Match the Following 4) Beer, toothpaste - tangibles-non durable goods Electronic appliances, watches - tangible durable goods Hotel,

courier Medicines, beverage s Options: - tangible services - industrial goods - intangible services - consum er goods (Page No. 277 Unit 9) 28) Shot gun approach - Undifferentiated marketin g Rifle approach Marketers - Identify segments No. of segmentation bases - Nine Options: - Create segments - Market segmentation - Eight Multiple Answer Questions 9) Who are agents - take title to goods - represent th e company - negotiate on behalf of the company expand the reach of companys chann el 13) Major role of promotion is to - Inform - Remind - Persuade (Page No. 79 U nit 3) 14) Key marketing objectives in Decline stage are: - Reduce investment le vels - Improve short run profitability

- Exit strategies from the category (Page No. 322 Unit 10) 15) Differentiation c an be created in following ways: - Provide the same solution in better ways - Pr ovide the same solution in better ways and at better price - Provide the unique solution that nobody else provides (Page No. 264 Unit 9) 19) Suppliers are power ful if: - suppliers are concentrated - switching costs are high (Page No. 110 Un it 4) 29) Parts of strategic analysis are: - Internal - External (Page No. 61 Un it 3) 30) Characteristics of Mass marketing are: - Less costly - One standard pr oduct - One advertisement campaign (Page No. 413 Unit 14) 34) Following conveys the brands character: - Retail ambience - Strong visual presence - Events - Spons orships 39) Objectives of market penetration are: - Increase / maintain market s hare - Restructuring mature market by driving out competitors. - Increase usage by existing customers. (Page No. 72 Unit 3) 42) Following can be service differe ntiators: - People - Product offering - Timeliness of response. (Page No. 462 Un it 15) 44) As per Parsuraman and Colby, adopter categories are: - Explorers - Pa ranoids

- Skeptics (Page No. 310 Unit 10) 48) Which of the following two buyers are the two ends of the price quality continuum. - Price buyers - Relationship buyers (P age No. 369 Unit 12) Single Answer Questions Q1) A persons cultural and social se tting and occupation determines A) Lifestyle (Page No. 181 Unit 6) 3) Which of t he following is an industry in which companies can face many differentiation opp ortunities and each can have a very high pay off. A) Specialized industry (Page No. 265 Unit 9) 5) ____________ have to draw a fine line between being too flexi ble or too rigid with customers Options: Organizations / Government / Employees / Management. 6) Statistician sifts through the data through ____________ to ide ntify purchasing patterns and market segments. Options : Data mining / Inventory / Warehouse / Storehouse 8) ______ resides in the minds of consumers. A) Brand (Page No. 288 Unit 9) 10) Which of the following includes the purchase cost or p rice paid to acquire something as well as the operating and maintenance costs of using the product of service. Options: Time / Psychic costs / Monetary costs / Energy 11) ________ shape the future of the company. Options: Competitors product s / Old products / New products / Recycled products 12) Which of the following i s an entry into product markets where there are synergies with existing business es. A) Related diversification. (Page 75 Unit 3) 16) Which of the following is a strong favorable and unique brand association that sets your brand apart from t he competitors. Options: Point of Differentiation / Unique Selling Proposition / Value proposition / Perceptual mapping

20) _______ is a great storehouse of knowledge Options: Library / Website / Inte rnet / Email. 22) Providing value added services are an excellent opportunity fo r _________ Options: Targeting / Differentiation / Segmentation / Positioning 23 ) Which of the following desire the benefits of innovation but are more practica l about the difficulties. A) Pioneers (Page No. 310 Unit 10) 24) Which of the fo llowing focuses on how individuals make decisions to spend available resources o n consumption related products and services? A) Consumer behavior (Page No. 170 Unit 6) 25) Which of the following is a communication tool, media tool and an e commerce medium. A) Internet Options: Web page / Intranet / Internet / Email 26) Henry Ford was a key proponent of this concept A) Production concept (Page No. 4 Unit 1) 27) ______________ of workers means ensuring that they are following t he procedures and techniques in which they are trained. Options: Quality control / Supervision / Cost control / Data control 35) Indian society scores very low on __________ Options: Time orientation / Job mobility / Power distance / Uncert ainly avoidance. 36) Which of the following strategy focuses on producing low co st clones, low cost clones, low cost manufacturing and operates in localized mar kets. A) Imitative strategy. (Page No. 314 Unit 10) 38) Who among the following emulates the leaders product and packaging with slight variations? A) Cloner (Pag e No. 130 Unit 4) 40) ________ permits testing the impact of alternative marketi ng plans. A) Test marketing (Page No. 305 Unit 10)

41) An organization exists because __________ exist A) Customers (Page No. 2 Uni t 1) 43) _________ phase in new product development is characterized by rapid in crease in sales and profits. A) Growth (Page No. 317 Unit 10) 45) Various emotio nal and social risk that customers perceive in making any decision are referred to as: Options: Monetary costs / Psychic costs / Time / Energy. 47) Which of the following represents how consumers feel about these product attributes and thei r performance. A) Brand (Page No. 289 Unit 9) True/False Q2) Advertising can cre ate demand for or sell a poorly conceived product. A) True 7) Stretching a brand into too many categories weakens the promise of the brand. A) True (Page No. 29 2 Unit 9) 17) Sub cultures exert a very dominant influence on its people. A) Tru e (Page No. 183 Unit 6) 21) The executive summary is written before the rest of the report. 18) Educational levels of target markets directly determine their kn owledge and product awareness. A) True (Page No. 36 Unit 2) 31) Classification o f products also changes as the product moves through its life cycle. 32) Physica l elements of the product have an infinite life. 33) Most companies choose both, direct and indirect channels. 37) Knowledge of a competitors present strategy in dicates future growth directions. A) True

(Page No. 115 Unit 4) 46) Odd numbered pricing is used to denote quality. A) Fal se (Even numbered pricing is used to denote quality) (Page No. 397 Unit 13)