Vellore Institute of Technology 2011 M.Com Commerce S-2584 Advertising & Sales Management - 1( Sem1 ) . - Question Paper
S-2584 M. Com. - I Examination March/April - 2011 Advertising & Sales Management
Time : Hours] :
[Total Marks : 70
Seat No.:
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Name of the Examination :
M. Com. - 1
Name of the Subject:
Advertising & Sales Management
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-Subject Code No. |
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-Section No. (1,2,.....): Nil |
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Instructions : (1) As per the Instruction No. 1 of Page No. 1.
(2) Figures to the right indicate full marks.
Advertisement is uninvited and unwelcomed guest. 15
Discuss this statement with reference to the social effects of advertising.
Briefly explain the objectives of advertising and 15
explain the guiding principles of setting effective advertising objectives.
What do you mean by specific medium vehicle? Explain 15 at length the factors affecting the selection of medium vehicle.
What do you mean by Sales Management? Explain the 15 objectives of sales management in detail.
Discuss at length the various methods of handling 15
objections and doubts of prospective customers.
Discuss the merits and demerits of Survey of consumers 15 intention method and Experts opinion method of sales forecasting.
5 Mr. Vinay is the M.R. of a well known pharmacy 11
company. He is allotted main cities of South Gujarat. He is required to visit doctors every fifteen days, distribute free samples, book orders and ask them to recommend the medicines. However, he has to wait for long time before meeting the doctor as many patients await their turn. Moreover, many times he is unable to answer doctors queries pertaining to medicines. Sometimes, he is unaware of the companys policy regarding return of unused medicines.
In the above case which information regarding product and customer should Mr. Vinay have? What are your suggestions to increase the efficiency of personal selling?
S-2584] 3 [ 900 ]
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