McqMate
These multiple-choice questions (MCQs) are designed to enhance your knowledge and understanding in the following areas: Bachelor of Business Administration (BBA) , Bachelor of Commerce (B Com) .
| 601. |
A distribution channel moves goods and services from producers to consumers. It overcomes the major time, place, and ______________ gaps that separate goods and services from those who would use them. |
| A. | possession |
| B. | profit |
| C. | image |
| D. | psychological |
| Answer» A. possession | |
| 602. |
Through their contacts, experience, specialization, and scale of operation, ______________ usually offer the firm more than it can achieve on its own. |
| A. | manufacturers |
| B. | producers |
| C. | direct marketers |
| D. | intermediaries |
| Answer» D. intermediaries | |
| 603. |
Makers of televisions, cameras, tires, furniture, and major appliances normally use which of the following distribution channel forms? |
| A. | direct marketing channel |
| B. | indirect marketing channel |
| C. | horizontal channel |
| D. | synthetic channel |
| Answer» B. indirect marketing channel | |
| 604. |
Using manufacturer’s representatives or sales branches is usually a characteristic of which of the following channel forms? |
| A. | business marketing channels |
| B. | customer marketing channels |
| C. | service marketing channels |
| D. | direct marketing channels |
| Answer» D. direct marketing channels | |
| 605. |
Transporting and storing goods is part of which of the following marketing channel functions? |
| A. | negotiation |
| B. | physical distribution |
| C. | contact |
| D. | matching |
| Answer» B. physical distribution | |
| 606. |
Who sells to the customers? |
| A. | Semi wholesalers |
| B. | Wholesalers |
| C. | Retailer |
| D. | Distributor |
| Answer» C. Retailer | |
| 607. |
The benefits of marketing channels are………. |
| A. | Cost saving |
| B. | Time saving |
| C. | Financial support given |
| D. | All of above |
| Answer» D. All of above | |
| 608. |
With respect to a channel of distribution, the number of intermediary levels within the channel indicates the ____________ of a channel. |
| A. | width |
| B. | depth |
| C. | length |
| D. | similarity |
| Answer» C. length | |
| 609. |
Independent firms at different channel levels integrate their programs on a contractual basis to achieve systemic economies and increased market impact are known as………. |
| A. | Corporate vertical marketing systems |
| B. | Contractual vertical marketing systems |
| C. | Administered vertical |
| D. | None of the above |
| Answer» B. Contractual vertical marketing systems | |
| 610. |
Which of the following statements about the sales force in the 21st century is true? |
| A. | Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss |
| B. | Transactional exchanges no longer occur |
| C. | Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort |
| D. | Salespeople make little use of the Internet because they realize the importance of the personal touch |
| Answer» C. Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort | |
| 611. |
When channel members assume responsibility for one or more of the marketing flows over at least two separate levels of distribution manufacturing and wholesaling, in fact, such systems are synonymous with both forward and backward vertical integration is known as………… |
| A. | Corporate vertical marketing systems |
| B. | Contractual vertical marketing systems |
| C. | Administered vertical marketing systems |
| D. | None of the above |
| Answer» A. Corporate vertical marketing systems | |
| 612. |
The difference between transactional selling and relationship selling is |
| A. | In transaction, selling buyers must pay cash |
| B. | In relationship selling, buyers and sellers must be related |
| C. | In transaction selling, sellers provide greater service |
| D. | In relationship selling, sellers work to provide value to their customers |
| Answer» D. In relationship selling, sellers work to provide value to their customers | |
| 613. |
A ______________ is a set of interdependent organizations involved in the process of making a product or service available for use of consumption by the consumer or business user. |
| A. | retailer |
| B. | wholesaler |
| C. | distribution channel |
| D. | middleman |
| Answer» C. distribution channel | |
| 614. |
The work of setting up objectives for selling activities, determining and scheduling the steps necessary to achieve these objectives is known as…………. |
| A. | Selling |
| B. | Sales policy |
| C. | Sales programme |
| D. | Sales planning |
| Answer» D. Sales planning | |
| 615. |
Karen is studying the potential for selling her company's products in China. As part of her analysis, she is assessing the number, types and availability of wholesalers and retailers. Karen is studying the country's |
| A. | Natural conditions |
| B. | Technological feasibility |
| C. | Social and cultural norms |
| D. | Distribution structure |
| Answer» D. Distribution structure | |
| 616. |
Mr. Narayan, the new national sales manager is learning about the internal organizational environment in her company. She will learn about all the following EXCEPT |
| A. | Human resources |
| B. | Financial resources |
| C. | Service capabilities |
| D. | Social and cultural environment |
| Answer» D. Social and cultural environment | |
| 617. |
Which is not a strategic role of sales management? |
| A. | Tracking |
| B. | Reporting |
| C. | Delivery |
| D. | Optimizes distribution |
| Answer» C. Delivery | |
| 618. |
John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily in the area of: |
| A. | Determining compensation and incentives |
| B. | Equal treatment in hiring and promotion |
| C. | Respect for individuals in supervisory and training programs |
| D. | Fairness in the assignment of sales territories |
| Answer» D. Fairness in the assignment of sales territories | |
| 619. |
Market –oriented firms focus on: |
| A. | Retailers |
| B. | Distributors |
| C. | Customers |
| D. | Wholesalers |
| Answer» C. Customers | |
| 620. |
Reorder point tells |
| A. | When to order |
| B. | How much to order |
| C. | When the order will reach |
| D. | All of the above |
| Answer» A. When to order | |
| 621. |
Which of the following is not an area of responsibility for a logistics manager? |
| A. | Inventory |
| B. | Marketing |
| C. | Information systems |
| D. | Warehousing |
| Answer» B. Marketing | |
| 622. |
Which of the following should be the first step in designing a marketing channel? |
| A. | Exploring international opportunities |
| B. | Evaluating intermediaries |
| C. | Identifying what consumers want from the channel |
| D. | Identifying channel objectives |
| Answer» C. Identifying what consumers want from the channel | |
| 623. |
Which type of product might require a more direct marketing channel to avoid delays and too much handling? |
| A. | products in their decline stage |
| B. | products in their maturity stage |
| C. | perishable products |
| D. | high-priced products |
| Answer» A. products in their decline stage | |
| 624. |
The process of getting goods from manufacturers to customers has traditionally been known as …………. |
| A. | Physical Distribution |
| B. | Promotion |
| C. | Advertising |
| D. | Branding |
| Answer» A. Physical Distribution | |
| 625. |
Managing both downstream and upstream flows and related information among suppliers, manufacturers, resellers and final consumers is known as …………. |
| A. | Supply Chain Management |
| B. | Promotion |
| C. | Advertising |
| D. | Branding |
| Answer» A. Supply Chain Management | |
| 626. |
An efficient physical distribution system is needed ----. |
| A. | To reduce the costs of distribution |
| B. | To increase the costs of distribution |
| C. | To streamline the promotion process |
| D. | To create awareness in consumers’ mind about the product |
| Answer» A. To reduce the costs of distribution | |
| 627. |
Distribution logistics begin with a ----. |
| A. | Customer order |
| B. | Assembling |
| C. | Packaging |
| D. | Dispatch of goods to consumers |
| Answer» A. Customer order | |
| 628. |
Combination of rail and trucks is called ----. |
| A. | Piggyback |
| B. | Fishback |
| C. | Train ship |
| D. | Warehouse |
| Answer» A. Piggyback | |
| 629. |
Considering promotional mix, method of giving short term incentives to encourage sale of particular market offering is classified as |
| A. | sales promotion |
| B. | personal selling |
| C. | public relations |
| D. | advertising |
| Answer» A. sales promotion | |
| 630. |
According to promotional mix, method which follows corporate image building, handling unfavorable events and stories to get favorable publicity is called |
| A. | sales promotion |
| B. | personal selling |
| C. | public relations |
| D. | advertising |
| Answer» C. public relations | |
| 631. |
Considering promotional mix, paid, non-personal promotion of ideas or market offerings by some specific sponsor is classified as |
| A. | public relations |
| B. | advertising |
| C. | sales promotion |
| D. | personal selling |
| Answer» C. sales promotion | |
| 632. |
Systematic blend of personal selling, sales promotion, advertising and public relations to communicate customer value is called |
| A. | promotion mix |
| B. | marketing communication mix |
| C. | strategic buyer behavior mix |
| D. | both a and b |
| Answer» D. both a and b | |
| 633. |
According to promotional mix, method which focuses on building relationships with individual customers to maintain lasting relationship is called |
| A. | sales promotion |
| B. | offline promotion |
| C. | direct channeling |
| D. | direct marketing |
| Answer» D. direct marketing | |
| 634. |
Major strategies regarding promotion mix are |
| A. | pull and push strategy |
| B. | rational and moral selling strategy |
| C. | direct strategy |
| D. | indirect strategy |
| Answer» A. pull and push strategy | |
| 635. |
Promotion strategy in which producers promotes goods to final customers by using sales force is classified as |
| A. | rational selling strategy |
| B. | push strategy |
| C. | pull strategy |
| D. | moral selling strategy |
| Answer» B. push strategy | |
| 636. |
Promotional mix strategy in which advertisement and promotions are made to final customers to induce them to buy products is classified as |
| A. | pull strategy |
| B. | moral selling strategy |
| C. | rational selling strategy |
| D. | push strategy |
| Answer» A. pull strategy | |
| 637. |
Method of managing promotion budget by defining objectives, determining tasks to achieve objectives and estimating costs for activities is called |
| A. | percentage of sales method |
| B. | affordable method |
| C. | competitive parity method |
| D. | objective and task method |
| Answer» D. objective and task method | |
| 638. |
Method of managing advertising budget at a certain percentage of sales price per unit or forecasted sales of products is classified as |
| A. | percentage of sales method |
| B. | affordable method |
| C. | competitive parity method |
| D. | objective and task method |
| Answer» A. percentage of sales method | |
| 639. |
Methods used to determine total budget for advertising its market offerings are |
| A. | affordable method |
| B. | competitive parity method |
| C. | percentage of sales method |
| D. | all of above |
| Answer» D. all of above | |
| 640. |
Method of managing promotional budget to match outlays of competitors is called |
| A. | percentage of sales method |
| B. | affordable method |
| C. | competitive parity method |
| D. | objective and task method |
| Answer» C. competitive parity method | |
| 641. |
Method of managing advertising budget at company can have money for is classified as |
| A. | percentage of sales method |
| B. | affordable method |
| C. | competitive parity method |
| D. | objective and task method |
| Answer» B. affordable method | |
| 642. |
Another name for a company’s marketing communications mix is: |
| A. | The advertising program. |
| B. | The sales force. |
| C. | The image mix. |
| D. | The promotion mix. |
| Answer» D. The promotion mix. | |
| 643. |
Which tool of the promotional mix is defined as any paid form of non-personal presentation and promotion of ideas, goods, or services by an identified sponsor? |
| A. | Advertising |
| B. | Public relations |
| C. | Direct marketing |
| D. | Sales promotion |
| Answer» A. Advertising | |
| 644. |
The _______________________ is the specific mix of advertising, personal selling, sales promotion, public relations, and direct marketing tools that the company uses to pursue its advertising and marketing objectives. |
| A. | Value mix |
| B. | Integrated dealer mix |
| C. | Marketing communications mix |
| D. | Marketing control mix |
| Answer» C. Marketing communications mix | |
| 645. |
Which tool of the promotional mix consists of short-term incentives to encourage the purchase or sale of a product or service? |
| A. | Advertising |
| B. | Public relations |
| C. | Direct marketing |
| D. | Sales promotion |
| Answer» D. Sales promotion | |
| 646. |
If a company wants to build a good “corporate image,” it will probably use which of the following marketing communications mix tools? |
| A. | Advertising |
| B. | Public relations |
| C. | Direct marketing |
| D. | Sales promotion |
| Answer» B. Public relations | |
| 647. |
________________ is direct communications with carefully targeted individual consumers to obtain an immediate response. |
| A. | Personal selling |
| B. | Public relations |
| C. | Direct marketing |
| D. | Sales promotion |
| Answer» C. Direct marketing | |
| 648. |
There is an increasing amount of commerce being done via the Internet. With respect to the promotional mix, which of the following categories would be most directly concerned with Internet commerce? |
| A. | Advertising |
| B. | Public relations |
| C. | Direct marketing |
| D. | Sales promotion |
| Answer» C. Direct marketing | |
| 649. |
The personal presentation by the firm’s sales force for the purpose of making sales and building customer relationships is called: |
| A. | Personal selling. |
| B. | Public relations. |
| C. | Direct marketing. |
| D. | Sales promotion. |
| Answer» A. Personal selling. | |
| 650. |
Which of the following major promotional tools use press relations, product, Publicity, corporate communications, lobbying, and public service to communicate Information? |
| A. | Advertising |
| B. | Public relations |
| C. | Direct marketing |
| D. | Sales promotion |
| Answer» B. Public relations | |
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