B2bm mcq with answer - Bagavavabaya hahahagagafahc awil ahthe clook bau a jsjsbssb gabagbaav jcjcsvjsgisvskvsj PDF

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Bagavavabaya hahahagagafahc awil ahthe clook bau a jsjsbssb gabagbaav jcjcsvjsgisvskvsj hsfisvisg the the the...

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B2B Marketing Practice MCQ’s with answers 1. Whole sellers and retailers buying behaviour is classified as A. business buyer behaviour B. derived demand C. business buying process D. cognitive dissonance 2. Demand of business buyers is derived from A. final consumer demand B. raw materials suppliers C. production controller D. logistic managers 3.In business buying process, group who has formal authority of supplier selection is classified as A. user B. influencer C. decider and gatekeeper D. buyer 4. Stage in buying behavior which follows reviews of supplier proposals by business buyer is A. supplier selection B. proposal solicitation C. supplier search D. order-routine specification 5. Business markets usually includes fewer but A. large scale production firms B. small scale retailers C. small scale production firms D. small scale wholesalers 6.Organization's buying behaviors of raw materials for production purposes is called A. business buyer behavior B. derived demand C. business buying process D. cognitive dissonance

7. To avoid complex buying situation, buying of packaged solution from single seller is considered as A. new task B. modified rebuy C. straight rebuy D. solutions selling 8. In business buying process, participants involved are A. user B. influencer C. decider and gatekeeper D. buyer 9.In business buying process, group who manage and control information flow is classified as A. user B. influencer C. decider D. gatekeeper 10. Stage in buying behavior which follows supplier's selection and discuss final specification of raw materials is classified as A. supplier selection B. proposal solicitation C. supplier search D. order-routine specification 11. In business buying process, one who uses product is called A. user B. influencer C. decider and gatekeeper D. buyer 12. In business buying process, group having informal or formal power of approving suppliers is classified as A. user B. influencer C. decider and gatekeeper D. buyer

13. Trading of raw material through online sources between buyers and sellers is classified as A. e-procurement B. de-procurement C. online selling D. direct marketing 14. Demand which is affected by price changes in short term is A. elastic demand B. inelastic demand C. realistic demand D. unrealistic demand 15. Stage which concludes supplier's performance assessment by business buyers is classified as A. supplier selection B. proposal solicitation C. performance review D. order-routine specification 16. Demand which is not affected by price changes in short term is A. elastic demand B. inelastic demand C. realistic demand D. unrealistic demand 17. In business markets demand is more A. elastic B. inelastic C. realistic D. insignificant 18. Business buying situation in which buyer reorders same order again and again on routine basis is A. new task B. modified rebuy C. straight rebuy D. solutions selling 19.All individuals and units involved in purchasing process are classified as A. buying center B. influencers C. deciders D. gatekeepers

20.In business buying process, group who furnish information to evaluate alternatives is classified as A. user B. influencer C. decider and gatekeeper D. buyer 21. Business buying process starts with the A. problem recognition B. general need description C. product specification D. supplier search 22.Business buying situation in which buyer reorders same product is classified as A. new task B. modified rebuy C. straight rebuy D. solutions selling 23.Business buying situation in which order is placed for first time is A. new task B. modified rebuy C. straight rebuy D. solutions selling 24.Stage in which business buyer invites supplier to submit proposals is classified as A. supplier selection B. proposal solicitation C. supplier search D. order specification 25. Process which involves comparing alternative suppliers for buying raw materials needed in production is classified as A. business buyer behavior B. derived demand C. business buying process D. cognitive dissonance 26. Tata Motors is suppling vehicle to Indian Army is an example of A. Governmental customer B. Commercial customer C. Institutional customer D. None of these

27. BATA is supplying shoes to JSPL is an example of A. Governmental customer B. Commercial customer C. Institutional customer D. None of these 28. Dell is supplying laptops to OPJU is an example of A. Governmental customer B. Commercial customer C. Institutional customer D. None of these 29. HDFC bank is buying office stationaries in adhoc basis A. Transactional exchange B. Value added exchange C. Collaborative exchange D. Product exchange 30. Sony is supplying camera to Oppo is A. Transactional exchange B. Value added exchange C. Collaborative exchange D. Product exchange 31. Reason of creating CRM strategy is A. Acquiring the right customer B. Maximizing profit C. Minimizing loss D. None of the above 32. How might you categorise the market for office photocopiers? A.B2C B.B2B C. C2C D.C2B 33. What is the difference between the term ‘customer’ and the term ‘consumer’? A.There is no difference. B.The term consumer refers only to people who buy food and drink products. C.Customers buy products but it is consumers who use them. D.Customers make organisational rather than personal purchases.

34. Which form of strategic orientation focuses on customers and competition? a. customer orientation b. product orientation c. sales orientation d. marketing orientation 35. Why is marketing important in a demand-driven economy? a. Consumers have lots of choice. b. There is competition for customers. c. Supply often exceeds demand. d. All of the above 36. What is ‘marketing communications’ an alternative term for? a. promotion b. email c. sales talk d. price lists 37. What is the term for a market in which products are sold to organisations who will use them to make other products? For example, flour may be sold to a bakery which uses it to bake cakes. a. consumer market b. reseller market c. B2B market d. industrial market 38. Oppo joins Sony is an example of A. Transaction Exchange B. Value-added Exchange C. Collaborative Exchange D. All of the above 39. Buyers and seller relationship is based on A. Market condition B. Buyer condition C. Seller condition D. All of the above 40. CRM strategy is to create A. Get Profit B. Turnover C. Acquire customer D. All of the above

41. Give one example of induced strategic behavior A. Announcing reward system B. Sales promotion C. Advertisement D. All of the above 42. A product champion is an organization member who creates, defines or adopts an idea for the innovation and is willing to assume A. Profit B. Significance risk C. Sales forecast D. All of the above 43. Example of derivative project is A. Cost reduction B. Sales forecasting C. Trend analysis D. All of the above 44. Innovating low cost and new technology alternative to a particular product is called A. Autonomous technology B. Disruptive technology C. CRM technology D. All of the above 45. A sustaining innovation targets demanding, high end customers with A. Better performance B. Better profit C. Better sales D. All of the above 46. Company must create the business model to get profit at discount price is called A. High end strategy B. Low end strategy C. Medium term strategy D. All of the above 47. New product strategy involves A. Market synergy B. Market forecasting C. Market trend D. All of the above

48. Indian Railway and Jindal transaction is an example of A. Government customer B. Commercial customer C. Institutional customers D. None of these 49. Govt. follow which pricing strategy to procure product? A. Promotional pricing B. Loss leader pricing C. Negotiated pricing D. Location pricing 50 . OPJU is purchasing Office stationary is an example of A. Transactional exchange B. Value added exchange C. Collaborative exchange D. None of these 51. “Many people want BMW, only a few are able to buy” this is an example of ………. 1. 2. 3. 4.

Need Want Demand Status

Answer: 1 52. This is the act of obtaining a desired object from someone by offering something in return. 1. 2. 3. 4.

Marketing Myopia Selling Exchange Delivery

Answer: 3 53. It’s a combination of quality, service & price 1. 2. 3. 4.

Marketing Triad Customer Value Triad Customer Satisfaction Triad Service Quality Triad

Answer: 2

54. This model is highly firm centric, where the firm believes that the competitive edge lies in its ability to innovate. 1. 2. 3. 4.

Conventional Contemporary Competitive None of the above

Answer: 1 55. “Marketing is the activity, set of ……………… & processes for creating, communicating, delivering & …………… offerings that have value for customers, clients, partners & society.” 1. 2. 3. 4.

Institutions, satisfying Organizations, exchanging Institutions, exchanging Organizations, understanding

Answer: 3 56. …………. Involves purchase from various sources & assembled at one place – involves creation & maintenance of the stock of goods purchased & ………….. Involves transfer of ownership of the goods 1. 2. 3. 4.

Selling & Buying Assembling & Selling Buying & Assembling Assembling & Buying

Answer: 2 57. These are the form of human needs take as shaped by culture & individual personality. 1. 2. 3. 4.

Wants Demands Needs Social Needs

Answer: 4

58. Want for a specific product backed by an ability to pay is called 1. 2. 3. 4.

Demand Need Want Customer

Answer: 1

59. The following is not a type of Marketing Concept 1. 2. 3. 4.

The production concept The selling concept The societal marketing concept The Supplier Concept

Answer: 4 60. Who is the father of Modern Marketing? 1. 2. 3. 4.

Peter Drucker Philip Kotler Lester Wunderman Abraham Maslow

Answer: 2 61. The term marketing refers to: 1. 2. 3. 4.

Advertising, Sales Promotion, Publicity and Public Relational activities A new product needs ideas, Developments, concepts and improvements. Sales Planning, Strategy and Implementation A philosophy that stresses customer value and satisfaction.

Answer: 4 62. Marketing is a process which aims at ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐. 1. 2. 3. 4.

Production Profit-making. The satisfaction of customer needs Selling products

Answer: 3

63. Marketing management is ________. 1. 2. 3. 4.

developing marketing strategies to move the company forward managing the marketing process monitoring the profitability of the company’s products and services the art and science of choosing target markets and getting, keeping, and growing customers through creating, delivering, and communicating superior customer value

Answer: 4 64. The most formal definition of marketing is ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐. 1. An organizational function and a set of process for creating, communicating and delivering, value to customers and that benefit the organization. 2. Improving the quality of life for consumers 3. Meeting needs profitability 4. Marketing is an organizational function includes the 4Ps Answer: 1 65. Marketers often use the term ________ to cover various groupings of customers. 1. 2. 3. 4.

buying power demographic segment market people

Answer: 3 66. Today, marketing must be understood in a new sense that can be characterized as: 1. 2. 3. 4.

“Get there first with the most.” “Management of youth demand.” “Satisfying customer needs.” “Telling and selling.”

Answer: 3

67. Marketing is both an “art” and a “science” there is a constant tension between the formulated side of marketing and the ________ side. 1. 2. 3. 4.

behaviour creative management selling

Answer: 3 68. …………is the major objective of any marketing activity in the world because marketing completes with the real sale of goods and services bought or acquired by the seller or when intermediary has been affected. 1. 2. 3. 4.

Marketing Selling Assembling Transportation

Answer: 2 69. It upholds the importance of the customer in the whole value creation process. The D.A.R.T highlights this aspect in a vivid manner. 1. 2. 3. 4.

Contemporary Model Conventional Model Both a&b None of the above

Answer: 1 70. Select an appropriate definition of Want 1. 2. 3. 4.

Consumer Needs Needs backed by buying power Needs directed to the product Basic human requirements

Answer: 3

71. The key customer markets consist of 1. 2. 3. 4.

Government Markets Business Markets Consumer Markets All of the above

Answer: 4 72. Definition of Marketing given by Philip Kotler: 1. Marketing is the process by which companies create value for customers & build strong customer relationships in order to capture value from customers in return. 2. Marketing is a societal process by which individuals & groups obtain what they need & want through creating offering & freely exchanging products & services of value with others. 3. Marketing is the activity, set of institutions & processes for creating, communicating, delivering & exchanging offerings that have value for customers, clients, partners & society at large. 4. None of the above Answer: 1 73. Which of the following statements is the most correct statement? 1. “The delivery of Goods& Services from producers to their ultimate consumers or users includes many different activities. These different activities are known as marketing.” 2. Marketing is to ensure that the product is easily & effectively moved from the point of production to the target market & ensures that the product can be easily accessed by customers.” 3. Marketing is the activity, set of institutions & processes for creating, communicating, delivering & exchanging offerings that have value for customers, clients, partners & society 4. “Marketing is the last step in the chain of commerce where a buyer exchanges cash for a seller’s good or service, or the activity of trying to bring this about.” Answer: 3

74. This company is well known for Technology innovation, Great value and act as a game changer. 1. 2. 3. 4.

Nokia Apple HTC Samsung

Answer: 2 75. In the history of marketing, when did the production period end? 1. 2. 3. 4.

In the late 1800s. In the early 1900s. In the 1920s. After the end of the Second World War.

Answer: 3 76. Which one of the following is a key to build lasting relationships with consumers? 1. 2. 3. 4.

Price of the product Need recognition Customer satisfaction Quality of product

Answer: 3 77. Which of the following is not an Exchange function of Marketing? 1. 2. 3. 4.

Product Planning & Development Buying function After-sales service Selling Function

Answer: 3 78. If the focus is on social and ethical concerns in marketing’ is characteristic of the _________ period. 1. 2. 3. 4.

Production Sales Marketing Societal marketing

Answer: 4

79. The key term in the American Marketing Association’s definition of marketing is: 1. 2. 3. 4.

Activity Sales Products Value

Answer: 4 80…….…..is a cluster of complementary products and services that are closely related in the minds of consumers but spread across a diverse set of industries. 1. 2. 3. 4.

Marketspace Marketplace Metamarket Marketpace

Answer: 3 81. The ___________________ concept holds that consumers will favour products that offer the most in quality, performance and innovative features. 1. 2. 3. 4.

Marketing Production Product Selling

Answer: 3 82. ____________________ are products bought by individuals and organizations for further processing or for use in conducting a business. 1. 2. 3. 4.

Consumer products Speciality products Industrial products Personal Products

Answer: 3

83. The term ‘marketing mix’ describes: 1. a composite analysis of all environmental factors inside and outside the firm. 2. a series of business decisions that aid in selling a product. 3. the relationship between a firm’s marketing strengths and its business weaknesses. 4. a blending of strategic elements to satisfy specific target markets. Answer: 4 84. When customer expectations regarding product quality, service quality, and value-based price are met or exceeded, _____ is created. 1. 2. 3. 4.

customer satisfaction planning excellence a quality rift a value line

Answer: 1 85. According to the Marketing and Sales Standards Setting Body (MSSSB), which of the following is not a marketing function? 1. 2. 3. 4.

Promote marketing intelligence. Develop sales tactics. Develop the customer proposition. Work with other business functions and third parties.

Answer: 2 86. After concept testing, a firm would engage in which stage for developing and marketing a new product? 1. 2. 3. 4.

Marketing strategy development Business analysis Product development Test marketing

Answer: 1

87. If the company’s sales are slow down, and profits level off or decline. At which stage the company has reached? 1. 2. 3. 4.

Introduction Decline Growth Maturity

Answer: 2 88. Which of the following marketing mix activity is most closely associated with newsletters, catalogues and invitations to organization-sponsored events? 1. 2. 3. 4.

Pricing Promotion Distribution Product

Answer: 2 89. Buying goods and services for further processing or for use in the production process refers to which of the following markets? 1. 2. 3. 4.

Consumer markets Government markets Business markets International markets

Answer: 3 90. Which one of the following sets represents 4C’s of the marketing mix? 1. 2. 3. 4.

Customer solution, cost, convenience, communication Customer, cost, convenience, comfort Convenience, communication, coverage, cost Cost, coverage, communication, consultancy

Answer: 1

91. Which one of the following is NOT the stage that customers go through in the process of adopting a new product? 1. 2. 3. 4.

Awareness Interest Evaluation Culture Answer: 4

92. The mental act, condition or habit of placing trust or confidence in another, shows which of the following options? 1. 2. 3. 4.

Motive Belief Behaviour Attitude

Answer: 2 93. New product development starts with which one of the following steps of new product development? 1. 2. 3. 4.

Idea screening Idea generation Test marketing Concept testing

Answer: 2 94. What does this statement show “Trade of value between two parties”? 1. 2. 3. 4.

Competition Transaction Exchange Need

Answer: 2

95. Which one of the following concepts is a useful philosophy in a situation when the product’s cost is too high and marketers look for ways to bring it down? 1. 2. 3. 4.

Selling concept Product concept Production concept Marketing concept

Answer: 3 96. The buying process starts from which one of the following stages in which the buyer recognizes a problem or need 1. 2. 3. 4.

Need recognition Information search Evaluation of alternative Purchase decision

Answer: 1 97. A firm has decided to localize its products and services to meet local market demands. Which one of the following approaches is a good approach for this segmentation? 1. 2. 3. 4.

Geographic Demographic Psychographics Behavioural

Answer: 1 98. Customer’s evaluation of the difference between all the benefits and all the costs of a marketing offer relative to those of competing offers refers to which of the following options? 1. 2. 3. 4.

Customer perceived value Marketing myopia Customer relationship management Customer satisfaction

Answer: 1

99. Which one of the following statements by a...