Industrial PDF

list of attempted questions and answers
multiple choice single answer

question
the demand for industrial goods is :correct answer
derived demand
your answer need of the customer
select the blank
question
in customer market a ________ price increase will shrink demand.
correct answer
higher
your answer small
question
a broad and definitive statement that covers an organizations purpose, values
and distinctive competencies is called :correct answer
mission
your answer mission
question
large industrial companies realize substantial cost savings is by having:correct answer
centralized purchasing
your answer decentralized purchasing
select the blank
question
the manufacturer of individual product can take customers away from
competitor's by ________ efforts.
correct answer
promotional
your answer promotional
true/false
question
a major change in the price of an industrial component causes a significant
change in the end product price.
correct answer
false
your answer false
true/false
question
an organization that is structured to serve the customer is the most optimally
designed organizational structure.
correct answer
true
your answer true
select the blank
question
a senior manager such as general manager (purchase) of an industrial marketing
company will get more involved in the purchase of ________.
correct answer
high value items
your answer high value items
question
the sales force is influenced by :correct answer
selling environment
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 answer
high price strategy , low price strategy , competitor's motives
your answer high price strategy , low price strategy , competitor's motives
true/false
question
market coverage means demographic areas to be covered.
correct answer
true
your answer true
question
the maker of industrial product can increase total sales by :correct answer
research , developing new uses , developing new users
your answer developing new uses , developing new users , reducing process
true/false
question
trade directories, government reports, company files are some of the sources of
primary data.
correct answer
false
your answer false
question
industries involved in production of chemical & pesticides have to :correct answer
make natural resources pollution free , devise safety measures to protect
environment , properly dispose off waste material
your answer make natural resources pollution free , devise safety measures to protect
question
industrial market research is a systematic process of collecting data to :correct answer
prepare actionable research report
your answer estimate market potential
true/false
question
it is easier to negotiate the purchase of power generators for a large power
station than the purchase of pcs.
correct answer
false
your answer false
true/false
question
use of it tools like enterprise resource planning is helping industrial firms to
improve productivity and efficiency.
correct answer
true
your answer
true
true/false
question
in industrial marketing buying is a collective decision making process.
correct answer
true
your answer true
question
making money or facilitating the running of the business is a :correct answer
rational reason
your answer rational reason
select the blank
question
the best advertising should be best in creativity, simplicity and ________.
correct answer
uniqueness
your answer uniqueness
select the blank
question
by pricing the product at a very ________ level, management can have
substantial gross margin.
correct answer
high
your answer high
question
making an assessment of the competitors strengths and weakness is called :correct answer
competitive position analysis
your answer competitive position analysis
select the blank
question
a relative ________ product life span is a favourable condition for charging high
price.
correct answer
short
your answer short
question
in pricing industrial goods, the most important factor is :correct answer
cost
your answer price
select the blank
question
management can choose the place the company in the position of a price
________.
correct answer
leader
your answer leader
true/false
question
direct exporting is the only way of entering the foreign market.
correct answer
your answer false
false
true/false
question
branch offices are located in commercial centres.
correct answer
false
your answer true
question
services of trained experts is required for :correct answer
special accounting machines , statistical analysis equipment , electronic
recording equipment
your answer special accounting machines , statistical analysis equipment , electronic
recording equipment
select the blank
question
non stock carrying branch offices are used as ________ sales head quarter.
correct answer
regional
your answer regional
question
an imbalance between cost & price requires :correct answer
managerial action
your answer managerial action
match the following
question
correct answer your answer
indirect cost
interest interest
product life cycle
different phases different phases
price leadership initiate price change

direct cost
pricing decision
wages wages
select the blank

question
the effectiveness of the advertising program is reflected by the ________ in the
state of awareness.
correct answer
differences
your answer differences
question
price of an industrial product depends upon :correct answer
ex-works price , packing charges , delivery time
your answer ex-works price , packing charges , delivery time

question
the legal framework is related to existing :correct answer
business laws , civil rights , labour laws
your answer business laws , labour laws , social laws
question
industrial product advertising is an effective means to stimulate :correct answer
primary demand
your answer primary demand
question
allocating time for prospecting activities helps in :correct answer
servicing old accounts
your answer increasing potential sales volume
question
substantial cash outlay needs to be allocated for :correct answer
training salesmen , building stock of raw materials , providing information
to customers
your answer training salesmen , building stock of raw materials , setting up infrastructure
question
the need of buying centre members of a firm can be studied by their :correct answer
orientation
your answer interest
question
prospecting is essential to ensure future sources of :correct answer
sales revenue
your answer sales revenue
select the blank
question
industrial marketer has an array of segmentation ________ to choose from
correct answer
variables
your answer variables
select the blank
question
marketing cost is the ________ payable to the channel members.
correct answer
commission
your answer commission
question
in an organisation, purchase division is made by:correct answer
people
your answer people
select the blank
question
market conditions may result in demand for a product, which is relatively
________ to change in price.
correct answer
unresponsive
your answer unresponsive
true/false
question
outsiders like technical consultants can play a key role in the purchase process
of a large buying organization.
correct answer
true
your answer true
question
the first step in managing the industrial product marketing system is :correct answer
identifying the needs of customers
your answer identifying the needs of customers
question
industrial firms should act in the following ways to the changes in environment :correct answer
influence , modify , respond
your answer influence , modify , respond
question
general public will work towards a cause if it is :correct answer
motivated
your answer motivated
question
industrial markets can be segmented in two steps:correct answer
micro and macro
your answer micro and macro
question
mission
your answer mission
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
true/false
question
the it and bpo service industries in india are showing lower rates of growth
compared to other industry sectors.
correct answer
false
your answer false

select the blank
question
a first approximation of ________ benefit analysis is necessary before a detailed
segmentation analysis.
correct answer
cost
your answer cost
select the blank
question
the effect of the economic environment is not ________ across industries.
correct answer
uniform
your answer uniform
true/false
question
advertisement and public relation campaign project a positive image of the co.
correct answer
true
your answer true
select the blank
question
cost ratio plan uses ________ formula to evaluate vendor performance.
correct answer
mathematical
your answer mathematical
question
during discussions, sales people handle issues such as :correct answer
delivery schedule , pricing , after sales service
your answer delivery schedule , pricing , after sales service
true/false
question
a lower price will stimulate demand for industrial products.
correct answer
false
your answer false
select the blank
question
the ultimate goal of business is to serve ________.
correct answer
society
your answer society
question
periodic analysis of an industrial buyers operations and purchase systems is
necessary to :correct answer
understand the changes in buy practices
your answer understand the changes in buy practices

question
direct costs are also referred to as :correct answer
operating costs
your answer operating costs
question
an external environment analysis is necessary to understand :correct answer
the needs of the customers
your answer the needs of the customers
select the blank
question
the fundamental aspect of industrial marketing is that it addresses the needs and
wants of ________.
correct answer
business organizations
your answer business organizations
question
industrial sales person must understand the :correct answer
manufacturing process of the company , motivating factors of individuals
, procedures of the company
your answer manufacturing process of the company , motivating factors of individuals ,
procedures of the company
true/false
question
advertising effectiveness means the ratio of cost of advertisement and volume of
sales generated.
correct answer
false
your answer false
select the blank
question
brand positioning is the art of creating a ________ image for a product in the
minds of customers.
correct answer
distinct
your answer distinct
select the blank
question
market ________ is the most optimistic estimate of the amount of product that an
entire market will purchase in a given period of time.
correct answer
potential
your answer potential
question
service rating is judged by following factors :correct answer
promptness , speed , self interest
your answer promptness , speed , self interest
true/false
question
tariffs & quotas are used by the govt. to protect indigenous business from foreign
competition.
correct answer
your answer true
true
true/false
question
a new task buy situation has to pass several phases like awareness, interest and
evaluation.
correct answer
true
your answer true
question
how does advertisements help salespersons?
correct answer
it helps the salespersons by improving image of the company in the
customers' mind.
your answer it helps the salespersons by improving image of the company in the customers'
mind.
true/false
question
effective use of sales force lead to achieving maximum sales at low costs.
correct answer
true
your answer true
question
internal public includes :correct answer
top management , factory workers , senior managers
your answer factory workers , contract workers
question
sales agent handles :correct answer
competing products
your answer competing products
question
for an industrial company, the following topics would fall under the category of
information on economic scenario :correct answer
gdp growth figures , inflation rates
your answer gdp growth figures , inflation rates
question
initially rating is evaluated for :correct answer
each variable
your answer specific variables
select the blank
question
sales personnel should study customers as ________.
correct answer
individuals
your answer individuals

question
strategic industrial marketing decision are primarily concerned with selection of :correct answer
product-mix
your answer product-mix
select the blank
question
many food processing firms prefer to take on ________ the processing plants for
their use during the peak season.
correct answer
lease
your answer lease
question
the marketer of standardized industrial goods gain objectives more effectively
than non-standardized items because of the use of :correct answer
price strategy
your answer price strategy
question
sales personnel should :correct answer
be sensitive to the need of the customers , have deep technical
knowledge , have good communication skills
your answer be sensitive to the need of the customers , have deep technical knowledge ,
have good communication skills
true/false
question
delivery commitment plays a crucial role in purchase negotiations for industrial
items.
correct answer
true
your answer true
question
industrial markets can be positioned on product merits e.g.:correct answer
quality conscious , reliability , dependability
your answer quality conscious , reliability , dependability
question
a company has to revise its pricing strategy when :correct answer
competitor changes his price , new rival enters the market , it is
advantageous for the company to change price
your answer competitor changes his price , new rival enters the market , it is advantageous for
the company to change price
question
administration of sales force management is concerned with :correct answer
motivating , compensating , directing
your answer motivating , compensating , directing

question
supporting plans are drafted for projects requiring:correct answer
special skills
your answer special knowledge
true/false
question
a repeat purchase decision will generally involve changes in product
specifications from earlier supplies.
correct answer
false
your answer false
match the following
question
web design
domain name
domain name
choice of media reaching the right audience
communication of information
basis of budgeting support
percentage of past sales
advertising effectiveness
evaluation of performance
reaching the right audience
select the blank

question
________ skills represent the essence of industrial marketing.
correct answer
negotiations
your answer presentation
select the blank
question
decisions concerning pricing decisions are taken on ________ occasions.
correct answer
three
your answer three
true/false
question
the objective of the high price strategy is only to recover firm's investment
speedily.
correct answer
false
your answer false
select the blank
question
________ are an important link in indirect to user channel strategy.
correct answer
agents
your answer agents
true/false
question
service is one of the variables of vendor rating system.
correct answer
true
your answer true

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
match the following
question
management capability organise
organise
quality rating
disposition factor
defective material
delivery rating delivery schedule
delivery schedule
service rating
promptness
promptness

question
starting point for the negotiation process is :correct answer
plans , goals , needs
your answer plans , goals , needs
question
dgs&d refers to an authority that purchases goods for:correct answer
central government
your answer the public sector

question
manufacturers handle the inventory requirement problem by :correct answer
maintaining stock at convenient locations , make arrangement for return
of slow moving goods , levy service charge on return of goods
your answer levy service charge on return of goods , maintaining stock at convenient locations
, make arrangement for return of slow moving goods
select the blank
question
the industrial selling environment consists of a process of ________ between
buyer & seller.
correct answer
exchange
your answer exchange
select the blank
question
computer systems help in the ________ of the findings of the research project.
correct answer
presentation
select the blank
question
in the process of performing their various activities, govt. may aid, hamper or
________ the industrial marketing efforts.
correct answer
facilitate
your answer facilitate
question
open-ended questions in unstructured questionnaire are often called as :correct answer
non-disguised questions
your answer non-disguised questions
match the following
question
sales department
by 5% within one year
to reduce cost of sales by 5% within one year
industrial marketing department increase profits for fy in q3 and q4

q3 and q4
to reduce cost of sales

increase profits for fy in
industrial marketing research department

conduct survey for customer feedback on new
product conduct survey for customer feedback on new product
industrial marketing services departmentobtain service revenue from post-sales services in one
market segmentobtain service revenue from post-sales services in one market segment

question
secondary data is :correct answer
already existing
your answer already existing
true/false
question
pre-sales services and post-sales services are not important to modern-day
concepts of industrial marketing.
correct answer
false
your answer false
select the blank
question
in marketing research ________ influence the type of research that is selected.
correct answer
objectives
your answer objectives
question
following capabilities of the organisation also form a basis for segmentation:correct answer
operating , technical , financial
your answer

question
the advertiser can formulate sales appeals that address prospective customer's
problems and :correct answer
responsibilities
your answer responsibilities
question
in industrial marketing, spare parts are sold through :correct answer
branch office
your answer branch office
true/false
question
to get market feedback in industrial marketing marketing research is conducted
frequently.
correct answer
false
your answer false
question
by reducing price, industrial marketers can :correct answer
increase his share of the market , enlarge the total market , not make a
major change in the end product price
your answer increase his share of the market , enlarge the total market , not make a major
change in the end product price
question
questions asked in unstructured surveys bring about :correct answer
motives , priorities , problems
your answer motives , priorities , problems
select the blank
question
correct answer
promotional
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
question
the following departments in a large engineering company would come under the
responsibility of vp (operations) :correct answer
assembly plant , machine shop , machinery repair and maintenance
section
your answer
assembly plant , machine shop , machinery repair and maintenance section

question
public interest groups support :correct answer
environmental causes , women's rights , minority welfare
your answer environmental causes , women's rights , minority welfare
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
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
question
to push the company's products, advertising literature should point out
advantages to the middlemen, such as :correct answer
wide margins , large sales potential , rapid turnover
your answer wide margins , large sales potential , rapid turnover
question
advertising objectives need to assist
correct answer
marketing objectives
your answer marketing objectives
true/false
question
countries with political stability have a grater chance of attracting investment from
mncs.
correct answer
true
your answer true
question
distributors contact potential buyers and negotiate :correct answer
orders
your answer prices
question
important sources for tender notices regarding purchases of industrial products
are:correct answer
company websites , newspapers , trade magazines
your answer newspapers , trade magazines , company websites
question
research objectives are statements that :correct answer
outline the aims of problem definition
your answer outline the aims of problem definition
true/false
question
sample size in industrial marketing research can be as large as in consumer
marketing.
correct answer
false
your answer false
question
for industrial marketing, type of channel members needed would depend on :correct answer
market coverage , marketing cost , marketing control
your answer market coverage , marketing cost , marketing control
select the blank
question
the sales of standard industrial products are generally carried out through
________.
correct answer
direct channel and middlemen
your answer direct channel and middlemen
question
the unit price of a capital equipment item is usually:
correct answer
high
your answer high
match the following
question
joint venture
control over operation
direct exporting higher risk
agreement
direct investment
foreign production
direct investment
comparative analysis
similarities
intermediaries
similarities

question
car manufacturers make following parts in their factories :correct answer
engine , gear box , clutch
your answer engine , gear box , clutch
true/false
question
high price strategy does not lead to cost position advantage over likely
competitors.
correct answer
false
your answer false

question
organizational buyers have to fulfill their needs relating to :correct answer
the job function
your answer the job function
question
information sources for unstructured surveys are :correct answer
sales personnel , dealers , customers
your answer dealers , customers , public at large
question
structured surveys are used to measure :correct answer
awareness & knowledge , attitudes & opinions , buyer behavior
your answer awareness & knowledge , attitudes & opinions , buyer behavior
select the blank
question
when a firm sells through a limited number of outlets, it is known as ________
distribution.
correct answer
selective
your answer selective
true/false
question
some purchase decisions also depend on buyer's response to the seller's
marketing stimuli.
correct answer
true
your answer true
true/false
question
the effect of price on sale must be balanced by production costs.
correct answer
true
your answer true
question
a small lathe is a type of :correct answer
accessory equipment
your answer accessory equipment
true/false
question
advertising and promotion expenses, as a percentage of total sales, are usually
more for industrial products than for consumer products.
correct answer
false
your answer false
question
important information on the purchase decision process in any industrial
organization can be obtained from:correct answer
purchase officials , user department officials , gatekeepers
your answer
true/false
question
legal and economic risks may occur because of fraudulent advertising.
correct answer
true
your answer true

question
industries constitute an important basis for market segmentation for companies
doing business in :correct answer
computers , software , office equipment
your answer computers , software , office equipment
question
sales revenue
question
your answer increase his share of the market , enlarge the total market , can substantially
decrease end product price
question
strengths and weaknesses of a firm can be derived through :correct answer
an internal environment analysis
your answer an internal environment analysis
question
self interest , promptness , speed
your answer promptness , speed , delegation
question
manufacturer & customer in industrial marketing are affected by :correct answer
change in technology
your answer policies of govt.
true/false
question
correct answer
true
your answer true
select the blank
question
________.
correct answer
question
a competitor while selling, may not be aware of his :correct answer
overhead costs
your answer direct costs
select the blank
question
an industrial product manufacturer would prefer to deal with ________ suppliers
of component parts.
correct answer
fewer
your answer domestic
question
your answer top management , factory workers , senior managers
select the blank
question
correct answer
cost
your answer price
match the following
question
compressors manufacturer manufacturer
electric lift maintenance service firm
service firm
steel hardware whole seller/retailer
distributor
air-conditioners distributor
manufacturers representatives
question
question
the generic need which the company will seek to satisfy, stated by top
management is called:correct answer
mission
your answer mission
select the blank
question
competitor, who enter late in the market, must apply part of their cash inflow to
the amortization of their own ________ cost.
correct answer
development
your answer promotion
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
question
many overseas companies are attracted to india for setting up manufacturing
operations for industrial products on account of :correct answer
cost competitiveness
your answer cost competitiveness
select the blank

question
achieve ________.
correct answer
question
question
the first step in the process of selling is :correct answer
identifying prospects
your answer identifying prospects
question
true/false
question
demand for many industrial product is elastic.
correct answer
false
your answer true
match the following
question
sales department
q3 and q4
recruit new employees
true/false
question
correct answer
true
your answer true
select the blank
question
industrial force should be ________ to market conditions.
correct answer
responsive
your answer responsive
question
your answer business laws , civil rights , labour laws
true/false
question
correct answer
false
your answer false
true/false
question
competition.
correct answer
true
your answer true
true/false
question
personal selling is a powerful tool in industrial product selling.
correct answer
true
your answer true
true/false
question
correct answer
false
your answer true
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 , less headache
question
a sales presentation is made to provide prospective customers with sufficient
information on the firm's :correct answer
product
your answer product
select the blank
question
state of awareness.
correct answer
differences
select the blank
question
correct answer
lease
your answer hire
question
the type of demand that characterizes industrial products is called :correct answer
derived demand
your answer derived demand
true/false
question
hydraulic equipments are handled by general line industries.
correct answer
false
your answer false
question
industrial marketers have a choice of structural arrangement like :correct answer
direct to users , indirect to users , mixed structure
your answer direct to users , indirect to users , mixed structure
true/false
question
bill to vendor' & 'absorbed by buyer' are the two possibilities under rework.
correct answer
true
your answer true
true/false
question
frequently.
correct answer
false
your answer true
question
fundamental skill requirement for closing a sale is :correct answer
application of psychology
your answer application of psychology
question
select the blank
question
trade ________ form a part of regulatory environment.
correct answerbarriers
your answer barriers
question

your answer have deep technical knowledge , have good communication skills , be sensitive
to the need of the customers
match the following
question
correct answer
your answer
freight equalization - base point - base point
consumer goods - advertising & sales promotion - advertising & sales promotion
high price strategy - patents - patents
short life span - recovery of investment - recovery of investment
select the blank
question
analytical techniques are ________ to a large extent.
correct answermathematical
your answer non predictable
question
the approach to selling by the sales force should be :correct answer
professional
your answer professional
question
your answer operating , technical , financial
question
product development can discourage competition if it is :correct answer
technologically intensive , capital intensive , require state-of-art
technology
your answer technologically intensive , capital intensive , require state-of-art technology
question
when the product is complex & requires service by skilled specialist, the manufacturer has to :correct answer
supply large number of spare parts , change a premium price , train the
technician of buyer
your answer maintain service station , supply large number of spare parts , train the technician
of buyer
select the blank

question
________ of supply is one of the important aspects buyers look for.
correct answer
continuity
your answer continuity
question
operating costs
question
building stock of raw materials , providing information to customers ,
training salesmen
question
question
the generic need which the company will seek to satisfy, stated by top management is called:correct answer
mission
your answer mission
true/false
question
in industrial product marketing, the cost of maintenance is not important in making comparisons
with competitors products.
correct answer
false
your answer false
question
many overseas companies are attracted to india for setting up manufacturing operations for
industrial products on account of :correct answer
question
manufacturers handle the inventory requirement problem by :-
correct answer
your answer maintaining stock at convenient locations , make arrangement for return of slow
moving goods , supplying against specific orders
select the blank
question
correct answer
responsive
true/false
question
materials that go into the production of food / drug end product have very narrow quality
tolerance.
correct answer
true
your answer true
select the blank
question
exploratory research involves the gathering of ________ data from secondary sources.
correct answer
preliminary
your answer preliminary
question
technical service means details about :correct answer
ingredient material , how product works , type of make of key equipments
in the product
your answer ingredient material , how product works , type of make of key equipments in the
product
question
a broad and definitive statement that covers an organizations purpose, values and distinctive
competencies is called :correct answer
mission
your answer mission
select the blank
question
supply chain management is one of the tools used by modern companies to achieve ________.
correct answer
question
an alternative term used for industrial marketing is :correct answer
b2b marketing
your answer
b2b marketing

question
question
match the following
question
correct answer
your answer
accuracy of data - sampling error - sampling error
frequency of use - periodical use of information - periodical use of information
urgency of response - fast decision making - fast decision making
timeliness - current information - current information
question
true/false
question
correct answer
true
your answer true
question
the most important of the operating plans are :correct answer
policies
your answer policies
select the blank
question
when purchase of industrial equipment is involved, the stage between manufacture and dispatch
of goods is called ________.
correct answer
inspection
true/false
question
outsiders like technical consultants can play a key role in the purchase process of a large buying
organization.
correct answer
true
your answer true
question
question
orders
your answer orders
question
large organisations opt for :correct answer
volume purchasing
your answer volume purchasing
true/false
question
the level of customer experience influences the marketing strategy.
correct answer
true
your answer true
select the blank
question
correct answer
regional
question
value analysis comprises following actions :correct answer
review of existing product
your answer review of existing product
select the blank
question
the industrial selling environment consists of a process of ________ between buyer & seller.
correct answer
exchange
true/false
question
in order to enjoy cost advantage relative to the innovative firm, competitor must reach a breakthrough in product design.
correct answer
true
your answer true
question
true/false
question
sometimes when the price of a material drops below a certain level, buyers start thinking of new
applications.
correct answer
true
your answer true
true/false
question
the objective of the high price strategy is only to recover firm's investment speedily.
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
question
rapport building requires special skills e.g. :correct answer
human relations
your answer human relations
question
financial capability refers to :correct answer
cash flow position
your answer cash flow position
question
question
cost
your answer cost
select the blank
question
methods to measure market ________ can classified into qualitative and quantitative methods.
correct answer
potential
select the blank
question
correct answer
presentation
select the blank
question
senior marketing personnel from a supplier firm are usually involved in a ________ situation:
correct answer
new task buy
your answer new task buy
select the blank
question
ibm, microsoft and google are just three mncs that have ________.
correct answer
set up software development centers in india
your answer set up software development centers in india
select the blank
question
by pricing the product at a very ________ level, management can have substantial gross margin.
correct answer
high
your answer high

question
for an industrial company, the following topics would fall under the category of information on
economic scenario :correct answer
your answer gdp growth figures , inflation rates , initial public offerings by new companies
question
primary task to be performed for the execution of the sales efforts is :correct answer
making sales presentation
your answer making sales presentation
true/false
question
advertising and promotion expenses, as a percentage of total sales, are usually more for
industrial products than for consumer products.
correct answer
false
your answer false
question
your answer application of psychology
question
true/false
question
buyers always buy on the basis of the merit of the product.
correct answer
false
your answer false
question
a small company which accepts high volume, low margin business & expands to meet its
production requirement will :correct answer
become dependant on such business
your answer become dependant on such business
select the blank
question
correct answer
negotiations
your answer negotiations
question
the purpose of any modern industrial firm is to :correct answer
fulfill customers needs
your answer fulfill customers needs
question
your answer research , developing new uses , developing new users
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
uniform
your answer uniform
true/false
question
correct answer
true
your answer true
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
true/false
question
tariffs & quotas are used by the govt. to protect indigenous business from foreign competition.
correct answer
true
your answer true
question
car manufacturers make following parts in their factories :-
correct answer
question
the message of well-designed advertisement for an industrial product should generally consist of
:correct answer
the product
product
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
true/false
question
it is easier to negotiate the purchase of power generators for a large power station than the
purchase of pcs.
correct answer
false
your answer true
question
ashok leyland is an indian company whose competitors would include :correct answer
tata motors , volvo motors
your answer tata motors , volvo motors , baja auto
true/false
question
correct answer
true
your answer true
question
the following departments in a large engineering company would come under the responsibility of
vp (operations) :correct answer
section
your answer assembly plant , machine shop , machinery repair and maintenance section
question
micro and macro
your answer
micro and macro
select the blank

question
a relative ________ product life span is a favourable condition for charging high price.
correct answer
short
your answer short
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 cost
volatile - price adjustments - price adjustments
true/false
question
an organization that is structured to serve the customer is the most optimally designed
organizational structure.
correct answer
true
your answer true
question
industrial market research is undertaken :correct answer
to obtain valuable inputs on variables
your answer to obtain valuable inputs on variables
match the following
question
correct answer
your answer
personality - individual influencer - individual influencer
level of demand - environmental influencer - environmental influencer
purchase procedures - organizational influencer - organizational influencer
empathy - interpersonal influencer - interpersonal influencer
question
industries involved in production of chemical & pesticides have to :-
correct 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
question
central government
your answer central government
question
branch office
true/false
question
advertisement agencies provide much needed experience in advertising.
correct answer
true
your answer true
question
select the blank
question
to overcome bad image, the companies have to go for ________ public relations program.
correct answer
long term
your answer long term
question
the best channel of distribution for capital items is :correct answer
direct selling
your answer direct selling

question
true/false
question
a repeat purchase decision will generally involve changes in product specifications from earlier
supplies.
correct answer
false
your answer false
question
your answer servicing old accounts
question
managerial action
select the blank
question
a senior manager such as general manager (purchase) of an industrial marketing company will
get more involved in the purchase of ________.
correct answer
high value items
question
funds spent on r & d to bring a new product into the market are :correct answer
sunk costs
your answer sunk costs
true/false
question
correct answer
false
your answer false
select the blank
question
market conditions may result in demand for a product, which is relatively ________ to change in
price.
correct answer
unresponsive
question
primary demand
question
value analysis may suggest :correct answer
product modifications
your answer product modifications
select the blank
question
the buying needs and practices of organisations differ according to whether they are innovate,
product leaders or ________.
correct answer
followers
your answer followers
select the blank
question
competitor, who enter late in the market, must apply part of their cash inflow to the amortization of
their own ________ cost.
correct answer
development
your answer development
select the blank
question
the ________ distributors focus on narrow range of related products.
correct answer
specialised
your answer specialised
true/false
question
a survey analyst is not part of the industrial marketing research team.
correct answer
false
your answer false
question
tata motors is a company involved in the manufacture of :correct answer
passenger cars , light commercial vehicles , heavy commercial vehicles
your answer passenger cars , light commercial vehicles , heavy commercial vehicles

question
non banking financial corporations receive negative publicity from :correct answer
down grading by rating agencies
your answer write up in news papers
select the blank
question
correct answer
individuals
your answer professionals
true/false
question
car manufacturers make all the components of the car themselves.
correct answer
false
your answer false
question
for financially weak but reliable customers, supplier may be required to:correct answer
give high discounts
your answer provide finance
true/false
question
correct answer
true
your answer true
select the blank
question
composite rating is prepared by adding ________ rating.
correct answer
individual
your answer individual
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 , resources
question

question
your answer sales personnel , dealers , customers
question
how industrial advertising helps the salesperson?
correct answer
it conveys the message to the network of decision makers, he cannot
reach.
your answer it conveys the message to the network of decision makers, he cannot reach.
select the blank
question
correct answer
uniqueness
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
true
your answer false
question
industries constitute an important basis for market segmentation for companies doing business in
:correct answer
question
needs , plans , goals
select the blank
question
industrial advertising must provide reader with information regarding ________ benefits, in simple
words.
correct answer
intangible
your answer intangible
question
when a firm introduces new product, a considerable amount is sunk into :correct answer
research , planning , testing
your answer research , planning , testing
question
marketing intelligence system is useful :correct answer
for decision making by industrial marketing managers
your answer for decision making by industrial marketing managers
select the blank
question
the situation where the buyer requires an industrial product to a revised set of specifications from
a previous supplier is called ________.
correct answer
modified rebuy
your answer straight rebuy
question
data for initial screening can be obtained from:correct answer
secondary sources
your answer secondary sources
match the following
question
correct answer
your answer
niche marketing - customised products - customised products
purchasing policy - bidding - bidding
product innovation - new products - new products
competitive analysis - strength &weakness - strength &weakness

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
true/false
question
an important characteristic of the mission statement is that it indicates the direction the company
wishes to take.
correct answer
true
your answer true
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
question
true/false
question
some purchase decisions also depend on buyer's response to the seller's marketing stimuli.
correct answer
true
your answer true
question
vendor rating system measures variables e.g. :correct answer
price
your answer price
question
select the blank
question
correct answer
three
your answer three
question
the purchase decision-makers in an industrial company constitute the:correct answer

dmu
your answer dmu
question
industrial buyer tries to justify his purchases on the basis of :correct answer
measurable performance
your answer stock position
question
true/false
question
correct answer
true
your answer true
true/false
question
most industrial suppliers make use of their own sales force in their marketing system.
correct answer
false
your answer true
question
a high price strategy is favoured under following conditions :correct answer
product represent genuine information , presence of elite market ,
inelastic demand situation
your answer product represent genuine information , presence of elite market , inelastic
demand situation
question
growth of an automobile manufacturing firm can come from :correct answer
increase in domestic sales , increase in export sales , decrease in
manufacturing costs
your answer increase in domestic sales , increase in export sales , decrease in manufacturing
costs
list of attempted questions and answers ind- marktng

question
the middleman, who customize a product & handle specific situation are called :correct answer
value added resellers
your answer value added resellers
select the blank
question
correct 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
question
question
in the product
product
true/false
question
buyers, who are risk averse are good prospects for new product and concepts.
correct answer
false
your answer true
question
give high discounts
your answer insist on cash on delivery
question
your answer tata motors , volvo motors
question
true/false
question
delivery rating factor is prepared based on adherence to delivery schedule.
correct answer
true
your answer true
question
match the following
question
to expand product range to cover all types of computer peripherals
to become the no. 1 supplier in computer peripherals
mission goal
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
plan
mission
milestone
plan

question
your answer down grading by rating agencies
question
in a tender a vendor has to supply data on :correct answer
sales to net worth , working capital , turnover ratio
your answer sales to net worth , turnover ratio , profit to loss ratio
question
supply by an industrial firm to an oem will:
correct answer
enhance its reputation , help in obtaining regular orders , help in
spreading awareness among other possible buyers
your answer enhance its reputation , help in obtaining regular orders , help in spreading
awareness among other possible buyers
question
cash flow position
select the blank
question
the buying needs and practices of organisations differ according to wether they
are innovate, product leaders or ________.
correct answer
followers
your answer nichers

question
people
your answer management
select the blank
question
correct answer
uniform
your answer even
select the blank
question
direct marketing is expensive when probable volume of sales in a market area is
________.
correct answer
small
your answer small
question
motivated
question
question
institutional investors are concerned with organisation's :correct answer
operational efficiency
your answer operational efficiency
select the blank
question
correct answer
continuity
your answer time
select the blank
question
wants of ________.
correct answer
your answer groups of consumers
true/false
question
correct answer
your answer true
true
true/false
question
correct answer
true
your answer false
match the following
question
web design
domain name
domain name


question
select the blank
question
business should act in a ________ manner to keep govt. out of business
environment.
correct answer
united
your answer creative
true/false
question
correct answer
true
your answer true
true/false
question
materials that go into the production of food / drug end product have very narrow
quality tolerance.
correct answer
true
your answer false
question
according to you, marketing of industrial services and marketing of industrial
products :correct answer
are similar from the sellers point of view , require similar resources ,
require different types of resources
your answer require different types of resources , are different.

question
your answer identifying needs of customers
true/false
question
mncs.
correct answer
true
your answer true
true/false
question
correct answer
false
your answer false
question
technology
your answer technologically intensive , capital intensive , requires extensive sales promotion
question
direct selling
question
for developing a positioning strategy, following variables are used:correct answer
product features , product reliability , ability to provide solutions to
customer problem
your answer product features , product reliability , ability to provide solutions to customer
problem
select the blank
question
the finance officer can also play a passive part in the purchase process and his
role in the dmu would be as a ________.
correct answer
gatekeeper
your answer influencer
question
question
your answer competitor changes his price , new rival enters the market
select the blank
question
exploratory research involves the gathering of ________ data from secondary
sources.
correct answer
preliminary
your answer critical
question
recording equipment
your answer special accounting machines , electronic recording equipment , supply of iron ore
true/false
question
in order to enjoy cost advantage relative to the innovative firm, competitor must
reach a break-through in product design.
correct answer
true
your answer true
true/false
question
speedily.
correct answer
false
your answer true
question
your answer quality conscious , dependability , affordability

question
your answer public at large , dealers , customers
question
market segmentation is the process of dividing a large market into :correct answer
sub-markets
your answer sub-markets

question
correct answer
high
your answer high
question
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
false
your answer false
true/false
question
a small reduction in price of original material can lead to a large reduction in the
price of end product.
correct answer
false
your answer false
question
the purchase order placement of a furnace for a large steel plant can take:correct answer
a few months
your answer a few months
select the blank
question
sluggishness of price response lies in the nature of ________ demand.
correct answer
derived
your answer derived
question
one example of operating supplies is:
correct answer
paints and varnishes
your answer generators

question
chain of distribution from the supplier to customer are known as :correct answer
intermediaries
your answer intermediaries
match the following
question
joint venture
agreement
higher risk
foreign production
direct investment
similarities
intermediaries
similarities
match the following

question
indirect cost
interest wages
product life cycle

direct cost
pricing decision
wages initiate price change

question
question
your answer are similar from the sellers point of view , require similar resources , require
different types of resources
question
question
your answer high labor cost
question
b2b marketing
your answer b2c marketing
question
negotiations between buyer and seller will be involved and of long duration for
the following items:correct answer
air-conditioning plant for an airport terminal , telecom equipment for large
mnc , diesel locomotives for public sector company
your answer air-conditioning plant for an airport terminal , telecom equipment for large mnc ,
diesel locomotives for public sector company
question
your answer the capabilities of competitors
question
question
question
demand situation
question

question
question
the suppliers marketing person needs to identify the following role players in the
buying organization:correct answer
senior purchase officer , actual users , deciding officers
your answer senior purchase officer , actual users , deciding officers
select the blank
question
correct answer
followers
true/false
question
cash flow produced by marketing a joint product must be equal in value to its
separable cost.
correct answer
true
your answer true
true/false
question
correct answer
false
your answer false
select the blank
question
industrial advertising must provide reader with information regarding ________
benefits, in simple words.
correct answer
intangible
your answer tangible
select the blank
question
correct answer
presentation
question
human relations
your answer communication skills
select the blank
question
correct answer
agents
your answer agents

question
professional
question
your answer current positioning in the market , competitors , financial position
select the blank
question
distribution.
correct answer
selective
select the blank
question
marketing research is used for making ________ projections.
correct answer
sales
your answer sales
question
your answer wide margins , large sales potential , off-the-shelf inventory
question
true/false
question
buyers are always cold, rational & dispassionate.
correct answer
false
your answer false
question
how fast a firm can recover its cash outlay depends on its :correct answer
financial strength
your answer sales force
question
accessory equipment
your answer major equipment
select the blank

question
________.
correct answer
select the blank
question
indigenous vehicle manufacturers face ________ from foreign manufacturers
setting up facilities in india.
correct answer
a threat
your answer a threat
true/false
question
correct answer
false
your answer true
question
industrial market research is very important :correct answer
from strategic and implementation point of view
your answer from strategic and implementation point of view
true/false
question
correct answer
true
your answer true
question
your answer market growth , image , market share
question
mission
your answer mission
match the following
question
mission statement
corporate culture
corporate culture
target market
right product
right product
cost reduction program price adjustment

promotion mix trade shows
price adjustment
trade shows
true/false
question
public interest groups limit the freedom of suppliers & buyers.
correct answer
true
your answer true
question
b2b marketing
your answer b2b marketing
question
recording equipment
recording equipment
select the blank
question
correct answer
presentation
question
correct answer
your answer personal computers
true/false
question
most of public institutions prefer buying as per legal constraints.
correct answer
true
your answer true
question
operating costs
question
your answer
select the blank

question
________ is the alternate name given to marketing research.
correct answer
marketing intelligence
your answer marketing intelligence
select the blank
question
correct answer
sales
your answer sales
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
the common service requirements of industrial buyers are :correct answer
technical , replacement parts , delivery
your answer technical , replacement parts , delivery
question
select the blank
question
price.
correct answer
short
your answer short
question
select the blank
question
wants of ________.
correct answer
question
factors affecting industrial pricing are :correct answer
type of competition
your answer type of competition
true/false
question
correct answer
true
your answer true
question
sunk costs
question
match the following
question
freight equalization
base point
base point
consumer goods
advertising & sales promotion
high price strategy
patents recovery of investment
short life span recovery of investment large profit

question
the uncontrollable environment is known as :correct answer
macro environment
your answer macro environment
question
the demand for industrial products is :correct answer
derived
your answer derived
select the blank
question
the drop in price of individual product has effect of ________ demand.
correct answer
shrinking
your answer increasing
question
secondary sources
select the blank
question
correct answer
inspection
question
priorities , problems , motives
question
stock carrying branches are useful for :correct answer
bulk sales , lowering fright charges , speed of delivery
your answer bulk sales , lowering fright charges , speed of delivery
question
question
the industrial buyers buy only when there are :correct answer
strong economic benefits
your answer strong economic benefits
select the blank
question
senior marketing personnel from a supplier firm are usually involved in a
________ situation:
correct answer
new task buy
select the blank
question
correct answer
uniform
your answer uniform

question
your answer centralized purchasing
question
select the blank
question
correct answer
continuity
select the blank
question
continuous efforts by sales person, result in developing friendship ________ &
cooperation over a period of time between buyer & seller.
correct answer
trust
your answer trust
true/false
question
marketing.
correct answer
false
your answer false
question
question
question
people
your answer purchase committee
question
your answer

question
the first level of industrial marketing environment is called the :correct answer
interface level
your answer interface level
question
select the blank
question
correct answer
regional
your answer local
question
responsibilities
question
for the industrial manufacturer gross profit may be low on :correct answer
bought out parts
your answer bought out parts
true/false
question
when a manufacturer wishes to diversify his product line, he will need a channel
that is flexible.
correct answer
true
your answer true
question
your answer have deep technical knowledge , have good communication skills
question

question
to customers
question
the facilitator of the process of interactions between a buyer and a banker are :correct answer
bankers
your answer creditors
true/false
question
correct answer
false
your answer false
question
the demand of consumer products can be increased by :correct answer
advertising
your answer price cuts
select the blank
question
price.
correct answer
short
your answer long
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
higher
your answer higher
true/false
question
primary data.
correct answer
false
your answer false
question

question
your answer sales to net worth , working capital , turnover ratio
question
what is a sales appeal?
correct answer
an argument , a fact , an idea
your answer an argument , a fact , an idea
select the blank
question
of component parts.
correct answer
fewer
your answer fewer
match the following
question
foreign market attractive returns
attractive returns
independent strategies resources
restrictive
cooperative strategies
understanding understanding
manipulative strategies restrictive
resources

question
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
society
your answer shareholders
select the blank

question
correct answer
three
your answer three
question
price strategy
your answer product differentiation
select the blank
question
distribution.
correct answer
selective
question
a high price strategy can generate among customers, a substantial amount of :correct answer
ill will
your answer dissatisfaction
true/false
question
correct answer
true
your answer true
match the following
question
mission goal
objective
goal
plan
mission
milestone
plan

question
question
human relations
your answer
communication skills
true/false
question
marketing stimuli.
correct answer
true
your answer true
true/false
question
speedily.
correct answer
false
your answer true
question
professional
question
question
your answer prepare actionable research report
true/false
question
frequently.
correct answer
false
your answer false
select the blank
question
industrial marketer deals with ________ buyers than consumer marketer.
correct answer
fewer
your answer fewer
question
demand situation

question
question
when the price of a product goes down, the industrial buyer :correct answer
changes his about prices , waits for price to go down further , enters the
market & buys
your answer waits for price to go down further , enters the market & buys
select the blank
question
to overcome bad image, the companies have to go for ________ public relations
program.
correct answer
long term
select the blank
question
correct answer
uniqueness
select the blank
question
correct answer
cost
your answer cost
true/false
question
correct answer
true
your answer true
question
correct answer

question
not make a major change in the end product price , increase his share of
the market , enlarge the total market

question
your answer aluminium foil , digital cameras
select the blank
question
wants of ________.
correct answer
question
dmu
your answer dmu
select the blank
question
the situation where the buyer requires an industrial product to a revised set of
specifications from a previous supplier is called ________.
correct answer
modified rebuy
your answer modified rebuy
question
select the blank
question
correct answer
responsive
true/false
question
in industrial product marketing, the cost of maintenance is not important in
making comparisons with competitors products.
correct answer
false
your answer false
select the blank
question
the key ________ people are evaluated as part of the assessment.
correct answer
management

question
question
b2b marketing
true/false
question
correct answer
false
your answer false
question
when the product is complex & requires service by skilled specialist, the
manufacturer has to :correct answer
technician of buyer
your answer supply large number of spare parts , change a premium price , train the
technician of buyer
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
true/false
question
correct answer
true
your answer true
question

question
the first step in the purchase procurement cycle is:correct answer
receive an indent for item
your answer float inquiries
question
intermediaries
select the blank
question
correct answer
high
your answer high
question
question
question
your answer make profits
question
question
manufacturing costs
costs

question
your answer are similar from the sellers point of view , require similar resources
question
select the blank
question
correct answer
development
question
correct answer
match the following
question
regression analysis
better control
management by objectives
motivational level
better control
involvement in planning involvement in planning
trust, intimacy
trust, intimacy
straight salary minimum amount of work
minimum amount of work
true/false
question
correct answer
true
your answer true
question
customer problem
problem

question
section
your answer assembly plant , machine shop
select the blank
question
________ situation:
correct answer
new task buy
question
a typical buyer-firm of industrial products will:correct answer
insist on quality tests before delivery , ask for test results after inspection
your answer insist on quality tests before delivery , ask for test results after inspection
select the blank
question
correct answer
presentation
question
product-mix
question
question
a firm's decision to operate in a particular market is influenced by :correct answer
competition
your answer competition
true/false
question
correct answer
true
your answer false
match the following
question
innovation
competitive appeal
competitive appeal
sunk cost
money spent
money spent
legal considerations
sales of goods act
inelastic demand
unresponsive
sales of goods act
unresponsive

question
moving goods , levy service charge on return of goods
select the blank
question
of component parts.
correct answer
fewer
your answer fewer
question
the role of economic outlook on industrial buying behavior is:correct answer
important
your answer important
question
professional
select the blank
question
correct answer

select the blank
question
correct answer
gatekeeper
true/false
question
correct answer
true
your answer true

question
secondary sources
question
question
availability of right space / time slot on the media
true/false
question
marketing stimuli.
correct answer
true
your answer true
question
question
bankers
true/false
question
correct answer
true
your answer true
true/false
question
frequently.
correct answer
false
your answer false
question
the most important of the operating plans are :-
correct answer
policies
select the blank
question
correct answer
select the blank
question
correct answer
a threat
select the blank
question
correct answer
potential
your answer forecast
true/false
question
correct answer
true
your answer true
question
true/false
question
most industrial suppliers make use of their own sales force in their marketing
system.
correct answer
false
your answer true
question
ill will
your answer ill will
question
financial capability reflects the ability to finance :correct answer
additional level of production
your answer additional level of production
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
three
your answer two
question
your answer tata motors , baja auto
true/false
question
an important characteristic of the mission statement is that it indicates the
direction the company wishes to take.
correct answer
true
your answer true
select the blank
question
correct answer
commission
your answer brokerage
true/false
question
correct answer
false
your answer false
true/false
question
competition.
correct answer
true
your answer true
question
match the following
question
purchase procedures
straight rebuy
organizational influencer
office stationery office stationery
modified rebuy exhaust fans with revised capacity
modifications to oil refinery;
new task buy lcd projection system and audio system for conference hall
system and audio system for conference hall
lcd projection
select the blank

question
correct answer
shrinking
your answer shrinking
question
success of selling activity is dependent on the ability of a sales person to :correct answer
answer questions of customers , solve their problems , identify
customer's needs
your answer answer questions of customers , solve their problems , identify customer's needs
question
question
price
your answer price
question
advertising should not only promote the product but also :correct answer
the firm, selling the products
your answer the firm, selling the products
select the blank
question
correct answer
fewer
your answer fewer
select the blank
question
correct answer
continuity
true/false
question
correct answer
true
your answer true
select the blank
question
sources.
correct answer
preliminary
question
question
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
followers
question
question
in the product
product
question
there are two ways of conducting surveys, they are :correct answer
structured surveys , unstructured surveys
your answer structured surveys , unstructured surveys
select the blank

question
environment.
correct answer
united
question
already existing
question
inelastic demand situation , product represent genuine information ,
presence of elite market
your answer inelastic demand situation , product represent genuine information , presence of
elite market
question
question
question
responsibilities
true/false
question
primary data.
correct answer
false
your answer false
question
information on the firm's :-
correct answer
product
your answer product
select the blank
question
________.
correct answer
small
your answer small
question
are:correct answer
newspapers , trade magazines , company websites
question
section
select the blank
question
correct answer
true/false
question
competition.
correct answer
true
your answer true
match the following
question
regression analysis
better control
motivational level
better control
trust, intimacy
trust, intimacy

question

question
industrial dealer are business firms that serve :correct answer
narrow geographic market
your answer narrow geographic market
question
manufacturer require information on customer's :correct answer
specifications
your answer needs
true/false
question
correct answer
true
your answer true
match the following
question
accuracy of data
sampling error correctness of information
frequency of use
periodical use of information
urgency of response
fast decision making
timeliness
current information
usage of product

question
labour laws , business laws , civil rights
true/false
question
correct answer
false
your answer false
question
question

your answer inspection at incoming end , save inventory cost , stocking time
question
true/false
question
correct answer
true
your answer true
question
mission
your answer mission
question
question
micro and macro
question
select the blank
question
minds of customers.
correct answer
distinct
true/false
question
marketing stimuli.
correct answer
true
your answer true
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
uniqueness
select the blank
question
price.
correct answer
short
your answer short
select the blank
question
a ________ study is used to describe existing situation.
correct answer
descriptive
your answer descriptive
question
customer problem
problem
question
select the blank
question
correct answer
development
true/false
question
correct answer
true
your answer true
question
direct selling
select the blank
question
of component parts.
correct answer
fewer
your answer fewer
select the blank
question
correct answer
commission
true/false
question
correct answer
true
your answer true
select the blank
question
correct answer
higher
your answer higher
question
operating costs
question
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
a threat
question
industrial marketing
select the blank
question
state of awareness.
correct answer
differences
your answer similarities
question
important
select the blank
question
correct answer
sales
your answer sales
question
your answer spontaneous surveys , controlled surveys
select the blank
question
correct answer
individual
select the blank
question
buyer & seller.
correct answer
exchange
question
question
your answer
current positioning in the market , competitors , financial position
select the blank

question
correct answer
uniqueness
question
central government
select the blank
question
correct answer
mathematical
question
select the blank
question
correct answer
development
true/false
question
competitors.
correct answer
false
your answer true
true/false
question
correct answer
true
your answer true
question
your answer market share , market growth
match the following
question
base point
base point
consumer goods
high price strategy
patents large profit
short life span recovery of investment recovery of investment

question
the type of demand in which one industrial product is combined with another and
then marketed is called :correct answer
joint demand
your answer joint demand
question
bankers
your answer bankers
true/false
question
competition.
correct answer
true
your answer true
question
question
are:correct answer
question
price strategy
select the blank
question
correct answer
mathematical
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
false
your answer false
question
give high discounts
your answer give high discounts
question
select the blank
question
________.
correct answer
question
demand situation
question
market & buys
your answer changes his about prices , waits for price to go down further , enters the market &
buys
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
select the blank

question
correct answer
modified rebuy
question
an increase in purchase of consumer product can lead to increase of total
demand of :correct answer
industrial products
your answer consumer products
true/false
question
correct answer
true
your answer true
question
recording equipment
recording equipment
true/false
question
correct answer
false
your answer true
true/false
question
correct answer
true
your answer true
true/false
question
primary data.
correct answer
false
your answer true
select the blank
question
correct answer
question
your answer profitability
question
true/false
question
separable cost.
correct answer
true
your answer true
question
which brand of computer processors is very aggressively promoted?
correct answer
intel
your answer intel
select the blank
question
state of awareness.
correct answer
differences
your answer similarities
question
important
select the blank
question
correct answer
sales
your answer sales
question
your answer spontaneous surveys , controlled surveys
select the blank
question
correct answer
individual
select the blank
question
buyer & seller.
correct answer
exchange
question
question
select the blank
question
correct answer
uniqueness
question
central government
select the blank
question
correct answer
mathematical
question
select the blank
question
correct answer
development
true/false
question
competitors.
correct answer
false
your answer true
true/false
question
correct answer
true
your answer true
question
your answer market share , market growth
match the following
question
base point
base point
consumer goods
high price strategy
patents large profit
short life span recovery of investment recovery of investment

question
the type of demand in which one industrial product is combined with another and
then marketed is called :correct answer
joint demand
your answer joint demand
question
bankers
your answer bankers
true/false
question
competition.
correct answer
true
your answer true
question

question
are:correct answer
question
price strategy
select the blank
question
correct answer
mathematical
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
false
your answer false
question
give high discounts
question
select the blank
question
________.
correct answer
question
a high price strategy is favoured under following conditions :-
correct answer
demand situation
question
market & buys
buys
question
a few years
select the blank
question
correct answer
modified rebuy
question
industrial products
your answer consumer products
true/false
question
correct answer
true
your answer true
question
recording equipment
recording equipment
true/false
question
correct answer
false
your answer true
true/false
question
correct answer
true
your answer true
true/false
question
primary data.
correct answer
false
your answer true
select the blank
question
correct answer
question
question
true/false
question
separable cost.
correct answer
true
your answer true
question
correct answer
intel
your answer intel
match the following
question
accuracy of data
frequency of use
urgency of response
timeliness
current information
current information

question
question
question
professional
question
select the blank
question
methods to measure market ________ can classified into qualitative and
quantitative methods.
correct answer
potential
select the blank
question
correct answer
higher
your answer higher
select the blank
question
correct answer
modified rebuy
true/false
question
frequently.
correct answer
false
your answer
false
select the blank

question
correct answer
commission
select the blank
question
correct answer
intangible
question
brokers provide service of goods that are :correct answer
standardized
your answer standardized
question
correct answer
reach.
your answer it is useful to create awareness in industry sector
question
manufacturing costs
costs
question
type of competition
question
responsibilities
question

question
recording equipment
recording equipment
question
quality rating is determined by following activities :correct answer
use as it is , swap & re order , return & re order
your answer use as it is , swap & re order , return & re order
true/false
question
speedily.
correct answer
false
your answer false
select the blank
question
correct answer
higher
your answer higher
question
customer's needs
true/false
question
correct answer
true
your answer true
question
your answer high price strategy , low price strategy
match the following
question
mission mission
objective
plan
plan
objective
goal
goal
select the blank

question
correct answer
fewer
your answer fewer
question
question
question
success in market is obtained by :correct answer
systematic vender development
your answer effective sales promotion
question
cash flow position
true/false
question
correct answer
false
your answer false
question
true/false
question
correct answer
false
your answer false
match the following
question
mission statement
target market
corporate culture
right product
right product

corporate culture
price adjustment
trade shows
true/false
question
correct answer
true
your answer true
question
parameters used to segment the market must be :correct answer
measurable
your answer measurable
question
true/false
question
items.
correct answer
true
your answer true
select the blank
question
correct answer
individual
true/false
question
correct answer
true
your answer true
question
people
your answer people
question
there are two ways of conducting surveys, they are :-
correct answer
question
question
a competitor while selling, may not be aware of his :correct answer
overhead costs
your answer profit margins
select the blank
question
correct answer
facilitate
true/false
question
correct answer
false
your answer false
question
rational reason
your answer profit decision
select the blank
question
________ situation:
correct answer
new task buy
true/false
question
correct answer
true
your answer true
select the blank
question
correct answer
regional

question
a small company which accepts high volume, low margin business & expands to
meet its production requirement will :correct answer
true/false
question
a break-through innovation will always have competitive appeal.
correct answer
true
your answer true
question
select the blank
question
correct answer
variables
select the blank
question
correct answer
society
your answer society
question
branch office
true/false
question
correct answer
true
your answer true
question
in industrial marketing, a very important role is played by :correct answer
pricing
your answer pricing
select the blank
question
correct answer
negotiations
question
use of the product becomes widespread when markets :correct answer
develop
your answer develop
true/false
question
correct answer
false
your answer false
question
match the following
question
innovation
competitive appeal
sunk cost
money spent
competitive appeal
money spent
sales of goods act
inelastic demand
unresponsive
sales of goods act
unresponsive

question
question
true/false
question
correct answer
true
your answer true
true/false
question
speedily.
correct answer
your answer false
false
select the blank

question
correct answer
three
your answer three
question
customer motives can be understood by studying customer's :correct answer
production systems , organizational structures , outlook & attitude of their
executives
your answer production systems , organizational structures , outlook & attitude of their
executives
question
professional
true/false
question
correct answer
true
your answer true
question
the meaning of economic objectivity is :correct answer
to offer goods at the prices customer thinks reasonable
your answer to offer goods at the prices customer thinks reasonable
match the following
question
mission mission
objective
goal
plan
plan
objective
goal

question

question
in the product
product
question
true/false
question
evaluation.
correct answer
true
your answer true
question
central government
question
human relations
your answer human relations
true/false
question
system.
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
question

select the blank
question
correct answer
higher
your answer higher
question
industrial products
your answer industrial products
select the blank
question
correct answer
gatekeeper
your answer gatekeeper
question
question
a few years
select the blank
question
correct answer
presentation
question
select the blank
question
program.
correct answer
long term

question
special skills
your answer special skills
question
competing products
select the blank
question
correct answer
high value items
select the blank
question
of component parts.
correct answer
fewer
your answer fewer
select the blank
question
correct answer
true/false
question
competition.
correct answer
true
your answer true

true/false
question
competition.
correct answer
true
your answer true
question
your answer planning , testing , research
select the blank

question
correct answer
mathematical
question
responsibilities
true/false
question
correct answer
false
your answer false
question
develop
your answer develop
question
question
industrial market research is undertaken :correct answer
to obtain valuable inputs on variables
your answer only by professional market research agencies
select the blank
question
correct answer
gatekeeper
question
question
a company has to revise its pricing strategy when :-
correct answer
select the blank
question
correct answer
potential
true/false
question
one of the objectives of advertising is long range image building.
correct answer
true
your answer true
question
select the blank
question
correct answer
development
select the blank
question
program.
correct answer
long term
question
to customers
your answer training salesmen , providing information to customers , setting up infrastructure
true/false
question
mncs.
correct answer
true
your answer true
select the blank
question
correct answer
your answer trust
trust

question
derived demand
match the following
question
empathy
interpersonal influencer interpersonal influencer
personality
individual influencer
level of demand environmental influencer

purchase procedures
industry influencer
true/false
question
sales generated.
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
large industrial buyers tend to have the following type of contract for their regular
suppliers:correct answer
annual contracts
your answer volume contracts
question
select the blank
question
correct answer
lease
your answer lease

question
competing products
true/false
question
correct answer
true
your answer true
question
true/false
question
separable cost.
correct answer
true
your answer true
select the blank
question
correct answer
derived
your answer derived
true/false
question
competitors.
correct answer
false
your answer true
question
rational reason
true/false
question
correct answer
false
your answer true
select the blank
question
correct answer
high value items
your answer
high value items

question
question
selling environment
question
select the blank
question
correct answer
cost
your answer cost
question
market segmentation is the process of dividing a large market into :correct answer
sub-markets
your answer smaller markets
match the following
question
mission mission
objective
goal
plan
plan
objective
goal

question
market & buys
buys
question
pricing
your answer pricing
question
select the blank
question
correct answer
regional
question
correct answer
customers' mind.
mind.
question
match the following

question
accuracy of data
frequency of use
urgency of response
timeliness
current information
current information

question
question

question
mission
your answer mission
select the blank
question
correct answer
inspection
question
professional
question
true/false
question
correct answer
false
your answer true
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
correct answer
false
your answer false
question

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
correct answer
variables
select the blank
question
correct answer
three
your answer three
question
question
true/false
question
correct answer
false
your answer false
true/false
question
marketing.
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
market for :-
correct answer
a few years
true/false
question
correct answer
true
your answer true
question
primary demand
question
question
your answer specialized sellers
select the blank
question
the number of retail outlets for industrial products are usually ________
compared to those for consumer products.
correct answer
less
your answer less
question
the different amount of products, buyers may be expected to purchase at various
prices at a given point of time is known as :correct answer
market demand
your answer market demand
question
your answer engine , gear box
question
an industrial marketer can :correct answer
create a schedule of demand , prepare a list of products to be sold at
different prices , make the process systematic
your answer create a schedule of demand , prepare a list of products to be sold at different
prices , make the process systematic
select the blank

question
of component parts.
correct answer
fewer
your answer fewer
question
running the complain for a considerable period of time
select the blank
question
correct answer
commission
question
question
match the following
question
indirect cost
interest interest
product life cycle

direct cost
initiate price change
wages wages

question
true/false
question
correct answer
true
your answer
true

question
the product
product
match the following
question
intensive distribution
all markets
all markets
direct distribution
closer contact
closer contact
manufactured parts
high profit
high profit
volatile price adjustments
price adjustments
true/false
question
marketing stimuli.
correct answer
true
your answer true
select the blank
question
achieve ________.
correct answer
question
true/false
question
correct answer
true
your answer true
question
industrial marketing is characterised by:correct answer
tailor-made products
your answer
select the blank

question
correct answer
fewer
your answer fewer
true/false
question
correct answer
false
your answer false
select the blank
question
buyer & seller.
correct answer
exchange
question
select the blank
question
correct answer
higher
your answer higher
select the blank
question
correct answer
agents
your answer agents
question

match the following
question
similarities
joint venture

foreign production
intermediaries
higher risk
direct investment
agreement

question
your answer inspection at incoming end , save inventory cost , less headache
true/false
question
correct answer
true
your answer true
select the blank
question
correct answer
uniqueness
question
select the blank
question
correct answer
followers
select the blank
question
correct answer
variables
true/false
question
correct answer
true
your answer true
select the blank
question
correct answer
individual
your answer
individual

question
your answer research , testing
question
your answer defaulters
question
a few years
question
true/false
question
correct answer
true
your answer true
true/false
question
highly competent suppliers can deliver defect free products, on time and on a
regular schedule basis.
correct answer
true
your answer true
true/false
question
correct answer
true
your answer true
select the blank
question
________.
correct answer
small
your answer small

question
your answer swap & re order , return & re order
match the following
question
mission mission
objective
goal
plan
plan
objective
goal
select the blank

question
distribution.
correct answer
selective
question
mission
your answer mission
question
correct answer
customers' mind.
mind.
question
question
the product
product
true/false
question
correct answer
true
your answer true
question
manufacturing costs
costs
question
the purchase of industrial products is based on:correct answer
rational factors
your answer rational factors
question
ill will
your answer goodwill
true/false
question
correct answer
false
your answer false
question
your answer marketing cost , marketing profit
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
regional
your answer local
question
your answer quality conscious , reliability

question
the flow of material to the organisation is known as :correct answer
inputs
your answer inputs
question
correct answer
your answer paints and varnishes
question
price strategy
your answer distribution channel
question
pricing
your answer marketing
select the blank
question
correct answer
negotiations
question
question
market & buys
your answer changes his about prices , enters the market & buys
question
branch office
question
your answer modify , respond
select the blank

question
correct answer
barriers
true/false
question
correct answer
true
your answer true
select the blank
question
correct answer
specialised
select the blank
question
correct answer
development
your answer distribution
question
interface level

question
functional intermediaries are known as:correct answer
resellers
your answer dealers
select the blank
question
correct answer
question
question
secondary sources
true/false
question
marketing stimuli.
correct answer
true
your answer true
question
question
customer's needs
your answer identify customer's needs , carry out services
true/false
question
correct answer
false
your answer true
select the blank
question
correct answer
potential
true/false
question
marketing.
correct answer
false
your answer false
match the following
question
plan
mission objective
objective
goal
goal
milestone
plan
select the blank

question
program.
correct answer
long term
question
question
question
rapid turnover , wide margins , large sales potential
true/false
question
correct answer
true
your answer true
question
question
your answer working capital , turnover ratio , sales to net worth
question
develop
your answer develop
question
question
your answer measurable performance
true/false
question
correct answer
true
your answer true
question
operating costs
question
select the blank
question
correct answer
agents
your answer agents
true/false
question
correct answer
false
your answer false
true/false
question
frequently.
correct answer
false
your answer false
question
true/false
question
correct answer
true
your answer true
select the blank
question
________ situation:
correct answer
new task buy
select the blank
question
correct answer
uniform
your answer uniform
select the blank
question
correct answer
modified rebuy
true/false
question
correct answer
true
your answer false
question
mission
your answer mission
select the blank
question
correct answer
followers
true/false
question
evaluation.
correct answer
true
your answer true
question
manufacturing costs
your answer
costs
increase in domestic sales , increase in export sales , decrease in manufacturing
select the blank

question
correct answer
mathematical
select the blank
question
correct answer
uniqueness
question
industrial user always considers price of a product in the :correct answer
future
your answer future
question
correct answer
question
question
recording equipment
recording equipment
question
question
select the blank

question
correct answer
lease
your answer rent
match the following
question
regression analysis
better control
motivational level
better control
trust, intimacy
trust, intimacy

select the blank
question
correct answer
continuity
select the blank
question
correct answer
fewer
your answer fewer
true/false
question
correct answer
true
your answer true
question
derived demand
true/false
question
separable cost.
correct answer
true
your answer true
question
select the blank
question
correct answer
regional
question
question
select the blank
question
correct answer
potential
question
question
specifications
your answer specifications
true/false
question
correct answer
false
your answer false
question
match the following

question
purchase procedures
straight rebuy
lcd projection
exhaust fans with revised capacity
true/false
question
correct answer
true
your answer true
question
your answer keep their company's interest in mind , be sensitive to the need of the customers
, have good communication skills
question
question
in the product
product
question
question
true/false
question
correct answer
true
your answer true
match the following
question
sunk cost
money spent
money spent
sales of goods act
inelastic demand
unresponsive
innovation
competitive appeal
sales of goods act
unresponsive
competitive appeal

question
true/false
question
system.
correct answer
false
your answer true
question
true/false
question
competition.
correct answer
true
your answer true
select the blank
question
correct answer
mathematical
true/false
question
competitors.
correct answer
false
your answer false

question
are:correct answer
select the blank
question
correct answer
specialised
true/false
question
correct answer
false
your answer false
question
give high discounts
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
commission
select the blank
question
________.
correct answer
select the blank
question
correct answer
higher
your answer higher
question
correct answer
your answer high
high
select the blank

question
correct answer
sales
your answer sales
question
market demand
your answer market demand
select the blank
question
correct answer
intangible
question
question
the job function
question
branch office
question
b2b marketing
question
question
when a firm introduces new product, a considerable amount is sunk into :-
correct answer
true/false
question
correct answer
true
your answer true
question
question
selling environment
your answer marketing environment
true/false
question
correct answer
false
your answer false
question
your answer making sales forecast
select the blank
question
correct answer
a threat
your answer an opportunity
question
sunk costs
true/false
question
correct answer
your answer false
false
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
false
your answer false
question
the job function
question
sales revenue
question
mission
your answer mission
true/false
question
correct answer
false
your answer false
select the blank
question
distribution.
correct answer
selective
question
select the blank

question
correct answer
potential
question
question
correct answer
customers' mind.
mind.
true/false
question
correct answer
false
your answer false
question
rational factors
your answer indeterminate factors
question
market & buys
question
your answer external environment analysis
question
select the blank
question
correct answer
sales
your answer
financial
true/false
question
correct answer
false
your answer false
question
select the blank
question
buyer & seller.
correct answer
exchange
your answer trust
question
your answer maintaining quality
question
question
match the following
question
mission mission
objective
goal
plan
goal
milestone
objective

question
customer's needs
your answer solve their problems , identify customer's needs , carry out services
true/false
question
correct answer
true
your answer true
select the blank
question
correct answer
regional
select the blank
question
correct answer
potential
question
select the blank
question
correct answer
responsive
your answer aggressive
true/false
question
correct answer
true
your answer true
question
executives
your answer organizational structures , outlook & attitude of their executives
question
macro environment
match the following

question
organise
quality rating
disposition factor
defective material
delivery schedule
service rating
promptness
promptness

question
your answer awareness & knowledge , attitudes & opinions , information & intelligence
question
question
inputs
your answer inputs
question
derived
your answer derived
question
14.
1. steel hardware
1. service firm 2. air-conditioners
2. manufacturer 3. compressors
3. agents 4. electric lift maintenance
4. distributor
5. manufacturers representatives
whole seller/retailer
6.
marks : 2
23.
industrial marketers have a choice of structural arrangement like :-
a)
b)
c)
d)
direct to users indirect to users mixed structure complex structure
marks : 2
34.
true false

select the blank
question
correct answer
uniform
true/false
question
correct answer
false
question
ill will
select the blank
question
correct answer
uniqueness
match the following
question
correct answer
niche marketing customised products
purchasing policy
bidding
product innovation
new products
competitive analysis
strength &weakness
select the blank

question
correct answer
derived
question
objective of value analysis is to improve :correct answer
quality
select the blank
question
correct answer
continuity
question
select the blank
question
correct answer
less
question
dmu
true/false
question
evaluation.
correct answer
true
true/false
question
correct answer
true
question
manufacturing costs
question
mission
question
cost
question
match the following
question
correct answer
mission
objective
goal
plan
goal

question
customer problem
question
question
question
select the blank
question
correct answer
high value items
true/false
question
correct answer
false
true/false
question
correct answer
false
question
true/false
question
speedily.
correct answer
false
question
the product
question
price strategy
select the blank
question
distribution.
correct answer
selective
true/false
question
correct answer
true
question
question
branch offices are used to :correct answer
maintain stocks of parts , provide repair facilities , serve big customers
select the blank
question
correct answer
lease
question
select the blank
question
correct answer
variables
question
question
question
customs & traditions of organisation influence :correct answer
organisational structure , inter-personal relationships , functioning
select the blank
question
correct answer
higher
question
purchase committees would be required for the following:correct answer
purchase of diesel engines for automobiles , purchase of machinery for
manufacturing polypropylene , purchase of advanced computer networking systems for multinational operations
select the blank
question
correct answer
high
question
a few months
true/false
question
correct answer
true
question
true/false
question
correct answer
false
question
orders

question
require state-of-art technology , technologically intensive , capital
intensive

question
correct answer
your answer sales persons in the field
question
executives
your answer production systems , organizational structures , quality control systems
match the following
question
sunk cost
money spent
money spent
sales of goods act
inelastic demand
unresponsive
innovation
competitive appeal
sales of goods act
unresponsive
competitive appeal

question
direct selling
true/false
question
evaluation.
correct answer
true
your answer true
question
recording equipment
recording equipment
select the blank
question
correct answer
barriers
your answer regulations
select the blank
question
correct answer
your answer marketing surveillance
true/false
question
primary data.
correct answer
false
your answer false
question
rational factors
your answer rational factors
question
b2b marketing
question
dmu
your answer dmu
select the blank
question
correct answer
high
your answer high
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
individual
question
question
the demand of consumer products can be increased by :-
correct answer
advertising
your answer advertising
question
question
motivated
question
are:correct answer
true/false
question
correct answer
true
your answer false
select the blank
question
correct answer
higher
your answer higher
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
false
your answer false
question
industrial products
true/false
question
correct answer
false
your answer false
question
question
your answer purchase officials , user department officials
question
your answer maintain stocks of parts , provide repair facilities , serve big customers
question
select the blank
question
________.
correct answer
small
your answer small
question
select the blank
question
correct answer
sales
your answer sales
true/false
question

correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
question
question
technician of buyer
your answer maintain service station , train the technician of buyer
select the blank
question
correct answer
facilitate
your answer reject
match the following
question
attractive returns
resources
understanding comprehensive
restrictive
select the blank

question
correct answer
management
your answer production
true/false
question
correct answer
true
your answer true
question
select the blank
question
correct answer
individuals
your answer negotiators
select the blank
question
correct answer
descriptive
question
each variable
true/false
question
correct answer
true
your answer true
question
question
mission
your answer mission
match the following
question
mission statement
target market
corporate culture
right product
right product

corporate culture
price adjustment
trade shows
true/false
question
correct answer
true
your answer true
question
b2b marketing
question
recording equipment
recording equipment
select the blank
question
correct answer
presentation
question
correct answer
true/false
question
correct answer
true
your answer true
question
operating costs

question
select the blank
question
correct answer
select the blank
question
correct answer
sales
your answer sales
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
question
select the blank
question
price.
correct answer
short
your answer short
question
select the blank

question
wants of ________.
correct answer
question
type of competition
true/false
question
correct answer
true
your answer true
question
sunk costs
question
match the following
question
base point
base point
consumer goods
high price strategy

question
macro environment
question
derived
your answer derived
select the blank

question
correct answer
shrinking
question
secondary sources
select the blank
question
correct answer
inspection
question
question
question
question
select the blank
question
________ situation:
correct answer
new task buy
select the blank
question
correct answer
uniform
your answer
uniform

question
question
select the blank
question
correct answer
continuity
select the blank
question
correct answer
trust
your answer trust
true/false
question
marketing.
correct answer
false
your answer false
question
question
question
people

question

select the blank
question
correct answer
continuity
select the blank
question
correct answer
fewer
your answer fewer
true/false
question
correct answer
true
your answer true
question
derived demand
true/false
question
separable cost.
correct answer
true
your answer true
question
select the blank
question
correct answer
regional
question
your answer

question
select the blank
question
correct answer
potential
question
question
specifications
your answer specifications
true/false
question
correct answer
false
your answer false
question
match the following
question
purchase procedures
straight rebuy
lcd projection
exhaust fans with revised capacity
true/false
question
correct answer
true
your answer true
question
your answer keep their company's interest in mind , be sensitive to the need of the customers
, have good communication skills
question
question
in the product
product
question
question
true/false
question
correct answer
true
your answer true
match the following
question
sunk cost
money spent
money spent
sales of goods act
inelastic demand
unresponsive
sales of goods act
unresponsive
innovation
competitive appeal
competitive appeal

question
true/false
question
system.
correct answer
false
your answer true
question
true/false
question
competition.
correct answer
true
your answer true
select the blank
question
correct answer
mathematical
true/false
question
competitors.
correct answer
false
your answer false
question
are:correct answer
select the blank
question
correct answer
specialised
true/false
question
correct answer
false
your answer false
question
give high discounts
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
commission
select the blank
question
________.
correct answer
select the blank
question
correct answer
higher
your answer higher
question
correct answer
high
your answer high
select the blank
question
correct answer
sales
your answer sales
question
market demand
your answer
market demand
select the blank

question
correct answer
intangible
question
question
the job function
question
branch office
question
b2b marketing
question
question
true/false
question
correct answer
true
your answer true

question
question
selling environment
true/false
question
correct answer
false
your answer false
question
select the blank
question
correct answer
a threat
question
sunk costs
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
false
your answer
false

question
the job function
question
sales revenue
question
mission
your answer mission
true/false
question
correct answer
false
your answer false
select the blank
question
distribution.
correct answer
selective
question
select the blank
question
correct answer
potential
question
question
correct answer
customers' mind.
mind.
true/false
question
correct answer
false
your answer false
question
rational factors
question
market & buys
question
question
select the blank
question
correct answer
sales
your answer financial
true/false
question
correct answer
false
your answer false
question
select the blank

question
buyer & seller.
correct answer
exchange
your answer trust
question
question
question
match the following
question
mission mission
objective
goal
plan
goal
milestone
objective

question
customer's needs
true/false
question
correct answer
true
your answer true
select the blank
question
correct answer
regional
select the blank

question
correct answer
potential
question
select the blank
question
correct answer
responsive
true/false
question
correct answer
true
your answer true
question
executives
question
macro environment
match the following
question
organise
quality rating
disposition factor
defective material
delivery schedule
service rating
promptness
promptness
question
question
question
inputs
your answer inputs
question
derived
your answer derived
question
14.
1. steel hardware
1. service firm 2. air-conditioners
2. manufacturer 3. compressors
3. agents 4. electric lift maintenance
4. distributor
5. manufacturers representatives
marks : 2
23.
industrial marketers have a choice of structural arrangement like :-
a)
b)
c)
d)
direct to users indirect to users mixed structure complex structure
marks : 2
6.
34.
true false

select the blank
question
correct answer
uniform
true/false
question
correct answer
false
question
ill will
select the blank
question
correct answer
uniqueness
match the following
question
correct answer
niche marketing customised products
purchasing policy
bidding
product innovation
new products
competitive analysis
strength &weakness
select the blank

question
correct answer
derived
question
objective of value analysis is to improve :correct answer
quality
select the blank
question
correct answer
continuity
question
select the blank
question
correct answer
less
question
dmu
true/false
question
evaluation.
correct answer
true
true/false
question
correct answer
true
question
manufacturing costs
question
mission
question
cost
question
match the following
question
correct answer
mission
objective
goal
plan
goal

question
customer problem
question
question
question
select the blank
question
correct answer
high value items
true/false
question

correct answer
false
true/false
question
correct answer
false
question
true/false
question
speedily.
correct answer
false
question
the product
question
price strategy
select the blank
question
distribution.
correct answer
selective
true/false
question
correct answer
true
question
question
select the blank
question
correct answer
lease
question
select the blank
question
correct answer
variables
question
question
question
customs & traditions of organisation influence :-
correct answer
select the blank
question
correct answer
higher
question
select the blank
question
correct answer
high
question
a few months
true/false
question
correct answer
true
question
true/false
question
correct answer
false
question
orders

question
require state-of-art technology , technologically intensive , capital
intensive
question
correct answer
your answer sales persons in the field
question
executives
your answer production systems , organizational structures , quality control systems
match the following

question
sunk cost
money spent
money spent
sales of goods act
inelastic demand
unresponsive
innovation
competitive appeal
sales of goods act
unresponsive
competitive appeal

question
direct selling
true/false
question
evaluation.
correct answer
true
your answer true
question
recording equipment
recording equipment
select the blank
question
correct answer
barriers
your answer regulations
select the blank
question
correct answer
your answer marketing surveillance
true/false
question
primary data.
correct answer
false
your answer false
question
rational factors
your answer
rational factors

question
b2b marketing
question
dmu
your answer dmu
select the blank
question
correct answer
high
your answer high
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
individual
question
question
advertising
question
question
general public will work towards a cause if it is :-
correct answer
motivated
question
are:correct answer
true/false
question
correct answer
true
your answer false
select the blank
question
correct answer
higher
your answer higher
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
false
your answer false
question
industrial products
true/false
question
correct answer
false
your answer false
question

question
your answer purchase officials , user department officials
question
question
select the blank
question
________.
correct answer
small
your answer small
question
select the blank
question
correct answer
sales
your answer sales
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
information sources for unstructured surveys are :-
correct answer
question
question
technician of buyer
your answer maintain service station , train the technician of buyer
select the blank
question
correct answer
facilitate
your answer reject
match the following
question
attractive returns
resources
understanding comprehensive
restrictive
select the blank

question
correct answer
management
true/false
question
correct answer
true
your answer true
question
select the blank

question
correct answer
individuals
your answer negotiators
select the blank
question
correct answer
descriptive
question
each variable
true/false
question
correct answer
true
your answer true
question
question
mission
your answer mission
match the following
question
mission statement
target market
corporate culture
right product
right product

true/false
question
corporate culture
price adjustment
trade shows
correct answer
your answer true
true

question
b2b marketing
question
recording equipment
recording equipment
select the blank
question
correct answer
presentation
question
correct answer
true/false
question
correct answer
true
your answer true
question
operating costs
question
select the blank
question
correct answer
select the blank
question
correct answer
your answer sales
sales
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
question
select the blank
question
price.
correct answer
short
your answer short
question
select the blank
question
wants of ________.
correct answer
question
type of competition
true/false
question
correct answer
true
your answer true
question
sunk costs
question
match the following
question
base point
base point
consumer goods
high price strategy

question
macro environment
question
derived
your answer derived
select the blank
question
correct answer
shrinking
question
secondary sources
select the blank

question
correct answer
inspection
question
question
question
question
select the blank
question
________ situation:
correct answer
new task buy
select the blank
question
correct answer
uniform
your answer uniform
question
question

select the blank
question
correct answer
continuity
select the blank
question
correct answer
trust
your answer trust
true/false
question
marketing.
correct answer
false
your answer false
question
question
question
people
question
total set -1
mission
objective
plan
goal
mission statement
corporate culture
target market
right product
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
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
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
true/false
question
correct answer
true
your answer
true

question
question
selling environment
true/false
question
correct answer
false
your answer false
question
select the blank
question
correct answer
a threat
question
sunk costs
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
true/false
question

correct answer
false
your answer false
question
the job function
question
sales revenue
question
mission
your answer mission
true/false
question
correct answer
false
your answer false
select the blank
question
distribution.
correct answer
selective
question
select the blank
question
correct answer
potential
question

question
correct answer
customers' mind.
mind.
true/false
question
correct answer
false
your answer false
question
rational factors
question
market & buys
question
question
select the blank
question
correct answer
sales
your answer financial
true/false
question
correct answer
false
your answer false
question
your answer
select the blank

question
buyer & seller.
correct answer
exchange
your answer trust
question
question
question
match the following
question
mission mission
objective
goal
plan
goal
milestone
objective

question
customer's needs
true/false
question
correct answer
true
your answer true
select the blank
question
correct answer
regional
select the blank
question
correct answer
potential
question
select the blank
question
correct answer
responsive
true/false
question
correct answer
true
your answer true
question
executives
question
macro environment
match the following
question
organise
quality rating
disposition factor
defective material
delivery schedule
service rating
promptness
promptness

question
question
question
inputs
your answer inputs
question
derived
your answer derived
question

match the following
question
regression analysis
better control
motivational level
better control
trust, intimacy
trust, intimacy
direct compensation

question
your answer working capital , turnover ratio , profit to loss ratio
true/false
question
correct answer
true
your answer true
true/false
question
competition.
correct answer
true
your answer true
select the blank
question
wants of ________.
correct answer
question
price
your answer price
match the following
question
sunk cost
money spent
money spent
sales of goods act
inelastic demand
unresponsive
innovation
competitive appeal
sales of goods act
unresponsive
competitive appeal
select the blank

question
correct answer
derived
your answer derived
select the blank
question
correct answer
high value items
your answer items available domestically
question
your answer purchase officials , user department officials , gatekeepers

question
question
mission
your answer mission
select the blank
question
a typical message policy statement would consist of corporate policy statement
and ________ on advertising and promotion.
correct answer
procedures
your answer procedures
question
question
true/false
question
frequently.
correct answer
false
your answer false
question
question
question
human relations
your answer
human relations

question
the pricing decision is based on :correct answer
introduction of a new product
your answer introduction of a new product
true/false
question
correct answer
false
your answer false
question
require different types of resources , are similar from the sellers point of
view , require similar resources
question
b2b marketing
question
question
question
true/false
question
correct answer
true
your answer true
question
strategic industrial marketing decision are primarily concerned with selection of :-
correct answer
product-mix
question
customer's needs
your answer answer questions of customers , identify customer's needs
question
question
customer problem
your answer product features , ability to provide solutions to customer problem , ability to
provide finance to customer
select the blank
question
correct answer
variables
select the blank
question
correct answer
followers
question
what is a sales appeal?
correct answer
an argument , a fact , an idea
your answer a fact , an idea , an advertisement
select the blank
question
correct answer
modified rebuy
true/false
question
correct answer
false
your answer false

question
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
true
your answer true
question
your answer delivery schedule , after sales service , product changes
question
select the blank
question
correct answer
uniform
your answer uniform
question
selling environment
question
a few years
your answer a fixed time
true/false
question
correct answer
true
your answer false
question
policies
your answer rules
question
correct answer
intel
your answer intel
select the blank
question
________.
correct answer
leader
your answer leader
select the blank
question
sources.
correct answer
preliminary
select the blank
question
correct answer
less
your answer less
question
true/false
question
correct answer
true
your answer true

question
market & buys
buys
question
question
question
sales revenue
question
product-mix
true/false
question
correct answer
false
your answer false
question
question
bankers
your answer bankers

question
selling environment
question
question
true/false
question
correct answer
true
your answer true
select the blank
question
correct answer
a threat
select the blank
question
correct answer
objectives
question
pricing
your answer pricing
question
question
your answer

question
mission
your answer mission
true/false
question
correct answer
false
your answer false
question
true/false
question
correct answer
true
your answer true
match the following
question
manufacturer
compressors
agents
manufacturer
true/false
question
correct answer
false
your answer true
match the following
question
mission mission
objective
plan
plan
objective
goal
goal

question
volume purchasing
your answer bulk purchasing
question
your answer increase its profit margin
question
technology
select the blank
question
state of awareness.
correct answer
differences
question
question
correct answer
true/false
question
correct answer
false
your answer false
select the blank
question
environment.
correct answer
united
your answer
united
select the blank

question
correct answer
procedures
question
true/false
question
system.
correct answer
false
your answer false
true/false
question
correct answer
false
your answer false
question
question
sunk costs
question
question
select the blank

question
________.
correct answer
small
your answer small

question
are:correct answer
your answer newspapers , trade magazines , company websites , business tv channels
question
a few years
question
your answer for spying on other units manufacturing similar items
question
your answer organisational structure , inter-personal relationships , functioning , financial
health
select the blank
question
achieve ________.
correct answer
your answer high profit/sales ratio
true/false
question
correct answer
true
your answer false
true/false
question
correct answer
your answer false
false
select the blank

question
correct answer
high
your answer low
select the blank
question
correct answer
individual
your answer simple
question
your answer research , planning , testing , financing
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
false
your answer false
question
your answer sales to net worth , working capital , turnover ratio , profit to loss ratio
true/false
question
correct answer
true
your answer false
select the blank
question
correct answer
high value items
your answer items available domestically
select the blank

question
correct answer
three
your answer three
select the blank
question
wants of ________.
correct answer
true/false
question
sales generated.
correct answer
false
your answer false
select the blank
question
correct answer
potential
your answer potency
question
marketing channels buy from manufacturers in :correct answer
bulk quantity
your answer regular basis
select the blank
question
correct answer
regional
your answer branch
question
price strategy
true/false
question
correct answer
true
your answer false
question

the product
product , 3-d picture of the product
question
your answer senior purchase officer , actual users , deciding officers , senior sales officer
question
your answer manufacture suitable products
question
your answer insist on quality tests before delivery , ask for test results after inspection , have
no technical knowledge , have no relationship with the seller-firm
question
organizational structures , outlook & attitude of their executives ,
production systems
executives , quality control systems
question
derived demand
your answer a direct function of quality of supply
true/false
question
correct answer
false
your answer false
question
your answer place orders on vendors
select the blank
question
correct answer
your answer lower
higher

question
your answer manufacturing , finance , technical service , sales forecasting technique
match the following
question
base point
large profit
consumer goods
high price strategy
patents
short life span recovery of investment advertising & sales promotion

question
inputs
true/false
question
correct answer
true
your answer false
question
customer problem
problem , ability to provide finance to customer
match the following
question
sales department

q3 and q4
product purchase new welding machine

market segmentrecruit new employees
select the blank

question
correct answer
unresponsive
question
the job function
your answer self satisfaction
question
your answer the accessories of the product
question
your answer opportunities available
true/false
question
competitors.
correct answer
false
your answer false
question
your answer lowest prices
select the blank
question
correct answer
individuals
your answer buyers
question
recording equipment
recording equipment , supply of iron ore

question
running the complain for a considerable
period of time , availability of right space / time slot on the media

true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
select the blank
question
buyer & seller.
correct answer
exchange
true/false
question
correct answer
true
your answer true
question
compared to distributor, a sales agent has :correct answer
low marketing cost
your answer low marketing cost
question
interface level
select the blank
question
correct answer
mathematical

question
in the product
product
select the blank
question
correct answer
mathematical
question
select the blank
question
correct answer
shrinking
question
technician of buyer
technician of buyer
select the blank
question
correct answer
development
select the blank
question
correct answer
uniform
your answer uniform
select the blank
question
correct answer
intangible
your answer
intangible

question
select the blank
question
correct answer
commission
question
product
your answer product
question
managerial action
your answer customer feedback
question
responsibilities
true/false
question
correct answer
true
your answer true
question
your answer change in technology
question
demand situation

question
type of competition
match the following
question
accuracy of data
frequency of use
urgency of response
timeliness
current information
current information

question
question
volvo motors , tata motors
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
true
your answer true
question
match the following
question
price change
change in attitude
controllable cost
price manipulation
manager's decision
joint production
non controllable expenses
manipulation in price
joint costs
inseparable
inseparable
change in attitude
true/false
question
marketing.
correct answer
false
your answer false
question
select the blank
question
correct answer
trust
your answer trust
select the blank
question
correct answer
barriers
select the blank
question
correct answer
management
true/false
question
correct answer
false
your answer false
question
cash flow position
question

question
section
question
true/false
question
primary data.
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
industrial products
question
advertising
question
professional
question

question
ability to provide solutions to customer problem , product features ,
product reliability
problem
select the blank
question
correct answer
potential
question
select the blank
question
correct answer
promotional
your answer marketing
question
your answer motivating , directing , controlling (the sales force)
question
your answer provide repair facilities , serve big customers
question
cost
your answer cost
select the blank
question
environment.
correct answer
united
your answer united

question
b2b marketing
question
your answer competitors , resources , financial position
true/false
question
marketing.
correct answer
false
your answer false
question
question
the product
product
question
derived demand
select the blank
question
correct answer
sales
your answer sales
select the blank
question
correct answer
presentation
question
are:correct answer
your answer
match the following

question
sales department
q3 and q4



select the blank

question
correct answer
uniqueness
question
question
question
parameters used to segment the market must be :correct answer
measurable
your answer rational
question
motivated
true/false
question
correct answer
true
your answer true

question
value analysis may suggest :correct answer
product modifications
your answer product modifications
select the blank
question
correct answer
objectives
your answer methodology
question
executives
executives
true/false
question
primary data.
correct answer
false
your answer false
select the blank
question
correct answer
responsive
match the following
question
regression analysis
better control
motivational level
better control
trust, intimacy
trust, intimacy
direct compensation

question
question
the following items:-
correct answer
question
product-mix
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
false
your answer false
question
technician of buyer
your answer maintain service station , supply large number of spare parts , train the technician
of buyer
question
your answer aluminium foil , digital cameras , wood for packing.
true/false
question
sometimes when the price of a material drops below a certain level, buyers start
thinking of new applications.
correct answer
true
your answer true
question
industrial marketing is characterised by:correct answer
your answer tailor-made products
true/false
question
correct answer
your answer true
true
select the blank

question
________.
correct answer
your answer direct channel only
question
question
pricing
question
true/false
question
materials that go into the production of food / drug end product have very narrow
quality tolerance.
correct answer
true
your answer true
select the blank
question
correct answer
true/false
question
correct answer
false
your answer true
true/false
question
correct answer
true
your answer
true

question
question
mission
your answer mission
match the following
question
mission statement
target market
corporate culture
right product
right product

corporate culture
price adjustment
trade shows
true/false
question
correct answer
true
your answer true
question
b2b marketing
question
recording equipment
recording equipment
select the blank
question
correct answer
presentation
question
correct answer
true/false
question
correct answer
true
your answer true
question
operating costs
question
select the blank
question
correct answer
select the blank
question
correct answer
sales
your answer sales
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
question
the first step in managing the industrial product marketing system is :-
correct answer
select the blank
question
price.
correct answer
short
your answer short
question
select the blank
question
wants of ________.
correct answer
question
type of competition
true/false
question
correct answer
true
your answer true
question
sunk costs
question
match the following
question
base point
base point
consumer goods
high price strategy

question
macro environment
question
derived
your answer derived
select the blank
question
correct answer
shrinking
question
secondary sources
select the blank
question
correct answer
inspection
question
question
question

question
select the blank
question
________ situation:
correct answer
new task buy
select the blank
question
correct answer
uniform
your answer uniform
question
question
select the blank
question
correct answer
continuity
select the blank
question
correct answer
trust
your answer trust
true/false
question
marketing.
correct answer
false
your answer false
question
structured surveys are used to measure :-
correct answer
question
question
people
question
true/false
question
correct answer
true
your answer true
question
question
mission
your answer mission
match the following
question
mission statement
target market
corporate culture
right product
right product

corporate culture
trade shows
price adjustment
true/false
question
correct answer
true
your answer true
question
b2b marketing
question
recording equipment
recording equipment
select the blank
question
correct answer
presentation
question
correct answer
true/false
question
correct answer
true
your answer true
question
operating costs
question
select the blank
question
correct answer
your answer
select the blank

question
correct answer
sales
your answer sales
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
question
select the blank
question
price.
correct answer
short
your answer short
question
select the blank
question
wants of ________.
correct answer
question
factors affecting industrial pricing are :-
correct answer
type of competition
true/false
question
correct answer
true
your answer true
question
sunk costs
question
match the following
question
base point
base point
consumer goods
high price strategy

question
macro environment
question
derived
your answer derived
select the blank
question
correct answer
shrinking
question
secondary sources
select the blank
question
correct answer
inspection
question
question
question
question
select the blank
question
________ situation:
correct answer
new task buy
select the blank
question
correct answer
uniform
your answer uniform
question

question
select the blank
question
correct answer
continuity
select the blank
question
correct answer
trust
your answer trust
true/false
question
marketing.
correct answer
false
your answer false
question
question
question
people
question

question
not make a major change in the end product price , increase his share of
the market , enlarge the total market
question
your answer aluminium foil , digital cameras
select the blank
question
wants of ________.
correct answer
question
dmu
your answer dmu
select the blank
question
correct answer
modified rebuy
question
select the blank
question
correct answer
responsive
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
management
question
question
b2b marketing
true/false
question
correct answer
false
your answer false
question
technician of buyer
technician of buyer
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
true/false
question
correct answer
true
your answer true

question
question
your answer float inquiries
question
intermediaries
select the blank
question
correct answer
high
your answer high
question
question
question
your answer make profits
question
question
manufacturing costs
costs
question
question
select the blank
question
correct answer
development
question
correct answer
match the following
question
regression analysis
better control
motivational level
better control
trust, intimacy
trust, intimacy
true/false
question
correct answer
true
your answer true
question
customer problem
problem
question
section
your answer assembly plant , machine shop
select the blank
question
________ situation:
correct answer
new task buy
question
select the blank
question
correct answer
presentation
question
product-mix
question
question
a firm's decision to operate in a particular market is influenced by :correct answer
competition
your answer competition
true/false
question
correct answer
true
your answer false
match the following

question
innovation
competitive appeal
sunk cost
money spent
competitive appeal
money spent
sales of goods act
inelastic demand
unresponsive
sales of goods act
unresponsive

question
select the blank
question
of component parts.
correct answer
fewer
your answer fewer
question
important
question
professional
select the blank
question
correct answer

select the blank
question
correct answer
gatekeeper
true/false
question
correct answer
true
your answer true
question
secondary sources
question
question
availability of right space / time slot on the media
true/false
question
marketing stimuli.
correct answer
true
your answer true
question
question
bankers
true/false
question
correct answer
true
your answer true
true/false
question
frequently.
correct answer
false
your answer
false

question
policies
select the blank
question
correct answer
select the blank
question
correct answer
a threat
select the blank
question
correct answer
potential
true/false
question
correct answer
true
your answer true
question
true/false
question
system.
correct answer
false
your answer true
question
ill will
your answer ill will
question
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
three
your answer two
question
your answer tata motors , baja auto
true/false
question
correct answer
true
your answer true
select the blank
question
correct answer
commission
your answer brokerage
true/false
question
correct answer
false
your answer false
true/false
question
competition.
correct answer
true
your answer true
question

match the following
question
purchase procedures
straight rebuy
modifications to oil refinery;
lcd projection
select the blank

question
correct answer
shrinking
question
customer's needs
question
question
price
your answer price
question
your answer the firm, selling the products
select the blank
question
correct answer
fewer
your answer fewer
select the blank
question
correct answer
continuity
true/false
question
correct answer
true
your answer true
select the blank
question
sources.
correct answer
preliminary
question
question
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
followers
question
question
in the product
product

question
select the blank
question
environment.
correct answer
united
question
already existing

question
true/false
question
correct answer
false
your answer true
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
promotional
match the following
question
innovation
competitive appeal
competitive appeal
sunk cost
money spent
money spent
sales of goods act
inelastic demand
unresponsive
sales of goods act
unresponsive
true/false
question
correct answer
true
your answer true
question
to customers
your answer training salesmen , building stock of raw materials , providing information to
customers
select the blank
question
correct answer
shrinking
select the blank
question
correct answer
uniform
your answer uniform
select the blank
question
correct answer
objectives
your answer budget
question
select the blank
question
correct answer
derived
your answer derived
question
customer's needs
select the blank
question
correct answer
negotiations
question
market & buys
your answer waits for price to go down further , enters the market & buys , changes his about
prices
question
question
each variable
your answer each variable
true/false
question
correct answer
true
your answer true
true/false
question
frequently.
correct answer
false
your answer false
select the blank
question
distribution.
correct answer
selective
question
your answer

question
correct answer
your answer paints and varnishes
question
rational reason
question
your answer create a schedule of demand , prepare a list of products to be sold at different
prices , make the process systematic
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
select the blank
question
________.
correct answer
leader
your answer leader
true/false
question
salesperson should not be aggressive in pursuing prospective customers.
correct answer
false
your answer false
true/false
question
correct answer
false
your answer false

question
primary demand
your answer a response
question
correct answer
customers' mind.
your answer it is helpful because it avoids the need of a visit by a salesperson
question
market demand
your answer sales forecast
question
match the following
question
empathy
interpersonal influencer interpersonal influencer
personality
level of demand environmental influencer

purchase procedures
environmental influencer

question
selling environment
question
professional
question
the demand for industrial goods is :-
correct answer
derived demand
select the blank
question
correct answer
higher
your answer higher
question
question
the product
product
true/false
question
marketing stimuli.
correct answer
true
your answer true
question
your answer systematic vender development
question
question
special skills
your answer program implementation
select the blank
question
correct answer
facilitate
select the blank

question
correct answer
individuals
question
executives
executives

true/false
question
correct answer
true
your answer true
question
recording equipment
recording equipment
question
question
question
when a project is given up in order to pursue another, the company incurs :correct answer
opportunity cost
your answer fixed costs
match the following

question
indirect cost
interest interest
product life cycle

direct cost
initiate price change
wages wages
true/false
question
correct answer
true
your answer true
question
derived
your answer derived
select the blank
question
wants of ________.
correct answer
question
mission
your answer mission
question
factory workers , senior managers , top management
question
industrial market research is very important :correct answer
from strategic and implementation point of view
your answer from strategic and implementation point of view
question
value analysis comprises following actions :correct answer
review of existing product
your answer review of existing product

question
are:correct answer
question
your answer packing charges , delivery time , ex-works price
question
select the blank
question
achieve ________.
correct answer
select the blank
question
correct answer
responsive
true/false
question
sales generated.
correct answer
false
your answer false
select the blank
question
buyer & seller.
correct answer
exchange
true/false
question
correct answer
true
your answer true
question
how fast a firm can recover its cash outlay depends on its :correct answer
financial strength
your answer
financial strength
match the following

question
attractive returns
resources
understanding understanding
restrictive
select the blank

question
correct answer
mathematical
your answer geometrical
question
question
sales revenue
question
question
correct answer
select the blank
question
correct answer
high
your answer high
question
b2b marketing
question
central government
true/false
question
correct answer
true
your answer true
question
question
your answer large geographic market
select the blank
question
correct answer
barriers
question
question
select the blank
question
correct answer
modified rebuy
select the blank

question
correct answer
intangible
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
true/false
question
correct answer
false
your answer false
question
question
question
question
orientation
your answer orientation

question
it is advantageous for the company to change price , competitor changes
his price , new rival enters the market
your answer it is advantageous for the company to change price , competitor changes his
price , new rival enters the market
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
true
your answer true
question
select the blank
question
correct answer
inspection
question
derived demand
true/false
question
correct answer
false
your answer false
question
open-ended questions in unstructured questionnaire are often called as :-
correct answer
question
correct answer
true/false
question
separable cost.
correct answer
true
your answer true
select the blank
question
program.
correct answer
long term
question
your answer receive an indent for item
question
question
question
question
true/false
question
correct answer
your answer false
false

question
section
select the blank
question
correct answer
high value items
question
question
your answer purchase of diesel engines for automobiles , purchase of machinery for
select the blank
question
minds of customers.
correct answer
distinct
your answer clear
select the blank
question
correct answer
trust
your answer trust
question
question
income in excess of direct expenses can be applied for improvement of :correct answer
product
your answer sales promotion
true/false
question
correct answer
true
your answer true
select the blank
question
correct answer
society
your answer society
question
question
natural products like iron ore and bauxite can be termed as:correct answer
raw materials
your answer raw materials
true/false
question
marketing.
correct answer
false
your answer false
match the following
question
disposition factor
quality rating
promptness
disposition factor

service rating
promptness
delivery schedule
swap factor
select the blank

question
________ situation:
correct answer
new task buy
true/false
question
correct answer
false
your answer true
match the following
question
mission mission
objective
goal
plan
plan
objective
goal

question
type of competition
question
true/false
question
correct answer
true
your answer true
select the blank
question
sources.
correct answer
preliminary
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
false
your answer false

question
true/false
question
system.
correct answer
false
your answer false
question
correct answer
reach.
your answer it conveys the message to the network of decision makers, he cannot reach.
question
select the blank
question
correct answer
gatekeeper
question
important
question

question
inelastic demand situation , product represent genuine information ,
presence of elite market
your answer inelastic demand situation , product represent genuine information , presence of
elite market
question
question
question
responsibilities
true/false
question
primary data.
correct answer
false
your answer false
question
product
your answer product
select the blank
question
________.
correct answer
small
your answer small
question
are:correct answer
question
section
your answer
assembly plant , machine shop , machinery repair and maintenance section
select the blank

question
correct answer
true/false
question
competition.
correct answer
true
your answer true
match the following
question
regression analysis
better control
motivational level
better control
trust, intimacy
trust, intimacy

question
question
question
specifications
your answer needs
true/false
question
correct answer
true
your answer true
match the following

question
accuracy of data
frequency of use
urgency of response
timeliness
current information
usage of product

question
labour laws , business laws , civil rights
true/false
question
correct answer
false
your answer false
question
question
question
true/false
question
correct answer
true
your answer true
question
mission
your answer
mission

question
question
micro and macro
question
select the blank
question
minds of customers.
correct answer
distinct
true/false
question
marketing stimuli.
correct answer
true
your answer true
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
uniqueness
select the blank
question
price.
correct answer
short
your answer short
select the blank
question
correct answer
descriptive
question
customer problem
problem
question
select the blank
question
correct answer
development
true/false
question
correct answer
true
your answer true
question
direct selling
select the blank
question
of component parts.
correct answer
fewer
your answer fewer
select the blank
question
correct answer
commission
true/false
question
correct answer
true
your answer true
select the blank

question
correct answer
higher
your answer higher
question
operating costs
question
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
a threat
question
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
select the blank
question
correct answer
high value items
question
selling environment
question
true/false
question
correct answer
true
your answer true
question
true/false
question
primary data.
correct answer
false
your answer false
question
question
your answer estimate market potential
true/false
question
correct answer
false
your answer
false
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
true
your answer true
question
rational reason
select the blank
question
correct answer
uniqueness
select the blank
question
correct answer
high
your answer high
question
select the blank
question
price.
correct answer
short
your answer short
question
cost
your answer price
select the blank
question
________.
correct answer
leader
your answer leader
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
false
your answer true
question
recording equipment
recording equipment
select the blank
question
correct answer
regional
question
managerial action
match the following
question
indirect cost
interest interest
product life cycle

direct cost
pricing decision
wages wages
select the blank

question
state of awareness.
correct answer
differences

question
your answer ex-works price , packing charges , delivery time
question
question
primary demand
question
your answer increasing potential sales volume
question
to customers
question
orientation
your answer interest
question
sales revenue
select the blank
question
correct answer
variables
select the blank
question
correct answer
commission

question
people
your answer people
select the blank
question
correct answer
unresponsive
your answer unresponsive
true/false
question
correct answer
true
your answer true
question
question
question
motivated
question
micro and macro
question
mission
your answer mission
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
false
your answer false

select the blank
question
correct answer
cost
your answer cost
select the blank
question
correct answer
uniform
your answer uniform
true/false
question
correct answer
true
your answer true
select the blank
question
correct answer
mathematical
question
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
society
your answer society

question
question
operating costs
question
select the blank
question
wants of ________.
correct answer
question
true/false
question
sales generated.
correct answer
false
your answer false
select the blank
question
minds of customers.
correct answer
distinct
select the blank
question
correct answer
potential
question
true/false
question
competition.
correct answer
true
your answer true
true/false
question
evaluation.
correct answer
true
your answer true
question
correct answer
customers' mind.
mind.
true/false
question
correct answer
true
your answer true
question
your answer factory workers , contract workers
question
competing products
question
question
each variable
select the blank

question
correct answer
individuals
question
product-mix
select the blank
question
correct answer
lease
your answer lease
question
price strategy
question
true/false
question
items.
correct answer
true
your answer true
question
question

question
question
special skills
your answer special knowledge
true/false
question
correct answer
false
your answer false
match the following
question
web design
domain name
domain name
communication of information
select the blank

question
correct answer
negotiations
select the blank
question
correct answer
three
your answer three
true/false
question
speedily.
correct answer
false
your answer false
select the blank
question
correct answer
agents
your answer agents
true/false
question
correct answer
true
your answer true
question
the product
product
match the following
question
organise
quality rating
disposition factor
defective material
delivery schedule
service rating
promptness
promptness

question
question
central government
your answer the public sector

question
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
buyer & seller.

correct answer
exchange
select the blank
question
correct answer
presentation
select the blank
question
correct answer
facilitate
question
match the following
question
sales department

q3 and q4



question
already existing
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
objectives
question
question
responsibilities
question
branch office
true/false
question
frequently.
correct answer
false
your answer false
question
question
select the blank
question
correct answer
promotional
select the blank
question
achieve ________.
correct answer

question
section
question
select the blank
question
correct answer
higher
your answer higher
true/false
question
correct answer
true
your answer true
question
question
correct answer
true/false
question
mncs.
correct answer
true
your answer true
question
orders
your answer prices
question
are:correct answer
question
true/false
question
marketing.
correct answer
false
your answer false
question
select the blank
question
________.
correct answer
question
correct answer
high
your answer high
match the following
question
joint venture
agreement
direct investment
foreign production
direct investment
similarities
intermediaries
similarities

question
true/false
question
competitors.
correct answer
false
your answer false
question
the job function
question
your answer dealers , customers , public at large
question
select the blank
question
distribution.
correct answer
selective
true/false
question
marketing stimuli.
correct answer
true
your answer true
true/false
question
correct answer
true
your answer true
question
accessory equipment
your answer accessory equipment
true/false
question
correct answer
false
your answer
false

question
your answer purchase officials , user department officials , gatekeepers
true/false
question
correct answer
true
your answer true

question
correct answer
intel
your answer intel
select the blank
question
________.
correct answer
leader
your answer leader
select the blank
question
sources.
correct answer
preliminary
select the blank
question
correct answer
less
your answer less
question
true/false
question
correct answer
true
your answer
true

question
market & buys
buys
question
question
question
sales revenue
question
product-mix
true/false
question
correct answer
false
your answer false
question
question
bankers
your answer
bankers

question
selling environment
question
question
true/false
question
correct answer
true
your answer true
select the blank
question
correct answer
a threat
select the blank
question
correct answer
objectives
question
pricing
your answer pricing
question
question

question
mission
your answer mission
true/false
question
correct answer
false
your answer false
question
true/false
question
correct answer
true
your answer true
match the following
question
manufacturer
compressors
agents
manufacturer
true/false
question
correct answer
false
your answer true
match the following
question
mission mission
plan
plan
objective
goal
objective
goal

question
volume purchasing
your answer bulk purchasing
question
question
technology
select the blank
question
state of awareness.
correct answer
differences
question
question
correct answer
true/false
question
correct answer
false
your answer false
select the blank
question
environment.
correct answer
united
your answer united
select the blank
question
correct answer
procedures
question
true/false
question
system.
correct answer
false
your answer false
true/false
question
correct answer
false
your answer false
question
question
sunk costs
question
question
your answer
select the blank

question
________.
correct answer
small
your answer small

question
are:correct answer
your answer newspapers , trade magazines , company websites , business tv channels
question
a few years
question
your answer for spying on other units manufacturing similar items
question
your answer organisational structure , inter-personal relationships , functioning , financial
health
select the blank
question
achieve ________.
correct answer
your answer high profit/sales ratio
true/false
question
correct answer
true
your answer false
true/false
question
correct answer
false
your answer false
select the blank
question
correct answer
high
your answer low
select the blank
question
correct answer
individual
your answer simple
question
your answer research , planning , testing , financing
true/false
question
correct answer
false
your answer false
true/false
question
correct answer
false
your answer false
question
your answer sales to net worth , working capital , turnover ratio , profit to loss ratio
true/false
question
correct answer
true
your answer false
select the blank
question
correct answer
high value items
your answer
items available domestically
select the blank

question
correct answer
three
your answer three
select the blank
question
wants of ________.
correct answer
true/false
question
sales generated.
correct answer
false
your answer false
select the blank
question
correct answer
potential
your answer potency
question
marketing channels buy from manufacturers in :correct answer
bulk quantity
your answer regular basis
select the blank
question
correct answer
regional
your answer branch
question
price strategy
true/false
question
correct answer
true
your answer false

question
the product
product , 3-d picture of the product
question
your answer senior purchase officer , actual users , deciding officers , senior sales officer
question
your answer manufacture suitable products
question
your answer insist on quality tests before delivery , ask for test results after inspection , have
no technical knowledge , have no relationship with the seller-firm
question
organizational structures , outlook & attitude of their executives ,
production systems
executives , quality control systems
question
derived demand
your answer a direct function of quality of supply
true/false
question
correct answer
false
your answer false
question
your answer place orders on vendors
select the blank
question
correct answer
higher
your answer lower
question
your answer manufacturing , finance , technical service , sales forecasting technique
match the following
question
base point
large profit
consumer goods
high price strategy
patents
short life span recovery of investment advertising & sales promotion

question
inputs
true/false
question
correct answer
true
your answer false
question
customer problem
problem , ability to provide finance to customer
match the following
question
sales department

q3 and q4
product purchase new welding machine

market segmentrecruit new employees
select the blank

question
correct answer
unresponsive
question
the job function
your answer self satisfaction
question
your answer the accessories of the product
question
your answer opportunities available
true/false
question
competitors.
correct answer
false
your answer false
question
your answer lowest prices
select the blank
question
correct answer
individuals
your answer buyers
question
recording equipment
recording equipment , supply of iron ore

question
running the complain for a considerable
period of time , availability of right space / time slot on the media

true/false
question
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
select the blank
question
buyer & seller.
correct answer
exchange
true/false
question
correct answer
true
your answer true
question
compared to distributor, a sales agent has :correct answer
low marketing cost
your answer low marketing cost
question
interface level
select the blank
question
correct answer
mathematical
your answer
mathematical

question
in the product
product
select the blank
question
correct answer
mathematical
question
select the blank
question
correct answer
shrinking
question
technician of buyer
technician of buyer
select the blank
question
correct answer
development
select the blank
question
correct answer
uniform
your answer uniform
select the blank
question

correct answer
intangible
question
select the blank
question
correct answer
commission
question
product
your answer product
question
managerial action
your answer customer feedback
question
responsibilities
true/false
question
correct answer
true
your answer true
question
your answer change in technology
question
demand situation

question
type of competition
match the following
question
accuracy of data
frequency of use
urgency of response
timeliness
current information
current information

question
question
volvo motors , tata motors
true/false
question
correct answer
true
your answer true
true/false
question
correct answer
true
your answer true
question
match the following
question
price change
change in attitude
price manipulation
controllable cost
manager's decision
joint production
non controllable expenses
manipulation in price
joint costs
inseparable
inseparable
change in attitude
true/false
question
marketing.
correct answer
false
your answer false
question
select the blank
question
correct answer
trust
your answer trust
select the blank
question
correct answer
barriers
select the blank
question
correct answer
management
true/false
question
correct answer
false
your answer false
question
cash flow position
question

question
section
question
true/false
question
primary data.
correct answer
false
your answer false
true/false
question
correct answer
true
your answer true
question
industrial products
question
advertising
question
professional
question

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list of attempted questions and answers

multiple choice single answer

direct exporting is the only way of entering the foreign market.

product life cycle

different phases different phases

price leadership initiate price change

select the blank

multiple choice multiple answer

list of attempted questions and answers

multiple choice single answer

multiple choice single answer

multiple choice single answer

choice of media reaching the right audience

basis of budgeting support

percentage of past sales

percentage of past sales

reaching the right audience

select the blank

multiple choice multiple answer

delivery rating delivery schedule

multiple choice multiple answer

list of attempted questions and answers

to reduce cost of sales by 5% within one year

industrial marketing department increase profits for fy in q3 and q4

to reduce cost of sales

industrial marketing research department

multiple choice single answer

operating , technical , financial

multiple choice single answer

assembly plant , machine shop , machinery repair and maintenance section

multiple choice multiple answer

control over operation

direct exporting higher risk

multiple choice multiple answer

multiple choice single answer

purchase officials , user department officials , gatekeepers

multiple choice multiple answer

select the blank

knowledge , have good communication skills

select the blank

multiple choice single answer

multiple choice multiple answer

micro and macro

select the blank

multiple choice single answer

multiple choice single answer

multiple choice multiple answer

multiple choice multiple answer

the purchase decision-makers in an industrial company constitute the:correct answer

multiple choice single answer

to achieve a sales turnover of rs. 500 cr. by 2008-09

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

multiple choice single answer

multiple choice single answer

choice of media reaching the right audience

reaching the right audience

percentage of past sales

percentage of past sales

multiple choice single answer

multiple choice single answer

list of attempted questions and answers

multiple choice single answer