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QUESTION PAPER MKTNG III, SEMESTER II, April May 2014

VOCABULARY

1. Complete the description of the 4 major promotional tools by inserting the following words:
personal selling, advertising, public relations, sales promotions.
The main promotional tools are: 1. (the activity of informing customers about the
existence and advantages/benefits of products and services by means of newspaper ads,
posters, radio/TV commercials, endorsements Internet banners, etc.), 2. .. (also called
person-to-person sales, using salespeople/sales reps), 3. (coupons, free samples,
prices reductions in shops, discounts for buying a large quantity, competitions), and 4.
. (communication activities such as newspaper articles, sponsorship, etc., whose main
aim is to improve, maintain or protect a companys image, or build goodwill).
2. Choose the correct title from the box to fill in the blanks (a-e) in the following description
of 5 main market-survey techniques used by companies to acquire information on their
customers:
1.
2.
3.
4.

Mail-In Surveys
Focus Groups
One-on-One Surveys
Customer-Satisfaction
Phone Surveys
5. Online Surveys
a. .
A company may interview customers from various demographic groups based on age, income
or sex. The objective is to get a general idea as to how these people shop for certain products,
and which products they like best. The company may then introduce several new concepts,
such as food, and survey peoples likes and dislikes about the product.
b. .
A market-survey technique used for introducing new products. E.g., a company may observe a
customer operating a new type of software. The interviewer asks the customer how they like
the new software and whether or not they would purchase it.
c. .
A market-survey conducted over the phone to measure customers satisfaction levels with
regard to the companys products, service, prices, etc. Companies usually conduct hundreds of
such surveys in order to determine where they have significant advantages or problems.
d.
A market-survey technique conducted my mail and used for determining why some customers
have stopped purchasing their products. A small incentive may be provided to respondents to
fill out the information.
e. .
A market-survey often appearing on company websites in the form of a pop-up, which can be
activated at any time to start collecting any information for which a company is searching.

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QUESTION PAPER MKTNG III, SEMESTER II, April May 2014

3. In a developed mixed economy, there is a diversity of company types. Match up the words on list
1-8 with the definitions on list A-H to identify the company types:
1.
2.
3.
4.
5.
6.
7.
8.

sole trader/sole proprietor


partnership
family business
joint venture
franchise
multinational
limited liability company
public limited company

A. A large company that operates or has investments in several different countries, but has its
headquarters in one country.
B. An association of two or more persons as co-owners of a business enterprise who share its
profits and losses (e.g. lawyers, architects, auditing firms, etc.)
C. A large limited liability company whose shares are quoted on the stock exchange and can
be bought by anyone. In the US it is also called a corporation.
D. An association (a strategic alliance) of two or more companies that contribute goods,
services and/or capital to a common business enterprise, and share in its profits and losses.
E. A type of business in which only one person owns all the assets of the business, with no
other shareholders. In other words, that person is self-employed, and has unlimited liability
(is fully responsible for the companys debts with his/her personal wealth); e.g.
professionals, consultants, and other service businesses that require minimum amounts of
capital fall into this category.
F. A company (also known as a private company) whose owners are responsible (liable) for
the debts it may incur only to the extent of the amount they have invested in the business in
the form of shares; the companys shares cannot be sold to members of the public.
G. A business licensed to sell a companys products exclusively in a particular area or to
operate a business under that companys name.
H. A business which is owned and/or managed by members of the same family.

4. Complete sentences 1-5 with the appropriate words from the box:
1.
2.
3.
4.
5.
6.

business plan
start-up loan facilities
entrepreneurs
submitted
take out a loan
start-up capital

People who set up their own companies are called 1. .. Starting a company is not so
easy: in order to do that, one needs money which is commonly referred to as 2.. Many
people do not have that capital, so they have to 3... from the bank. Banks that offer 4.
.. usually request a 5. . before deciding to give such a loan. If the business plan
6. . by the entrepreneur does not look well-grounded and realistic, the entrepreneur will
not be considered for a loan.
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QUESTION PAPER MKTNG III, SEMESTER II, April May 2014


5. Fill in the blanks with the listed words:
A. purpose
B. convey
C. funding
D. entrepreneurs
E. venture
F. business
G. bank loans
H. investors
I. seek
J. startup
Business plans are needed in various situations and serve a variety of purposes: from (1) .
seeking funds - in the form of either (2) or capital put up by interested (3) - in
order to start a new (4) . to established firms long past the (5) stage that are
seeking help (for instance, companies trying to find (6) .. for growth). Business plans
may also be used as ways to (7) a companys mission and prospects to customers
and suppliers, or even to attract key employees.
Although the format and length of business plans are determined by their (8) ., certain
rules apply to all. For instance, an entrepreneur who wants to use the plan to (9) .capital
to start a risky venture may have to do a lot of explaining and convincing, whereas those who
want to use the plan for internal purposes to manage an ongoing (10) can write a
shorter version in just a few pages.
6. Fill in the blanks with the suitable word in the box; look up the exact meaning of the
words in the dictionary:
A.
B.
C.
D.
E.
F.
G.
H.
I.
J.

in cash
deposit accounts
interest
cash card
current account
credit cards
standing order
automatic cash dispensers or teller machines
cheque
withdraw

Many people have their salaries paid into a 1 . This is a low-interest type of account, whose
advantage is that one can easily 2 money from it at any time from an 3 with a 4..;
apart from that, the bank can pay ones regular monthly bills according to ones instructions,
on the basis of a previous agreement called a 5. Some bills may also be paid by 6,
although people in some countries still prefer to make their payments the traditional way,
7, rather than by using a chequebook. 8. . are generally used by people for ordering
things by post/over the Internet/on the phone and for travelling. Money that is not destined for
current expenses is generally kept in 9 , which pay 10.

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QUESTION PAPER MKTNG III, SEMESTER II, April May 2014


7. Decide which of the words listed below combine with the verb to do, and which are used
with the verb to make, and fill in the blanks accordingly.
the accounts
an appearance
an application
an appointment
arrangements
an attempt
business
business trip
certain/sure
changes

.a choice
a complaint
a deal
ones duty
. damage
a decision
an effort
an enquiry
an exercise
an experiment

smb. a favour
a forecast
good
homework
an improvement
a job
justice (to)
a loss
a mistake
money

.a phone call
plans
a profit
progress
a request
research
smth. for a living
smth. to/for/with someone
a suggestion
well

8. Match up the collocations in the box with their corresponding definitions on list A-L.:

1.market leader
2.market challenger
3.market follower
4.market segment
5.market share
6.market survey
7.stock market
8.commodity market
9.consumer market
10. producer (industrial) market
11. bullion market
12. market value
A. a company that does not hold a major position in the market (no. 3 and onward) and
follows the leaders in a market without challenging them
B. a market where companies or organizations purchase goods and services for use in the
production of other goods and services that are sold, rented, or supplied to others.
C. a market for the trading of company shares (stock)
D. a questionnaire-based method used by companies to obtain information about their
customers, and how these customers view a company's products and services versus
competitive products.
E. a market where individuals and households purchase goods and services for personal use
F. the company holding the second position in a market, and competing vigorously with the
market leader for leadership.
G. the company holding the 1 st position in the market for a particular product; a
brand/product/company with the largest market share
H. the total value of all the shares on a stockmarket, or the value of the shares of a particular
company (market value)
I. a companys or a products percentage of sales in a market
J. a market where products (especially agricultural) are bought and sold
K. a group of customers sharing one or more characteristics or needs in an otherwise
homogenous market.
L. a market for the trading of precious metals (gold and silver).

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QUESTION PAPER MKTNG III, SEMESTER II, April May 2014

9. Trends: Define the type of change expressed by each of the verbs listed below using the
clues on list a-f:
rise a lot

fall
sink
plunge
escalate
slump
jump
gain
leap
take off

rise a little

fall a lot

increase
soar
rise
decrease
climb
crash
rocket
plummet
go up

fall a little

recover
hold steady
drift
drop
stabilize
slide
fluctuate
go down
pick up
decline

fall and rise

no change

rebound
be volatile
rally
level off
slip
flatten out
bounce back

10. Identify which of the series of 4 words in each group is the odd one out (has no logical
connection to the other three):
1.
2.
3.
4.
5.

product - place - brand awareness - promotion


packets offering 20% extra - free samples sandwich-board men - discounts
banners news stories - cinema ads classifieds
decline brand loyalty - withdrawal introduction
discount word-of-mouth advertising credit terms list price

GRAMMAR
11. Complete the following sentences with the right form of the verbs in brackets.
1. If you .. (hurry), youll catch the 3 oclock train.
2. I would have convinced him to join us if you (not interfere).
3. If I (be) younger, I would have applied for that job.
4. If it (not be) for him, we would never have pulled it off
5. If she (be) rich, she would travel round the world.
6. If I .. (not raise) any objection, they would have gone ahead with the deal.
7. Im sure she (succeed) if she were more persistent.
8. If I .. (run) out of time, Ill ask John to help me.
9. I wouldnt be surprised if you .. (get) the job.
10. What .you. (do) if they hadnt approved your project?

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QUESTION PAPER MKTNG III, SEMESTER II, April May 2014


12. Complete the following sentences with the right form of the verbs in brackets:
1. No one will understand anything unless you (explain) what has happened.
2. Well have to put some of the companys shares up for sale unless we ..... (find) an
investor.
3. Who would hire him if he (not be) such a talented designer?
4. What would happen if we (not repay) our debt on time?
5. If the device doesnt work, I .. (return) it to the store and get a refund.
6. If they . (not invite) you to the party, would you have felt offended?
7. Who (take care) of all these little details if your sister hadnt been there?
8. Would you have met them at the airport if you .. (know) they were coming?
9. If you keep wasting your time playing computer games, you . (fail) your exam
tomorrow.
10. I wouldnt be surprised if he (ask) me to cancel the meeting.
13. Fill in the blanks with do or make in the right form:
1. We showed him the new, modified version of our plan, and he no objections to it.
2. Judging by the recent test results, students great progress over the past few months.
3. If you agree to talk some sense into him, youll . us a great favour.
4. That picture doesnt .. you justice!
5. Weve always liked to . business with that company.
6. She . her appearance at the end of the party, when we least expected it!
7. If you were to .. a choice between the two candidates, which one would you hire?
8. She promised to . all the necessary arrangement for the meeting.
9. I hear they are already .. plans for the wedding.
10. The article was accepted on condition I .. a few changes here and there.
14. Choose the correct forms of the sentences below and put the right answer in bold:
1.
a. I remember to see this ad in yesterdays paper.
b. I remember seeing this ad in yesterdays paper.
c. I remember having seen this ad in yesterdays paper
2.
a. I must recall them to cancel the order before its too late.
b. I must remember them to cancel the order before its too late.
c. I must remind them to cancel the order before its too late.
3.
a. We are looking forward to meet our new manager.
b. We are looking forward to meeting our new manager.
c. We look forward to meet our new manager.
4.
a. I regret saying that it wasnt true.
b. I regret about saying that it wasnt true.
c. I regret that I said it isnt true.
5.
a. They have made that decision with a view to increasing their productivity.
b. They have made that decision with a view to increase their productivity.
c. They have made that decision with the view to increasing their productivity.
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QUESTION PAPER MKTNG III, SEMESTER II, April May 2014


6.
a. We cannot afford to waste any more money.
b. We cannot afford wasting any more money.
c. We cannot afford to wasting any more money.
7.
a. She is used to working hard.
b. She is used to work hard.
c. She uses to work hard.
8.
a. I was used to read a new book every week
b. I used to read a new book every week.
c. I used to reading a new book every week.
9.
a. Its no use to try to apologize for your mistake.
b. There is no use trying to apologize for your mistake.
c. Its no use trying to apologize for your mistake
10.
a. I dont mind people to criticize me.
b. I dont mind people criticizing me.
c. I dont mind peoples criticizing of me.
11.
a. They admitted to be members of a gang.
b. They admitted to being members of a gang.
12.
a. He suggested going out to dinner.
b. He suggested to go out to dinner.
13.
a. Dont waste your time copying this text out.
b. Dont waste your time to copy this text out.
14.
a. Have you ever considered to set up your own company?
b. Have you ever considered setting up your own company?
15.
a. I cant imagine her living in such a place.
b. I cant imagine her to live in such a place.
16.
a. He took the longer route to the airport and risked to miss his plane.
b. He took the longer route to the airport and risked missing his plane.
17.
a. I dislike to work long hours.
b. I dislike working long hours.
18.
a. It isnt worth to make such a long trip.
b. It isnt worth making such a long trip.
19.
a. The weather conditions prevented me to arrive on time.
b. The weather conditions prevented me from arriving on time.
20.
a. I arrived too late and missed seeing her again.
b. I arrived too late and missed to see her again.
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