Kurukshetra University 2008 M.Com Marketing Advertising and sale management - Question Paper

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Code No. 3250 ADVERTISING AND SALES MANAGEMENT Paper : MC-222

Time: Three hours /    ( Maximum Marks: 100

Note: Attempt any FIVE questions. Each questions carries 20 marks.

1.    What is an institutional advertisement? What for these advertisement are issued?

2.    How can you ere*tea sound culture of salesmanship? What is the relevance of AIDAS theory of selling for creating sound salesmanship?

3.    What directions marketers do find from the performance of sales force? What are the major parameters of 'oluation of sales performance?

4.    What is impact of advertisement on the consumer behaviour? How can it control customer dissonance?

5.    What are the principles of sales organisation. Discuss various organisational designs suitable for selling efforts for both direct and indirect sales.

6.    What are internal sources of recruitments? For what positions in sales internal sources and suitable and why?

7.    How do you select suitable advertising media? What are major considerations in the selection of advertising media for goods of mass consumption?

8.    Write short notes on:

(a)    Relevance of sales contest in this age of digital marketing

(b)    Formulation of sales quota.

Attachment: kurukshetra-university-2008-m-com-marketing-47974-1.jpg

Earning:   Approval pending.