Principles of Marketing (MGT301)

1. A marketing research department provides product information, so that the customer might come up with some alternatives. Such situation describes which of the following consumer buying behavior stage?

   1. Need recognition
   2. Information search
   3. Evaluation of alternatives
   4. The purpose of decision

2. Marketing strategy is the marketing logic by which a company hopes to achieve profitable customer relationships.

   1. True
   2. False

3. Which of the following method is simple to use and helps management think about the relationships among promotion spending, selling price, and profit per unit?

   1. Percentage-of-sales
   2. Affordable
   3. Competitive-parity
   4. Objective-and-task

4. Alternative evaluation is how the consumer processes information to arrive at brand choices. Consumers do not use a simple and single evaluation process in all buying situations.

   1. True
   2. False

5. Primary data must be Accurate, unbiased, current, and ________.

   1. Complete
   2. Relevant
   3. Inexpensive
   4. Collected before secondary data

6. In international marketing research, a common problem which marketers may have to face is the availability of which one of the following?

   1. Primary data
   2. Research specialists
   3. Secondary data
   4. Intelligence limitations

7. Which of the following is the marketing unit of measurement?

   1. Value
   2. Transaction
   3. Profit
   4. Satisfaction

8. Which of the following is used as research instrument for data collection?

   1. Experiment
   2. Observation
   3. Questionnaire
   4. Information

9. It is one of the major responsibility of marketing manager to have complete marketing information before defining and understanding the consumer markets. Marketing information is very important because it is used to:

   1. Satisfy company objectives
   2. Make better marketing decisions
   3. Make management’s job easier
   4. Please customers

10. Selling is managing profitable customer relationships.

    1. True
    2. False

11. Now a day, people are often involved in buying different kind of cloth in their daily routine life. What does it depict?

    1. Attitude
    2. Status
    3. Learning
    4. Lifestyle

12. Virtual University of Pakistan is using the systematic design, collection, analysis, and reporting of data relevant to marketing its new undergraduate and graduate programs to minority students. What do you call this?

    1. Promotion
    2. Marketing research
    3. Cost-benefit analysis
    4. Identifying the target market

13. Consumers are spending more on products and services that will improve their lives rather than their image” reflects which aspect of the cultural environment?

    1. People's view of others
    2. People's view of themselves
    3. People's view of organizations
    4. People's view of nature

14. Which form of data that already exist somewhere and can be obtained more quickly and easily even at lower cost?

    1. Primary
    2. Census
    3. Secondary
    4. Syndicated

15. Which of the following shows great impact on the purchase decision of consumers?

    1. Social Class
    2. Culture
    3. Family
    4. Group

16. The aim of De-marketing is:

    1. To reduce demand temporarily
    2. To reduce demand permanently
    3. To shift demand
    4. All of the given options

17. The societal marketing concept calls on marketers to balance consumer wants and desires, company profits, and society's interest.

    1. True
    2. False

18. All of the following are the sources where consumer can obtain information EXCEPT:

    1. Personal
    2. Commercial
    3. Attitude
    4. Public

19. Nokia wanted to launch new brand with latest technology in Pakistan. Which of the following option is the first step before launching and manufacturing of product?

    1. Marketing research
    2. Assessing information needs
    3. Marketing intelligence
    4. Marketing plan

20. At which stage personal or difficult questions should be asked in a questionnaire?

    1. In beginning
    2. In the middle
    3. In the last
    4. At all stages

21. Unique psychological characteristics that lead to relatively consistent and lasting responses to one’s own environment refers to which one of the following?

    1. Belief
    2. Culture
    3. Personality
    4. Self-awareness

22. Which of the following advertising becomes more important to build selective demand as competition increases?

    1. Persuasive advertising
    2. Informative advertising
    3. Patronage advertising
    4. Reminder-oriented advertising

23. Which promotion mix ingredient costs considerably more than advertising to reach one person but can provide more immediate feedback?

    1. Publicity
    2. Sales promotion
    3. Personal selling
    4. Public relations

24. The selling concept holds that consumers will not buy enough of the firm's products unless it undertakes a large-scale selling and promotion effort.

    1. True
    2. False

25. Your manager asked you to go through three of your competitors' garbage bins to gather marketing intelligence from their discarded paperwork. One of them caught you in the act and has summoned you to court. The judge will most likely rule this to be an illegal activity and fine you and your company.

    1. True
    2. False

26. Product, price, place, and promotion make up the elements of a firm's marketing mix.

    1. True
    2. False

27. The buying process starts from which one of the following stages in which the buyer recognizes a problem or need?

    1. Need recognition
    2. Information search
    3. Evaluation of alternatives
    4. Purchase decision

28. “Warda” Dress Designer wants to launch new brand in winter and for this reason, collects information from market. The process is called?

    1. Securing market information
    2. Risk taking
    3. Financing
    4. Standardizing and grading

29. Which form of data can usually be obtained more quickly and at a lower cost?

    1. Primary
    2. Tertiary
    3. Secondary
    4. None of the given

30. Pepsi cola is a carbonated water drink which is used to quench thirst. Here Pepsi cola denotes which type of level of product?

    1. Core product
    2. Actual product
    3. Augmented product
    4. Industrial product

31. Strategic market planning is the task of selecting an overall company strategy for long-run survival and growth.

    1. True
    2. False

32. A transaction in which the organization is making an initial purchase of an item to be used to perform a new job refers to which of the following purchases?

    1. Straight rebuy purchase
    2. Delayed purchase
    3. New-task purchase
    4. Modified rebuy purchase

33. Nokia has clear and distinctive image in the minds of the consumers due to its features and reliability. It is relevant to which of the following concept?

    1. Market segmentation
    2. Market researching
    3. Market positioning
    4. Market targeting

34. Last step of marketing research process is _________.

    1. defining the problem and research objectives
    2. developing the research plan
    3. analyzing the information
    4. presenting the findings

35. How many steps are involved in marketing research process?

    1. Three
    2. Four
    3. Two
    4. Five

36. Which one of the following information can easily be collected through experimental research?

    1. Unknown
    2. Causal
    3. Complicated
    4. Interactive

37. Consumer behavior is very much affected by the social factors. Social factors include:

    1. Culture
    2. Subculture
    3. Social Class
    4. Groups

38. At times it becomes necessary to reduce demand for some products and services. When the government tries to reduce smoking of tobacco products, it adds more tax to the products and is practicing demarketing.

    1. True
    2. False

39. What does the meaning of the physical arrangement of the illustration, headline, subheadline, body copy and the signature?

    1. Copy
    2. Art design
    3. Layout
    4. Storyboard

40. Which one of the following is not the component of macro environment?

    1. Demographic
    2. Natural
    3. Technological
    4. Publics

41. Similar to 4P’s of marketing, the 4C’s are:

    1. Care, choice, community, challenge
    2. Care, choice, community, collection
    3. Care, company, community, challenge
    4. Care, collaboration, command, challenge

42. Mission statements should be realistic and general in nature.

    1. True
    2. False

43. While defining the research objectives; it is important to note that research objectives must be translated into specific:

    1. Marketing goals
    2. Information needs
    3. Dollar amounts
    4. Time allotments

44. When backed by buying power, needs become demands.

    1. True
    2. False

45. After carefully questioning your msjor suppliers and resellers, you ascertain they do not form important sources of intelligence information for marketing decision making.

    1. True
    2. False

46. The marketing research step that comes after “identifying and defining the research problem” in the marketing research process is which one of the following?

    1. Interpretation
    2. Implementation
    3. Developing the research plan
    4. Observation

47. The production concept and product concept are two philosophies that can both lead to marketing myopia.

    1. True
    2. False

48. In which of the following stage marketer provides quality product and services without variation in quality?

    1. Storing
    2. Selling
    3. Standardizing and grading
    4. Risk Taking

49. Your marketing department is attempting to improve strategic decision making, assess and track competitors’ actions and provide early warning of opportunities and threats. For this purpose which of the following will be used by your department?

    1. Internal Database
    2. External Database
    3. Marketing Intelligence
    4. None of the given

50. Which of the following factors are mostly used to divide markets into consumer markets?

    1. Buyer’s characteristics & amount of purchases
    2. Buyer’s characteristics &product prices
    3. Buyer’s characteristics & buying purposes
    4. Buyer’s characteristics & regularity of purchases

51. The late majorities are skeptical; they adopt an innovation only after their friends have tried it.

    1. True
    2. False

52. Marketers of products, services, and ideas only practice marketing, whereas buyers do not.

    1. True
    2. False

53. Which of the following advertising is used in which a company directly or indirectly compares its brand with one or more other brands?

    1. Informative advertising
    2. Reminder advertising
    3. Comparative advertising
    4. Institutional advertising

54. Al-Karam introduces discount on its winter wear stock up to 62% in summers, it comes under which type of discount?

    1. Cash discount
    2. Quantity discount
    3. Trade discount
    4. Seasonal discount

55. Demand marketing is concerned with?

    1. Increasing demand
    2. Decreasing demand
    3. Finding demand
    4. All of the given

56. Which one of the following is the final stage in the developing an advertising campaign?

    1. Creating the advertising platform
    2. Developing the media plan
    3. Creating the advertising message
    4. Evaluating the effectiveness of advertising

57. Through sales management supervision, what does the company do for sales force to do a better job?

    1. Coaches
    2. Motivates
    3. Influences
    4. Forces

58. Which one of the following sets represents 4 C’s of the marketing mix?

    1. Customer Solution, Cost, Convenience, Communication
    2. Customer, Cost, Convenience, Comfort
    3. Convenience, Communication, Coverage, Cost
    4. Cost, Coverage, Communication, Consultancy

59. Ethical issues such as; irritation to consumers, unfairness deception or fraud, and invasion of privacy refer to which of the following?

    1. Mass marketing
    2. Direct marketing
    3. Indirect marketing
    4. All of the given

60. ________ is defined as achieving goals depends on knowing the needs and wants of the target markets and delivering the desired satisfaction better than competitors do?

    1. Marketing concept
    2. Production concept
    3. Marketing management
    4. Societal marketing

61. Strategic market planning is the task of selecting an overall company strategy for long-run survival and growth.

    1. True
    2. False

62. What would be the ingredients of a baby cereal to attract a large target market? It is the problem statement of which of the following research?

    1. Exploratory Research
    2. Descriptive Research
    3. Causal Research
    4. All of the given

63. Which one of the following options represents the collection of data for the purpose of applying appropriate actions at a subsequent time?

    1. Lifestyle
    2. Learning
    3. Perception
    4. Attitude

64. Which type of wholesaler not only provides transportation and delivers products to retailers, but also provides the service of placing products on retailers' shelves?

    1. Truck wholesaler
    2. Cash-and-carry wholesaler
    3. Rack jobber
    4. Rack jobber

65. When you collect informationfrom your company's accounting and sales records stored in the computer. You are developing an internal database.

    1. True
    2. False

66. Ali is very efficient in computer technology and reads all the latest information on electronics. He also has a very charming and charismatic personality, so when he recommends certain equipment, other people tend to follow his advice. Ali is a/an _____.

    1. Group member
    2. Opinion Leader
    3. Group Moderator
    4. All of the given

67. Suppose you are at the point of testing hypotheses about decreasing sales in a certain markets and their causes. You are involved in what type of research?

    1. Exploratory
    2. Descriptive
    3. Causal
    4. Focus group

68. People are expected to perform activities according to the persons around them. These activities reflect which one of the following concept?

    1. Motive
    2. Role
    3. Lifestyle
    4. Tradition

69. Zara, the cosmetics brand focuses on quality products, performance and features. It holds which of the following concept?

    1. Production concept
    2. Product concept
    3. Marketing concept
    4. Total Quality Management

70. Which of the following communication and promotion tools involve direct connections with customers aimed toward building customer-unique value and lasting relationships?

    1. Personal selling and direct marketing
    2. Public relation and publicity
    3. E-commerce and E-business
    4. Advertising and sales promotion

71. The principles of personal selling described as which one of the following orientation?

    1. Relationship orientation
    2. Service orientation
    3. Customer orientation
    4. Transaction orientation

72. Winning a new customer is usually more costly than retaining an existing customer. How much time it is costly?

    1. 5-10 times
    2. 10-15 times
    3. 15-20 times
    4. 20-25 times

73. Marketers are usually interested to see the roles and influence of husband, wife and children on the buying patterns of different household products and services. Identify the class which is being studied by the marketers by undertaking the factors influencing the consumer behavior?

    1. Family
    2. Social class
    3. Opinion leader
    4. Reference group

74. Which one of these is not the benefit of buyers in direct marketing?

    1. Convenient
    2. Greater product access and selection
    3. Customer relationship building
    4. Buying is easy

75. Bunny bread is mostly used in breakfast times in different areas of Lahore. Manufacture of Bunny bread has made this for all type of customers ranging from housewives to children and teens to old people. Bunny bread is using which of the following market coverage strategy?

    1. Differentiated
    2. Undifferentiated
    3. Concentrated
    4. None of the given

76. Making more sales to current customers without changing a firm's products is market penetration.

    1. True
    2. False

77. Data/Information that already exists and collected somewhere else and readily available from other sources as well is known as:

    1. Primary data
    2. Secondary data
    3. Encrypted data
    4. Bulk data

78. In which of the following pricing the seller selects a given city as a "basing point" and charges all customers the freight cost from that city to the customer location, regardless of the city from which the goods are actually shipped?

    1. Base-point pricing
    2. Freight absorption pricing
    3. Transfer pricing
    4. Zone pricing

79. Which of the following is a physical, concrete product that you can touch?

    1. A service
    2. A good
    3. An idea
    4. A philosophy

80. Positioning refers to make a competing product that will create a clear, distinctive, and desirable image in the minds of target consumers. Identify the positioning task in the following?

    1. Identify the a set of possible competitive advantage
    2. Choosing the right competitive advantage
    3. Selecting the target market
    4. Selecting the positioning strategy

81. Anything that can be offered to a market for attention, acquisition, use, or consumption and that might satisfy a want or need refers to which one of the following concepts?

    1. Product
    2. Price
    3. Place
    4. Promotion

82. All of the following are the logistics functions EXCEPT?

    1. Order processing
    2. Warehousing
    3. Inventory management
    4. Retailing

83. To reduce inventory management costs, many companies use a system where they carry only small inventories of parts or merchandise, often only enough for a few days of operation refers to which of the following concepts?

    1. Just-in-time logistics
    2. Limited inventory logistics
    3. Economic order quantity
    4. Supply chain management

84. "At Nike, we sell shoes" is a market-oriented business definition.

    1. True
    2. False

85. The marketing environment is made up of ______ forces.

    1. Three
    2. Two
    3. Four
    4. Five

86. ABC Company is identifying and developing new markets for its current product. ABC Company is exploring possibilities for which of the following strategies?

    1. Product development
    2. Market penetration
    3. Diversification
    4. Market development

87. When your marketing manager discussed factors and forces outside marketing that affect marketing management's ability to build and maintain successful relationships with target customers, you knew that she was talking about the external marketing concept.

    1. True
    2. False

88. Demarketing is a marketing philosophy focused upon product differentiation and positioning.

    1. True
    2. False

89. Which one of the following is a key building block for developing and managing customer relationships?

    1. Consumer expectations and customer satisfaction
    2. Customer choices and product offers
    3. Product performance and customer value
    4. Customer value and customer satisfaction

90. A researcher on the University Book Shop's survey asks respondents to tell what they like least about textbook shopping. What type of question it is?

    1. An open-ended
    2. A dichotomous
    3. A multiple choice
    4. A close ended

91. Which of the following phase of marketing research process is considered MOST expensive and subject to error?

    1. Exploratory research
    2. Hypothesis
    3. Data collection
    4. Data validation

92. In which of the following contact method where a group of six to ten people have been gathered for interviewing to know the reasons of success or failure of any brand or product?

    1. Personal Interviewing
    2. Telephonic Interviewing
    3. Computer Interviewing
    4. Mail Questionnaires

93. Most firms follow the production concept when they face overcapacity.

    1. True
    2. False

94. The difference between human needs and wants is that needs are states of felt deprivation.

    1. True
    2. False

95. Those factors that determine the size and means of payment exchanged for goods and services are part of which one of the following mix?

    1. Price promotion mix
    2. Price factor mix
    3. Basic price mix
    4. Production price mix

96. If a retailer from Islamabad orders a quantity of merchandise to be delivered to his store in Lahore and is quoted a price that does not include transport costs, the retailer is paying a price called:

    1. International price
    2. FOB price
    3. Geographic price
    4. Base-point price

97. The basic purpose of all departments and forces of a company is:

    1. To provide customer value and satisfaction
    2. To decrease cost of production
    3. To increase sales of a firm
    4. To increase brand equity

98. Which of the following tasks are included in marketing management?

    1. Marketing analysis
    2. Marketing planning
    3. Marketing implementation
    4. All of the given

99. Various studies have indicated that good sales people have various traits including which of the following?

    1. Job commitment
    2. Enthusiasm
    3. Persistency
    4. All of the given

100. Which of the following set refers to the order of action in marketing control process?

     1. Measure performance – evaluate performance – corrective action – set goals
     2. Corrective action – set goals - measure performance – evaluate performance
     3. Set goals - Measure performance – evaluate performance - corrective action
     4. Set goals - Measure performance – corrective action – evaluate performance

101. Mr. Aqeel is running a garment outlet for men in Lahore Liberty market. In order to include some new styles in shirts and outfits for men he will study which of the following personal factors of buyers?

     1. Age and life cycle stage
     2. Economic situations
     3. Lifestyle
     4. All of the given

102. An exchange is the core concept of marketing, whereas a transaction is marketing's unit of measurement.

     1. True
     2. False

103. The creative people must find the best style, tone, words, and format for executing the message. Which of the following is the style that shows one or more typical people using the product in a normal setting?

     1. Lifestyle
     2. Slice of life
     3. Personality symbol
     4. Real-world depiction

104. The objective of which one of the following research study is “to gather preliminary information that will help define the problem and suggest hypotheses”.

     1. descriptive
     2. exploratory
     3. causal
     4. corrective

105. Small organizations can obtain most of the data from large businesses with minimal effort. What type of date it is?

     1. The Internet
     2. Secondary
     3. Primary
     4. Business

106. When railroad companies thought that users wanted trains rather than transportation and overlooked the growing challenge of other modes of transportation they were following the selling concept.

     1. True
     2. False

107. Political force is one of the forces of marketing macro environment. How marketers view political forces?

     1. Easily ignored
     2. Easily influenced
     3. Simple to recognize
     4. Beyond their control

108. “How are you telling consumers in your target group about your product” This question belongs to which marketing concept?

     1. Product
     2. Price
     3. Place
     4. Promotion

109. Delivering superior customer value and customer satisfaction are the two keys to building lasting customer relationships.

     1. True
     2. False

110. Marketing Research composed of the following steps: defining the problems and research objectives, implementing the research plan, interpreting and reporting the findings. Which of the following step is missing?

     1. Developing the research budget
     2. Choosing the research agency
     3. Choosing the research method
     4. Developing the research plan

111. Marketing offers are limited to physical products.

     1. True
     2. False

112. What is the reason(s) of acquiring information from the market?

     1. To know the total demand
     2. To know about competitors
     3. To know about company’s share
     4. All of the given

113. Customer-perceived value depends on the product's perceived performance relative to a buyer's expectations.

     1. True
     2. False

114. Which of the following is the last step in marketing research process?

     1. Developing the research plan
     2. Interpreting and reporting the findings
     3. Defining the problem and research objectives
     4. Implementing the research plan

115. Walls ice cream runs advertisements featuring children, young and old people groups. What does this advertisement mean?

     1. Company is product oriented
     2. Company has several target markets
     3. Company considers only environmental factors
     4. Company is market oriented

116. Ford Motors is producing a new van with four-wheel drive. Identify on which of the following basis they will segment their markets for this new model?

     1. Religion
     2. Age
     3. Income
     4. Race

117. Proctor and Gamble periodically sends out coupons and free samples of products. This illustrates P & G's use of which one of the following elements of the promotion mix?

     1. Advertising
     2. Personal selling
     3. Personal selling
     4. Publicity

118. When the aim of the promotion, while introducing a new consumer product, is to achieve high awareness levels, the firm will most likely make heavy use of which one of the following promotional mix?

     1. Advertising
     2. Sales promotion
     3. Personal selling
     4. Publicity

119. HSY, designer has a leading brand image in the minds of the customers. It is called as:

     1. Promotion
     2. Positioning
     3. Advertising
     4. Awareness

120. In the process of buying routinely purchased items, buyers also plays the role of which of the following category?

     1. Deciders
     2. Gatekeepers
     3. Influencers
     4. Buyers

121. Energy battery cell manufacturing company wants to launch a new battery cell that have a large life and cannot subject to malfunction early. For that purpose, it wants to conduct a research whether consumer like it or not. In your sense, what would be the problem statement of the company?

     1. Will people like the battery cells having long life?
     2. Will people switch to our manufactured cells as compared to other brands?
     3. Will people prefer to use our cells as these give them more benefits than others?
     4. All of the given

122. The marketing research process includes all, EXCEPT:

     1. Defining the problem
     2. Developing the research plan
     3. Making critical decisions
     4. Reporting the findings

123. The process of dividing a total market into small market groups to meet the desired needs of each customer in each group. It is refers to which of the following concepts?

     1. Segmenting
     2. Differentiating
     3. Target marketing
     4. Concentrating

124. How would you describe the primary data being used by your firm?

     1. Collected for the specific purpose at first hand
     2. Original information
     3. First-time information
     4. All of the given

125. Who is our target market and what's our value proposition are two important questions underlying marketing strategy.

     1. True
     2. False

126. Mr. Mohsen is currently involved in marketing research. He is using flexible as well as difficult questions which allow further explanation. Identify this form of research which Mohsen is using?

     1. Personal interviewing
     2. Online interviewing
     3. Telephone interviewing
     4. Mall intercepts

127. Company XYZ is offering modified or new products to its current market segments. Company XYZ is applying which of the following strategy for growth?

     1. Product development
     2. Market development
     3. Market penetration
     4. Diversification

128. Which one of the following is the function of a channel of distribution?

     1. Directs the flow of products from producers to customers
     2. Links producers to other marketing intermediaries
     3. Takes title to products and resells them
     4. Manages transportation and warehousing functions

129. Telemarketing, email, voicemail marketing, and door-to-door selling are the examples of which of the following marketing technique?

     1. Indirect marketing
     2. Direct marketing
     3. Mass marketing
     4. None of the given

130. Survey research is called as the backbone of primary research. It is the most widely used research method for primary data collection and the best way for gathering which one of the following information?

     1. Developmental
     2. Explanatory
     3. Descriptive
     4. Exploratory

131. The twofold goal of marketing is to attract new customers by promising superior value and to keep and grow current customers by delivering satisfaction.

     1. True
     2. False

132. A Bank airs a series of radio ads that claim "We are the listening bank." This campaign would be best described as which one of the following advertising?

     1. Pioneer advertising
     2. Product advertising
     3. Institutional advertising
     4. Comparative advertising

133. When sellers focus on existing needs and lose sight of underlying customer wants, they suffer from marketing myopia.

     1. True
     2. False

134. The set of marketing tools a firm uses to implement its marketing strategy refers to which one of the following concepts?

     1. Promotion mix
     2. Product mix
     3. Marketing mix
     4. Marketing effort

135. Strategic control involves looking at whether a company's basic strategies are well matched to its opportunities.

     1. True
     2. False

136. Risk is something which hinders the buyer to make purchase decision. However in some buying decisions risk is very less. Which of the following buying situation has the low risk than the others?

     1. Straight rebuy
     2. Modified rebuy
     3. New task
     4. None of the given

137. Pak Suzuki Motor Company needs to assess the company's image relative to a new competitor. The time schedule is flexible, the research budget is very limited and a low response rate will not be a major problem. Which one of the following survey would be used by Pak Suzuki Motor Company?

     1. Mail
     2. Telephone
     3. Personal interview
     4. All of the given

138. ________ is the public information about a company, good, or service appearing in the mass media as a news item.

     1. Publication
     2. Publishing
     3. Publicity
     4. All of the given

139. You are hired as research associates in Proctor and Gamble and your task is to find the ways to increase the sales of Pampers in rural areas of Punjab. Your research problem statement would be:

     1. Why the mothers are using nappies made of cloths?
     2. How to increase the sales of pampers in rural areas?
     3. Why the mothers do not prefer Pampers over the other diapers?
     4. All of the given

140. Specifications of a product relate to which of the following?

     1. Physical characteristics and level of quality
     2. Financing available with the product
     3. Types of competitors offering a similar product
     4. Price of a product offering to customer

141. When the size, purchasing power and profiles of business market segments can be determined, they are said to possess the requirement of being what?

     1. Measurable
     2. Accessible
     3. Substantial
     4. Actionable

142. Most firms follow the production concept when they face overcapacity.

     1. True
     2. False

143. What is our business? Who’s our customer? What do our customers value? What should our business be? All these simple-sounding questions define which of the following concepts?

     1. Objectives and goals
     2. Mission statement
     3. Business portfolio
     4. Operational strategies

144. Which of the following is a form of direct marketing?

     1. Kiosk marketing
     2. Direct mail
     3. Catalog marketing
     4. All of the given

145. Females are now more indulged in working in offices then the earlier. This shifts in demographic represents which one of the following?

     1. Increasing diversity of population
     2. Changing family and living patterns
     3. Emergence of a new market
     4. Income and education increases

146. Sales applicants are typically NOT tested for which one of the following skills?

     1. Management skills
     2. Organizational skills
     3. Accounting skills
     4. Analytical skills

147. Nike is the international brand and serves customers around the globe. While making promotional campaign that is understood by every nation, which of the following factors influence Nike’s promotional campaign?

     1. Technological environment
     2. Legal environment
     3. Socio-cultural environment
     4. Competitive environment

148. Customer Relationship Management (CRM) is nothing more than a customer data management activity.

     1. True
     2. False

149. One of your colleagues wants to use secondary data exclusively for his current research project. You advised him that the use of secondary data may also have some potential problems. Which one of the following is not one of them?

     1. It may not exist
     2. All of the needed data is rarely available
     3. It may not be useable
     4. It is generally more expensive when purchased from the government

150. Mr. Akram is a vendor and his duty is to supply hygienic foods to the patients of Ganga Ram Hospital in Lahore. Ganga Ram Hospital serves which of the following market for Mr. Akram?

     1. Reseller Market
     2. Supplier Market
     3. Institutional Market
     4. Government Market

151. A sales representative from a software company approaches to accounting firm and offer a “new software package” that can perform bookkeeping tasks much better than the firm’s existing package. The accounting firm is most likely in which stage of the organizational buying decision process?

     1. Problem recognition
     2. Product specification
     3. Product selection
     4. Product purchase

152. Consumer market can be segmenting in how many ways?

     1. 1
     2. 2
     3. 3
     4. 4

153. Marketing plan is started from which one of the following component?

     1. Executive summary
     2. Marketing strategy
     3. Action programs
     4. Opportunity analysis

154. Derived demand refers to the business demand that ultimately comes from the demand for consumer goods.

     1. True
     2. False

155. At Air Online, "we provide online services." is a market-oriented business definition.

     1. True
     2. False

156. The marketing information system is not limited to use by the company it serves. It may also provide information to which of the following?

     1. The government
     2. External partners
     3. Various publics
     4. Competitors

157. Secondary data must be:

     1. Relevant
     2. Accurate
     3. Current
     4. All of the given

158. Large number of manufacturers and greater number of product variety increases

     1. Bargaining power of buyers
     2. Bargaining power of suppliers
     3. Rivalry among the competitors
     4. Threat of substitute

159. Collection of raw facts refers to which of the following options?

     1. Information
     2. Data
     3. Results
     4. Reports

160. Which one of the following the “target audience” for an advertising campaign?

     1. Information base on which to develop the campaign
     2. Location and geographic distribution of persons
     3. Group of people toward whom the advertisements are directed
     4. Overall goal of the advertising campaign

161. Marketing management is interested in serving all customers in every way to remain competitive in today's markets.

     1. True
     2. False

162. High involvement in purchase and see little difference among brands comes in which type of buying behavior?

     1. Complex buying behavior
     2. Habitual buying behavior
     3. Dissonance-reducing buying behavior
     4. Variety-seeking buying behavior

163. Customer value is defined as the customer's evaluation of the perceived difference between all the benefits and all the costs of a marketing offer relative to those of competing offers.

     1. True
     2. False

164. All of the Ahmad’s friends try to copy his style, his dressing and the way he speaks. He is also considered as one of the most reliable person in the group. Ahmad is regarded as a/an:

     1. Group member
     2. Opinion Leader
     3. Group Moderator
     4. All of the given

165. HTC decided to lower its prices due to recent economic recession. The firm is responding to which of the following option?

     1. Political environment
     2. Economic environment
     3. Cultural environment
     4. Demographic environment

166. New technology leads towards the production of new goods and services, it also:

     1. Lower the availability of existing products
     2. Lower the quality of existing products
     3. Lower the prices of existing products
     4. None of the given

167. A local firm wants to adopt the marketing concept. To be consistent with this move, it should adopt which of the following philosophies?

     1. Making money is our business
     2. The customer is always right
     3. Keep prices low
     4. Focus on competitors only

168. Nokia is about to launch a new product but uncertain about the success and failure of the product is called?

     1. Securing market information
     2. Risk taking
     3. Competition
     4. Financing

169. Which of the following option refers to the actors and forces outside marketing that can affect marketing management ability?

     1. Marketing environment
     2. Marketing planning
     3. Marketing strategy
     4. Marketing audit

170. Which of the following psychological factors refers to an expressive and descriptive judgement that a person holds about something.

     1. Motivation
     2. Perception
     3. Beliefs
     4. Attitudes

171. Which of the following environment consists of the factors that affect consumer purchasing power and spending patterns?

     1. Demographic environment
     2. Cultural environment
     3. Economic environment
     4. Consumer environment

172. The different ways to market product to customers include: direct mail, catalog, telemarketing and online marketing is part of?

     1. Direct marketing channels
     2. Selling
     3. Promotion
     4. Advertising

173. Mr. A retains complete ownership of all members of its distribution channel. Mr. A channel would be best described as which of the following VMS?

     1. Corporate
     2. Contractual
     3. Conventional
     4. Administered

174. Human needs are shaped by culture and individual personality.

     1. True
     2. False

175. Which of the following is the set of actual and potential buyers of a product?

     1. A market
     2. An audience
     3. A group
     4. A segment

176. Hybrid cars and android technology in mobiles are examples of:

     1. Technological products
     2. Economical products
     3. Ecological products
     4. Natural products

177. What is the first step in the selling process?

     1. Approaching the customer
     2. Making the presentation
     3. Overcoming objections
     4. Prospecting and qualifying

178. Economic factors focus on which one of the following concepts?

     1. Level of economic development
     2. Bureaucracy
     3. Behavioral pattern
     4. Stability of government

179. Connecting with employees in the company refers to which of the following options?

     1. Extranet
     2. Internet
     3. Intranet
     4. World wide web

180. Mr. Amjad wants to start a textile business. In the initial phase he wants to get some useful data about competitors marketing strategies. Which of the following will give him a true competitor insight?

     1. Business Publications
     2. Press Releases
     3. Competitor’s Advertisements
     4. All of the given

181. The buying center is a fixed and formally identified unit within the buying organization.

     1. True
     2. False

182. What does the term sales quota refer to?

     1. Sales objectives
     2. Time to make a sale
     3. Sales methods
     4. Number of customers

183. To find the right product for your customers is relevant to which of the following concept?

     1. Societal marketing concept
     2. Selling concept
     3. Marketing concept
     4. Product concept

184. Mr. Sajid is confused about using the marketing research process. He seems to be having problems in one of step which is often considered as the hardest step to take. You are required to identify this step?

     1. Defining the problem
     2. Defining the research objectives
     3. Defining the problem and research objectives
     4. Researching a research agency to help

185. Which of the following is NOT a desirable situation for price increase?

     1. If a firm can increase profit
     2. Faces cost inflation
     3. Faces greater demand than can be supplied
     4. None of the given

186. Which one of the following steps in the marketing research process has been left out: defining the problems and research objectives, interpreting and reporting the findings, and implementing the research plan?

     1. Developing the research budget
     2. Choosing the research agency
     3. Choosing the research method
     4. Developing the research plan

187. A company decides on its promotion budget by using four common methods to set the total budget for advertising. What is NOT one of these methods?

     1. The affordable method
     2. The percentage-of-sales method
     3. The integrated method
     4. The competitive-parity method

188. Which one of the following research instrument is used to collect large amount of information at the low cost?

     1. Mail questionnaires
     2. Telephone interviewing
     3. Personal interviewing
     4. None of the given

189. Record system that provides current data on sales, costs, inventories, cash flows, accounts receivable and payable refers to which of the following data?

     1. Internal data
     2. External data
     3. Secondary data
     4. Primary data

190. ________ is a tool by which management evaluates the various businesses making up the company.

     1. Business portfolio
     2. Portfolio analysis
     3. Strategic business unit
     4. Product life cycle

191. The customer focused marketing is described as:

     1. Identify your profitable customers
     2. Build relationships with customers
     3. Provide sustainable advantage over competitors
     4. All of the given options

192. Dissonance-reducing buying behaviour occurs when consumers are highly involved with an expensive, infrequent, or risky purchase but see a lot of difference among brands.

     1. True
     2. False

193. The societal marketing concept is divided into:

     1. Society, company, government
     2. Society, company, consumers
     3. Company, consumers, competitors
     4. Society, company, competitors

194. ABC Company, the sportswear designer and manufacturer, decided to open its own specialty shops to sell its merchandise, the firm was engaging in which of the following?

     1. Vertical channel integration
     2. A conventional marketing channel
     3. Horizontal channel integration
     4. Channel expansion

195. The simplest definition of modern marketing is managing profitable customer relationships.

     1. True
     2. False

196. All of the following are included in the Porters five forces model of competition EXCEPT:

     1. Bargaining Power of Competitors
     2. Bargaining Power of Buyers
     3. Threat of New Entrants
     4. Bargaining Power of Suppliers

197. Which one of the following factors such as the buyer’s age, life-cycle stage, occupation, economic situation, lifestyle, personality and self-concept influences buyer’s decisions?

     1. Personal characteristics
     2. Psychological Factors
     3. Habitual buying behavior
     4. Variety-seeking buying behavior

198. Smart marketers look beyond the attributes of the products and services they sell. They create brand experiences for consumers.

     1. True
     2. False

199. Which of the following is NOT a part of the macro-environment?

     1. Demographic forces
     2. Natural forces
     3. Competitors' forces
     4. Political forces

200. Which one of the following research studies illustrates that “Sale is decreasing due to substitute product”?

     1. Causal research
     2. Observational research
     3. Experimental research
     4. Survey research

Select a course code for Objective Questions:

ACC311 ACC501 BIF101 BIF401 BIF501 BIO101 BIO201 BIO202 BIO203 BIO204 BIO301 BIO302 BIO303 BIO401 BIO503 BNK603 BT101 BT201 BT301 BT302 BT401 BT402 BT403 BT404 BT405 BT406 BT501 BT504 BT505 BT604 CHE201 CHE301 CS001 CS101 CS201 CS202 CS204 CS301 CS302 CS304 CS311 CS401 CS402 CS403 CS408 CS501 CS502 CS504 CS506 CS508 CS601 CS602 CS604 CS605 CS607 CS609 CS610 CS614 CS707 CS710 ECO401 ECO402 ECO403 ECO404 EDU302 EDU401 EDU402 EDU501 EDU601 ENG101 ENG201 ENG301 ENG501 FIN611 FIN624 FIN625 ISL201 IT430 MCM101 MCM301 MGMT623 MGT101 MGT211 MGT301 MGT401 MGT402 MGT501 MGT502 MGT503 MGT510 MGT601 MGT603 MKT501 MKT610 MKT630 MTH101 MTH202 MTH302 MTH501 MTH601 MTH634 PAK301 PHY101 PHY301 PSY101 PSY403 PSY502 PSY512 SOC101 SOC301 SOC401 STA301 STA630 STA641 ZOO102 ZOO401 ZOO501 ZOO502 ZOO503 ZOO504 ZOO505 ZOO506 ZOO510 ZOO630

Select a course code for Subjective Questions:

ACC311 CS001 CS101 CS201 CS301 CS607 CS701 CS702 CS703 CS704 CS707 CS708 CS710 CS711 CS718 CS721 CS724 ECO401 ECO403 ENG101 ENG301 MGT703 MTH501 STA301