B2B Marketing

 

B2B Marketing

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

1.Question- Improved segmentation can lead to significantly improved marketing effectiveness.
Correct Answer - TRUE

Multiple Choice Single Answer

2.Question- The purchasing function is of great importance because

Correct Answer – Its action will affect directly on the organization’s profitability.

3.Question- Enterprise relationship management is basically a business strategy for value creation that is not based on cost containment, but rather on the leveraging of network-enabled processes.

Correct Answer – TRUE

4. Question- Marketing is one of the_______ functional areas within an organization.

Correct Answer – Primary

5. Question- The buying center consists of those people in the organization that are involved directly or indirectly in the buying process,i.e.

Correct Answer – The user, buyer influencer, decider, imitator and gatekeeper

6. Question- Never put a caller on hold without asking for permission and waiting for a reply.

Correct Answer – TRUE

7. Question- What do consumers usually tend to satisfy first?

Correct Answer – Needs

8. Question- the bases on which a company can differentiate their product are

Correct Answer – Product features, Product mix, Product customization

9. Question-                                               Correct Answer

1) TATA car for Rs.One lakh                      Cost leadership strategy

2) Mobile Phone                                          Differentiation focus strategy

3) Folding Dining Table                 Differentiation Strategy

4) Paper Soap                                    Cast focus strategy

10. Question- Targeting is the act of evaluating and comparing the identified group and then selecting one or more of them as the prospect(s) with the highest potential.

Correct Answer – FALSE

11. Question- The reason for customers defecting to other products is due to the following factors:

Correct Answer – Quality of other product, Mood swing , Concessions and discount

12. Question- Main pricing objectives are :

Correct Answer – Profit, Sales, Leader

13. Question- Increasing __________ by 2% can be equivalent of cutting operating expenses by 10%.

Correct Answer – Customer retention

14. Question- What is the sequence of critical transactions across each stage of the ownership cycle?

Correct Answer – moments of Truth

15. Question- Presentation content should target audience issue and level of authority.

Correct Answer – TRUE

16. Question- Advertising research includes:

Correct Answer – Brand Linkage, Flow of attention, Flow of emotion

17. Question- A transaction in which the organization is making an intial purchase of an item to be used to perform a new job is called a ___________ .

Correct Answer – new-task purchase

18. Question- The elements of marketing nix, 4Ps are

Correct Answer – Product, Price, Place

19. Question- Every time customer priorities shift, business design is at risk

Correct Answer – TRUE

20. Question- All important elements of the product regarding the customer are called.

Correct Answer – Core benefits

21. Question- The rareness of a product differentiation strategy depends on the ability of individual firms to be ________ .

Correct Answer – Creative

22. Question- Which of the following explores how and why people adopt new product, services and ideas?

Correct Answer – Simulation

23. Question- A formal approach to customer-focused marketing is known as SIVA which includes

Correct Answer – Access, value, Information

24. Question- During the growth stage of the product life cycle the seller should___________ .

Correct Answer – Fortify the product position

25. Question- Goods and services bought by business and institutional buyer are called

Correct Answer – Industrial

26. Question- The aim of management is to fix a price that will cover the total coasts for any given level of production.

Correct Answer – TRUE

27. Question- The relationship in a joint stock company is characterized by

Correct Answer – Inter commercial relationship

28. Question- Practice of pricing merchandise within price ranges determined by market is known as

Correct Answer – Price Lining

29. Question- To change the project in the middle can be costly for :

Correct Answer – Employees, Clients, Vendor

30. Question- Advertisement is an Endeavour through which a lot of money can be lost.

Correct Answer – TRUE

31. Question- The concept of customer equity includes :

Correct Answer – Value Equity, Brand Equity, Retention Equity

32. Question- ________ has considerable effect on the marketer’s revenue and profit.

Correct Answer – Promotion

32. Question- To prevent the imitation of differentiation by another company, the differentiation must be ________ .

Correct Answer –Innovative

33. Question- Creation of __________ reflects how service need vary among customers.

Correct Answer – Value

34. Question- Type of dumping are :

Correct Answer – Sporadic, Predatory, Persistent

35. Question- The cost of _________ media varies according to its reputation and circulation.

Correct Answer – Press

36. Question- Which of the following are not the main bases for segmenting markets?

Correct Answer – DMU characteristics, Supplier characteristics, Product characteristics

37. Question- Industrial market segmentation is quite similar to consumer market segmentation and both have dissimilar objective.

Correct Answer – FALSE

38. Question- In which method, size of budget is determined and then the totals is divided into copy strategies and media strategies ?

Correct Answer – Buildup method

39. Question- As services have such a direct influence on a firm’s cost, sales and profit, matters which are crucial to an organization are

Correct Answer – On-time delivery, Distribution network, availability of parts

40. Question- Most organizational purchase decision are made by ___________ .

Correct Answer – A firm’s buying center

41. Question- Stages of moments of truth are :

Correct Answer – Initial contact, problem solving, Last use

42. Question- it is not necessary to demonstrate during presentation that the presenter did some homework regarding his prospects.

 Correct Answer – FALSE

43. Question-                                                         Correct Answer –

a) Sectoral Trade Agreement                                General Agreement on Trade in

b ) Basis of David Ricardo’s Theory                     Comparative Cost

c ) Advalorem Duty                                                 Percentage of value

d ) Harmful   Dumping                                          Sporadic

44. Question- Price is a key element in the marketing mix because it relates directly to

Correct Answer – the generation of total revenue

45. Question- Which of the following products is most likely to be purchased on the basis of contract negotiation?

Correct Answer –  A custom-made bulldozer