Page 1 of 4

C09-CCP-604 PRINCIPLES OF MARKETING

SHORT QUESTIONS

1. DEFINE MANAGEMENT

2. WRITE BRIEFLY, IMPORTANCE OF MARKETING

3. DEFINE MARKETING
4. WRITE BRIEFLY, WHAT IS SELLING?

5. LIST THE MARKETING FUNCTIONS

6. DEFINE CONSUMER BEHAVIOUR
7. LIST ANY THREE FUNCTIONS OF EXCHANGE IN MARKETING
8. LIST ANY THREE FACILITATING FUNCTIONS IN MARKIETING
9. LIST ANY THREE FACTORS DETERMINING THE CONSUMERS BEHAVIOUR
10.WRITE THE CONCEPT OF MARKET DEMAND
ANSWER:
Market demand for a product is the total volume that would be bought by a
customer group in a defined
Geographical area
Time period
Marketing environment
Marketing programme
11.WRITE THE CONCEPT OF COMPANY DEMAND
ANSWER:
Company demand is the companys share of market demand
Company demand, like market demand, is a function called the company
demand function and is subject to all the determinants of market demand
plus the determinants of company market share
Q i = S iQ
Qi = Companys individual demand
Si = Companys individual market share
Q = Total market demand

12.DEFINE MARKET SEGMENTATION

13.LIST ANY THREE FACTORS DETERMINING THE MARKET SEGMENTATION
14.DEFINE PRODUCT LIFE CYCLE
15.LIST THE STAGES OF PRODUCT LIFE CYCLE
16.DEFINE PRODUCT MIX
17.WRITE BRIEF NOTE ON LABELING
18.WRITE BRIEF NOTE ON PACKAGING

19.LIST ANY THREE FACTORS INFLUENCING THE PRICING

ANSWER: (ANY THREE OF THE FOLLOWING OR ANY RELEVANT POINT MAY BE
MENTIONED)
A) DEMAND
B) COSTS
C) COMPETITORS PRICE
D) OFFERS
20.LIST ANY THREE PRICING STRATEGIES
 Page 2 of 4

ANSWER: (ANY THREE OF THE FOLLOWING OR ANY RELEVANT POINT MAY BE

MENTIONED)
A) PROMOTIONAL PRICING EVENT BASED PRICING, PRICE LEADER,
SUPERFICIAL DISCOUNTING
B) DISCRIMINATORY PRICING,
C) PRODUCT-MIX PRICING
D) PRICE SKIMMING
E) PENETRATION PRICING
F) PSYCHOLOGICAL PRICING PRESTIGE PRICING, ODD PRICING, CUSTOMARY
PRICING, PRICE TIMING
G) GEOGRAPHICAL PRICING FOB PRICING, BASIC POINT PRFICING, DUEL
PRICING, MARK UP PRICING, OPTIONAL PRODUCT PRICING, CAPTIVE
PRODUCT PRICING, PRODUCT BUNDLE PRICING, VALUE PRICING
21.WRITE THE CONCEPT OF PRICING OBJECTIVES.
22.WRITE THE CONCEPT OF PRICING METHODS
23.WRITE ANY THREE PRICING METHODS
ANSWER: (ANY THREE OF THE FOLLOWING OR ANY RELEVANT POINT MAY BE
MENTIONED)
A) COST ORIENTED PRICING FULL COST PRICING, DIRECT COST PRICING,
TARGET RETURN PRICING
B) COMPETITIVE BASED PRICING GOING RATE PRICING, BID PRICING
C) MARKET ORIENTED PRICING PRICING NEW PRODUCTS

24.LIST THREE PROMOTIONAL TECHNIQUES

ANSWER: (ANY THREE OF THE FOLLOWING OR ANY RELEVANT POINT MAY BE
MENTIONED)
A) ADVERTISING
B) PERSONAL SELLING
C) DIRECT MARKETING
25.LIST ANY THREE ADVERTISING OBJECTIVES
ANSWER: (ANY THREE OF THE FOLLOWING OR ANY RELEVANT POINT MAY BE
MENTIONED)
A) ADVERTISING BUDGETS
B) ADVERTISEMENT COPY
C) EVALUATION OF THE ADVERTISEMENT
D) INCREASE IN SALES
E) SPREADING AWARENESS AND PROVIDING INFORMATION
F) ATTRACTING NEW CUSTOMERS
G) TO KEEP THE PRODUCT ALIVE IN CUSTOMERS MIND
26.LIST ANY THREE FACTORS AFFECTING THE SALES FORCE
ANSWER: (ANY THREE OF THE FOLLOWING OR ANY RELEVANT POINT MAY BE
MENTIONED)
A) SIZE
B) COMPENSATION
C) TRAINING
D) SUPERVISING
E) EVALUATION
27.DEFINE DIRECT MARKETING
28.LIST ANY THREE MAJOR CHANNELS FOR DIRECT MARKETING
 Page 3 of 4

ANSWER: (ANY THREE OF THE FOLLOWING OR ANY RELEVANT POINT MAY BE

MENTIONED)
A) FACE-TO-FACE
B) SELLING
C) DIRECT MAIL,
D) CATALOGUE MARKETING
E) TELE-MARKETING
F) KIOSK MARKETING
29.WRITE SHORT NOTES ON ON-LINE MARKETING

C09-CCP-604 PRINCIPLES OF MARKETING

LONG QUESTIONS

1. LIST AND EXPLAIN ANY FIVE FUNCTIONS OF MANAGEMENT

ANSWER: (ANY FIVE OF THE FOLLOWING OR ANY RELEVANT POINT MAY BE
MENTIONED AND EXPLAINED)
A) PLANNING
B) ORGANISING
C) STAFFING
D) DIRECTING
E) CONTROLLING
F) REPORTING
G) BUDGETING

2. EXPLAIN HOW MARKETING BENEFITS THE ORGANISATION & CONSUMER

3. EXPLAIN HOW MARKETING BENEFITS THE CONSUMER & THE SOCIETY
4. EXPLAIN HOW MARKETING BENEFITS THE ORGANISATION & THE SOCIETY
5. WRITE ANY FIVE POINTS DISTINGUISHING BETWEEN MARKETING AND
SELLING

6. LIST AND EXPLAIN FUNCTIONS OF EXCHANGE

ANSWER: (THE FOLLOWING OR ANY RELEVANT POINT MAY BE MENTIONED
AND EXPLAINED)
A) BUYING,
B) SELLING,
C) PRICING,
D) ADVERTISING,
E) SALES PROMOTION.
7. LIST AND EXPLAIN, ANY FIVE, THE FACILITATING FUNCTIONS
ANSWER: (ANY FIVE OF THE FOLLOWING OR ANY RELEVANT POINT MAY BE
MENTIONED AND EXPLAINED)
A) FINANCING,
B) RISK TAKING,
C) MARKETING INFORMATION,
D) MARKETING RESEARCH,
E) STANDARDISATION AND GRADING,
F) PACKAGING,
G) BRANDING
 Page 4 of 4

8. LIST AND EXPLAIN BRIEFLY, THE FACTORS DETERMINING THE CONSUMERS

BEHAVIOUR
ANSWER: (THE FOLLOWING OR ANY RELEVANT POINT MAY BE MENTIONED
AND EXPLAINED)
A) SOCIAL,
B) CULTURAL,
C) PERSONAL,
D) PSYCHOLOGICAL

9. LIST AND EXPLAIN THE FACTORS DETERMINING THE MARKET SEGMENTATION

ANSWER: (THE FOLLOWING OR ANY RELEVANT POINT MAY BE MENTIONED
AND EXPLAINED)
A) GEOGRAPHICAL,
B) DEMOGRAPHICAL,
C) INCOME,
D) CONSUMPTION.
10.DEFINE PRODUCT LIFE CYCLE AND LIST AND EXPLAIN ITS VARIOUS STAGES
11.LIST AND EXPLAIN THE STAGES IN PRODUCT DEVELOPMENT
12.LIST ANY FIVE FACTORS INFLUENCING THE BRANDING OF A PRODUCT

13.LIST AND EXPLAIN THE FACTORS INFLUENCING THE PRICING

ANSWER: (THE FOLLOWING OR ANY RELEVANT POINT MAY BE MENTIONED
AND EXPLAINED)
A) DEMAND,
B) COSTS,
C) COMPETITORS PRICE,
D) OFFERS
14.LIST AND BRIEFLY EXPLAIN THE PRICING STRATEGIES.
15.EXPLAIN THE PRICING OBJECTIVES
16.EXPLAIN VARIOUS PRICING METHODS, BRIEFLY.

17.EXPLAIN VARIOUS PROMOTIONAL TECHNIQUES, BRIEFLY.

18.EXPLAIN THE ADVERTISING OBJECTIVES
19.EXPLAIN THE FACTORS AFFECTING THE SALES FORCE, BRIEFLY.
20.DEFINE DIRECT MARKETING AND EXPLAIN THE BENEFITS OF DIRECT
MARKETING
21.EXPLAIN THE ADVANTAGES AND DISADVANTAGES OF ON-LINE MARKETING