Consumer Markets And Buyer Behavior MCQs

Option A: elastic demand

Option B: inelastic demand

Option C: realistic demand

Option D: unrealistic demand

Correct Answer: elastic demand ✔

Option A: by-product pricing

Option B: captive product pricing

Option C: optional product pricing

Option D: Two part pricing

Correct Answer: by-product pricing ✔

Option A: Strengths

Option B: Weaknesses

Option C: Opportunities

Option D: Threats

Correct Answer: Opportunities ✔

Option A: supplier selection

Option B: proposal solicitation

Option C: performance review

Option D: order-routine specification

Correct Answer: performance review ✔

Option A: product class

Option B: product form

Option C: brand

Option D: all of above

Correct Answer: all of above ✔

Option A: elastic demand

Option B: inelastic demand

Option C: realistic demand

Option D: unrealistic demand

Correct Answer: elastic demand ✔

Option A: deceptive pricing

Option B: price discrimination

Option C: resale price maintenance

Option D: fix quantity pricing

Correct Answer: resale price maintenance ✔

Option A: cash discount

Option B: seasonal discount

Option C: functional discount

Option D: quantity discount

Correct Answer: quantity discount ✔

Option A: e-procurement

Option B: de-procurement

Option C: online selling

Option D: direct marketing

Correct Answer: e-procurement ✔

Option A: low sales

Option B: rapidly rising sales

Option C: peak sales

Option D: declining sales

Correct Answer: declining sales ✔

Option A: target market

Option B: planned value proposition

Option C: sales, profit goals, market share

Option D: developing mission statement

Correct Answer: target market ✔

Option A: product classes

Option B: product forms

Option C: branding

Option D: product perception

Correct Answer: product forms ✔

Option A: introductory stage

Option B: business analysis stage

Option C: market analysis stage

Option D: product marketing stage

Correct Answer: introductory stage ✔

Option A: Place

Option B: Product

Option C: Price

Option D: Promotion

Correct Answer: Promotion ✔

Option A: freight on board origin pricing

Option B: zone pricing

Option C: basing point pricing

Option D: uniform delivered pricing

Correct Answer: zone pricing ✔

Option A: real

Option B: win

Option C: worth doing

Option D: less worthy

Correct Answer: win ✔

Option A: user

Option B: influencer

Option C: decider and gatekeeper

Option D: buyer

Correct Answer: decider and gatekeeper ✔

Option A: idea generation

Option B: product development

Option C: idea screening

Option D: business screening

Correct Answer: idea screening ✔

Option A: promotional pricing

Option B: short term pricing

Option C: quick pricing

Option D: cyclical pricing

Correct Answer: promotional pricing ✔

Option A: user

Option B: influencer

Option C: decider and gatekeeper

Option D: buyer

Correct Answer: user ✔

Option A: supplier selection

Option B: proposal solicitation

Option C: supplier search

Option D: order-routine specification

Correct Answer: order-routine specification ✔

Option A: user

Option B: influencer

Option C: decider

Option D: gatekeeper

Correct Answer: gatekeeper ✔

Option A: Heavy investment

Option B: Less investments

Option C: More marketing

Option D: Both a and c

Correct Answer: Less investments ✔

Option A: optional product pricing

Option B: skimming pricing

Option C: penetration pricing

Option D: captive product pricing

Correct Answer: penetration pricing ✔

Option A: flexible channels

Option B: chain of channels

Option C: channel levels

Option D: marketing levels

Correct Answer: channel levels ✔

Option A: Cost of investment on marketing

Option B: Relative market share

Option C: Market growth rate

Option D: Relative market share plus market growth rate

Correct Answer: Cost of investment on marketing ✔

Option A: optional product pricing

Option B: product line pricing

Option C: competitive pricing

Option D: captive product pricing

Correct Answer: captive product pricing ✔

Option A: Cash Cows

Option B: Stars

Option C: Dogs

Option D: Question marks

Correct Answer: Question marks ✔

Option A: prospecting and qualifying

Option B: follow up

Option C: closing

Option D: present and demonstrate

Correct Answer: present and demonstrate ✔

Option A: low high pricing

Option B: every day same pricing

Option C: everyday low pricing

Option D: high low pricing

Correct Answer: high low pricing ✔

Option A: user

Option B: influencer

Option C: decider and gatekeeper

Option D: buyer

Correct Answer: buyer ✔

Option A: new task

Option B: modified rebuy

Option C: straight rebuy

Option D: solutions selling

Correct Answer: solutions selling ✔

Option A: value based pricing

Option B: cost based pricing

Option C: discount based pricing

Option D: ceiling based pricing

Correct Answer: cost based pricing ✔

Option A: 2 types

Option B: 3 types

Option C: 4 types

Option D: 5 types

Correct Answer: 4 types ✔

Option A: nominal selling

Option B: territorial selling

Option C: team selling

Option D: group selling

Correct Answer: team selling ✔

Option A: business buyer behavior

Option B: derived demand

Option C: business buying process

Option D: cognitive dissonance

Correct Answer: business buying process ✔

Option A: sample

Option B: coupon

Option C: premium

Option D: cash refunds

Correct Answer: coupon ✔

Option A: supplier selection

Option B: proposal solicitation

Option C: supplier search

Option D: order specification

Correct Answer: proposal solicitation ✔

Option A: new task

Option B: modified rebuy

Option C: straight rebuy

Option D: solutions selling

Correct Answer: new task ✔

Option A: acquisition

Option B: repetition

Option C: merger

Option D: new packaging of product

Correct Answer: acquisition ✔

Option A: premium

Option B: advertising specialties

Option C: sample

Option D: coupon

Correct Answer: sample ✔

Option A: exclusive distribution

Option B: inclusive distribution

Option C: selective distribution

Option D: intensive distribution

Correct Answer: exclusive distribution ✔

Option A: business buyer behavior

Option B: derived demand

Option C: business buying process

Option D: cognitive dissonance

Correct Answer: business buyer behavior ✔

Option A: new task

Option B: modified rebuy

Option C: straight rebuy

Option D: solutions selling

Correct Answer: modified rebuy ✔

Option A: supplier selection

Option B: proposal solicitation

Option C: supplier search

Option D: order-routine specification

Correct Answer: supplier selection ✔

Option A: good value pricing

Option B: cost plus pricing

Option C: value added pricing

Option D: quality based pricing

Correct Answer: good value pricing ✔

Option A: user

Option B: influencer

Option C: decider and gatekeeper

Option D: buyer

Correct Answer: buyer ✔

Option A: real-worth doing-win

Option B: win-real-worth doing

Option C: worth doing-real-win

Option D: real-win-worth doing

Correct Answer: real-win-worth doing ✔

Option A: Value chain

Option B: Value delivery network

Option C: Portfolio analysis

Option D: None of above

Correct Answer: Value chain ✔

Option A: inbound distribution

Option B: outbound distribution

Option C: forward distribution

Option D: reverse distribution

Correct Answer: reverse distribution ✔

Option A: sought products

Option B: unsought products

Option C: less convenient products

Option D: convenient products

Correct Answer: convenient products ✔

Option A: price packs

Option B: advertising specialties

Option C: sweepstakes

Option D: cash rebates

Correct Answer: advertising specialties ✔

Option A: internal idea sources

Option B: external idea sources

Option C: off shoring ideas

Option D: outdated ideas

Correct Answer: internal idea sources ✔

Option A: customer sales force structure

Option B: product sales force structure

Option C: indirect sales force structure

Option D: territorial sales force structure

Correct Answer: territorial sales force structure ✔

Option A: differentiated pricing

Option B: competitive pricing

Option C: value added pricing

Option D: quality added pricing

Correct Answer: value added pricing ✔

Option A: final consumer demand

Option B: raw materials suppliers

Option C: production controller

Option D: logistic managers

Correct Answer: final consumer demand ✔

Option A: present and demonstrate

Option B: follow up

Option C: closing

Option D: approach

Correct Answer: follow up ✔

Option A: point of purchase promotion

Option B: trade promotion

Option C: event promotion

Option D: off deal promotion

Correct Answer: trade promotion ✔

Option A: business buyer behavior

Option B: derived demand

Option C: business buying process

Option D: cognitive dissonance

Correct Answer: business buyer behavior ✔

Option A: Microenvironment

Option B: Macro environment

Option C: Both a and b

Option D: None of the above

Correct Answer: Microenvironment ✔

Option A: pre-approach

Option B: sales nomination

Option C: qualifying

Option D: prospecting

Correct Answer: pre-approach ✔

Option A: problem recognition

Option B: general need description

Option C: product specification

Option D: supplier search

Correct Answer: problem recognition ✔

Option A: user

Option B: influencer

Option C: decider and gatekeeper

Option D: buyer

Correct Answer: influencer ✔

Option A: floor for cost

Option B: ceiling for prices

Option C: floor for prices

Option D: ceiling for cost

Correct Answer: ceiling for prices ✔

Option A: marginal pricing

Option B: cost plus pricing

Option C: markup pricing

Option D: both b and c

Correct Answer: both b and c ✔

Option A: write-down

Option B: write-up

Option C: follow-up screening

Option D: follow-up testing

Correct Answer: write-up ✔

Option A: newspapers

Option B: blogs

Option C: internet media

Option D: all of above

Correct Answer: all of above ✔

Option A: Technological factors

Option B: The marketing intermediaries

Option C: Political factors

Option D: Both a and c

Correct Answer: The marketing intermediaries ✔

Option A: buying center

Option B: influencers

Option C: deciders

Option D: gatekeepers

Correct Answer: buying center ✔

Option A: 40000

Option B: 35000

Option C: 30000

Option D: 25000

Correct Answer: 25000 ✔

Option A: Marketing consulting firms

Option B: Media firms

Option C: Marketing research firms

Option D: All of above

Correct Answer: All of above ✔

Option A: generation X

Option B: generation Y

Option C: baby boomers

Option D: both a and b

Correct Answer: generation Y ✔

Option A: commercialization

Option B: market testing

Option C: free test markets

Option D: uncontrolled test markets

Correct Answer: commercialization ✔

Option A: target return pricing

Option B: markup return pricing

Option C: learning pricing

Option D: marginal pricing

Correct Answer: target return pricing ✔

Option A: innovators

Option B: early adopters

Option C: middle majority

Option D: laggards

Correct Answer: innovators ✔

Option A: experience curve

Option B: learning curve

Option C: costing curve

Option D: pricing curve

Correct Answer: experience curve ✔

Option A: inbound promotion

Option B: outbound promotion

Option C: organizational promotion

Option D: consumer promotions

Correct Answer: consumer promotions ✔

Option A: new task

Option B: modified rebuy

Option C: straight rebuy

Option D: solutions selling

Correct Answer: straight rebuy ✔

Option A: Market growth rate

Option B: Relative market share

Option C: Portfolio analysis

Option D: Both b & c

Correct Answer: Relative market share ✔

Option A: product driven

Option B: customer driven

Option C: economy driven

Option D: cost driven

Correct Answer: product driven ✔

Option A: $600,000

Option B: $300,000

Option C: $400,000

Option D: $500,000

Correct Answer: $300,000 ✔

Option A: Microenvironment

Option B: Macro environment

Option C: Organizations environment

Option D: Market environment

Correct Answer: Macro environment ✔

Option A: inside sales force

Option B: outside sales force

Option C: channel intermediaries

Option D: none of the above

Correct Answer: outside sales force ✔

Option A: product concept

Option B: production phase

Option C: production screening

Option D: none of above

Correct Answer: product concept ✔

Option A: indirect sales management

Option B: direct sales management

Option C: sales force management

Option D: persuasion management

Correct Answer: sales force management ✔

Option A: approach

Option B: presentation and demonstration

Option C: handling objections

Option D: pre-approach

Correct Answer: approach ✔

Option A: $80

Option B: $20

Option C: $40

Option D: $60

Correct Answer: $60 ✔

Option A: elastic

Option B: inelastic

Option C: realistic

Option D: insignificant

Correct Answer: elastic ✔

Option A: product screening

Option B: business screening

Option C: systematic screening

Option D: concept development and testing

Correct Answer: concept development and testing ✔

Option A: Demographic factors

Option B: Technological factors

Option C: The suppliers

Option D: Both a and b

Correct Answer: Both a and b ✔

Option A: variable costs

Option B: fixed costs

Option C: total costs

Option D: all of above

Correct Answer: fixed costs ✔

Option A: generation X

Option B: generation Y

Option C: Both a and b

Option D: none of above

Correct Answer: generation X ✔

Option A: the demographic environment

Option B: the cultural environment

Option C: the economic environment

Option D: the natural environment

Correct Answer: the demographic environment ✔