Industrial Marketing - 5

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

Multiple Choice Multiple Answer
Question
Information sources for unstructured surveys are :-
Correct Answer
Sales personnel , Dealers , Customers
Your Answer
Public at large , Dealers , Customers

Multiple Choice Single Answer
Question
Market Segmentation is the process of dividing a large market into :-
Correct Answer
Sub-markets
Your Answer
Sub-markets

Multiple Choice Single Answer
Question
The unit price of a capital equipment item is usually:
Correct Answer
High
Your Answer
High

Multiple Choice Multiple Answer
Question
The legal framework is related to existing :-
Correct Answer
Business laws , Civil rights , Labour laws
Your Answer
Business laws , Civil rights , Labour laws

True/False
Question
A repeat purchase decision will generally involve changes in product specifications from earlier supplies.
Correct Answer
False
Your Answer
False

True/False
Question
Advertisement agencies provide much needed experience in advertising.
Correct Answer
True
Your Answer
True

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
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

Multiple Choice Single Answer
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

Multiple Choice Single Answer
Question
One example of operating supplies is:
Correct Answer
Paints and varnishes
Your Answer
Generators

Multiple Choice Single Answer
Question
Chain of distribution from the supplier to customer are known as :-
Correct Answer
Intermediaries
Your Answer
Intermediaries

Match The Following
Question
Correct Answer
Your Answer
Joint venture
Control over operation
Agreement
Direct exporting
Higher risk
Higher risk
Foreign production
Direct investment
Intermediaries
Comparative analysis
Similarities
Similarities

Match The Following
Question
Correct Answer
Your Answer
Indirect Cost
Interest
Wages
Product life cycle
Different phases
Different phases
Price Leadership
Initiate price change
Pricing decision
Direct Cost
Wages
Initiate price change

Multiple Choice Multiple Answer
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

Multiple Choice Multiple Answer
Question
According to you, marketing of industrial services and marketing of industrial products :-
Correct Answer
Are similar from the seller’s point of view , Require similar resources , Require different types of resources
Your Answer
Are similar from the seller’s point of view , Require similar resources , Require different types of resources

Multiple Choice Single Answer
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

Multiple Choice Single Answer
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
High labor cost

Multiple Choice Single Answer
Question
An alternative term used for industrial marketing is :-
Correct Answer
B2B marketing
Your Answer
B2C marketing

Multiple Choice Multiple Answer
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

Multiple Choice Single Answer
Question
An external environment analysis is necessary to understand :-
Correct Answer
The needs of the customers
Your Answer
The capabilities of competitors

Multiple Choice Single Answer
Question
Periodic analysis of an industrial buyer’s operations and purchase systems is necessary to :-
Correct Answer
Understand the changes in buy practices
Your Answer
Understand the changes in buy practices

Multiple Choice Single Answer
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

Multiple Choice Multiple Answer
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

Multiple Choice Multiple Answer
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

Multiple Choice Single Answer
Question
The middleman, who customize a product & handle specific situation are called :-
Correct Answer
Value added resellers
Your Answer
Value added resellers

Multiple Choice Multiple Answer
Question
The supplier’s 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
The buying needs and practices of organisations differ according to wether they are innovate, product leaders or ________.
Correct Answer
Followers
Your 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
Branch offices are located in commercial centres.
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
Computer systems help in the ________ of the findings of the research project.
Correct Answer
Presentation
Your Answer
Presentation

Multiple Choice Single Answer
Question
Rapport building requires special skills e.g. :-
Correct Answer
Human relations
Your Answer
Communication skills

Select The Blank
Question
________ are an important link in indirect to user channel strategy.
Correct Answer
Agents
Your Answer
Agents

Multiple Choice Single Answer
Question
The approach to selling by the sales force should be :-
Correct Answer
Professional
Your Answer
Professional

Multiple Choice Multiple Answer
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 , Financial position

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

Select The Blank
Question
Marketing research is used for making ________ projections.
Correct Answer
Sales
Your Answer
Sales

Multiple Choice Multiple Answer
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 , Off-the-shelf inventory

Multiple Choice Multiple Answer
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
Buyers are always cold, rational & dispassionate.
Correct Answer
False
Your Answer
False

Multiple Choice Single Answer
Question
How fast a firm can recover its cash outlay depends on its :-
Correct Answer
Financial strength
Your Answer
Sales force

Multiple Choice Single Answer
Question
A small lathe is a type of :-
Correct Answer
Accessory equipment
Your Answer
Major equipment

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

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
A major change in the price of an industrial component causes a significant change in the end product price.
Correct Answer
False
Your Answer
True

Multiple Choice Single Answer
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