1. The word Retail is derived from the—— word.

A. Latin.
B. French.
C. English.
D. German.
ANSWER: A
2. Retailer is a person who sells the goods in a———.
A. large quantities.
B. small quantities.
C. both a & b.
D. none of these.
ANSWER: B
3. The main objective of the management is——–.
A. profitability.
B. sales growth.
C. return on investment
D. all of these.
ANSWER: D
4. In retailing there is a direct interaction with——-.
A. producer.
B. customer.
C. wholesaler.
D. all of these.
ANSWER: D
5. Retailing creates——-.
A. time utility.
B. place utility.
C. ownership utility.
D. all of these.
ANSWER: D
6. ———activities performed by the retailers.
A. assortment of offerings.
B. holding stock.
C. extending services.
D. all of these.
ANSWER: D
7. The term stakeholders which includes——-.
A. stock holders.
B. consumers.
C. suppliers.
D. all the above.
ANSWER: D
8. ——represents how a retailer is perceived by consumers and others.
A. image.
B. sales.
C. profit.
D. none of these.
ANSWER: A
9. The functions of management start with—–.
A. buying.
B. planning.
C. organizing.
D. supervising.
ANSWER: B
10. “Management is what a manager does” given by.
A. Henry fayol.
B. F.W.Taylor.
C. Dinkar Pagare.
D. none of these.
ANSWER: C
11. Human resource management process consists of ——.
A. recruitment.
B. selection.
C. training.
D. all of these.
ANSWER: D
12. —– is the process of seeking and attracting a pool of people from which
qualified candidates for job
vacancies can be selected.
A. Selection.
B. Advertisement.
C. Compensation.
D. Recruitment.
ANSWER: D
13. —— gives the nature and requirements of specific jobs.
A. Human resource planning.
B. Job descriptions.
C. Job analysis.
D. None of these.
ANSWER: A
14. —— is a kind of internal sources of recruitment.
A. Promotion.
B. Employee recommendation.
C. Transfer.
D. All of these
ANSWER: D
15. Attracting potential employees is more difficult in case of ———.
A. internal recruitment.
B. external of recruitment.
C. both a & b
D. none of these.
ANSWER: B
16. —– is the next step after recruiting the retail personnel.
A. Supervision.
B. Compensation.
C. Training.
D. Selection.
ANSWER: D
17. —— test measure a persons capacity or potential capability to learn and
perform a job.
A. Aptitude test.
B. Proficiency test.
C. Interest test.
D. Personality test.
ANSWER: A
18. A traditional format that sell 20-80 percent of groceries and other
consumable product at discounted
prices
A. Dollar Store
B. Discounted stores
C. Chain store
D. off price store
ANSWER: A
19. —— component allow the retailer to offer the employees safety and
security
A. Fixed component
B. Fringe benefit component
C. Variable component
D. All of the above.
ANSWER: B
20. ——- is the manner of providing a job environment that encourages
employee’s accomplishment.
A. Compensation
B. Supervision.
C. Training
D. None of the above.
ANSWER: B
21. Store security relates to —-.
A. personal security
B. merchandise security.
C. both a & b.
D. none of these.
ANSWER: C
22. Form of payment which a retailer may accept is —-.
A. cash only.
B. cash &credit cards .
C. cash &debit cards.
D. all of these
ANSWER: D
23. Many retailers have improved their operation productivity through —–.
A. computerization.
B. outsourcing.
C. both a & b.
D. none of these.
ANSWER: A
24. The computerized check out is used by —–.
A. large retailers.
B. small retailers.
C. multi retailers
D. all of these.
ANSWER: A
25. With the help of——-a retailer pays an outsider party to undertake one or
more of its operating
functions
A. outsourcing.
B. credit management
C. computerization.
D. none of these.
ANSWER: A
26. —— helps the retailers to face the crisis situations.
A. Risk management.
B. Credit management.
C. Financial management.
D. All of these
ANSWER: A
27. —— is a key task for both large &small retailers.
A. Risk management.
B. Crisis management.
C. Inventory management
D. All of these.
ANSWER: D
28. —— helps the retailers to complete the tasks within the short period of
time.
A. Computerization.
B. Outsourcing.
C. Both 1 & 2.
D. None of these.
ANSWER: A
29. ———is a warning to potential thieves and muggers.
A. Insurance.
B. Security guards.
C. Outsourcing.
D. Credit management .
ANSWER: B
30. Insurance against——–is more important due to government rules.
A. environmental risk.
B. production risk.
C. both 1 & 2
D. none of these
ANSWER: A
31. The factor leading to the growth of retailing is —-.
A. changing consumer trends
B. technology.
C. demographics.
D. all the above.
ANSWER: D
32. Consumer buying process in retailing involves —-.
A. need recognition.
B. search for information.
C. evaluation of retailers.
D. all the above.
ANSWER: D
33. Atmosphere in retailing refers to —-.
A. the weather outside a store.
B. The ambience, music, color scent in a store.
C. assortment of products in the store.
D. display of items in a store.
ANSWER: B
34. E-tailing refers to —-.
A. sale of electronic items in a store.
B. catalog shopping.
C. music store.
D. retailing shopping using the inter.
ANSWER: D
35. A multi channel retailer sells merchandise —-.
A. over the telephone
B. through personal selling and retail store only.
C. over the internet .
D. through more than one channel.
ANSWER: D
36. Retailing is a marketing function which —-.
A. sells products to other business.
B. sells products to a company that resells them.
C. sells products to final consumers.
D. sells products for ones own use
ANSWER: C
37. The wheel of retailing explains the emergence of new retailing forms by
—-.
A. retailers cycle through peaks of high cost price and troughs of low cost
price.
B. whole sellers see retailing opportunity, enter retailing, then turn to
wholesaling again.
C. new retailers emerge, grow, mature and decline.
D. low margin, low price retailers enter to compete with retailers who are
high margin and high price.
ANSWER: D
38. All of the following are possible types of service that a retailer can offer
except —-.
A. self service.
B. self selection.
C. limited service.
D. all of the above.
ANSWER: C
39. The correct statement about chain stores is —-.
A. they offer economic of scale in buying.
B. they can hire good managers.
C. they integrate wholesaling and retailing function.
D. they centralize function.
ANSWER: D
40. Which of the following objectives is concerned with strategic marketing
planning?
A. Day to day performance and results.
B. Over-all long term organizational growth.
C. Identifying the strengths and weaknesses of the marketing department
D. None of the above.
ANSWER: B
41. Which sources of advantage will be helpful for a firm to achieve positional
advantage over its
competitors?
A. Superior skills.
B. Superior resources.
C. Superior controls.
D. All of the above a, b and c.
ANSWER: D
42. What are the elements that a mission statement of an organization
should include?
A. Sets guidelines for business operations
B. Identifies the reasons for existence of a company and its responsibilities to
the stakeholders
C. Identifies the firms customers and their needs and marches them with
products and services.
D. All of the above 1, 2 and c.
ANSWER: D
43. The term which is used to identify the major areas of business of a
diversified organization is.
A. Business area.
B. Business segment, group or diversion
C. Business scope.
D. Diversified business.
ANSWER: B
44. Business composition is the term used while framing the following
strategies. What are they?
A. Corporate strategy.
B. Marketing strategy.
C. Business strategy.
D. Both 1 and b.
ANSWER: D
45. Which of the following is not the characteristics of a strategic business
unit?
A. It serves a homogenous set of markets with a limited number of related
technologies
B. It serves a unique set of products.
C. It owns responsibility for its own profitability.
D. None of the above.
ANSWER: D
46. According to GE screening grid model, which strategy should a company
follow when it has high
industry attractiveness and low business competitive position.
A. Invest/growth
B. Selective investment /maintain position.
C. Harvest/divest
D. None of the above.
ANSWER: A
47. Which of the following will act as a corner stone in maintaining the
competitiveness of company
A. Market focus.
B. Defining capabilities.
C. Relationships and organizational change.
D. None of the above.
ANSWER: A
48. Which analysis compares the strengths and weaknesses of a firm against
the opportunities and threats
in the external environment.
A. Environmental analysis.
B. Business analysis.
C. SWOT analysis.
D. None of the above.
ANSWER: C
49. Which of the following is not included in the list of macro-environmental
variables.
A. Prevailing economic conditions and political manifestos.
B. Changes in legislation and emerging new technologies.
C. Financial conditions and culture.
D. None of the above.
ANSWER: D
50. What is the term used if management wants to audit the key
management functions like salesforce,
advertising or pricing?
A. Vertical audit
B. Horizontal audit.
C. External audit.
D. None of the above.
ANSWER: A
51. The best way for a retailer to differentiate itself in the eyes of the
consumer form the competitions is to.
A. increase advertising of sale items.
B. offer the lowest prices in town.
C. always be well-stocked with the basic items that customers would expect
to find in your store.
D. not sell any of the brand names the competition is selling.
ANSWER: C
52. The boomerang effect is a relatively new phenomenon that describes
A. the recent trend for firms to seek bankrupts protection.
B. the way styles from years ago come back as today’s most popular styles.
C. the recent trend of children returning to live with their parents after having
already moved out.
D. the recent trend of having most companies report losses for the current
quarter.
ANSWER: C
53. Discretionary income is.
A. all personal income after taxes and retirement savings.
B. all personal income after savings
C. all personal income after taxes.
D. personal income after taxes minus the money needed for necessities.
ANSWER: D
54. The final stage of the consumer shopping/purchase model around which
all other stages revolves is the.
A. buy decision stage.
B. active information gathering stage.
C. purchase stage.
D. post-purchase evaluation stage.
ANSWER: D
55. What type of competitive structure are most retail firms involved in?
A. horizontal competition.
B. monopolistic competition.
C. vertical competition.
D. pure competition.
ANSWER: B
56. Which of the following marketing functions is one the retailer could not
perform?
A. selling.
B. sorting.
C. location analysis.
D. buying.
ANSWER: C
57. Facilitating institutions may best be described as specialists that.
A. take title but not possession of the merchandise.
B. take title to the merchandise in order to facilitate the transaction
C. manage the channel so as to increase over-all efficiency marketing
functions
D. perform certain marketing functions, in which they have an expertise, for
other channel members.
ANSWER: D
58. Which one of the following factors is not found on a six month
merchandise budget?
A. planned gross margin.
B. current liabilities.
C. planned sales percentage
D. planned purchases at retail.
ANSWER: B
59. The — provides the retailer with a picture of the organization’s profit and
loss situation
A. expense report.
B. index of inventory valuation.
C. statement of cash flow.
D. income statement.
ANSWER: D
60. What word best describes the relationship between a retailer’s pricing
decisions and the merchandise,
location, promotion, credit, services, image and legal decisions that retailers
must make?
A. independent.
B. separate.
C. interactive.
D. competitive.
ANSWER: C
61. If a retailer is offering the same products and quantities to different
customers at different prices, the
retailer has what kind of pricing policy?
A. two-price
B. customary.
C. flexible.
D. leader.
ANSWER: C
62. Which of the following areas should not be taken into consideration when
formulating a retailer’s
promotional strategy?
A. the retailers credit customers.
B. the price level of the merchandise.
C. merchandise inventory levels.
D. the retailer’s net worth.
ANSWER: D
63. The two objectives of institutional advertising include:.
A. creating a positive store image and public service promotion
B. publicity and sales promotions.
C. advertising a sale and generating store traffic
D. using “other people’s money” and using “co-op” money.
ANSWER: A
64. Which of the following should not be part of the campus shoppe’s
advertising campaign’s objectives.
The campus shoppe desires to increase.
A. awareness of its two locations
B. sales among incoming freshmen.
C. sales to 40 percent.
D. All the above belong in the retailer’s advertising objectives
ANSWER: D
65. Consumer premiums are considered to be a form of.
A. joint-sponsored sales promotion.
B. publicity that utilizes OPM.
C. advertising.
D. sole-sponsored sales promotion.
ANSWER: D
66. A transient customer is a consumer who visits a retailer.
A. and finds the item desired in a matter of minutes
B. only when his or her regular retailer is closed.
C. that does not meet his or her customer service expectations.
D. while on vacation
ANSWER: C
67. Merchandise availability is an example of a.
A. cost of sales
B. pretransaction service.
C. operating cost.
D. transaction service.
ANSWER: D
68. Which of the following is not a factor in determining the service level to
offer
A. income of target market.
B. price image of the retailer.
C. services offered by the competition
D. firm’s management structure
ANSWER: D
69. Which of the following is not a factors is not one of the elements that
need to be considered when
designing a sales job?
A. feedback from supervisors.
B. the number of complaints a salesperson should have to handle.
C. the amount of variety involved
D. the appropriate degree of autonomous.
ANSWER: B
70. Which of the following is not part of a visual communications program
A. Store name and logo.
B. institutional signage.
C. lifestyles graphics.
D. television advertising
ANSWER: D
71. In which of the following behavioural models there will be no product
differentiation and brands as a
factor plays very little role in the purchase preferences.
A. Complex buying behaviour.
B. Variety seeking behaviour.
C. Dissonance reducing behaviour.
D. Habitual buying behaviour
ANSWER: D
72. A set of basic values, perceptions, wants and behaviour learnt by a
member of society from the family and other important constitution is called.
A. Social learning.
B. Sub-culture.
C. Culture.
D. Social development.
ANSWER: C
73. Which of the following factors include forces like small groups, family,
social roles and status that will have an influence on buyer’s behaviour?
A. Cultural factors.
B. Psychological factors.
C. Personal factors.
D. Social factors
ANSWER: D
74. Which of the following psychological factors drive a person to satisfy his
need and wants.
A. Motivation.
B. Perception.
C. Learning.
D. Beliefs and attitudes.
ANSWER: A
75. Which of the following buying instruments does not found in consumer
buying?
A. Requests for quotations.
B. Proposals.
C. Purchase contracts.
D. None of the above
ANSWER: D
76. Which of the following factors influence the organizational buying
decision process?
A. Buyers objectives.
B. Purchasing policies and resources
C. Size and composition or buyers.
D. All of the above.
ANSWER: D
77. Which method of organizational buying is suitable for the second-hand
(used.vehicles, buildings etc, that have unique characteristics, but vary
depending on their condition and usage.
A. Inspection.
B. Description.
C. Sampling.
D. Negotiation.
ANSWER: A
78. When making ‘purchasing decisions’, the chief considerations involved in
the organizational buying
are.
A. Product quality.
B. Price.
C. Service.
D. All the above.
ANSWER: D
79. Which of the following do not include while in the learning process of a
market-oriented organization.
A. Open-minded inquiry.
B. Synergistic information distribution.
C. Mutually informed interpretation and accessible memory.
D. None of the above.
ANSWER: D
80. Management information system (MIS. supplies information, which
includes data from both internal and external sources is useful for.
A. Order processing.
B. Invoicing.
C. customer analysis and product performance.
D. all of the above.
ANSWER: D
81. Marketing information system gathers information from internal sources
like marketing intelligence and marketing research to help the manager in.
A. Assessing the information needs.
B. Developing the needed information.
C. Distributing the information.
D. All of the above
ANSWER: D
82. Which level of organization uses management information systems data
in its decision making?
A. Lower level.
B. Middle level.
C. Top level.
D. All of the above.
ANSWER: D
83. Which system is useful in coordinating data systems, tools and techniques
with supporting software and hardware that enable managers to take
appropriate marketing decisions.
A. Sales decision support systems.
B. Marketing decision support systems.
C. Standardized information systems.
D. None of the above
ANSWER: B
84. Identify the correct sequence of the following marketing approaches in
order of their existence.
A. Product-variety marketing; Mass marketing and Target marketing.
B. Target marketing; product, variety marketing and mass marketing.
C. Mass marketing; Product-variety marketing.
D. Mass marketing; Target marketing and product variety marketing
ANSWER: C
85. If a seller produces two or more products that have different features,
styles, quality, sizes, etc it is called .
A. Mass marketing.
B. Target marketing.
C. Individual marketing.
D. Product-variety marketing.
ANSWER: D
86. A form of target marketing in which companies tailor their marketing
programs to the needs and wants
of narrowly defined geographic, demographic, psychographic or benefit
segments is called.
A. Macro marketing
B. . Micromarketing.
C. Horizontal marketing.
D. Mass marketing.
ANSWER: B
87. What is the term used if a market is divided into distinct groups of buyers
who might require separate products or marketing mixes.
A. Market targeting.
B. Market positioning.
C. Market segmentation
D. Market coordination.
ANSWER: C
88. Market positioning is a combination of marketing actions that
management takes, to meet the needs and wants of each target market. It
includes.
A. Understanding consumer perceptions.
B. Position products in the mind of consumer.
C. Design appropriate marketing mix.
D. All of the above.
ANSWER: D
89. Which type of segmentation is commonly used for climate because of its
broad impact on consumer behavior and product needs.
A. Geographical segmentation.
B. Demographic segmentation.
C. Geo-demographic segmentation.
D. Geographic segmentation.
ANSWER: A
90. ‘Lifestyle’, ‘Westside’ and ‘Shoppers stop’ have located their departmental
shops in the areas frequently visited by upper-income people is an example
of .
A. Psychographic segmentation.
B. Geo-demographic segmentation.
C. Demographic segmentation.
D. Geographic segmentation.
ANSWER: B
91. Which of the demographic variables is not used by marketers for
demographic segmentation?
A. Family life cycle.
B. Income and occupation.
C. Gender.
D. Poverty.
ANSWER: D
92. Which type of segmentation, classified consumers according to relevant
needs and buying behaviour,
regardless of their countries and culture.
A. Multi-attribute segmentation.
B. Inter-market segmentation.
C. Demographic segmentation
D. Psychographic segmentation.
ANSWER: D
93. Before a company decides to target a particular segment, which
important factors are to be examined against organizations’s objectives and
resources?
A. Market size.
B. Growth rate.
C. Structural attractiveness.
D. All of the above.
ANSWER: D
94. If an organization targets to market a particular product to a variety of
segments in order to build a strong reputation in that product area is called.
A. Product specialization
B. Market specialization.
C. Selective specialization.
D. Single-segment concentration.
ANSWER: A
95. A positioning strategy should include the following strategies except.
A. Product strategy.
B. Personnel strategy.
C. Promotion strategy.
D. Advertising and sales promotion strategy.
ANSWER: B
96. Which of the following relationship strategies result into forming of a new
organization.
A. Strategic alliance.
B. Partnership.
C. Joint venture.
D. None of the above.
ANSWER: C
97. Which type of organization consists of a small workforce, relying on
independent suppliers who are located at several parts of the world with a
sophisticated linked. information system.
A. Trading company.
B. Network corporation
C. International organization.
D. Global corporation.
ANSWER: B
98. Hindustan Motors (HM. alliance with Mitsubishi to manufacture and
market Lancer cars in India is an example of.
A. Franchise agreement.
B. Vertical relationship.
C. Technological licence agreement.
D. Horizontal integrative relations.
ANSWER: C
99. In which of the following systems, management of the distribution
channels will be undertaken by a single organization.
A. Vertical management systems.
B. Vertical marketing systems.
C. Conventional marketing systems.
D. None of the above.
ANSWER: B
100. The difference between the total value and the corrective cost of
performing the value activities is.
A. Contribution.
B. Margin.
C. Revenue.
D. Performance.
ANSWER: B
101. The number of product lines a company carries is called.
A. Product mix.
B. Product mix depth.
C. Product mix width.
D. Product mix length.
ANSWER: C
102. The number of variants of a product offered by a company is called.
A. Product mix length.
B. Product mix depth.
C. Product mix width.
D. Product line length.
ANSWER: B
103. If a company increases product line length by increasing its products
range it is called.
A. Line increasing.
B. Line stretching.
C. Line filling.
D. Range stretching.
ANSWER: B
104. Companies that attack other firms including the market leader in an
attempt to build market share are called.
A. Market followers
B. Market challengers.
C. Market leaders.
D. Market nichers.
ANSWER: B
105. Companies that follow the market leader’s strategy are called.
A. Market nichers.
B. Market leaders.
C. Market followers.
D. Market challengers.
ANSWER: C
106. Which one of the following is not an internal source of generating ideas
for new product development
A. Market research
B. Directed research.
C. Need-gap analysis.
D. Top management.
ANSWER: A
107. The method which generate new product ideas by analyzing the
customer needs, wants and ideas is known.
A. Directed research.
B. Customer need analysis.
C. Need gap analysis.
D. Market research.
ANSWER: C
108. Which method of product portfolio analysis helps in deciding which
products are to be retained and
which are not to be.
A. Ansoff matrix.
B. Strategic environment matrix
C. BCG matrix.
D. None of the above.
ANSWER: C
109. The methods which are used for evaluating marketing performance are.
A. Sales analysis and marketing cost analysis
B. Sales analysis and cost analysis
C. Market analysis and research analysis.
D. Demand analysis and supply analysis.
ANSWER: A
110. The set of basic values, perceptions, wants and behaviours learned by a
member of a society from family and other important institutions is called.
A. Sub-culture.
B. Social class.
C. Culture.
D. Reference groups.
ANSWER: C
111. What is the framework that describes the positioning of firms database
to support decisions with in the purview of total customer loyalty strategy
A. Customer retention strategy.
B. Customer bonding.
C. Customer positioning.
D. Customer acquisition.
ANSWER: B
112. In which stage of product life cycle strategy, the company takes the
decision whether to maintain, harvest or drop the product.
A. Introduction.
B. Growth.
C. Maturity.
D. Decline.
ANSWER: D
113. The branding strategy which uses a different brand name for reach
product is known as .
A. Over all family branding.
B. Line family branding.
C. Individual branding.
D. Brand extension.
ANSWER: C
114. Eurekha Forbes is popular for its strategy of.
A. Personal selling.
B. Sales promotion.
C. Advertisement.
D. Direct marketing.
ANSWER: D
115. Which one of the following is not an element of promotional mix?
A. Advertising.
B. Product-mix.
C. Publicity.
D. Direct marketing.
ANSWER: B
116. Which element of the promotional mix is preferable if the marketer
wants to get. immediate feedback?
A. Sales promotion.
B. Public relations.
C. Personal selling.
D. Direct marketing.
ANSWER: D
117. What are the factors that contribute to the corporate identity?
A. Organizational symbols.
B. Advertising and publicity.
C. Customer relation programs.
D. All of the above.
ANSWER: D
118. Which of the following comes under the category of external public?
A. Government.
B. Press.
C. Trade unions.
D. All of the above.
ANSWER: D
119. Which of the following is not a contributing factor for the rapid growth of
sale promotion?
A. Increase of competition.
B. Decrease in advertising efficiency.
C. Retailers pressure.
D. Huge profits of manufacturers.
ANSWER: D
120. is the important benefit a marketer could get from a retailer through
trade promotion?
A. Advertising.
B. Financial help.
C. More shelf space.
D. None of the above.
ANSWER: C
121. Which one of the following is not an advantage of the personal selling?
A. It allows the seller to negotiate terms and solve problems
B. Long-term relationship.
C. Immediacy.
D. It is very expensive to maintain and recruit the sales force.
ANSWER: D
122. A competitor who does not exhibit predictable reaction pattern is known
as.
A. The laid-back competitor.
B. The selective competitor.
C. The tiger competitor.
D. The stochastic competitor.
ANSWER: A
123. An interactive marketing system which uses one or more advertising
media to effect a measurable response and /or transactions at any location is
called.
A. Direct marketing.
B. Indirect marketing.
C. Database marketing.
D. Meta marketing.
ANSWER: A
124. What type of conflict usually exist when the manufacturer has
established two or more channels that
sell in the same market.
A. Multi-channel conflict.
B. Horizontal channel conflict.
C. Vertical channel conflict.
D. None of the above.
ANSWER: A
125. What are the forms of compensation that a salesperson can generally
get?
A. Straight salary.
B. Straight commission.
C. A combination of salary and commission .
D. All of the above.
ANSWER: D
126. Which of the following items is a component of a good business plan?
A. Operating requirements.
B. Description of the location/demographics.
C. Employee benefits.
D. All of the above.
ANSWER: A
127. Which of the following items is required to develop a better financial
plan?
A. Identify your target market.
B. Consider employee lay-offs.
C. Prioritize your needs.
D. Research other companies.
ANSWER: C
128. When analyzing your business and its environment it is useful to
carefully inspect its:.
A. Threats.
B. Strengths and weakness.
C. Opportunities.
D. All of the above.
ANSWER: D
129. Which of the following is an example of an external threat?
A. Decreased competition.
B. New trade regulations.
C. Global sales potential.
D. Economies of scale.
ANSWER: B
130. Which of the following is an example of an internal strength?
A. Obsolete resources.
B. Changing tax structure.
C. Proven management.
D. Increased competition
ANSWER: C
131. Which objective gives importance to productivity, technological
leadership, employee relations, etc?
A. Long-term objective.
B. Short-term objective.
C. Medium-term objective.
D. Annual objective.
ANSWER: A
132. Which element identifies the strategic factors that determine the future
of a firm?
A. Evaluation and control.
B. Environmental scanning.
C. Strategy formulation.
D. Strategy implementation.
ANSWER: B
133. What bridges the gap between strategy formulation and
implementation?
A. Strategic planning.
B. Strategic management.
C. Decision-making.
D. Organizing.
ANSWER: A
134. What describes the market, product and technological area of a
business?
A. Company’s vision.
B. Company’s mission.
C. Bumper-sticker strategy.
D. Strategic plan.
ANSWER: B
135. Which factor indicates the nature and direction the economy in which a
firm operates?
A. Economic environment.
B. Gross national product.
C. Competitive position
D. Operating environment
ANSWER: A
136. How can a firm optimize its environmental opportunities?
A. By assessing its market share.
B. By assessing the competitiveness in the industry.
C. By assessing the effectiveness of its sales distribution.
D. By assessing its competitors position in the market.
ANSWER: D
137. Which of the following helps a manager identify the opportunities and
threats in the competitive industrial environment?
A. Analyzing the competitive forces.
B. Market research.
C. Market analysis.
D. Sales analysis.
ANSWER: A
138. Which of the following factors plays a significant role in providing
superior quality products to customers, within a given time frame?
A. Technology.
B. Fast delivery.
C. Customer convenience.
D. Customer’s choice.
ANSWER: A
139. Which one of the following represents the best long-run opportunity in a
firm’s portfolio?
A. Cash cow.
B. Star.
C. Question mark.
D. Dog.
ANSWER: B
140. Which business unit holds a large market share in a mature and slow-
growing industry?
A. Dog.
B. Cash cow.
C. Question mark.
D. Star.
ANSWER: B
141. Which of the following provides a basis for monitoring and controlling
organizational performance?
A. Daily reports
B. Weekly reports
C. Long-term objectives
D. Annual objectives
ANSWER: D
142. In which of the following pricing approaches is pricing based on
consumer demand?
A. Functional approach.
B. Business approach.
C. Market approach.
D. Innovative approach.
ANSWER: C
143. A/an —- helps people understand the behaviour patterns that are
expected of them in particular circumstances
A. Advisory policy.
B. Explicit policy.
C. Mandatory policy.
D. Implicit policy.
ANSWER: B
144. Agricultural market set up by state government to procure agricultural
produce directly from farmers
A. Haats
B. Mandis
C. Kirana
D. public distribution system
ANSWER: B
145. Consumer do their own picking, pay in cash and carry the merchandise
away
A. Automated Vending
B. Super market
C. The Cash and carry
D. direct response retail
ANSWER: C
146. What are the major determinants of employee motivation?
A. Reward and coercive power.
B. New technologies.
C. Personal power and future growth prospects.
D. Information and connection power.
ANSWER: A
147. At what stage is the threat from competitors at its peak in an industry?
A. Growth stage.
B. Embryonic stage.
C. Mature stage.
D. Shakeout stage
ANSWER: A
148. Which marketing tool uses multiple factors to assess industry
attractiveness and business strength?
A. The GE Grid.
B. The BCG matrix
C. The turn around strategy.
D. SWOT analysis.
ANSWER: A
149. —- forms the basis for the allocation of corporate resources.
A. Financial evaluation.
B. Organizational growth.
C. Organizational structure.
D. Organizational culture.
ANSWER: C
 150. —- is often critical for the proper accomplishment of a divestiture and
can provide comfort to the
employee as well as to potential buyers.
A. A flexible management.
B. A stable management.
C. An active management
D. None of the above.
ANSWER: B
151. It is a requirement imposed by a vendor that a retailer cannot sell an
item for the less than a specific
price.
A. Resale Price Maintenance (RPM)
B. Chargeback
C. Standard price
D. uniform price
ANSWER: A

1. The first and foremost method of retail is:

a. Counter service
b. Self-service
c. Online shops
d. Cost-plus pricing
Ans: A

2. In a ___, a retailer sells to consumers through multiple retail

formats, such as websites, physical stores.
a. Multi-channel retailing
b. Retail management
c. Counter selling
d. Retail strategy
Ans: A

3. Retail business generates an enormous amount of information

that would be very valuable if one could:
a. Collect it quickly, reliably, and efficiently
b. Analyze it to make sense of the past and plan future decisions
c. Distribute it to the right people in your organization so they can
act on it
d. All of the above
Ans: D

4. Small grocery stores that are run by individuals or families and

cater to their immediate neighborhood or locality.
a. Brick and mortar stores
b. Mom-and-pop stores
c. Departmental stores
d. Kirana stores
Ans: B

5. The planning system prioritizes according to ___ since that is the

best way to ensure the lowest possible inventory.
a. Packaging date
b. Delivery date
c. Shipment date
d. Distribution date
Ans: C

6. ___ represent anticipated demand.

a. Forecast
b. Blanket order
c. Both a and b
d. None of the above
Ans: C

7. A ___ can be regarded as an item at a specific location.

a. SBU
b. SKU
c. Order tracking
d. Multi-location
Ans: B

8. The ___, despite its name, acts more like a sub-location than just a
shelf in a warehouse.
a. Bar code
b. Bin code
c. Zip code
d. Pin code
Ans: B

9. The planning system controls that by running through the:

a. Inventory profile
b. Outer loop
c. Order quantity
d. Transfer order
Ans: A

10. Demand exists but there is no supply:

a. The planning has finished
b. Supply should be suggested
c. Supply should be canceled
d. No demand or supply exists
Ans: B

11. If the supply quantity is ___ than the demand, it is possible that
the supply quantity could be decreased.
a. Increased
b. Decreased
c. More than
d. Less than
Ans: C

12. Rescheduling could be ruled out because:

a. The supply has already been tied up to another demand on a
previous date
b. The rescheduling is so minimal that the user has defined it as
negligible
c. The supply is linked directly to some other demand
d. Both a and b
Ans: D

13. A reorder point represents demand during

a. Peak time
b. Lead time
c. Season
d. None of the above
Ans: B

14. The planning system checks that the item carries a production
forecast or a sales order.
a. MRP
b. MPS
c. SKU
d. SBU
Ans: B

15. It is a system of technologies and processes that senses and

responds to real-time demand across a network of customers,
suppliers, and employees.
a. Demand-driven Retailing
b. Supply chain management
c. Customer relationship management
d. Demand statistics
Ans: A

16. It stops junk e-mail in its tracks.

a. Firewall
b. Anti-spam
c. Anti-virus
d. All of the above
Ans: B

17. SAP implementation project was divided into ___ phases.

a. Two
b. One
c. Three
d. Double
Ans: C

18. Identify optimum business rules and leverage your

corresponding business logic across your retail chain.
a. Enhance process control
b. Streamline systems management
c. Separate application code from business logic
d. Leverage powerful enterprise integration bus
Ans: A

19. The ability to exchange information electronically is central to

the effective conduct of e-commerce.
a. E-mail
b. E-messaging
c. EAN
d. E-business
Ans: B

20. The Global Commerce Initiative (GCI) is a global user group,

created in
a. 1998
b. 1987
c. 1999
d. 1983
Ans: C

21. ___ is defined as being the continuous and automated exchange

of master data between trading partners.
a. Data synchronization
b. Data standardization
c. Data classification
d. Data rationale
Ans: A

22. The ___ is a global service for the registration and validation of
items and provides global capability.
a. Global Commerce
b. Global registry
c. Global data interchange
d. Global integrity
Ans: B

23. Retailers are totally dependent on the GTNs to support their:

a. Ordering system
b. Stock management system
c. Point Of sale system
d. All of the above
Ans: D

24. The most costly element of the international comparison

program (ICP) is the construction of:
a. Purchasing power parities
b. Point of Sale
c. EDIFACT
d. GTN
Ans: A

25. Build your business on a solid transactional backbone and

integrate different sales channels, better understand customer
preferences, and leverage customer information.
a. Supply chain execution
b. Multi-channel retailing
c. Purchasing
d. Category management
Ans: B

26. It is the near-unanimous choice of experienced ERP implementers

as the most underestimated budget item.
a. Development
b. Training
c. Coaching
d. Mentoring
Ans: B

27. The ___ project addresses the area of e-logistic, focusing

specifically on e-fulfillment.
a. e-Thematic
b. e-business
c. e-Commerce
d. None of the above
Ans: A

28. It refers, in a broad sense, to the conversion of activities and

processes throughout an enterprise into an electronic-based system.
a. e-Thematic
b. e-business
c. e-Commerce
d. None of the above
Ans: B

29. ___ model allows for improved efficiencies throughout the supply
chain and set up an order management system.
a. e- Business
b. e- commerce
c. e-Thematic
d. Both a and b
Ans: A

30. It refers to more than setting up an internet-enabled front office.

a. e-Thematic
b. e-business
c. e-Commerce
d. e-Fulfillment
Ans: D

31. It provides a set of computer tools to assist transport operators

in planning their transport services.
a. MOSCA
b. IBOS
c. Parcel Call
d. Multi-modal
Ans: A

32. The possible future directions of ECG:

a. Extension to other modes of transport and/or to other logistics
services.
b. Opening of the marketplace to other interested groups.
c. Investigating more sophisticated IT solutions.
d. All of the above
Ans: D

33. Facilitates the creation and execution of contracts and

performance against those contracts.
a. e-Procurement
b. Contract Management
c. Business intelligence
d. E-Tour
Ans: B

34. It is a browser–based solution that delivers an intuitive, easy-to-

use requisition system.
a. PROACTIS
b. INVESCO
c. IPOS
d. eREQUISITION
Ans: C

35. Sauflon saw the main benefits of e-Fulfillment as:

a. Increased data security
b. Increased speed to response time
c. Reduced (or no) transcription errors and
d. Reduced lead time
e. All of the above
Ans: E

36. The marketing and selling of goods or services using internet-

based computing and communication.
a. e-Business
b. e-Commerce
c. e- Fulfillment
d. e- Thematic
Ans: B

37. The technical solution for accessing item-related information is:

a. Read ePC from e-tag
b. Get network address from ONS
c. Retrieve product information based on software agents that share
information in a peer-to-peer fashion
d. All of the above
Ans: D

38. The ___ of installation of the software components is also

important for rapid implementation in the logistics network.
a. Leanness
b. Simplicity
c. Both a and b
d. None of the above
Ans: C

39. ___ enforces privacy policy set by the policy engine.

a. Consumer agent
b. Tag authentication
c. RFID tags
d. Reader core
Ans: A

40. It refers to the system installed in a Retail Outlet, which

substantially automates the Billing Process using the information on
Products & Prices from the database.
a. TCO
b. POS
c. HP-POS
d. DOS
Ans: B

41. ___ is a group of substitutable products, and ___ is a group of

commodities sharing a common use or function.
a. Family, class
b. Commodity, class
c. Business function, Commodity
d. Segment, class
Ans: B

42. The UNSPSC can be embedded in:

1. Resource planning
2. Purchasing
3. Accounting
4. Database

a. 1, 2, 3
b. 1, 2, 3, 4
c. 2, 3, 4
d. 1, 3, 4
Ans: B

43. The ___ and ___ is a symbology specifically designed for assisting
the commercial activities of product awareness, discovery, and spend
analysis.
a. UNSP and Service Code
b. UCC and EAN bar codes
c. UNSPSC and Service code
d. None of the above
Ans: A

44. The unused capacity in networks of PCs is usually ___ during the
day and ___ outside it.
a. 98%, 95%
b. 85%, 100%
c. 76%, 29%
d. 86%, 34%
Ans: B

45. ___ suppliers will be able to walk customers through potential

designs, more effectively than their current approaches.
a. Kitchen
b. Bedroom
c. Both a and b
d. Living room
Ans: C

46. A product or service is classified with others that serve or

support:
a. Common function
b. Purpose
c. Task
d. All of the above
Ans: D

47. ___ is the identification of relevant suppliers of a specific product

or service, while ___ reporting on the use of funds.
a. Product awareness, Resource discovery
b. Resource discovery, expenditure analysis
c. Product awareness, expenditure analysis
d. Both b and c
Ans: B

48. The combination of ___ and ___ can translate into real problems
for business decision-makers at every level of a retail organization.
a. Challenges & constraints
b. Industry changes, Business challenges
c. Industry-wide challenges, technology constraints
d. All of the above
Ans: C

49. ___ needs to monitor and manage margins, shrinkage, and ___
who want to hit revenue targets and improve customer relations.
a. Department managers, Merchandising executives
b. Financial officers, Sales personnel
c. Business leaders, Merchandising executives
d. None of the above
Ans: A

50. Mobile access to warehouse processes for:

a. Stocking, Restocking
b. Discarding, returning
c. Distribution, substitution
d. Both a and b
Ans: D

51. ___ is the additional servers that can be implemented as more

users and locations are brought in, whereas ___ is the electronic
document exchange implemented with partners.
a. Scalability, Integration
b. Layer technology, Global access
c. Layer technology, Scalability
d. Global access, integration
Ans: A

52. Increase the quantity of a replenishment order can be increased

to meet the demand. The exceptions are:
a. The supply is linked directly to some other demand
b. It is a reorder point that has caused the situation
c. Both a and b
d. It is limited due to a defined maximum order quantity
Ans: C

53. The planning system does not analyze which orders can be
changed and which should be protected except for the following
cases:
a. A transfer order
b. A released production order that has been started
c. Adequate quantity to be supplied
d. Both a and b
Ans: D

54. Besides the normal requirements, the planning system deals with:
a. Safety stock
b. Buffer stock
c. Production order components
d. Both a and c
Ans: D

55. ___ calculate all selected items, whether it is necessary or not and
___ calculate only those selected items that have had some change in
their demand-supply pattern.
a. Generative plan, regenerative plan
b. Regenerative plan, Net change plan
c. Change plan, net change plan
d. None of the above
Ans: B

56. Local shops can be known as ___ stores in the United States.
a. Departmental stores
b. Brick & Mortar
c. Super store
d. Megastore
Ans: B
57. With a ___ and ___, customers want new, different, and
customized goods now, and they are not willing to wait.
a. Fast-paced society, Faster paced technological changes
b. Society, Market
c. Internal environment, external environment
d. IT technique, Fast-paced society
Ans: A

58. The retailer would need ___ and ___ software to run on top of its
existing database.
a. CRM, OLAP
b. State logix, Retek CRM
c. Talisma, Siebel
d. None of the above
Ans: A

59. The capability and performance of people need to be enhanced

to drive down operational costs:
a. Impacting market share and profitability
b. Impacting operational cost
c. Both a and b
d. Consumer shopping satisfaction research
Ans: C

60. ___ to one that has the same purpose and ___ to make a local
balance within the same purpose.
a. Match link, Close link
b. Match type, Close type
c. Close demand, close supply
d. None of the above
Ans: A