IBPS Specialist Officers Solved Paper

Institute of Banking Personnel Selection Examination

IBPS Specialist Officer (Marketing) Posts

Professional Knowledge Solved Paper Held on 02.02.2016

1. A tangible product that the consumer feels comfortable purchasing without gathering additional information and then actually buys with minimum of effort is termed a(n)–

1. Shopping good 
2. Convenience good 
3. Business product 
4. Specially good 
5. Unsought good

2. The process of dividing a market into distinct groups of buyers who have different needs, characteristics or behaviors and who might require separate products or marketing programs is called–

1. Market segmentation 
2. Market positioning 
3. Market differentiation 
4. Market targeting 
5. Marketing mix

3. ………. is not a stage of product life cycle in marketing.

1. Introduction 
2. Maturity 
3. Growth 
4. Decline 
5. Planning

4. ……….Which of the following is not a characteristic important in influencing an innovator's rate of adoption?

1. Organization type of the innovator 
2. Compatibility 
3. Divisibility 
4. Communicability 
5. Complexity

5. The financial contracts whose values are obtained from the values of underlying assets are–

1. mortgage 
2. commercial papers 
3. stocks 
4. derivatives 
5. bonds

6. All of the following are considered to be broad market-follower strategies except–

1. innovator 
2. imitator 
3. cloner 
4. counterteller 
5. adapter

7. A company has four choices when it comes to developing brands. Which one of the following is not one among them?

1. New brands 
2. Multi brands 
3. Brand extension 
4. Line extension 
5. Brand sponsoring

8. ………. is a demand state where consumer may share a strong need that cannot be satisfied by an existing model.

1. Declining demand 
2. Irregular demand 
3. Negative demand 
4. Non-existent demand
5. Latent demand

9. ………. is the development, design and implementation of marketing programme, processes and activities that recognizes the breadth and inter-dependencies of today's marketing environment.

1. Niche marketing 
2. Supply chain marketing 
3. Holistic marketing 
4. Relationship marketing 
5. Demand-centered marketing

10. The ………. holds that marketing strategy should deliver value to customers in a way that maintain or improve both the consumer's and society's well-being.

1. societal marketing concept 
2. society centered marketing 
3. customer centered marketing
4. focused business model 
5. production centered business

11. Major oil producers carry on oil exploration, oil drilling, oil refining, chemical manufacture and service-station operation. When an organization does all of these separate tasks distribution channel they can be said to have achieved what is called–

1. Parallel marketing 
2. Horizontal integration 
3. Vertical integration
4. Concentric integration 
5. Conglomerate marketing

12. Which of the following describes the tendency of people to interpret information in a way that will support what they already believe?

1. Selective creativity 
2. Selective distortion 
3. Selective matching
4. Selective attraction 
5. Selective attribute

13. The ………. stage of a product is characterized as being one where there is period of rapid climb in sales and substantial profit improvement.

1. introduction 
2. decline 
3. maturity 
4. saturation 
5. growth

14. The discomfort caused by post purchase conflict is called–

1. Dissatisfaction 
2. Cognitive dissonance 
3. Post purchase behavior 
4. Buyer's remorse 
5. Comparative tension

15. ………. is the study of how individuals, groups and organizations select, buy, use and dispose of goods, services, ideas or experiences to satisfy their needs and wants.

1. Psychology 
2. Product differentiation 
3. Psychographic segmentation 
4. Target marketing 
5. Consumer behavior

16. Mutual Funds are regulated in the country by–

1. IRDAI 
2. Association of Mutual Funds of India (AMFI) 
3. NABARD
4. Securities and Exchange Board of India 
5. Reserve Bank of India

17. Situation in which a firm introduces new products to stimulate sales but the profit comes at the expense of other products sold by that firm is called–

1. repositioning 
2. push marketing 
3. differentiated marketing 
4. cannibalization
5. cartelization

18. Cultivating opinion leaders and getting them to spread information about a product or service to others in their communities is–

1. Buzz marketing 
2. Leader marketing 
3. Niche marketing 
4. Complex marketing 
5. Selective marketing

19. Marketing management is defined as–

1. monitoring the profitability of the' company's products and services 
2. the art and science of choosing target markets and building profitable relationships with them
3. managing the market process 
4. developing marketing strategies to move the company forward
5. selecting target markets to deploy marketers

20. The measure of the brand's ability to capture consumer performance and loyalty is termed as–

1. Brand superiority 
2. Brand equity 
3. Brand version 
4. Brand loyalty 
5. Brand preference

21. Mission statements are at their best when they reflect a ………. to an almost impossible dream that provides direction for the next 10 to 30 years.

1. market 
2. strength 
3. competency 
4. vision 
5. value

22. A strategy in which the initial price of the product is set low in relation to the target market's range of expected prices is termed as–

1. Market skimming pricing 
2. Old pricing 
3. Discount market pricing
4. Market penetration pricing 
5. Special market pricing

23. A group of tradition bound consumers who are the tool to adapt an innovation is called as–

1. Challengers 
2. Leaders 
3. Innovators 
4. Laggards 
5. Loyal agents

24. Low prices on products for which you have accurate price knowledge lets you know that the product has to be a bargain. This type of pricing is termed as–

1. Reference pricing 
2. Psychological pricing 
3. Volume pricing 
4. Promotional pricing 
5. Signpost pricing

25. The want satisfying power of a product is called its–

1. price 
2. utility 
3. bond 
4. purpose 
5. goal

26. Based on the rates firms charge in the target market in a specific industry, they are classified as following except in a–

1. Market challenger 
2. Market plotter 
3. Market leader 
4. Market nicher 
5. Market follower

27. TQM approach in which all the people of the company are involved in constantly improving the performance of products, services and business processes. TQM stands for–

1. Total Quality Management 
2. Total Quality Marketing 
3. Total Quantity Management
4. Total Queries Management 
5. Total Quality Manipulation

28. When backed by buying power, wants become

1. self-esteem needs 
2. demand 
3. exchanges 
4. physical needs 
5. social needs

29. The philosophy of product centered marketing' concept is–

1. right products for the customers 
2. make and sell 
3. make what the market wants
4. sense and respond 
5. selling on product benefits

30. The customer's evaluation of the difference between all the benefits and all the costs of a market offering relative to those of competing offers is called

1. Customer perceived value 
2. Customer expectation 
3. Customer satisfaction
4. Customer loyalty 
5. Customer relationship

31. Button market is where–

1. capital is disposed 
2. gold is purchased and sold 
3. shares are purchased
4. production of silver takes place 
5. investment are made

32. Especially in large firms, a sales force frequently is specialized in some organizational fashion. Which of the following is not one of such specializations?

1. Customer specialization 
2. Major accounts specialization 
3. Product specialization
4. Geographic specialization 
5. Economic order specialization

33. Greater consumer control means that, in building customer relationships, companies can no longer rely on marketing by intrusion. The most practiced marketing is–

1. conversion 
2. delivery 
3. retention 
4. attraction 
5. attention

34. According to Maslow's Hierarchy of Needs, sense of belonging is grouped in–

1. Esteem needs 
2. Social needs 
3. Safety needs 
4. Physiological needs 
5. Self-actualization needs

35. Michael Porter has identified five forces that determine the intrinsic long-run attractiveness of a market segment. Which of the following would not be among Porter's five forces?

1. Threat of buyers' growing bargaining power 
2. Threat of substitute products 
3. Threat of technological partners
4. Threat of intense segment rivalry 
5. Threat of new entrants

36. The unplanned static or distortion during the communication process, which results in the receivers' getting a different message then the one that the sender sent is the–

1. response 
2. feedback 
3. noise 
4. decoding 
5. encoding

37. If-a MNC like Nestle varied the elements of the marketing mix to suit the countries in which it sold its products, which type of strategy would it be following?

1. Differentiated 
2. Undifferentiated 
3. Standardized 
4. Adapted 
5. Concentrated

38. Under which of the following company orientations toward the market place would we expect to get 'better economical' fallacy?

1. Marketing concept 
2. Holistic marketing concept 
3. Production concept
4. Selling concept 
5. Product concept

39. If a company focuses on only one or a few market segments instead of small share of a large market, the same is–

1. Segment marketing 
2. Conceptual marketing 
3. Mass marketing 
4. Micro marketing 
5. Niche marketing

40. An estimate the total financial value of the brand is–

1. Brand valuation 
2. Brand tracking 
3. Brand auditing 
4. Brand partitioning 
5. Brand equity

41. The total combined customer value of all the company's current and potential customers is called–

1. Customer share 
2. Customer delight 
3. Customer loyalty 
4. Customer orientation 
5. Customer equity

42. We can say that a ………. has three characteristics. (1) It is a source of competitive advantage in that it makes a significant contribution to perceived customer benefits; (2) It has application in a wide variety of markets, and (3) It is difficult for competitors to imitate.

1. strategic business unit 
2. core competency 
3. business strategy 
4. winning strategy 
5. core technology

43. Which demographic segmentation divides buyers into different groups based on social class, lifestyle or personality characteristics?

1. Age and life cycle segmentation 
2. Gender segmentation 
3. Age segmentation
4. Psycho graphic segmentation 
5. Income segmentation

44. The internet version of word of mouth marketing is termed as–

1. Viral marketing 
2. Web marketing 
3. Channel marketing 
4. Network marketing 
5. Virtual marketing

45. ………. is the development, interpretation and communication of decision oriented information to be used in all phases of marketing process.

1. Marketing forecast 
2. Market intelligence 
3. Market planning
4. Marketing research
5. Marketing information system

46. GATT is more than 60 years old treaty designed to promote world trade by reducing tariff and other international trade barriers. GATT stands for–

1. General Aspects on Tariff and Trade 
2. General Agreement on Tariffs and Trade 
3. Geneva Agreement on Trade and Tariff
4. General Allowance for Trade and Tariff 
5. Geneva Agreement on Traffic or Trade

47. People differ greatly in their readiness to try new products. Which of the following do not belong to the adapter categorization on the basis of relation time of adopter of innovators?

1. Innovators 
2. Laggards 
3. Early majority 
4. Late majority 
5. Super majority

48. As per BCG Matrix of classification of SBUs of an organization, Cash cows are SBUs that typically generate–

1. large Awareness levels but few sales 
2. problems for product managers often 
3. high industry growth
4. more cash than that can be invested profitably in its own business 
5. paper losses in the long run

49. A strategy of pricing involves using price as in a competitive weapon in order to push competitors out of market or eliminate competitors.

1. bargain 
2. psychological 
3. premium 
4. advanced 
5. predatory

50. The Insurance Regulatory and Development Authority of India (IRDAI) is an autonomous apex–

1. consultative body 
2. statutory body 
3. advisory body 
4. cooperative body 
5. corporate body

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IBPS Specialist Officer Examination Solved Paper

Institute of Banking Personnel Selection Examination

Specialist Officer Marketing Solved Paper

  IBPS announced a Common Written Examination (CWE) for the selection Officers and Clerks in Indian banks. IBPS CWE is now mandatory for anyone who seeks an employment in 20 public sector and Regional Rural banks. IBPS periodically accepts the exam applications from the candidates at their website, and the exams are organized at various locations in the country in online mode. Aspirants have to go through interview process after clear the online test conduct by the IBPS. On the basis of interview candidates placed in Regional Rural Bank......

1. Customization is used for

1. Distinguishing customer specific problems
2. Advertisements
3. Publicity
4. Motivating the staff
5. Customer Survey

2. Marketing channels mean

1. Delivery Period
2. Delivery Time
3. Delivery Person
4. Delivery Place
5. Delivery Outlets

3. ‘Push’ marketing style requires

1. Proper Planning
2. Good pushing strength
3. Team Work
4. Ability to identify the products
5. Aggressive Marketing

4. Viral styles of marketing includes – Find the wrong answer

1. Digital Marketing
2. Tele-Marketing
3. Sending bulk SMS
4. e-mail solicitation
5. Door to Door marketing

5. Service Marketing is the same as

1. Internet Marketing
2. Tele Marketing
3. Internal Marketing
4. Relationship marketing
5. Indirect Marketing

6. A DSA means

1. Direct Selling Agent
2. Detective Service Agency
3. Direct Supplying Agent
4. Distribution and Sales Agency
5. Dreadfully Superfast Agent

7. A DSA is required to be adept in

1. (A) Online Marketing
2. (B) Designing Products
3. Sending e-mails
4. Advertisements
5. Communication skills

8. Indirect marketing is undertaken

1. By way of advertisements
2. By delivering speeches
3. At bank counters
4. By DSA
5. By Cross-selling

9. Incentives are paid to sales persons

1. For achieving targets
2. For surpassing targets
3. For identifying leads
4. For designing products
5. For talking

10. Buyer resistance can be overcome by

1. Cordial relation between buyer and seller
2. Good negotiation
3. Good after sales service
4. Persuasive communication
5. TeleMarketing

11. One of the following is not included in the 7 P’s of marketing. Find the same

1. Placement
2. Price
3. Production
4. Promotion
5. Product

12. Analysis of marketing problems helps in

1. Evaluating marketing opportunities
2. Reducing marketing staff
3. Reducing profits
4. Good communication
5. Motivation

13. Innovation in marketing is same as

1. Motivation
2. Perspiration
3. Aspiration
4. Creativity
5. Team Work

14. Market segment is required for

1. Professional Marketing
2. OTC marketing
3. Internal marketing
4. Identifying sales persons
5. Identifying prospects

15. Bank ATMs are

1. Delivery outlets
2. Market Plans
3. Personalized Products
4. Tools for overcoming buyer resistance
5. Motivating tools

16. Internet Banking helps in

1. Door to Door Canvasing
2. Making more number of cold calls
3. Easy access to customer transactions
4. Market survey
5. Market Research

17. Cross-Selling means

1. Selling by a cross section of people
2. Selling to HNIs
3. Selling to a cross section of people
4. Selling to NRIs
5. Selling other products to existing customers

18. The USP of a current account is

1. High Minimum balance
2. No restriction in transactions
3. No interest payable
4. Restricted Deposits
5. Easy credits

19. The USP of car loans is

1. High Rate of interest
2. Easy EMIs
3. Lump-sum Loans
4. Available only to doctors
5. Available only to businessman

20. Leads for home loans can be obtained from

1. Corporate societies
2. Existing borrowers
3. Builders
4. Traders
5. Trusts

21. Leads for industrial loans can be available from 

1. Reserve bank of India
2. District Industries centre
3. Colleges
4. Export Houses
5. Trade Centres

22. SME means

1. Selling and marketing Establishment
2. Selling and marketing employees
3. Sales and Marketing entity
4. Small and Medium Enterprises
5. Small and Micro Entities

23. The target group of SME loans is

1. All salaried persons
2. Government undertakings
3. All Entrepreneurs
4. All students
5. All housewives

24. Leads for tractor loans can be availed from

1. Farm labourers
2. Authorised dealers of tractors and farm equipment
3. Bullock cart owners
4. Marginal land owners
5. RTA officers

25. Customization results in

1. Customer exodus
2. Customer retention
3. Customer complaints
4. Training of staff
5. Varying the interest rates

26. Find the correct sentence

1. Higher the price, higher the sales
2. More number of sales persons leads to more number of sales
3. Mission statement is a part of market plan
4. Better sales incentives means better performance
5. All customers are profitable customers

27. Bancassurance can be sold to

1. All banks
2. All insurance companies
3. Insurance agents
4. All existing and prospective bank customers
5. Stock brokers

28. The target group for bulk deposits is

1. Salaried persons
2. Small traders
3. Corporate MNCs
4. Housewives
5. Minor children

29. Debit cards can be sold to

1. Existing customers
2. School children
3. Trusts
4. Hospitals
5. Educational Institutions

30. Low EMI indicates

1. High loan burden
2. Long repayment period
3. Cheap loans
4. Costly loans
5. Very short repayment periods

31. EMI can be a marketing tool when

1. EMI is very low
2. EMI is very high
3. EMI is fluctuating
4. EMI is constant
5. EMI is ballooning

32. Advertisements are necessary for

1. Only old products
2. Launching new products
3. Only costly products
4. Only obsolete products
5. Advertisements are wasteful expenses

33. Publicity is required for

1. Generating more number of leads
2. Better training of sales persons
3. Market survey
4. Product designing
5. OTC marketing

34. NAV is the price of

1. Entire fund value
2. One unit of a fund
3. Surrender value
4. Average value of shares
5. Dividends paid in a year

35. A master policy in the case of life insurance indicates

1. Policy is stale
2. Policy is in the name of servant
3. Only one life is assured
4. There are several beneficiaries
5. Life assured should be a male

36. Customer Database is useful for

1. Advertisements
2. Word of mouth publicity
3. CRM functions
4. PR functions
5. Sales persons’ trainings

37. CRM (Customer Relationship Management) is

1. A pre-sales activity
2. A tool for lead generation
3. An ongoing daily activity
4. The task of a DSA
5. Back office duty

38. Find the incorrect answer

1. Cross selling is an inexpensive way of marketing
2. Market segmentation can boost generations
3. Customer Lifetime Value is a marketing tool
4. Surrogate marketing is a type of viral marketing
5. Internet banking can replace ATMs

39. Financial inclusion needs canvasing the accounts of

1. Financial Institutions
2. NRIs
3. HNIs
4. Housewives
5. Persons below a specified income level

40. Effective retail banking proposes

1. Large premises
2. Huge kiosks
3. Big sales force
4. Coordination between marketing and front office staff
5. More products

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