-RollNo.•.......•.......•.....

TotalNo.ofQuestions:13]

PaperID[B0239]

(PleuserillthisPaperIIIinO.••..IR!ihcct)

[TotalNo,ofPages:02

MBA(MB-502)(S05)(LE)(Sem..4'h)

ADVERTISING&SALESMANAGEMENT

Time:

03Hours

Instruction

toCandidates:

1)

Section-AisCompulsory.

2)

AttemptanyNinequestionsfromSection-B,

Section.

A

Maximum

Marks:

75

Ql)

a)

b)

c)

d)

e) f) g)

h)

i) j) k)

I) m)

(15x2=30)

DefineAdvertising,

DiscusssocialimplicationsofAdvertising,

Enumeratecommunication

modelsofAdvertising.

ExplainAIDAModel.

Whatissignificance

ofAdvertisingBudget"

ExplainvarioustypesofMedia,

WhatiscopywritingforPrint?

Explain"clientrelationship",

Discusssignificance

ofethicsinAdvertising.

Namethreemethodstomeasureeffectiveness

inAdvertising.

Discussmainobjectives

ofSalesManagement.

Whatis

aSalesContest.

Explain

'Sales

Budget',

11).Enumeratemethodstocontrol'salesforce.

0)

Writesignificance

rJfaDistributionChanneL

D-372X

[1299]

---------------~--------_

..._--

I~T.0,

(9x5=45)

ScctiQn.B

Q2)DiscussconceptofIntegratedMarketingCommunication.

Q3)DiscussroleofAdvertisinginMarketingMix.

Q4)

E:xplainMarketingstrategiesinAdvertisingCampaign.

Q5)WriteadetailednoteonBrandPositioning.

06)Highlightmulti-mediastrategies.

Q7Y

Discussneedandimportanceofguidelinesforcopy-writing.

Q8)DiscussstructureandfunctionsofAdvel1isingAgencies.

Q9)ExplainroleofconsumerprotectioninAdvertising.

Ql0)Examineefficacyofsalesrelatedmarketingpolicies.

Qll)Discusssalesdept!.rapporttechniquesvis-a-visotherdepartments.

Q12)Writemodesofmotivatingsalespersonnel.

Q13)WritenoteonManagingDistributionChannels.

D.372X

2

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----------------

-----

_._-

:)',Roll'N9.i•••••••••••••••••••••

..TotilieNi"ofQuestions':131

,,'iF",'<~,i'.'.

'.Paper

11>[B0240)

(TotalNO.'ofPages:02

"~'.'

,(pleasefmthis,Paper

lD'inOMRsheet)

..,'

"

MilA(MB-503)(S05)

(LE)(Sem._4th)

S~RVICE1JMARKETING

Time:()3.H6urs

.'.

InstruCtIontoCandidates:

..'1)

;S~cti6n-Ais.Qompulsory.

',.':

,.-

',ci~c';

.;,".::",;"""'.~;~:"

.~)'.AttemptanyNineq\lesti6nsttom.Section-B.

Maximum

Marks:

75

",'"Section-A

...\,.

,b)

c)/

d)

.Qi).''.

(15x2=30)

.,'"

'.,'.a):,Cit"el\amPIes.,<>f,the.differefices

betweenmarketingproductsand

marketil1gserVic;,;

,"..-.•....'.''.

'~f<',~".,_,.;,':","

1'~""".

'.'...:

Lisl':the't~~sohsf61".th~gro\iithoftheservicessector

Whataretheservicequalitydimensions?

Identifypost'piiiciiasebehaviorsofcustomerswhoaresatisfiedwitha

.sefVlpe.

'",

.,': J.: .".,

..--

e) f) g)

h)

i) j) k)

I)

,....

Ideritify',ihe'levelsofconsumerexpectationsandgiveexamplesofeach,

Whatismeantbyservicerecovery?

,

Bridfly'~xplaintypesofservicescapes.

.:~

,IdentifytheresponsemoderatorsofindividualstotheservicescapcCite

.1.

..

ex";"plesyou.haveseenofeachtypeofresponse.

Whatismeantbyaservicefailure?Citeanexamplefromyourpersonal

experienceofaservicefailure.

Brieflyexplainsrrategiesforeffectivedeliverythroughintermediaries.

Discusstheroleofpricinginthemarketingofservices.

EXplaillwhat'ismeantbycustomer-focused

pricing.

Ill)

Brieflyexplainservices

marketing

cOl1llllunicatio1l1111:\

n)

Bfiel1yexplaindifferentapproachesofpricing

,0)

Brieflyexpiainhowcapacitycanbemanagt:dIIIservIcesll1<lrkt'tlllg

D-550X/1299/

PTil.

--------------------------"'--_

.._-----

--

Section-B

(9X5~4J)

Q2)Discusscharacteristicsofservices.Howthec!assification

ofservicesis

doneandwhy?.

(3)IdentifYthegaps.intheevaluationofservicequalityIdentifythecausesof

eayhgapandthemarketingstrategiesfirmscanusetoredl:cethesizeof

eachgap

.,

Q4)Brieflyoutlinetheroleofconsumerexpectationsdnringthepre-purchase

phase,.theserviceenc011nt~",andthepost-purchasephase.

Q5)DiscussindetaiJtheprocessofservlcerecovery

(6).ExplainindetailtIieroleo'fMarketingResearchinunderstandingcustomer

ex~ectationandperception.

Q7)ExplainindetailtheprocessofservicedevelopmentanddesignDiscussin

~eta!Iservicescapeeffectonbehavior.

/•

•-.r."

._.

.._

i_~_

Q8)DIscussindetailservicescapeeffeet

onbehavior.

;'.

.,'

..Q9).Discussimportance

andstrategiesforeffectivedeliverythronghcustomer

.participation.

QIO)IdentifYthe.principlesofmanagingcustomerwaitingandqueues

Explain

.howaservicecan.effectivelymanageeachoftheprinciples.

f.

QIi).Whatarethepricingobjectivesservicefirmscanuse?G,veanillustratIOnof

aservicefinnthatuseseachtypeofobjective.

QI2)IdentifYmethodsindividualsusetodealwithconflict.Compareandcontrast

themethodsusedbyserviceemployeesandcustomers

QI3)Identifythevariousmethodsavailabletofirmstomeasuretheeffectiveness

ofa

communicationsprogram,Discus,Swhen

each

methodshould

beused

ODD

,..D-550X

2

---------------------_._-..-

RollNo

.

TotalNo.ofQuestions:13/

PaperID[B0241j

{Please1111thisPaper

10inOMRShcel}

[TotalNo.ofPages:02

MBA

(MB-504)(S05)(LE)(Sem

..4")

CONSUMER

BEHAVIOUR

Time:

03Ho'urs

Maximum

Marks:

75

Instruction

toCandidates:

1)

Section-AisCompulsory.

2)

AttemptanyNinequestionsfromSection_B.

Whataretheadvantages

andlimitationsofsecondarydata?

QJ)

a) b)

c)

d)

e) f) g)

h)

i) j) kJ I)

Section.

A

Definecustomer

value,satisfactionandretention.

DefmeMarketingethicsandsocialresponsibility.

Explainmarketsegmentation.

DefineBrandPersonality.

Doessubliminal

advertisingworks?

Whatisc.onditioned

learning?

Explaindeceptiveadvertising.

Explainattributiontheory.

Explaincomponentsofcommunication.

Whatisagroup?

Whatismeantbyaffluentconsumer?

(15x2=.10)

m)

Defineculture.

n)

Differentiate

sun-agatebuyersandopinionleaders.

0)

DefineViralmarketing.

D-55JX!12991

P.T.O.

-----._-----------'.----.-

---.

Section-B

.Q2)Explainmodel6fconsumerdecisionmakingindetail.

(9x5=45)

.Q3)

Howmarketsegmentation,targetingandpositioningareinterrelated"How

theycanbeusedtodevelopmarketingstrategyfor'aproduct"

Q4)

Discussindetailmodelofthemotivationprocess.

Q5)

Discussindetailtheoriesofpersonality.

Q6)

Discussindetailelementsofperception.

Q7)

Explainbehaviorallearningandcognitivelearningtheories.

Q8)

Define&explainmeaningofattitude.Explaininbrieffactorsaffectingthe

relationshipbetweenattitudebeliefandbehavior.Explainthetwotheoriesof

attitude?

Q9)Explain

communicationprocessinconsumerbehavior.

QIO)Discussindetailfamilylifecycle.

QII)Howmarketersseektotakecontroloftheopinionleadershipprocess.

QI2)Explaintheadoption.process

indetail.

QI3)Explainmodelofconsumerdecisionmaking.

D-55IX

.2

RollNo.............•.........

TotalNo.ofQuestions:13)

fTotalNo.of1)~lgcS:02

PaperID[B0242]

(Pkase

filllhi~I'apuIDillO:\IRSheen

MBA(MB..506)(S05)(LE)(Scm._4"')

INTERNATIONAL

MARKETING

Time:

03Hours

Maximum

Marks:

75

Instruction

toCandidates:

'1)

Section..AisCompulsory.

2)

AttemptanyNinequestionsfromSection_B.

Section..A

(IJx2=3(1)

WhatareMarketingTactics?

WhatisForfeitingTransaction?

Define[ntemationa!Marketing.

Writethe13P'soflntemational

Marketing.

WriteashortnoteonMMTC.

WhatisMixedBasketEconomy?

DiscusstheprincipleofWTO.

WhatareTradeBarriers?

DifferentiatebetweenPreandPostShipmentfinance.

WhatisroleofProformaInvoice?

WriteashortnoteonBillofExchange.

WhatareExporthouses?

Discuss

thescopeofInternational

MJrkcting

Research.

WhatareServicesExports?

Describethesignificance

ofMarketingInformation

System

(MIS)

Q1)

a) b)

c) d)

e) f) g)

h)

i) j) k)

I) m)

n)

0)

D-621X/1299/

R7:o.

I---~-_~--------_

.._--_.._---------_.._----

Section-B

(9x5=45)

Q2)HowdoesInternationalMarketingdifferfromDomesticMarketing?

Q3)

WhataretheobjectivesofEX1MPolicy2002-07andwhatarcthehighlights

ofEX1MPolicy2002-07.

Q4)

WhatarethefunctionsofCommodityboards?How

aretheyhelpfulin

InternationalMarketing?

Q5).Whatisthedifference

betweenexportcreditandexportcreditinsurance"

Q6)

WhatarethestagesbfNational

MarketDevelopmentandwhatpercentage

ofworldincomeisfoundineachofthestages?

Q7)

ExplainthestructureandfunctionofWTO.

Q8)

Tariffissometimesusedasadevicetoimproveacountry'stermsoftrade

andtherebysecurealargeshareofgainsfromtrade.Discuss.

Q9)

Discusstheglobalcrisisof2008.

QIO)WhatarekeydocumentsusedinInternationalTrade?

QIl)Discussdifferenttypesoflntenmediaries:DirectChannel.

QI2)Whatistheneedandimportanceofmarketresearch

forexportbusiness')

Q13)Exportislikeanyother

commercialtransactionandhence

there

ISno

justificationforanydirectorindirectincentives

forexports.Discuss.

D-621X

--

---~-,.~-----

----_.._-----

2

-RollNo..••......•......•.....

TotalNo.ofQuestions:13J

PaperID[B0243]

(Please

rillthisPaperIDillOI\lRSh.tt)

ITotalNo.ofPages:02

MBA(MB-507)(S05)(LE)(Sem.-4")

RURALMARKETING

Time:

03Hours

Maximum

Marks:

75

Instruction

toCandidates:

1)

Section-AisCompulsory.

2)

AttemptanyNinequestionsfromSection-B.

Section-A

Q~

05x2=3~

a)Whatdoyoumeanbythetermagriculturemarketing?

b)

DefineRuralIndex.

c)ExplainthetermAGMARK?

di

Whatis"contractfanning"?

e)Mediaforruralcommunication.

1)

Ruralcreditinstitutions.

g)

Cooperativemarketing.

h)

DefineCottagelndustry.

i)Writeanoteon~arketsegmentation.

j)GiveanaccountofIndian

companiesspecialising

inruralmarketing.

k)

DefineMarketingResearch.

I)Definedurableandnon-durableproducts.

m)Discusstheproblemsinruralmarketing.

n)

Drawacomparative

profileofruralandurban

consumers.

0)

ExplaintheroleofNGOsinruralmarketing.

DC622X{/299j

RT.O.

Section-B

(9x5~45)

Q2)

Explainindetailthefactorscontributingthechangeofdemandinruralmarket.

Q3)

Ifthesamemarketingprinciplesareapplicabletoallmarketsthanwhythere

isaneedtostudyruralmarketingasanareaofseparatestudy"

Q4)Identify

thekeydifferencesintheenvironmentfactorsaffectingbuyer

behaviourforruralandurbanmarkets.

Q5)

ExplaintheconceptsofThompson-ruralmarketindexandtheirparameters

indetail?

Q6)

DiscussindetailvariousruraldistributionstrategiesadaptedbymajorIndian

FMCGCompanies?

Q7)

Explaintheconceptofresearchanditsstepsusedinagriculturalmarketing"

Q8)

Discusstheproductstrategiesfortheruralmarket,inviewofthevast

heterogeneityofthemarket.

.Q9)

Whatdoyoumeanbyco-operativemarketing?Evaluatetheeffectivenessof

co-operativeMarketinginIndia?

QJ0)Consideringruralurbandifferencesmakedifferentmessagedecisionforthe

products

(a)ToiletSoaps.

(b)

Detergents.

QJ1)Discusstheroleofgovernmentinruralmarketing.

QJ2)"Corporateenterprises,asapartofsocialresponsibilityshoulddevelop

ruralareas",Doyouagreewiththisview?Suggestanactionpiantoacompany

likeITC.

Q13)Whatinitiativethegovernmenthastakentopromotecottageindustryand

artisanproductinIndia?

--

D-622X

2

------_.----------------""-

-----

.-_..-----_.--~..~-.---_.

RollNo

.

TotalNo.ofQuestions:13]

PaperID[B0244J

(Please

fillIhisPaper

IDinOMRSheet)

ITotalNo.ofPages:02

MBA(MB-509)(S05)(LE)(Scm.-4'")

PRODUCT

ANDBRANDMANAGEMENT

Time:

03Hours

Maximum

MarkS:75

Instruction

toCandidates:

1)

Section-AisCompulsory.

2)

AttemptanyNinequestionsfromSection-B.

SectioncA

QI)

a) b)

c) d)

e) t) g)

h)

i) j) k)

1) m)

n)

0)

(15x2=30)

DefineProduct.

DefineProductMix.

WritefourstagesofProductLifecycle(PLC).

WriteshorlnoteonProductdifferentiation.

DefineProductLine.

WhatisPerceptualMapping?

WhatisConceptTesting?

DiscussthemethodsofgeneratingNew

Productideas.

Brieflydiscussthemainpricingstrategies.

Writeshortnoteonconceptofproducttesting.

DefineBrandEquity.

DefineBrandRecall.

WriteshortnoteonBrandpositioningandrepositioning.

Discusstheimportanceofpackaging.

DefineBrandExtension.

D-623Xfl299f

P.T.o.

Section-B

(9x5~45)

Q2)

DiscusstheScopeofaproduct.Elucidatetheterm

takingtwoproductsof

yourchoiceandcommentonthesatisfactionyouderivebyadoption.

Q3)CommentonthedemeritswithLineExtensions.

Q4)Brieflydescribeeachofthefourstagesofproductlifecyclebytakingan

exampleeachfromconsumerandindustrialproduct

Y0ltarefamiliarwith.

Q5)

ExplainthemethodologyofconstructingBCGMatrix.

Q6)

Whatfactorsshouldbeconsidered

whilemakingpricingdecision?Would

thesefactorschangeincaseofanew

product?Why?

Q7)

Whatfactorsdeterminethedecisiontooffernewproductsbythemarketer?

Q8)

Whatarethestepsinvolvedinnew

productlaunch?Discusswithhelpofa

suitableexample?

Q9)Howcanthesaleshistoryofexistingproductsguidethenew

product's

salesforecaster?

Ql0)Discusstheterm

'Positioning'ofaproductintheIndiancontext.What

makessegmentationstrategyhaveadirectimplicationonthepositioning

strategy?

Qll)CreationandmanagementofBrandequityrevolvesroundtheconsumer.

Doyouagreeordisagreesubstantiateyouranswer.

Q12)Discusstheimportanceofpackingasatoolforproductdifferentiatinnand

marketcultivation.

Q13)Discusstheimportance

oflabellingbothfromthesellersaswellasthe

buyerspointofview.

D-623X

2

------._--_

.._-~.-._-----------------------.._-------.--.~_..-