UPES Marketing Management Question and Answers

Are you looking for a marketing management MCQ course? If so, you’re in luck, as there are plenty of options available online. Here are four UPES marketing management courses that you might find useful:

UPES Marketing Management is an online course that covers all aspects of marketing management. From planning and developing a marketing strategy to executing this plan, measuring success, market segmentation, and pricing, this course provides comprehensive coverage.

Thus, are you ready to take your marketing skills to the next level? Then start preparing for UPES marketing.


Brief Introduction to Marketing Management

Marketing is the process of creating value for a company by delivering a message that leads to customer acquisition or retention. The marketing mix is the five Ps of marketing: product, price, place, promotion, and product placement.

There are six steps in the marketing management process: market research, planning, executing, monitoring and controlling, adjusting, and closing.

UPES Marketing Management MCQs

Q1. A sales assistant working for an outside sales force will most likely have all of the following duties EXCEPT

  1. answering customer’s questions when a salesperson is unavailable
  2. providing administrative backup
  3. confirming appointments
  4. following up on deliveries
  5. determining price points

Answer: 5. determining price points

Q2. A retailer may fail because it tries to provide “something for everyone” and ends up satisfying no market well. Successful retailers ___ their target markets well and position themselves strongly.

  1. increase
  2. franchise
  3. wholesale
  4. define
  5. Position

Answer: 4. define

Q3. Through ___, many companies today are strengthening their connections to all partners, from providers of raw materials to components to final products that are delivered to final buyers.

  1. supply chain management
  2. direct marketing
  3. partnership relationship marketing
  4. customized marketing
  5. equity marketing

Answer: 1. supply chain management

Q4. A buyer would be most likely to review trade directories at which stage of the business buying process?

  1. problem recognition
  2. general need description
  3. product specification
  4. supplier search
  5. supplier selection

Answer: 4. supplier search

Q5. When amusement parks and movie theatres charge admission plus fees for food and other attractions, they are following a(n) ___ pricing strategy.

  1. by-product
  2. optional-product
  3. captive-product
  4. skimming
  5. Penetration

Answer: 3. captive-product

Q6. Which type of market buys goods and services for further processing or for use in the production process?

  1. business
  2. reseller
  3. wholesale
  4. consumer
  5. Retail

Answer: 1. business

Q7. Prospecting is the step in the selling process in which the salesperson

  1. gathers information about a prospective customer before making a sales call
  2. meets the customer for the first time
  3. identifies qualified potential customers
  4. tells the product’s “value story” to the customer
  5. clarifies and overcomes customer objections to buying

Answer: 3. identifies qualified potential customers

Q8. Advertising, sales promotion, personal selling, public relations, and direct marketing are all

  1. communications channels that should be integrated under the concept of integrated marketing communications
  2. communications channels focused more on narrowcasting than broadcasting
  3. promotional tools are used to push strategies but not pull strategies
  4. promotional tools are used for pull strategies but not push strategies
  5. promotional tools adapted for use in mass marketing

Answer: 1. communications channels that should be integrated under the concept of integrated marketing communications

Q9. Which type of stores usually carry more specialty goods for which customers like to be “waited on” and have much higher operating costs, which are passed along to the customer?

  1. self-service stores
  2. category killer stores
  3. full-service stores
  4. independent stores
  5. specialty-service retailers

Answer: 3. full-service stores

Q10. Price elasticity of demand is ___ divided by ___.

  1. percent change in quantity demanded; percent change in price
  2. demand; price
  3. percent change in price; percent change in quantity demanded
  4. the going price; the asking price
  5. none of the above

Answer: 1. percent change in quantity demanded; percent change in price

Q11. An attractive idea must be developed into a

  1. product idea
  2. product concept
  3. product image
  4. test market
  5. product strategy

Answer: 2. product concept

Q12. Which of the following is perhaps the most important external source of new-product ideas?

  1. engineers
  2. customers
  3. competitors
  4. trade magazines, shows, and seminars
  5. distributors and suppliers

Answer: 2. customers

Q13. The goal of marketing logistics should be to provide a ___ level of customer service at the least cost

  1. maximum
  2. targeted
  3. moderate
  4. minimum
  5. Competitive

Answer: 2. targeted

Q14. Marketers can take a(n) ___ by taking aggressive action to affect the public and forces in their marketing environments.

  1. environmental stance
  2. proactive stance
  3. natural perspective
  4. natural-management perspective
  5. relationship-building perspective

Answer: 2. proactive stance

Q15. The advertiser must decide on the ___, or desired media impact, of a message in a specific medium.

  1. reach
  2. illustration
  3. qualitative value
  4. exposure costs
  5. Frequency

Answer: 3. qualitative value

Q16. An e-mail from Amazon.com offers free shipping on your next purchase of more than INR 2000. This is an example of

  1. sales promotion
  2. personal selling
  3. public relations
  4. an advertising objective
  5. a push strategy

Answer: 1. sales promotion

Q17. Over the past 110 years or so, Binney and Smith’s Crayola crayons have become a household staple in more than 80 countries around the world. Crayola crayons are in the ___ stage of the PLC.

  1. introduction
  2. growth
  3. maturity
  4. decline
  5. Incubation

Answer: 4. decline

Q18. Gina’s Nail Salon is serious about pleasing its customers. Employees are trained to immediately and pleasantly respond to any customer complaints, and they are empowered to offer discounts and free add-ons to customers who believe they have received anything less than the best service. Gina’s Nail Salon focuses on ___.

  1. differentiating its offer
  2. good service recovery
  3. internal marketing
  4. image marketing
  5. Productivity

Answer: 2. good service recovery

Q19. Blockbuster offers DVD rentals through its Total Access online rental service and through its brick-and-mortar stores. This is an example of a(n)

  1. contractual VMS
  2. administered VMS
  3. horizontal marketing system
  4. conventional distribution channel
  5. multichannel distribution system

Answer: 5. multichannel distribution system

Q20. Anita’s DayCare plans to offer third-shift childcare, based on the opening of two new manufacturing plants in her area. Together the plants will hire 423 employees and run all three shifts. Initial test marketing results look promising. In considering launching this new service, Anita must first decide on

  1. timing
  2. expansion costs
  3. hiring suitable employees
  4. checking local and state regulations
  5. food costs

Answer: 1. timing

Q21. Sometimes a producer chooses only a few dealers in a territory to distribute its products or services. Generally, these dealers are given a right to ___ distribution.

  1. exclusive
  2. selective
  3. intensive
  4. administered
  5. Corporate

Answer: 1. exclusive

Q22. Selecting which segments of a population of customers to serve is called ___.

  1. market segmentation
  2. positioning
  3. customization
  4. target marketing
  5. managing the marketing effort

Answer: 4. target marketing

Q23. Which of the following is an element of developing an advertising strategy?

  1. selecting advertising media
  2. using sophisticated statistical models
  3. setting advertising objectives
  4. evaluating advertising campaigns
  5. setting the advertising budget

Answer: 1. selecting advertising media

Q24. Which step in the sales process is necessary to ensure customer satisfaction and repeat business?

  1. proper approach
  2. professional presentation
  3. handling objections
  4. qualifying prospects
  5. follow-up

Answer: 5. follow-up

Q25. “Buy it now” refers to which one of the following options

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

Answer: 2. Personal Selling

Q26. Which of the four Ps describes the goods-and-services combination the company offers to the target market?

  1. price
  2. promotion
  3. product
  4. place
  5. Package

Answer: 3. product

Q27. Which of the following is an external factor that affects pricing decisions?

  1. the salaries of production management
  2. competition
  3. the salaries of finance management
  4. funds expensed to clean production equipment
  5. A, B, and C

Answer: 2. competition

Q28. Which promotional mix strategy directs marketing efforts toward market channel members?

  1. pull
  2. blitz
  3. push
  4. buzz
  5. Pulse

Answer: 3. push

Q29. Creating word-of-mouth campaigns by cultivating opinion leaders and getting them to spread information about a product or service to others in their communities is known as

  1. sales promotion
  2. indirect marketing
  3. buzz marketing
  4. stealth marketing
  5. public relations

Answer: 3. buzz marketing

Q30. A company’s total marketing communications package consists of a special blend of advertising, sales promotion, public relations, personal selling, and direct-marketing tools that the company uses to communicate customer value and build customer relationships. This is also called

  1. the communications method
  2. integrated marketing
  3. the promotion mix
  4. competitive marketing
  5. target marketing

Answer: 3. the promotion mix

Q31. Which type of small store carries a limited line of high-turnover convenience goods and makes most of its revenues from cigarette, beverage, and gasoline sales?

  1. convenience
  2. chain
  3. department
  4. supermarket
  5. Hypermarket

Answer: 1. convenience

Q32. The demand for many business goods and services tends to change more, and more quickly, than the demand for consumer goods and services does. This is referred to as ___ demand.

  1. fluctuating
  2. derived
  3. inelastic
  4. elastic
  5. Supplier

Answer: 1. fluctuating

Q33. Which concept calls for aggressive selling and focuses on generating transactions to obtain profitable sales?

  1. marketing
  2. production
  3. product
  4. selling
  5. societal marketing

Answer: 4. selling

Q34. The step in the personal selling process which consists of the first meeting between customer and salesperson is called?

  1. qualifying
  2. prospecting
  3. follow up
  4. Approach
  5. None of the above

Answer: 4. Approach

Q35. Consumers can show their allegiance to brands, stores, or companies. Marketers can use this information to segment consumers by ___.

  1. user status
  2. loyalty status
  3. store type
  4. brand preference
  5. usage rate

Answer: 2. loyalty status

Q36. Michael Porter has identified ___ forces that decide the intrinsic long-run attractiveness of a market or market segment.

  1. Five
  2. Six
  3. Four
  4. All of the above
  5. None of the above

Answer: 1. Five

Q37. Which of the following capital items is NOT considered accessory equipment?

  1. buildings
  2. hand tools
  3. lift trucks
  4. desks
  5. Chairs

Answer: 1. buildings

Q38. Business-to-consumer companies are more likely to emphasize a ___ promotion strategy, while business-to-business companies are more likely to emphasize a ___ promotion strategy.

  1. pull; push
  2. push; pull
  3. pulse; pull
  4. continuity; pulse
  5. pulse; continuity

Answer: 1. pull; push

Q39. It includes all the activities involved in selling products or services directly to final consumers for their personal, nonbusiness use.

  1. Franchising
  2. Retailing
  3. Brokering
  4. Wholesaling
  5. Disintermediation

Answer: 2. Retailing

Q40. Advertisers are increasingly shifting larger portions of their budgets to media that cost less and target more effectively. Which of the following is harmed the MOST by such a shift?

  1. radio
  2. cable television
  3. network television
  4. satellite television systems
  5. Internet

Answer: 2. cable television

Q41. Which group determines a product’s position relative to competing for products?

  1. manufacturers
  2. wholesalers
  3. retailers
  4. consumers
  5. Suppliers

Answer: 4. consumers

Q42. When it comes to international distribution channels, the decisions about channels and other marketing activities are made at.

  1. Channels between nations
  2. Channels within foreign nations
  3. Seller’s International Marketing Headquarters
  4. All of the above
  5. None of the above

Answer: 3. Seller’s International Marketing Headquarters

Q43. Which of the following is the set of benefits a company promises to deliver to the customer to satisfy their needs?

  1. a money-back guarantee
  2. low pricing
  3. customer service
  4. a value proposition
  5. an attribute

Answer: 4. a value proposition

Q44. ___ are people within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert influence on others.

  1. Opinion leaders
  2. Habitual buyers
  3. Social networkers
  4. Stealth marketers
  5. Buzz marketers

Answer: 1. Opinion leaders

Q45. Which product(s) will most likely be intensively distributed?

  1. Olympus digital cameras
  2. BMW cars
  3. Guess blue jeans
  4. Coca Cola
  5. Nike running shoes

Answer: 4. Coca Cola

Q46. Marketers should be aware of laws, government agencies, and pressure groups that influence or limit various organizations and individuals in a given society. This is most accurately described as the ___ environment.

  1. socio-legal
  2. cultural
  3. political
  4. legal-technological
  5. Economic

Answer: 3. political

Q47. Which of the following is a reason for a company to raise its prices?

  1. to address the issue of overdemand for a product
  2. to win a larger share of the market
  3. to use excess capacity
  4. to boost sales volume
  5. to balance out decreasing costs

Answer: 1. to address the issue of overdemand for a product

Q48. Each culture contains smaller ___ or groups of people with shared value systems based on common life experiences and situations.

  1. alternative evaluations
  2. cognitive dissonances
  3. subcultures
  4. motives
  5. Attitudes

Answer: 3. subcultures

Q49. A society’s ___ is expressed in how people view themselves, organizations, society, nature, and the universe.

  1. social codes
  2. cultural values
  3. demographics
  4. public policies
  5. Economies

Answer: 2. cultural values

Q50. When a company sets out to analyze, plan, implement, and control sales force activities, the company is undertaking

  1. sales design
  2. salesforce management
  3. group sales efforts
  4. co-op selling and advertising
  5. promotional objectives

Answer: 2. salesforce management

Q51. Marketing logistics involves getting the right product to the right customer in the right place at the right time. Which one of the following is NOT included in this process?

  1. planning the physical flow of goods and services
  2. implementing the plan for the flow of goods and services
  3. controlling the physical flow of goods, services, and information
  4. gathering customer’s ideas for new products
  5. A and C

Answer: 4. gathering customer’s ideas for new products

Q52. Because of ___, a company cannot make its product illegally similar to a competitor’s already established product.

  1. anti-monopoly laws
  2. patent laws
  3. the Consumer Product Safety Act
  4. product warranties
  5. product liability

Answer: 2. patent laws

Q53. Which of the following has the highest rating for the speed of data collection and compilation?

  1. open-ended questionnaires
  2. personal interviews
  3. mail surveys
  4. Internet surveys
  5. ethnographic research

Answer: 4. Internet surveys

Q54. Following is a company’s power to escape price competition and justify higher prices and margins

  1. Variable cost
  2. Pricing power
  3. Target cost
  4. Fixed cost
  5. Unit cost

Answer: 2. Pricing power

Q55. Which form of marketing research is flexible, allows for the explanation of difficult questions, and lends itself to showing products and advertisements?

  1. individual interviewing
  2. Internet surveys
  3. telephone surveys
  4. ethnographic research
  5. observational research

Answer: 1. individual interviewing

Q56. Promotional pricing can have all of the following adverse effects EXCEPT

  1. creating deal-prone customers
  2. eroding the brand’s value in the eyes of customers
  3. giving pricing secrets away to competitors
  4. becoming addicting to both the customer and business
  5. instigating industry price wars

Answer: 3. giving pricing secrets away to competitors


Marketing management MCQs might be a great way to test your knowledge of the subject matter. However, they should not be used as the only means of testing your skills.

They can also help you to identify any areas that you may need to further study. If you are preparing for a marketing management exam, make sure to use marketing management MCQs as part of your preparation.

They should be used in conjunction with other methods, such as case studies and real-world examples, finally, good luck!

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