Spring 2010 FinalTerm OPKST Mgt501

8/6/2019 Spring 2010 FinalTerm OPKST Mgt501

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FINALTERM EXAMINATIONSpring 2010

MKT501- Marketing Management (Session - 4)

Solved By SgSaimi ShahTime: 90 min

Marks: 69Student InfoStudentID:

Center: OPKST

ExamDate: 17 Aug 2010

For Teacher's Use Only

Q No. 1 2 3 4 5 6 7 8 Total

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Q No. 9 10 11 12 13 14 15 16

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Q No. 17 18 19 20 21 22 23 24

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Q No. 25 26 27 28 29 30 31 32

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Q No. 33 34 35 36 37 38 39 40

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Q No. 41 42 43 44 45 46 47 48

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Q No. 49 50 51 52 53

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discount if paid in 40 days The buyer must pay within 40 days of receipt of goods but will receive 3%

discount if paid in 10 days

2/15 net 40 ROG - this means the buyer must pay within 40 daysof receipt

of goods, but will receive a 2% discount if paid in 15 days.Page # 44Question No: 5 ( Marks: 1 ) - Please choose one

Of the following, what refers to raising awareness about specific issues and tomodify public attitudes?

Public service announcement TV commercials Enrichment and education Public relations

A public service announcement (PSA) or public service ad is a typeof advertisement featured on television, radio, print or other media.Whereas the objective of a standard advertisement is to market aproduct, a PSA is intended to benefit the public interest, by raisingawareness of an issue, affecting public attitudes, and potentiallystimulating action.http://en.wikipedia.org/wiki/Public_service_announcement

Question No: 6 ( Marks: 1 ) - Please choose one

A company manufactures shoes. The company incurred costs i.e. Rs.500, 000 forrent of the factory, Rs.20000 for transportation cost, Rs. 100, 000 for electricity billand Rs. 600, 000 for raw material consumed. The variable cost for the company isRs: 720,000 700,000 600,000 500,000

20, 000 + 100,000 + 600, 000 = 720, 000Question No: 7 ( Marks: 1 ) - Please choose one

In analyzing and building up a product portfolio a company can use: Boston Consulting Group matrix Contribution Margin analysis General Electric model All of the given options

Page # 55In building up a product portfolio a company can use variousanalytical techniques including


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B.C.G. Boston Consulting Group-ANALYSISContribution Margin AnalysisGE General Electric. Multi Factorol AnalysisQuestion No: 8 ( Marks: 1 ) - Please choose one

Which of the following is the basic role of promotion? Interpretation CommunicationManipulation Information

Promotion Decisions: In the context of the marketing mix, promotionrepresents the various aspects of marketing communication, that is,the communication of information about the product with the goal ofgenerating a positive customer response


Which of the following is NOT method of promotion? Direct mail Public relations Retailing Advertising

Page # 56Promotion comprises four subcategories:AdvertisingPersonal sellingSales promotionPublicity and public relationsQuestion No: 10 ( Marks: 1 ) - Please choose one

Which of the following offers a reason to buy the product? Coupons Sales promotion Price pack deal Advertising

Whereas advertising offers reasons to buy a product or service,sales promotion offers reason to buy now."

Question No: 11 ( Marks: 1 ) - Please choose oneHow marketing manager can develop strategies for each product usinginformation from sales force management system? Using communication mix variables Using marketing mix variables Using product mix variables Using promotion mix variables

Page # 80


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Developing marketing strategies for each of your products using themarketing mix variables of price, product, distribution, and promotionQuestion No: 12 ( Marks: 1 ) - Please choose one

In which of the following the sales force management systems are used? Selling and managementMarketing and advertisementManagement and marketingManagement and advertisement

Page # 79Sales Force Management Systems are information systems used inmarketing and managementQuestion No: 13 ( Marks: 1 ) - Please choose one

Which of the following is a readymade business, transferred from one place toother?

Whole selling Retailing Franchising Direct selling

http://en.wikipedia.org/wiki/FranchiseQuestion No: 14 ( Marks: 1 ) - Please choose one

A vertical marketing system (VMS), in which independent firms at differentlevels of production and distribution, join together through contracts to obtainmore economies or sales impact than they could achieve alone. What does thisstatement refers to?

Corporate VMS Conventional VMS Administered VMS Contractual VMS

A contractual VMS is a vertical marketing system in whichindependent firms at different levels of production and distribution jointogether through contracts to obtain more ecQuestion No: 15 ( Marks: 1 ) - Please choose one

Which of the following is a type of vertical marketing system?

Franchise Direct sellingMail order Retailing

A vertical marketing system (VMS) is a distribution channelstructure in which producers, wholesalers, and retailers act as aunified system


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Which of the following is NOT included in logistics?

PurchasingTransportingStorageFinancing

Page # 94Logistics is about the: Purchasing, Transport, Storage, Distribution, Warehousing of raw materials, semi-finished/work-in-process goodsand finished goods.Question No: 17 ( Marks: 1 ) - Please choose one

In how many ways the consumer buying behavior can be analyzed? Five Four Three Two

Page # 99In general there are three ways of analyzing consumer buyingdecisions.

They are:1. Economic models2. Psychological models3. Consumer behavior modelsQuestion No: 18 ( Marks: 1 ) - Please choose one

Which of the following is NOT a psychological need?

Need for affectionNeed for foodNeed for water

Need for sleep


Which of the following is an opportunity in an organization?

Competitors developing new products The relaxation or abolition of international tariffsNew machinery or equipment


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Lack of computing expertise


In which of the following research technique data is not analyzed statistically?

Qualitative Quantitative Operational Functional

Page # 109Qualitative Marketing Research - generally used for exploratorypurposes -small number of respondents - not generalizable to thewhole population -statistical significance and confidence notcalculated - examples include focus groups, in-depth interviews, and

projective techniques.Question No: 21 ( Marks: 1 ) - Please choose one

What does RFP stand for?

Request for proposal Response for price Response for product Request for promotion

Page # 72Request for Proposal (RFPQuestion No: 22 ( Marks: 1 ) - Please choose oneThe Cargo business covers which of the following decisions under the marketingmix strategy?

Product Price Placement Promotional


In which section of the marketing plan you would find the detailed informationabout the marketing environment, market trends, customers and competitors? Situation analysis Product/market backgroundMarketing strategiesMarket analysis

PAGE # 15


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b) Current Situation - Market AnalysisQuestion No: 24 ( Marks: 1 ) - Please choose one

Which of the following strategies requires premium pricing? Target market strategyMarket segmentation strategy

Differentiation strategy Cost leadership strategy

PAGE # 20Differentiation involves creating a product that is perceived as unique.However there are usually additional costs associated with thedifferentiating product features and this could require a premiumpricing strategy.Question No: 25 ( Marks: 1 ) - Please choose one

Which of the following is the total process of moving goods from amanufacturer to a customer in the most timely and cost-efficient mannerpossible? Financing LogisticsWarehousing Storing

Logistics The total process of moving goods from a manufacturer tocustomer in the most timely and cost-efficient manner possible.http://www.3plwire.com/tag/logistics/


Which of the following is NOT included in the financial summary of amarketing plan? Pro-forma income statementMonth-by-month agenda Breakeven analysis Assumptions

PAGE # 167. Financial SummaryQuestion No: 27 ( Marks: 1 ) - Please choose one

Various studies have indicated that good sales people have various traits including which

of the following?Soft-spokenHonestPersistency

All of the above



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environment to control spurious factors and then manipulates at least one of the

variables?

Qualitative marketing researchQuantitative marketing researchExperimental techniques

Observational techniquesPage # 109


The focus of marketing management is:

Analysis of marketCoordination among market playersDistribution of productsBeneficial exchange between customers and producers

Question No: 34 ( Marks: 1 ) - Please choose oneThe classification of consumer goods into the categories of convenience,

shopping, and specialty goods are based upon: The marketing managers decision The consumers input The industrys perception Consumer buying habits


Among the following, the items that would seldom be test marketed are:

Instant coffeesMicrowave ovens Breakfast cereals Cosmetics


Creating a package design that features a gold crest with a heavy maroon accentis a way of assisting in marketing the product by which of the following?

Making the product more convenient to use Producing a package that can be easily used

Evoking the product image through package design Producing package that is cost effective


Which of the following is quick in innovation? Capital goods Food items


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According to many sales management experts, the very essence of sales processis: Prospecting

Presentation Approach Close of sale


Negotiation is also called as:

Dispute formation Dispute resolution Dispute communication

Dispute propagationPage # 75

Negotiation: It is usually regarded as a form of alternative disputeresolutionQuestion No: 45 ( Marks: 1 ) - Please choose one

Business firms that operate between producers and consumers are called:

Intermediaries RetailersWholesalers

All of the given options


When individuals open saving account, buy life insurance, or join health clubs toimprove their physical conditions, they are probably seeking to satisfy their:

Esteem needs Safety needs Social needs Physiological needs

Safety and Security needs include:Personal securityFinancial securityHealth and well-beingSafety net against accidents/illness and their adverse impactsQuestion No: 47 ( Marks: 1 ) - Please choose one

Marketing research consists of generating information to:


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Identify and define marketing opportunities Evaluate marketing actionsMonitor marketing performances All of the given options


During an exploratory research, a researcher may:

Conduct a sales analysis Discuss the problem with the sales personnel Conduct marketing cost analysis All of the given options

Question No: 49 ( Marks: 3 )

Can a person reach self-actualization without meeting the lower level of needs?Briefly explain it.


What are the different functions performed by the wholesalers?

Question No: 51 ( Marks: 5 )The main focus of small businesses lies in publicity than public relations,why so?

Question No: 52 ( Marks: 5 )Why studying consumer behavior is important for marketers?


While starting the process of negotiation what points will you keep in mindduring the process of negotiation?

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Spring 2010 FinalTerm OPKST Mgt501