Class 12 Marketing Mock Test (CBSE)

Topics in Marketing

• Concept of marketing
• Marketing management
• Marketing management philosophies
• Functions of marketing
• Role of marketing
• Marketing mix
• Product
• Branding, packaging and labelling
• Price
• Physical distribution
• Channels of distribution
• Promotion
• Advertising
• Personal selling
• Sales promotion and public relations

Marketing practice questions with answers

1. Q1Multiple choice·1 mark
   Which component of physical distribution is primarily concerned with maintaining the desired level of stock to meet customer demands promptly while minimising holding costs?

   1. (a)Transportation
   2. (b)Order processing
   3. (c)Inventory control
   4. (d)Warehousing
   Show answer and step marks

   1. Correct option: (c) Inventory control involves deciding the level of stock to be maintained so that products are available when required while keeping carrying costs to a minimum.+1

   Answer: (c)
2. Q2Multiple choice·1 mark
   Which of the following factors is considered an external factor influencing the pricing decision of a product?

   1. (a)Extent of competition in the market
   2. (b)Cost of raw materials
   3. (c)Cost of production
   4. (d)Objectives of the firm
   Show answer and step marks

   1. Correct option: (a) Extent of competition in the market is an external factor influencing pricing, whereas production cost, firm objectives, and raw material costs are internal factors.+1

   Answer: (a)
3. Q3Short answer·2 marks
   State any two factors that influence the choice of channels of distribution by a manufacturing firm.
   Show answer and step marks

   1. First factor, any one of: product-related factors: perishable, technical or high-value products need short channels, while standardised, low-value products use longer channels; company characteristics: a financially strong firm, or one wanting more control over distribution, can use shorter channels; competitive factors: the firm considers the channels used by its competitors; market factors: the size of the market, geographical concentration of buyers, quantity bought and consumer versus industrial market affect channel length; environmental factors: economic conditions and legal constraints affect the choice of channel; or any other valid factor.+1
   2. Second factor, a different one from the same list.+1

   Answer: Any two of: product-related factors (perishable or technical products need short channels); company characteristics (financial strength, degree of control desired); competitive factors (competitors' channels); market factors (size, concentration of buyers, quantity bought, consumer or industrial market); environmental factors (economic conditions, legal constraints).
4. Q4Short answer·3 marks
   Advertising is a paid form of non-personal presentation and promotion of ideas, goods, or services by an identified sponsor. Explain any three merits or advantages of advertising.
   Show answer and step marks

   1. First merit, any one of: mass reach: it reaches a very large number of people spread over a wide geographical area; enhancing customer satisfaction and confidence: buyers feel more assured about the quality of advertised products; expressiveness: art, colour, sound, music and visuals make advertising a very expressive medium; economy: because of its wide reach, the cost per person reached is low; or any other valid merit of advertising.+1
   2. Second merit, a different one from the same list.+1
   3. Third merit, a different one from the same list.+1

   Answer: Any three of: mass reach (reaches a very large, widely spread audience); enhancing customer satisfaction and confidence in the product; expressiveness (art, colour, sound and visuals); economy (low cost per person reached).
5. Q5Short answer·3 marks
   Promotion is an important element of the marketing mix used by firms to communicate with their target market. Briefly explain any three elements or tools of the promotion mix other than advertising.
   Show answer and step marks

   1. First tool, any one of: personal selling: oral, face-to-face presentation to prospective buyers for the purpose of making sales; sales promotion: short-term incentives such as discounts, contests, free samples and exchange offers that encourage immediate purchase; public relations: building good relations with the firm's various publics to create a favourable corporate image, e.g. through press releases and publicity; or any other valid promotion tool other than advertising.+1
   2. Second tool, a different one from the same list.+1
   3. Third tool, a different one from the same list.+1

   Answer: Personal selling: face-to-face oral presentation to prospective buyers to make sales. Sales promotion: short-term incentives such as discounts, contests, free samples and exchange offers to encourage immediate purchase. Public relations: building good relations with the firm's publics to create a favourable image, e.g. through press releases and publicity. Any other valid promotion tool other than advertising is also credited.

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