The key ________ people are evaluated as part of the assessment.

Correct Answer

Management

Your Answer Management

Multiple Choice Multiple Answer Question During discussions, sales people handle issues such as :-

Correct Answer

Delivery schedule , Pricing , After Sales Service

Your Answer Delivery schedule , Pricing , After Sales Service


Correct Answer

B2B marketing


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

Correct Answer

False

Your Answer False

Multiple Choice Multiple Answer Question When the product is complex & requires service by skilled specialist,

the manufacturer has to :- Correct Answer


Your Answer Supply large number of spare parts , Change a premium price , Train the technician of buyer

True/False Question A survey analyst is not part of the industrial marketing research

team. Correct Answer

False

Your Answer False

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

Correct Answer

True

Your Answer True

Multiple Choice Single Answer Question Periodic analysis of an industrial buyer’s operations and purchase

systems is necessary to :- Correct Answer

Understand the changes in buy practices

Your Answer Understand the changes in buy practices

True/False Question Bill to vendor' & 'Absorbed by buyer' are the two possibilities under

rework. Correct Answer

True

Your Answer True

Multiple Choice Single Answer Question The industrial marketing research department helps the company

to :- Correct Answer

Take informed decisions regarding marketing strategies


Multiple Choice Single Answer Question The first step in the purchase procurement cycle is:-

Correct Answer

Receive an indent for item

Your Answer Float inquiries

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

Correct Answer

Intermediaries

Your Answer Intermediaries

Select The Blank Question By pricing the product at a very ________ level, management can

have substantial gross margin. Correct Answer

High

Your Answer High

Multiple Choice Multiple Answer Question Negotiations between buyer and seller will be involved and of long

duration for the following items:- Correct Answer



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


Correct Answer


Your Answer Make profits

Multiple Choice Multiple Answer Question Following capabilities of the organisation also form a basis for

segmentation:- Correct Answer

Operating , Technical , Financial

Your Answer Operating , Technical , Financial

Multiple Choice Multiple Answer Question Growth of an automobile manufacturing firm can come from :-

Correct Answer

Increase in domestic sales , Increase in export sales , Decrease in manufacturing costs

Your Answer Increase in domestic sales , Increase in export sales , Decrease in manufacturing costs

Multiple Choice Multiple Answer Question According to you, marketing of industrial services and marketing of

industrial products :- Correct Answer

Are similar from the seller’s point of view , Require similar resources , Require different types of resources

Your Answer Are similar from the seller’s point of view , Require similar resources

Multiple Choice Single Answer Question Non Banking Financial Corporations receive negative publicity

from :- Correct Answer

Down grading by rating agencies

Your Answer Down grading by rating agencies

Select The Blank Question Competitor, who enter late in the market, must apply part of their

cash inflow to the amortization of their own ________ cost. Correct Answer

Development

Your Answer Development

Multiple Choice Single Answer Question Advertising objectives need to assist

Correct Answer

Marketing objectives

Your Answer Marketing objectives


Regression Analysis Better Control Better Control

Management by Objectives Involvement in planning Involvement in planning

Motivational level Trust, Intimacy Trust, Intimacy

Straight Salary Minimum amount of work Minimum amount of work

True/False

Question Delivery rating factor is prepared based on adherence to delivery schedule.

Correct Answer

True

Your Answer True


Correct Answer

Product features , Product reliability , Ability to provide solutions to customer problem

Your Answer Product features , Product reliability , Ability to provide solutions to customer problem

Multiple Choice Multiple Answer Question The following departments in a large engineering company would

come under the responsibility of VP (Operations) :- Correct Answer

Assembly plant , Machine shop , Machinery repair and maintenance Section

Your Answer Assembly plant , Machine shop

Select The Blank Question Senior marketing personnel from a supplier firm are usually involved

in a ________ situation: Correct Answer

New task buy

Your Answer New task buy

Multiple Choice Multiple Answer Question A typical buyer-firm of industrial products will:-

Correct Answer

Insist on quality tests before delivery , Ask for test results after inspection

Your Answer Insist on quality tests before delivery , Ask for test results after inspection

Select The Blank Question Computer systems help in the ________ of the findings of the

research project. Correct Answer

Presentation


Multiple Choice Single Answer Question Strategic Industrial Marketing decision are primarily concerned with

selection of :- Correct Answer

Product-mix


Multiple Choice Single Answer Question Making an assessment of the competitors’ strengths and weakness

is called :- Correct Answer

Competitive position analysis

Your Answer Competitive position analysis

Multiple Choice Single Answer

Question A firm's decision to operate in a particular market is influenced by :-

Correct Answer

Competition

Your Answer Competition

True/False Question The effect of price on sale must be balanced by production costs.

Correct Answer

True

Your Answer False


Innovation Competitive appeal Competitive appeal

Sunk Cost Money spent Money spent

Legal Considerations Sales of Goods Act Sales of Goods Act

Inelastic Demand Unresponsive Unresponsive

Multiple Choice Multiple Answer Question Manufacturers handle the inventory requirement problem by :-

Correct Answer

Maintaining stock at convenient locations , Make arrangement for return of slow moving goods , Levy service charge on return of goods

Your Answer Maintaining stock at convenient locations , Make arrangement for return of slow moving goods , Levy service charge on return of goods

Select The Blank Question An industrial product manufacturer would prefer to deal with

________ suppliers of component parts. Correct Answer

Fewer

Your Answer Fewer

Multiple Choice Single Answer Question The role of economic outlook on industrial buying behavior is:-

Correct Answer

Important

Your Answer Important

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

Correct Answer

Professional

Your Answer Professional

Select The Blank Question ________ is the alternate name given to marketing research.

Correct Marketing intelligence

Answer Your Answer Marketing intelligence


Select The Blank Question The Finance Officer can also play a passive part in the purchase process and

his role in the DMU would be as a ________. Correct Answer

Gatekeeper

Your Answer Influencer

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

Correct Answer

True

Your Answer True

Multiple Choice Single Answer Question Data for initial screening can be obtained from:-

Correct Answer

Secondary sources

Your Answer Secondary sources

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

Correct Answer

Identifying prospects

Your Answer Identifying prospects

Multiple Choice Multiple Answer Question Media selection is done on the basis of :-

Correct Answer

Reaching the right audience , Reaching audience with right quantity of impact , Running the complain for a considerable period of time

Your Answer Reaching the right audience , Reaching audience with right quantity of impact , Availability of right space / time slot on the media

True/False Question Some purchase decisions also depend on buyer's response to the seller's

marketing stimuli. Correct Answer

True

Your Answer True

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

Correct Answer

Non-disguised questions

Your Answer Non-disguised questions

Multiple Choice Single Answer Question The facilitator of the process of interactions between a buyer and a banker

are :- Correct Answer

Bankers

Your Answer Creditors

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

Correct Answer

True

Your Answer True

True/False Question To get market feedback in industrial marketing marketing research is

conducted frequently. Correct Answer

False

Your Answer False

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

Correct Answer

Policies

Your Answer Policies

Select The Blank Question IBM, Microsoft and Google are just three MNCs that have ________.

Correct Answer

Set up software development centers in India

Your Answer Set up software development centers in India

Select The Blank Question Indigenous vehicle manufacturers face ________ from foreign manufacturers

setting up facilities in India. Correct Answer

A threat

Your Answer A threat

Select The Blank Question Market ________ is the most optimistic estimate of the amount of product that

an entire market will purchase in a given period of time. Correct Answer

Potential

Your Answer Forecast

True/False Question Outsiders like technical consultants can play a key role in the purchase

process of a large buying organization. Correct Answer

True

Your Answer True

Multiple Choice Multiple Answer

Question In a tender a vendor has to supply data on :-

Correct Answer

Sales to net worth , Working capital , Turnover Ratio

Your Answer Sales to net worth , Working capital , Turnover Ratio

True/False Question Most industrial suppliers make use of their own sales force in their marketing

system. Correct Answer

False

Your Answer True

Multiple Choice Single Answer Question A high price strategy can generate among customers, a substantial amount

of :- Correct Answer

Ill will

Your Answer Ill will

Multiple Choice Single Answer Question Financial capability reflects the ability to finance :-

Correct Answer

Additional level of production

Your Answer Additional level of production

True/False Question A major change in the price of an industrial component causes a significant

change in the end product price. Correct Answer

False

Your Answer False

Select The Blank Question Decisions concerning pricing decisions are taken on ________ occasions.

Correct Answer

Three

Your Answer Two

Multiple Choice Multiple Answer Question Ashok Leyland is an Indian company whose competitors would include :-

Correct Answer

Tata Motors , Volvo Motors

Your Answer Tata Motors , Baja Auto

True/False Question An important characteristic of the mission statement is that it indicates the

direction the company wishes to take. Correct Answer

True

Your Answer True

Select The Blank

Question Marketing cost is the ________ payable to the channel members.

Correct Answer

Commission

Your Answer Brokerage

True/False Question Pre-sales services and post-sales services are not important to modern-day

concepts of industrial marketing. Correct Answer

False

Your Answer False

True/False Question Tariffs & quotas are used by the Govt. to protect indigenous business from

foreign competition. Correct Answer

True

Your Answer True

Multiple Choice Multiple Answer Question Industrial sales person must understand the :-

Correct Answer

Manufacturing process of the company , Motivating factors of individuals , Procedures of the company

Your Answer Manufacturing process of the company , Motivating factors of individuals , Procedures of the company


Purchase procedures Organizational influencer Organizational influencer

Straight rebuy Office stationery Office stationery

Modified rebuy Exhaust fans with revised capacity

Modifications to Oil refinery;

New task buy LCD Projection system and audio system for conference hall

LCD Projection system and audio system for conference hall

Select The Blank Question The drop in price of individual product has effect of ________ demand.

Correct Answer

Shrinking

Your Answer Shrinking

Multiple Choice Multiple Answer Question Success of selling activity is dependent on the ability of a sales person to :-

Correct Answer

Answer questions of customers , Solve their problems , Identify customer's needs

Your Answer Answer questions of customers , Solve their problems , Identify customer's needs

Multiple Choice Multiple Answer Question Industrial firms should act in the following ways to the changes in

environment :- Correct Influence , Modify , Respond

Answer Your Answer Influence , Modify , Respond

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

Correct Answer

Price

Your Answer Price

Multiple Choice Single Answer Question Advertising should not only promote the product but also :-

Correct Answer

The firm, selling the products

Your Answer The firm, selling the products

Select The Blank Question Industrial marketer deals with ________ buyers than consumer marketer.

Correct Answer

Fewer

Your Answer Fewer

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

Correct Answer

Continuity

Your Answer Continuity

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

Correct Answer

True

Your Answer True

Select The Blank Question Exploratory research involves the gathering of ________ data from secondary

sources. Correct Answer

Preliminary

Your Answer Critical

Multiple Choice Multiple Answer Question Analysis of the strengths and weakness of competitors is done in the areas

of :- Correct Answer

Manufacturing , Finance , Technical service

Your Answer Manufacturing , Finance , Technical service

Multiple Choice Single Answer Question Marketing Intelligence System is useful :-

Correct For decision making by industrial marketing managers

Answer Your Answer For decision making by industrial marketing managers

True/False Question It is easier to negotiate the purchase of power generators for a large power

station than the purchase of PCs. Correct Answer

False

Your Answer False

Select The Blank Question The buying needs and practices of organisations differ according to wether

they are innovate, product leaders or ________. Correct Answer

Followers

Your Answer Followers

Multiple Choice Single Answer Question Research objectives are statements that :-

Correct Answer

Outline the aims of problem definition

Your Answer Outline the aims of problem definition

Multiple Choice Multiple Answer Question Technical service means details about :-

Correct Answer

Ingredient material , How product works , Type of make of key equipments in the product

Your Answer Ingredient material , How product works , Type of make of key equipments in the product

Multiple Choice Multiple Answer Question There are two ways of conducting surveys, they are :-

Correct Answer

Structured surveys , Unstructured surveys

Your Answer Structured surveys , Unstructured surveys

Select The Blank Question Business should act in a ________ manner to keep Govt. out of business

environment. Correct Answer

United

Your Answer Creative

Multiple Choice Single Answer Question Secondary data is :-

Correct Answer

Already existing

Your Answer Already existing


Multiple Choice Multiple Answer Question Assured consistency of the quality can have important benefits for

the buyer-user like :- Correct Answer

Inspection at incoming end , Save inventory cost , Stocking time

Your Answer Inspection at incoming end , Save inventory cost , Stocking time

True/False Question A small reduction in price of original material can lead to a large

reduction in the price of end product. Correct Answer

False

Your Answer True

True/False Question A repeat purchase decision will generally involve changes in product

specifications from earlier supplies. Correct Answer

False

Your Answer False

Select The Blank Question The manufacturer of individual product can take customers away

from competitor's by ________ efforts. Correct Answer

Promotional

Your Answer Promotional


Innovation Competitive appeal Competitive appeal

Sunk Cost Money spent Money spent

Legal Considerations Sales of Goods Act Sales of Goods Act

Inelastic Demand Unresponsive Unresponsive

True/False Question Bill to vendor' & 'Absorbed by buyer' are the two possibilities under

rework. Correct Answer

True

Your Answer True

Multiple Choice Multiple Answer Question Substantial cash outlay needs to be allocated for :-

Correct Answer

Training Salesmen , Building stock of raw materials , Providing information to customers

Your Answer Training Salesmen , Building stock of raw materials , Providing information to customers

Select The Blank Question The drop in price of individual product has effect of ________

demand. Correct Answer

Shrinking


Select The Blank Question The effect of the economic environment is not ________ across

industries. Correct Answer

Uniform

Your Answer Uniform

Select The Blank Question In marketing research ________ influence the type of research that

is selected. Correct Answer

Objectives

Your Answer Budget


Correct Answer



Select The Blank Question Sluggishness of price response lies in the nature of ________


Derived

Your Answer Derived

Multiple Choice Multiple Answer Question Success of selling activity is dependent on the ability of a sales

person to :- Correct Answer

Answer questions of customers , Solve their problems , Identify customer's needs

Your Answer Answer questions of customers , Solve their problems , Identify customer's needs

Select The Blank Question ________ skills represent the essence of industrial marketing.

Correct Answer

Negotiations

Your Answer Negotiations

Multiple Choice Multiple Answer Question When the price of a product goes down, the industrial buyer :-

Correct Answer

Changes his about prices , Waits for price to go down further , Enters the market & buys

Your Answer Waits for price to go down further , Enters the market & buys , Changes his about prices

Multiple Choice Multiple Answer Question Service rating is judged by following factors :-

Correct Answer

Promptness , Speed , Self interest

Your Answer Promptness , Speed , Self interest

Multiple Choice Single Answer Question Initially rating is evaluated for :-

Correct Answer

Each variable

Your Answer Each variable

True/False Question Outsiders like technical consultants can play a key role in the

purchase process of a large buying organization. Correct Answer

True

Your Answer True



False

Your Answer False

Select The Blank Question When a firm sells through a limited number of outlets, it is known as

________ distribution. Correct Answer

Selective

Your Answer Selective





Multiple Choice Single Answer Question One example of operating supplies is:

Correct Answer

Paints and varnishes

Your Answer Paints and varnishes

Multiple Choice Single Answer Question Making money or facilitating the running of the business is a :-

Correct Answer

Rational reason

Your Answer Rational reason

Multiple Choice Multiple Answer Question An industrial marketer can :-

Correct Answer

Create a schedule of demand , Prepare a list of products to be sold at different prices , Make the process systematic

Your Answer Create a schedule of demand , Prepare a list of products to be sold

at different prices , Make the process systematic

True/False Question It is easier to negotiate the purchase of power generators for a large

power station than the purchase of PCs. Correct Answer

False

Your Answer False

True/False Question An important characteristic of the mission statement is that it

indicates the direction the company wishes to take. Correct Answer

True

Your Answer True

Select The Blank Question Management can choose the place the company in the position of a

price ________. Correct Answer

Leader

Your Answer Leader

True/False Question Salesperson should not be aggressive in pursuing prospective

customers. Correct Answer

False

Your Answer False

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

Correct Answer

False

Your Answer False

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

Correct Answer

Primary demand

Your Answer A response

Multiple Choice Single Answer Question How does advertisements help salespersons?

Correct Answer

It helps the salespersons by improving image of the company in the customers' mind.

Your Answer It is helpful because it avoids the need of a visit by a salesperson

Multiple Choice Single Answer Question The different amount of products, buyers may be expected to

purchase at various prices at a given point of time is known as :- Correct Answer

Market demand

Your Answer Sales forecast

Multiple Choice Multiple Answer Question According to you, marketing of industrial services and marketing of

industrial products :- Correct Answer

Are similar from the seller’s point of view , Require similar resources , Require different types of resources

Your Answer Are similar from the seller’s point of view , Require similar resources , Require different types of resources


Empathy Interpersonal influencer Interpersonal influencer

Personality Individual influencer Individual influencer

Level of demand Environmental influencer Environmental influencer

Purchase procedures Organizational influencer Organizational influencer

Multiple Choice Single Answer Question The sales force is influenced by :-

Correct Answer

Selling environment

Your Answer Selling environment


Correct Answer

Professional


Multiple Choice Single Answer Question The demand for industrial goods is :-

Correct Answer

Derived demand


Select The Blank Question One of the current trends in Indian industrial companies is the

aspect of ________ export growth. Correct Answer

Higher

Your Answer Higher


Correct Answer


Your Answer Stainless steel , Aluminium foil , Digital cameras


Question The message of well-designed advertisement for an industrial product should generally consist of :-

Correct Answer



True/False Question Some purchase decisions also depend on buyer's response to the

seller's marketing stimuli. Correct Answer

True

Your Answer True

Multiple Choice Single Answer Question Success in market is obtained by :-

Correct Answer

Systematic vender development

Your Answer Systematic vender development

Multiple Choice Multiple Answer Question Information sources for unstructured surveys are :-

Correct Answer

Sales personnel , Dealers , Customers

Your Answer Sales personnel , Dealers , Customers

Multiple Choice Single Answer Question Supporting plans are drafted for projects requiring:-

Correct Answer

Special skills

Your Answer Program implementation

Select The Blank Question In the process of performing their various activities, Govt. may aid,

hamper or ________ the industrial marketing efforts. Correct Answer

Facilitate

Your Answer Facilitate

Select The Blank Question Sales personnel should study customers as ________.

Correct Answer

Individuals

Your Answer Individuals


Correct Answer

Production systems , Organizational structures , Outlook & attitude of their executives

Your Answer Production systems , Organizational structures , Outlook & attitude of their executives


True/False Question The salesperson assists in solving the purchase organization's

requirement in return for a specific sales. Correct Answer

True

Your Answer True

Multiple Choice Multiple Answer Question Services of trained experts is required for :-

Correct Answer

Special accounting machines , Statistical analysis equipment , Electronic recording equipment

Your Answer Special accounting machines , Statistical analysis equipment , Electronic recording equipment

Multiple Choice Single Answer Question The first step in managing the industrial product marketing system is

:- Correct Answer

Identifying the needs of customers

Your Answer Identifying the needs of customers

Multiple Choice Multiple Answer Question To push the company's products, advertising literature should point

out advantages to the middlemen, such as :- Correct Answer

Wide margins , Large sales potential , Rapid turnover

Your Answer Wide margins , Large sales potential , Rapid turnover

Multiple Choice Single Answer Question When a project is given up in order to pursue another, the company

incurs :- Correct Answer

Opportunity Cost

Your Answer Fixed Costs


Indirect Cost Interest Interest

Product life cycle Different phases Different phases

Price Leadership Initiate price change Initiate price change

Direct Cost Wages Wages

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

Correct Answer

True

Your Answer True

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

Correct Answer

Derived

Your Answer Derived





Multiple Choice Single Answer Question A broad and definitive statement that covers an organization’s

purpose, values and distinctive competencies is called :- Correct Answer

Mission

Your Answer Mission

Multiple Choice Multiple Answer Question Internal public includes :-

Correct Answer

Factory workers , Senior Managers , Top management

Your Answer Top management , Factory workers , Senior Managers

Multiple Choice Single Answer Question Industrial Market Research is very important :-

Correct Answer

From strategic and implementation point of view

Your Answer From strategic and implementation point of view

Multiple Choice Single Answer Question Value analysis comprises following actions :-

Correct Answer

Review of existing product

Your Answer Review of existing product

Multiple Choice Multiple Answer Question Important sources for tender notices regarding purchases of

industrial products are:- Correct Answer

Newspapers , Trade magazines , Company websites


Multiple Choice Multiple Answer Question Price of an industrial product depends upon :-

Correct Answer

Ex-works price , Packing charges , Delivery time

Your Answer Packing charges , Delivery time , Ex-works price

Multiple Choice Multiple Answer Question The legal framework is related to existing :-

Correct Answer

Business laws , Civil rights , Labour laws

Your Answer Business laws , Civil rights , Labour laws

Select The Blank Question Supply chain management is one of the tools used by modern

companies to achieve ________. Correct Answer

High productivity improvement and efficiency

Your Answer High productivity improvement and efficiency


Correct Answer

Responsive


True/False Question Advertising effectiveness means the ratio of cost of advertisement

and volume of sales generated. Correct Answer

False

Your Answer False

Select The Blank Question The industrial selling environment consists of a process of ________

between buyer & seller. Correct Answer

Exchange

Your Answer Exchange

True/False Question Sales forecast is the estimate of a Co's expected sales in a given

time period. Correct Answer

True

Your Answer True

Multiple Choice Single Answer Question How fast a firm can recover its cash outlay depends on its :-

Correct Answer

Financial strength

Your Answer Financial strength


Foreign market Attractive returns Attractive returns

Independent strategies Resources Resources

Cooperative strategies Understanding Understanding

Manipulative strategies Restrictive Restrictive

Select The Blank

Question Analytical techniques are ________ to a large extent.

Correct Answer

Mathematical

Your Answer Geometrical


Correct Answer



Multiple Choice Single Answer Question Prospecting is essential to ensure future sources of :-

Correct Answer

Sales revenue

Your Answer Sales revenue

Multiple Choice Single Answer Question Allocating time for prospecting activities helps in :-

Correct Answer

Servicing old accounts

Your Answer Servicing old accounts

Multiple Choice Multiple Answer Question Supply by an industrial firm to an OEM will:

Correct Answer

Enhance its reputation , Help in obtaining regular orders , Help in spreading awareness among other possible buyers

Your Answer Enhance its reputation , Help in obtaining regular orders , Help in spreading awareness among other possible buyers



High

Your Answer High


Correct Answer

B2B marketing


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

Correct Answer

Central Government

Your Answer Central Government

True/False

Question A break-through innovation will always have competitive appeal.

Correct Answer

True

Your Answer True

Multiple Choice Single Answer Question Primary task to be performed for the execution of the sales efforts

is :- Correct Answer

Making sales presentation

Your Answer Making sales presentation


Correct Answer


Your Answer Large geographic market

Select The Blank Question Trade ________ form a part of regulatory environment.

Correct Answer

Barriers

Your Answer Barriers


Correct Answer


Your Answer Insist on quality tests before delivery , Ask for test results after inspection





Select The Blank Question The situation where the buyer requires an industrial product to a

revised set of specifications from a previous supplier is called ________.

Correct Answer

Modified rebuy

Your Answer Modified rebuy

Select The Blank Question Industrial advertising must provide reader with information regarding

________ benefits, in simple words. Correct Answer

Intangible

Your Answer Intangible

True/False

Question A major change in the price of an industrial component causes a significant change in the end product price.

Correct Answer

False

Your Answer False

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

Correct Answer

True

Your Answer True

Multiple Choice Multiple Answer Question Starting point for the negotiation process is :-

Correct Answer

Plans , Goals , Needs

Your Answer Plans , Goals , Needs



False

Your Answer False


Correct Answer

Motivating , Compensating , Directing

Your Answer Motivating , Compensating , Directing


Correct Answer



Multiple Choice Single Answer Question Non Banking Financial Corporations receive negative publicity

from :- Correct Answer

Down grading by rating agencies

Your Answer Down grading by rating agencies

Multiple Choice Single Answer Question The need of buying centre members of a firm can be studied by their

:- Correct Answer

Orientation

Your Answer Orientation


Multiple Choice Multiple Answer Question A company has to revise its pricing strategy when :-

Correct Answer

It is advantageous for the company to change price , Competitor changes his price , New rival enters the market

Your Answer It is advantageous for the company to change price , Competitor changes his price , New rival enters the market

True/False Question Effective use of sales force lead to achieving maximum sales at low

costs. Correct Answer

True

Your Answer True

True/False Question One of the objectives of advertising is long range image building.

Correct Answer

True

Your Answer True

Multiple Choice Single Answer Question Many overseas companies are attracted to India for setting up

manufacturing operations for industrial products on account of :- Correct Answer

Cost competitiveness

Your Answer Cost competitiveness

Select The Blank Question When purchase of industrial equipment is involved, the stage

between manufacture and dispatch of goods is called ________. Correct Answer

Inspection

Your Answer Inspection

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

Correct Answer

Derived demand


True/False Question The IT and BPO service industries in India are showing lower rates

of growth compared to other industry sectors. Correct Answer

False

Your Answer False

Multiple Choice Single Answer Question Open-ended questions in unstructured questionnaire are often

called as :- Correct Answer




Correct Answer



True/False Question Cash flow produced by marketing a joint product must be equal in

value to its separable cost. Correct Answer

True

Your Answer True

Select The Blank Question To overcome bad image, the companies have to go for ________

public relations program. Correct Answer

Long term

Your Answer Long term


Correct Answer


Your Answer Receive an indent for item

Multiple Choice Single Answer Question Strengths and weaknesses of a firm can be derived through :-

Correct Answer

An internal environment analysis

Your Answer An internal environment analysis


Correct Answer


Your Answer Research , Developing new uses , Developing new users

Multiple Choice Multiple Answer Question Analysis of the strengths and weakness of competitors is done in the

areas of :- Correct Answer



Multiple Choice Multiple Answer Question Industrial markets can be positioned on product merits e.g.:-

Correct Answer

Quality conscious , Reliability , Dependability

Your Answer Quality conscious , Reliability , Dependability

True/False Question Direct exporting is the only way of entering the foreign market.

Correct Answer

False

Your Answer False




Your Answer Assembly plant , Machine shop , Machinery repair and maintenance Section

Select The Blank Question A senior manager such as General Manager (Purchase) of an

industrial marketing company will get more involved in the purchase of ________.

Correct Answer

High value items

Your Answer High value items

Multiple Choice Multiple Answer Question For industrial marketing, type of channel members needed would

depend on :- Correct Answer

Market coverage , Marketing cost , Marketing control

Your Answer Market coverage , Marketing cost , Marketing control

Multiple Choice Multiple Answer Question Purchase committees would be required for the following:-

Correct Answer

Purchase of diesel engines for automobiles , Purchase of machinery for manufacturing polypropylene , Purchase of advanced computer networking systems for multi-national operations

Your Answer Purchase of diesel engines for automobiles , Purchase of machinery for manufacturing polypropylene , Purchase of advanced computer networking systems for multi-national operations

Select The Blank Question Brand positioning is the art of creating a ________ image for a

product in the minds of customers. Correct Answer

Distinct

Your Answer Clear

Select The Blank Question Continuous efforts by sales person, result in developing friendship

________ & cooperation over a period of time between buyer & seller.

Correct Answer

Trust

Your Answer Trust

Multiple Choice Multiple Answer Question In a tender a vendor has to supply data on :-

Correct Answer


Your Answer Sales to net worth , Working capital , Turnover Ratio

Multiple Choice Single Answer Question Income in excess of direct expenses can be applied for

improvement of :- Correct Answer

Product

Your Answer Sales Promotion

True/False Question Advertisement agencies provide much needed experience in

advertising. Correct Answer

True

Your Answer True

Select The Blank Question The ultimate goal of business is to serve ________.

Correct Answer

Society

Your Answer Society

Multiple Choice Multiple Answer Question For an industrial company, the following topics would fall under the

category of information on economic scenario :- Correct Answer

GDP growth figures , Inflation rates

Your Answer GDP growth figures , Inflation rates

Multiple Choice Single Answer Question Natural products like iron ore and bauxite can be termed as:-

Correct Answer

Raw materials

Your Answer Raw materials

True/False Question Sample size in industrial marketing research can be as large as in

consumer marketing. Correct Answer

False

Your Answer False


Management capability Organise Disposition factor

Quality rating Disposition factor Promptness

Delivery rating Delivery schedule Delivery schedule

Service rating Promptness Swap factor

Select The Blank Question Senior marketing personnel from a supplier firm are usually involved

in a ________ situation: Correct Answer

New task buy

Your Answer New task buy

True/False Question Advertising and promotion expenses, as a percentage of total sales,

are usually more for industrial products than for consumer products. Correct Answer

False

Your Answer True


To expand product range to cover all types of computer peripherals

Plan Plan

To become the No. 1 supplier in computer peripherals

Mission Mission

To achieve a sales turnover of Rs. 500 cr. by 2008-09

Objective Objective

To reduce employee turnover from 30% to 25% in 1 yr

Goal Goal

Multiple Choice Single Answer Question Factors affecting industrial pricing are :-

Correct Answer

Type of competition

Your Answer Type of competition





True/False Question In industrial marketing buying is a collective decision making

process. Correct Answer

True

Your Answer True

Select The Blank Question Exploratory research involves the gathering of ________ data from

secondary sources. Correct Answer

Preliminary

Your Answer Preliminary

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

Correct Answer

False

Your Answer False


Correct Answer

False

Your Answer False


Correct Answer


Your Answer Fulfill customers’ needs

True/False Question Most industrial suppliers make use of their own sales force in their

marketing system. Correct Answer

False

Your Answer False

Multiple Choice Single Answer Question How industrial advertising helps the salesperson?

Correct Answer

It conveys the message to the network of decision makers, he cannot reach.

Your Answer It conveys the message to the network of decision makers, he cannot reach.


Correct Answer

For decision making by industrial marketing managers

Your Answer For decision making by industrial marketing managers

Select The Blank Question The Finance Officer can also play a passive part in the purchase

process and his role in the DMU would be as a ________. Correct Answer

Gatekeeper

Your Answer Gatekeeper

Multiple Choice Single Answer Question The role of economic outlook on industrial buying behavior is:-

Correct Answer

Important

Your Answer Important

Multiple Choice Multiple Answer Question There are two ways of conducting surveys, they are :-

Correct Structured surveys , Unstructured surveys

Answer Your Answer Structured surveys , Unstructured surveys


True/False Question A major change in the price of an industrial component causes a

significant change in the end product price. Correct Answer

False

Your Answer False

True/False Question An organization that is structured to serve the customer is the most

optimally designed organizational structure. Correct Answer

True

Your Answer True



Correct Answer

High value items

Your Answer High value items


Correct Answer

Selling environment


Multiple Choice Multiple Answer Question Response to a competitor's price cut would be influenced by

whether innovator has followed :- Correct Answer

High price strategy , Low price strategy , Competitor's motives

Your Answer High price strategy , Low price strategy , Competitor's motives


Correct Answer

True

Your Answer True


Correct Answer


Your Answer Developing new uses , Developing new users , Reducing process

True/False

Question Trade directories, government reports, company files are some of the sources of primary data.

Correct Answer

False

Your Answer False

Multiple Choice Multiple Answer Question Industries involved in production of chemical & pesticides have to :-

Correct Answer



Multiple Choice Single Answer Question Industrial Market Research is a systematic process of collecting data

to :- Correct Answer

Prepare actionable research report

Your Answer Estimate market potential

True/False Question It is easier to negotiate the purchase of power generators for a large

power station than the purchase of PCs. Correct Answer

False

Your Answer False

True/False Question Use of IT tools like enterprise resource planning is helping industrial

firms to improve productivity and efficiency. Correct Answer

True

Your Answer True

True/False Question In industrial marketing buying is a collective decision making

process. Correct Answer

True

Your Answer True

Multiple Choice Single Answer Question Making money or facilitating the running of the business is a :-

Correct Answer

Rational reason

Your Answer Rational reason

Select The Blank Question The best advertising should be best in creativity, simplicity and

________. Correct Answer

Uniqueness

Your Answer Uniqueness

Select The Blank

Question By pricing the product at a very ________ level, management can have substantial gross margin.

Correct Answer

High

Your Answer High





Select The Blank Question A relative ________ product life span is a favourable condition for

charging high price. Correct Answer

Short

Your Answer Short

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

Correct Answer

Cost

Your Answer Price



Leader

Your Answer Leader


Correct Answer

False

Your Answer False

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

Correct Answer

False

Your Answer True


Correct Answer


Your Answer Special accounting machines , Statistical analysis equipment , Electronic recording equipment

Select The Blank

Question Non stock carrying branch offices are used as ________ sales head quarter.

Correct Answer

Regional

Your Answer Regional

Multiple Choice Single Answer Question An imbalance between cost & price requires :-

Correct Answer

Managerial Action

Your Answer Managerial Action


Indirect Cost Interest Interest

Product life cycle Different phases Different phases

Price Leadership Initiate price change Pricing decision

Direct Cost Wages Wages

Select The Blank Question The effectiveness of the advertising program is reflected by the

________ in the state of awareness. Correct Answer

Differences

Your Answer Differences

Multiple Choice Multiple Answer Question Price of an industrial product depends upon :-

Correct Answer

Ex-works price , Packing charges , Delivery time

Your Answer Ex-works price , Packing charges , Delivery time


Correct Answer

Business laws , Civil rights , Labour laws

Your Answer Business laws , Labour laws , Social laws

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

Correct Answer

Primary demand

Your Answer Primary demand

Multiple Choice Single Answer Question Allocating time for prospecting activities helps in :-

Correct Answer

Servicing old accounts

Your Answer Increasing potential sales volume

Multiple Choice Multiple Answer Question Substantial cash outlay needs to be allocated for :-

Correct Answer

Training Salesmen , Building stock of raw materials , Providing information to customers

Your Answer Training Salesmen , Building stock of raw materials , Setting up infrastructure

Multiple Choice Single Answer Question The need of buying centre members of a firm can be studied by their

:- Correct Answer

Orientation

Your Answer Interest


Correct Answer

Sales revenue


Select The Blank Question Industrial marketer has an array of segmentation ________ to

choose from Correct Answer

Variables

Your Answer Variables

Select The Blank Question Marketing cost is the ________ payable to the channel members.

Correct Answer

Commission

Your Answer Commission

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

Correct Answer

People

Your Answer People

Select The Blank Question Market conditions may result in demand for a product, which is

relatively ________ to change in price. Correct Answer

Unresponsive

Your Answer Unresponsive



True

Your Answer True


:- Correct Answer



Multiple Choice Multiple Answer Question Industrial firms should act in the following ways to the changes in

environment :- Correct Answer

Influence , Modify , Respond

Your Answer Influence , Modify , Respond

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

Correct Answer

Motivated

Your Answer Motivated

Multiple Choice Single Answer Question Industrial markets can be segmented in two steps:-

Correct Answer

Micro and macro

Your Answer Micro and macro



Mission

Your Answer Mission


requirement in return for a specific sales. Correct Answer

True

Your Answer True



False

Your Answer False


Select The Blank Question A first approximation of ________ benefit analysis is necessary

before a detailed segmentation analysis. Correct Cost

Answer Your Answer Cost



Uniform

Your Answer Uniform

True/False Question Advertisement and public relation campaign project a positive image

of the Co. Correct Answer

True

Your Answer True

Select The Blank Question Cost ratio plan uses ________ formula to evaluate vendor

performance. Correct Answer

Mathematical

Your Answer Mathematical


Correct Answer



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

Correct Answer

False

Your Answer False

Select The Blank Question The ultimate goal of business is to serve ________.

Correct Answer

Society

Your Answer Society

Multiple Choice Single Answer Question Periodic analysis of an industrial buyer’s operations and purchase

systems is necessary to :- Correct Answer

Understand the changes in buy practices

Your Answer Understand the changes in buy practices

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

Correct Operating costs

Answer Your Answer Operating costs


Correct Answer








Correct Answer





False

Your Answer False

Select The Blank Question Brand positioning is the art of creating a ________ image for a

product in the minds of customers. Correct Answer

Distinct

Your Answer Distinct

Select The Blank Question Market ________ is the most optimistic estimate of the amount of

product that an entire market will purchase in a given period of time. Correct Answer

Potential

Your Answer Potential


Correct Answer



True/False Question Tariffs & quotas are used by the Govt. to protect indigenous

business from foreign competition. Correct True

Answer Your Answer True

True/False Question A new task buy situation has to pass several phases like awareness,

interest and evaluation. Correct Answer

True

Your Answer True

Multiple Choice Single Answer Question How does advertisements help salespersons?

Correct Answer

It helps the salespersons by improving image of the company in the customers' mind.

Your Answer It helps the salespersons by improving image of the company in the customers' mind.

True/False Question Effective use of sales force lead to achieving maximum sales at low

costs. Correct Answer

True

Your Answer True

Multiple Choice Multiple Answer Question Internal public includes :-

Correct Answer

Top management , Factory workers , Senior Managers

Your Answer Factory workers , Contract workers

Multiple Choice Single Answer Question Sales agent handles :-

Correct Answer

Competing products

Your Answer Competing products





Multiple Choice Single Answer Question Initially rating is evaluated for :-

Correct Answer

Each variable

Your Answer Specific variables


Correct Individuals

Answer Your Answer Individuals



Product-mix


Select The Blank Question Many food processing firms prefer to take on ________ the

processing plants for their use during the peak season. Correct Answer

Lease

Your Answer Lease

Multiple Choice Single Answer Question The marketer of standardized industrial goods gain objectives more

effectively than non-standardized items because of the use of :- Correct Answer

Price Strategy

Your Answer Price Strategy

Multiple Choice Multiple Answer Question Sales personnel should :-

Correct Answer

Be sensitive to the need of the customers , Have deep technical knowledge , Have good communication skills

Your Answer Be sensitive to the need of the customers , Have deep technical knowledge , Have good communication skills

True/False Question Delivery commitment plays a crucial role in purchase negotiations

for industrial items. Correct Answer

True

Your Answer True

Multiple Choice Multiple Answer Question Industrial markets can be positioned on product merits e.g.:-

Correct Answer

Quality conscious , Reliability , Dependability



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


Correct Motivating , Compensating , Directing

Answer Your Answer Motivating , Compensating , Directing

Multiple Choice Single Answer Question Supporting plans are drafted for projects requiring:-

Correct Answer

Special skills

Your Answer Special knowledge

True/False Question A repeat purchase decision will generally involve changes in product

specifications from earlier supplies. Correct Answer

False

Your Answer False


Web design Domain name Domain name

Choice of media Reaching the right audience Communication of information

Basis of Budgeting support Percentage of past sales Percentage of past sales

Advertising effectiveness Evaluation of performance Reaching the right audience

Select The Blank Question ________ skills represent the essence of industrial marketing.

Correct Answer

Negotiations


Select The Blank Question Decisions concerning pricing decisions are taken on ________

occasions. Correct Answer

Three

Your Answer Three

True/False Question The objective of the high price strategy is only to recover firm's

investment speedily. Correct Answer

False

Your Answer False

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

Correct Answer

Agents

Your Answer Agents

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

Correct Answer

True

Your Answer True

Multiple Choice Multiple Answer Question The message of well-designed advertisement for an industrial

product should generally consist of :- Correct Answer




Management capability Organise Organise

Quality rating Disposition factor Defective material

Delivery rating Delivery schedule Delivery schedule

Service rating Promptness Promptness

Multiple Choice Multiple Answer Question Starting point for the negotiation process is :-

Correct Answer

Plans , Goals , Needs

Your Answer Plans , Goals , Needs

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

Correct Answer

Central Government

Your Answer The public sector


Multiple Choice Multiple Answer Question Manufacturers handle the inventory requirement problem by :-

Correct Answer

Maintaining stock at convenient locations , Make arrangement for return of slow moving goods , Levy service charge on return of goods

Your Answer Levy service charge on return of goods , Maintaining stock at convenient locations , Make arrangement for return of slow moving goods



Exchange


Select The Blank Question Computer systems help in the ________ of the findings of the

research project. Correct Answer

Presentation


Select The Blank Question In the process of performing their various activities, Govt. may aid,

hamper or ________ the industrial marketing efforts. Correct Answer

Facilitate

Your Answer Facilitate

Multiple Choice Single Answer Question Open-ended questions in unstructured questionnaire are often

called as :- Correct Answer





To reduce cost of sales by 5% within one year

Industrial marketing department









Multiple Choice Single Answer Question Secondary data is :-

Correct Answer

Already existing

Your Answer Already existing

True/False Question Pre-sales services and post-sales services are not important to

modern-day concepts of industrial marketing. Correct Answer

False

Your Answer False



Objectives

Your Answer Objectives





Multiple Choice Single Answer Question The advertiser can formulate sales appeals that address prospective

customer's problems and :- Correct Answer

Responsibilities

Your Answer Responsibilities

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

Correct Answer

Branch office

Your Answer Branch office



False

Your Answer False

Multiple Choice Multiple Answer Question By reducing price, industrial marketers can :-

Correct Answer

Increase his share of the market , Enlarge the total market , Not make a major change in the end product price

Your Answer Increase his share of the market , Enlarge the total market , Not make a major change in the end product price

Multiple Choice Multiple Answer Question Questions asked in unstructured surveys bring about :-

Correct Answer

Motives , Priorities , Problems

Your Answer Motives , Priorities , Problems

Select The Blank Question The manufacturer of individual product can take customers away

from competitor's by ________ efforts. Correct Answer

Promotional

Your Answer Promotional









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



Higher

Your Answer Higher

True/False Question Sales forecast is the estimate of a Co's expected sales in a given

time period. Correct Answer

True

Your Answer True

Multiple Choice Multiple Answer Question To push the company's products, advertising literature should point

out advantages to the middlemen, such as :- Correct Answer

Wide margins , Large sales potential , Rapid turnover

Your Answer Wide margins , Large sales potential , Rapid turnover


Correct Answer



True/False Question Countries with political stability have a grater chance of attracting

investment from MNCs. Correct Answer

True

Your Answer True

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

Correct Answer

Orders

Your Answer Prices






Correct Answer





False

Your Answer False

Multiple Choice Multiple Answer Question For industrial marketing, type of channel members needed would

depend on :- Correct Answer

Market coverage , Marketing cost , Marketing control

Your Answer Market coverage , Marketing cost , Marketing control

Select The Blank Question The sales of standard industrial products are generally carried out

through ________. Correct Answer

Direct channel and middlemen

Your Answer Direct channel and middlemen

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

Correct Answer

High

Your Answer High


Joint venture Control over operation Agreement

Direct exporting Higher risk Direct investment

Foreign production Direct investment Intermediaries

Comparative analysis Similarities Similarities

Multiple Choice Multiple Answer Question Car manufacturers make following parts in their factories :-

Correct Answer

Engine , Gear box , Clutch

Your Answer Engine , Gear box , Clutch

True/False Question High price strategy does not lead to cost position advantage over

likely competitors. Correct Answer

False

Your Answer False

Multiple Choice Single Answer Question Organizational buyers have to fulfill their needs relating to :-

Correct Answer

The job function

Your Answer The job function

Multiple Choice Multiple Answer Question Information sources for unstructured surveys are :-

Correct Answer

Sales personnel , Dealers , Customers

Your Answer Dealers , Customers , Public at large

Multiple Choice Multiple Answer Question Structured surveys are used to measure :-

Correct Answer

Awareness & knowledge , Attitudes & opinions , Buyer behavior

Your Answer Awareness & knowledge , Attitudes & opinions , Buyer behavior

Select The Blank Question When a firm sells through a limited number of outlets, it is known as

________ distribution. Correct Answer

Selective

Your Answer Selective

True/False Question Some purchase decisions also depend on buyer's response to the

seller's marketing stimuli. Correct Answer

True

Your Answer True

True/False Question The effect of price on sale must be balanced by production costs.

Correct Answer

True

Your Answer True

Multiple Choice Single Answer Question A small lathe is a type of :-

Correct Answer

Accessory equipment

Your Answer Accessory equipment

True/False Question Advertising and promotion expenses, as a percentage of total sales,

are usually more for industrial products than for consumer products. Correct Answer

False

Your Answer False

Multiple Choice Multiple Answer Question Important information on the purchase decision process in any

industrial organization can be obtained from:- Correct Answer

Purchase officials , User department officials , Gatekeepers

Your Answer Purchase officials , User department officials , Gatekeepers

True/False Question Legal and economic risks may occur because of fraudulent


True

Your Answer True


Multiple Choice Single Answer Question Which brand of computer processors is very aggressively

promoted? Correct Answer

Intel

Your Answer Intel



Leader

Your Answer Leader

Select The Blank Question Exploratory research involves the gathering of ________ data from

secondary sources. Correct Answer

Preliminary

Your Answer Preliminary

Select The Blank Question The number of retail outlets for industrial products are usually

________ compared to those for consumer products. Correct Answer

Less

Your Answer Less

Multiple Choice Single Answer Question Primary task to be performed for the execution of the sales efforts

is :-

Correct Answer

Making sales presentation

Your Answer Making sales presentation

True/False Question Legal and economic risks may occur because of fraudulent


True

Your Answer True

Multiple Choice Multiple Answer Question When the price of a product goes down, the industrial buyer :-

Correct Answer

Changes his about prices , Waits for price to go down further , Enters the market & buys

Your Answer Changes his about prices , Waits for price to go down further , Enters the market & buys


Correct Answer

Competitor changes his price , New rival enters the market , It is advantageous for the company to change price

Your Answer Competitor changes his price , New rival enters the market , It is advantageous for the company to change price

Multiple Choice Multiple Answer Question Sales personnel should :-

Correct Answer

Be sensitive to the need of the customers , Have deep technical knowledge , Have good communication skills

Your Answer Be sensitive to the need of the customers , Have deep technical knowledge , Have good communication skills


Correct Answer

Sales revenue




Product-mix




False

Your Answer False





Multiple Choice Single Answer Question The facilitator of the process of interactions between a buyer and a

banker are :- Correct Answer

Bankers

Your Answer Bankers


Correct Answer

Selling environment



Correct Answer


Your Answer Narrow geographic market


:- Correct Answer



True/False Question An organization that is structured to serve the customer is the most

optimally designed organizational structure. Correct Answer

True

Your Answer True

Select The Blank Question Indigenous vehicle manufacturers face ________ from foreign

manufacturers setting up facilities in India. Correct Answer

A threat

Your Answer A threat



Objectives

Your Answer Objectives

Multiple Choice Single Answer Question In industrial marketing, a very important role is played by :-

Correct Answer

Pricing

Your Answer Pricing

Multiple Choice Single Answer Question Many overseas companies are attracted to India for setting up

manufacturing operations for industrial products on account of :- Correct Answer

Cost competitiveness

Your Answer Cost competitiveness

Multiple Choice Multiple Answer Question Industries constitute an important basis for market segmentation for

companies doing business in :- Correct Answer

Computers , Software , Office equipment

Your Answer Computers , Software , Office equipment



Mission

Your Answer Mission


Correct Answer

False

Your Answer False





True/False Question Use of IT tools like enterprise resource planning is helping industrial

firms to improve productivity and efficiency. Correct Answer

True

Your Answer True


Electric lift maintenance Service firm Whole seller/retailer

Steel hardware Whole seller/retailer Manufacturer

Air-conditioners Distributor Manufacturers’ representatives

Compressors Manufacturer Agents

True/False Question Buyers, who are risk averse are good prospects for new product and

concepts. Correct Answer

False

Your Answer True



Plan Plan

To become the No. 1 supplier in computer peripherals

Mission Mission

To achieve a sales turnover of Rs. 500 cr. by 2008-09

Objective Objective

To reduce employee turnover from 30% to 25% in 1 yr

Goal Goal

Multiple Choice Single Answer Question Large organisations opt for :-

Correct Answer

Volume purchasing

Your Answer Bulk purchasing

Multiple Choice Single Answer Question A small company which accepts high volume, low margin business

& expands to meet its production requirement will :- Correct Answer

Become dependant on such business

Your Answer Increase its profit margin

Multiple Choice Multiple Answer Question Product development can discourage competition if it is :-

Correct Answer

Technologically intensive , Capital intensive , Require state-of-art technology

Your Answer Technologically intensive , Capital intensive , Require state-of-art technology

Select The Blank Question The effectiveness of the advertising program is reflected by the

________ in the state of awareness. Correct Answer

Differences

Your Answer Differences


Correct Answer



Multiple Choice Multiple Answer Question Supply by an industrial firm to an OEM will:

Correct Answer

Enhance its reputation , Help in obtaining regular orders , Help in spreading awareness among other possible buyers

Your Answer Enhance its reputation , Help in obtaining regular orders , Help in spreading awareness among other possible buyers

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

Correct Answer

False

Your Answer False

Select The Blank Question Business should act in a ________ manner to keep Govt. out of

business environment. Correct Answer

United

Your Answer United

Select The Blank Question A typical message policy statement would consist of corporate policy

statement and ________ on advertising and promotion. Correct Answer

Procedures

Your Answer Procedures

Multiple Choice Multiple Answer Question Response to a competitor's price cut would be influenced by

whether innovator has followed :- Correct Answer

High price strategy , Low price strategy , Competitor's motives

Your Answer High price strategy , Low price strategy , Competitor's motives

True/False Question Most industrial suppliers make use of their own sales force in their

marketing system. Correct Answer

False

Your Answer False

True/False Question Pre-sales services and post-sales services are not important to

modern-day concepts of industrial marketing. Correct Answer

False

Your Answer False


Correct Answer



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


Question Industries involved in production of chemical & pesticides have to :-

Correct Answer



Multiple Choice Single Answer Question Industrial buyer tries to justify his purchases on the basis of :-

Correct Answer

Measurable performance

Your Answer Measurable performance

Select The Blank Question Direct marketing is expensive when probable volume of sales in a

market area is ________. Correct Answer

Small

Your Answer Small





Your Answer Newspapers , Trade magazines , Company websites , Business TV channels

Multiple Choice Single Answer Question During the introduction of a new material, a firm can expect

monopoly of the market for :- Correct Answer

A few years

Your Answer A few years


Correct Answer

For decision making by industrial marketing managers

Your Answer For spying on other units manufacturing similar items

Multiple Choice Multiple Answer Question Customs & traditions of organisation influence :-

Correct Answer

Organisational structure , Inter-personal relationships , Functioning

Your Answer Organisational structure , Inter-personal relationships , Functioning , Financial Health




Your Answer High profit/sales ratio

True/False

Question Highly competent suppliers can deliver defect free products, on time and on a regular schedule basis.

Correct Answer

True

Your Answer False

True/False Question A small reduction in price of original material can lead to a large

reduction in the price of end product. Correct Answer

False

Your Answer False



High

Your Answer Low

Select The Blank Question Composite rating is prepared by adding ________ rating.

Correct Answer

Individual

Your Answer Simple

Multiple Choice Multiple Answer Question When a firm introduces new product, a considerable amount is sunk

into :- Correct Answer

Research , Planning , Testing

Your Answer Research , Planning , Testing , Financing

True/False Question A major change in the price of an industrial component causes a

significant change in the end product price. Correct Answer

False

Your Answer False



False

Your Answer False

Multiple Choice Multiple Answer Question In a tender a vendor has to supply data on :-

Correct Answer


Your Answer Sales to net worth , Working capital , Turnover Ratio , Profit to Loss Ratio


requirement in return for a specific sales.

Correct Answer

True

Your Answer False



Correct Answer

High value items

Your Answer Items available domestically

Select The Blank Question Decisions concerning pricing decisions are taken on ________

occasions. Correct Answer

Three

Your Answer Three




Your Answer Groups of consumers



False

Your Answer False

Select The Blank Question Methods to measure market ________ can classified into Qualitative

and Quantitative methods. Correct Answer

Potential

Your Answer Potency

Multiple Choice Single Answer Question Marketing channels buy from manufacturers in :-

Correct Answer

Bulk quantity

Your Answer Regular basis

Select The Blank Question Non stock carrying branch offices are used as ________ sales head

quarter. Correct Answer

Regional

Your Answer Branch

Multiple Choice Single Answer Question The marketer of standardized industrial goods gain objectives more

effectively than non-standardized items because of the use of :- Correct Price Strategy

Answer Your Answer Distribution channel

True/False Question In order to enjoy cost advantage relative to the innovative firm,

competitor must reach a break-through in product design. Correct Answer

True

Your Answer False

Multiple Choice Multiple Answer Question The message of well-designed advertisement for an industrial

product should generally consist of :- Correct Answer


Your Answer A short headline , An explanation of the headline , Distinctive features of the product , 3-D picture of the product

Multiple Choice Multiple Answer Question The supplier’s marketing person needs to identify the following role

players in the buying organization:- Correct Answer

Senior purchase officer , Actual users , Deciding officers

Your Answer Senior purchase officer , Actual users , Deciding officers , Senior sales officer


Correct Answer


Your Answer Manufacture suitable products


Correct Answer


Your Answer Insist on quality tests before delivery , Ask for test results after inspection , Have no technical knowledge , Have no relationship with the seller-firm


Correct Answer

Organizational structures , Outlook & attitude of their executives , Production systems

Your Answer Production systems , Organizational structures , Outlook & attitude of their executives , Quality control systems

Multiple Choice Single Answer Question The demand for industrial goods is :-

Correct Answer

Derived demand

Your Answer A direct function of quality of supply

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

Correct Answer

False

Your Answer False


Correct Answer


Your Answer Place orders on vendors



Higher

Your Answer Lower

Multiple Choice Multiple Answer Question Analysis of the strengths and weakness of competitors is done in the

areas of :- Correct Answer


Your Answer Manufacturing , Finance , Technical service , Sales forecasting technique


Freight Equalization Base Point Large Profit

Consumer Goods Advertising & sales promotion

Patents

High Price Strategy Patents Recovery of Investment

Short Life Span Recovery of Investment Advertising & sales promotion

Multiple Choice Single Answer Question The flow of material to the organisation is known as :-

Correct Answer

Inputs

Your Answer Production


Correct Answer

True

Your Answer False


Correct Answer

Product features , Product reliability , Ability to provide solutions to customer problem

Your Answer Product features , Product reliability , Ability to provide solutions to customer problem , Ability to provide finance to customer



To reduce cost of sales by 5% within one year

Industrial marketing department





Purchase new welding machine



Recruit new employees

Select The Blank Question Market conditions may result in demand for a product, which is

relatively ________ to change in price. Correct Answer

Unresponsive


Multiple Choice Single Answer Question Organizational buyers have to fulfill their needs relating to :-

Correct Answer

The job function

Your Answer Self satisfaction

Multiple Choice Single Answer Question Advertising should not only promote the product but also :-

Correct Answer

The firm, selling the products

Your Answer The accessories of the product

Multiple Choice Single Answer Question Strengths and weaknesses of a firm can be derived through :-

Correct Answer

An internal environment analysis

Your Answer Opportunities available

True/False Question High price strategy does not lead to cost position advantage over

likely competitors. Correct Answer

False

Your Answer False

Multiple Choice Single Answer Question The industrial buyers buy only when there are :-

Correct Answer

Strong economic benefits

Your Answer Lowest prices


Correct Answer

Individuals

Your Answer Buyers


Correct Answer


Your Answer Special accounting machines , Statistical analysis equipment , Electronic recording equipment , Supply of iron ore

Multiple Choice Multiple Answer Question Media selection is done on the basis of :-

Correct Answer

Reaching the right audience , Reaching audience with right quantity of impact , Running the complain for a considerable period of time

Your Answer Reaching the right audience , Reaching audience with right quantity of impact , Running the complain for a considerable

period of time , Availability of right space / time slot on the media LIST OF ATTEMPTED QUESTIONS AND ANSWERS


Correct Answer

False

Your Answer False

True/False Question One of the objectives of advertising is long range image building.

Correct Answer

True

Your Answer True



Exchange


True/False Question Advertisement agencies provide much needed experience in


True

Your Answer True

Multiple Choice Single Answer Question Compared to distributor, a sales agent has :-

Correct Answer

Low marketing cost

Your Answer Low marketing cost

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

Correct Answer

Interface level

Your Answer Interface level

Select The Blank Question Cost ratio plan uses ________ formula to evaluate vendor

performance. Correct Answer

Mathematical


Multiple Choice Multiple Answer Question Technical service means details about :-

Correct Answer

Ingredient material , How product works , Type of make of key equipments in the product

Your Answer Ingredient material , How product works , Type of make of key equipments in the product

Select The Blank Question Analytical techniques are ________ to a large extent.

Correct Answer

Mathematical






Select The Blank Question The drop in price of individual product has effect of ________


Shrinking


Multiple Choice Multiple Answer Question When the product is complex & requires service by skilled specialist,

the manufacturer has to :- Correct Answer


Your Answer Supply large number of spare parts , Change a premium price , Train the technician of buyer

Select The Blank Question Competitor, who enter late in the market, must apply part of their

cash inflow to the amortization of their own ________ cost. Correct Answer

Development

Your Answer Development



Uniform

Your Answer Uniform

Select The Blank Question Industrial advertising must provide reader with information regarding

________ benefits, in simple words. Correct Answer

Intangible

Your Answer Intangible


Correct Answer



Select The Blank Question Marketing cost is the ________ payable to the channel members.

Correct Answer

Commission


Multiple Choice Single Answer Question A sales presentation is made to provide prospective customers with

sufficient information on the firm's :- Correct Answer

Product

Your Answer Product

Multiple Choice Single Answer Question An imbalance between cost & price requires :-

Correct Answer

Managerial Action

Your Answer Customer Feedback

Multiple Choice Single Answer Question The advertiser can formulate sales appeals that address prospective

customer's problems and :- Correct Answer

Responsibilities

Your Answer Responsibilities



True

Your Answer True

Multiple Choice Single Answer Question Manufacturer & customer in industrial marketing are affected by :-

Correct Answer

Change in technology

Your Answer Change in technology


Question A high price strategy is favoured under following conditions :-

Correct Answer

Product represent genuine information , Presence of elite market , Inelastic demand situation

Your Answer Product represent genuine information , Presence of elite market , Inelastic demand situation

Multiple Choice Single Answer Question Factors affecting industrial pricing are :-

Correct Answer

Type of competition

Your Answer Type of competition


Accuracy of data Sampling error Correctness of information

Frequency of use Periodical use of information

Periodical use of information

Urgency of response Fast decision making Fast decision making

Timeliness Current information Current information

Multiple Choice Multiple Answer Question Quality rating is determined by following activities :-

Correct Answer

Use as it is , Swap & Re order , Return & Re order

Your Answer Use as it is , Swap & Re order , Return & Re order

Multiple Choice Multiple Answer Question Ashok Leyland is an Indian company whose competitors would

include :- Correct Answer

Volvo Motors , Tata Motors

Your Answer Tata Motors , Volvo Motors

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

Correct Answer

True

Your Answer True

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

Correct Answer

True

Your Answer True


Correct Answer




Price change Change in attitude Price manipulation

Controllable cost Manager's Decision Joint production

Non controllable expenses Manipulation in price Change in attitude

Joint Costs Inseparable Inseparable



False

Your Answer False


Correct Answer



Select The Blank Question Continuous efforts by sales person, result in developing friendship

________ & cooperation over a period of time between buyer & seller.

Correct Answer

Trust

Your Answer Trust

Select The Blank Question Trade ________ form a part of regulatory environment.

Correct Answer

Barriers

Your Answer Barriers

Select The Blank Question The key ________ people are evaluated as part of the assessment.

Correct Answer

Management

Your Answer Management


Correct Answer

False

Your Answer False

Multiple Choice Single Answer Question Financial capability refers to :-

Correct Answer

Cash flow position

Your Answer Cash flow position

Multiple Choice Multiple Answer Question Branch offices are used to :-

Correct Answer

Maintain stocks of parts , Provide repair facilities , Serve big customers

Your Answer Maintain stocks of parts , Provide repair facilities , Serve big customers





Multiple Choice Multiple Answer Question Public interest groups support :-

Correct Answer

Environmental causes , Women's rights , Minority welfare

Your Answer Environmental causes , Women's rights , Minority welfare

True/False Question Trade directories, government reports, company files are some of

the sources of primary data. Correct Answer

False

Your Answer False

True/False Question An important characteristic of the mission statement is that it

indicates the direction the company wishes to take. Correct Answer

True

Your Answer True

Multiple Choice Single Answer Question An increase in purchase of consumer product can lead to increase

of total demand of :- Correct Answer

Industrial products

Your Answer Industrial products

Multiple Choice Single Answer Question The demand of consumer products can be increased by :-

Correct Answer

Advertising

Your Answer Advertising


Correct Answer

Professional



Correct Answer



Industrial MarketingTotal Set -1


Plan

To become the No. 1 supplier in computer peripherals Mission To achieve a sales turnover of Rs. 500 cr. by 2008-09 Objective To reduce employee turnover from 30% to 25% in 1 yr Goal

Mission statement Corporate culture Target market Right product Cost reduction program Price adjustment Promotion mix Trade shows

Set 1Question By reducing price, industrial marketers can :- Correct Answer Increase his share of the market , Enlarge the total market , Not make a major change in the end product price Question Strengths and weaknesses of a firm can be derived through :- Correct Answer An internal environment analysis Question When a manufacturer wishes to diversify his product line, he will need a channel that is flexible. Correct Answer True Question For industrial marketing, type of channel members needed would depend on :- Correct Answer Market coverage , Marketing cost , Marketing control Question The buying needs and practices of organisations differ according to wether they are innovate, product leaders or ________. Correct Answer Followers Question For developing a positioning strategy, following variables are used:- Correct Answer Product features , Product reliability , Ability to provide solutions to customer problem Question The purchase of industrial products is based on:- Correct Answer Rational factors Question To get market feedback in industrial marketing marketing research is conducted frequently. Correct Answer False Question Compared to distributor, a sales agent has :- Correct Answer Low marketing cost Question Financial capability refers to :- Correct Answer Cash flow position Question Public interest groups limit the freedom of suppliers & buyers. Correct Answer True

Question When a firm sells through a limited number of outlets, it is known as ________ distribution. Correct Answer Selective Question ________ is the alternate name given to marketing research. Correct Answer Marketing intelligence Question During discussions, sales people handle issues such as :- Correct Answer Delivery schedule , Pricing , After Sales Service Question In a tender a vendor has to supply data on :- Correct Answer Sales to net worth , Working capital , Turnover Ratio

Question Price of an industrial product depends upon :- Correct Answer Ex-works price , Packing charges , Delivery time Question Advertising effectiveness means the ratio of cost of advertisement and volume of sales generated. Correct Answer False Question Most of public institutions prefer buying as per legal constraints. Correct Answer True Question Service rating is judged by following factors :- Correct Answer Promptness , Speed , Self interest Question The effectiveness of the advertising program is reflected by the ________ in the state of awareness. Correct Answer Differences Question The effect of the economic environment is not ________ across industries. Correct Answer Uniform Question For an industrial company, the following topics would fall under the category of information on economic scenario :- Correct Answer Inflation rates , GDP growth figures Question The level of customer experience influences the marketing strategy. Correct Answer True Question A typical buyer-firm of industrial products will:- Correct Answer Insist on quality tests before delivery , Ask for test results after inspection Question Choice of channel structure is influenced by :- Correct Answer Market potential Question Another function of advertising is to generate :- Correct Answer Inquiries Question Tariffs & quotas are used by the Govt. to protect indigenous business from foreign competition. Correct Answer True Question Delivery commitment plays a crucial role in purchase negotiations for industrial items. Correct Answer True Question In pricing industrial goods, the most important factor is :- Correct Answer Cost Question The first step in the process of selling is :- Correct Answer Identifying prospects

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

Question Sales agent handles :- Correct Answer Competing products

Question Customs & traditions of organisation influence :- Correct Answer Organisational structure , Inter-personal relationships , Functioning Question Making an assessment of the competitors’ strengths and weakness is called :- Correct Answer Competitive position analysis Question Sometimes when the price of a material drops below a certain level, buyers start thinking of new applications. Correct Answer True Question Following capabilities of the organisation also form a basis for segmentation:- Correct Answer Operating , Technical , Financial Question A typical message policy statement would consist of corporate policy statement and ________ on advertising and promotion. Correct Answer Procedures Question Composite rating is prepared by adding ________ rating. Correct Answer Individual Question Computer systems help in the ________ of the findings of the research project. Correct Answer Presentation Question Market coverage means demographic areas to be covered. Correct Answer True Question IBM, Microsoft and Google are just three MNCs that have ________. Correct Answer Set up software development centers in India Question Prospecting is essential to ensure future sources of :- Correct Answer Sales revenue Question Profitability of any potential segment is measured by following criteria:- Correct Answer Market share , Market growth , Image Question Market conditions may result in demand for a product, which is relatively ________ to change in price. Correct Answer Unresponsive Question Changes in the macro environment create :- Correct Answer Opportunities



purpose, values and distinctive competencies is called :- Correct Answer Mission

Your Answer Mission

Select The Blank Question When purchase of industrial equipment is involved, the stage

between manufacture and dispatch of goods is called ________.

Correct Answer Inspection

Your Answer Inspection


Correct Answer Professional



Correct Answer Business laws , Civil rights , Labour laws

Your Answer Business laws , Civil rights , Labour laws

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

Correct Answer False

Your Answer True

Multiple Choice Single Answer Question The generic need which the company will seek to satisfy,

stated by top management is called:- Correct Answer Mission

Your Answer Vision



Your Answer False


Question The following items fall under the category of manufactured items:-

Correct Answer Stainless steel , Aluminium foil , Digital cameras



Question For the industrial manufacturer gross profit may be low on :-

Correct Answer Bought out parts

Your Answer Bought out parts

Select The Blank

Question Industrial marketer has an array of segmentation ________ to choose from

Correct Answer Variables

Your Answer Variables

§

Select The Blank

Question Decisions concerning pricing decisions are taken on ________ occasions.

Correct Answer Three

Your Answer Three

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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



Question Strengths and weaknesses of a firm can be derived through :-

Correct Answer An internal environment analysis

Your Answer An internal environment analysis


True/False

Question A survey analyst is not part of the industrial marketing research team.


Your Answer False


True/False

Question Sample size in industrial marketing research can be as large as in consumer marketing.


Your Answer False


True/False

Question The salesperson assists in solving the purchase organization's requirement in return for a specific sales.

Correct Answer True

Your Answer True



Question During the introduction of a new material, a firm can expect monopoly of the market for :-

Correct Answer A few years

Your Answer A few years


True/False

Question Service is one of the variables of vendor rating system.

Correct Answer True

Your Answer True



Question Industrial product advertising is an effective means to stimulate :-

Correct Answer Primary demand

Your Answer Primary demand



Question The industrial marketing research department helps the company to :-

Correct Answer Take informed decisions regarding marketing strategies




Question The middleman, who customize a product & handle specific situation are called :-

Correct Answer Value added resellers

Your Answer Specialized sellers


Select The Blank

Question The number of retail outlets for industrial products are usually ________ compared to those for consumer products.

Correct Answer Less

Your Answer Less



Question The different amount of products, buyers may be expected to purchase at various prices at a given point of time is known as :-

Correct Answer Market demand

Your Answer Market demand



Question Car manufacturers make following parts in their factories :-

Correct Answer Engine , Gear box , Clutch

Your Answer Engine , Gear box



Question An industrial marketer can :-

Correct Answer Create a schedule of demand , Prepare a list of products to be sold at different prices , Make the process systematic

Your Answer Create a schedule of demand , Prepare a list of products to be sold at different prices , Make the process systematic


Select The Blank

Question

An industrial product manufacturer would prefer to deal with ________ suppliers of component parts.

Correct Answer Fewer

Your Answer Fewer



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


Select The Blank

Question Marketing cost is the ________ payable to the channel members.

Correct Answer Commission




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



Question Analysis of the strengths and weakness of competitors is done in the areas of :-

Correct Answer




Match The Following

QuestionCorrect AnswerYour Answer

Indirect CostInterestInterest

Product life cycleDifferent phasesDifferent phases

Price LeadershipInitiate price changeInitiate price change

Direct CostWagesWages



Question Assured consistency of the quality can have important benefits for the buyer-user like :-

Correct Answer Inspection at incoming end , Save inventory cost , Stocking time

Your Answer Inspection at incoming end , Save inventory cost , Stocking time


True/False

Question Effective use of sales force lead to achieving maximum sales at low costs.

Correct Answer

True

Your Answer True



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



Match The Following

QuestionCorrect AnswerYour Answer

Intensive distributionAll marketsAll markets

Direct distributionCloser contactCloser contact

Manufactured partsHigh profitHigh profit

VolatilePrice adjustmentsPrice adjustments


True/False

Question Some purchase decisions also depend on buyer's response to the seller's marketing stimuli.

Correct Answer True

Your Answer True


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


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" \* MERGEFORMATINET

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



True/False Question Sales forecast

is the estimate of a Co's expected sales in a given time

period. Correct Answer True

Your Answer True

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Multiple Choice Single Answer Question Industrial

Marketing is characterised by:-

Correct Answer Tailor-made products

Your Answer Tailor-made products



Select The Blank Question Industrial

marketer deals with ________ buyers than consumer marketer.

Correct Answer Fewer

Your Answer Fewer



True/False Question Buyers are

always cold, rational & dispassionate.


Your Answer False



Select The Blank Question The industrial

selling environment consists of a process of ________ between buyer & seller.

Correct Answer Exchange



" \* MERGEFORMATINET Multiple Choice Multiple Answer Question Profitability of

any potential segment is measured by following criteria:-

Correct Answer Market share , Market growth , Image

Your Answer Market share , Market growth , Image



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



Select The Blank Question ________ are

an important link in indirect to user channel strategy.

Correct Answer Agents

Your Answer Agents



Multiple Choice Multiple Answer Question Industrial

markets can be positioned on product merits e.g.:-

Correct Answer Quality conscious , Reliability , Dependability


industrial marketing-01

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