CBSE Class 12 Business Studies Marketing Management Worksheet Set A

MARKETING MANAGEMENT

Question. Give two example of shopping products.
Answer: a) Clothes
b) Shoes

Question. From producer to retailer to consumer identify the type of channel of distribution.
Answer: One Level channel.

Question. Which channel will you recommend for distribution of perishable goods?
Answer: zero Level or One Level Channel.

Question. Name any two print medias of advertising.
Answer: Magazines, Newspapers.

Question. Name the concept of marketing which pays attention to the Social, Ethical and ecological aspects of marketing along with consumer satisfaction.
Answer: Societal concept of marketing.

Question. How does labeling act as a silent Salesman?
Answer: Labelling act as a silent salesman because it helps in promotion of products by attracting the attention of customers and providing required information.

Question. Name the non paid and non personal form of promotional tool.
Answer:Publicity.

Question. Advertising encourages sale of inferior and dubious products and ‘Advertising confuses rather than help’s . Do you agree? Give reasons.
Or
‘Advertising costs are passed on to the consumers in the form of higher prices” and ‘ Some advertisements are in bad taste’. Do you agree? Give reasons in support of your answer.
Answer: no, explain the arguments in favour and against of advertising.
Conclusion: in the era of globalization advertising is considered as an important tool of marketing.it helps in increasing sales and thereby reducing cost.it is not a social waste rather boosts production and employment.

Question. As a publisher, you have published a new book on marketing management.
How will you determine the price of this book?
Answer: Hint- For following factors are to be discussed before fixing price of the book.
a) cost of Production.
b) Demand of the book.
c) Price of other competitive books.
d) Purchasing power of the customer.
e) Gout regulation etc.

Question. You have invented a new device to detect impurities in petrol. Which two advertising media would you use and why?
Answer: Two methods of advertising that I would adopt are
2) Newspaper and
3) Direct selling at the point of purchase of petrol i.e at petrol pump.
Reasons for opting for direct selling at petrol pumps are –
1) this method is suitable for introducing new product.
2) It will each directly to the targeted consumer group.
3) The working of the new device can be demonstrated to the consumers at the site itself.

Question. “Introducing a scheme of 50% + 40% less by the koutons” is the example of which sales promotion technique?
Answer: The name of this sales promotion scheme is ‘Discount”.

Question. Name the Sales promotion technique in which ‘Scratch Cards’ are used?
Answer: It is “Instant draw and assigned gift”.

Question. ‘Automobiles Ltd. Offered to sell their new bike at about Rs4000 less than the usual price’ is an example of sales promotion. Name the technique and explain two other techniques with examples.
Answer: The name of this technique is ‘Rebate’. Under it. , in order to clear the excess stock products are offered at reduced prices. Explain two other techniques such as full finance @0% and samples.

Important Questions for NCERT Class 12 Business Studies Marketing Management

Question. Which of the following is the importance feature of the marketing?
(a) Needs and wants
(b) Creating a market offering
(c) Customer value
(d) All of the above
Answer. D

Question. Which of the statement is not true for selling?
(a) Focuses on the need of seller
(b) Aims at maximizing sales
(c) Involves fragmented approach to sell
(d) Selling is limited to exchange of goods and services
Answer. B

Question. Identify the elements of marketing mix:
(a) Product
(b) Price
(c) Promotion
(d) All of the above
Answer. D

Question. Which of the following is not the function of packaging?
(a) Product protection
(b) Pricing objectives
(c) Promotion
(d) Product identification
Answer. B

Question. With which element is exchange mechanism related?
(a) Publicity
(b) Marketing
(c) Advertising
(d) Branding
Answer. B

Question. Which one of the following is a marketing management philosophy?
(a) Societal marketing concept
(b) Distribution concept
(c) Direct marketing concept
(d) Channel concept
Answer. A

Question. Which one of the following is not a element of marketing mix?
(a) Product
(b) Physical distribution
(c) Product pricing
(d) Production process
Answer. D

Question. Which one of the following factors is not relevant in the price fixation?
(a) Obtaining market leadership
(b) Age of an organisation
(c) Value for money
(d) Product differentiation
Answer. B

Question. Which one of the following promotion tools has mass reach?
(a) Advertising
(b) Personal selling
(c) Sales promotion
(d) Public relations
Answer. A

Question. Registering a trademark gives to the users.
(a) Finance
(b) Fame
(c) Protection
(d) Information
Answer. C

Question. Within 2 years of it’s inception, ABC Limited has created a positive image about itself and its products in the eyes of general public by participating extensively in various social welfare programs. Identify the component of promotion mixing described in the given lines.
(a) Advertising
(b) Personal selling
(c) Public relation
(d) Sales promotion
Answer. C

Question. In order to get feedback about its recently launched immunity boosting ayurvedic medicine, Atulya limited conducted an online survey using a questionnaire, to gather customer views and opinions.Identify the marketing function being used by Atulya Limited :
(a) Standardisation
(b) Product Designing
(c) Customer Support Service
(d) Gathering and analyzing market information
Answer. D

Question. ‘Yamuna Ki Bhujia’ has developed a strong distribution network in India and abroad by setting up retail outlets and reaching out to the customer through internet selling.
Identify the decision related to the element of marketing mix being discussed above.
(a) Storing and assorting products in order to create time utility
(b) Regarding the channels or using intermediaries
(c) Both (a) and (b)
(d) One regarding branding, packaging and labelling
Answer. B

Question. A tube of shaving cream usually comes in a cardboard box. This is an example of:
(a) Primary package
(b) Secondary package
(c) Transportation package
(d) None of these
Answer. B

Question. On the eve of Diwali, Sodhi super mart is giving offers to the customers of buy 1 get 2 free. Identify the method of sales promotion.
(a) Discount
(b) Rebate
(c) Quantity gift
(d) Usable benefit
Answer. C

Question.Beauty Women is a leading cosmetic company which sell variety of products such as kajal, lipsticks, eyeliner etc. Identify the ingredients of marketing mix.
(a) Price
(b) Place
(c) Product
(d) Promotion
Answer. C

Question. When a customer shows proof of purchase he/ she was refunded a part of money paid by him as price.
Identify the sales promotion technique.
(a) Discount
(b) Rebate
(c) Refund
(d) Lucky draws
Answer. C

Question. Unibix company is a mobile company offers a discount of ` 1000 to clear off excess inventory. Identify the method of sales promotion :
(a) Discount
(b) Rebate
(c) Lucky draw
(d) Usable benefit
Answer. B

Question. An innovative organization involved in the manufacturing of electronic products launches its products in the trade fair every year. This is done to gain attention of the general public. Identify the function of public relations department / mentioned.
(a) Product publicity
(b) Press relations
(c) Lobbying
(d) Corporate communication
Answer. A

Question. “They don’t sell what they can make, but they make what they can sell “. Name the marketing philosophy to which this statement is related.
(a) Societal marketing concept
(b) Marketing concept
(c) Product concept
(d) None of these
Answer. B

Question. The process of creating and producing package for a product is known as:
(a) Place or physical distribution
(b) Price
(c) Packaging
(d) Promotion
Answer. C

Question. It is another way of offering product at reduced prices.
However, unlike rebate discount is in percentage.
Identify the sales promotion technique.
(a) Discount
(b) Rebate
(c) Usable benefit
(d) Lucky draws
Answer. A

Question. A holiday package or a free service (like talk time) is offered on the purchase of a product. Identify the sales promotion technique.
(a) Discount
(b) Rebate
(c) Usable benefit
(d) Lucky draws
Answer. C

Question. When a customer shows proof of purchase he/ she is repaid a part of money paid by him as price. Identify the sales promotion technique.
(a) Discount
(b) Rebate
(c) Refund
(d) Lucky draws
Answer. C

Question. Telenor Ltd. is a mobile company offers a discount of ` 1500 to clear off excess inventory. Identify the method of sales promotion.
(a) Discount
(b) Rebate
(c) Lucky draw
(d) Usable benefit
Answer. B

Question. Actual distribution of products takes place through channels of distribution or directly. Deciding how many channels would be preferred or how the goods will be transported form one place to another are the main concerns. Identify the function of marketing.
(a) Promotion
(b) Physical distribution
(c) Transportation
(d) Storage or Warehousing
Answer. B

Question. It manages relations with the press to present true and correct information about the company. Thus, public relations help to create a positive image about the company in the eyes of various interest holders like consumers, government, suppliers etc. Identify the role of public relations.
(a) Press Relation
(b) Product Publicity
(c) Corporate Communication
(d) Lobbying
Answer. A

Question. A tube of cold cream comes usually comes in a cardboard box. This is an example of?
(a) Primary package
(b) Secondary package
(c) Transportation package
(d) None of these
Answer. B

Question. A consumer products manufacturing company is offering a number of products like toiletries, detergent powder, food products, etc. Identify the element of marketing mix referred here.
(a) Product mix
(b) Price mix
(c) Place mix
(d) Promotion mix
Answer. A

Question. “BUY THREE GET ONE FREE”. Identify the sales promotion technique.
(a) Quantity gift
(b) Discount
(c) Sampling
(d) Rebate
Answer. A

Question. How customer support services helps in bringing repeat sales from the customers?
(a) By developing brand loyalty
(b) By providing after sales services
(c) By handling customers complaints
(d) All of these
Answer. D

Question. To meet the objectives of the firm, the Asian Paints contributed large amount of funds to enable farmers to use local resources effectively. Identify the objectives of management.
(a) Organisational objectives
(b) Social objectives
(c) Personal objectives
(d) None of these
Answer. B

Question. Reema purchased a chocolate from a grocery store.The information provided was not legible. After consuming chocolate, she fell sick. Identify which aspect neglected by the marketer here.
(a) Packaging
(b) Labelling
(c) Grading
(d) None of these
Answer. B

Question. Hemlata started an electrical appliances shop. To increase her customers, she hired 10 sales person who will sell the products door to door. Identify the promotional tool used here.
(a) Advertising
(b) Sale promotion
(c) Public relations
(d) Personal selling
Answer. D

Question. What do you call an individual or seller who exchanges any type of goods and services for payment?
(a) Auctioner
(b) Marketer
(c) Buyer
(d) Donor
Answer. B

Question. What is the advantage of registering trademark?
(a) It is legally registered word, phrase, symbol and/or a design that identifies and distinguishes products of one company from those of other competing companies.
(b) It protects the product during handling and from extreme temperatures.
(c) Both (a) and (b)
(d) It sorts out large heterogeneous products produced by products.
Answer. A

Question. Tracy coolers is a very progressive company. The owners of the company feel that unless and until they contribute to the society it is worthless to exist. In a recent move by the government the organisation decided to help it. The company will be making five teams of hired environmentalists from foreign countries. This team will help the local people clean the portions of a polluted river in the country. The costs of this project will be borne by the company. Identify the marketing philosophy involved in the case above.
(a) Production concept
(b) Product concept
(c) Societal marketing concept
(d) Marketing concept
Answer. C

Question. Mansi took her niece Ridhima for shopping to ‘Mega Stores’ to buy her a bag for her birthday. She was delighted when on payment of the bag she got a pencil box along with the bag free of cost. Identify the technique of sales promotion used by the company.
(a) Reducing sales price
(b) Competitions or contests
(c) Full finance
(d) Product combination or free products
Answer. D

Question. Maya bought multi-gym equipment from a renowned company. The company gave a warranty period of 1 year. Maya used to work out on this equipment daily. Everything was going fine but one day some problem in the wire of the equipment occurred. Maya called the company and told them that it is still in the warranty period. A service engineer from the company visited her home and fixed the problem. Maya was further told that the maintenance service for 1 year is free of cost. Which element of marketing mix is maintained in the case above?
(a) Price
(b) Place
(c) Promotion
(d) Product
Answer. D

Question. Customers will prefer creative and innovative products that are new or improved versions of existing products along with quality and performance. Which philosophy of management is this?
(a) Product concept
(b) Marketing concept
(c) Societal concept
(d) None of these
Answer. A

Question. Felicia uses a non-paid and non-personal form of promotional tool to sell hand bags and purses. Which promotional tool is she using?
(a) Personal selling
(b) Branding
(c) Publicity
(d) None of these
Answer. C

Question. In order to promote the sales of the company, Mukund Limited has decided to offer consumer durable products at 0% finance. Which type of marketing factor is being described in the above line ?
(a) Controllable factor
(b) Non-controllable factor
(c) Environmental factor
(d) None of these
Answer. A

Question. Shreya took her daughter Ria for shopping to ‘Super stores’ to buy her a jeans for her birthday. She was delighted when on payment of the jeans she got a bag along with the jean free of cost. Identify the technique of sales promotion used by thecompany:
(a) Rebate
(b) Discount
(c) Product combination
(d) None of the above
Answer. C

Question. Sunrise Private Limited decided to donate 2% of its sale to Siksha foundation for improving the condition of children in India. This initiative by the company was appreciated by the public and their sales increased by 10%. Identify the objective of management depicted in the given case:
(a) Organisational objective
(b) Personal objective
(c) Social objective
(d) None of these.
Answer. C

Question. Sunita took her niece, Aishwarya for shopping to ‘Benetton’ to buy her a dress on the occasion of her birthday. She was delighted when on payment for the dress she got a discount voucher to get 20% off for a meal of ` 500 or above at a famous eating joint. Identify the technique of sales promotion used by the company in the above situation.
(a) Rebate
(b) Discount
(c) Usable benefit
(d) Product combination
Answer. C

Question. Ishwara Hotel in Dharmshala was facing a problem of low demand for its rooms due to off-season. The Managing Director (MD) of the hotel, Mr. Sunil was very worried. He called upon the Marketing Manager, Mr. Kathuria for his advice. He suggested that the hotel should announce an offer of ‘3 Days and 2 nights hotel stay package’ with free breakfast and one-day religious visit to Omkareshwar and Mahakaleshwar Temples. The MD liked the suggestion very much. Identify the promotional tool which can be used by the hotel through which large number of prospective pilgrimage tourists all over the country and abroad can be reached, informed and persuaded to use the incentive:
(a) Public relations
(b) Advertising
(c) Sales promotion
(d) Personal selling
Answer. B

Question. Bunty Private Limited entered into the market with colored televisions and have now introduced products like audio systems, air-conditioners, washing machines, etc. The company is not only offering the products but also handling complaints and offering after-sales services. Identify the element of marketing mix discussed here.
(a) Product
(b) Price
(c) Place
(d) Promotion
Answer. A

Question. Renu went to purchase a car. There she got to know that due to Diwali the company is selling the car at a discount of ` 30,000 for a limited period.
Identify the technique of sales promotion used by the company in the above situation.
(a) Rebate
(b) Discount
(c) Usable benefit
(d) Product combination
Answer. A

Question. Hanuman is engaged in the manufacturing of refrigerators. He surveyed the market and found that customers need a refrigerator with a separate provision of water cooler in it. He decided and launched the same refrigerator in the market. Identify and explain the marketing philosophy involved. Identify the marketing management philosophy being followed by Hanuman:
(a) Societal Marketing Concept
(b) Product concept
(c) Production concept
(d) Marketing concept
Answer. D

Question. Customers will prefer creative and innovative products that are new or improved versions of existing products along with quality and performance. Which philosophy of management is this?
(a) Product concept
(b) Marketing concept
(c) Societal concept
(d) None of these
Answer. A

Question. Starbolt company is a reputed TV manufacturing firm. The owners of the company feel that unless and until they contribute to society it is worthless to exist as a company. In a recent move by the government the organisation has decided to help it. The organisation will be making five teams of hired environmentalists from foreign countries. This team will help the local people to clean the portions of a polluted river in the country. The costs of this project will be borne by the company. Identify the marketing concept.
(a) Production concept
(b) Product concept
(c) Societal marketing concept
(d) Marketing concept
Answer. C

Question. Arun wants to start a TV manufacturing company. He has decided to make a blueprint for the amount of production it will do, the efforts behind promotion it will put and all other major actions it will undertake to achieve its objectives. Identify the function of marketing management.
(a) Gathering and analyzing market information
(b) Marketing planning
(c) Transportation
(d) Warehousing
Answer. B

Question. On the eve of Diwali, Fashion Diva Ltd. decided to clear its stock. The company has a huge pile of clothes to be cleared across its various branches. The company has decided to give discount on its products. It even has decided to go for various fashion shows in different colleges. It has also decided to sponsor a few events. However, people say that the clothes are not much of current fashion and the company is not considering the choice of the customers. Identify the marketing concept:
(a) Production concept
(b) Product concept
(c) Societal marketing concept
(d) Selling concept
Answer. D

Question. Dev went to a mall to buy a TV. There he got to know an offer on TV which says worth ` 50000 and get a holiday package worth ` 10000 free. Identify the method of sales promotion:
(a) Discount
(b) Rebate
(c) Product combination
(d) Usable benefit
Answer. D

Question. Hero scooters are the leading manufacturers of scooters in the industry. They have the first mover advantage in the industry. When they started manufacturing scooters no other company was doing it. They manufacture scooters and the middle class purchases them in a high number. With each passing year the number of scooters sold is increasing. The company’s main concern usually is to produce maximum number of scooters. Company’s profit is governed by the maximum number of scooters they produce.
(a) Production concept
(b) Product concept
(c) Selling concept
(d) Societal marketing concept
Answer. A

Question. In order to promote the sales of the company, Suresh Limited has decided to offer consumer durable products at 0% interest. Identify the type of marketing factor being described in the above line.
(a) Non-controllable factor
(b) Controllable factor
(c) Environment factor
(d) None of these
Answer. D

Question. Arav is a distributer of walnuts to far off places. He has opened a company which deals in walnut selling.He has categorized his walnut to be sold into three categories: platinum, gold, and supreme. In the above case which function of marketing has been highlighted?
(a) Gathering and analysing market information
(b) Marketing Planning
(c) Product designing and development
(d) Standardisation and Grading
Answer. B

Question. Rohan is a manager in a company. His main area of focus is to generate revenue for the company through repeated sales. He decides to develop a product for the company which can generate revenue in the long run. For this he meets a team of R&D (Research & Development) of his company. After a long meeting they decide to do a survey. Based on the survey a product is made to fulfil the needs of the customers. The product later produces a lot of revenue through repeated sales in the long run. Identify the marketing concept.
(a) Production concept
(b) Product concept
(c) Societal marketing concept
(d) Marketing concept
Answer. C

Question. Lenux is a famous garments company. The physical movement for its prepared garments was not proper last year and the company wants to ensure it is done properly this year. For this thing to be done properly it has created a separate department. Hope the company does better in future. Identify the element of components of physical distribution.
(a) Order Processing
(b) Transportation
(c) Warehousing
(d) Inventory control
Answer. B

Question. A shirt manufacturing company has decided to identify the needs of the customers to start successful marketing of the garments produced by it and for this the company is doing SWOT analysis (Strength, Weakness, Opportunity, and Threat Analysis. In the above case which function of marketing has been highlighted.
(a) Gathering and analysing market information
(b) Marketing planning
(c) Product designing and development
(d) Standardisation and Grading
Answer. A

Question. Mamta scooters are the leading manufacturers of scooters in the industry. They have the first mover advantage in the industry. When they started manufacturing scooters no other company was doing it. They manufacture scooters and the middle class purchases them in a high number. With each passing year the number of scooters sold is increasing. The company’s main concern usually is to produce maximum number of scooters. Company’s profit is governed by the maximum number of scooters they produce.
(a) Production concept
(b) Product concept
(c) Societal marketing concept
(d) Marketing concept
Answer. A

Question. Hemlata started a momos cafeteria. She promoted about her product through magzines and radio.
Identify the promotional tool used here.
(a) Advertising
(b) Sale promotion
(c) Public relations
(d) Personal selling
Answer. A

Question. On the eve of Holi, Helex Ltd. decided to clear its stock. The company has a huge pile of clothes to be cleared across its various branches. The company has decided to give discount on its products. It even has decided to go for various fashion shows in different colleges. It has also decided to sponsor a few events. However, people say that the clothes are not much of current fashion and the company is not considering the choice of the customers. Identify the marketing concept.
(a) Production concept
(b) Product concept
(c) Societal marketing concept
(d) Selling concept
Answer. D

Question. Arun wants to start a TV manufacturing company.He has decided to make a blueprint for the amount of production it will do, the efforts behind promotion it will put, and all other major actions it will undertake to achieve its objectives. Identify the function of marketing management.
(a) Gathering and analysing market information
(b) Marketing planning
(c) Transportation
(d) Warehousing
Answer. B

Question. A washing machine manufacturing company is busy these days in adding features to its products. This is being done to increase its customer base. The company has not done any research to see which types of features are liked and which are in excess. It is only making its product loaded with new features. The needs of the customers are not considered. When asked why they are not doing proper research to know the expectations of the customers they replied that they have full faith on the performance of their washing machine. Identify the marketing concept.
(a) Production concept
(b) Product concept
(c) Societal marketing concept
(d) Selling concept
Answer. B

Question. Asmita purchased a bottle of tomato sauce from the local grocery shop. The information provided on the bottle was not clear. She fell sick on consuming it. Identify the important aspect neglected by the marketer in the above case.
(a) Labelling
(b) Packaging
(c) Branding
(d) None of these
Answer. A

Question. Following level of packing is optional, products may have or may not have
(a) Primary Packing
(b) Secondary Packing
(c) Transportation Packing
(d) None of the above

Answer   : B

Question. The product concept focus on the following:
I. Quantity of a product produced
II. Quality and performance of a product produced
III. Place where the product is produced
IV. Company which produced the product

Answer :  B

Question. Quality and performance of the product is the main focus of which marketing management philosophies.
I. Selling Concept
II. Marketing Concept
III. Production Concept
IV. Product Concept

Answer :  D

Question. Which element of marketing mix covers customer support services
a Product
b Price
c Place
d Promotion

Answer :  A

14. Amar wants to buy a washing machine for his family. When he visited Mangal Electronics to make the purchase, he got confused. Which promotional tool brought him to the shop and which promotional tool is required now to remove his confusion?
(a) Advertising, personal selling
(b) Personal selling, advertising
(c) Sales promotion, personal selling
(d) Public relations, advertising

Answer :  A

10. Mahavir Pvt. Ltd. is a school bag manufacturing company. For the purpose of profit maximisation, Alpna added a laptop pocket to the existing bag design. Which marketing management philosophy is adopted by Alpna?
(a) Production concept
(b) Product concept
(c) Selling concept
(d) Marketing concept

Answer :  B

3. Which of the following functions is restricted to promotion of goods and services through salesmanship, so that title of the product is transferred from seller to buyer or in other words product is converted into cost?
(a) Marketing
(b) Selling
(c) Promotion
(d) Physical distribution

Answer   : B

12. For the two statements given below, choose the correct option Statement I The societal marketing concept is focused on the community welfare.
Statement II Any physical object which creates value to customers can be marketed.
Alternatives
(a) Statement I is correct and Statement II is wrong
(b) Statement II is correct and Statement I is wrong
(c) Both the statements are correct (d) Both the statements are incorrect

Answer :  C

15. Emuti company is adopting a promotional tool, which plays a persuasive, service and informational role thereby link a business firm to its customers. Identify this promotional tool.
(a) Advertising
(b) Personal selling
(c) Sales promotion
(d) Public relations

Answer   : B

Question. The carrier of information is called
(a) Packaging
(b) Labelling
(c) Branding
(d) Goodwill

Answer   : B

Question. The only element of marketing mix, which generates revenue is called
(a) Product mix
(b) Place mix
(c) Price mix
(d) Promotion mix

Answer   : C

Question“Ideas for life” is the tagline of
a Samsung
b Google
c Panasonic
d Sony
Answer :  C

Question. Which element provides status symbol as the advantage to customer
a Branding
b Packaging
c Labelling
d Sales promotion
Answer :  A

Question. Describes the product and specify its contents is the function of
a Branding
bAdvertising
c Labelling
d Sales promotion
Answer :  C

Question. Which element of product mix facilitates the use of the product
a Labelling
b Packaging
c Advertising
d Sales promotion
Answer :  B

Fill in the Blanks

1. Packaging is also called as silent salesman.
2. Trade mark is legal protection given to a brand.
3. Range of products or variety or assortment of products a company is manufacturing is called Product mix.
4. The decisions related to distribution of product is called Place Mix.
5. Decisions related to increasing the sale of the product is called  Promotion mix.
6. Under direct channels, firm has Zero intermediaries.
7. Maintenance of stock is called Inventory.
8. Advertisement is a paid form of presentation of a product or idea by an identified sponsor.
9. The communication tool which is used to improve the image or goodwill of the company is called Public Relation.
10. Firm shares and informs all the details about the product to customers through Labelling.
11. The main focus of production concept is on Quantity of product.
12. The main focus of Marketing concept is customer needs.
13. Personal selling provides immediate feedback to the company.
14. Standardisation ensures the buyers that goods confirm to the predetermined standards.
15. Advertising is inflexible as the message can't be adjusted according to the needs of the buyers.

Question. Which techniques of sales promotion is being referred to in the below given points:
I. Free sample of shampoo pouch with a fairness cream.
II. Upton 50% off on most items.
III. Tooth brush free with Tooth Paste.
IV. Buy 3 packs of 2 litre juice and get another free.
V. Scratch the card and dial a number to win a car.
Answer:
I. Product Combination
II. Discount
III. Product combination
IV. Quantity deal
V. Scratch a card

Question. Shyam bought a pain relieving ointment after seeing it being displayed in the chemist’s shop . the ointment tube was packed in a cardboard box. Identify the different levels of packaging of the pain relieving medicine, when it was purchased by Shyam. Also state the functions of packaging.
Answer: Different levels of packaging of the pain relieving medicine are :
Ointment tube : Primary Packaging
Cardboard Box : Secondary Packaging
Functions of packaging : (ANY Three)
(i) It helps in product identification.
(ii) It helps in protection of the product from spillage, breakage, leakage damage etc.
(iii) It facilitates use of the product to the consumer through appropriate sizes and shapes .
(iv) It helps in promotion of the product as a good package attracts the attention of the people at the time of purchase.

 Key points to remember for Chapter 11 Marketing

• Marketing : It refers to identifying group of potential customers and finding out ways to convince them to buy the company's product.

• Marketing Management : It refers to planning, organising, directing and controlling the activities which facilitate exchange of goods and services to achieve the organisational objectives.

• Features of Marketing :
(i) Identifying needs and wants.
(ii) Creating market offering.
(iii) Developing customer value.
(iv) Providing exchange mechanism.

• Functions of Marketing :
(i) Gathering and analysing market information.
(ii) Market Planning.
(iii) Product designing and development.
(iv) Standardisation and Grading.
(v) Packaging and Labelling.
(vi) Branding.
(vii) Customer support service.
(viii) Pricing of products.
(ix) Promotion.
(x) Physical Distribution.
(xi) Transportation.
(xii) Warehousing.

• Marketing Management Philosophies :
(i) Production Concept : It focuses on increase in production quantity.
(ii) Product Concept : It refers to the development of variety, quality and new features of the product.
(iii) Selling Concept : It refers to the use of selling and promotional techniques.
(iv) Marketing Concept : It concentrates on customer satisfaction.
(v) Societal Marketing Concept : It refers to the customer satisfaction along with social welfare.

• Marketing mix : 

• Product : It means anything which can be offered to a market to satisfy the want or need of the customers.

• Important decisions related to a product include :

I. Branding : It is a process of giving a name, or a sign or a symbol to a used product.
l Brand : It is a name, term, sign, symbol, design or any combination used to differentiate product from its competitors. Its components are :
(i) Brand name : Verbal component of a brand.
(ii) Brand mark : Recognised in the form of symbol, colour, etc. but non-utterable.
(iii) Trade mark : Legally registered brand or part of the brand. A good brand name should be easy to pronounce, suggestive, distinctive, flexible, versatile, legally registered and permanent.

II. Packaging : It is an art of designing and producing the container or the wrapper of a product.
l Levels of packaging :
(i) Primary package : It refers to product’s immediate container.
(ii) Secondary package : It refers to an additional layer of protection, kept till product is ready to use.
(iii) Transportation package : It refers to further packaging components necessary for storage and transportation of the product.
l Functions of Packaging :
(i) Product identification.
(ii) Product protection.
(iii) Convenient use of a product.
(iv) Product promotion.

III. Labelling : It is a process of putting/designing labels on the product.
l Label : It may be a small slip or printed statement that conveys information like nature, content, ownership, price, etc. about the product to the consumers.

Functions of Labelling :
(i) Describe the product and its components.
(ii) Identify the product or the brand.
(iii) Helps in grading of the products.
(iv) Helps in promotion of the products.
(v) Provides information required by the law.

• Price : It is the amount paid by a buyer or received by a seller in consideration of the purchase/sale of a product. l Factors affecting price determination :
(i) Product cost.
(ii) Utility and demand.
(iii) Competition.
(iv) Government regulation.
(v) Pricing objectives.
(vi) Marketing methods used.

• Place or Physical Distribution : It involves activities necessary to transfer ownership of products to the end customers and making products available at the right time and at the right place. l Channels of Distribution : Distribution channels consist of intermediaries such as —retailers, wholesalers and distributors through which goods pass on from manufacturers to the customers.

l Types of channels :

I. Direct channel (zero level) Manufacturer – Consumer

II. Indirect channel
(i) One level : Manufacturer – Retailer – Consumer
(ii) Two level : Manufacturer – Wholesaler – Retailer – Consumer
(iii) Three level : Manufacturer – Agent –Wholesaler – Retailer – Consumer

l Factors Determining the choice of Channels :
(i) Product related factors,
(ii) Company characteristics
(iii) Competitive factors,
(iv) Market factors,
(v) Environmental factors.

l Components of a physical distribution :
(i) Order processing,
(ii) Transportation,
(iii) Warehousing, 
(iv) Inventory control.

• Promotion mix : It refers to combination tools used to communicate with potential customers to inform about a product and persuading them to buy it.

• Elements of a Promotion Mix : I. Advertising : It is an impersonal form of communication which is paid by the marketers to promote some goods or services.

Merits of advertising :
(i) Mass reach,
(ii) Enhance customer satisfaction and confidence,
(iii) Expressiveness.

l Objections to Advertising :
(i) Adds to cost,
(ii) Undermines social values,
(iii) Confuses the buyers,
(iv) Encourages sales of inferior products.

II. Personal Selling : It involves face-to-face contact between seller and the prospective customer for effecting a sale.

Merits of Personal Selling :
(i) Flexibility,
(ii) Direct feedback,
(iii) Minimum wastage.

l Qualities of a good salesman :
(i) Physical qualities,
(ii) Psychological qualities,
(iii) Technical qualities,
(iv) Good communication skills,
(v) Honesty,
(vi) Courtesy,
(vii) Persistence.

II. Sales Promotion : It refers to short-term incentives, offered to encourage immediate sale of the product.
l Merits of Sales Promotion :
(i) Attention value.
(ii) Useful in a new product launch,
(iii) Synergy in total promotional efforts.

l Limitations of Sales Promotion :
(i) Reflects crisis,
(ii) Spoils product image.

l Sales promotion techniques :
(i) Rebate,
(ii) Discount,
(iii) Refunds,
(iv) Product combination,
(v) Quantity gift,
(vi) Instant draws and assigned gifts,
(vii) Lucky draw,
(viii) Usable benefits,
(ix) Full finance,
(x) Sampling.
(xi) Contests.

II. Public Relations : It involves activities required to promote and protect the image of a company or its product.

l Role of Public Relations :
(i) Smooth functioning of a business,
(ii) Building the corporate image,
(iii) Facilitating launch of a new product,
(iv) Supplementing to promote the existing products,
(v) Counselling,
(vi) Press Relations,
(vii) Product Publicity,
(viii) Lobbying,
(ix) Satisfying interest of different public groups,
(x) Stimulating sales force,
(xi) Building credibility,
(xii) Lowering promotion costs,

l Tools of Public Relations :
(i) Press releases,
(ii) Press kits,
(iii) Brochures,
(iv) Newsletters,
(v) Annual reports,
(vi) Conferences and Seminars,