Punjab University 2010 M.B.A Advertising & Sales Management - Question Paper
PU MBA 2010 Advertising & Sales Management
[Total No. of Pages : 02
Paper ID [B0239]
Roll No.......................
Total No. of Questions : 13]
(Please fill this Paper ID in OMR Sheet)
MBA (MB-502) (S05) (LE) (Sem. - 4th) ADVERTISING & SALES MANAGEMENT
Maximum Marks : 75
Time : 03 Hours
Instruction to Candidates:
1) Section - A is Compulsory.
2) Attempt any Nine questions from Section - B.
Section - A
Q1)
a) Define advertising.
b) What is publicity?
c) A I D A Model
d) Market Segmentation.
e) Marketing Mix.
f) Advertising media.
g) Copy writing.
h) Advertising layout.
i) Advertising Agency.
j) Advertising Effectiveness.
k) Define sales Management.
l) Sales contests.
m) Sales Budget.
n) Channels of distribution.
o) Sales quotas.
Q2) What is advertising? Explain various objectives of advertising.
Q3) Discuss advertising as a social process.
Q4) Explain various models of advertising communication.
Q5) Discuss various methods of setting advertising budget.
Q6) Discuss any two indoor media vehicles.
Q7) What is advertising copy? State attributes of an effective advertising copy. Q8) Define advertising agency and discuss its functions.
Q9) Explain various methods of testing advertising effectiveness.
Q10) What is sales management. Discuss its features.
Q11) Explain various types of sales organisations.
Q12) What is sales quota. Explain different types of sales quotas.
Q13) Define sales budget. Discuss different methods of binding sales force.
A-468 2
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| Earning: Approval pending. |
