CONCOR Management Trainee Marketing Mock Test 2: STP, Consumer Behaviour & Market Research
Professional Knowledge: Marketing | 50 MCQs with Answers
Practice Test for CONCOR Management Trainee Marketing CBT 2026
Disclaimer: This is a practice/mock test prepared for candidates based on the notified exam pattern and relevant Marketing topics. It is not an official CONCOR question paper or official mock test.
How to Attempt This Mock Test
- Total Questions: 50
- Type: Multiple Choice Questions
- Options: 4
- Level: Easy → Moderate → PSU-level
- Main Topics: STP, Consumer Behaviour & Market Research
Tip: Pehle Q1–Q50 attempt karein. Answer Key ko end mein check karein.
Section A: Segmentation
Q1. Market segmentation means:
A. Selling the same product to everyone
B. Dividing a market into
distinct groups of customers
C. Increasing product price
D. Reducing
distribution cost
Q2. Which of the following is NOT a common basis of market segmentation?
A. Geographic
B. Demographic
C. Psychographic
D. Accounting
Q3. Dividing customers based on age, gender and income is known as:
A. Geographic segmentation
B. Behavioural segmentation
C.
Demographic segmentation
D. Psychographic segmentation
Q4. Dividing a market according to region, city or climate is:
A. Geographic segmentation
B. Demographic segmentation
C.
Behavioural segmentation
D. Psychographic segmentation
Q5. Psychographic segmentation primarily considers:
A. Age and gender
B. Location
C. Lifestyle, personality and
values
D. Purchase quantity
Q6. Customers are segmented according to their usage rate under:
A. Geographic segmentation
B. Behavioural segmentation
C.
Demographic segmentation
D. Industrial segmentation
Q7. A company divides customers into heavy, medium and light users. This is:
A. Usage-rate segmentation
B. Geographic segmentation
C. Income
segmentation
D. Lifestyle segmentation
Q8. Which characteristic is essential for effective market segmentation?
A. Segment must be impossible to measure
B. Segment should be
measurable
C. Segment should always be very small
D. Segment should
have no purchasing power
Q9. Segmentation based on the specific benefits customers seek from a product is called:
A. Benefit segmentation
B. Geographic segmentation
C. Demographic
segmentation
D. Mass marketing
Q10. A logistics company divides its business customers into exporters, importers and domestic manufacturers. This is mainly:
A. Geographic segmentation
B. Demographic segmentation
C.
Behavioural segmentation
D. B2B market segmentation
Section B: Targeting
Q11. Target marketing refers to:
A. Selling to everyone without differentiation
B. Selecting one or more
market segments to serve
C. Eliminating market research
D.
Increasing product variety
Q12. Which targeting strategy attempts to serve the entire market with one offer?
A. Differentiated marketing
B. Concentrated marketing
C.
Undifferentiated marketing
D. Micromarketing
Q13. A company develops separate marketing programs for exporters, importers and domestic businesses. This represents:
A. Undifferentiated marketing
B. Differentiated marketing
C.
Concentrated marketing
D. Individual marketing
Q14. Concentrated marketing is also known as:
A. Niche marketing
B. Mass marketing
C. Random marketing
D.
Internal marketing
Q15. A small company focuses all its resources on premium cold-chain logistics customers. This is an example of:
A. Mass marketing
B. Concentrated marketing
C. Undifferentiated
marketing
D. Random targeting
Q16. One important factor in selecting a target market is:
A. Segment attractiveness
B. Random selection
C. Product colour
D.
Office location only
Q17. In target-market evaluation, a company should primarily consider:
A. Market attractiveness and company objectives/resources
B. Only
competitor advertisements
C. Only product packaging
D. Only employee
count
Q18. Selecting a very specific and narrow customer group is generally called:
A. Mass marketing
B. Niche targeting
C. Broad targeting
D.
General marketing
Section C: Positioning
Q19. Positioning refers to:
A. Physical location of a warehouse
B. Creating a distinct image of a
product in the customer's mind
C. Setting employee salaries
D.
Selecting suppliers
Q20. The STP process stands for:
A. Selling, Targeting, Promotion
B. Segmentation, Targeting,
Positioning
C. Strategy, Tactics, Planning
D. Segmentation, Trade,
Pricing
Q21. A strong positioning statement should communicate:
A. A clear and meaningful value proposition
B. Every feature of the
company
C. Only the company's history
D. Only its financial results
Q22. A brand positioned as “fastest and most reliable logistics service” is using:
A. Product differentiation
B. Price discrimination
C. Mass
distribution
D. Random positioning
Q23. When a company positions itself mainly on low price, it is using:
A. Price-based positioning
B. Lifestyle segmentation
C. Geographic
targeting
D. Behavioural research
Q24. Repositioning means:
A. Closing the business
B. Changing the desired perception of a brand in
the market
C. Changing the company logo only
D. Increasing employee
salaries
Q25. Which statement best describes effective positioning?
A. It should be identical to competitors
B. It should be clear,
distinctive and relevant to the target market
C. It should focus only on
company needs
D. It should avoid customer benefits
Section D: Consumer Behaviour
Q26. Consumer behaviour refers to the study of:
A. How consumers select, buy, use and dispose of products
B. Only company
production
C. Only employee behaviour
D. Government taxation
Q27. Which of the following is a psychological factor influencing consumer behaviour?
A. Motivation
B. Population
C. Climate
D. Distribution network
Q28. In Maslow's hierarchy, the lowest-level needs are:
A. Esteem needs
B. Social needs
C. Physiological needs
D.
Self-actualization needs
Q29. The need for friendship, belonging and relationships falls under:
A. Safety needs
B. Social needs
C. Esteem needs
D.
Physiological needs
Q30. Consumer perception refers to
A. How consumers select, organize and interpret information
B. How
companies manufacture products
C. How retailers calculate tax
D. How
employees receive salaries
Q31. Learning in consumer behaviour refers to:
A. A relatively permanent change in behaviour resulting from experience
B.
Only classroom education
C. Employee training
D. Product
manufacturing
Q32. Consumer attitudes generally consist of:
A. Only price
B. Cognitive, affective and behavioural components
C.
Only income
D. Only demographics
Q33. Family, friends and colleagues can influence consumer decisions as:
A. Reference groups
B. Suppliers
C. Intermediaries
D.
Regulators
Q34. The person who actually uses a product is called:
A. Initiator
B. Influencer
C. User
D. Buyer
Q35. A consumer buying an expensive service after comparing several alternatives is most likely involved in:
A. Routine response behaviour
B. Complex buying behaviour
C. Impulse
buying only
D. Habitual buying
Section E: Market Research
Q36. Marketing research is primarily conducted to:
A. Reduce the need for information
B. Identify and solve marketing
problems through systematic information collection
C. Eliminate
competitors
D. Increase employee attendance
Q37. The first step in the marketing research process is generally:
A. Data analysis
B. Defining the research problem
C. Preparing
advertisements
D. Selecting a sales team
Q38. Data collected specifically for the current research project is called:
A. Secondary data
B. Primary data
C. Historical data
D.
External data
Q39. Which is an example of secondary data?
A. Customer interview conducted today
B. Questionnaire responses
collected by the company
C. Government statistical report
D. New
focus group discussion
Q40. A questionnaire is mainly used for:
A. Data collection
B. Product manufacturing
C. Transportation
D.
Warehousing
Q41. A small group discussion led by a moderator to understand consumer opinions is called:
A. Census
B. Focus group
C. Audit
D. Experiment
Q42. Which research method is especially useful for understanding consumer motives and feelings in depth?
A. Qualitative research
B. Quantitative research only
C. Accounting
research
D. Inventory research
Q43. Research based mainly on numerical data and statistical analysis is:
A. Qualitative research
B. Quantitative research
C. Exploratory
observation only
D. Ethnography only
Q44. A sample is:
A. The entire population under study
B. A subset of the population
selected for research
C. A company's sales team
D. A competitor
group
Q45. In probability sampling:
A. Every population element has a known probability of selection
B. Only
friends are selected
C. Respondents are selected randomly without any
framework
D. Only senior managers participate
Section F: Advanced STP & Market Research
Q46. A logistics company wants to know why exporters prefer one service provider over another. The best initial research approach would be:
A. Ignore customer feedback
B. Conduct customer research to identify
decision drivers
C. Immediately reduce prices
D. Increase
advertising without research
Q47. If a company discovers that customers value real-time shipment tracking, it should use this information primarily for:
A. Market positioning and value proposition
B. Payroll calculation
C.
Tax accounting
D. Employee recruitment only
Q48. A company identifies exporters as its most profitable customer segment and designs a specialized service for them. This represents:
A. Segmentation only
B. Targeting and positioning
C. Production
orientation
D. Mass marketing
Q49. Which of the following best connects STP with customer orientation?
A. STP focuses on understanding and serving specific customer needs
B.
STP focuses only on reducing production costs
C. STP eliminates the need
for customer research
D. STP means selling the same product to everyone
Q50. A company conducts research, identifies a high-value segment, selects it as the target and develops a clear value proposition for that segment. The correct sequence is:
A. Positioning → Segmentation → Targeting → Research
B. Targeting →
Research → Positioning → Segmentation
C. Research → Segmentation →
Targeting → Positioning
D. Segmentation → Research → Positioning →
Targeting
Answer Key: Mock Test 2
| Q.No. | Answer | Q.No. | Answer | Q.No. | Answer |
|---|---|---|---|---|---|
| 1 | B | 18 | B | 35 | B |
| 2 | D | 19 | B | 36 | B |
| 3 | C | 20 | B | 37 | B |
| 4 | A | 21 | A | 38 | B |
| 5 | C | 22 | A | 39 | C |
| 6 | B | 23 | A | 40 | A |
| 7 | A | 24 | B | 41 | B |
| 8 | B | 25 | B | 42 | A |
| 9 | A | 26 | A | 43 | B |
| 10 | D | 27 | A | 44 | B |
| 11 | B | 28 | C | 45 | A |
| 12 | C | 29 | B | 46 | B |
| 13 | B | 30 | A | 47 | A |
| 14 | A | 31 | A | 48 | B |
| 15 | B | 32 | B | 49 | A |
| 16 | A | 33 | A | 50 | C |
| 17 | A | 34 | C |
Answer Explanations
Q1. B: Dividing a market into distinct groups
Segmentation means dividing a broad market into smaller groups with similar needs or characteristics.
Q2. D: Accounting
Geographic, demographic, psychographic and behavioural are common segmentation bases. Accounting is not a standard market-segmentation base.
Q3. C: Demographic segmentation
Age, gender, income, occupation and education are demographic variables.
Q4. A: Geographic segmentation
This segmentation divides customers according to location, region, city, climate or territory.
Q5. C: Lifestyle, personality and values
Psychographic segmentation focuses on lifestyle, personality, attitudes, interests and values.
Q6. B: Behavioural segmentation
Usage rate is a behavioural variable.
Q7. A: Usage-rate segmentation
Customers can be classified as heavy, medium or light users based on their level of product usage.
Q8. B: Segment should be measurable
Effective market segments should generally be measurable, substantial, accessible, differentiable and actionable.
Q9. A: Benefit segmentation
Customers are grouped according to the particular benefits they seek from a product or service.
Q10. D: B2B market segmentation
Exporters, importers and manufacturers are organizational/business customer groups, making this a B2B segmentation approach.
Q11. B: Selecting one or more market segments
Targeting comes after segmentation and involves selecting the segment(s) the company wants to serve.
Q12. C: Undifferentiated marketing
Undifferentiated marketing treats the whole market as one market and uses a common marketing offer.
Q13. B: Differentiated marketing
Different segments receive different marketing programs or offers.
Q14. A: Niche marketing
Concentrated marketing focuses resources on a particular segment or niche.
Q15. B: Concentrated marketing
The company is focusing its resources on a specific customer segment rather than the whole market.
Q16. A: Segment attractiveness
Market size, growth, profitability, competition and company capabilities are important factors in target-market selection.
Q17. A: Market attractiveness and company objectives/resources
A segment may be attractive, but the company must also have the resources and capabilities to serve it effectively.
Q18. B: Niche targeting
Niche targeting focuses on a narrow and clearly defined customer group.
Q19. B: Creating a distinct image in the customer's mind
Positioning is concerned with how a brand is perceived relative to competitors.
Q20. B: Segmentation, Targeting, Positioning
STP is one of the fundamental frameworks of marketing strategy.
Q21. A: Clear and meaningful value proposition
A positioning statement should clearly explain the value a brand offers to its target customer.
Q22. A: Product differentiation
Speed and reliability are service attributes being used to differentiate the brand.
Q23. A: Price-based positioning
A company can position itself around affordability or low price.
Q24. B: Changing the desired perception
Repositioning means changing or modifying how a brand is intended to be perceived in the market.
Q25. B: Clear, distinctive and relevant
Effective positioning should create a meaningful and differentiated place in the target customer's mind.
Q26. A: How consumers select, buy, use and dispose of products
Consumer behaviour studies the complete decision and consumption process.
Q27. A: Motivation
Motivation, perception, learning, beliefs and attitudes are psychological factors.
Q28. C: Physiological needs
Physiological needs are the basic human needs at the bottom of Maslow's hierarchy.
Q29. B: Social needs
Belonging, friendship, affection and relationships are social needs.
Q30. A: Select, organize and interpret information
Perception is the process through which consumers interpret information and create meaning.
Q31. A: Change in behaviour resulting from experience
Consumer learning develops through experience, information and interaction with the environment.
Q32. B: Cognitive, affective and behavioural components
Cognitive relates to beliefs, affective to feelings and behavioural/conative to action or intention.
Q33. A: Reference groups
Family, friends, colleagues and other social groups can influence consumer attitudes and decisions.
Q34. C: User
The user is the person who actually uses or consumes the product/service.
Q35. B: Complex buying behaviour
Expensive, risky or infrequently purchased products generally involve greater information search and comparison.
Q36. B: Identify and solve marketing problems
Marketing research systematically collects and analyses information to support marketing decisions.
Q37. B: Defining the research problem
A clearly defined research problem determines what information needs to be collected.
Q38. B: Primary data
Primary data is collected first-hand for the specific research purpose.
Q39. C: Government statistical report
Existing government reports and statistics are examples of secondary data.
Q40. A: Data collection
Questionnaires are commonly used to collect structured information from respondents.
Q41. B: Focus group
A focus group is a moderated discussion used to explore consumer opinions, attitudes and motivations.
Q42. A: Qualitative research
Qualitative research is useful for understanding deeper motivations, perceptions, attitudes and experiences.
Q43. B: Quantitative research
Quantitative research focuses on numerical data, measurement and statistical analysis.
Q44. B: A subset of the population
A sample is a selected portion of the overall population being studied.
Q45. A: Known probability of selection
In probability sampling, population elements have a known, non-zero probability of being selected.
Q46. B: Conduct customer research
Research can identify the actual factors influencing exporter choice, such as price, reliability, tracking, transit time and service quality.
Q47. A: Market positioning and value proposition
If customers value real-time tracking, the company can use this insight to strengthen its value proposition and positioning.
Q48. B: Targeting and positioning
Selecting exporters as the priority segment is targeting, while developing a specialized service/value proposition involves positioning.
Q49. A: Understanding and serving specific customer needs
STP supports customer orientation by identifying customer groups and developing relevant offerings for selected segments.
Q50. C: Research → Segmentation → Targeting → Positioning
Market research provides insights, segmentation divides the market, targeting selects the desired segment, and positioning develops the desired value proposition
Topics to Revise
If your score is below 40, revise these topics:
- Market Segmentation Bases
- Effective Segmentation Criteria
- Target Market Selection
- Undifferentiated vs Differentiated Marketing
- Concentrated/Niche Marketing
- Positioning & Repositioning
- Consumer Buying Behaviour
- Maslow's Need Hierarchy
- Motivation, Perception & Learning
- Primary vs Secondary Data
- Qualitative vs Quantitative Research
- Sampling Methods
- Focus Groups
- Marketing Research Process
- STP Sequence
Marketing Mock Test Series 2026
Continue your preparation with the next practice sets:
- Mock Test 1: Marketing Fundamentals & Marketing Mix
- Mock Test 2: STP, Consumer Behaviour & Market Research
- Mock Test 3: Product Management, Branding & Pricing
- Mock Test 4: Promotion, Digital Marketing & CRM
- Mock Test 5: B2B Marketing, Logistics & Supply Chain
- Mock Test 6: Full-Length CONCOR Management Trainee Marketing CBT Mock