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Pharmaceutical Marketing
Multiple Choices:
1. What is the full form of „IPR‟?
a. Intellectual property rights
b. Intellectual patent rights
c. Intellectual process rights
d. International patent rights
2. The environment that poses tremendous opportunities for new
products and services to alert
marketer is an _________ environment.
a. Ecological
b. Social
c. Technological
d. Competitive
3. Arrange these market opportunities analysis step by step:
i. Evaluate new opportunities in new segments
ii. Build on your strengths
iii. Explore new market opportunities
iv. Analyze your existing markets
a. i, ii,iii,iv
b. ii,iv,i,iii
c. iv,ii,iii,i
d. i,iii,iv,ii
4. Marketing virtually the same product with two or more brand
names is a strategy of_______
a. Family brand strategy
b. Multiple brand strategy
c. Individual brand
d. Private brand
5. The pricing that deals with the judgmental or subjective
elements of pricing is a_______
a. Cost-based pricing
b. Petition based pricing
c. Market based pricing
d. Demand based pricing
6. Which of the following is not a member of distribution
channel?
a. The Physician
b. Manufacturer
c. The consumer
d. The transporter
7. Arrange the communication process in order:
i. Medium
ii. Feedback
iii. Sender
iv. Receiver
v. Message
a) ii,iv,v,i,iii
b) iii,v,i,iv,ii
c) iv,i,iii,v,ii
d) iii,ii,iv,i,v
8. The strategy used to create a demand for a product within a
channel of distribution by appealing
directly to the consumer is a________
a. Pull strategy
b. Push strategy
c. Combination strategy
d. Competitive strategy
9. Toward off a competitive threat or to create an entry
barrier, some companies from different
power blocks may temporarily form a cartel it is termed
as_______
a. Franchise power
b. Integration power
c. Niche power
d. Coalition power
10. Which of the following „R‟ is not a part
of good management principle?
a. Resources
b. Recognition
c. Responsibility
d. Reward
Part Two:
1. Define the term “Marketing Communication”.
2. Differentiate between „Product Item‟ and „Product Mix‟.
3. Differentiate between „Cost Based Pricing‟ and „Demand Based Pricing‟.
4. Describe “Boston Matrix”.
Caselet 1
1. If you were in the position of Swami, what would have been
your decision? Justify keeping
qualitative aspects in mind.
2. Discuss the various other factors, which should be considered
while making capital investment
decision.
Caselet 2
1. Explain the terms in the context of the “Pharmaceutical Marketing”
:
a. Brand
b. Trademarks
c. Product line
2. Explain the important point that should be considered, while
packaging
Also
list the various dimensions of pharmaceutical market.
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Pharmaceuticals Industrial Management
Multiple Choices:
1. Which of the following not the principle of co-„ordination?
a. Principle of early beginning
b. Principle of continuity
c. Principle of time
d. Principle of reciprocity
2. Oral communication includes__________
3. Enthusiasm, co-operation, tact and skillful handling come
under:
4. Which of the following is the demerit of formal
communication?
5. Arrange the following into decision making process__________
a. Lecture
b. Poster
c. Union publication
d. Complaint procedure
a. Intellectual quality
b. Character quality
c. Psychological quality
d. Physical quality
a) Decay in accuracy
b) Time consuming
c) It is temporary
d) Fairly unsuitable
i. Conception
ii. Investigation
iii. Perception
iv. Selection
a) iv,i,iii, ii
b) ii,iv iii,i
c) iv,i,iii,ii
d) iii,i,ii, iv
6. FIFO stands for _______________.
7. Record of all item of material and good in the store is
recorded in which document?
a) Store ledger
b) Bin card
c) Both a & b
d) None of these
8. VED stands for ______________.
9. In the EOQ formula „C‟ is stand for-
a) Annual consumption
b) Cost of per unit of material
c) Cost per order
d) Storage
10. WTO stands for ________________.
Part Two:
1. What is questionnaire? Explain rules or guidelines for
designing a good questionnaire?
2. Define drug store management? „Discuss the arrangements of
drugs in drug store?
3. Name the various steps in the selection of a pharmacist?
4. What are the purposes of training given to a pharmacist?
Caselet 1
Questions:
1. Briefly explain the concept of CRM & SFA systems.
2. State the features of a Good SFA system.
3. Write down some CRM/SFA systems which are available in the
market for Pharmaceutical
Industry.
4. What are the benefits of CRM system?
Caselet 2
1. Define „Pharmaceutical marketing? Explain objectives and
importance of pharmaceutical
marketing.
2. Define „Advertising‟? What
are the advantages and disadvantages of advertising in
pharmaceutical
marketing?
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Distribution & Logistics Management
Multiple Choices:
1. It deals with the movement of finished goods from the last
point of production to the point of
consumption.
a. Marketing Channel Management
b. Logistics Management
c. Boundaries
d. Relationships
2. Which conflict is one of the major bottleneck in the
development & maintenance of partnering
channel relationship
a. Channel conflict
b. Management conflict
c. Logistics conflict
d. Distribution conflict
3. The phase of externally integrated business function era
(1990s onwards) is recognized as the era
of
a. Logistics Management
b. Human Resource Management
c. Financial Management
d. Supply Chain Management
4. ___________ may be conducted from time-to-time or at least
once in a year to know about
change in the expectation levels & actual performance
a. Customer Service Monitoring cell
b. Formal Customer Satisfaction Survey
c. Customer Conference
d. Customer Feedback System
5. The firm‟s incomplete or
inaccurate knowledge of customer‟s service expectations
is known as
a. Market Information Gap
b. Service Standards Gap
c. Service Performance Gap
d. Internal Communication Gap
IIBM Institute of Business Management
Examination Paper of Logistics Management
6. This gap exist between the present level of customer service
offered and the corporate vision
about customer service
a. Gap 1
b. Gap 2
c. Gap 3
d. Gap 4
7. This stock refers to window display of an inventory in order
to stimulate demand and act as a
silent salesman
a. Decoupling stock
b. Psychic stock
c. Pipeline stock
d. None
8. This stock is also known as cycle or lot size stock
a. Working stock
b. Safety stock
c. Anticipation stock
d. None
9. In this system manufacturer is given the responsibility for
monitoring & controlling inventory
levels at the retail store level
a. Quick Response
b. Continuous Replenishment
c. Vendor-managed Inventory
d. Customer Relationship
10. This mode of transport is a very significant one but with a
very restricted scope. It is used
primarily for the shipment of liquid & gas
a. Airways
b. Railways
c. Pipelines
d. Seaways
Part Two:
1. What is Containerization and also mention the main features
of Containerization.
2. What is Third Party Logistics?
3. Differentiate between Public & Private Warehouse.
4. What is Logistics Information System?
Caselete 1
Questions:
1. Based on information for the current years, is Kansas City
the best location for a warehouse? If
not, what are the coordinates for a better location>? What
cost improvement can be expected
from the new location?
2. If by year 5 increases are expected of 25 percent in
warehouse outbound transport rates and 15
percent in warehouse inbound rates, would your decision change
about the warehouse
location?
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