LIST OF ATTEMPTED QUESTIONS AND ANSWERS

Multiple Choice Multiple Answer

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

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

Multiple Choice Single Answer

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

Correct Take informed decisions regarding marketing strategies

Answer
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 Promotional
Answer
Your Answer Marketing

Multiple Choice Multiple Answer

Question Administration of sales force management is concerned with :-

Correct Motivating , Compensating , Directing

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

Multiple Choice Multiple Answer

Question Branch offices are used to :-

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

Multiple Choice Single Answer

Question In pricing industrial goods, the most important factor is :-

Correct Cost
Answer
Your Answer Cost

Select The Blank

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

Correct United
Answer
Your Answer United

Multiple Choice Single Answer

LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Multiple Answer
Question By reducing price, industrial marketers can :-

Correct Not make a major change in the end product price , Increase his
Answer 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

Multiple Choice Multiple Answer

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

Correct Stainless steel , Aluminium foil , Digital cameras

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 Business organizations
Answer
Your Answer Business organizations

Multiple Choice Single Answer

Question The purchase decision-makers in an industrial company constitute
the:-
Correct DMU
Answer
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 Modified rebuy
Answer
Your Answer Modified rebuy

Multiple Choice Multiple Answer

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

Correct Make natural resources pollution free , Devise safety measures to

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

Select The Blank

Question Industrial force should be ________ to market conditions.

Correct Responsive
Answer
Your Answer Responsive

True/False
Question In industrial product marketing, the cost of maintenance is not
important in making comparisons with competitors’ products.
Correct False
Answer
Your Answer False
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
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 Gatekeeper
Answer
Your Answer Influencer

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

Correct True
Answer
Your Answer True

Multiple Choice Single Answer

Question Data for initial screening can be obtained from:-

Correct Secondary sources

Answer
Your Answer Secondary sources

Multiple Choice Single Answer

Question The first step in the process of selling is :-

Correct Identifying prospects

Answer
Your Answer Identifying prospects

Multiple Choice Multiple Answer

Question Media selection is done on the basis of :-

Correct Reaching the right audience , Reaching audience with right quantity of impact ,
Answer 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 True
Answer
Your Answer True

Multiple Choice Single Answer

Question Open-ended questions in unstructured questionnaire are often called as :-

Correct Non-disguised questions

Answer
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 Bankers
Answer
Your Answer Creditors
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Multiple Answer
Question Assured consistency of the quality can have important benefits for
the buyer-user like :-
Correct Inspection at incoming end , Save inventory cost , Stocking time
Answer
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 False
Answer
Your Answer True

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

Select The Blank

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

Match The Following

Question Correct Answer Your Answer

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 True
Answer
Your Answer True

Multiple Choice Multiple Answer

Question Substantial cash outlay needs to be allocated for :-

Correct Training Salesmen , Building stock of raw materials , Providing

Answer 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 Shrinking
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
True/False
Question The salesperson assists in solving the purchase organization's
requirement in return for a specific sales.
Correct True
Answer
Your Answer True

Multiple Choice Multiple Answer

Question Services of trained experts is required for :-

Correct Special accounting machines , Statistical analysis equipment ,

Answer 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 Identifying the needs of customers
Answer
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 Wide margins , Large sales potential , Rapid turnover
Answer
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 Opportunity Cost
Answer
Your Answer Fixed Costs

Match The Following

Question Correct Answer Your Answer

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 True
Answer
Your Answer True

Multiple Choice Single Answer

Question The demand for industrial products is :-

Correct Derived
Answer
Your Answer Derived
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Multiple Answer
Question A company has to revise its pricing strategy when :-

Correct It is advantageous for the company to change price , Competitor

Answer 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 True
Answer
Your Answer True

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

Correct True
Answer
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 Cost competitiveness
Answer
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 Inspection
Answer
Your Answer Inspection

Multiple Choice Single Answer

Question The type of demand that characterizes industrial products is called :-

Correct Derived demand

Answer
Your 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 False
Answer
Your Answer False

Multiple Choice Single Answer

Question Open-ended questions in unstructured questionnaire are often called
as :-
Correct Non-disguised questions
Answer
Your Answer Non-disguised questions
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
True/False
Question A major change in the price of an industrial component causes a
significant change in the end product price.
Correct False
Answer
Your Answer False

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

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 High value items
Answer
Your Answer High value items

Multiple Choice Single Answer

Question The sales force is influenced by :-

Correct Selling environment

Answer
Your Answer Selling environment

Multiple Choice Multiple Answer

Question Response to a competitor's price cut would be influenced by whether
innovator has followed :-
Correct High price strategy , Low price strategy , Competitor's motives
Answer
Your Answer High price strategy , Low price strategy , Competitor's motives

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

Correct True
Answer
Your Answer True

Multiple Choice Multiple Answer

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

Correct Research , Developing new uses , Developing new users

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 False
Answer
Your Answer False
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Select The Blank
Question A first approximation of ________ benefit analysis is necessary
before a detailed segmentation analysis.
Correct Cost
Answer
Your Answer Cost

Select The Blank

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

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

Select The Blank

Question Cost ratio plan uses ________ formula to evaluate vendor
performance.
Correct Mathematical
Answer
Your Answer Mathematical

Multiple Choice Multiple Answer

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

Correct Delivery schedule , Pricing , After Sales Service

Answer
Your Answer Delivery schedule , Pricing , After Sales Service

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

Correct False
Answer
Your Answer False

Select The Blank

Question The ultimate goal of business is to serve ________.

Correct Society
Answer
Your Answer Society

Multiple Choice Single Answer

Question Periodic analysis of an industrial buyer’s operations and purchase
systems is necessary to :-
Correct Understand the changes in buy practices
Answer
Your Answer Understand the changes in buy practices
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Multiple Answer
Question Manufacturers handle the inventory requirement problem by :-

Correct Maintaining stock at convenient locations , Make arrangement for

Answer 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

Select The Blank

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

Select The Blank

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

Select The Blank

Question In the process of performing their various activities, Govt. may aid,
hamper or ________ the industrial marketing efforts.
Correct Facilitate
Answer
Your Answer Facilitate

Multiple Choice Single Answer

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

Match The Following

Question Correct Answer Your Answer

Sales department To reduce cost of sales by To reduce cost of sales by

5% within one year 5% within one year
Industrial marketing Increase profits for FY in Q3 Increase profits for FY in Q3
department and Q4 and Q4
Industrial marketing Conduct survey for Conduct survey for customer
research department customer feedback on new feedback on new product
product
Industrial marketing Obtain service revenue Obtain service revenue from
services department from post-sales services in post-sales services in one
one market segment market segment

Multiple Choice Single Answer

Question Secondary data is :-

Correct Already existing

Answer
Your Answer Already existing
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Single Answer
Question Which brand of computer processors is very aggressively promoted?

Correct Intel
Answer
Your Answer Intel

Select The Blank

Question Management can choose the place the company in the position of a
price ________.
Correct Leader
Answer
Your Answer Leader

Select The Blank

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

Select The Blank

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

Multiple Choice Single Answer

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

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

Multiple Choice Multiple Answer

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

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

Multiple Choice Multiple Answer

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

Correct Competitor changes his price , New rival enters the market , It is
Answer 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 :-
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Multiple Answer
Question Important sources for tender notices regarding purchases of
industrial products are:-
Correct Company websites , Newspapers , Trade magazines
Answer
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 A few years
Answer
Your Answer A few years

Multiple Choice Single Answer

Question Marketing Intelligence System is useful :-

Correct For decision making by industrial marketing managers

Answer
Your Answer For spying on other units manufacturing similar items

Multiple Choice Multiple Answer

Question Customs & traditions of organisation influence :-

Correct Organisational structure , Inter-personal relationships , Functioning

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

Select The Blank

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

Select The Blank

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

Select The Blank

Question Composite rating is prepared by adding ________ rating.
LIST OF ATTEMPTED QUESTIONS AND ANSWERS
True/False
Question Buyers are always cold, rational & dispassionate.

Correct False
Answer
Your Answer False

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

Correct True
Answer
Your Answer True

Select The Blank

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

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

Multiple Choice Single Answer

Question Compared to distributor, a sales agent has :-

Correct Low marketing cost

Answer
Your Answer Low marketing cost

Multiple Choice Single Answer

Question The first level of industrial marketing environment is called the :-

Correct Interface level

Answer
Your Answer Interface level

Select The Blank

Question Cost ratio plan uses ________ formula to evaluate vendor
performance.
Correct Mathematical
Answer
Your Answer Mathematical

Multiple Choice Multiple Answer

Question Technical service means details about :-

Correct Ingredient material , How product works , Type of make of key

Answer 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.
 Industrial Marketing
Total Set -1

To expand product range to cover all types of computer Plan

peripherals
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 1
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

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

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

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

Your Answer Mission

Select The Blank

Question 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 approach to selling by the sales force should be :-

Correct Answer Professional

Your Answer Professional

Multiple Choice Multiple Answer

Question The legal framework is related to existing :-

Correct Answer Business laws , Civil rights , Labour laws

Your Answer Business laws , Civil rights , Labour laws

True/False
Question 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

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

Correct Answer False

Your Answer False

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

Correct Answer
Stainless steel , Aluminium foil , Digital cameras

Your Answer
Stainless steel , Aluminium foil , Digital cameras

Multiple Choice Single Answer

Question
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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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

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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

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True/False

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

Correct Answer
False

Your Answer
False

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True/False

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

Correct Answer
False

Your Answer
False

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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

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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

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True/False

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

Correct Answer
True

Your Answer
True

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Multiple Choice Single Answer

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

Correct Answer
Primary demand

Your Answer
Primary demand

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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

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Multiple Choice Single Answer

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

Your Answer
Specialized sellers

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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

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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
Market demand

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Multiple Choice Multiple Answer

Question
Car manufacturers make following parts in their factories :-

Correct Answer
Engine , Gear box , Clutch

Your Answer
Engine , Gear box

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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

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Select The Blank

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

Correct Answer
Fewer

Your Answer
Fewer

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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

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Select The Blank

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

Correct Answer
Commission

Your Answer
Commission

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Multiple Choice Multiple Answer

Question
For successful positioning the firm should know its :-

Correct Answer
Current positioning in the market , Competitors , Resources

Your Answer
Current positioning in the market , Competitors , Financial position

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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

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Match The Following

Question
Correct Answer
Your Answer

Indirect Cost
Interest
Interest

Product life cycle

Different phases
Different phases

Price Leadership
Initiate price change
Initiate price change

Direct Cost
Wages
Wages

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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

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True/False

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

Correct Answer
True

Your Answer
True

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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

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Match The Following

Question
Correct Answer
Your Answer

Intensive distribution
All markets
All markets

Direct distribution
Closer contact
Closer contact

Manufactured parts
High profit
High profit

Volatile
Price adjustments
Price adjustments
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True/False

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

Correct Answer
True

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

Your Answer Fewer

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

Your Answer False

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

Your Answer Exchange

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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
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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

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

Your Answer Agents

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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