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2 EXPLANATION Q.21.(2) Q.1.(5) In product concept the main focus is on quality of product so profit earn by quality of product. Q.22.(2) Q.23.(4) Permanent Customer of any product or service is called client. Q.3.(4) Specialty product which customers purchase from special shop like car & petrol. Q.24.(5) The service which is going to serve by the company or bank, marketing for such things come under pro-active marketing Q.4.(1) Big Bazaar is already divided into different departments like cloths, electronics, grocery etc. Q.25.(1) Van with company poster is come under advertisement because it is paid form of promotion. Q.5. In 4P s sales and distribution come under place heading. Q.26. Q.2. Q.27.(2) Q.6.(1) Q.28.(2) Q.7. Q.8.(4) Q.9.(2) Product having intangible attributes or feature like taste and smell which can feel only. Market space concept of market related to internet market. Q.29.(2) Q.30.(1) Competitors are the related part of business who come under micro environment. Q.31.(2) Niche market is a market which is having small number of customer in it so it is a very small market. Q.10.(4) Q.11. Q.12. Diminish is the last step because every product having it decline at last. Q.32.(5) Q.33.(4) These are the distribution strategies which is depend on bank policy which it adopt, any strategy can be adopt by bank. Q.34.(4) Supply chain management is a chain in which three things were running or flow. Q.13.(1) Q.14.(4) Q.15. Q.16.(1) Government university work for nominal social welfare or nominal profit, it comes in non profit market. Accountable marketing is that marketing in which company or its employee take the responsibility of product performance market. In Re-active, company call customer and talk about the product performance which it sale to customer previously. 1- Money 2- Goods or Product 3- Information Q.35.(5) Q.36. Q.17.(4) Q.37.(4) Q.18. Q.38. Q.19.(2) Q.20.(2) In internal marketing denotes the intranet transaction like B to B & B to C. Marketing is the activity done by the company so, it comes under company. Q.39.(2) Q.40. Political parties comes under broad environment in which company operate so it come under macro environment. Marketing starts from to know the customer need, want & demand. 129 The first step in marketing process is to setting the objectives because without objective any work cannot be done so as in marketing.

3 Q.41. Innovation means to do something new which not done something in past. Q.42.(4) Q.43.(2) Perception means first sight thought which are psychological factors. to the market yet the high price communicates the image of a superior product. Q.62.(1) Rapid penetration strategy involving Low initial price & HEAVY spending on promotion is useful when a company wants to maximize its market share assuming that the market is price sensitive. Q.63. Rapid penetration strategy is best for a highly price sensitive market, where a low price stimulates market growth, also with accumulated production experience the cost of each unit decreases, favoring setting of a low price. Q.64.(4) Slow penetration is best because the market size is large, this will help the product find its own place in the market. Since market is aware of the product heavy production is not essential, also the level of competition is not very challenging. Q.65. Maturity is the best stage for a new product because this stage normally lasts longer than the previous stages, also because of market saturation or overcapacity in industry, customers would be motivated to switch over to new products. Q.66. Maturity stage lasts longer than the other stages and can be divided into three, distinct phases- Growth, Stable & Decaying maturity. Q.67.(1) Most products are in the maturity stage because this stage normally last longer with each product Scrambling to find to own place in an overcrowded market comprising a few giant forms & a large number of specialized or NICHER firms. Q.68.(4) Quality important aims at increasing the products of FUNCTIONAL PERFORMANCE, Feature improvement aims at adding NEW FEATURES (Eg. SIZE, WEIGHT, ACCESSORIES ETC.) that expands the products performance, safety & convenience. Post purchase behaviour is last step in buying process. Q.44.(5) Q.45. These are those customers who do not follow a single product. Q.46.(1) Q.47.(2) People, process & physical evidence collective called augmented P s. Q.48. In growth stage profit, increasing in acceleration manner. Q.49.(4) In differentiation strategies company provides things according to different type customer. Q.50.(4) All the things are related to psychology. Q.51.(5) Q.52.(5) Habitual behaviour is the nature of hardcore loyal they purchase same kind product every time. Q.53.(5) Sale distribution include personal selling. Q.54.(4) These directly related to business do they come under micro environment. Q.55. Q.56.(1) Bank use direct channel which is Provider Ultimate customer Q.57.(2) In peak stage company earns maximum profit in PLC because sale is maximum in this stage. Q.58.(2) Branding is the part of product mix. Q.59.(1) Target market start from or after segmenting the market. Q.60.(5) Marketing score include Service Place Events Goods Because with help of all marketing objective is complete. Q.61.(2) Slow skimming is appropriate when consumer awareness levels are high i.e. the current demand is high, the high initial price does not attract more competitors 130

4 Q.69.(1) Q.70.(1) Q.71. Q.72.(2) Q.79.(4) Aesthetic appeal relates to the exterior beauty and look of a product; the strategy is to give the product a UNIQUE MARKET IDENTITY which helps to distinguish it from others. Q.80.(1) USA Q.81. Transfers is not the core part of the marketing. Q.82. According to production concept consumer will prefer both product which widely available and with low cost. Q.83. In selling concept needs of buyer. Q.84.(4) The given all the things related to marketing concept. Q.85.(4) Internal marketing includes all the things in the internal marketing. Q.86.(1) Interest of top management is having no use in developing the marketing strategies. Q.87.(1) A strategic Business unit is a single business or a collection of related business that can be planned separately from the rest of the company, to has to own set of competitor, to manager is responsible for strategy planning & profit performance. Single niche is better because a small firm does not have the resources for capturing and holding the mass market. By defending market charges the market leader keeps increasing its competitive strength and value to customers so that they face, the challenge of competitors resolutely. Because Needs are the BASIC human requirements, needs became WANTS when they are directed to specific objects that might satisfy the needs. Q.73. For eg. a laptop would be compatible with headsets, presentation projectors, MP3 players, cameras, mobile, handsets, etc. Q.74.(2) All the accessories, although diverse are related items that function in a compatible manner. Q.75.(4) Q.76.(5) Q.77. Q.78.(1) The PLC of any product has Four Basic Stages, Introduction, growth, Maturity, Decline. Style improvement aims at increasing the products aesthetic appeal, trying to give the product a unique market identity. The width refers to how many different product lines the company covers, the LENGTH refers to the total number of items in the mix, the depth refers to how many variants are offered of each product in the line, the consistency refers to how closely related the various product lines are in end use, production requirements, distribution channels etc. All of these are the functions of marketing; purchase of basic raw consistency, storage, transport, & sales for a profit of the goods manufactured. Except marketing finance, all are primary functions whereas marketing finance is secondary function of marketing. Brand loyalty is a psychographic factor; consumer psychology plays a major role in determining loyalty irrespective of one s Socioeconomic status. Q.88.(4) Q.89.(2) Q.90.(4) Q.91. Q.92. Multiple regression is the best tool because it is used to know the effect of several or different things. Q.93.(2) Personal factors or influence play major role in adoption of and new product. Q.94.(2) Product width includes the product lines. Q.95.(2) Q.96.(2) Q.97.(2) Q.98. Q.99. (1) Q.102. Q.105. (2) Q.108. (5) Q.111. Q.114. (4) 131 Q.100. Q.103. Q.106. Q.109. Q.112. Q.115. (4) (4) (2) (4) Q.101. Q.104. Q.107. Q.110. Q.113. Q.116. (5) (1) (4) (4)

5 Q.117. (1) Q.118. Q.119. (1) Q.120. (2) Q.121. (1) Q.122. (2) Q.123. (4) Q.124. (1) Q.125. (4) Q.126. Market share - It means how many percentage of market is covered by a company in comparison to its competitors Q.127.(1) CLC = Customer life cycle Q.128.(1) I d e a l i s t i c - M a r k e t i n g : - W h e n a l l marketing tools are used to catch or to get customers or to target the customer. Q.129.(2) Prospecting is the first stage in personal selling, means to make a list of prospective customers or to find prospects. Q.143.(4) All the given points on the macro environment factors. Q.144. Promotion is the 4th element of marketing mix for product. Q.145.(2) Decline is the last stage of product like cycle. Q.146.(5) All the given factors are the responsible for affecting buyer behaviour. Q.147.(1) Philip Kotler is the father of marketing. Q.148.(4) The given points are related to personal selling. Q.149.(5) All the given points in the question are the means of digital marketing Q.150.(5) Selling starts from production. Q.130.(4) All given points are the role of selling which a seller has to perform. Production - Promotion-Sale and Distribution Q.131. ATM is a specialty store because, it provide a special service from its store. - Profit through selling Q.151. (4) Q.152. (4) Q.153. (2) Q.154. (4) Q.157. (2) Q.155. (1) Q.158. (2) Q.156. Q.159. Q.160. Q.161. Q.162. (2) Q.163. (4) Q.164. (2) Q.165. (4) Q.166. (4) Q.167. Q.168. (4) Q.134.(1) Setting objectives is a first step in marketing process. Q.169. (1) Q.170. (2) Q.171. Q.172. (4) Q.173. (2) Q.135.(2) Covert Advertising - It is a form of advertising in which product are display in films and serials or T.V. shows. Q.174. Q.177. (4) Q.175. (4) Q.178. (4) Q.176. (2) Q.179. Q.180. (2) Q.181. (4) Q.136.(2) MKIS = Marketing Information System Q.182. (4) Q.183. Q.137. Market Segmentation means to divide the customers on basis of several factors. Q.184. (2) Q.185. (4) Q.186. Q.187. (4) Q.188. Q.189. Q.138.(4) All written points on the features of a product. Q.190. Q.191. (1) Q.192. Q.193. (4) Q.194. (4) Q.195. (4) Q.139.(1) Micro Environment:- Those factors which are micro environment like competitors. Q.196. Q.197. Q.198. (4) Q.199. Q.200. Q.201. Q.140.(5) All the written points are the basic activities of the VCM. Q.202. (4) Q.203. (4) Q.204. (1) Q.205. (4) Q.206. (4) Q.207. (4) Q.208. (4) Q.209. Q.210. (1) Q.211. (4) Q.212. (1) Q.213. Q.214. (4) Q.215. (1) Q.216. Q.217. (1) Q.218. (2) Q.219. Q.132.(4) All given are the characteristics of a service and banking is a kind of service. Q.133.(5) Passbook in bank is a product as well as a physical evidence because it change cost to issue and it is tangible evidence which is use for a service. Q.141.(2) In skimming pricing strategy the price of product is initially high and decreases after time. Q.142.(1) I n m a r k e t i n g m a r k e t m e a n s t h e customer of the company. 132

6 Q.220. (1) Q.221. Q.222. (4) Q.287.(5) Q.223. (5) Q.224. (1) Q.225. Q.226. (2) Q.227. (1) Q.228. (1) Q.229. (4) Q.230. (5) Q.231. Q.232. (1) Q.233. (4) Q.234. (2) Q.235. Q.236. (4) Q.288.(4) To discover the need of consumer, to produce accordingly, to generate demand, to sale, to provide after sale services are the part of new concept of marketing. So these are integrate to marketing. Q.237. (1) Q.238. (4) Q.239. Q.240. (5) Q.241. Q.242. Q.243. (4) Q.244. (1) Q.245. Q.246. Q.247. (2) Q.248. (4) Q.249. (1) Q.250. Q.251. (1) Q.252. (1) Q.253. (2) Q.254. Q.255. Q.258. Q.261. Q.264. Q.256. Q.259. Q.262. Q.265. Q.257. Q.260. Q.263. Q.266. (2) (4) (1) (2) (2) (5) Q.289.(5) To approach the remote areas and to reduce the cost of production are the main objective of advertising. Q.290.(2) Money spent on advertising is an investment because in future this expenditure increases sales and income ultimately. Q.291.(2) There are 5 stages of product life cycle, they are (1) Introduction (2) Growth Maturity Q.267. Q.268.(5) (4) Saturation (5) Obsolescence Q.270.(4) Q.292. Money deposited by Public is a liability because at the time of demand it is returned to them. Q.271. Q.293.(5) Q.272. Q.294. Packaging makes product safe against storage and transporting. Q.269.(4) Q.273.(2) Q.274.(2) Q.275.(1) Q.276.(2) Q.277.(1) Q.278.(1) Q.279.(4) Q.280.(4) Q.281.(2) Q.282.(5) Q.283.(4) Q.284.(4) Government, Trade Unions, Consumer Association work for protection of Consumer interests. Q.285.(4) We promote sales by reducing price, by distributing coupons, by ensuring competitions. Q.286.(1) Marketing concept is consumer oriented, hence the main objective of marketing is to satisfy the consumer. Q.295.(4) In accounting, income and expenditure are treated so that real financial position of the organization can be gauged at a particular time. Q.296.(2) All are abbreviations. Q.297.(1) Q.298.(4) Q.299.(5) Q.300.(1) Q.301.(5) Q.302.(5) The elements of marketing mix are also known as 4Ps of marketing. Q.303. All other tools of marketing-mix used after the product generation Q.304.(1) Q.305.(4) All together form an organization Q.306.(1) Q.307.(4) All options together forms sales promotion programme 133

7 Q.308.(2) Bank Building is an asset not product Q.309.(4) All means given in the options are the tool for collecting secondary data. Q.310.(4) Q.311. Raw material decides the quality of product not marketing segmentation Q.334.(1) Q.335.(5) Q.336.(1) Test Marketing means to test the product in the market before commercial production. Q.337. Q.312.(2) All are abbreviations Q.338. Q.313.(1) Q.339.(4) Service It means customer service customer service is the provision of a service to a customer before, during & after a service to a customer before, during & after a purchase Customer service is a series of countries designed to enhance the level of customer satisfaction. Q.314. Q.315.(5) Q.316. Brand give special recognition to the product. Q.317.(5) Q.318.(1) Deposits have largest share in domestic savings Q.319.(4) In direct marketing product is sold directly to the end user or customer, hence it is a zero base channel. Q.320.(4) Q.321.(1) Q.322.(4) Q.323.(4) All are the factors of Buying Behaviour segmentation. Q.324. All are abbreviations Q.325.(4) (4) gift coupon of a chain store is the method of sales promotion not a service. Value It denotes money only. Q.340.(4) P r o d u c t c o n c e p t The producer concentrates on product quality performance, innovative feature, during production. Q.341.(2) Selling concept In selling concept the producer focuses on aggressive selling through high promotional efforts. Selling concept is applicable for products. Like Insurance, Encyclopedia, fund raisers. Q.326. Q.327. Q.328.(5) Q.329.(5) Import means to purchase from other country. So it is a part of International trade. Q.330.(2) Sale is both mental and physical process. Q.342.(5) Q.343.(1) SBU : Strategic business unit means it is a single business of related business that can be planned. Separately from the rest of the company. Q.332.(5) Q.344. Product oriented definition will explain about the product which the company is making like we make Cosmetic, rest of others are not defining the product they are defining industry which they belong to. Q.333.(5) When brand is registered under trade and merchandise marks, Act, 1958, it becomes trademark. All the options are examples of trade-mark. Q.345.(2) Market oriented definition define the market or industry in which the company is working like energy industry, entertainment industry, FMCG industry. Q.331.(2) All are abbreviation and BEP is a point at which a form earns no profit no loss, so this is no profit no loss point. 134

8 Q.346.(1) Q.347.(1) Intensive growth The company identify opportunities to achieve further growth with current business. They see whether they can gain more market share with its current product in current market (market penetration), next is to find develop new market. for current product (Met development), next they see or develop new products to its current market. (product development strategy). Q.348.(4) V e r t i c a l I n t e g r a t i o n W h e n t h e company owns/hold all its suppliers and downstream buyer. H o r i z o n t a l I n t e g r a t i o n When a company handles the different parts of production process. eg. Company is growing raw material, own transport, marketing, retailing. Forward Integration : When company controls its distribution and retailers of its own to sold its product. Backward Integration When the company control/ produce some of its products it is backward Integration. Q.351.(2) A style is a basic & distinction mode of expression appearing in a field of human Endeavour. A style can last for generation. Fashion : A fashion is a commonly accepted or popular style in a given field. The length of fashion cycle is hard to predict. Fad : Fads are fashions that come quick into public are adopted quickly, and it is also decline very fast. Trend It is a direction or a sequence of events which have some movement & disability. Q.352.(4) Q.353.(4) To observe global picture, the company has to see all. Age, income, family members, Technological, Political changes. Q.354.(2) Q.355. S t i m u l u s r e s p o n s e : Which the customer gives at the very first/ starting time after using the product or seeing the products. Q.356.(5) Reference group : It consist of all the groups that have a direct/indirect influence on his (customer) attitudes. eg. Car company may own/produced a tire company. Q.349.(5) D i v e r s i f i c a t i o n g r o w t h When a company finds, highly attractive new industry is called. Diversification growth. (i) Concentric Diversification : When the company seek new products that can fit with existing product. (ii) Horizontal Diversification : When a company develop new product that are unrelated with current product like cassette manufacturing company also producer cassette tray. (iii) Conglomerate The company see new opportunities which have no relation with its current product like Tata has many business steel, truck, salt. Q.350. Aspirations groups : They are the groups to which a person would like to belong. Q.357.(4) Q.358.(4) Primary group : Primary group consist of people who interact or direct influence the customer (family, friend, neighbors, relatives) The customer to whom interact mainly, continuously & informally. Q.359.(4) In Maslow s need hierarchy theory. Selfactualization is the last stage or top moststage which tells the human what he has given to the society in the past. So 4th answers reflect the best answer. Q.360.(1) F r e u d s T h e o r y :Sigmund Freud assumed that psychological forces. Shaping people behaviour which is largely unconscious (that a person can t fully understand). 135

9 Q.361.(4) Brand familiarity : When the consumer is aware about the product or brand after repetition done by marketer. Q.370. M arket demand :The total volume bought by the customer in a defined geographical and in a defined time period and in a defined market environment and defined market programme. Brand Loyalty The consumer is showing faith & interest towards product & using it from a long time. Q.371.(2) Q.372.(1) Q.362.(2) Awareness When the consumer likes to know about the product, and at a present he is not known to the product. Q.373.(2) Product variety Marketing :Provide several products of various styles quantities, sizes. Offered variety to buyers. Interest When the consumer shows their interest towards the product for purchase. Mass Marketing :Offer products to mass or number of people at large. Trial When the consumer likes to purchase the product for trial basis. Target variety marketing : Offer variety of products to only target group or different target groups. Adoption : When consumer likes to adopt the same. Q.374. Q.363.(1) Q.375. Q.364. Q.376.(2) Market segment groups are those groups for which the product is made or it is also called target market (segmented group) Q.365. ( i ) P u r e M o n o p o l y : o n l y o n e manufacture, charges high price, little or no advertising. Q.377.(4) Segmentation :Dividing the whole population into different sections on the basis of purchasing power, geographical location, buyer attitudes, demographical. (ii) Oligopoly Small no. of large produces having both highly different product as well as standard product eg. Oil & Steel. Q.378. HUL producing variety of soaps of different price (expensive & cheap) by considering income factor of consumers or purchasing power. (iii) Monopolistic Many competitors, try to different their product whole or in part (Heavy advertise) market. segment to provide superior value. (iv) Pure comp :Many competitors. competitor s price will be the same. No advertisement unless advertisement can make psychological difference. Q.379.(1) (i) Split Loyal: Using 2 or 3 brands from a long time or showing their loyalty to different brands from long time. eg. using Red label, Taza, Tetley. (ii) Shifting Loyal Those consumer who are using brands during the certain time and then changes the brand. They are shifting their loyalty after a certain period. Q.366.(2) Q.367. (iii) Switches The people/buyers who frequently Switches to the different brands and not considered as loyal. Q.368.(2) Q.369. Customer :The person who purchases a product of a company. Prospective /Potential Customer :The people who have shown interest would be the customer of the company in future. Q.380.(4) Rationality means based on some reason or logic which is actually prohibited in all. In marketing segmentation also denies rationality. 136

10 Q.381.(2) (1) Differentiated Marketing : Different offer/ programmes/ deign/ price for different target markets. (iii) Innovators : They are ready to adopt/ try new product. They relatively earlier in adopting new ideas. (2) Undifferentiated Market. : Similar price to the all No, differentiation in the market. (iv) Laggards : They are tradition bound and resist the innovation until they find suitable for them. Q.382. HUL : Produces different product to different target market. Maruti : Different models to different buyers. Coca Cola : Similar product to all. Q.383.(4) Q.384. New Product Line :Entirely new product Series like HUL manufactures cream, soaps, tea. Suppose they start clothes product line also, this is called New product Line. Repositioning : Positioning means creating brand awareness in the eyes of the customer & repositioning means existing brand should be positioned in the minds of new consumer. Q.393.(2) Personal influence plays a major role in the adoption of new products. The family members, relatives, friends, influences the buyers. Q.394. The PLC : The product life cycle is similar like human life cycle. It says the change in demand & technology changes at every stage of it & it has 4 stages. Q.395.(4) Q.396. Q.397.(2) (i) Introduction : Cost is high, slow sales volume, No competition, high advertising, No profit/ Little. (ii) Growth : Reduced cost, sales increases, competition begin, profit substantially increases, price decrease. Q.385. Q.386.(2) Q.387. (iii) Maturity : Cost low, increase competition, high advertising cost, price drops, sales down. Q.388.(4) Q.389.(4) Idea Pursing Stage :Idea Generation, Idea screaming, Idea evaluating, analysis Q.390.(4) Commercialization is the stage when cost is high. The manufacturer has to organize full manufacturing facility, marketing facility, marketing communication etc. While rest does not so much expensive stage. Q.391.(1) Q.392. Customers/people react differently for different products. (i) early adapters : The opinion leaders who carefully search the new product that might give them dramatic competitive advantage. (ii) Early majority : They adopt the product when most of the advantage, is also derived/ proves in the market & lot of adoption is also takes place. (iv) Decline : Sales decline, price promotion, profit is less or negative. Q.398.(4) Q.399.(4) Rapid Skimming : The strategy where product is new, the producer can set high prices and can extract maximum profit by high promotion & create awareness. Q.400.(1) Slow Skimming : Product is new so he fixes the price high but promote less so that the profit derived from market is slow because people aware about product slowly. Q.401. By defending market charges the market leader keeps increasing its competitive strength and value to customers so that they face, the challenge of competitors resolutely. 137

11 Q.402.(2) Because Needs are the BASIC human requirements, needs became WANTS when they are directed to specific objects that might satisfy the needs. Q.403. For eg. a laptop would be compatible with headsets, presentation projectors, MP3 players, cameras, mobile, handsets, etc. Q.404.(2) All the accessories, although diverse are related items that function in a compatible manner. Q.405.(4) The width refers to how many different product lines the company covers, the LENGTH refers to the total number of items in the mix, the depth refers to how many variants are offered of each product in the line, the consistency refers to how closely related the various product lines are in end use, production requirements, distribution channels etc. Q.406.(5) All of these are the functions of marketing; purchase of basic raw consistency, storage, transport, & sales for a profit of the goods manufactured. Q.407. Except marketing finance, all are primary functions whereas marketing finance is secondary function of marketing. Q.408.(1) Brand loyalty is a psychographic factor; consumer psychology plays a major role in determining loyalty irrespective of one s Socioeconomic status. Q.409.(4) The PLC of any product has Four Basic Stages, Introduction, growth, Maturity, Decline. Q.410.(1) USA Q.415.(4) Since there is no intermediary in the direct marketing channel it is called ZERO LEVEL. Q.416.(4) A transaction is an exchange or a trade of values when an agreement is reached between two parties; here both parties receive something tangible during the exchange, in case of transfer this does not happen. Q.417. Demography is a micro environmental factor, which is highly reliable, for the short & intermediate run. The main demographic force that marketers monitor is population because people make up markets. Q.418.(4) The marketing department uses a three stage procedure for demand forecasting of sales, it prepares a macroeconomic forecast first, followed by forecast first, followed by a company sales forecast. Q.419.(4) Marketing deals, with identifying & meeting human & social needs; it customize according to the needs of the consumers where since it is consumer oriented. It aims at creating, communicating & delivering value to customers. Q.420.(4) HRM Phase II Q.421.(2) Conventions & Seminars are organized for facilitation direct interaction between the employer & prospective employee. Q.422. Henry Fayol Q.423.(4) Hugo Muntseber. Q.411.(4) 1982 Q.424.(1) Abraham Maslow give the five tiered pyramidal need Hierarchy theory. Q.412.(2) 1986 Q.425.(5) All the options are theories of motivation. Q.413.(5) Good packaging protects the contents, the product & the contents their in are identifiable because of good packaging, is a means of advertising owing its aesthetic appeal & increases ease of handling by consumer. Q.426.(4) Q.414.(2) Fredric Winslow Taylor is the father of Scientific Management. Q.427.(4) Expansion of business is not an objective of pricing because pricing objective of a product is very much oriented to product not for company expansion purpose. Q.428.(2) Marketing research is task of marketing department in the company. 138

12 Q.429.(4) Inseparability and intangibility is the option who are characteristics of the services or bank services. Q.430.(2) Q.431.(5) All these are the core concept of marketing. Q.432.(2) Marketing starts from need want Demand, and demand include willingness to pay plus ability to pay for the product. Q.433.(2) In marketing consumer is the controlling force because marketing done according. to customer need want & demand. Q.434.(1) Q.435.(1) VAIS stand for values and life style. Q.436. Who are their legal advisors this is the part which companies are not interested to know about their competitors. Q.446.(2) When an individual feel deprivation some basic satisfaction, it is need. Q.447. In production concept product is produce maximum and distribute widely. Q.448. The main objective or achievement of marketing is to satisfy the customer. Q.449.(1) Under internal marketing the company hiring, training and motivating their employees to serve the customer with efficiency. Q.450.(2) Customer value means the benefits expected by the customer from the product against its cost. Q.451.(2) In reactive marketing company and customer talk about the product, performance which is sell by the company or purchase by the customer. Q.452.(4) Q.453. Q.437.(4) In a potential market customer have all the things interest to purchase income to purchase accessibility to market. Q.454.(1) Q.438.(1) In mass marketing the seller engage in the mass production, mass distribution of one product for all buyers. Q.457.(4) Q.439.(2) Soft-core loyal one of those customers whose shift from favouring one to another brand. Q.460. Q.440.(4) In differentiated marketing company make product according to different customer according to their standard. Q.441.(4) Type writers are in decline stage of product life cycle. Q.442.(4) Product awareness advertising is not the part of marketing strategy. Q.443.(1) All the things were started in the maturity stage to increase the profit and sale of product. Q.444.(1) To maintain the market share for a product the continuous innovation is the best unchaining. Q.445.(4) The products in product line are same is several things like shape, size, price, function, cost etc. Q.455.(1) Q.456. Q.458.(1) Q.459.(2) Q.461.(2) Q.462.(4) Q.463.(2) Q.464.(5) Only survey of wants and desires of consumers is related to consumer survey. Q.465.(5) Q.466.(1) In sandwich man advertising, joker, etc. displays the product. Q.467. In publicity there is no need of payment. It can be made by media, friends, relatives etc. Q.468.(2) In Modern Concept of marketing, consumer is the king of market. So Modern market can be considered as buyers market. Q.469. Q.470.(5) All factors given in the options. affect the consumer behaviour. 139

13 Q.471.(1) All are abbreviations Q.472.(4) Q.502. VAT (Value Added Tax) has replaced Sales Tax. Q.473.(2) Secondary Data can be collected easily, so researchers starts their research by collecting secondary data. Q.503.(4) All are abbreviations. Q.474. Q.506.(2) Q.475.(5) Society shapes our beliefs, values, norms. Hence option should be all of these Q.507.(1) Q.476. Reminder advertising is essential at the maturity stage of product life cycle. Q.477.(2) Q.504.(4) Q.505.(5) Q.508.(4) Old concept of marketing is related to product and seller while modern concept is related to consumer. Q.509.(5) Q.478.(1) Q.510.(1) Marketing mix decides the marketing Budget of an organization. Q.479.(4) All statements are true about product life cycle. Q.511.(4) Q.480. Q.481.(4) Cost Benefit Analysis is related to cost accounting. Q.482.(2) Q.483. Q.484.(2) Q.485.(1) Q.486.(2) Q.487. Q.512.(4) Q.513.(1) Q.514.(2) Q.515.(1) All business activities revolves around the marketing so marketing concept is the central point of all business activities. Q.516.(2) Q.517.(1) In last few years back ICICI Bank adopted High-Pressure Selling of their products, specially loan products. Q.489.(4) Q.518. Credit Card and Debit Card is Plastic Money. Q.490.(4) Q.519.(1) Q.491.(4) All the tasks given are needed for successful internal marketing. Q.520. Q.488.(4) In news Article we do not promote sale. Q.492.(4) Q.521.(5) All factors together being development of Marketing. Q.493.(2) Q.522.(5) Q.494.(2) Q.523. Q.495.(4) Q.524.(1) PERT is a technique used for evaluating the programmes. Q.496. An advertisement does not tell how a new product works. Q.497.(2) Q.498.(4) Q.499.(5) Q.500.(2) Whole Sellers and Retailers purchase goods for further sale. Q.501.(5) All are the parts of structure of Economy, Hence option is None of these. Q.525.(5) Mediators in distribution channel, sales person and consumers are 3 parts of triparty activity of sales promotion. Q.526. Tangible assets those assets which have physical appearance like car, mobile, radio etc. And those assets that have no physical appearance are known is intangible assets such as loan, goodwill, patent, copyright, royalty etc. 140

14 Q.552. Future customers are called Target Q.527.(5) Customers. Q.528.(2) Q.529.(4) Q.553.(2) Customer s need, cost of customer, convenience, communication formed 4C Q.530. Full form of ATM is Automated Teller of marketing mix. Machine. Q.531.(4) Q.554.(5) Q.532.(5) Q.555.(4) Q.533.(4) marketing research is necessary for Q.556.(1) effective sale. Q.557.(1) Q.534.(5) All options are true about product. So Q.558.(5) All are abbreviations on the above reason product life cycles concept is developed. Q.559. Q.535.(1) Q.560.(2) Q.536.(5) Q.561.(2) Q.537.(2) Net Banking is a facility provided by banks when technology has improved. Q.562.(2) manufacturing cost is internal factor. Q.563.(4) This is not a product, so there is no need Q.564.(4) of marketing. Q.565.(4) Q.538.(4) Q.566.(1) Q.539.(4) All the qualities mentioned, should be in a good brand. Q.567. Q.540. Q.568.(4) For customer-oriented companies Q.541.(2) customer satisfaction is target and Q.542.(2) marketing mix is the essence of marketing, so it s control is the key of marketing tool. successful marketing. Q.543.(1) Q.569.(1) Q.570.(4) Q.571.(5) All are the qualities of patent. Q.544. Q.572.(5) All are the elements of effective package. Q.545. Q.573. Q.546.(1) Q.574.(2) Q.547.(5) Q.575.(4) Q.548.(2) Q.576. Knowledge of related markets Q.549.(2) Q.577.(2) Cross-selling Q.550.(1) Q.551. Mobile technique changes frequently Q.578.(5) All (1), (2) and hence it can be grouped under marketing Q.579.(1) A marketing staff fluctuation. Q.580. For good customer service 141

15 EXPLANATION OF PREVIOUS PAPERS HELD ON Q.1. Q.2.(4) Q.3. Q.4.(2) Q.5.(4) HELD ON Q.1.(1) Q.2.(2) Q.3.(1) Q.4. Q.5.(4) Q.6.(2) Q.7.(2) Q.8.(5) Q.9. Marketing is a critical business function for attracting customers. A business needs to markets its products when the supply exceeds demand. Traditional marketing involves door to door campaigns. Telemarketing is a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing. A good salesperson must have good communication skills. Direct marketing allows businesses and nonprofits organizations to communicate straight to the Customer. Lead generation means identifying the prospective buyers and then approaching them. Web marketing is the marketing and promotion of products or services over the Internet. methods to improve marketing activities. Q.4. Q.5.(5) Q.10.(2) Planning work Q.11.(5) Q.12.(1) In push marketing, the information is just pushed toward the buyer by the seller to make him aware of his products and services. Q.13.(4) Q.14. sales call planning Q.15. Buyer resistance occurs when the buyer is not able to decide whether to buy the product or not. Q.16.(5) persuasive communication Q.17.(4) B e n c h m a r k i n g i s t h e p r o c e s s o f comparing one s business processes and performance metrics to industry bests or best practices from other industries. Q.18.(1) Innovation in marketing means developing as well as adopting new technologies. Q.19.(1) Q.20.(1) USP stands for Unique selling proposition here, which means an attraction or a specific feature of a product or service which renders it different from the others. HELD ON Q.1.(2) Q.2. Q.3.(5) Q.6. (2) CUSTOMER FEEDBACK Q.7.(1) Q.8.(5) Q.9.(5) Q.10.(5) A family with more than 2 members Lowering the selling price Market segments allow companies to create product differentiation strategies to target them. Q.6.(5) Q.7. Q.8.(2) Telemarketing is a method of direct marketing in which a salesperson approaches prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing. Upselling is a sales technique whereby a seller induces the customer to purchase more expensive items. The process of marketing ends with the customer satisfaction. An impulse purchase or impulse buying is an unplanned decision to buy a product or service, made just before a purchase. Q.9.(4) Q.10.(2) Do Not Call List Q.11.(4) Test marketing is product development stage where the product is exposed to a 142

16 carefully chosen sample of the population for deciding if to reject it before its full scale launch. Q.12.(2) Q.13.(4) Value based pricing sets prices primarily, but not exclusively, on the value, perceived or estimated, to the customer rather than on the cost of the product or historical prices. Q.14.(2) Negative demand is situation where consumers avoid a product or firm with negative image or connotations, such as those associated with unfair labor policies or the practices that harm the environment. Q.15.(1) Q.16.(1) Internet banking allows customers of a financial institution to conduct financial transactions on a secure website operated by the institution. Q.17.(2) Market risk is the risk of losses in positions arising from movements in market prices. Q.18.(1) Improved Customer Services Q.19.(5) Marketing research is the systematic gathering, recording, and analysis of qualitative and quantitative data about issues relating to marketing products and services. Q.20. HELD ON (Ist Shift) Q.1.(1) Q.2.(1) Marketing is the function of only Sales environment comprising competitors, persons. customers, suppliers, distribution Ability and willingness of the Sales intermediaries & sales personnel. person. Q.10.(1) Q.3.(1) Product Distribution Q.11.(1) SME loans/finance is the funding of small Q.4.(4) Service marketing refers to both business and medium sized enterprises & to consumer (B2C) and business to represents a major function of the general business (B2B) services which includes business finance market-in which capital marketing of services like for different types of firms are supplied, telcommunications services, financial acquired and priced services etc. Q.5.(2) Q.12.(2) Market segmentation enables companies Customization leads to improved to target different categories of consumers customer retention. who perceive the full value of certain Q.6. Marketing aims at increasing profits. products/services differently. Q.7.(2) Aggressive marketing-when a market Q.13. It is a specific group of people within the becomes very aggressive, the prices of target market at which a product or the stocks can go up significantly which in marketing message of a product is aimed turn makes it more expensive for a trader at. to become involved in the market by Q.14.(4) S M E a r e c o m p a n i e s w h e r e t h e buying stock. investment in plant and machinery does Q.8. Q.9.(4) not exceed Rs. 25 lakh. Market information system is a set of Q.15. USP is a concept stating that such procedures and practices employed in campaigns made unique propositions to gathering, analyzing, and assessing the customer and that this convinced information about a firm's market them to switch brands. 143

17 HELD ON (IInd Shift) Q.1.(5) Q.2.(1) Q.3.(4) Q.4.(5) Cold calling is the marketing process of approaching prospective customers or clients typically via telephone who were not expecting such an interaction. Delivery channel/distribution channel is a path through which goods and services flow in one direction (from vendor to the consumer), and the payments generated by them that flow in the opposite direction (from consumer to the vendor). All sales lead is the identification of a person or entity that has the interest and authority to purchase a product or service. Advertisement is a form of communication used to encourage or persuade an audience to continue or take some new action. Q.5.(4) Selling is offering to exchange something of value for something else. Q.6. Q.7. Q.8. Q.9.(1) Bench marking is the process of comparing one's business processes and performance metrics to industry bests. Q.10.(5) Q.11.(5) Q.12.(4) Q.13.(1) Internet marketing or online marketing is referred to as the marketing of products or services over the internet. Q.14.(2) Q.15.(1) HELD ON (Ist Shift) Q.1. Q.2.(2) Q.3.(1) Q.4.(2) Q.5. Q.6.(2) Q.7.(4) Q.8.(2) Q.9. Direct marketing is a channel of advertising that allows business and nonprofits to communicate straight to the customer with advertising techniques such as mobile messaging, .etc. Web marketing also known as internet marketing is the marketing of products or services over the internet. More business to the company. Lead generation Market share is the percentage of an industry or market's total sales that is earned by a particular company over a specified time period. Increasing the sales volume Market segmentation enables companies to target different categories of consumers who perceive the full value of certain products and services differently from one another. Referral selling is acquiring new customers who are suggested or referred to by existing customers. Referral selling is the basis of all direct selling. Q.10.(1) Unique selling proposition is a concept that gives real or perceived benefit of a good or service that differentiates it from the competing brands and gives its buyer a logical reason to prefer it over other brands. USP is often a critical component of a promotional theme around which an advertising campaign is built. Q.11.(4) converting prospective customers into purchasers Q.12. Q.13.(4) Cross selling is the act of selling among or between established clients, markets, traders etc. Q.14. Marketing strategy is a process that can allow an organization to concentrate its limited resources on the greatest opportunities to increase sales. Q.15.(1) all purchasers Q.16.(2) Q.17.(2) Q.18.(2) Q.19.(1) Digital marketing is similar to online marketing. Q.20.(2) Direct selling Agent. 144

18 HELD ON (IInd Shift) Q.1.(1) Q.2.(4) Q.3.(1) Q.4. Q.5.(2) Q.6. Safe Deposit locker can be canvassed among all existing account holders. Telemarketing is a method of direct marketing in which a salesperson requests prospective customers to buy products or services through phone calls or web conferencing. Cashless operations It is very low Liquidity Bancassurance is used to describe the partnership or relationship between a bank and an insurance company uses the bank sales channel in order to sell insurance products. Q.7.(4) Q.8.(1) increasing deposits. Q.9.(5) Q.10.(1) Mutual funds investments can be effectively canvassed among only salaried persons. Q.11.(2) Product Design is the process of creating a new product to be sold by a business to its customers. Q.12. Q.13.(1) Advertisement is a form of communication used to encourage or persuade an audience to continue some actions. It is a notice or announcement in a public medium promoting a product, service. Q.14.(1) Q.15.(2) Q.16. Value added services refers to advanced and/or additional services offered to increase their revenue or make their offering more competitive. Q.17.(4) Q.18.(2) Cross selling Q.19.(1) Globalization is growth to a global or worldwide scale. Q.20.(4) Market Research is any organized effort to gather information about market or customers. HELD ON (Ist Shift) Q.1. Q.2.(4) Q.3.(2) Q.4.(2) Q.5.(5) Q.6.(1) Q.7.(5) Q.8.(5) Q.9. Q.10.(5) Q.11.(4) Q.12.(4) Q.13. Q.14.(5) Q.15.(4) HELD ON (IInd Shift) Q.1.(1) Q.2. Q.3.(1) Q.4.(4) Q.5.(4) Q.6.(2) Q.7. Q.8.(4) Q.9.(4) Q.10.(4) Q.11. Q.12.(4) Q.13.(2) Q.14.(5) Q.15.(4) HELD ON Q.1.(2) Q.2. Q.3.(4) Q.4.(1) Q.5.(1) Q.6. Q.7. Q.8.(4) Q.9.(4) Q.10.(5) Q.11.(5) Q.12.(4) Q.13.(1) Q.14.(2) Q.15.(1) 145

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