Bharathidasan University 2009 M.B.A Barathidasan University keting Management - Question Paper

Barathidasan University M.B.A. Marketing Management Nov 2009
Marketing Management
Time : 3 hours Maximum : 100 marks

part A — (5 * eight = 40 marks)
ans any 5 ques..

1. explain the significance of marketing in the modern world.

2. elaborate the Psychological Factors that influence consumer’s decision making?

3. describe advertising. explain briefly the objectives of advertising.

4. Comment on the qualities of a successful salesman.

5. What is prospecting? What is its significance?

6. define the objectives of pre approach.

7. What is presentation? explain the features of a good preservation.

8. What is closing? elaborate the objectives of closing?

part B — (4 * 15 = 60 marks)
ans any 4 ques..

9. describe market and explain the major approaches of market segmentation.

10. What do you mean by buying motives? discuss the importance of studying consumer behaviour in
marketing.

11. explain the essential features of a sound advertising policy.

12. Bring out the major qualities of a successful salesman.

13. discuss the methods of prospecting.

14. explain the procedure of handling sales objections.

15. What do you understand by approach? discuss the requisites of a good approach.

Earning:   Approval pending.