Certificate in Pharmaceutical Marketing II 18 - QP.pdf · d) BCG matrix Question 01.22 There are...

Certificate in Pharmaceutical Marketing

Intake II 2018 – March 16th, 2019 – Examination

Candidate’s Registration Number

(As per in the examination admission form / Student

ID)

0 0 0 0 0

For Examiner’s use only

Examiner’s Comments

Second Examiner’s Comments

Part One 1st Marker 2nd Marker Final Marks

Question 01

Part Two

Question No.

Question 02

Question 03

Question 04

Question 05

Question 06

Question 07

Question 08

Question 09

Question 10

Question 11

Question 12

Question 13

Question 14

Question 15

Question 16

Question 17

Question 18

Question 19

Question 20

Question 21

Total

of 18

Instructions to Candidates

)

Time: 0900 Hrs – 1200 Hrs Duration: Three (03) Hrs

Total marks for this paper is 100 marks.

There are three parts in this question paper. All questions in Part One and Part Two are

COMPULSORY.

Part One includes 30 Compulsory multiple choice questions.

Select the most appropriate answer from the given choices and mark it in the given space in the

answer book.

Part Two includes 20 Compulsory short answer questions.

Instructions to candidates

1. State your Registration Number on the front cover of the answer book and on each and

every additional paper attached to it. Your name must not appear anywhere in the answer

book or answer scripts

2. Always start answering a question on a new page

3. You are reminded that answers should not be written in pencil or red pen except in

drawing diagrams

4. Answer the questions using:

Effective arrangement and presentation

Clarity of expression

Logical and precise arguments

Clear diagrams and examples where appropriate

5. Illegible hand writing and language errors will be penalised

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PART ONE

Read the question and select the most appropriate answer out of the four given

choices.

Tick your choice in the given space in the answer booklet.

Question 01

Question 01.1

All of the following are features of the large intestine, except:

a) Large intestine secretes acidic mucus which helps in formation of stools

b) It is a site of mucocutaneous junction

c) Its epithelium contains goblet cells in large numbers

d) Absorbs salt and water

Question 01.2

Iatrogenic diseases means:

a) Illness causes by drugs

b) Illness causes by overdosing drugs

c) Illness causes by addiction to certain drugs

d) None of the above

Question 01.3

Superior means:

a) Above

b) Below

c) In front of

d) In the back of

Question 01.4

The major neurotransmitter secreted in substantia nigra is:

a) Dopamine

b) Serotonin

c) Noradrenalin

d) Gamma amino butyric acid

1.

a)

a)

a)

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Question 01.5

Which is not a function of the skin?

a) Protection

b) Sensory reception

c) Vitamin D production

d) Protein absorption

Question 01.6

Bone cells are:

a) Osteogenic cells

b) Osteoblasts

c) Osteoclasts

d) All of the above

Question 01.7

What is hematopoiesis?

a) Blood cell formation

b) Formation of RCB

c) Formation of haemoglobin

d) Destruction of RCB

Question 01.8

Urea is reabsorbed at the following parts of a nephron:

a) Proximal convoluted tubule

b) Distal convoluted tubule

c) Loop of Henle

d) Collecting Duct

a)

a)

a)

a)

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Question 01.9

Carbon-13 atom has _______________.

a) 6 electrons, 6 protons, 7 neutrons

b) 6 electrons, 12 protons, 6 neutrons

c) 12 electrons, 6 protons, 6 neutrons

d) 18 electrons, 6 protons, 6 neutrons

Question 01.10

Distal means:

a) Further away from the shoulder joint or the hip

b) Closer to the heart

c) Closer to the shoulder joint or the hip

d) Farther from the heart

Question 01.11

Rest and the digest is controlled by:

a) Parasympathetic nervous system

b) Sympathetic nervous system

c) Central nervous system

d) All of the above

Question 01.12

A vaccination provides:

a) Naturally acquired immunity

b) Artificially acquired immunity

c) Cellular immune response


a)

a)

a)

a)

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Question 01.13

Most enzymes are:

a) Lipids

b) Proteins

c) Carbohydrates

d) Fats

Question 01.14

The time taken for the drug’s plasma concentration to fall by 50% is called:

a) Bioavailability

b) Biological half life

c) Biological dose

d) Effective dose 50

Question 01.15

What do pulmonary veins carry?

a) Oxygenated blood to the heart

b) Oxygenated blood to the lungs

c) De- oxygenated blood to the heart

d) De- oxygenated blood from the lungs

Question 01.16

Theophylline is:

a) Antimuscarinic

b) Xanthine derivative

c) β2-agonist

d) β1-agonist

a)

a)

a)

a)

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Question 01.17

There are many factors influence the behaviour of consumers. Having considered all, select the

most suitable factor/factors that influence consumer behaviour on buying and consumption.

a) Cultural factors

b) Social factors

c) Personal factors

d) All of the above

Question 01.18

What are the sub cultures?

a) Nationalities

b) Religion

c) Racial groups

d) Personal groups

Question 01.19

What are the social factors?

a) Family

b) Social group

c) Answer 1 is correct

d) Answers 1 and 2 are correct

Question 01.20

What are personal factors?

a) Self-concept, life style and personality

b) Value and Age

c) Life cycle stage, wealth and occupation

d) All of the above

a)

a)

a)

a)

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Question 01.21

Which one is NOT a motivation theory?

a) Freud’s Theory

b) Maslow’s Hierarchy of Needs

c) Herzberg’s Two-Factor Theory

d) BCG matrix

Question 01.22

There are many people involved in organizational buying which we identify as an organizational

buying centre. Who are the members of a buying centre?

a) Gatekeepers, influencers, buyers, users, deciders

b) Parliamentarian, ministers, directors, councillor

c) Influencers, wicketkeeper, users, buyers

d) Sales manager, accountant, factory engineer, customer, marketer

Question 01.23

Marketer can use many parameters to segment the market. Select the segmentation variable/s

a company can use to group a market.

a) Geographic

b) Demographic

c) Psychographic

d) All of the above

Question 01.24

What is the key factor of a demographic?

a) Sales

b) Gender

c) Location

d) Usage

a)

a)

a)

a)

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Question 01.25

Which one is the correct order of consumer buying process?

a) Problem recognition> information search> evaluation> purchase decision> post

purchase behaviour

b) Problem recognition> information search> post purchase> evaluation> purchase

decision behaviour

c) Behaviour> problem recognition> information search> evaluation> purchase

decision> post purchase

d) Problem recognition> post purchase> information search> evaluation> purchase

decision> behaviour

Question 01.26

What are the two factors of Herzberg Theory?

A. Hygiene Factors B. Motivation Factors C. Satisfaction Factors

a) A and B

b) A and C

c) B and C

d) A, B and C

Question 01.27

Pharmaceutical products can be augmented by adding many values. The augmented product

refers to:

a) The additional services and benefits that surround the core and formal product

b) The physical attributes that surround the core and formal product

c) Medical drugs that consumers do not actively seek in purchasing

d) Goods purchased by organizations for further processing

Question 01.28

With reference to distribution strategies, an ideal distribution strategy for an organization that

operates in a pharmaceutical industry would be:

a) Selective distribution

b) Exclusive distribution

c) Intensive distribution

d) Physical distribution

a)

a)

1.

a)

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Question 01.29

An advertising objective is a specific communication task to be accomplished with a specific

target audience during a specific period of time. The three possible advertising objectives can be

considered in Pharmaceutical marketing:

a) Informative, creative and reminder advertising

b) Informative, persuasive and creative advertising

c) Creative, persuasive and reminder advertising

d) Informative, persuasive and reminder advertising

Question 01.30

Public relation is one of the significant communication tools used in the pharmaceutical sector.

Building and maintaining relations with legislators and government officials to influence

legislation and regulation with reference to a public relations strategy is known as:

a) Political relationship

b) Prospecting

c) Lobbying


(Total 60 Marks)

a)

a)

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PART TWO

This part includes TWENTY compulsory short answer questions.

Answer all questions.

Question 02

Explain what is segmentation with main bases/variables.

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(02 Marks)

Question 03

Describe two factors of Herzberg – hygiene factors.

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(02 Marks)

Question 04

New products are high on demand in the pharmaceutical industry to meet various medical

demands. List steps of a new product development process that can be implemented to launch

an innovative product to the market.

(02 Marks)

............................ ............................ ............................ ............................

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Question 05

How do you define brand positioning and what are the major advantages of positioning?

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(02 Marks)

Question 06

Explain targeting strategies and how an organization is benefited with targeting in a business?

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(02 Marks)

Question 07

Describe motivation factors of Herzberg factors?

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(02 Marks)

Question 08

Marketing communication mix strategies are implemented in pharmaceutical industry with both

an ethical and legal background. What do you understand by integrated marketing

communication?

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a) List all the integrated marketing communication mix elements a company can use to

achieve communication objectives.

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(02 Marks)

Question 09

Explain the Government “Buy Back” policy for local pharmaceutical manufacturers.

………Buy Back policy is the policy of the ministry of health by which the government guarantees

the local pharmaceutical manufacturers the purchase of the total quantity of a locally

manufactured pharmaceutical product required by the MSD……

........................................................................................................................................................................

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(02 Marks)

Question 10

Briefly describe the three main distribution strategies a company can use to distribute its

products in the market. Use one example for each. Justify the most suitable strategy for a

company that operates in the pharmaceutical industry selling common inhalers used for Asthma.

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(02 Marks)

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Question 11

Briefly explain what MIS (Marketing Information System) is and how MIS supports decision

making.

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(02 Marks)

Question 12

Explain the function of below organelles inside the animal cell:

a) Endoplasmic reticulum

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........................................................................................................................................................................

........................................................................................................................................................................

b) Mitochondria

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(02 Marks)

Question 13

List the functions of the skin.

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(02 Marks)

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Question 14

Describe the blood oxygenation process using a diagram.

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(02 Marks)

Question 15

“The endocrine system regulates, coordinates and controls”

Explain this statement with examples.

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(02 Marks)

of 18

Use the below diagram to answer question no 16, 17 and 18.

Question 16

Label the parts from the above diagram.

a) ............................................................................................................................

b) ............................................................................................................................

c) ............................................................................................................................

d) ............................................................................................................................

e) ............................................................................................................................

(02 Marks)

Question 17

Describe the function of each part.

a) .............................................................................................................................................

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b) .............................................................................................................................................

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c) .............................................................................................................................................

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d) .............................................................................................................................................

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e) .............................................................................................................................................

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(02 Marks)

Question 19

Explain in brief:

a) Pharmaco Dynamics

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b) Invitro Studies

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(02 Marks)

Question 20

Define the following:

a) Gluconeogenesis

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b) Glycogenolysis

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(02 Marks)

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Question 21

Using the following diagram explain biological half-life of a drug.

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(02 Marks)

(20 Questions x 02 Marks)

(Total 40 Marks)

(Total 100 Marks)

-END-

0 1hr 3hr 4hr 5hr 6hr 7hr

Peak

50%

Time

Plasma Concentration

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