tag:blogger.com,1999:blog-247909292521775812024-02-02T11:20:41.313-08:00BANK EXAMSRANGANADH EMMADIhttp://www.blogger.com/profile/07877551511090128618noreply@blogger.comBlogger13125tag:blogger.com,1999:blog-24790929252177581.post-86842014773068155012016-12-30T22:07:00.001-08:002016-12-30T22:07:21.943-08:00PORTER'S FIVE FORCES MODEL<div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Definition: Porter’s five forces model, refers to a
framework based on the competitive analysis, introduced by Harvard Business
School Prof. Michael E. Porter. The model determines the intensity of
competition in any industry is a mix of five competitive factors operating in
different areas of the whole market.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">The framework is an outside-in strategy tool for the
business unit that evaluates the attractiveness (profitability) of an industry.
Thus, helps the business-persons to identify existing and potential lines of
business.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">It is a useful tool for accurately diagnosing important
competitive elements in the market, as well as determining the strength and
significance of each five forces.<o:p></o:p></span></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">Threat Of New Entrants:</span></b><span style="font-family: "Times New Roman", serif; font-size: 12pt;"> Potential entrant is the
major source of competition in the industry. The product range, quality,
capacity, etc. brought by them, increases competition. The size of the new
entrant plays a major role here, i.e. the bigger the entrant, the more intense
is the competition. Moreover, the prices are slashed, and the overall
profitability of existing players is also affected, by the new entry.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">It analyses the ease of entry to the new market, i.e. if
the entry is easy, then the level of competition in the industry is severe.<o:p></o:p></span></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">Bargaining Power Of
Suppliers:</span></b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">
Suppliers, also exert substantial bargaining power over the firms, by
threatening to increase prices or degrade quality. They are likely to exercise
power if:<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: Wingdings; font-size: 12pt;">§<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "Times New Roman", serif; font-size: 12pt;">The number of suppliers in
the industry is limited in number.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: Wingdings; font-size: 12pt;">§<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "Times New Roman", serif; font-size: 12pt;">They offer the specialized
product.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: Wingdings; font-size: 12pt;">§<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "Times New Roman", serif; font-size: 12pt;">The supplier’s product is
an important input, to the buyer’s product.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: Wingdings; font-size: 12pt;">§<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><span style="font-family: "Times New Roman", serif; font-size: 12pt;">The product has a few
substitutes.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Thus, the factor analyses bargaining power of industry
suppliers, which directly affects the profitability, i.e. the higher the cost,
the lesser is the profitability.<o:p></o:p></span></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">Bargaining Power Of
Customers:</span></b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">
The market of outputs, i.e. the customers have the ability to compete with the
supplying industry and put the companies under pressure, by forming groups or
cartels. This force not only affects the prices but also influences the
producer’s cost and investments in certain circumstances, as the powerful
buyers influence producers to offer better quality which involves cost and
investment.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Buyer groups are likely to exercise power if, they are
concentrated, products are homogeneous, the switching cost is low, and full
information is available.<o:p></o:p></span></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">Threat From Substitutes:</span></b><span style="font-family: "Times New Roman", serif; font-size: 12pt;"> It is the quiescent source
of competition, present in the industry. They are the key cause of competition
in many industries. Substitute products are offered at reasonable prices along
with high quality, to the customers can radically change the competitive
scenario of industry, especially, when the introduction is sudden.<o:p></o:p></span></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">Rivalry among current
players:</span></b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">
Last but not the least, is the rivalry among current players, which is all that
is known as competition. It can be shown in a number of ways such as:<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: Wingdings; font-size: 12pt;">§<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "Times New Roman", serif; font-size: 12pt;">Price competition<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: Wingdings; font-size: 12pt;">§<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "Times New Roman", serif; font-size: 12pt;">Advertising battles<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: Wingdings; font-size: 12pt;">§<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "Times New Roman", serif; font-size: 12pt;">New introductions<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: Wingdings; font-size: 12pt;">§<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "Times New Roman", serif; font-size: 12pt;">Improving quality<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: Wingdings; font-size: 12pt;">§<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "Times New Roman", serif; font-size: 12pt;">Increasing consumer
warranties.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">So, this factor analyses, how ruthless the competition
is, by identifying the existing player and marketing down their moves and
activities. The competition is said to be acute when, there are a few sellers,
offering similar products to the customers because it is easy for buyers to
switch to the one offering product at low prices.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Therefore, the model is all about taking offensive and
defensive actions, to create and maintain a competitive position in the market
and to cope with the challenges (five forces) successfully.<o:p></o:p></span></div>
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RANGANADH EMMADIhttp://www.blogger.com/profile/07877551511090128618noreply@blogger.com0tag:blogger.com,1999:blog-24790929252177581.post-77996007250728480282016-12-30T20:54:00.002-08:002016-12-30T20:54:56.976-08:00ACQUISITIONS-MERGERS IN 2016<div dir="ltr" style="text-align: left;" trbidi="on">
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">1. Softbank (Japan) acquired ARM Holdings (Britain)<o:p></o:p></span></b></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;"> CEO of Softbank is <b>Simon Segars</b><o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;"> (ARM Holdings plc is a multinational
semiconductor and software design company)<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">SoftBank Group Corp. is a
Japanese multinational <b>telecommunications
and Internet corporation</b> established on September 3, 1981, and
headquartered in Tokyo, Japan. <o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">CEO: Masayoshi Son (Feb
1986)<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Founder: Masayoshi Son<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Former CEO: Nikesh Arora
resigned from this post in june 2016<o:p></o:p></span></div>
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<br /></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">2. Microsoft acquired LinkedIn<o:p></o:p></span></b></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">3. Marriott International acquired Starwood<o:p></o:p></span></b></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Starwood Hotels and Resorts
Worldwide, Inc. is an American hotel and leisure company headquartered in
Stamford, Connecticut. <o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Headquarters: Stamford,
Connecticut, United States<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">CEO: Thomas B. Mangas (Dec
2015–)<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Owner: Marriott
International<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Founder: Barry Sternlicht<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Founded: 1980<o:p></o:p></span></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">4. Blackstone acquired 60% Emphasis <o:p></o:p></span></b></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">The Blackstone Group L.P.
is an American multinational private equity, alternative asset management and
financial services corporation based in New York City.<o:p></o:p></span></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">5. Myntra acquired Jabong (owned by Global fashion Group)<o:p></o:p></span></b></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Flipkart-owned Myntra on
Tuesday said it has acquired Jabong from Global Fashion Group, a move that will
mark further consolidation in India’s booming e-commerce industry. Myntra,
which itself was acquired by Flipkart in 2014 in an estimated Rs 2,000 crore
deal, will have access to a combined base of 15 million monthly active users.<o:p></o:p></span></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">6. Bayer Corp merged with Monsanto (Agri sector)<o:p></o:p></span></b></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">7. Max life merged with HDFC life<o:p></o:p></span></b></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">8. Aircel Merged with Reliance communication<o:p></o:p></span></b></div>
<br />
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RANGANADH EMMADIhttp://www.blogger.com/profile/07877551511090128618noreply@blogger.com0tag:blogger.com,1999:blog-24790929252177581.post-29718813889109010232016-12-28T22:27:00.003-08:002016-12-28T22:48:57.181-08:00MONEY MARKET/CAPITAL MARKET<div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="font-family: "wingdings"; font-size: 10pt; text-indent: -0.25in;"><br /></span></div>
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<div style="text-align: justify;">
<span style="font-family: "times new roman" , serif; font-size: 12pt; text-indent: -0.25in;"><b>Money
Market: </b>The market where monetary assets such as commercial paper, certificate
of deposits, treasury bills, etc. which mature within a year, are traded
is called money market. It is the market for short-term funds. No such market
exist physically; the transactions are performed over a virtual network, i.e.
fax, internet or phone.</span></div>
</div>
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<div style="text-align: justify;">
<span style="font-family: "times new roman" , serif; font-size: 12pt;"><br /></span></div>
<div style="text-align: left;">
<span style="font-family: "times new roman" , serif; font-size: 12pt;"><b>Capital Market: </b>The market where medium and
long term financial assets</span><span style="font-family: "times new roman", serif; font-size: 12pt;"> are traded is a capital market. It is
divided into two types:</span></div>
</div>
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<div style="text-align: justify;">
<span style="font-family: times new roman; font-size: xx-small;"> </span><span style="font-family: "times new roman" , serif; font-size: 12pt;">Primary
Market: A financial market, wherein the company listed on an exchange, for the
first time, issues new security or already listed company brings the fresh
issue.<o:p></o:p></span></div>
</div>
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<div style="text-align: justify;">
<span style="font-family: "times new roman" , serif; font-size: 12pt;"> Secondary
Market: Alternately known as Stock market, a secondary market is an organised
marketplace, wherein already issued securities are traded between investors,
such as individuals, merchant bankers, stock brokers and mutual funds<o:p></o:p></span></div>
</div>
<div style="text-align: justify;">
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<br /></div>
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RANGANADH EMMADIhttp://www.blogger.com/profile/07877551511090128618noreply@blogger.com0tag:blogger.com,1999:blog-24790929252177581.post-60683862883027250992016-12-28T22:27:00.000-08:002016-12-28T22:27:14.034-08:00PRICE ELASTICITY OF DEMAND<div dir="ltr" style="text-align: left;" trbidi="on">
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<br /></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 11.25pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Price elasticity of demand (PED)
measures the responsiveness of demand after a change in price.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 11.25pt;">
<span style="font-family: "Helvetica","sans-serif"; font-size: 12.0pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman"; mso-no-proof: yes;"><!--[if gte vml 1]><v:shapetype id="_x0000_t75" coordsize="21600,21600"
o:spt="75" o:preferrelative="t" path="m@4@5l@4@11@9@11@9@5xe" filled="f"
stroked="f">
<v:stroke joinstyle="miter"/>
<v:formulas>
<v:f eqn="if lineDrawn pixelLineWidth 0"/>
<v:f eqn="sum @0 1 0"/>
<v:f eqn="sum 0 0 @1"/>
<v:f eqn="prod @2 1 2"/>
<v:f eqn="prod @3 21600 pixelWidth"/>
<v:f eqn="prod @3 21600 pixelHeight"/>
<v:f eqn="sum @0 0 1"/>
<v:f eqn="prod @6 1 2"/>
<v:f eqn="prod @7 21600 pixelWidth"/>
<v:f eqn="sum @8 21600 0"/>
<v:f eqn="prod @7 21600 pixelHeight"/>
<v:f eqn="sum @10 21600 0"/>
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<v:path o:extrusionok="f" gradientshapeok="t" o:connecttype="rect"/>
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</v:shapetype><v:shape id="Picture_x0020_1" o:spid="_x0000_i1027" type="#_x0000_t75"
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height:49.5pt;visibility:visible;mso-wrap-style:square'>
<v:imagedata src="file:///C:\Users\ESR\AppData\Local\Temp\msohtmlclip1\01\clip_image001.png"
o:title="price-elasticity-demand-formula"/>
</v:shape><![endif]--><!--[if !vml]--><!--[endif]--></span><span style="font-family: "Helvetica","sans-serif"; font-size: 12.0pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 1.2pt; mso-margin-top-alt: auto;">
<span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; font-family: Arial, sans-serif; font-size: 10.5pt;"><o:p><br /></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 1.2pt; mso-margin-top-alt: auto;">
<span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; font-family: Arial, sans-serif; font-size: 10.5pt;"><o:p>Price elasticity of demand (PED): <u>% change in quantity demand</u></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 1.2pt; mso-margin-top-alt: auto;">
% change in price</div>
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<br /></div>
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<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Price Elastic Demand<o:p></o:p></span></b></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 11.25pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Definition: Demand is price elastic
if a change in price leads to a bigger % change in demand; therefore the PED
will therefore be greater than 1.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-no-proof: yes;"><!--[if gte vml 1]><v:shape id="Picture_x0020_2" o:spid="_x0000_i1026"
type="#_x0000_t75" alt="Description: e" style='width:262.5pt;height:110.25pt;
visibility:visible;mso-wrap-style:square'>
<v:imagedata src="file:///C:\Users\ESR\AppData\Local\Temp\msohtmlclip1\01\clip_image003.jpg"
o:title="e"/>
</v:shape><![endif]--><!--[if !vml]--><!--[endif]--></span><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></div>
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<br /></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhs8RA0QKx3hyphenhyphenPjMmkpkCBsbqgeiELMBrdgve3PmrKbXIFW0Ml-K_9MqmUQ8DyhZvxe4JwFCK7eZhl1qBClKFAzSu_P-oMWMorAyW0gfjjuY9AbWpZHUZQ4JvSL5VGEMoDC0JwWxsw2qXE/s1600/SERVQ.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="134" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhs8RA0QKx3hyphenhyphenPjMmkpkCBsbqgeiELMBrdgve3PmrKbXIFW0Ml-K_9MqmUQ8DyhZvxe4JwFCK7eZhl1qBClKFAzSu_P-oMWMorAyW0gfjjuY9AbWpZHUZQ4JvSL5VGEMoDC0JwWxsw2qXE/s320/SERVQ.jpg" width="320" /></a></div>
<o:p></o:p><br />
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 11.25pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Goods which are elastic, tend to
have some or all of the following characteristics.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 0in; mso-list: l3 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">1.<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">They are luxury goods, e.g. sports
cars<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 0in; mso-list: l3 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">2.<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">They are expensive and a big % of
income e.g. sports cars and holidays<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 0in; mso-list: l3 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">3.<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Goods with many substitutes and a
very competitive market. E.g. if Sainsbury’s put up the price of its bread
there are many alternatives, so people would be price sensitive.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 0in; mso-list: l3 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">4.<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Bought frequently<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 11.25pt; mso-outline-level: 3;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Price Inelastic Demand<o:p></o:p></span></b></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 11.25pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">These are goods where a change in
price leads to a smaller % change in demand; therefore PED <1 e.g. – 0.5<o:p></o:p></span></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhVcLae4yEjx63rQyDJ_xaMmbuzeoHCD6U_a-DgsLOiS2Lrpad02WEk-3gL2pVPF4GWrWxKlk24U1ZxhjKadcDKs1UiEtZlJiRXdKhk6Es4Ll9jiQ16VWAJkXPk2yZt3Nw540muoD1OQO0/s1600/servq2.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="148" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhVcLae4yEjx63rQyDJ_xaMmbuzeoHCD6U_a-DgsLOiS2Lrpad02WEk-3gL2pVPF4GWrWxKlk24U1ZxhjKadcDKs1UiEtZlJiRXdKhk6Es4Ll9jiQ16VWAJkXPk2yZt3Nw540muoD1OQO0/s320/servq2.jpg" width="320" /></a></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"><br /></span></div>
<div align="center" class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 11.25pt; text-align: center;">
<br /></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 0in; mso-list: l2 level1 lfo2; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Symbol; font-size: 10.0pt; mso-bidi-font-family: Symbol; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Inelastic demand</span></b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">
PED <1 – <b>Perfectly inelastic PED</b>
=0<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 11.25pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Goods which are inelastic tend to
have some or all of the following features:<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 0in; mso-list: l1 level1 lfo3; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">1.<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">They have few or no close
substitutes, e.g. petrol, cigarettes.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 0in; mso-list: l1 level1 lfo3; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">2.<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">They are necessities, e.g. if you
have a car, you need to keep buying petrol, even if price of petrol increases<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 0in; mso-list: l1 level1 lfo3; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">3.<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">They are addictive, e.g. cigarettes.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 0in; mso-list: l1 level1 lfo3; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">4.<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">They cost a small % of income or are
bought infrequently.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 0in; mso-list: l4 level1 lfo4; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Symbol; font-size: 10.0pt; mso-bidi-font-family: Symbol; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">In the short term demand is usually
more inelastic because it takes time to find alternatives<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 0in; mso-list: l4 level1 lfo4; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Symbol; font-size: 10.0pt; mso-bidi-font-family: Symbol; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">If the price of chocolate increased
demand would be inelastic because there are no alternatives, however if the
price of Mars increased there are close substitutes in the form of other
chocolate therefore demand will be more elastic.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.0pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"><br /></span></b></div>
<div class="MsoNormal" style="background: white; line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 13.0pt; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Unitary Elastic Demand<o:p></o:p></span></b></div>
<div class="MsoNormal" style="background: white; line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Where PED
is =1, i.e the change in quantity demanded is in the same proportion as the
change in price.<o:p></o:p></span></div>
<h3 style="background: white; margin-bottom: 11.25pt; margin-left: 0in; margin-right: 0in; margin-top: 0in;">
<span style="font-size: 13.0pt; mso-bidi-font-size: 18.0pt; mso-bidi-font-weight: normal;"><br /></span></h3>
<h3 style="background: white; margin-bottom: 11.25pt; margin-left: 0in; margin-right: 0in; margin-top: 0in;">
<span style="font-size: 13.0pt; mso-bidi-font-size: 18.0pt; mso-bidi-font-weight: normal;">Using Knowledge of Elasticity<o:p></o:p></span></h3>
<div style="background: white; margin-bottom: 11.25pt; margin-left: 0in; margin-right: 0in; margin-top: 0in;">
1. If demand is inelastic then increasing the price can
lead to an increase in revenue. This is why OPEC try to increase the price of
oil.<o:p></o:p></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 11.25pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">2. If demand is elastic, firms would
be unlikely to increase revenue as this could lead to a fall in revenue.
Instead they could try advertising to increase brand loyalty and make demand
more inelastic<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">3. </span><a href="https://www.economicshelp.org/microessays/pd/price-discrimination/" title="Price Discrimination"><span style="color: windowtext; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; text-decoration: none; text-underline: none;">Price Discrimination</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">. Some people pay higher prices for tickets for trains
because there demand is more inelastic.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">4. </span><a href="https://www.economicshelp.org/concepts/tax-incidence/"><span style="color: windowtext; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; text-decoration: none; text-underline: none;">Tax
incidence</span></a><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">. If demand is price inelastic, then
a higher tax will lead to higher prices for consumers (e.g. tobacco tax). The
tax incidence will mainly be borne by consumers. If demand is price elastic,
firms will face a bigger burden, and consumers will have a lower tax burden.<o:p></o:p></span></div>
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RANGANADH EMMADIhttp://www.blogger.com/profile/07877551511090128618noreply@blogger.com0tag:blogger.com,1999:blog-24790929252177581.post-92012976075601189232016-12-28T22:19:00.000-08:002016-12-28T22:19:03.714-08:00BRAND LOYALTY- PATTERNS BY PHILIP KOTLER<div dir="ltr" style="text-align: left;" trbidi="on">
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<b><span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #252525; font-family: "Times New Roman", serif; font-size: 12pt;">Brand
loyalty</span></b><span class="apple-converted-space"><span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #252525; font-family: "Times New Roman", serif; font-size: 12pt;"> </span></span><span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #252525; font-family: "Times New Roman", serif; font-size: 12pt;">is defined as positive feelings towards a<span class="apple-converted-space"> </span></span><a href="https://en.wikipedia.org/wiki/Brand" title="Brand"><span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #0b0080; font-family: "Times New Roman", serif; font-size: 12pt;">brand</span></a><span class="apple-converted-space"><span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #252525; font-family: "Times New Roman", serif; font-size: 12pt;"> </span></span><span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #252525; font-family: "Times New Roman", serif; font-size: 12pt;">and
dedication to<span class="apple-converted-space"> </span></span><a href="https://en.wikipedia.org/wiki/Purchase" title="Purchase"><span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #0b0080; font-family: "Times New Roman", serif; font-size: 12pt;">purchase</span></a><span class="apple-converted-space"><span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #252525; font-family: "Times New Roman", serif; font-size: 12pt;"> </span></span><span style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; color: #252525; font-family: "Times New Roman", serif; font-size: 12pt;">the same product or
service repeatedly now and in the future from the same brand, regardless of a
competitor’s actions or changes in the environment.</span><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></div>
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<b><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Benefits:<o:p></o:p></span></b></div>
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<span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Brand loyalty has shown to profit firms by saving them a lot of
money. Benefits associated with loyal consumers include:<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="color: #252525; font-family: Symbol; font-size: 10.0pt; mso-bidi-font-family: Symbol; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Acceptance of product
extensions.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="color: #252525; font-family: Symbol; font-size: 10.0pt; mso-bidi-font-family: Symbol; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Defense from
competitors cutting of prices.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="color: #252525; font-family: Symbol; font-size: 10.0pt; mso-bidi-font-family: Symbol; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Creating barriers to
entry for firms looking to enter the market.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="color: #252525; font-family: Symbol; font-size: 10.0pt; mso-bidi-font-family: Symbol; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Customers willing to
pay high prices.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="color: #252525; font-family: Symbol; font-size: 10.0pt; mso-bidi-font-family: Symbol; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Existing customers
cost much less to serve.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="color: #252525; font-family: Symbol; font-size: 10.0pt; mso-bidi-font-family: Symbol; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Symbol;">·<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Potential new
customers.<o:p></o:p></span></div>
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<span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Generally speaking, brand loyalty will increase profit over time
as firms do not have to spend as much time and money on maintaining
relationships or marketing to existing consumers. Loyal long-term customers
spend more money with a firm.<o:p></o:p></span></div>
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<span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> Philip Kotler, again, defines four patterns of behavior
regarding brand loyalty <o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">1.<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Hard-core Loyals - who buy the brand all the
time.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">2.<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Split Loyals - loyal to two or three brands.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">3.<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Shifting Loyals - moving from one brand to
another.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">4.<span style="font-family: "Times New Roman"; font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;"> </span></span><!--[endif]--><span style="color: #252525; font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Switchers - with no loyalty <o:p></o:p></span></div>
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RANGANADH EMMADIhttp://www.blogger.com/profile/07877551511090128618noreply@blogger.com0tag:blogger.com,1999:blog-24790929252177581.post-78275977896370526992016-12-28T22:17:00.003-08:002016-12-28T22:17:43.150-08:00BLUE OCEAN STRATEGY<div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Rather than competing within the confines the existing
industry or trying to steal customers from rivals in the HBR of October 2004
W.Chan Kim and Renee Mauborgne suggest Blue Ocean Strategy: Developing
uncontested market space that makes the competition irrelevant.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">According to Kim and Mauborgne, competing in overcrowded
industries is no way to sustain high performance. The Opportunity is to <b>create blue oceans of uncontested market
space</b>. Ofcourse competition matters. But by focusing on competition and <b>competitive advantage</b>, according to Kim
and Mauborgne, schloars, companies and consultant have ignored two very
important and far more lucrative – aspects of strategy:<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">One is to <b>find and
develop blue oceans, </b>and the other<b>
is to exploit and protect blue oceans. </b>These </span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">challenges are very different from
those to which strategists have devoted most of their attention. <o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">In blue oceans, demand is created rather than fought over.
There is ample opportunity for growth that is both profitable and rapid.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">There are two ways to create blue oceans:<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">One is to launch completely new industries, as eBay did
with online auctions. It is more common for a blue ocean to be created from
within and a <b>red ocean </b>when<b> </b>a company expands the boundaries of an
existing industry. Certainly Kim and Mauborge deserve credits for having made
the point of the over focus on competitive advantage and also for their
beautiful metaphor of the two types of oceans. Hopefully, the authors will
provide more specific tools to find, create, develop, exploit and protect blue
oceans in their forthcoming book.<o:p></o:p></span></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">Red
Ocean Strategy<o:p></o:p></span></b></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">Blue
Ocean Strategy<o:p></o:p></span></b></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Compete in existing market space.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Create uncontested market space.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Beat the competition<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Makes competition irrelevant<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Exploit existing demand<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Create and capture new demand<o:p></o:p></span></div>
</td>
</tr>
<tr>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Make the value/cost trade-off<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 239.4pt;" valign="top" width="319">
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Break the value/cost trade-off<o:p></o:p></span></div>
</td>
</tr>
<tr>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Align the whole system of a company’s
activities with its strategic choice of differentiation or low cost.<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 239.4pt;" valign="top" width="319">
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">Align the whole system of a company’s
activities in pursuit of differentiation and low cost<o:p></o:p></span></div>
</td>
</tr>
</tbody></table>
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RANGANADH EMMADIhttp://www.blogger.com/profile/07877551511090128618noreply@blogger.com0tag:blogger.com,1999:blog-24790929252177581.post-18102074488506798742016-12-28T22:16:00.002-08:002016-12-28T22:16:52.185-08:00SERVQUAL OR GAP MODEL<div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">The SERVQUAL Model is an empiric model by
Zeithaml, Parasuraman and Berry to compare service quality performance with
customer service quality needs. It is used to do a gap analysis of an
organization’s service quality performance against the service quality needs of
its customers. That’s why it’s also called the GAP model.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">It takes into account the perceptions of
customers of the relative importance of service attributes. This allows an
organization to prioritize.<o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">There are five core components of service
quality:<o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">1. Tangibles – physical facilities,
equipment, staff appearance, etc.<o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">2. Reliability – ability to perform service
dependably and accurately.<o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">3. Responsiveness – willingness to help and
respond to customer need.<o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">4. Assurance – ability of staff to inspire
confidence and trust.<o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">5. Empathy – the extent to which caring
individualized service is given<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;"><br /></span></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjwGTfYBZ1LHVjtFfHqZQj5wKBcvmd1O2UwweRRi87PlEVCRb60yylBeS8GPf6EImqgqaT8ChKFiKaC26_o2_LN17Kca8S_XodN-mQL6hDHCzewcJt3zzDCORfEvcOaAbaJpfCgWSvF6vM/s1600/SERVQ.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjwGTfYBZ1LHVjtFfHqZQj5wKBcvmd1O2UwweRRi87PlEVCRb60yylBeS8GPf6EImqgqaT8ChKFiKaC26_o2_LN17Kca8S_XodN-mQL6hDHCzewcJt3zzDCORfEvcOaAbaJpfCgWSvF6vM/s1600/SERVQ.png" /></a></div>
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<b><span style="font-family: "Times New Roman", serif; font-size: 12pt;">SERVQUAL OR GAPS MODEL<o:p></o:p></span></b></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">The four themes that were identified by the
SERVQUAL developers were numbered and labelled as:<o:p></o:p></span></div>
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<br /></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">1. Consumer expectation –
management perception gap (Gap 1): Management may have inaccurate perceptions
of what consumers (actually) expect. The reason for this gap is lack of proper
market/customer focus. The presence of a marketing department does not
automatically guarantee market focus. It requires the appropriate management
processes, market analysis tools and attitude.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">2. Service quality
specification gap (Gap 2): There may be an inability on the part of the
management to translate customer expectations into service quality
specifications. This gap relates to aspects of service design.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">3. Service delivery gap
(Gap 3): Guidelines for service delivery do not guarantee high-quality service
delivery or performance. There are several reasons for this. These include:
lack of sufficient support for the frontline staff, process problems, or
frontline/contact staff performance variability.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">4. External communication
gap (Gap 4): Consumer expectations are fashioned by the external communications
of an organization. A realistic expectation will normally promote a more
positive perception of service quality. A service organization must ensure that
its marketing and promotion material accurately describes the service offering
and the way it is delivered<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman", serif; font-size: 12pt;">5. These four gaps cause a
fifth gap (Gap 5), which is the difference between customer expectations and
perceptions of the service actually received Perceived quality of service
depends on the size and direction of Gap 5, which in turn depends on the nature
of the gaps associated with marketing, design and delivery of services.So,Gap 5
is the product of gaps 1, 2, 3 and 4. If these four gaps, all of which are
located below the line that separates the customer from the company, are closed
then gap 5 will close.<o:p></o:p></span></div>
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RANGANADH EMMADIhttp://www.blogger.com/profile/07877551511090128618noreply@blogger.com0tag:blogger.com,1999:blog-24790929252177581.post-67024704288379228092016-12-27T01:59:00.002-08:002016-12-27T01:59:16.036-08:00IBPS SPECIALIST (Marketing officer)-2012 QUESTION PAPER<div dir="ltr" style="text-align: left;" trbidi="on">
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<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">The stages of the
product life cycle in chronological order is:<o:p></o:p></span></span></div>
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<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Introduction, growth,
maturity, decline<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Introduction, growth.
maturity, stagnation, decline<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Introduction,
maturity, decline<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Introduction,
maturity. stagnation, decline<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">The key to competitive
advantage is_differentiation.<o:p></o:p></span></span></div>
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<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Position<o:p></o:p></span></span></div>
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<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Product<o:p></o:p></span></span></div>
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<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Conformance<o:p></o:p></span></span></div>
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<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Customer Consulting<o:p></o:p></span></span></div>
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<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">The functions of the
distribution (marketing) channel are<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">To gather market
information/to promote and spread persuasive communications/physical proximity
to consumer/matching the buyers’ needs/negotiate and settle the final price.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">To provide the
consumers with the required technical information about the products /physical
distribution to consumers /acquire and use funds for financing the channel/intermediaries
provide the deposit or buy the goods on cash basis./Assume the risk of carrying
out the channel tasks.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">To bring the product
ownership to the final buyer.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">both 1 and 2<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Which of the following
is not a “market follower” strategy?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Counterfeiter<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Adapter<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Initiator<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Cloner<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">___is registering,
trafficking in, or using a domain name with bad faith intent to profit from the
goodwill of a trademark belonging to someone else.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Email marketing<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Cyber squatting<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Web scraping<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Web spidering<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">6.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Features of channels
of banking are<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Intangibility/inseparability
from the seller/variability in customer expenses<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Perishability and
non-storability/personal contacts with clients<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Banking services have
no physical and personal channels of distribution.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Combination of
(1) and (2)<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">7.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">The client of
advertising agent is called:<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Customer<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Major<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Corporate<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Account<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">8.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">The components of
Promotion mix are-<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Advertising; a paid
form of non-personal promotion/personal selling; personal presentation to
prospective clients.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Sales campaign to
encourage sales/public relations; for building good relations with
clients/direct marketing; is making direct connect with individual customers.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Sampling and coupons<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Both 1 and 2.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">9.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">What are the main
features of Marketing System (MIS)?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Creation of master
plan for information flow,coordination between functional departments and
specialist executives,future orientation for anticipating and preventing
marketing problems and solving them.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Facilitation for
developing decisions in planning, organizing ,controlling and initiating.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Decision
making,organising and controlling the major activities of the business and
initiating action.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">All of the above.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">10.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">____ include medical specialist
and legal advisors.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Speciality services<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Speciality products<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Primary services<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Secondary services<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">11.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">The _____ represents
our expectations of the general need for the Item during the lead time.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Reorder point<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Safety stock quantity<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Reordering policy<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Reordering cycle<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">12.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">_____ is the principle
of organization of a region around several political, social or financial
centres.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Ethnocentrism<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Polycentrism<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Marketing expansion<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Gobal marketing<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">13.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Material culture is
divided into two parts :<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Language, Aesthetics<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Technology, Economics<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Education Religion<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Attitudes, Values<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">14.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Identify the group
name, whose mission statement is : “To become a major player in the global
chemical business and simultaneously growth in other growth industries like
infrastructure”<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Reliance<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Tata<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Bharti enterprises<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Kotak Mahindra<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">15.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Distinction between
marketing and selling is<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Marketing relates to
producing or creating goods or services needed by the customers while in
selling the objective is to sell whatever is available.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Marketing is
operational activity whereas the selling is a total management concept.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Marketing is product
focused while selling is customer focused.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Marketing is oriented
to the needs of the seller whereas selling is oriented to the needs of the
buyer.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">16.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Which one is true in
respect of bank marketing?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Bank marketing deals
with providing services to satisfy customers’ financial needs and wants.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Bank marketing has to
discover/ascertain/anticipate the financial needs of the corporates.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Bank marketing may be
required to satisfy the corporates, and institutions, other related needs and
wants.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Bank marketing means
competitive element, efficiency and effectiveness in the process.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">17.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">CRM Is a short form
of:<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Customer Relationship
Management<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Company Resource
Marketing<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Consumer Reaching
Marketing<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Customer Relationship
Marketing<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">18.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">What are the
objectives of pricing?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Profit optimisation,
adjustment of prices due to competition, increasing the market share, improved
cash flows to avoid cash crunch, stabilisation of demand and sales, improvement
in product quality, communicates an image of the value.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Understanding with
price cartels, bargaining power of suppliers, government controls and
regulations. buyers’ behaviour, customer demand and competition.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Price elasticity of
the demand of the product, cost of manufacturing the product, characteristics
of the product.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Combination of
(2) and (3)<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">19.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Segmentation of
consumer markets is based on<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Consumer
characteristics<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Consumer responses<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Consumer challenges<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Both (1) and (2)<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">20.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Is the latest-buzzword
in corporate boardrooms.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Service quality<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Service sector<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Service industry<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">All of the above<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">21.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Relatively large.
low-cost, low-margin high-volume, self service operations etc.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Super market<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Discount store<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Department store<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Convenience store<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">22.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Distribution mix
refers to:<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Selection of different
distribution channels like Dis., tribution – Wholesaler Retailers Consumer etc.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Selection of sales
promotion techniques, Advertis- 2 ing, Sales – promotion, personal selling etc.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Selection of pre-sales
during sales after sales service etc.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">All of the above<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">23.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Market Research is
useful for<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">deciding proper
marketing strategies<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">deciding the selling
price<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">choosing the right
products<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">choosing the sales
persons<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">All of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">6.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">24.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">N = S/P ( 1 + T)
indicates the:<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Work load method<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Sales potential method<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Incremental method<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Sales budget<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">25.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">A ‘call’ means<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">shout out to somebody<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">a profession or
business<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">visit friends<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">visiting prospective
customers<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">after- sales reserve<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">26.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">A bank expects fall in
price of a security if it sells it in the market. What is the risk that the
bank is facing?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Market risk<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Operational risk<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Asset Liquidation risk<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Market liquidity risk<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">27.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">When a company
acquires a supplier through an acquisition strategy. this is referred to as<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Vertical marketing
system<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Forward integration<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Horizontal integration<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Backward integration<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">28.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Charles Revson of
Revlon observed: “In the factory, we make cosmetics; in the store.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">we make profits<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">we challenge
competitors<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">we implement ads<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">we sell hope<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">29.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Mohan Sawhney has
proposed the concept of ____ to describe a cluster of complementary products
and services that are closely related in the minds of consumers but are spread
across a diverse set of industries.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Metamarket<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">vertical integration<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">horizontal integration<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Betamarket<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">30.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">What is the meaning of
“Conversion”?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">meeting a prospective
client<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">interacting with a
prospective client<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">converting an employer
into an employee<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">converting a seller to
a buyer<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">converting a
prospective client into a buyer<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">31.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">What is the meaning of
“Customization”?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">acquiring more
customers<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">regulating customers<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">special products to
suit each customer<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">more products per
customer<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">All of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">32.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">What is a logo?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Pictoral
representation of what the company stands for<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Graphic or emblem used
by a company to trigger in- stant recall<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">The short form of the
name of the company<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">All kinds of
advertisements used by the company<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">33.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Diffusion of
Innovations is a theory that seeks to explain how, why, and at what rate new
ideas and technology spread through cultures. The adopters of these innovations
are categorised in five categories. Which of the following is incorrect?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Early adopters<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Early majority<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Late adopters<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Late majority<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">34.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Modern styles of
marketing include(s)<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">digital marketing<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">tele-marketing<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">e-commerce<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">e-mails solicitation<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">All of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">35.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">e-Marketing is same
as:<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">virtual marketing<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">digital marketing<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">real time marketing<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">All of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">36.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">What is the meaning of
Value added services?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">costlier products<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">larger number of
products<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">additional services<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">at par services<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">37.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">The irst Hypermarket
was started by ___.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Walmart<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Carrefour<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Casino<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">The dolla store<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">38.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">What is the first step
of sales process?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Lead generation<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Convincing the buyer<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Selling the product<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Showing a product<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">39.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Core competence of a
company helps it to:<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Maintain an edge over
its competitors<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Position its product
better<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Price its product
better<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">All of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">40.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Aggressive Marketing
is necessitated because of ____.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">globalisation<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">increased competition<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">increased production<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">increased job
opportunities<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">All of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">41.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Consumer research
takes place at ____ stage.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Before purchase<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">After purchase<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">During the purchase<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">All of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">42.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">SWOT analysis does not
contain _____.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Strength<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Weakness<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Opportunity<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Talent<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">43.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Efficient marketing
style requires<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">proper planning<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">good communication
skills<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">team work<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">knowledge of products<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">All of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">44.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">The performance of a
sales person depends on<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">salary paid<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">sales incentives paid<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">size of the sales team<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">ability and
willingness of the sales person<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">team leader’s
aggressiveness<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">45.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">What is the sole aim
of marketing?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Increase sales<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Increase the number of
employees<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Increase profits<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Increase production<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">All of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">46.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Which among the
following is not part of the “4Ps”?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Product<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Price<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Profit<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Promotion<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">47.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Porter’s Five Force
Models includes:<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Bargaining power of
customer<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Advertising<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Threat of substitute
product<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Bargaining power of
suppliers<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">48.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">The Letter “T” in PEST
stands for :<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Treats<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Technological<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Teacher<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Table<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">49.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Brad Loyalty is
defined by Kotler in for behaviour pattern. Which of the following is not part
of them.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Hard Core Loyals<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Shifters<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Semi Loyals<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Shifting Loyals<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">None of these<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 19.85pt; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">50.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">What is meant by “Lead
generation”?<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">1.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Tips for selling
tactics<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">2.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Tips for better
production<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">3.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Generate leaders<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">4.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">Likely sources for prospective
clients<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-left: 39.7pt; mso-list: l0 level2 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list 1.0in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #28323f; font-size: 12pt;">5.<span style="font-size: 7pt; font-stretch: normal; font-variant-numeric: normal; line-height: normal;">
</span></span><!--[endif]--><span style="color: #28323f; font-size: 12pt;">All of these<o:p></o:p></span></span></div>
<br />
<div class="MsoNormal">
<br /></div>
</div>
RANGANADH EMMADIhttp://www.blogger.com/profile/07877551511090128618noreply@blogger.com0tag:blogger.com,1999:blog-24790929252177581.post-38855184694825238202016-12-26T22:12:00.002-08:002016-12-26T22:14:35.642-08:00PROMOTION OR MARKETING COMMUNICATION : NOTES<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-align: justify; text-autospace: none;">
<b>PROMOTION</b><br />
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-align: justify; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;"><i>Definition: </i>The Marketing Communication refers to the means adopted by
the companies to convey messages about the products and the brands they sell,
either directly or indirectly to the customers with the intention to persuade
them to purchase.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-align: justify; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-align: justify; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">In other words, the different medium that company adopts to exchange the
information about their goods and services to the customers is termed as
Marketing Communication.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-align: justify; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: DejaVuSans-Bold; mso-bidi-font-family: DejaVuSans-Bold;">BASIC COMMUNICATION
PROCESS:<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
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<div class="separator" style="clear: both; text-align: center;">
<a href="https://encrypted-tbn0.gstatic.com/images?q=tbn:ANd9GcT6pTYDrypDDHZw0zI3t5W7W4DST3obAGoHKJRB9MMwYktM29M91w" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="145" src="https://encrypted-tbn0.gstatic.com/images?q=tbn:ANd9GcT6pTYDrypDDHZw0zI3t5W7W4DST3obAGoHKJRB9MMwYktM29M91w" width="320" /></a></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 12.0pt; margin-left: 60.0pt; margin-right: 60.0pt; margin-top: 12.0pt; mso-list: l18 level1 lfo15; tab-stops: list .5in; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 10pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><b><span style="font-family: "times new roman" , serif; font-size: 12pt;">Source</span></b><span style="font-family: "times new roman" , serif; font-size: 12pt;"> – A source is also referred to as a
sender. The sender has a message to convey to others. The sender can be
anyone from sales person to an organization. At times, celebrities are
used to endorse products and act as a sender for the product. It is
always important to make sure that the source is credible and
trustworthy. <o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 12.0pt; margin-left: 60.0pt; margin-right: 60.0pt; margin-top: 12.0pt; mso-list: l18 level1 lfo15; tab-stops: list .5in; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 10pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><b><span style="font-family: "times new roman" , serif; font-size: 12pt;">Encode</span></b><span style="font-family: "times new roman" , serif; font-size: 12pt;"> – The source encodes or translates ideas
into a message. <o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 12.0pt; margin-left: 60.0pt; margin-right: 60.0pt; margin-top: 12.0pt; mso-list: l1 level1 lfo16; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 10pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><b><span style="font-family: "times new roman" , serif; font-size: 12pt;">Message</span></b><span style="font-family: "times new roman" , serif; font-size: 12pt;"> – After defining the target market, the
marketer designs an effective message that will achieve the communication
objectives. <o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 12.0pt; margin-left: 60.0pt; margin-right: 60.0pt; margin-top: 12.0pt; mso-list: l10 level1 lfo17; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 10pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><b><span style="font-family: "times new roman" , serif; font-size: 12pt;">Receiver</span></b><span style="font-family: "times new roman" , serif; font-size: 12pt;"> – The receiver is the person or group with
whom the sender attempts to share ideas. Marketers want a response, the
reactions of the receiver, after being exposed to the message: for example, a
consumer receiving the message about the new product.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 12.0pt; margin-left: 60.0pt; margin-right: 60.0pt; margin-top: 12.0pt; mso-list: l9 level1 lfo18; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 10pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><b><span style="font-family: "times new roman" , serif; font-size: 12pt;">Decode</span></b><span style="font-family: "times new roman" , serif; font-size: 12pt;"> – The receiver decodes or interprets the
message. For a message to be decoded by a receiver the way it was intended by
the sender, the sender and receiver need to have common experiences. In
other words, a receiver may not decode a message the way it was intended to if
her background and experience differ greatly from the sender’s. A
marketer has to be sensitive to the intended audience.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 12.0pt; margin-left: 60.0pt; margin-right: 60.0pt; margin-top: 12.0pt; mso-list: l9 level1 lfo18; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 10pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><b><span style="font-family: "times new roman" , serif; font-size: 12pt;">Response</span></b><span style="font-family: "times new roman" , serif; font-size: 12pt;">: is how customer reacts to message, will the
customer purchases product or not.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 12.0pt; margin-left: 60.0pt; margin-right: 60.0pt; margin-top: 12.0pt; mso-list: l9 level1 lfo18; tab-stops: list .5in; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 10pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><b><span style="font-family: "times new roman" , serif; font-size: 12pt;">Noise</span></b><span style="font-family: "times new roman" , serif; font-size: 12pt;"> – Noise interferes with or disrupts
effective communication. This can include a poor television picture or
radio signal.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: normal; margin-bottom: 12.0pt; margin-left: 60.0pt; margin-right: 60.0pt; margin-top: 12.0pt; mso-list: l0 level1 lfo19; tab-stops: list .5in; text-align: justify; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 10pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><b><span style="font-family: "times new roman" , serif; font-size: 12pt;">Feedback</span></b><span style="font-family: "times new roman" , serif; font-size: 12pt;"> – Feedback is monitoring and evaluating
how accurately the intended message is being received. This can be done
by conducting market research. Essentially, this involves asking consumers if
they have seen the message, if they recall the message, and what their attitude
was towards the product. Simply it measures how successful the campaign
was.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Objectives of
promotion<o:p></o:p></span></b></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l11 level1 lfo1; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It informs and makes potential customers aware of a firm’s
products.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l11 level1 lfo1; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It attempts to persuade current and potential customers of the
desirability of buying and using a product.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l11 level1 lfo1; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It reminds people of a need they might have or a problem that is
currently not satisfied or<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">solved or reminds them of the benefits of
past transactions and so convince them that they should enter a into a similar
exchange.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l11 level1 lfo1; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It acts as a basis of differentiation, especially in a market where
there is little to distinguish between competing products and brands.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">THE
PROMOTION-MIX<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-align: justify; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;"><br /></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-align: justify; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It consists of a set of tools which can be used in different
combinations in order to communicate with target audiences. There are four
major promotional tools i.e. advertising, sales promotion, publicity and public
relations, and personal selling, direct marketing.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 14.0pt;">ADVERTISING:<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Definition:</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;"> Any paid form of non-personal presentation and promotion of goods,
ideas or services by an identified sponsor.<o:p></o:p></span></div>
<div align="center" class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-align: center; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">OR<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It
is any form of non-personal communication about a firm and its products that is
transmitted through the mass media (television, radio, newspaper, magazines,
outdoor displays, the internet etc.)<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 13.0pt;">Types of advertising:</span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: normal; margin-bottom: 0.0001pt; text-align: left; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Product
advertising</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: Is the type that promotes goods and
services.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: 0.0001pt; text-align: left; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Institutional
advertising</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: The type that promotes organizational
images and ideas.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: 0.0001pt; text-align: left; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Pioneer
advertising</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: Tries to develop the primary demand for a
product category rather<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: 0.0001pt; text-align: left; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">than a specific product. It is usually done in the early stages of
the product life-cycle to inform potential customers about the new product.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: 0.0001pt; text-align: left; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Competitive
advertising</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: Aims at offsetting the effects of
competitor’s promotion<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: 0.0001pt; text-align: left; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">campaigns.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: normal; margin-bottom: 0.0001pt; text-align: left; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Reminder &
reinforcement advertising</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: It targets at
letting consumers to know that an established brand still exists. Its purpose
is to assure current users of the products benefits.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; mso-bidi-font-size: 12.0pt;"><br /></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; mso-bidi-font-size: 12.0pt;">DEVELOPING
AN ADVERTISING CAMPAIGN:<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">An
advertising campaign involves designing a series of advertisements and placing
them in various advertising media to reach a particular target market.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Developing
and implementing the campaign consists the following six major steps <o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l14 level1 lfo2; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Identifying and analyzing the target </span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">market</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l14 level1 lfo2; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Defining the advertising objectives (</span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">mission</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">)<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l14 level1 lfo2; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Developing the advertising budget (</span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">money</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">)<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l14 level1 lfo2; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Developing the media plan (</span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">media</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">)<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l14 level1 lfo2; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Developing the advertising </span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">message</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l14 level1 lfo2; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "wingdings"; font-size: 12.0pt;">Ø<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Evaluating the effectiveness of the advertising (</span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">measure</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">).<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">1) Identifying
and analyzing the target market<o:p></o:p></span></b></div>
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<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">This
is the group at which advertisements are aimed. The analysis of the group may
include; the geographic distribution and the location of the group, Age
structure, Income, Gender, Educational levels, and Consumer attitudes regarding
the firm’s products.<o:p></o:p></span></div>
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<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">2) Defining
advertising objectives<o:p></o:p></span></b></div>
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<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">The
objectives should be stated clearly, precisely, in measurable terms and should
be realistic and specify a time frame within which the objectives should be
achieved e.g.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Increase sales volume or market share<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Increase product or brand awareness<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Make consumers’ attitudes favourable, etc.<o:p></o:p></span></div>
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<br /></div>
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<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">3) Developing
the advertising budget<o:p></o:p></span></b></div>
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<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">This
is the total amount of money that a marketer allocates for advertising over a
period of time. Factors to consider are such as; The geographic size of the
market, Type of product, Business sales volume relative to competitors, and
Distribution of buyers within the market.<o:p></o:p></span></div>
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<br /></div>
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<br /></div>
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<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Methods used to
determine the budget are;<o:p></o:p></span></b></div>
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<br /></div>
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<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">a) Objective and
task approach</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: A technique that involves determining
advertising<o:p></o:p></span></div>
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<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">objectives
and then attempting to list the tasks required to accomplish objectives and how
much each task will cost.<o:p></o:p></span></div>
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<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">b) Percentage of
sales approach</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: Involves multiplying a firm’s predicted
sales by a<o:p></o:p></span></div>
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<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">standard
percentage based on what the firm traditionally spends on advertising.<o:p></o:p></span></div>
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<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">c) Competition
matching approach</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: Is where a firm either matches its major
competitors’budget or allocates the same percentage of sales for advertising as
competitors.<o:p></o:p></span></div>
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<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">d) Arbitrary/
affordable approach</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: Is an advertising budgeting technique in
which high<o:p></o:p></span></div>
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<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">level
executives decides how much can be spent on advertising over a certain product.<o:p></o:p></span></div>
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<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">4) Developing
the media plan<o:p></o:p></span></b></div>
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<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">This
is the process of establishing the exact media channels to be used for
advertising. The plan should determine how many people in the target will be
exposed to the message and the effects of the messages on the individuals.<o:p></o:p></span></div>
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<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">The
aim is to reach the largest possible number of people in the advertising target
and achieve the appropriate message reach and frequency for the target.<o:p></o:p></span></div>
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<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Reach: </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">The percentage of consumers in the advertising target actually
exposed to a<o:p></o:p></span></div>
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<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">particular
ad in a stated time period.<o:p></o:p></span></div>
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<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Frequency: </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">The number of times target consumers are exposed to a particular<o:p></o:p></span></div>
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<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">advertisement.<o:p></o:p></span></div>
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<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">The
plan must decide which media to use e.g. radio, television, newspapers,
magazines,<o:p></o:p></span></div>
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<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">outdoor
displays, the internet etc<o:p></o:p></span></div>
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<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">5) Creating the
advertising message<o:p></o:p></span></b></div>
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<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">The
content and form of an advertising message depends on factors such as the
product’s features and benefits and characteristics of the market such as sex, age,
education etc. Advertising objectives also determine the content of message
e.g. when the major objective is to increase brand awareness, the message may
use much repetition of the brand name. The message should contain the
following:<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l16 level1 lfo4; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Identify a specific need/ problem of
consumers<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Suggest that the product is the best to
solve the problem.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l16 level1 lfo4; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">State the advantages/ benefits of the
product.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Substantiate the claims/ advantages.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l16 level1 lfo4; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Ask the buyer for action.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">As
a guide to the message development, most marketers use the concept of </span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">A.I.D.A.</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">, i.e.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">advertising
should aim at;<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Getting </span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">A</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">ttention </span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">(A)<o:p></o:p></span></b></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l5 level1 lfo5; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Holding </span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">I</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">nterest (</span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">I)<o:p></o:p></span></b></div>
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<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Arousing </span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">D</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">esire </span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">(D)<o:p></o:p></span></b></div>
<div class="MsoListParagraphCxSpLast" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l5 level1 lfo5; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Obtaining </span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">A</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">ction </span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">(A)<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">6) Measuring/
evaluating the effectiveness of advertising.<o:p></o:p></span></b></div>
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<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">If
the advertisement objective was in terms of product awareness, brand awareness
or attitude change, qualitative research (focus group and depth interviews) is
used during and after the campaign to monitor shifts in consumer perceptions.
Changes in demand of the product may also be measured.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Advantages of advertising<o:p></o:p></span></b></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l7 level1 lfo6; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Advertising’s public nature suggests that
the advertised product is standard and legitimate.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l7 level1 lfo6; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It lets the seller repeat a message many
times.<o:p></o:p></span></div>
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<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It helps build the long term image of the
product and company.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l7 level1 lfo6; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It can reach masses of geographically dispersed
buyers at a low cost per person.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Disadvantages<o:p></o:p></span></b></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l6 level1 lfo7; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It is impersonal and cannot be as
persuasive as a salesperson.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l6 level1 lfo7; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">The audience may not feel obliged to pay
attention or respond.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l6 level1 lfo7; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It may unnecessarily increase the price of
a product.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">PERSONAL SELLING:<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It
is the process of using personal communication in an exchange situation (face
to face communication) to inform customers and persuade them to purchase
products. It is a process by which;<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l15 level1 lfo8; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;"> </span></span><span style="font-family: "times new roman" , serif; font-size: 12pt;"> </span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">While
face to face with prospects, sales people can get more attention than an
advertisement.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">The
sales person is seen as a representative of the company, responsible for
explaining the<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">company’s
total effort to target customers rather than just selling products.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-align: justify; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">The sales person is often the only link between the company and
customers. He/she may<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-align: justify; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">provide information about products, explain and interpret the
company’s policies, negotiate<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-align: justify; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">prices and identify technical problems when a product does not work
well.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Tasks of sales
people<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">a) Prospecting</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">; gathering information to gain sales and prospective clients.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">b) Communicating</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">; providing information about the organization, its products and
after sales<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">service.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">c) Information
gathering</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">; collecting information about customers,
competitors and the<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">general
market situation.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">d) Customer
relationship building; </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">i.e. developing
and sustaining long-term customer<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">relationships.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">e) Customer
consultants</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">; they help the customer to buy by
understanding the customers needs and presenting the merits and demerits of
their products.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Approaches to
personal selling:<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">1) Sales
oriented approach</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">;<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It
assumes that customers are not likely to buy except under pressure, that they
are<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">influenced
by a sleek and smart representation. The sales person is only interested in
achieving high sales volume and does not care what happens when the deal is
through i.e. whether the customer is satisfied or not.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">2) Customer
oriented approach</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">;<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">In
this case the sales person learns how to listen and ask questions in order to
identify customer needs and come up with solutions. This is a customer
problem-solving approach which assumes that customers appreciate suggestions
and will be loyal to sellers who have customers’ long term interests at heart.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Steps in the
personal selling process<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Prospecting
& Qualifying <o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Pre
Approach & Approach <o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Presentations
<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Overcoming
or Handling objections<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Closing<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Follow-up<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Types of sales
people<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">1)Order getters</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">; are concerned with getting new businesses through selling
potential buyers with well organized presentations designed to sell a product.
They locate new customers, open new accounts and seek new opportunities.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">2) Order takers</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">; they deal with regular customers by receiving their orders at the
place of supply or through telephone, fax, mail, e-mail etc.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">3) Support sales
people</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">; they facilitate the selling function by
locating prospects, educating the customer, building goodwill and providing
after-sales service.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Advantages of
personal selling<o:p></o:p></span></b></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l13 level1 lfo11; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">A sales person can observe a potential
customer’s needs and make adjustments in the sales presentation.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l13 level1 lfo11; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Sales people help in market information
gathering.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l13 level1 lfo11; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">The buyer usually feels a greater need to
listen and respond.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l13 level1 lfo11; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Helps build closer customer relationships.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Disadvantages<o:p></o:p></span></b></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l8 level1 lfo12; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It is expensive.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l8 level1 lfo12; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It tends to be intrusive due to its
personal nature.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">PUBLIC RELATIONS
& PUBLICITY:<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Definitions;<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Publicity </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">refers to communication in news story form about a firm and its
products that is transmitted through the mass media at no charge.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Public relations
</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">are a planned and sustained effort to
establish and maintain goodwill<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">between
a firm and its target publics e.g. customers, employees, shareholders,
suppliers, the government, environmentalists and the public in general.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Objectives<o:p></o:p></span></b></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l4 level1 lfo13; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">To create and maintain the corporate and
brand image of the firm i.e. to enhance the position and standing of the firm
in the eyes of the public.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l4 level1 lfo13; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">To disseminate information about the firm
to the public.<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l4 level1 lfo13; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "symbol"; font-size: 12.0pt;">·<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">To undertake corrective measures to
overcome bad publicity.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><u><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Public Relations
and Publicity Tools:<o:p></o:p></span></u></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Press release; </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">using various media channels to highlight on specific information
or events of the firm e.g. product launches, expansions etc.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Press
conferences; </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">meetings called by the firm to announce
major news events or to<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">respond
to a crisis.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Events; </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">like trade shows, exhibitions, anniversaries etc. which may be used
to draw attention<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">to
the firms products.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Corporate social
responsibility activities; </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">i.e. building
goodwill by contributing money,<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">time
and other resources to good causes<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Lobbying; </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Influencing people in government and other authority in order to
secure their support to achieve a desired action e.g. to promote a legislation
or regulation favourable to the firm’s business.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Feature
articles; </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">longer than press releases and usually
prepared for a certain publication.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Sponsorship</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">; this refers to financial or material support of an event,
activity, person, organization or product by an unrelated organization or
donor. Resources are given to the recipient of the sponsorship deal in return
for the exposure of the sponsor’s name or brands. The sponsorship of events
also helps to improve the firm’s corporate image.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Identity media; </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">refers to a firm’s visual identity that the public recognizes and
attributes to the firm. The visual identity may be in the form of company logo,
stationery, brochures, signs,business cards etc.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">SALES PROMOTIONS<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Definition:<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">It
is an activity or material that acts as a direct inducement and offers added
value to buy the product. It is often a short-term incentive to encourage
purchase of the product.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Objectives of
sales promotion<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Sales
promotion activities are designed to achieve the following targets;<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpFirst" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 1.0in; margin-right: 0in; margin-top: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l3 level2 lfo14; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "courier new"; font-size: 12.0pt;">o<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">To introduce new products<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 1.0in; margin-right: 0in; margin-top: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l3 level2 lfo14; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "courier new"; font-size: 12.0pt;">o<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">To attract new customers<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 1.0in; margin-right: 0in; margin-top: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l3 level2 lfo14; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "courier new"; font-size: 12.0pt;">o<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">To increase sales during periods of low
demand<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 1.0in; margin-right: 0in; margin-top: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l3 level2 lfo14; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "courier new"; font-size: 12.0pt;">o<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">To encourage intermediaries to carry large
stocks<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpMiddle" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 1.0in; margin-right: 0in; margin-top: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l3 level2 lfo14; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "courier new"; font-size: 12.0pt;">o<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">To improve the public image of the firm<o:p></o:p></span></div>
<div class="MsoListParagraphCxSpLast" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 1.0in; margin-right: 0in; margin-top: 0in; mso-add-space: auto; mso-layout-grid-align: none; mso-list: l3 level2 lfo14; text-autospace: none; text-indent: -.25in;">
<!--[if !supportLists]--><span style="font-family: "courier new"; font-size: 12.0pt;">o<span style="font-family: "times new roman"; font-size: 7pt; font-stretch: normal; line-height: normal;">
</span></span><!--[endif]--><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">To induce current customers to buy more<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><u><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Sales promotion
techniques:<o:p></o:p></span></u></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">There
are two types; 1; Consumer sales promotion, and 2; Trade sales promotion<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;"><u>1. Consumer
sales promotions:</u><o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">These
are often aimed at the final consumers. They include the following;<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Coupons</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: certificates entitling the bearer to a price reduction of a
product. The coupons are<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">distributed
through the print media, direct mail and attached to other products.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Demonstrations</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: are occasions at which a manufacturer shows how a product works
in order<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">to
encourage trial use and purchase of the product.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Loyalty cards</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: offer discounts or free merchandise to regular customers. They
are normally<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">employed
by supermarkets and are mechanisms in which regular customers who remain loyal<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">to
a particular outlet are rewarded with discounts or free merchandise (e.g.
Nakumatt<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">smartcard)<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Free samples</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: are give-away used to stimulate trial of a new product or to
induce brand<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">switching.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Money/cash
refund</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: a specific amount of money awarded to
customers after the purchase of<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">a
product after they submit a “proof of purchase” to the manufacturer.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Premiums </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">(gifts) are items offered free at a minimum cost or as a bonus for
purchasing a<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">product.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Price-off deals</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: offering a certain reduction off the regular price shown on the
package for a<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">limited
period of time.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Price packs</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: Offering two similar or related products for the price of one
(e.g. toothpaste &<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">tooth
brush)<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Consumer
contests</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: Involves consumers submitting entries
from which a winner is selected<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">by
a panel of judges to win cash, trips or merchandise based on his/her analytical
or creative<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">skills.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Consumer
sweepstakes</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: consumers submit their names for
inclusion in a draw for prizes.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Product
warranties</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: promises made by sellers that the product
will perform as specified or<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">that
the seller will repair it or refund the customer’s money during a specified
period.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;"><u>2. Trade sales
promotions;</u><o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">These
are aimed at the resellers e.g., retailers, wholesalers, etc. They include;<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Buying allowance</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">; a temporary price reduction to resellers for purchasing specified<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">quantities
of a product.<o:p></o:p></span></div>
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<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Free merchandise</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">: free items offered to resellers who purchase a stated quantity of
the<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">same
or different products.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Merchandise
allowance</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">; a manufacturer’s agreement to pay
resellers a certain amount of<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">money
to providing special promotional efforts such as advertising or store displays.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Sales contests</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">; are designed to motivate distributors and resellers by
recognizing and<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">rewarding
outstanding achievements.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><u><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Advantages of
sales promotion:<o:p></o:p></span></u></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">1. Low unit cost
for selling<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Sales
promotion is always the outcome of large scale production. Large scale
production itself<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">is
meant for low cost. Sales promotion assures of a low cost selling.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">2. Effective
sales support<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Basically,
sales promotion policies supplement the efforts of personal and impersonal<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">salesmanship
(advertising). It is found that good sales promotion materials make the<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">salesman’s
efforts more productive.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">3. Increased
speed of product acceptance<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Most
of the sales promotion devices (contests, coupons) can be used faster than the
other promotion methods such as advertisement.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Factors
determining selection of the promotion mix<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">1) Promotional
resources: </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">If a company’s promotional budget is
extremely limited, it is likely to rely on personal selling rather than
advertising or sales promotion.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">2) Promotional
objectives, policies e.</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">g. if the
objective is to create mass awareness of a new consumer product then
advertising or sales promotion can be used.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">3)
Characteristics of the target market:<o:p></o:p></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">If
the size is limited</span><i><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">,
</span></i><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">the promotional mix will emphasize personal
selling. But when markets are large, advertising and sales promotion is used
because the methods can reach many people at low cost per person.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Geographic
distribution</span><i><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">:
</span></i><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Personal selling is more feasible if a
company’s customers are concentrated in small area than if dispersed. If
dispersed advertising would be used.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Socio</span><i><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">-</span></i><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">economic characteristics: Age, income, level of education.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">4)
Characteristic of the product: </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">for
industrial products personal selling is used but<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">advertising
plays a major role for consumer goods.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">5) Price: </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">high priced products call for more personal selling because
consumers associate<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">greater
risk with the purchase of such products and want the advice of a sales person.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">6) Stage of the
PLC e.</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">g. at introduction stage, advertising is
done to create awareness.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">7) Cost of
promotional methods.<o:p></o:p></span></b></div>
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<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">8) Availability:
</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">e.g</span><b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">. </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">a
product may be banned from being advertised on TV or radio e.g.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">cigarettes.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;"><br /></span></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">DIRECT MARKETING</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;"><o:p></o:p></span></div>
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<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-align: justify; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Direct marketing</span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;"> is the use of consumer direct channels to reach and deliver goods
and services to customers without using marketing middlemen. These channels
include <b>direct mail, catalogs,
telemarketing, interactive TV, website, and mobile devices.</b> <o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-align: justify; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
</div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-align: justify; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Direct marketers seek a measurable response, typically a customer
order. This is sometimes called direct order marketing. Today many direct
marketers use direct marketing to build a long term relationship with the customer.
They also send birthday cards, information materials or small premiums to
certain customers. Airlines, hotel, and other businesses build strong customer
relationships through frequency award programs and club programs.<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><u><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Promotional strategies:<o:p></o:p></span></u></b></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Push strategy; </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">A promotional strategy in which the producer promotes the product
only to the next level down the marketing channel. <o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<i><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Some of push tactics include:-<o:p></o:p></span></i></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Trade
show promotions to encourage retailer demand<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Direct
selling to customers in showrooms or face to face<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Negotiation
with retailers to stock your product<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Efficient
supply chain allowing retailers an efficient supply<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Packaging
design to encourage purchase<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Point
of sale displays<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<br /></div>
<br />
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; text-autospace: none;">
<b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">Pull strategy; </span></b><span style="font-family: "times new roman" , "serif"; font-size: 12.0pt;">In which a business promotes directly to consumers in order to
create a strong consumer demand for its products. A pull strategy motivates
customers to actively seek out a specific product. <o:p></o:p></span></div>
</div>
RANGANADH EMMADIhttp://www.blogger.com/profile/07877551511090128618noreply@blogger.com0tag:blogger.com,1999:blog-24790929252177581.post-55263155356907542592016-12-06T22:57:00.002-08:002016-12-06T22:57:54.715-08:00SPECIALIST OFFICER-MARKETING POST-1<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>1.</b> Process of selecting segments to serve by offering product
is referred as<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: normal;"><span style="font-family: Trebuchet MS, sans-serif;">Market
segmentation<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: normal;"><span style="font-family: Trebuchet MS, sans-serif;">Targeting<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: normal;"><span style="font-family: Trebuchet MS, sans-serif;">Marketing</span></li>
<li class="MsoNormal" style="line-height: normal;"><span style="font-family: Trebuchet MS, sans-serif;">Both a and b<span style="color: white;">Answer B</span></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>2.</b> Firm's performance can be better measured by<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Current
sales<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Customer
e<b>q</b>uity</span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="text-indent: -0.25in;"><span style="font-family: Trebuchet MS, sans-serif;">Market share</span></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;"><span style="text-indent: -0.25in;">Both a and b</span><span style="color: white; text-indent: -0.25in;">Answer B</span></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>3.</b> Particular communication that must be achieve within
definite target audience within specific time is classified as</span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">message
decision<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">media
decision<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">advertising
<b>o</b>bjective</span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">advertising
evaluation<span style="color: white;">Answer C</span></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>4.</b> Customer classification depends on<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Potential
profitability<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Projected
loyalty<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Both
a and b</span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">None of above<span style="color: white;">Answer C</span></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>5.</b> Potential profitable but less loyal group is of<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Butterflie<b>s</b><o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Strangers<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">True
friends</span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Barnacles<span style="color: white;">Answer A</span></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>6.</b> Suitable example of 'Selling Concept' is<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Insurance
or blood donations<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Lenovo<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Southwest
Airlines<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Bottled
water industry<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; margin-left: .5in; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="color: white;"><span style="font-family: Trebuchet MS, sans-serif;">Answer A<o:p></o:p></span></span></div>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>7.</b> In 'Butterflies' group, customer needs and company's market
offering has<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Good
fit<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Little
fit<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Strong
fit<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Limited fit<span style="color: white;">Answer A</span></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>7.</b> Company's future value of customer base is<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Share
of customer<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Cust<b>o</b>mer equity<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Customer
lifetime value</span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;"> All of above<span style="color: white;">Answer B</span></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>8.</b> 'outside in' perspective is another name of<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
selling concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
product concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
marketing concep<b>t</b><o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
production concept<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>9.</b> Considering individual customers, purchasing portion of each
buyer is called<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Share
of customer<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Customer
equity<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Customer
lifetime value</span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">None of above<span style="color: white;">Answer A</span></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>10.</b> Value proposition consists of<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Differentiation<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Segmentation
& targeting</span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="text-indent: -0.25in;"><span style="font-family: Trebuchet MS, sans-serif;">Positioning</span></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;"><span style="text-indent: -0.25in;">Both a and c</span><span style="color: white; text-indent: -0.25in;">Answer, D</span></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>11.</b> Both loyal and profitable group of customers is considered
as<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Strangers<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Butterflies<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Barnacles<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">True
frined<b>s</b><o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>12.</b> Possible objectives of advertising includes<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">persuasive
advertising<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">reminder
advertising<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">reminder
advertising<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">all
of above<o:p></o:p></span></li>
<li class="MsoNormal" style="color: white; line-height: normal; mso-list: l15 level1 lfo13; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in;"><span style="font-family: Trebuchet MS, sans-serif;">Answer D<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>13.</b> Fit between customer need and company's market offering in
'Strangers' group is<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Little
fi<b>t</b><o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Strong
fit<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Good
fit<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Limited
fit<o:p></o:p></span></li>
<li class="MsoNormal" style="color: white; line-height: normal; mso-list: l16 level1 lfo14; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in;"><span style="font-family: Trebuchet MS, sans-serif;">Answer A<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>14.</b> To create profits, company must<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Create
loyal customers<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Increase
market share of market<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">capture
lifetime vale of customer<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">All
of above<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>15.</b> Most crucial and first step in marketing process is<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Designing
a marketing strategy<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Create
customer delight<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Understanding
customer needs and wants<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Capturing
value from customers<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>16.</b> 'limited fit' between customer needs and company's product
is shown by<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Barna<b>c</b>les<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Butterflies<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">True
friends<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Strangers<span style="color: white;">Answer</span><o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>17.</b> Approach of message execution which follows format of style,
tone, words and format to execute message of advertising is classified as<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">rational
style<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">persuasive
style<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">creative
style<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">execution
styl<b>e</b><o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>18.</b> Firm providing marketing services such as assisting
different companies in preparing, planning, implementing and evaluating
advertising programs is called<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">advertising
agency<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">managing
agency<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">research
agency<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">rational
agency<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>19.</b> Classification of customers are of<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">2
types<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">3
types<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;"><b>4</b>
types<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">5
types<span style="color: white;">Answer C</span><o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>20.</b> Focus on distribution efficiency is integral part of<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
production concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
product concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
selling <b>c</b>oncept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
marketing concept<span style="color: white;"> C</span><o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>21.</b> Company focuses on product improvements on continuous basis
in marketing concept called<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
product concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
production concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
selling concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">None
of above<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>22.</b> Stock market investors are considered as example of<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Strangers<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;"><b>B</b>utterflies<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">True
friends<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Barnacles<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; margin-left: .5in; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="color: white;"><span style="font-family: Trebuchet MS, sans-serif;">Answer B<o:p></o:p></span></span></div>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>23.</b> Highly loyal but less potential profitable customer's group
is of<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Butterflies<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Bar<b>n</b>acles<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">True
friends<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Strangers<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>24.</b> Resources and money allocated to company's or product's
promotional program are classified as<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">advertising
messages<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">advertising
budget<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">advertising
strategy<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">advertising
objective<span style="color: white;">Answer B</span><o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>25.</b> Concept through which life is brought up in message of
advertising strategy in memorable and distinctive way is classified as<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">rational
concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">reminder
concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;"><b>c</b>reative
concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">persuasive
concept<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>26.</b> Market offering can be combination of<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">product
& services<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Information<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Places<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">All
of above<span style="color: white;">swer D</span><o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>27.</b> Customer driven marketing strategy is another name of<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
selling concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
marketing concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
product concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
societal marketing concept<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>28.</b> Company wants to nurture, retain and grow its customer of
customer group called<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">True
frie<b>n</b>d<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Barnacles<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Butterflies<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Strangers<span style="color: white;">Answer A</span><o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>29.</b> Market consists of<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Potential
buyers<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Actual
buyers<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Both
a and b<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">None
of above<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>30.</b> Customers of smaller banks are considered as example of<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">True
friend<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Strangers<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Bar<b>n</b>acles<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Butterflies<span style="color: white;">Answer C</span><o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>31.</b> Kind of strategy which is used by company to achieve
advertising objectives is classified as<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">advertising
strategy<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">advertising
objective<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">advertising
messages<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">advertising
budget<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>32.</b> According to management guru Peter Drucker, marketing aims
to sell<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Necessary<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Unnecessary<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Not
alreabdy available<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">None
of above<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>33.</b> Market offerings are offered to<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Create
a need or want<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Satisfy
a need or want<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Both
a and b<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">None
of above<span style="color: white;">Answer B</span><o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>34.</b> Consumer's and society's long run interests are considered
in<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Societal
marketing concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Market
concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Product
concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">selling
concept<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>35.</b> Set of vehicles which are used to deliver message to
intended audiences is classified as<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">advertising
objective<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">advertising
media<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">reminder
media<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">rational
media<span style="color: white;">Answer B</span><o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>36.</b> 'inside-out' perspective is referred in<o:p></o:p></span></div>
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">The
marketing concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Societal
marketing concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Selling
concept<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Product
concept<o:p></o:p></span></li>
</ol>
<div class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;">
<span style="font-family: Trebuchet MS, sans-serif;"><b>37.</b> Marketing can be defined as<o:p></o:p></span></div>
<br />
<ol start="1" type="A">
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Creating
value for customers<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Building
strong relationships<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">Capturing
value from customers<o:p></o:p></span></li>
<li class="MsoNormal" style="line-height: 16.8pt;"><span style="font-family: Trebuchet MS, sans-serif;">All
of above</span><span style="font-family: Arial, sans-serif;"><o:p></o:p></span></li>
</ol>
</div>
RANGANADH EMMADIhttp://www.blogger.com/profile/07877551511090128618noreply@blogger.com1tag:blogger.com,1999:blog-24790929252177581.post-90004015785325838172015-11-26T22:50:00.001-08:002016-12-06T22:50:56.089-08:00Marketing Aptitude for Bank PO's III<div dir="ltr" style="text-align: left;" trbidi="on">
<span style="font-family: Trebuchet MS, sans-serif;"><br />1. CRM stands for<br />A. Cost Role Management<br />B. Customer Relationship management<br />C. Customer Role in Management<br />D. None of these<br /><br />Ans: B<br /><br />2. Which is the term of Digital Marketing<br />A. Blocked<br />B. Cost<br />C. Plan<br />D. Brand<br />E. Utility<br /><br /><br />3. What is the element of Marketing Concept?<br />A. Customer Satisfaction<br />B. Goal of the Organization<br />C. Plan<br />D. Market<br />E. None of these<br /><br />Ans:A<br /><br />4. RSS stands for<br />A. Real Save System<br />B. Role saver system<br />C. Real simple syndication<br />D. Real saver system<br />E. None of these<br /><br />Ans: C<br /></span><div>
<span style="font-family: Trebuchet MS, sans-serif;">5. Marketing Concept earns the profit with<br />A. Customer Satisfaction of Bank<br />B. Staff<br />C. Product<br />D. Building<br />E. ATM<br /><br />Ans: A<br /><br />6. Which is societal-oriented concept of marketing?<br /><br />A. Product Concept of Marketing<br />B. Societal Marketing Concept<br />C. Product Concept<br />D. Marketing Concept<br /><br />Ans: B<br /><br />7. Customerisation means<br />A. Promotion<br />B. Goods offer based on individual requirement<br />C. Sales<br />D. Relation<br />E. None of these<br /><br />Ans: B <br /><br /><br />8. Marketing Concept is based on<br />A. Customer-Oriented<br />B. Product-oriented and centred<br />C. Profit<br />D. Loss<br />E. None of thes<br /></span></div>
<div>
<span style="font-family: Trebuchet MS, sans-serif;">Ans: A<br /><br />9. Marketing refers to the ––––<br /> A. sale of product<br /> B. goods and services are exchanged to each other<br /> C. goods distribution<br /> D. all of these<br /> <br /> Ans: D<br /></span></div>
<div>
<span style="font-family: Trebuchet MS, sans-serif;">10. Marking mix consists –––<br /> A. production recognition<br /> B. Price structure<br /> C. Distribution planning<br /> D. All of these <br />Ans: D</span><div class="MsoNormal" style="background: white; line-height: 18.0pt; margin-bottom: .0001pt; margin-bottom: 0in; text-align: justify; vertical-align: baseline;">
</div>
<div class="MsoNormal" style="background: white; line-height: 18pt; margin: 0in 0in 0.0001pt 1in; text-align: justify; vertical-align: baseline;">
</div>
</div>
</div>
RANGANADH EMMADIhttp://www.blogger.com/profile/07877551511090128618noreply@blogger.com0tag:blogger.com,1999:blog-24790929252177581.post-59313662988556254842015-11-07T01:07:00.001-08:002015-11-26T22:50:32.816-08:00MARKETING APTITUDE FOR BANK PO'S-II<div dir="ltr" style="text-align: left;" trbidi="on">
<div dir="ltr" style="text-align: left;" trbidi="on">
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">1.
Modern methods of Marketing include—<br />
(A) Publicity on the net<br />
(B) Advertisement on the net<br />
(C) Soliciting business through e-mails<br />
(D) Telemarketing<br />
(E) All of these</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">Ans. E</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">2.
Which of the following statement is True ?<br />
(A) Marketing is not required in a Buyers’ Market<br />
(B) Marketing is not required in a Sellers’ Market<br />
(C) Marketing is not required due to globalization<br />
(D) Marketing is not required due to competition<br />
(E) Marketing is not required due to liberalization</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">Ans.B</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-family: "trebuchet ms" , sans-serif;"><span style="font-size: 11pt; line-height: 115%;">3.
Market information means—<br />
(A) Knowledge of shops and bazaars<br />
(B) Knowledge of shopping malls<br />
(C) </span><span style="font-size: 14.6667px; line-height: 16.8667px;">Knowledge of various languages</span><span style="font-size: 11pt; line-height: 115%;"><br />
(D) </span><span style="font-size: 14.6667px; line-height: 16.8667px;">Knowledge of customer profile and product mix</span></span><br />
<span style="font-family: "trebuchet ms" , sans-serif;"><span style="font-size: 11pt; line-height: 115%;">
(E) None of these<br />
<!--[if !supportLineBreakNewLine]--><br />
<!--[endif]--></span><span style="font-size: 11pt; line-height: 115%;">
<!--[if !supportLineBreakNewLine]-->Ans. D
<!--[endif]--></span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">4.
In today’s world marketer should focus at —<br />
(A) standard products<br />
(B) No customization required<br />
(C) aim at customer satisfaction<br />
(D) Only quantum of sales matters</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">Ans.C</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-family: "trebuchet ms" , sans-serif;">5. Market Research is needed for—<br />
(A) Deciding right time to sell<br />
(B) Deciding the right product to be sold<br />
(C) Making proper marketing decisions<br />
(D) Deciding the market area</span><br />
<span style="font-family: "trebuchet ms" , sans-serif;">
(E) All of these</span><br />
<span style="font-family: "trebuchet ms" , sans-serif;"><br /></span>
<span style="font-family: "trebuchet ms" , sans-serif;">Ans.E<br />
<!--[if !supportLineBreakNewLine]--><br />
<!--[endif]--><o:p></o:p></span><br />
<span style="font-family: "calibri" , "sans-serif"; font-size: 11.0pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-latin;">
<!--[if !supportLineBreakNewLine]--><br />
<!--[endif]--></span></div>
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RANGANADH EMMADIhttp://www.blogger.com/profile/07877551511090128618noreply@blogger.com0tag:blogger.com,1999:blog-24790929252177581.post-91408739723931910492015-11-07T00:50:00.000-08:002015-11-26T22:50:43.117-08:00Marketing Aptitude for Bank PO's-I<div dir="ltr" style="text-align: left;" trbidi="on">
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">1.
A Prospect means—<br />
(A) Any customer who walks into the Bank<br />
(B) An employee of the Bank<br />
(C) A customer who is likely to be interested in Bank’s Product or service<br />
(D) A Depositor of the Bank<br />
(E) A Borrower of the Bank</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">Ans. C</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-family: "trebuchet ms" , sans-serif;"><span style="font-size: 11pt; line-height: 115%;">2. </span>A Lead means—</span><br />
<span style="font-family: "trebuchet ms" , sans-serif;">
(A) A Prospect who is more likely to avail of the Bank’s Product<br />
(B) A Political Leader<br />
(C) A Bank Chairman<br />
(D) A Religious Leader<br />
(E) None of these <o:p></o:p></span><br />
<span style="font-family: "trebuchet ms" , sans-serif;"><br /></span>
<span style="font-family: "trebuchet ms" , sans-serif;">Ans. A</span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">3.
A Call means—<br />
(A) Calling on friends<br />
(B) Calling on Bank employees<br />
(C) Calling on Prospective customers<br />
(D) To make telephone calls<br />
(E) Calling on relatives</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">Ans. C</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-family: "trebuchet ms" , sans-serif;">4. Innovation means—<br />
(A) Compensation<br />
(B) Inspiration<br />
(C) Additional perquisites<br />
(D) Implementing new ideas or new methods<br />
(E) None of these</span><br />
<span style="font-family: "trebuchet ms" , sans-serif;"><br /></span>
<span style="font-family: "trebuchet ms" , sans-serif;">Ans.D</span><br />
<span style="font-family: "trebuchet ms" , sans-serif;"><br /></span>
<span style="font-family: "trebuchet ms" , sans-serif;">5. <span style="font-size: 11pt; line-height: 115%;">The Traditional Marketing style involves—<br />
(A) Telemarketing<br />
(B) Digital Marketing<br />
(C) Indirect Marketing<br />
(D) Direct Marketing<br />
(E) All of these</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">Ans.C</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">6.
Motivation means—<br />
(A) Inspiring employees to perform better<br />
(B) Better Communication Skills<br />
(C) Sales coaching<br />
(D) Market Research<br />
(E) None of these</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">Ans.A</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-family: "trebuchet ms" , sans-serif;"><span style="font-size: 11pt; line-height: 115%;">7.
A Target Market is—<br />
(A) </span><span style="font-size: 14.6667px; line-height: 16.8667px;">Entire city</span></span><br />
<span style="font-family: "trebuchet ms" , sans-serif;"><span style="font-size: 11pt; line-height: 115%;">(B) </span><span style="font-size: 14.6667px; line-height: 16.8667px;">Entire country</span><span style="font-size: 11pt; line-height: 115%;"><br />
(C) Entire globe<br />
(D) That which consists of customers who need the identified product<br />
(E) All of these</span></span><br />
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<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">Ans. D</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-family: "trebuchet ms" , sans-serif;">8. Sales forecasting involves—<br />
(A) estimate of Sales<br />
(B) Sales pricing<br />
(C) Distribution Channels<br />
(D) Consumer tastes<br />
(E) All of these<o:p></o:p></span><br />
<span style="font-family: "trebuchet ms" , sans-serif;"><br /></span>
<span style="font-family: "trebuchet ms" , sans-serif;">Ans.A</span><br />
<span style="font-family: "trebuchet ms" , sans-serif;"><br /></span>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">9.
Find the True statement—<br />
(A) Marketing is a waste of the employees’ time<br />
(B) Marketing is not required in India due to its vast population<br />
(C) Marketing involves additional work<br />
(D) Marketing involves team work<br />
(E) Marketing is not required today due to IT advancement</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;">Ans.D</span></span><br />
<span style="font-size: 11pt; line-height: 115%;"><span style="font-family: "trebuchet ms" , sans-serif;"><br /></span></span>
<span style="font-family: "trebuchet ms" , sans-serif;">10. For effective marketing, the salesmen should have which of these
qualities—<br />
(A) Creativity<br />
(B) Team spirit<br />
(C) Motivation<br />
(D) Effective communication skills<br />
(E) All of these</span><br />
<span style="font-family: "trebuchet ms" , sans-serif;"><br /></span>
<span style="font-family: "trebuchet ms" , sans-serif;">Ans.E<br />
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RANGANADH EMMADIhttp://www.blogger.com/profile/07877551511090128618noreply@blogger.com0