Question Bank BBA SEMESTER-VI MARKETING MANAGEMENT - I

5/30/22, 4:13 PM cumulative BBA SEMESTER-VI MARKETING MANAGEMENT - I
cumulative BBA SEMESTER-VI
MARKETING MANAGEMENT - I
All Questions are compulsory.
Each question carry 2 mark.
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1. _____ is the father of Modern Marketing. *

(2 Points)
A. Abraham Maslow
B. Lester Wunderman
C. Peter Drucker
D. Philip Kotler
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2. ______is not a part of marketing mix. *

(2 Points)
A. Product
B. Purpose
C. Place
D. Price
3. Many people want BMW, only a few are able to buy” this is an example
of _______ *
(2 Points)
A. Need
B. Want
C. Demand
D. Status
4. Marketing is a process which aims at ________ *

(2 Points)
A. Production
B. Profit-making.
C. The satisfaction of customer needs
D. Selling product
5. The term marketing refers to _______ *

(2 Points)
A. Advertising, Sales Promotion, Publicity and Public Relational activities
B. A new product needs ideas, Developments, concepts and improvements.
C. Sales Planning, Strategy and Implementation
D. A philosophy that stresses customer value and satisfaction.
6. Want for a specific product backed by an ability to pay is called _____ *

(2 Points)
A. Demand
B. Need
C. Want
D. Customer
7. ______ are the form of human needs take as shaped by culture &
individual personality. *
(2 Points)
Wants
Demands
Needs
Social Needs
8. Select an appropriate definition of Want in terms of Marketing *

(2 Points)
More consumer Needs
Needs backed by buying power
Needs directed to the product
Basic human requirements
9. Marketers often use the term ________ to cover various groupings of

customers. *
(2 Points)
Buying power
Demographic segment
Market
People
10. The most formal and best definition of marketing is ___________ *

(2 Points)
A. An organizational function and a set of process for creating, communicating

and delivering, value to customers and that benefit the organization.
B. Improving the quality of life for consumers
C. Meeting needs profitability
D. Marketing is an organizational function includes the 4Ps
11.
Marketing is the activity, set of ___________ & processes for creating,
communicating, delivering & exchanging offerings that have value for
customers, clients, partners & society. *
(2 Points)
A. Institutions
B. Organizations
C. Companies
D. Enterprise
12. A place where goods are bought and sold against the price
consideration between the buyers and the sellers is called ______ *
(2 Points)
A. Exchange
B. Market
C. E-commerce
D. Transaction
13. Today, marketing must be understood in a new sense that can be

characterized as _________ *
(2 Points)
A. Get there first with the most.
B. Management of youth demand.
C. Satisfying customer needs.
D. Telling and selling.
14. The best Definition of Marketing given by Philip Kotler is _______ *

(2 Points)
Marketing is the process by which companies create value for customers & build
strong customer relationships in order to capture value from customers in return.
Marketing is a societal process by which individuals & groups obtain what they
need & want through creating offering & freely exchanging products & services
of value with others.
Marketing is the activity, set of institutions & processes for creating,

communicating, delivering & exchanging offerings that have value for customers,
clients, partners & society at large.
None of the above
15. _______ is the act of obtaining a desired object from someone by offering
something in return. *
(2 Points)
Marketing Myopia
Selling
Exchange
Delivery
16. In the history of marketing, when did the production period end? *
(2 Points)
In the late 1800s.
In the early 1900s.
In the 1920s.
After the end of the Second World War
17.
________ is not a type of Marketing Concept. *
(2 Points)
The production concept
The selling concept
The societal marketing concept
The Supplier Concept
18. Marketing is both an “art” and a “science” there is a constant tension

between the formulated side of marketing and the ________ side *
(2 Points)
Behaviour
Creative
Management
Selling
19. Which of the following refers to marketing channel? *

(2 Points)
Integrated Marketing Communication
Distribution
Marketing Myopia
Retailing
20.
Marketing segmentation is useful for___________ *
(2 Points)
Prospects Identification
To know the customer’s tastes and preferences
To target current clients
All of the above
21. _________ Involves purchase from various sources & assembled at one
place – involves creation & maintenance of the stock of goods
purchased & _______ Involves transfer of ownership of the goods *
(2 Points)
Selling & Buying
Assembling & Selling
Buying & Assembling
Assembling & Buying
22. The buying process starts when the buyer recognizes a _________. *
(2 Points)
Product
an advertisement for the product
a salesperson from a previous visit
problem or need
23. If actual performance exceeds the expected performance of the product,

Then customer is ___________________ *
(2 Points)
Satisfied
Dissatisfied
Delighted
Neutral
24. Bread and milk are which kind of products? *

(2 Points)
Specialty Products
Convenience products
Shopping products
Unsought products
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25. The promotion “P” of marketing is also known as ________. *

(2 Points)
Product Differentiation
Distribution
Cost Marketing
Communication
26. The four unique elements to services include: *

(2 Points)
Independence, intangibility, inventory, and inception
Independence, increase, inventory, and intangibility
Intangibility, inconsistency, inseparability, and inventory
Intangibility, independence, inseparability, and inventory
27. A change in an individual's behavior prompted by information and

experience refers to which one of the following concept? *
(2 Points)
Learning
Role selection
Perception
Motivation
28. Integrated marketers achieve profitable growth by expanding customer

share, ________, and capturing customer lifetime value. *
(2 Points)
undermining competitive competencies
building customer loyalty
milking the market for product desires
renewing a customer base
29. ________ pricing is the approach of setting a low initial price in order to
attract a large number of buyers quickly and win a large market share. *
(2 Points)
Market-skimming
Value-based
Market-penetration
Leader
30. In marketing theory, every contribution from the supply chain adds
________ to the product *
(2 Points)
Value
Costs
Convenience
Ingredients
31.
The act of trading a desired product or service to receive something of
value in return is known as which key concept in marketing? *
(2 Points)
Product
Exchange
Production
Customer
32. The most basic level of a product is called the: *

(2 Points)
Core product.
Central product.
Fundamental product.
Augmented product.
33. Anything that can be offered to a market for attention, acquisition, use,
or consumption that might satisfy a want or need is called a(n): *
(2 Points)
Idea.
demand.
product.
service.
34. The extended Ps of service marketing mix are : *

(2 Points)
People, Product, Place Price
Physical Evidence, Promotion Physical Environment,
Process, People Product, Process, Physical Environment
Physical Evidence, People, Process
35. A social and managerial process by which individuals and organizations

obtain what they need and want through value creation refers to which
one of the following concepts? *
(2 Points)
Selling
Advertising
Barter
Marketing
36. What is the basic property of a service which makes it different from a
product. *
(2 Points)
Shape
Size
Very expensive
Intangibility
37. The task of any business is to deliver ________ at a profit. *

(2 Points)
customer needs
customer value
products and services
improved quality
38. Product planners need to think about products and services on three
levels. Each level adds more customer value. Which one of the following
is the most basic level that addresses the question, “What is the buyer
really buying?” *
(2 Points)
Actual product
Augmented product
Core benefit
Co-branding
39. _______ is the study of how individuals, groups, and organizations select,
buy, use, and dispose of goods, services, ideas, or experiences to satisfy
their needs and wants. *
(2 Points)
Target marketing
Psychographic segmentation
Product Differentiation
Consumer behavior
40.
_________ is the major objective of any marketing activity in the world
because marketing completes with the real sale of goods and services
bought or acquired by the seller or when intermediary has been affected.
*
(2 Points)
Marketing
Selling
Assembling
Transportation
41. _________ can be defined as the way by which organizations attempt to

inform, convince and remind customers indirectly or directly about the
brands and products they offer *
(2 Points)
a) Marketing communications
b) Marketing plans
c) Marketing strategies
d) None of the above
42. The marketing mix is made up of _______ types of communication. *

(2 Points)
a) Seven
b) Six
c) Eight
43. Any paid type of non-personal promotion and presentation of goods,

services or ideas by an identified sponsor is *
(2 Points)
a) Sales promotion
b) Direct marketing
c) Events and experiences
d) Advertising
44. Numerous forms of short-term incentives to promote trial or buying of a

service of product is *
(2 Points)
a) Sales promotion
b) Direct marketing
d) Advertising
45. Company sponsored programs and activities planned to create special

brand related interactions is *
(2 Points)
a) Sales promotion
b) Direct marketing
d) Advertising
46. Several programs planned to protect or promote a company's image or

its products is known as *
(2 Points)
a) Sales promotion
b) Direct marketing
d) Public relations and publicity
47. The use of email, fax, internet or telephone to communicate with

specific prospects and customers is *
(2 Points)
a) Sales promotion
b) Direct marketing
c) Personal selling
d) Advertising
48. The online programs and activities designed to engage prospects or

customers and indirectly or directly generate awareness, enhance image
or support sales of services and products is *
(2 Points)
a) Interactive marketing
b) Direct marketing
c) Personal selling
d) Advertising
49. People-to-people oral, electronic or written form of communications that

associate with experiences or merits of buying or using services or
products is *
(2 Points)
b) Direct marketing
c) Personal selling
d) Word-of-mouth marketing
50. The face-to-face interaction with prospective buyers for the objective of
answering questions, procuring orders and making presentations is *
(2 Points)
b) Direct marketing
c) Personal selling
51. Marketing communication activities lead to brand equity. *

(2 Points)
a) True
b) False
52. Billboards, motion pictures, audiovisual material, print and broadcast ads
are examples of *
(2 Points)
a) Sales promotion
b) Direct marketing
d) Advertising
53. Fair and trade shows, exhibits and demonstrations are examples of: *
(2 Points)
a) Sales promotion
b) Direct marketing
d) Advertising
54. Street activities and sports are examples of *

(2 Points)
a) Sales promotion
b) Direct marketing
d) Advertising
55. Seminars, Annual reports, publications and press kits are examples of *
(2 Points)
a) Sales promotion
b) Direct marketing
d) Public relations and publicity
56. Catalogs, blogs and websites are examples of *

(2 Points)
b) Direct marketing
c) Both a and b
57. .Chat rooms are an example of *

(2 Points)
b) Direct marketing
c) Personal selling
58. A macro-model in the communication process includes __elements *

(2 Points)
a) Nine
b) Ten
c) Seven
59. In macro-model of the communication process there are __ parties and

______ communication tools. *
(2 Points)
a) 2, 2
b) 2, 3
c) 3, 2
60. In a macro-model of the communication process, there are ______

functions. *
(2 Points)
a) 3
b) 4
c) 2
61. Micro-models of marketing communications focus on ______particular

responses to communications. *
(2 Points)
a) Customers
b) Organization
c) Both a and b
62. Attention, interest, desire and action are the four tasks in *
(2 Points)
a) AIDA model
b) Hierarchy of effects model
c) Innovation adoption model
d) Communications mode
63. Awareness, knowledge, liking, preference, conviction and purchase the

tasks in same order are in *
(2 Points)
a) AIDA model
64. Awareness, interest, evaluation, trial and adoption are the fives tasks in
the *
(2 Points)
a) AIDA model
65. Exposure, reception, cognitive response, attitude, intention and behavior

are the tasks in the *
(2 Points)
a) AIDA model
d) Communications model
66. The process of developing effective communication involves _____ steps.

*
(2 Points)
a) 7
b) 8
c) 6
67. There are ______steps in designing the communications. *

(2 Points)
a) 3
b) 5
c) 4
68. While designing the communication, “how to say it” part is termed as *
(2 Points)
a) Message strategy
b) Creative strategy
c) Message source
69. Information appeal focuses on *

(2 Points)
a) Service or product related attributes
b) Non product related benefit
c) Both a and b
70. . Fear appeals work when *

(2 Points)
a) When source credibility is high
b) They are not so strong
c) When the communication promises to relieve
d) All of the above
71. Message source credibility depends upon: *

(2 Points)
a) Expertise
b) Trustworthiness
c) Likability
d) All of the above
72. If a person has negative attitude towards a message and a source, or a

positive attitude towards both, a ________ is said to exist. *
(2 Points)
a) State of congruity
b) State of diversity
c) State of convergence
73. Sales promotions, events and experiences and public relations are forms
of *
(2 Points)
a) Personal Communication Channels
b) Non-personal communication channels
c) Commercial
74. The major media type is selected on basis of *

(2 Points)
a) Product characteristics
b) Message characteristics
c) Target audience media habits and cost
d) All of above
75. The number of people with target audience features who actually saw
the advertisement is *
(2 Points)
a) Circulation
b) Audience
c) Effective Audience
d) Effective ad-exposed audience
76. Communication effect research should be performed *

(2 Points)
a) Before an ad is put into media
b) After an ad is printed or broadcast
c) Both a and b
77. The collection of incentive tools designed to support quicker or greater

purchase of specific services or products by consumers or the trade is *
(2 Points)
a) Sales Promotion
b) Advertising
c) Publicity
78. _________ provides a reason to buy and _____ provides an incentive to buy.
*
(2 Points)
a) Advertising, Publicity
b) Publicity, Advertising
c) Sales promotion, Advertising
d) Advertising, Sales promotion
79. The use of consumer direct channels to reach and deliver services and
goods to customers without any help of marketing middlemen is *
(2 Points)
a) Direct marketing
b) Personal selling
c) Interactive marketing
80. A direct mail campaign success is judged by *

(2 Points)
a) Reading rate
b) Response rate
c) Both a and b
81. The _____ includes advertising, personal selling, sales promotion, public
relations and direct marketing. *
(2 Points)
a. promotion channel
b. communication chain
c. marketing matrix
d. promotional mix
82. ._____ is the process of conveying a message to others that requires six
central elements—a source, a message, a channel of communication, a
receiver, and the processes of encoding and decoding. *
(2 Points)
a. Exchange
b. Dialogue
c. Communication
d. Encoding
UNIT-II
83. Ability to recall or recognize the brand within the group in sufficient
details to make a buy is *
(2 Points)
a) Category need
b) Brand awareness
c) Brand attitude
d) Brand purchase intention
84. Assessing the brand with respect to its seen ability to fulfill a currently
relevant need is *
(2 Points)
a) Category need
b) Brand awareness
c) Brand attitude
85. Self-instructions to buy the brand or to take purchase related action is *

(2 Points)
a) Category need
b) Brand awareness
c) Brand attitude
86. .The number of individuals exposed to the vehicle carrying advertising is

*
(2 Points)
a) Circulation
b) Audience
87. SEO stands for_____________. *

(2 Points)
A. Search Engine Optimization
B. Search Engine Optimum
C. Search Electronic Optimization
D. None of the above
88. Which of the following items search engines don't want? *

(2 Points)
A. keyword stuffing
B. buying links
C. poor user experience
D. All of the above
89. For SEO site content should have? *

(2 Points)
A. meta descriptions
B. title tags
C. Both A and B
Option 2
90. Which of the following factors have an impact on the Google PageRank?
*
(2 Points)
A. The text used to describe the inbound link to a page of a web site
B. The total number of inbound links to a page of a web site
C. The subject matter of the site providing the inbound link to a page of a web
site
D. The number of outbound links on the page that contains the inbound link to a
91. . Pages that are linked from other search engine is known as _________. *
(2 Points)
A. crawled pages
B. indexed pages
C. unindexed pages
D. root page
92. Which of the following search engines offers a popular list of the top 50
most searched keywords? *
(2 Points)
A. Google
B. Yahoo
C. Bing
D. Lycos
93. How much time period is required to get a Google page ranking? *
(2 Points)
A. 2 week
B. 1 week
C. 2 months
D. More than 3 months
94. The number of characters recommended for Title Tag? *

(2 Points)
A. 100
B. 70
C. 150
D. 50
95. Digital marketing is often referred to as___________. *

(2 Points)
A. online marketing
B. internet marketing
C. web marketing
D. All of the above
96. Which of the following is a type of digital marketing activity? *

(2 Points)
A. Email marketing.
B. Social web marketing.
C. Viral marketing.
D. All of the above
97. What is not true about digital marketing? *

(2 Points)
A. Digital marketing is any form of marketing products or services that involves

electronic devices.
B. Digital marketing can be done online
C. Digital marketing cannot be done online
D. Digital marketing is often referred to as online marketing, internet marketing or

web marketing.
98. How many main pillars of digital marketing? *

(2 Points)
A. 2
B. 4
C. 3
D. 5
99. Digital marketing includes_____________. *

(2 Points)
A. voice broadcast
B. podcasting
C. RSA
D. Both A and B
100. This is the process of marketing accomplished or facilitated through the

application of electronic devices, appliances, tools, techniques,
technologies and or systems: *
(2 Points)
A. Direct Marketing
B. interactive marketing
C. Electronic marketing
D. internet marketing
101. _________ of ad means how many times you should expose your target
customers to your message. *
(2 Points)
A. Frequency
B. Copy
C. Copy strategy
D. Medi
102. _________ shows how consistent customers are in buying your brand, how
long they have been buying and how long they may buy? *
(2 Points)
A. Customer loyalty
B. Brand loyalty
C. Product loyalty
D. Company loyalty
103. Advertising is part of sales promotion by creating awareness and

comprehension that form a level of _________. *
(2 Points)
A. Customer pull
B. Customer push
C. Customer loyal
D. Customer image
104. Using successful brand names to launch a new or modified product in

new category is called *
(2 Points)
(1) Multi branding
(2) Line extension
(3) Co-branding
(4) Brand extension
105. Two established brand names of different companies using the name on
the same product is called *
(2 Points)
(1) Co-branding
(2) Brand extension
(3) Mega branding
(4) Store branding
106. . Name, sign, symbol, designs etc. used to identify the goods or services
of one seller and to differentiate it from the competition is known as *
(2 Points)
(1) Branding
(2) Co-branding
(3) Mega branding
(4) Store branding
107. __________________ concept involves the use of a successful brand name to

launch new or modified products in a new category or range. *
(2 Points)
(1) Brand bonding
(2) Brand elements
(3) Brand extension
(4) Brand dilution
108. A Shoe marketer is planning to launch an existing brand name into a

new product category. Which brand development strategy is being
implemented? *
(2 Points)
(1) Brand bonding
(2) Brand extension
(3) Brand experience
(4) Brand dilution
109. Trademarked devices that serve to identify and differentiate the brand is
called *
(2 Points)
(1) Brand bonding
(2) Brand elements
(3) Brand extension
(4) Brand dilution
110. Marketing style that is about matching and mixing marketing activities to
maximize their individual and collective effects is called *
(2 Points)
(1) Interactive marketing
(2) Line stretching
(3) Service intangibility
(4) Integrating
111. Consumer’s ability to identify the brand under different reflected

condition, recalling the performance and comparing other brands is
known as *
(2 Points)
(1) Brand elements
(2) Brand bonding
(3) Brand awareness
(4) Brand portfolio
112. _______________________ helps in preventing others copying in marketing *

(2 Points)
(1) Brand
(2) Label
(3) Trademark
(4) Packaging
113. The brands image includes two aspects of a brand- one is association
and second__________________________ *
(2 Points)
(1) Awareness
(2) Personality
(3) Labeling
(4) Packaging
114. . To cover the market more effectively, companies are leveraging the
power of the brand name is *
(2 Points)
(1) Brand loyalty
(2) Brand strategy
(3) Brand dilution
(4) Brand relationship
115. Same brand name but different product is called *

(2 Points)
(1) Line extension
(2) Tagline
(3) Line stretching
(4) Brand promotion
116. . A marketer must understand about the importance of brand name that
it must be easy to pronounce, easy to memorize, easy to recognize are
the _______________________ of Branding. *
(2 Points)
(1) General traits
(2) General tests
(3) Evaluation
(4) Grading
117. A brand that assures legal protection and restricts its use to one seller is
known as *
(2 Points)
(1) Brand looks
(2) Brand association
(3) Brand image
(4) Trademark
118. Brand loyalty ensures repeat and replacement purchases and

considerably helps the marketers to overcome from _____________________
*
(2 Points)
(1) Brand testing
(2) Line extension
(3) Competitive pressure
(4) Brand awareness
119. ____________ is the process of finding and fixing the complete

identification of any product. *
(2 Points)
(1) Marketing
(2) Selling
(3) Branding
(4) Product mixing
120. 7.A slogan or phrase that visually conveys the most important attribute
of the product that an advertiser wishes to convey is called *
(2 Points)
(1) Trademark
(2) Logo
(3) Graphical picture
(4) Tagline
121. . A graphic representation of a company name, symbol or abbreviation

etc. often uniquely designed for ready recognition is called *
(2 Points)
(1) Trademark
(2) Logo
(3) Graphical picture
(4) Tagline
122. OOH advertising stands for *

(2 Points)
(1) Out of Home
(2) Out of Hose
(3) Outside Home
(4) Outer of Home
123. OOH advertising is *

(2 Points)
a. inflexible and high-cost.
b. inflexible and low-cost.
c. flexible and high-cost.
d. flexible and low-cost.
124. Any paid form of promotion of services, goods or ideas and non-
personal presentation by an identified sponsor can be stated as *
(2 Points)
a) Advertising
b) Sales promotion
c) Publicity
d) Public relations
125. While developing an advertising program, the marketers need to start by

*
(2 Points)
a) Identifying buyer motives
b) Identifying target markets
c) Both a and b
126. While developing an advertising program, the marketers need to make

five major decisions termed as *
(2 Points)
a) "The five Ws"
b) "The five Ps"
c) "The five Cs"
d) "The five Ms
127. The form of advertising that intends to create brand knowledge and
awareness of new features of existing products or of new products is
known as *
(2 Points)
a) Informative advertising
b) Persuasive advertising
c) Reinforcement advertising
d) Reminder advertising
128. The form of advertising that intends to create conviction, liking,

preference and purchase of a service or product. *
(2 Points)
a) Informative advertising
b) Persuasive advertising
c) Reinforcement advertising
d) Reminder advertising
129. There are ____factors affecting budget decisions. *

(2 Points)
a) 5
b) 4
c) 3
d) 2
130. In case of high market share brands, there is need of _____advertising

expenditure as a percentage of sales. *
(2 Points)
a) High
b) Less
c) Depends on condition
d) None of the above1
131. Brands in less-well differentiated market need ______ advertising. *

(2 Points)
a) High
b) Less
c) Depends on condition
132. In designing and assessing an advertising campaign, the marketers

employ *
(2 Points)
a) Science
b) Art
c) Both a & B
133. The impact of exposures on audience awareness relies on *

(2 Points)
a) The frequency
b) The reach
c) The impact
d) All of the above
134. In-store advertising is a form of *

(2 Points)
a) Place advertising
b) Product placement
c) Point of purchase
135. Outdoor advertising is also known as *

(2 Points)
a) "5-second sell"
b) "15-second sell"
c) "20-second sell"
136. The number of physical units that carry the advertising can be stated as *
(2 Points)
a) Circulation
b) Audience
UNIT-III
137. A salesperson not permitted or expected to take an order but rather to

create goodwill or educate the potential or actual user is *
(2 Points)
a) Demand creator
b) Missionary
c) Solution vendor
138. A salesperson that depends on creative measures for selling intangible

products is *
(2 Points)
a) Demand creator
b) Missionary
c) Solution vendor
139. A salesperson that has expertise in providing solutions to customer's

problems is *
(2 Points)
a) Demand creator
b) Missionary
c) Solution vendor
140. When a salesperson decides how to divide time among customers and
prospects, it is known as *
(2 Points)
a) Prospecting
b) Targeting
c) Allocating
141. A contractual sales force consist of *

(2 Points)
a) Sales Agents
b) Brokers
c) Manufacturers representatives
d) All of the above
142. Marketing Channels are group of ____________ firms involved in the

process of making a service or product available for consumption. *
(2 Points)
a) Independent
b) Interdependent
c) Both a and b
143. The intermediaries that stand between the producers and final users are
known as *
(2 Points)
a) Trade channels
b) Distribution channel
c) Both a and b
144. Wholesalers and retailers belongs to the category of *

(2 Points)
a) Merchants
b) Agents
c) Facilitators
145. The intermediaries that take title to the goods is known as *

(2 Points)
a) Merchants
b) Agents
c) Facilitators
146. The brokers, sales agents and manufacturers representatives fall in the
category of *
(2 Points)
a) Merchants
b) Agents
c) Facilitators
147. . The intermediaries that do not take the title to the goods but negotiate
on the producer's behalf are *
(2 Points)
a) Merchants
b) Agents
c) Facilitators
148. Marketing channels must *

(2 Points)
a) Serve markets
b) Make markets
c) Both a and b
149. Channel choices depends on the marketing strategy with respect to *

(2 Points)
a) Segmentation
b) Targeting
c) Positioning
d) All of the above
150. Which are the most basic forms of the sales organization? *
(2 Points)
a. Line sales organization
b. Line and staff sales organization
c. Functional sales organization
d. None of the above
Option 2
151. Companies engage in sales training to: *

(2 Points)
A. increase absenteeism and turnover
B. increase selling costs
C. decrease sales volume
D. change or reinforce behavior that makes salespeople more efficient
152. If a company chooses to employ its own sales force, the three
organizational structures it may use are: *
(2 Points)
a. Dollar volume, geography, and customer.
b. Geography, customer, and product.
c. Geography, market size, and product.
d. Market size, product, and customer
153. In medium and large firms, one would find the…………….types of

organization *
(2 Points)
154. All of the following would be major sales force management decision
steps EXCEPT *
(2 Points)
a. Designing sales force strategy and structure.
b. Supervising salespeople.
c. Global management and marketing structures.
d. Recruiting and selecting salespeople.
155. In which organizational structure, all sales personnel receive direction

from, and are accountable to different executives, on different aspects of
their work? *
(2 Points)
156. Which of the following WOULD NOT be a method of establishing sales

force structure? *
(2 Points)
a. Territorial sales force structure.
b. Lifestyle sales force structure.
c. Product sales force structure.
d. Customer sales force structure.
157. Which of the following WOULD NOT be a method of establishing sales

force structure? *
(2 Points)
a. Territorial sales force structure.
b. Lifestyle sales force structure.
c. Product sales force structure.
d. Customer sales force structure.
158. . The work of setting up objectives for selling activities, determining and
scheduling the steps necessary to achieve these objectives is known
as…………. *
(2 Points)
(a) Selling
(b) Sales policy
(c) Sales programme
(d) Sales planning
159. Karan is studying the potential for selling his company's products in UK.
As part of his analysis, he is assessing the number, types and availability
of wholesalers and retailers. Karan is studying the country's *
(2 Points)
a. Natural conditions
b. Technological feasibility
c. Social and cultural norms
d. Distribution structure
160. Which is not a strategic role of sales management? *

(2 Points)
a. Tracking
b. Reporting
c. Delivery
d. Optimizes distribution
161. . A large marketing intermediary, but not as large as a sole selling agent
in terms of size, resources and territory of operation is known
as……………….. *
(2 Points)
a. Wholesaler
b. Sole selling agent
c. Direct marketing channel
d. Semi-wholesalers
162. salespeople spend most of their time doing which of the following
activities? *
(2 Points)
Face-to-face selling.
Waiting and traveling.
Administrative tasks.
Telephone selling
163. _____ refers to the exchange of goods or commodities against money or

service. *
(2 Points)
A. Distribution
B. Place
C. Sales
D. Myopia
164. ______is the process of making a product available to the end consumer
or business. *
(2 Points)
A. Sales
B. Distribution
C. Exchange
D. Barter
165. Sales and Distribution Management majorly focuses on the___________

aspect of an organization. *
(2 Points)
A. Buying
B. Selling
C. Negotiating
D. Producing
166. In Sales Management, SFA System stands for ________ *

(2 Points)
A. Sales Force Activation
B. Sales Force Automation
C. Sales Factor Automation
D. Sales Force Achievement
167. . ________refers to the administration of the personal selling component

of a company’s marketing program. *
(2 Points)
A. Sales management
B. Distribution Management
C. Promotion Management
D. Marketing Management
168. The sequence of a sales process is________ *

(2 Points)
(1) Lead generation, call presentation and sale
(2) Sale, presentation, lead generation, sale and call
(3) Presentation, lead generation, sale and call
(4) Lead generation, call, sale and presentation
169. To ‘Close a Call’ means_______ *

(2 Points)
(1) To end the conversation
(2) To put the phone down
(3) To close the door
(4) To clinch the sale
170. Full form of DSA is______ *

(2 Points)
(1) Delivery Staff Agency
(2) Direct Selling Agent
(3) Direct Supplier Agent
(4) Distribution and Supply Agency
171. Delivery channels means *

(2 Points)
(1) Maternity wards
(2) Handing over the products to the buyers
(3) Place where products are made available to the buyers
(4) All of these
172. A good sales person should have following quality/qualities *

(2 Points)
(1) Job commitment
(2) Sociability
(3) Empathy
(4) All of these
173. Selling is_____ *

(2 Points)
(1) Different from marketing
(2) A sub-function from marketing
(3) Same as marketing
(4) More than marketing
174. The following is also known as Military organization *

(2 Points)
(A) Line organisation
(B) Functional organisation
(C) Line and staff organisation
(D) None of the above
175. In line organisation, the business activities are divided into following
three types *
(2 Points)
(A) Accounts, Production, Sales
(B) Production, Quality, Sales
(C) Production, Quality, Maintenance
(D) Production, Maintenance, Sales
176. Which organisation structure is generally followed by big steel plants? *

(2 Points)
(A) Line organisation
(B) Functional organisation
(C) Line and staff organisation
(D) All of the above
177. Department can be created *

(2 Points)
(A) By function
(B) By product
(C) By process
(D) All of the above
UNIT- IV
178. Services that cannot be seen, tasted, felt, heard, or smelled before they
are bought are called *
(2 Points)
(1) Support service
(2) Brand strategies
(3) Brand testing
(4) Service intangibility
179. Services marketing become difficult because of *

(2 Points)
A. Intangibility.
B. no demand
C. More complex market
D. Difficult to enter the market
180. Charging customers different prices for essentially the same service is
called *
(2 Points)
A. Price discrimination
B. Supply and demand.
C. Complementary
Substitutes
181. Services are characterized by all of the following characteristics except

for *
(2 Points)
A. Intangibility.
B. Homogeneity
C. Perishability.
D. Inseparability
182. Of the four unique service characteristics that distinguish goods from
services, the one that is the primary source of the other three
characteristics is: *
(2 Points)
A. Intangibility
B. Inseparability.
C. Perishability.
D. Heterogeneity
183. Services that occur without interruption, confusion, or hassle to the

customer is called *
(2 Points)
A. Seamless service
B. Service audit.
C. Functional service
D. Departmental service
184. The unique service characteristic that reflects the interconnection

between the service firm and its customer is called *
(2 Points)
A. Intangibility
B. Inseparability
C. Homogeneity
D. Perishability
185. Which of the following statements pertain to inseparability is false? *

(2 Points)
A. As customer contact increases, the efficiency of the firm decreases.
B. Customers can affect the type of service desired
C. Customers can affect the length of the service transaction.
D. Customers can affect the cycle of demand
186. The centralized mass production of services is difficult due to *

(2 Points)
A. Inseparability.
B. Intangibility.
C. Homogeneity.
D. Perishability
187. Solutions used to minimize the marketing problems attributed to

heterogeneity include *
(2 Points)
A. Standardizing or customizing the service
B. Using multi-site locations
C. Stressing tangible clues
D. Appealing to different market segments with different demand patterns
188. The unique service characteristic that deals specifically with the inability
to inventory services is *
(2 Points)
A. Inseparability
B. Intangibility
C. Homogeneity
D. Perishability
189. Which of the following would not be considered a tangible clue? *

(2 Points)
A. The appearance of employees
B. The appearance of the firm’s physical facilities
C. The smile on an employee’s face
D. The quality of instruction in an educational setting
190. Fixing the right price for services offered is difficult because of ……………..
*
(2 Points)
A. intangibility.
B. heterogeneity.
C. Both A&B.
D. None of the above
191. The world’s largest industry in the private sector and highest projected
generator of jobs is______ *
(2 Points)
A. The hospitality industry
B. Health services
C. Professional services.
D. Business services
192. Focusing the firms marketing efforts toward the existing customer base
is called *
(2 Points)
A. Excellent customer service
B. Conquest retention
C. Customer retention
D. Courteous retention
193. Which of the following statements is not true? *

(2 Points)
A. Service purchases are perceived as riskier than goods purchases
B. The participation of the consumer in the service process increases the amount
of perceived risk.
C. The variability in services increases the perceived risk associated with the
Purchase
D. Consumers of services have less pre-purchase information versus goods
194. Service consumers tend to be more brand loyal than goods consumers
because *
(2 Points)
A. More choices are available
B. Brand loyalty lowers the amount of perceived risk
C. Each service provider provides many brands
D. Location of the provider is the major driver in the consumer selection process
195. Which of the following is not a benefit of customer satisfaction? *

(2 Points)
A. The firm is more insulated from price competition.
B. The firm provides a positive work environment for its employees
C. Positive word-of-mouth is generated from satisfied customers
D. Satisfied customers make purchases more frequently
196. Soft technologies refer to *

(2 Points)
A. Flexible rules that can be bent to meet customer needs.
B. The personal touches that ultimately lead to customer satisfaction.
C. Guidelines that permit employee empowerment
D. Hardware that facilitates the production of a standardized
197. Total customer cost consists of all of the following components except *
(2 Points)
A. Monetary cost
B. Social cost.
C. Time cost.
D. Energy cost
198. __________ is a firm view toward planning its operations according to

market needs *
(2 Points)
A. Marketing orientation
B. Marketing functions.
C. Marketing department.
D. Marketing forecast.
199. Among many services, the demand for medical services tends to be
__________. *
(2 Points)
A. Inelastic.
B. Elastic.
C. Substitute demand
D. Price cross elastic demand
200. Costs that are planned and are accrued during the operating period
regardless of the level of production and sales are called *
(2 Points)
A. Direct variable costs
B. Fixed costs.
C. Average costs
D. Marginal costs
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5/30/22, 4:13 PM cumulative BBA SEMESTER-VI MARKETING MANAGEMENT - I

cumulative BBA SEMESTER-VI

Each question carry 2 mark.

1. _____ is the father of Modern Marketing. *

2. ______is not a part of marketing mix. *

4. Marketing is a process which aims at ________ *

C. The satisfaction of customer needs

5. The term marketing refers to _______ *

A. Advertising, Sales Promotion, Publicity and Public Relational activities

B. A new product needs ideas, Developments, concepts and improvements.

C. Sales Planning, Strategy and Implementation

D. A philosophy that stresses customer value and satisfaction.

6. Want for a specific product backed by an ability to pay is called _____ *

8. Select an appropriate definition of Want in terms of Marketing *

More consumer Needs

Needs backed by buying power

Needs directed to the product

Basic human requirements

9. Marketers often use the term ________ to cover various groupings of

10. The most formal and best definition of marketing is ___________ *

A. An organizational function and a set of process for creating, communicating

B. Improving the quality of life for consumers

C. Meeting needs profitability

D. Marketing is an organizational function includes the 4Ps

13. Today, marketing must be understood in a new sense that can be

A. Get there first with the most.

B. Management of youth demand.

C. Satisfying customer needs.

D. Telling and selling.

14. The best Definition of Marketing given by Philip Kotler is _______ *

Marketing is the activity, set of institutions & processes for creating,

None of the above

In the late 1800s.

In the early 1900s.

After the end of the Second World War

The production concept

The selling concept

The societal marketing concept

The Supplier Concept

18. Marketing is both an “art” and a “science” there is a constant tension

19. Which of the following refers to marketing channel? *

Integrated Marketing Communication

To know the customer’s tastes and preferences

To target current clients

All of the above

Selling & Buying

Assembling & Selling

Buying & Assembling

Assembling & Buying

an advertisement for the product

a salesperson from a previous visit

23. If actual performance exceeds the expected performance of the product,

24. Bread and milk are which kind of products? *

25. The promotion “P” of marketing is also known as ________. *

26. The four unique elements to services include: *

Independence, intangibility, inventory, and inception

Independence, increase, inventory, and intangibility

Intangibility, inconsistency, inseparability, and inventory

Intangibility, independence, inseparability, and inventory