UPES Marketing Management MCQs is an online examination help

Q26. What is the product life cycle period when sales fall off and profits drop?

  1. Introduction
  2. Growth
  3. Maturity
  4. Decline
  5. Development

Answer: 4. Decline

Q27. 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

Q28. A company’s total marketing communications mix 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. direct marketing
  2. integrated marketing
  3. the promotion mix
  4. competitive marketing
  5. target marketing

Answer: 3. the promotion mix

Q29. The decision-making unit of a buying organization is called the ___.

  1. business buyer
  2. buying center
  3. buying system
  4. business-to-business market
  5. supplier-development center

Answer: 2. buying center

Q30. Which type of organization helps companies to stock and move goods from their points of origin to their destination?

  1. financial intermediaries
  2. physical distribution firms
  3. marketing services agencies
  4. resellers
  5. Suppliers

Answer: 2. physical distribution firms

Q31. The third step in the personal selling process after completion of the pre-approach step is to

  1. prospecting and qualifying
  2. handling objections
  3. approach
  4. presentation and demonstration

Answer: 3. approach

Q32. 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

Q33. He/she is an individual acting on behalf of a company who performs one or more of the following activities: prospecting, communicating, servicing, and information gathering.

  1. press agent
  2. sales assistant
  3. marketing director
  4. salesperson
  5. Publicist

Answer: 4. salesperson

Q34. Manufacturers must comply with specific laws regarding

  1. price structures
  2. product quality and safety
  3. product placement
  4. distribution channels
  5. product life cycles

Answer: 2. product quality and safety

Q35. Increasing profits will most likely occur at which stage of the PLC?

  1. introduction
  2. maturity
  3. growth
  4. decline
  5. product development

Answer: 3. growth

Q36. Another name for systems selling is ___ selling.

  1. solutions
  2. blanket contract
  3. vendor-managed inventory
  4. negotiated contract
  5. periodic purchase

Answer: 1. solutions

Q37. Which stage of the new-product development process focuses on finding new ways to solve customer problems and create more customer-satisfying experiences?

  1. concept testing
  2. new-product development
  3. customer-centered new-product development
  4. sequential product development
  5. team-based new-product development

Answer: 3. customer-centered new-product development

Q38. Four common sources of internal data include the accounting department, operations, the sales force, and the ___.

  1. owners
  2. stockholders
  3. marketing department
  4. competition
  5. Web

Answer: 3. marketing department

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. All of the following are accurate descriptions of modern marketing, EXCEPT which one?

  1. Marketing is the creation of value for customers.
  2. Marketing is managing profitable customer relationships.
  3. Selling and advertising are synonymous with marketing.
  4. Marketing involves satisfying customers’ needs.
  5. Marketing is used by for-profit and not-for-profit organizations.

Answer: 3. Selling and advertising are synonymous with marketing

Q41. It is common for international marketers to ___ their channel strategies for each country.

  1. extend
  2. adapt
  3. restrict
  4. seek approval for
  5. Eliminate

Answer: 2. adapt

Q42. you want to observe how often consumers listen to music throughout their day and what different audio devices they use. you are also interested in how consumers store and access their own music collections. you should conduct ___ research.

  1. causal
  2. experimental
  3. secondary
  4. survey
  5. Exploratory

Answer: 5. Exploratory

Q43. When it comes to international distribution channels, ___ procures products from their entry point to final users and buyers.

  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

Q44. Today, a growing number of firms now outsource some or all of their logistics to

  1. cross-functional teams
  2. disintermediaries
  3. channel members
  4. third-party logistics providers
  5. Competitors

Answer: 4. third-party logistics providers

Q45. 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: 1. user status

Q46. A(n) ___ is the set of actual and potential buyers of a product.

  1. market
  2. audience
  3. group
  4. segment
  5. Exchange

Answer: 1. market

Q47. 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

Q48. They have filled the ultra low-priced, high-volume gap by buying at less-than-regular wholesale prices and charging consumers less than retail.

  1. Off-price retailers
  2. Discount stores
  3. Convenience stores
  4. Chain stores
  5. Limited-service retailers

Answer: 1. Off-price retailers

Q49. 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

Q50. A(n) ___ controls the flow of information to others in the buying center.

  1. user
  2. influencer
  3. buyer
  4. gatekeeper
  5. Decider

Answer: 4. gatekeeper

Q51. 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

Q52. When General Motors provides payments or price reductions to its new car dealers as rewards for participating in advertising and sales support programs, it is granting a(n)

  1. trade discount
  2. functional discount
  3. allowance
  4. promotional allowance
  5. trade credit

Answer: 4. promotional allowance

Q53. ___ refers to the unique psychological characteristics that lead to relatively consistent and lasting responses to one’s own environment. It is usually described in traits such as self-confidence, dominance, sociability, autonomy, defensiveness, adaptability, and aggressiveness.

  1. Alternative evaluation
  2. Belief
  3. Culture
  4. Personality
  5. Self-awareness

Answer: 4. Personality

Q54. 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

Q55. CellTones, a new company selling several lines of cellular phones, has closely modeled its products after successful products that are already in the marketplace. As it prepares to enter the market with its new products and services, which of the following should concern CellTones the most?

  1. legal obligations to suppliers and dealers
  2. patent laws
  3. the Federal Food, Drug, and Cosmetic Act
  4. product liability suits
  5. limited warranties

Answer: 2. patent laws

Q56. According to Freud’s theories, people are ___ many of the psychological forces shaping their behavior.

  1. unaware of
  2. unsure of
  3. aware of
  4. status-driven about
  5. socially conscious of

Answer: 1. unaware of

Q57. The best approach for researchers to take to guard consumer privacy includes all of the following EXCEPT which one?

  1. Ask only for the information needed.
  2. Use information responsibly to provide value.
  3. Avoid sharing information without the customer’s permission.
  4. Sell the information only when it is financially worthwhile.
  5. Fully explain to the respondents how the information will be used.

Answer: 4. Sell the information only when it is financially worthwhile

Q58. In which stage of the business buying process is a supplier’s task to make sure that the supplier is giving the buyer the expected satisfaction?

  1. problem recognition
  2. performance review
  3. supplier search
  4. supplier selection
  5. order-routine specification

Answer: 2. performance review

Q59. Hewlett-Packard and Dell buy Intel microprocessor chips because consumers buy personal computers. This demonstrates an economic principle called ___.

  1. elastic demand
  2. fluctuating demand
  3. derived demand
  4. joint demand
  5. market demand

Answer: 3. derived demand

Q60. A person’s buying is influenced by four major psychological factors. Which is NOT one of these factors?

  1. motivation
  2. perception
  3. alternative evaluation
  4. learning
  5. Beliefs

Answer: 3. alternative evaluation

Q61. A ___ is a group of products that are closely related because they function in a similar manner, are sold to the same customer groups, are marketed through the same type of outlets, or fall within given price ranges.

  1. product line
  2. line extension
  3. private brand
  4. convenience product
  5. product bandwidth

Answer: 1. product line

Q62. ___ occurs when two established brand names of different companies are used on the same product.

  1. A brand extension
  2. Brand equity
  3. Co-branding
  4. Internal marketing
  5. Cannibalization

Answer: 3. Co-branding

Q63. All of the following are disadvantages of the team selling approach EXCEPT

  1. Selling teams can overwhelm customers.
  2. Many salespeople are unaccustomed to working with others
  3. Selling teams increase costs and are time-consuming
  4. Individual contributions and compensations can be difficult to assess
  5. Most salespeople are trained to excel in individual performance

Answer: 3. Selling teams increase costs and are time-consuming

International Marketing Management MCQs


Marketing management is a very important part of a business or organization. If a business wants to grow and flourish in the market, it will have to have very effective marketing management techniques in place.

Marketing management is a very difficult subject, but with the help of this MCQ Quiz of UPES, you will learn everything you need to know about marketing management.

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