Guru Gobind Singh Indraprastha Vishwavidyalaya 2005 B.B.A keting Management - II - Question Paper

END-TERM exam
SIXTH SEMESTER [BBA(H) ] - MAY 2005
Paper Code: BBA(H) 304 Subject: Marketing Management - II
Time : three Hours (Reappear) Maximum Marks : 75
All ques. carry equal marks
Q.1 Write short notes (not exceeding 75 words each) on any 5 of the
following:
(a) Door to Door selling
(b) Post-Sale activities
(c) Channel Conflict
(d) Cooperative A dvertising
(e) Direct Exporting
(f) Ethics of Public Relations
(g) Functions of Sales Force Management
(h) Personal Selling


Q.2 What do you understand by "Channel Modification Decision"? What
does it expose?


Q.3 What factors would you consider while preparing an Advertising
Budget? How would you control the Advertising Budget?


Q.4 explain the need and significance of public relations. elaborate its
different components?


Q.5 Appraisal of performance is an essential component of sales
management? discuss and provide the different methods of appraisal of
performance.

Q.6 provide a brief account of sales promotion techniques with the help of
suitable examples.


Q.7 define the elements of marketing programme. What factors should
be evaluated while planning marketing programme?


Q.8 describe international marketing. How existence of more than 1
market implicate in international marketin g processes and policies?

Earning:   Approval pending.