Industrial Marketing - 6

LIST OF ATTEMPTED QUESTIONS AND ANSWERS


Select The Blank
Question
Trade ________ form a part of regulatory environment.
Correct Answer Barriers
Your Answer Barriers


Multiple Choice Multiple Answer
Question
Sales personnel should :-
Correct Answer Be sensitive to the need of the customers , Have
deep technical knowledge , Have good communication skills
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 Answer Mathematical
Your Answer Non predictable


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
Following capabilities of the organisation also form a basis for
segmentation:-
Correct Answer Operating , Technical , Financial
Your Answer Operating , Technical , Financial


Multiple Choice Multiple Answer
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


Multiple Choice Multiple Answer
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


Multiple Choice Single Answer
Question
Direct costs are also referred to as :-
Correct Answer Operating costs
Your Answer Operating costs


Multiple Choice Multiple Answer
Question
Substantial cash outlay needs to be allocated for :-
Correct Answer Building stock of raw materials , Providing
information to customers , Training Salesmen
Your Answer Training Salesmen , Building stock of raw materials ,
Setting up infrastructure


Multiple Choice Multiple Answer
Question
Industrial markets can be positioned on product merits e.g.:-
Correct Answer Quality conscious , Reliability , Dependability
Your Answer Quality conscious , Reliability , Dependability


Multiple Choice Single Answer
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


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 Cost competitiveness


Multiple Choice Multiple Answer
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 Maintaining stock at convenient locations , Make arrangement
for return of slow moving goods , Supplying against specific orders


Select The Blank
Question
Industrial force should be ________ to market conditions.
Correct Answer Responsive
Your 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


Multiple Choice Multiple Answer
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


Multiple Choice Single Answer
Question
A broad and definitive statement that covers an organization's 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 High productivity improvement and efficiency
Your Answer High productivity improvement and efficiency


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


Multiple Choice Single Answer
Question
Making an assessment of the competitors' strengths and weakness is called :-
Correct Answer Competitive position analysis
Your Answer Competitive position analysis


Multiple Choice Single Answer
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
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

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


True/False
Question
Effective use of sales force lead to achieving maximum sales at low costs.
Correct Answer True
Your Answer True


Multiple Choice Single Answer
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
Your 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


Multiple Choice Multiple Answer
Question
Structured surveys are used to measure :-
Correct Answer Awareness & knowledge , Attitudes & opinions , Buyer
behavior
Your Answer Awareness & knowledge , Attitudes & opinions , Buyer
behavior


Multiple Choice Single Answer
Question
Distributors contact potential buyers and negotiate :-
Correct Answer Orders
Your Answer Orders


Multiple Choice Single Answer
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
Non stock carrying branch offices are used as ________ sales head quarter.
Correct Answer Regional
Your Answer Regional


Multiple Choice Single Answer
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
Your Answer Exchange


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


Multiple Choice Multiple Answer
Question
Public interest groups support :-
Correct Answer Environmental causes , Women's rights , Minority
welfare
Your Answer Environmental causes , Women's rights , Minority welfare


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
Personal selling is a powerful tool in industrial product selling.
Correct Answer True
Your Answer True


Multiple Choice Multiple Answer
Question
Administration of sales force management is concerned with :-
Correct Answer Motivating , Compensating , Directing
Your Answer Motivating , Compensating , Directing


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


Multiple Choice Single Answer
Question
Financial capability refers to :-
Correct Answer Cash flow position
Your Answer Cash flow position


Multiple Choice Single Answer
Question
Strengths and weaknesses of a firm can be derived through :-
Correct Answer An internal environment analysis
Your Answer An internal environment analysis