UNIT-15

PART-A 1. The method in which management know how is transferred ,Management contract 2. Company does not change the product but adopt the different communication strategy in this foreign market is known as ___.Communication 3. Product & communication adoption is also known as :- Dual adaptation 4. ____ method of international market entry in which company invests in manufacturing or assembling directly . Direct investment 5. Money of vouchers is illegal in ____.Germany 6. _____ means the determination of the prices at which an HNC moves goods between its subsidiaries in various countries. Transfer pricing 7. Which of the following is not used while setting the transfer pricing :- Competitors price 8. International marketing strategies are :- Exporting,Licensing,Contract manufacturing PART-B 1. Intention marketing approaches :- Domestic market orientation ,Multi domestic market orientation , global market orientation PART-C 1. State true or false :(1) Country of origin need not be marked on the shipping goods but should be entered in the export / import documents.F (2) International marketing is defined as the performance of business activities designed to plan, price, promote and direct the companys flow of goods & services to consumers or users in more than one nation for a profit. F (3) Country of origin is the country of manufacture, production, or growth where an article or product comes from.T

UNIT-13 & 14
PART-A 1. ____ is the communication technique in which sales people builds the personal relationship with customers to generate the value for the organization. Personal selling 2. ___ is a process of finding out candidates, who are encouraged to apply. Recruitment 3.____ means it is the process of perfecting the salesman for their work. Training 4. A planned training program, referred as :- ACMEE 5. The whole idea behind the training is to make a ___ a good salesman. Recruit 6. __ is a process of acquiring customers by understanding their requirements more than their expectations and attracting new customers through customer specific strategic making approaches. Customer relationship management 7. ___ is the process of attracting new customers. Customer catching 8. __ are those people who praise the company & encourage others who buy from it. Advocates 9. _____ are those people who have strong potential interest in the product & the ability to pay for it. The prospects 10. The____ is everyone who might conceivably buy the product or service .Suspect PART-B 1. Types of sales jobs used to sell the product of the organization :- Delivering ,Inside order takes ,Outside order,Missionary selling 2. Approaches to personal selling :- Stimulus response selling ,Need satisfaction selling,Problem solving selling 3. Personal selling will be a good approach when the product. Price is high ,Is in introduction stage demonstration ,Can be customized 4. Sales activities in the organization are allotted on the basis of __. Geography, Product, Customer, Matrix 5. Examples of external sources :- Employment exchange ,Educational institution ,Advertisements 6. _____ is the process of attracting new customers, while the ____ aims at the process of retaining the existing ones . Customer catching , Customer keeping 7. Reason of customer defection :- (1) Price (2) Product (3) Services (4) Personal

8. Soft version of relationship marketing is more reminiscent of _____, where as the hard version reflects a ____. Humanistic relationship development ,instrumentalism 9. Kotter & heskett found that firms that emphasized the interest of three constituencies, namely ______ employees, and ______ outperformed those that emphasized only one or two. Customer,Stakeholders 10. The focus of relationship marketing approach centers on developing hard core loyal ____-- with the idea of ______ them forever. Customers ,Retaining PART-C 1. State true or false :(1) In missionary selling sales executives provide the information & promote the company products.T (3) Selection is recruitment but recruitment is not selection. T 2. (1) Selection is a process of rejection of unfits.T (2) Internal sources of the recruitment can well be adopted by analyzing the ability & promising character of the staff on the basis of seniority i.e. length of services. T (3) The recruitment of salesman, they cannot be chosen from non competing firms.F 3. 1) Selection process differ from firm to firm. T (2) Training is a continuation of selection.T (3) Training does not give scope for improvement training or repeated training is not essential to keep the salesman with up to date knowledge in respect of new or developed goods. F 4. (1) The focus of relationship marketing approach center son developing hard core loyal customers with the idea of retaining then forever.T (2) Relationship marketing has a narrow focus on the customers and focuses only on the marketing function of the organization concerned.T (3) The sequence of activities for performing relationship marketing does not include developing core services to build customer relationship customization of relationship.F 5. (1) Managing customer development process is one of the critical dimensions of relationship marketing.T (2) Customer catching aims at the process of retaining the existing ones, while customer keeping is the process of attracting new customers. F (3) the most important step that an organization has to take in the direction of CRM is to create an inter disciplinary team to review how the organization interacts with each customer & determine how to improve & extent the relationship.F

UNIT-11 & 12
PART-A 1. _____ are set of independent organizations involved in the distribution of the goods or services to the consumer Marketing channels . Marketing channels include :- Retailers ,Wholesalers, Agents & brokers 3. Functions of marketing channels . Physical distribution , Communication ,Information 4. Objectives on which channel to be developed :- Reach,Profitability ,Differentiation 5. ___ is the basis for rewarding and recognizing partners. Consisting performance 6. ___ is the process of non paid, non personal stimulation of demand for a product, service or business unit by planting significant news about it or a favorable presentation of it in the media. Public relation 7. ______ is a planning process designed to assure that all brand contacts received by a customer or prospect for a product, service or organization are relevant to that person & consistent over time. IMC 8. Effective marketing communication starts with identifying the target____ to whom the communication is developed. Customer 9. Examples of personal communication : Word of mouth campaigns,Buzz marketing ,Viral marketing 10. ____ is the marketing technique of using social networks on the internet to create the brand image. Viral Marketing PART-B 1. The type of goods to be transported & stored will decide the ____ & ____ of channel. Length ,Intensity 2. In ____ strategy company stocks goods in limited number of ____ outlets. Selective ,Retail 3. In exclusive distribution channel format marketer gives a_____ number of dealers the exclusive right to ____ its products in their territories .Limited ,Distribute 4.Channels can be evaluated in the design phase by :- Sales ,Cost ,Profitability ,Control & adaptability

5. After deciding the communication objectives, marketer turns to develop right message which should create ____ by the customer.Attention ,Interest ,Desire ,Action

UNIT-11 & 12
6. The communicator may use _____ to promote their products. Reference groups ,RSS,Webinar ,Social networking 7. _____ marketing technique, organizations create opinion leaders and spread the product ______ to others. Buzz ,Information 8. State true or false :(1)The objectives of institutional advertisements are to enhance the image of the company rather than selling the product.T (2) The objective of product advertising is to communicate about the product attributes to the target customer.T 9. Public relations are the management of ____ &____ communication of an organization to create & maintain a positive image. Internal ,External 10. ______ & _______ are factors determine the advertising budget. Product stage in PLL,Market share PART-C 1. State true or false :(1) In relationship management marketing intermediaries try to understand the needs of consumer, try to match his needs & satisfy them.T (2) Individuals who face shortage of time would like to purchase through direct channel and who have abundance of time would like to experience the shopping.T (3) The proper channel which is selected should not be managed properly, motivated & evaluated against set standards. F 2. (1) Now days companies are considering their channels members as sales executives.F (2) Integrated business reduce the cost, increase the efficiency and helps in better customer service.T (3) Companies are adopting partner relationship management software to add value to their supply chain.T 3. (1) All the grievances are monitored, reviewed and resolved by supply chain council. T (2) Marketing managers are developing outsourcing the better storage & transportation facilities to make goods available to customer at a right time.T (3) Warehousing can not be used as sub where goods come to the facility and cross clocked.F 4. (1) Advertising is any paid form of non personal presentation & promotion of ideas, goods or services by an identified sponsor.T (2) Personal selling is designed to stimulate the purchase or sale of a product, usually in the short term.F (3) Direct marketing is the communication tool used to interact with the customers directly by using telephone, online mediums & other tools.T 5. (1) Viral marketing is a phenomenon that facilitates & encourage people to send message to other voluntarily.T (2) Message communicated by the celebrities and proper sources have low credibility among target consumers.T (3) The communicator collects the feedback on the promotion campaign to assess how many of target customer able to see, hear or read the message.T

UNIT- 9 Batch:
PART-A 1. Which of these is an advantage of branding. Helps in identifying goods & service,Helps in creating customer loyalty , Helps in maintaining undershot position in market. 2. Brand equity is a set of ___ linked to a brands name & symbol that adds value. Assets . 3 Which of these is a component of brand equity. Brand loyalty ,Brand awareness & equality ,Perceived quality & association 4. Brand loyalty is consumers commitment to ____ the brand. Re-purchase 5. Brand ____ is the number of customer exposed to the brand name. Awareness 6. Organizations put all the effort in the ____ stage of the product to create awareness among the customer.Introduction 7. Perceived quality is the _____ about the actual quality level of the product. Customer perception 8. _____ is the brand owned by manufactures & promoted either directly or indirectly. Manufacturer brand 9. Private brands are also called _____. Store brand

10. Positioning the product on safety belongs to what feature. Benefits PART-B 1. ___ means that the ____ is willing at least an occasion to put aside their own desires in the interest of brand. Brand loyalty, consumer 2. ___ & ___can be two options for sponsoring the brand. Manufactures brand ,Private brand 3. Private labels increase the ___ of the retailer & better value creates better _____. Negotiation power ,Consumer loyalty 4. T/F (i) All retailers cant go for the private labeling private labels can be introduced only if the consumer is not getting the tangible value. T (ii) Brand licensing is the legal authorization by the trade marketed brad owner allow another company to use its brand for a fee. T 5. (i) Brand extension is a strategy in which company uses one of its familiar brand names to new product categorys items. T ii) In link extension company uses its well known brand name to introduce additional items in a given product category such as new flowers, sizes, etc. T 6. ___ technique of introducing the product in existing product category with a new brand name, organization adopts this strategy to avoid ____ in the given category. Multi brands, brand candibalization 7. T/F (i) Intangibility means services cant be tasted, heard, or smelled before they are bought.T (ii) Inseparability of production & consumption means services are produced & consumed simultaneously. T 8. ________ means ______ cant be stored for later sale or use & ______ means quality of the service provided differs person to person, place to place, time to time. Perish ability, service, heterogeneity 9. T/F (i) The variability of the services creates difficulties in maintaining the service quality & standardization. T (ii) The services productivity can be increased through training the existing employees. T 10. A ___ is a name, term, design, symbol that identifies one _____ good or services as distinct from of other _____. Brand, sellers sellers PART-C 1. True ____ implies that the is wiling, at least on occasion, to put aside their own desires in the interest of the ____. Brand loyalty, consumer, brand 2. T/F (i) Branding doesnt require huge investment F (ii) An unsuccessful brand will bring negative image to the company. T (iii) Customer may not be willing to pay extra just because of big brand. T 3. ___ the brand awareness, __ will be the _____. Higher, lower, brand equity 4. _____ massagers use three levels of _____ strategies to get the mind of the ____. Brand, positioning, customers 5. T/F (i) Brand licensing is the legal authorization by the trade marked brand owner to allow another company to use its brand for a fee. T (ii) Private branding is the practice of using the established brand names of two different companies for the some product. F (iii) Company can develop the brand on the basis of product category & brand name. T

UNIT- 8
PART-A 1. A good is a ___ product, which can be seen & touched. Tangible 2. ___ product is the fundamental goods or services offered to the consumer. Core 3. _____ product includes value added services to the expected product to distinguish it from competitors. Augmented 4. Potential products are ______ provided by the company which customer didnt anticipate. Potential 5. The ___ is the name associated with one or more items in the product line that is used to identify the source or character of the item. Brand 6. _____ is the group of related products which uses same marketing effort to reach the consumers, Product line

7. In _____ decisions company lengthens its product line either by stretching upwards or downwards or both ways. Product line stretching 8. A companys product mix has different dimensions .Product mix length ,Product mix depth 9. The total width of product line that company offers to the consumer is called_____. Product mix width 10. Which of these can be a type of label.Brand (B) Grade (C) Descriptive PART-B 1. A product is a _____, ____ offered to consumers to satisfy his needs or wands. Good, service 2. Which of these is a level of product. Core , Generic ,Expected ,Augmented & potential 3. ____ & _____ can be two types of products. Consumer & Business ,core & expected 4. __, ___ can be categories of consumer production. Convenience, shopping ,Specialty, unsought 5(i) Intensive distribution is used to reach the consumer in convenience goods T (ii) Comparing with convenience goods, shopping goods are purchased less frequently.T 6. _____ & _____ can be classification of business products. Capital items, material & parts 7. Two stages in product hierarchy can be ____ & ____. Product type & Brand, Item , Item, Product Class & Product Line 8. T/F A need family are those items within a product line that share one of several possible forms of the products.F 9. T/F (i) The product line identifies profitable & non profitable products & helps in allocation of resources according to that.T (ii) The product line doesnt help the marketer to make line extension, line prancing & line filling strategies of the company.F 10. (i) Company which operates in high end market may come up with mid class or low class targeted products.F (ii) The company which operates in lower end of market may come up with high end market products. F PART-C 1. (i) A service is an intangible product which requires simultaneous consumption & production. T (ii) Services are imperishable in nature.F (iii) A product may be a person also, here marketer tries to by & sell the celebrities or sports persons of league or club, etc. T 2. ___ goods are fast moving ___ goods which are purchased _____ with less amount of effort. Convenience, consumer, regularly 3. _____ goods are high ____ involvement products in which ____ process the information of products suitability, quality & price. Shopping, consumer, consumer 4. T/F (i) Convenience goods are purchased frequently. T (ii) High involvement is required in convenience goods .F (iii) Price of the product is very low in convenient products. T 5. ___ are purchased by the ___ consumer who uses this product as a raw material in ____final product. Business products, business producing

UNIT- 5
PART-A 1. Religion is one of the ____ factor that influence consumer behavior. Cultural 2. Seekers income varies between. 200,500 to 500,000 3. The habit of the people to analyze the information completely & interpreting it in the perception is called as ____. Selective attention 4. The third stage in the adoption process is ___. Evaluation 5. The group of customers who adopt the new product at the end are called as laggards. True 6. ____% of consumers belongs to early adopter category. 13.5 7. The Nicosia model was given by _____. Francesco Nicosia 8. The consumers which adopt any new product that enters to the market are called ____. Consumer Innovators 9. In awareness stage the consumer became aware of the product but lacks information about it .True 10. Demonstrations are an example of Experimental source of information. True PART-B 1. Customer satisfaction or dissatisfaction is determined in ____ stage of ____ decision process. Post purchase, consumer

2. __ consultancy classified Indian_____. Mc Kinsey, consumers 3. (i) The early majority is the biggest group in the adoption process.T (ii) This group of customers are attracted towards the benefits of the product. T 4. (i) Laggards group people are traditional & price conscious people. T (ii) They take lot of time to adopt the product.T 5. (i) Family, friends are personal sources of information. T (ii) Mass media is an example of public source of information. T 6. The low involvement between the brands & few differences between the brands leads to the ___________. Habitual buying behavior 7. (i) Abraham Maslow gave the need hierarchy theory. T (ii) Social needs refers to affection, acceptance, etc. T 8. ___ are the people who are also known as ___. Deprived, below poverty line 9. Culture is the combination of ____, _____ & values of consumers in a particular nation. Customs, beliefs 10. (i) Subcultures are part of culture T (ii) Subcultures comprise of geographic regions, religions, nationalities & racial groups.T PART-C 1. Dissonance reducing behavior is . i)Significant difference between brands & high involvement. F (ii) Significant difference between brands & low involvement. F (iii) Few difference between brands & high involvement. T (iv) Few difference between brands & low involvement. F 2. In perception, sensory information is (i) Acquired (ii) Interpreted (iii) Selected (iv) Organized (T) 3. ____ these are permanent groups in the ____ whose members have ________ likings. Social class, society, Common 4. (i) Sales people are experiential sources of information.F (ii) Sales people are public sources of information F (iii) Sales people are commercial sources of information T 5. Does the following individual factor influence consumer decision making. (i) Age (ii) Occupation (iii) Lifestyle (iv) Personality (T)

UNIT- 3, 4
PART-A 1. External environmental factors are ____ by the organization. Uncontrollable 2. The role of _____ in marketing of products is increasing every day. Retailers 3. ____ influence the companys ability to obtain funds. Financial publics 4. Newspapers is an example of Media action public 5. Demographic environment is the study of ____ characteristics. Population 6. ___ is the major occupation in India. Agriculture 7. Recurrent information is the data that MIS supplies _____. Periodically 8. MIS enables a company to develop effective safeguard against emerging marketing threats. True 9. In Marketing decision support systems the manager is provided direct access to databases. True 10. Secondary data are data collected for some other purpose. True PART-B 1. External environment influences companys strategies in two levels ___& ___. External macro environment & micro environment 2. In environmental scanning ____ & ___ for a company to be faced are analyzed. Opportunities & threats 3. Environmental scanning helps in (i) Demand forecasting.T (ii) Developing appropriate business plans.T 4. The firms which ___ & ___ the goods of the company to the consumer are called marketing inter mediaries. Distribute & sell 5. These are the major functions carried out by the middlemen. (i) Stocking & middlemen (ii) Bulk breaking & selling the goods & services(T) 6. _____ are final link between ________ & ________ customers. Retailers, company

8. _____ are the first link in the entire _____ of the company. Supporters, supply chain 9. A _____ caters to the needs of ______. Marketing information system, marketing decision 10. (i) Mall intercept method involves stopping people while they are shopping & requesting an interview. T (ii) Non-probability sampling method, respondents are closen based on researchers judement.T PART-C 1. The micro environment consists of _____,____ & ____. Supply chain, customer & competitor. 2. The main features of marketing research are that it is (i) A systematic process. T (ii) It should have objective . T (iii) Multidisciplinary in nature . T 3. There are the four components of MIS (i) Internal records system (ii) Marketing intelligence system (iii) Marketing research system (iv) Analytical Marketing system. 4. MIS helps marketing managers to carry out the functions. (i) Analysis (ii) Planning (iii) Implementation (iv) Control 5. MIS is important for marketers because (i) Changing character of markets (ii) Increase in customer needs & wants (iii) Increasing competition

UNIT- 2
PART-A 1. Strategic planning is the process of defining the _____. Company mission 2. Designing an appropriate businesses port folio is a function of___. Strategic planning 3. ___ is the right mix of businesses that company operates & products that offered to customers. Business portfolio 4. ____ is the process by which company analyze its products & businesses. Portfolio analysis 5. SBU stands for .Strategic business unit 6. BCG matrix is also known as ____. Growth share matrix 7. The ansoff product market growth matrix is a marketing tool created by .Igor ansoff 8. Strategy used in increasing the sales of companys existing products without modifying it in the existing market. Market penetration 9. Strategy in which company identifies new products & sells them in existing markets. Product development 10. Strategy in which company identifies the new markets to sell their existing products. Market development PART-B 1. An organization mission explains who its ________are, how it satisfies their _______ & what type of _____ it offers. Customers, needs, products 2. Are these two factors of strategic planning process. (i) Defining the company mission .T(ii) Formulating the objectives.T 3. These two are factors of strategic planning process. (i) Co-ordination at business levels (ii) Designing an appropriate business portfolio 4. These are characteristics of SBU (i) It is having distinct mission & objectives (ii) It is managed by separate executive team. 5. BCG & GE stands for .(i) Boston consultancy group (ii) General electric 6. GE matrix is used to classify SBUs on the basis of ______ & _____. Market attractiveness, business position 7. PEST analysis helps to identify companys _______ & _______. Opportunities & threats 8. Marketing mix is also known as _____ &_____. 4Ps of marketing & market assortment 9. Marketing implementation depends on _____ & _____. Organization structure & organizational culture 10. Product, price, place, promotion are called ________ ______. (i) Marketing mix (ii) Product mix PART-C 1. Match the following

(1) (2) (3) (4)

Invest strategy Protect strategy Harvest strategy Divest strategy

(i) (ii) (iii) (iv)

Generate cash needed by other SBUs No new resources Supported by well financed marketing efforts No resources at all 1-iii, 2-i, 3-iii, 4-iv

UNIT- 1 PART-A 1. Marketing performs the task of A) Identification of customer needs (B) Satisfaction of customer needs 2. Market is a place where objects are available for sale. True 3. Nearby fruit market is an example of local market. True 4. A country like India is an example of national market. True 5. Company like coca-cola sells products in the global market. True 6. FMCG stands for . Fast moving consumer goods. 7. industrial goods market is also known as B2B market .True 8. Washing machine is FMCG False 9. AMA stands for .American marketing association 10. in exchange process value of products & services flow from ___to the ___. Buyer to Seller PART-B 1. Markets divided into distinct groups of buyers having similar preferences are called. Segments 2. Value increases with increase in ___ & service .Quality 3. Satisfied customers are asset to the marketing company. True 4. In which concept quality of product is neglected .Production concept 5. Selling whatever is made is done is concept of Selling 6. Customer satisfaction is important is concept of .Marketing 7. Benefit of society is taken care in concept of .Societal marketing concept 8. Aggressive sales promotion is used in Selling concept 9. Need identification is done in which concept .Marketing concept
PART-C 1. Price is determined by the market forces of _______ & ______ in a perfect market. (A) Supply & Demand (1) Monopoly (2) Monopolistic (3) Oligopoly (A) 1-iii, 2-ii, 3-i (iii) (i) (ii) Single seller dominates Few seller dominates Prices vary according to differentiation