Gauhati University 2007 Post Graduate Diploma Business Management Final --III - Question Paper

2007
MARKETING AND SALES MANAGEMENT
THIRD PAPER
Full Marks: 100
Time: three hours
The figures in the margin indicate fall marks for the ques.
ans all ques.
1. ans any 5 questions: 5×5=25
(a) discuss the four P's of marketing.
(b) discuss the concept of 'marketing myopia'.
(c) Distinguish ranging from product mix and product line.
(d) What is branding? elaborate its benefits to producers?
(e) discuss what is meant by product adoption and diffusion process.
(f) List the main steps involved in the process of sales force training.
(g) discuss how sales promotion can benefit the consumers.
(h) Under what conditions a skimming price may be appropriate?
2. ans any 3 questions: 10×3=30
(a) explain the basic differences ranging from old and new concepts of marketing.
(b) describe the term consumer behaviour. List the characteristics of consumer
behaviour.
(c) Distinguish ranging from 'push policy' and 'pull policy' of a promotion mix.
(d) What is market segmentation? elaborate the bases of segmentation?
(e) discuss any 2 methods of evaluating sales force performance.'
3. ans any 3 questions: 15×3=45
(a) explain in detail the different methods of pricing.
(b) What is meant by sales management? define the major activities involved in
selling.
(c) discuss the various methods of sales forecasting with relative merits and
demerits.
(d) discuss the tests that can be used for evaluating advertising effectiveness.
(e) Name 1 category of goods and 1 category of service you believe are in the
introductory stage of their life cycles. For every product, identify the market that
considers your examples to be actually new.
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Earning:   Approval pending.