Global Marketing Management Week 12 NPTEL Assignment Answers 2025

NPTEL Global Marketing Management Week 12 Assignment Answers 2024

1. _______________salespeople develop sales by influencing members of the decision-making unit who are not necessarily buyers

• Missionaries
• Agents
• Merchandiser
• Industrial indirect

Answer: Missionaries
Explanation: Missionary salespeople focus on promoting the product and influencing key decision-makers, such as doctors or engineers, who don’t directly make purchases but can influence buying behavior.

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2. Which of the following is a characteristic of key-account selling?

• There is single decision-maker involved.
• The salesperson interacts directly with senior decision makers.
• Salesperson solves complex and often insoluble problems.
• It accounts for a smaller portion of the firm’s overall sales.

Answer: The salesperson interacts directly with senior decision makers.
Explanation: Key-account selling involves strategic relationship-building with senior-level clients who have high value, making direct interaction essential.

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3. Which of the following is not a feature of private exhibition?

• A more relaxed atmosphere.
• Presence of competitors
• The exhibitor has more control over the environment.
• Superior refreshment and reception facilities are available.

Answer: Presence of competitors
Explanation: Private exhibitions are exclusive and controlled, often avoiding the presence of competitors to maintain focus and comfort for the target audience.

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4. “Salesman of the month” is an example of which category of sales promotion in a B2B environment?

• Sales promotions aimed at channel intermediaries.
• Push promotions
• Pull promotions
• Promotions aimed at the salesforce

Answer: Promotions aimed at the salesforce
Explanation: “Salesman of the month” is a motivational tool used to recognize and encourage the sales team’s efforts and performance.

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5. Which of the following can be considered sources of knowledge that influence reputation of an organization?

• Direct experience of dealing with the organization
• Hearsay evidence from friends, colleagues, and acquaintances
• Third party public sources such as blogs, social media, newspaper articles, TV documentaries, and published research
• All of these

Answer: All of these
Explanation: Reputation is influenced by a mix of personal experience, social feedback, and public/media perception.

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6. The gut feeling or overall impression that the organization’s name and brands generate in the minds of the organization’s public is known as their-

• Value
• Publicity
• Image
• None of these

Answer: None of these
Explanation: While “image” seems close, the correct term often used in business psychology is “reputation” or “brand perception.” Since none of the given options fit exactly, “None of these” is selected.

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7. The marketing audit that is concerned with factors which impact on the company itself, for example markets, customers, competitors, distribution and dealers, suppliers, facilitators, and publics is called-

• The macro environment audit
• The task environment audit
• The marketing organization audit
• The marketing systems audit

Answer: The task environment audit
Explanation: The task environment audit evaluates external factors directly related to the company’s operations and market interface.

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8. While evaluating marketing performance cost can be broken down into-

• Direct costs such as salespersons’ salaries which can be directly attributable to a given activity.
• Traceable common costs such as costs of advertising which can be traced back to specific products.
• Non-traceable common costs such as the cost of PR or corporate advertising which cannot be allocated to any particular product range or brand.
• All of these

Answer: All of these
Explanation: All these are valid categories of marketing cost classification used in evaluating performance and budgeting.

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9. Which of the following is NOT a question that managers need to ask the following questions in order to know when to restructure the marketing department?

• Is the marketing structure capable of implementing the plans?
• Does the marketing focus the organization on priority markets or products?
• Are managers suitably empowered?
• None of these

Answer: None of these
Explanation: All the questions listed are relevant and should be considered during departmental restructuring, hence “None of these” is correct.

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10. Rather than go through the procedures for setting up a buy-sell transaction, some firms are now using the Internet to exchange products or services. This trend in the B2B area is known as-

• The move from simple to complex transactions
• The move from middleman to speculator
• The move from transactions to solutions
• The move toward sell side swap

Answer: The move from transactions to solutions
Explanation: B2B firms are shifting from merely facilitating transactions to offering complete solutions via digital platforms to streamline operations.