Punjab Technical University 2007-3rd Sem M.B.A - ADVERTISING AND SALES MANAGEMENT - Question Paper

ADVERTISING AND SALES MANAGEMENT
M.B.A
MB-502 (O)
IIIrd /IVth Semester (2096)

Time: three Hours Max Marks:75

Note: Part A is compulsory and have 15 short ans ques. of two marks every. Part B is consists of 12 long ans ques. of five marks each,out of which you have to attempt 9 ques..

SECTION A
1.
i. Define Advertising.
ii. What is brand positioning?
iii. What do you mean by integrated marketing communications?
iv. What are the features of a good advertising layout?
v. What are the functions of ASCI?
vi. What are sales Quotas?
vii. Define Segmentation?
viii. What factors should be kept in mind while setting sales territories?
ix. What are advantages to an advertising agency of maintaining sound relations with the clients?
x. What is the meaning of multi-media strategy?
xi. What are the social implications of advertising?
xii. What are the characteristics of a good sales contest?
xiii. What are the purposes of setting standards for the sales force?
xiv. What factors should be kept in mind while selecting in media for advertising.
xv. Define Sales Management


SECTION B
2. Highlight the scope of advertising , with suitable illustrations.
3. Critically examine the different factors to be kept in mind while setting advertising budgets.
4. Explain AIDA model of communication by citing suitable examples.
5. Outline the different components of am advertising plan by citing suitable illustrations.
6. What guidelines you would recommend for copywriting. Dexplain with the help of and illustration.
7. Describe the different functions performed by and advertising agency.
8. Explain the different objectives of Sales management, suitable illustrations.
9. Outline the steps involved in the selling process.
10. Outline salient features of different of different kinds of sales organization structures.
11. Suggest different ways to motivate the sales personnel.
12. What are the important control techniques commonly employed to control the sales personnel? discuss with examples.
13. What are option methods of compensating the sales personnel? Illustrate.

Earning:   Approval pending.