BUSINESS STUDIES

Marketing Management
Chapter-11

I. MULTIPLE CHOICE QUESTIONS

SL.NO Question:
Q.No.1 Which of the following is a feature of marketing process?
a. satisfying needs and want of the consumers.
b. creating a market offering
c. developing and exchanging mechanism
d. All of the above
Q.No.2 A popular brand of Hair Conditioners comes in different categories for different
hair, say for normal hair and for other categories. Which function of labeling is
highlighted here:
a. Specifies its content
b. Helps in promotion
c. Product branding
d. Grading of product
Q.No.3 Apart from customer satisfaction, which of the following concept pays attention to
the social, ethical and ecological aspects of marketing:
a. Product
b. Production
c. Societal
d. marketing
Q.No.4 A marketer job in an organization is to identify ___________ of the target
customers and develop products that give them satisfaction.
a. Need
b. Motive
c. Want
d. desire
Q.No.5 The term marketing mix describes:
a. A composite analysis of all environmental factors inside and outside the firm.

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 b. A series of business decisions that help in selling a product
c. The relationship between a firm’s marketing strength and its business weaknesses
d. A blending of 4 strategic elements to satisfy specific target markets.
Q.No.6 Free gifts and free samples distribution is the part of _______. (a)Advertising
(b) Public relation
(c) Sale promotion
(d) Public relation
Q.No.7 A marketing philosophy summarized by the phrase “a good product will sell itself”,
is a characteristic of the ______________ concept:
a. Societal
b. Production
c. Marketing
d. Product
Q.No.8 AAA Limited is marketing its products online. Identify the channel of distribution
being adopted by the company.
a. Zero level channel
b. One level channel
c. Two level channel
d. Three level channel
Q.No.9 Under which of the following situations is a company not likely to fix a lower price
for its product?
a. When the competition has introduced a substitute product
b. When the demand for the product is low
c. When the company wants to attain market share leadership
d. If the demand for a product is inelastic
Q.No.10 Bread and milk are which kind of products:
a. Convenience product
b. Shopping product
c. Speciality product
d. Emergency products
Q.No.11 Advertising is undertaken by ................... who makes the advertising efforts and
also bears the cost of it.

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 (A) Identified individual
(B) Company
(C) Marketers
(D) All of the above
Q.No.12 Which element of promotion is suitable for industrial goods
(A)Advertising
(B) Personal selling
(C) Publicity
(D)Public relation
Q.No.13 Consider the following statement:-
1.If the firm decides to maximise profits in the short run, it would tend to charge
maximum price for its products.
2 if it is to maximise its total profit in the long run, it would opt for a lower per unit
price .
(A) Statement 1 is correct
(B)Statement 2 is correct
(C) Both Statements are correct
(D) Neither Statement 1 nor 2 is correct
Q.No.14 Which of the following is not a role of public relation: -
(A)Lobbying
(B) Counselling
(C)Corporate Communication:
(D) None of these
Q.No.15 Sales promotion refers incentives, which are designed to encourage the buyers to
make immediate purchase of a product or
service. The incentive is of
(A) Short term
(B) Long term
(C) Short and long both
(D) Short or long term
Q.No.16 _________________ is not the part of 4 P’s
a) Product
b) Publicity
c) Price
d) Promotion
Q.No.17 Many markets are using banned animal skin in leather manufacturing companies to
make huge profit. Which marketing concept is ignored here?
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 a) Marketing concept
b) Societal concept
c) Production concept
d) Product concept
Q.No.18 Raman, a school bag manufacturer decided to improve the product for profit
maximization and thus added water bottle holder to the existing design.
a) Marketing concept
b) Selling concept
c) Product concept
d) Production concept
Q.No.19 Qualities of a good brand name:
I. It should be easy to pronounce
II. It should be unique
III. It should not be differed from others names
IV. It’s meaning should not be in other language meaning

a) I and II
b) I and III
c) III and IV
d) I, II & IV
Q.No.20 What is true about selling and marketing.
I. Selling is related to the need of the seller and marketing is related to the
need of buyer or customer.
II. Increase in selling is the objective of selling and marketing.
III. Producer is king pin of market according to both selling and marketing.
IV. Demand is created by producing product according to need of the customer
in both selling and marketing.
a) Only I
b) I and II
c) I, II and III
d) I, II, III and IV
Q.No.21 The part of brand which cannot be spoken but can be recognized is known as
a) Brand name
b) Brand marks
c) Trade mark
d) Brand
Q.No.22 Convenience is the function of
a) Branding
b) Packaging
c) Labeling
d) Advertising
Q.No.23 Raman calls her friend Jyoti and requests her to sell one of his painting to Raman’s
mothers. In this transaction who is the marketer?
a) Raman
b) Jyoti
c) Both
d) None of them

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Q.No.24 Today, marketing must be defined in a new sense that can be characterized at
____________________________
a) Get these first with the most
b) Management of youth demand
c) Satisfying customer needs
d) Telling and selling
Q.No.25 Suppose tomorrow is your friend’s birthday. You want to give him a gift. You
purchase 20 small boxes of chocolates from the market and keep in a box for gift. It
is the example of
a) Primary packaging
b) Secondary packaging
c) Transformation packaging
d) None of the above

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 ANSWER KEY
Multiple Choice Questions
Q.No.1 d. All of the above
Q.No.2 d. Grading of product
Q.No.3 c. Societal
Q.No.4 a. Need
Q.No.5 d. A blending of 4 strategic elements to satisfy specific target markets.
Q.No.6 c. Sale promotion
Q.No.7 d. Product
Q.No.8 a. Zero level channel
Q.No.9 d. If the demand for a product is inelastic
Q.No.10 a. Convenience product
Q.No.11 (D) All of the above
Q.No.12 (B) Personal selling
Q.No.13 (C) Both Statements are correct
Q.No.14 (D) None of these
Q.No.15 (A) Short term
Q.No.16 (b) Publicity
Q.No.17 (b) Societal concept
Q.No.18 (c) Product concept
Q.No.19 (b) I and III
Q.No.20 (b) I and II
Q.No.21 (b) Brand marks
Q.No.22 (b) Packaging
Q.No.23 (a) Raman
Q.No.24 (c) Satisfying customer needs
Q.No.25 (b) Secondary packaging

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 BUSINESS STUDIES
Marketing Management
Chapter-11

CASE/SOURCE BASED QUESTIONS

SL.NO Question:
Q.No.1 Sara is very thirsty. She is on a vacation at Jodhpur. Soon she finds a cold drinks shop. She
goes and purchases two bottles and drinks them to satisfy her thirst. After drinking the cold
drink she realizes that it has been developed after analyzing the preferences of the potential
customers. On observing the outer side of the bottle he finds details like contents, flavor,
size, price etc.
Based on above case answer the following questions:
(i). What is Cold Drink and Thirst here in relation to each other?
a. Want & need
b. Want & desire
c. Need & desire
d. None of the above
(ii). Identify the feature of marketing which has been highlighted here.
a. Creating market offering
b. Customer value
c. Exchange mechanism
d. Focuses on the needs & wants
(iii). “On observing the outer side of the bottle he finds details like content, flavor, size,
price etc”. Name the product related decision taken by the marketer.
a. Branding
b. Packaging
c. Labelling
d. Brand loyalty
(iv). On the basis of above question(I C) which is not a feature of above defined answer:
a. Identify the product
b. Promote sale
c. Helps in grading

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 d. Easy introduction of new product
Q.No.2 As a project, the members of the Green Eco Club thought of setting up a process for
recycling waste paper from the club premises; and recycling them into registers and
exercise books to be used by the poor or needy students of the society.
They approached their president who not only appreciated the idea but also gave his
consent for the same. He insisted that they must focus on quality, performance and features
of their products. At the same time, production must be pollution-free. The club also
decided to donate 50% of the revenue generated from the sales of registers and exercise
books to a school for special children.
Based on above case answer the following questions:

(i). Identify the most appropriate communication tool for promotion of registers and
exercise books.
a) Sales Promotion
b) Advertising
c) Personal Selling
d) Public Relations
(ii). Which of the following factors should be kept in mind while choosing the right name
for the exercise books and registers?
a) It should be distinctive
b) It should be adaptable to packaging or labeling requirements
c) It should be short and easy to pronounce
d) All of the above
(iii). Identify the marketing philosophy discussed in the case.
a) Production concept
b) Product concept
c) Societal marketing concept
d) Both (a) and (b)
(iv). Choose the correct sequence of options in column II with respect to column I.
Column I Column II
(A) Production (i) Persuading the buyer to purchase
(B) Product concept (ii) Satisfying customer’s needs

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 (C) Selling (iii) Quality of the product
(D) Marketing (iv) Quantity of the product

a) (i), (ii), (iii), (iv)

b) (iv), (iii), (i), (ii)
c) (iii), (iv), (i), (ii)
d) (i), (ii), (iv), (iii)
Q.No.3 Read the passage given below and answer the following questions…….
SHINE LIMITED as marketing Mixer Grinder which were very popular due to their quality
and after sales services provided to the customers. The company was a leading company in
the market and earned lots of profits. Due to huge profits the company ignored its after sales
services. As a result, relations with the customers got spoiled and the image of the company
was damaged in the eyes of the public. Top management became concerned when the profits
for the current quarter fell. On analysis it was revealed that ignoring after sales services was
its reason. Therefore, the company took all possible measures to protect and promote its
image. As a result, the Goodwill of the company improved in the society.
(i) Name the communication tool used by the marketer in the above case to improve its
image.
(A) Public Relation
(B) Personal selling
(C) Sales promotion
(D) Advertising
(ii) Due to which pricing Objective of SHINE LIMITED, the company's goodwill
damaged
(A) Obtaining Market Share Leadership
(B) Profit maximisation
(C) Surviving in a Competitive Market
(D) Attaining Product Quality Leadership
Q.No.4 Zomato is an Indian food delivery company, founded by Deepanker Goyal and Pankaj
Chaddah in 2008. It provides information, menus of restaurants as well as food delivery. It
is famous in many cities for food delivery. After doing a diploma in entrepreneurship,
Farihad started his own confectionary business. He started doing a lot of hard work and used

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 the recipes taught by his grandmother in various preparations. He also learnt many recipes
from online sites and television programmes. He decided to keep the price of the products
low initially also informed his customers about the goodness of the items sold by them.
However , he didn’t mention on the package of each item weather it contained eggs or not.
As a result, vegetarian people became hesitant in buying things from his shop as they had to
verbally inquire from him about the inclusion of eggs in the preparation of various items.
(i) “Zomato is famous in many cities for food delivery”. It represents:
(a) Branding
(b) Packaging
(c) Transportation
(d) Advertising
(ii) Name the important aspect related to the marketing of products which has been
ignored by Farihad.
a) Branding
b) Packaging
c) Labeling
d) Product differentiation
(iii) Which function is not related to the labeling function?
(a) Helps in identification of product
(b) Enable grading of product
(c) Specifies the contents of the product
(d) Innovational opportunities
(iv) What is the colour of sign which indicate that it is vegetarian food?
(a) Red
(b) Green
(c) Yellow
(d) Blue
Q.No.5 Sita was a student of Business Studies of class XII. Her father was a farmer who grew
different varieties of rice and was well-versed in the various aspects of rice cultivation. He
was also selected by the government for a pilot-project on rice cultivation. As a project work
in Business Studies, she decided to study the feasibility of marketing good quality rice at a
reasonable price. Her father suggested her to use the Internet to gather customers’ view and
opinions. She found that there was a huge demand for packaged organic rice. She knew that
there were no predetermined specifications in case of rice because of which it was difficult
to achieve uniformity in the output. To differentiate the product from its competitors, she
gave it the name of ‘Malabari Organic Rice’ and classified it into three different varieties,
namely-popular, Classic and supreme, based on the quality and keep in different wrappers
She felt that these names would help her in product differentiation.
(i) “Her father suggested her to use the Internet to gather customers’ views and opinions.
“what function of marketing is involved here?
a) Grading
b) Market research
c) Packaging
d) Selling
(ii) What type of feasibility is required for starting a business?

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 a) Finance feasibility
b) Technology feasibility
c) Marketing feasibility
d) All of the above
(iii) The function of marketing is discussed in this case study:
I. Gathering & analyzing market information
II. Standardization
III. Grading
IV. Branding & packaging
a) I and II
b) I and III
c) I, III and IV
d) I, II, III and IV
(iv) Which element of marketing mix will be helpful for product differentiation to the
users according to this case study.
a) Branding
b) Packaging
c) Labeling
d) Branding and packaging

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 ANSWER KEY : Case Study Questions
Q.No.1 (i) a. Want & need
(ii) d. Focuses on the needs & wants
(iii) c. Labelling
(iv) d. Easy introduction of new product
Q.No.2 (i) d. Public Relations
(ii) d. All of the above
(iii) c. Societal marketing concept
(iv) b. (iv), (iii), (i), (ii)
Q.No.3 (i) (A) Public Relation
(ii) (B) Profit maximisation
Q.No.4 (i) (a) Branding
(ii) (c) Labeling
(iii) (d) Innovational opportunities
(iv) (b) Green
Q.No.5 (i) b. Market Research
(ii) d. All of the Above
(iii) d. I, II, III and IV
(iv) d. Branding and packaging

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 BUSINESS STUDIES
Marketing Management
Chapter-11

I. TRUE- FALSE QUESTIONS

SL.NO Question:
Q.No.1 Price is the value of which a buyer passes on to the seller in lieu of the product or
service provided.
(a) True
(b) False
Q.No.2 Large scale production to decrease the cost is the basic objective of Production
Concept.
(a) True
(b) False
Q.No.3 Sales promotion refers to long term use incentives or promotional activities that
stimulate the customer to buy the product.
(a) True
(b) False
Q.No.4 Advertising encourages sale of inferior and dubious products.
(a) True
(b) False
Q.No.5 Packaging helps to know about name of the product, expiry and manufacturing
date, general information for use, weight, price etc.
(a) True
(b) False
Q.No.6 Physical distribution is concerned with making the goods and services available at
the right place, so that people can purchase the same.
(a) True
(b) False
Q.No.7 Personal selling converts latest demand into effective demand
(a) True
(b) False

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Q.No.8 Public relation are not useful at all when there is negative publicity about the
company or its products.
(a) True
(b) False
Q.No.9 Offering products at special prices, to clear off excess inventory is called Discount
(a) True
(b) False
Q.No.10 Sales promotion tools can be very effective at the time of introduction of a new
product in the market.
(a) True
(b) False
Q.No.11 According to Marketing concept customers satisfaction must be within the ethical
ecological aspects of our society.
(a) True
(b) False
Q.No.12 Philip kotler classified the marketing mix in product, price , physical distribution
and promotion mix.
(a) True
(b) False
Q.No.13 Production concept propose that the way to realize business goal is by making
product that are of high quality.
(a) True
(b) False
Q.No.14 Packaging is the silent salesman for a product.
(a) True
(b) False
Q.No.15 Marketing is that phase of business activity through which human wants are
satisfied by exchange of goods and services.
(a) True
(b) False

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 KEY/ANSWER SHEET
True- False Questions
Q.No.1 (a) True
Q.No.2 (a) True
Q.No.3 (b) False
Q.No.4 (a) True
Q.No.5 (b) False
Q.No.6 (a) True
Q.No.7 (a) True
Q.No.8 (b) False
Q.No.9 (b) False
Q.No.10 (a) True
Q.No.11 (b) False
Q.No.12 (b) False
Q.No.13 (b) False
Q.No.14 (a) True
Q.No.15 (a) True

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 BUSINESS STUDIES
Marketing Management
Chapter-11
ASSERTION REASON TYPE QUESTIONS
SL.NO Question:
Q.No.1 Assertion (A): Tata differentiates it’s three quality of tea with three different labels (Tata
Agni, Tata Premium and Tata Gold).
Reason (R):Labelling helps to describe a product and specify its contents.
Alternatives:
a) Both Assertion and Reason are true and Reason is the correct explanation of Assertion.
b) Assertion and Reason both are true but Reason is not the correct explanation of
Assertion.
c) Assertion is true but Reason is false.
d) Assertion is false but Reason is true.
Q.No.2 Assertion (A): From package of chips, cosmetics, etc. people can make some guess about
quality of the product contained in it.
Reason (R): Packaging helps in products promotion.
Alternatives:
a) Both Assertion and Reason are true and Reason is the correct explanation of Assertion.
b) Assertion and Reason both are true but Reason is not the correct explanation of
Assertion.
c) Assertion is true but Reason is false.
d) Assertion is false but Reason is true.
Q.No.3 Assertion (A): Advertising and sales promotion are different from each other.
Reason (R): Advertising is a short-term prospective where as sales promotion a long-term
perspective.
Alternatives:
a) Both Assertion and Reason are true and Reason is the correct explanation of Assertion.
b) Assertion and Reason both are true but Reason is not the correct explanation of
Assertion.
c) Assertion is true but Reason is false.
d) Assertion is false but Reason is true.

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Q.No.4 Assertion (A): Government can declare a product as essential product and regulate its
price.
Reason (R): In order to protect the interest of public against unfair practices in the field of
price fixing.
Alternatives:
a) Both Assertion and Reason are true and Reason is the correct explanation of Assertion.
b) Assertion and Reason both are true but Reason is not the correct explanation of
Assertion.
c) Assertion is true but Reason is false.
d) Assertion is false but Reason is true.
Q.No.5 Assertion (A): Trademark is not a part of brand.
Reason (R): Trademark does not have legal protection
Alternatives:
a) Both Assertion and Reason are true and Reason is the correct explanation of Assertion.
b) Assertion and Reason both are true but Reason is not the correct explanation of
Assertion.
c) Assertion is true but Reason is false.
d) Assertion is false but Reason is true.
e) Both Assertion and Reason is false.
Q.No.6 Assertion (A): fee to a doctor for his medical advice represent the price.
Reason(B): Price may be defined as the amount of money paid by a buyer in consideration
of the purchase of a product or a service.
(A) Both Assertion and reason are true and reason is correct explanation of assertion.
(B) Assertion and reason both are true but reason is not the correct explanation of assertion.
(C) Assertion is true, reason is false.
(D) Assertion is false, reason is true.
Q.No.7 Assertion(A): In the case of inelastic demand, the total revenue decreases when the price
is increased.
Reason(B): The price of a product is affected by the elasticity of demand of the product.
(A) Both Assertion and reason are true and reason is correct explanation of assertion.
(B) Assertion and reason both are true but reason is not the correct explanation of assertion.

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 (C) Assertion is true, reason is false.
(D) Assertion is false, reason is true.
Q.No.8 Assertion(A): Promotion refers to the use of communication to inform potential customers
about a product.
Reason(B): It keep the customer persuading to buy the product.
(A) Both Assertion and reason are true and reason is correct explanation of assertion.
(B) Assertion and reason both are true but reason is not the correct explanation of assertion.
(C) Assertion is true, reason is false.
(D) Assertion is false, reason is true.
Q.No.9 Assertion(A): -The overall cost of advertising gets spread over numerous communication
links established.
Reason(B): - Personal selling helps the business persons in bringing economy in their
efforts.
(A) Both Assertion and reason are true and reason is correct explanation of assertion.
(B) Assertion and reason both are true but reason is not the correct explanation of assertion.
(C) Assertion is true, reason is false.
(D) Assertion is false, reason is true."
Q.No.10 Assertion(A): Use of sales promotion tools may affect the image of a product.
Reason(B): The buyers may start feeling that the product is either of good quality or is
appropriately priced
(A) Both Assertion and reason are true and reason is correct explanation of assertion.
(B) Assertion and reason both are true but reason is not the correct explanation of assertion.
(C) Assertion is true, reason is false.
(D) Assertion is false, reason is true.
Q.No.11 Assertion(A): According to selling concept product are bought because of the selling
techniques of the seller.
Reason(B): Selling concept aims to maximize the sales by efforts made.
a) Both Assertion and reason are true and reason in correct explanation of Assertion.
b) Assertion and reason both are true but reason is not the correct explanation of
assertion.
c) Assertion is true, reason is false.
d) Assertion is false, reason is true.
Q.No.12 Assertion(A): Labeling is the silent salesman
Reason(B): It helps in promotion of products and provide required information to the
consumer.
a) Both Assertion and reason are true and reason in correct explanation of Assertion.

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 b) Assertion and reason both are true but reason is not the correct explanation of
assertion.
c) Assertion is true, reason is false.
d) Assertion is false, reason is true.
Q.No.13 Assertion(A): An established brand name helps the firm to enables it for maximizing the
sale and get high price than the competitor.
Reason(B): Companies introduce new product in their established name.
a) Both Assertion and reason are true and reason in correct explanation of Assertion.
b) Assertion and reason both are true but reason is not the correct explanation of
assertion.
c) Assertion is true, reason is false.
d) Assertion is false, reason is true.
Q.No.14 Assertion(A): Now a days giving attention on social responsibilities of business and using
environmental pollution free techniques.
Reason(B): According to marketing concept consumer satisfaction is necessary for the
businessman to earn profit.
a) Both Assertion and reason are true and reason in correct explanation of Assertion.
b) Assertion and reason both are true but reason is not the correct explanation of
assertion.
c) Assertion is true, reason is false.
d) Assertion is false, reason is true.
Q.No.15 Assertion(A): Marketing is a wide term.
Reason(B): Marketing starts with market research and ends on consumer satisfaction.
a) Both Assertion and reason are true and reason in correct explanation of Assertion.
b) Assertion and reason both are true but reason is not the correct explanation of
assertion.
c) Assertion is true, reason is false.
d) Assertion is false, reason is true.

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 ANSWER KEY : Assertion Reason Questions
Q.No.1 (a) Both Assertion and Reason are true and Reason is the correct explanation of
Assertion.
Q.No.2 (a) Both Assertion and Reason are true and Reason is the correct explanation of
Assertion.
Q.No.3 (c) Assertion is true but Reason is false.
Q.No.4 (a) Both Assertion and Reason are true and Reason is the correct explanation of
Assertion.
Q.No.5 (e) Both Assertion and Reason is false.
Q.No.6 (A) Both Assertion and reason are true and reason is correct explanation of
assertion.
Q.No.7 (D) Assertion is false, reason is true.
Q.No.8 (A) Both Assertion and reason are true and reason is correct explanation of
assertion.
Q.No.9 (B) Assertion and reason both are true but reason is not the correct explanation of
assertion.
Q.No.10 (C) Assertion is true, reason is false.
Q.No.11 (A) Both Assertion and reason are true and reason is correct explanation of
assertion.
Q.No.12 (A) Both Assertion and reason are true and reason is correct explanation of
assertion.
Q.No.13 (B) Assertion and reason both are true but reason is not the correct explanation of
assertion.
Q.No.14 (B) Assertion and reason both are true but reason is not the correct explanation of
assertion.
Q.No.15 (A) Both Assertion and reason are true and reason is correct explanation of
assertion.

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