Industrial Marketing SCDL Exam - 9

This solved paper has been contributed by Sanjog Kumar

THANKS TO : Sanjog Kumar

Industrial Marketing - 8

LIST OF ATTEMPTED QUESTIONS AND ANSWERS


Multiple Choice Single Answer
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
Hydraulic equipments are handled by general line industries.
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
Your Answer Responsive


Multiple Choice Single Answer
Question
Industrial product advertising is an effective means to stimulate :-
Correct Answer Primary demand
Your Answer Primary demand


Multiple Choice Single Answer
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


Multiple Choice Multiple Answer
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


Multiple Choice Single Answer
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
Sales personnel should study customers as ________.
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


Multiple Choice Single Answer
Question
For financially weak but reliable customers, supplier may be required to:-
Correct Answer Give high discounts
Your Answer Provide finance


True/False
Question
Service is one of the variables of vendor rating system.
Correct Answer True
Your Answer True


Select The Blank
Question
Composite rating is prepared by adding ________ rating.
Correct Answer Individual
Your Answer Individual


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 , Resources


Multiple Choice Multiple Answer
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


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


Multiple Choice Single Answer
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
The best advertising should be best in creativity, simplicity and ________.
Correct Answer Uniqueness
Your Answer Uniqueness


True/False
Question
In industrial marketing buying is a collective decision making process.
Correct Answer True
Your Answer True


True/False
Question
Market coverage means demographic areas to be covered.
Correct Answer True
Your Answer False


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
Starting point for the negotiation process is :-
Correct Answer Needs , Plans , Goals
Your Answer Plans , Goals , Needs


Select The Blank
Question
Industrial advertising must provide reader with information regarding
________ benefits, in simple words.
Correct Answer Intangible
Your Answer Intangible


Multiple Choice Multiple Answer
Question
When a firm introduces new product, a considerable amount is sunk into :-
Correct Answer Research , Planning , Testing
Your Answer Research , Planning , Testing


Multiple Choice Single Answer
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


Multiple Choice Single Answer
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

Multiple Choice Multiple Answer
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


Multiple Choice Single Answer
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


Multiple Choice Multiple Answer
Question
Service rating is judged by following factors :-
Correct Answer Promptness , Speed , Self interest
Your Answer Promptness , Speed , Self interest


True/False
Question
Some purchase decisions also depend on buyer's response to the seller's
marketing stimuli.
Correct Answer True
Your Answer True


Multiple Choice Single Answer
Question
Vendor rating system measures variables e.g. :-
Correct Answer Price
Your Answer Price


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


Select The Blank
Question
Decisions concerning pricing decisions are taken on ________ occasions.
Correct Answer Three
Your Answer Three


Multiple Choice Single Answer
Question
The purchase decision-makers in an industrial company constitute the:-
Correct Answer DMU
Your Answer DMU


Multiple Choice Single Answer
Question
Industrial buyer tries to justify his purchases on the basis of :-
Correct Answer Measurable performance
Your Answer Stock position


Multiple Choice Multiple Answer
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
Sales forecast is the estimate of a Co's expected sales in a given time
period.
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


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
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

Industrial Marketing - 7

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

Multiple Choice Single Answer
Question
In pricing industrial goods, the most important factor is :-
Correct Answer Cost
Your Answer Cost


Select The Blank
Question
Methods to measure market ________ can classified into Qualitative and
Quantitative methods.
Correct Answer Potential
Your Answer Potential


Select The Blank
Question
Computer systems help in the ________ of the findings of the research
project.
Correct Answer Presentation
Your 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


Multiple Choice Multiple Answer
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 , Initial public
offerings by new companies


Multiple Choice Single Answer
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


Multiple Choice Single Answer
Question
Fundamental skill requirement for closing a sale is :-
Correct Answer Application of psychology
Your Answer Application of psychology


Multiple Choice Single Answer
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
Buyers always buy on the basis of the merit of the product.
Correct Answer False
Your Answer False


Multiple Choice Single Answer
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
________ skills represent the essence of industrial marketing.
Correct Answer Negotiations
Your Answer Negotiations


Multiple Choice Single Answer
Question
The purpose of any modern industrial firm is to :-
Correct Answer Fulfill customers' needs
Your Answer Fulfill customers' needs


Multiple Choice Multiple Answer
Question
The maker of industrial product can increase total sales by :-
Correct Answer Research , Developing new uses , Developing new
users
Your Answer Research , Developing new uses , Developing new users


True/False
Question
Branch offices are located in commercial centres.
Correct Answer False
Your Answer False


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


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


True/False
Question
Tariffs & quotas are used by the Govt. to protect indigenous business from
foreign competition.
Correct Answer True
Your Answer True


Multiple Choice Multiple Answer
Question
Car manufacturers make following parts in their factories :-
Correct Answer Engine , Gear box , Clutch
Your Answer Engine , Gear box , Clutch


Multiple Choice Multiple Answer
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


Multiple Choice Multiple Answer
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


Multiple Choice Multiple Answer
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
Bill to vendor' & 'Absorbed by buyer' are the two possibilities under
rework.
Correct Answer True
Your Answer True


Multiple Choice Multiple Answer
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


Multiple Choice Single Answer
Question
Industrial markets can be segmented in two steps:-
Correct Answer 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


Multiple Choice Single Answer
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

Multiple Choice Multiple Answer
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 environment , Properly dispose off waste material


Multiple Choice Multiple 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


Multiple Choice Single Answer
Question
DGS&D refers to an authority that purchases goods for:-
Correct Answer Central Government
Your Answer Central Government


Multiple Choice Single Answer
Question
In industrial marketing, spare parts are sold through :-
Correct Answer Branch office
Your Answer Branch office


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


Multiple Choice Multiple Answer
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


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


Multiple Choice Single Answer
Question
The best channel of distribution for capital items is :-
Correct Answer Direct selling
Your Answer Direct selling


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


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


Multiple Choice Single Answer
Question
Allocating time for prospecting activities helps in :-
Correct Answer Servicing old accounts
Your Answer Servicing old accounts


Multiple Choice Single Answer
Question
An imbalance between cost & price requires :-
Correct Answer Managerial Action
Your Answer 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
Your Answer High value items