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					 DE–4276                                                  11


                  DISTANCE EDUCATION
       M.Com. (Marketing) DEGREE EXAMINATION,
                   DECEMBER 2008.
                MANAGEMENT CONCEPTS
                     (2005 and 2006 Batches)
Time : Three hours                       Maximum: 100 marks

              SECTION A — (5  8 = 40 marks)

             Answer any FIVE of the following.

              All questions carry equal marks.

1.   State why management is regarded as a profession.

2.   Enumerate the different schools of Management Thought.

3.   Explain the need for decision-making in a business
undertaking.

4.   Evaluate the importance of planning in modern business.

5.   What are the features of objectives? What are their
benefits?

6.   Write notes on :
     (a) Role playing and
     (b) Sensitivity Training.

7.   Enumerate the characteristics of an ideal control system.

8.   What is management information system? Explain its
features.
              SECTION B — (4  15 = 60 marks)

              Answer any FOUR of the following.

                All questions carry equal marks.

9.    Explain the theory advocated by Elton Mayo.

10. Describe the stages in the process of development and
appraisal of a big project.

11.   Discuss ‗Graicunas‘ formula of span of control.

12. Discuss the        issues involved in centralisation   and
decentralisation.

13.   Explain in detail the ‗Leadership Styles‘.

14.   Explain the types of informal communication.

15.   Explain ‗BPR‘.



                        –––––––––––––––




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DE– 4277                                                      12


                  DISTANCE EDUCATION

       M.Com.(Marketing) DEGREE EXAMINATION,
                  DECEMBER 2008.

                  BASICS OF MARKETING

                       (2005 onwards)

Time : Three hours                           Maximum : 100 marks

              SECTION A — (5  8 = 40 marks)

              Answer any FIVE of the following.

1.   What are the facilitating functions of marketing?

2.   State the meaning of micro-marketing.

3.   Explain the various elements of product policy.

4.   What do you mean by consumerism?

5.   Elucidate the demerits of resale price maintenance.

6.   State the causes      for       the   failure   of   consumers‘
Co-operatives in India.

7.   Write notes on:

     (a)   Symbiotic Marketing.

     (b)   Penetration Pricing.

8.   What do you mean by marketing mix? Briefly state the
elements of marketing mix?


                                 3
              SECTION B — (4  15 = 60 marks)

                 Answer any FOUR questions.

9.  What are the various approaches to the study of
marketing? Explain.

10.   Discuss the different criteria for market segmentation.

11.   Explain the marketing planning process.

12.   Explain clearly the modern concept of marketing.

13.   Bring out the various factors that affect price decisions.

14. What is product planning? Discuss the stages involved in
product planning and development.

15.   Elucidate the consumer Exploitation in India.
                        ————————




                                4
     DE–4278                                             13

                    DISTANCE EDUCATION

      M.Com. DEGREE EXAMINATION, DECEMBER 2008.

                            Marketing

         SALES AND DISTRIBUTION MANAGEMENT

                         (2005 onwards)

Time : Three hours                         Maximum : 100 marks

                SECTION A — (5  8 = 40 marks)
                Answer any FIVE of the following.

1.     What are the objectives of personal selling?

2.     Explain briefly the various methods of sales forecasting.

3.     What is salesforce Management?

4.   What is a sales territory? How it helps the salesman in
achieving his target?

5.     How are salesmen motivated?

6.     What are the characteristics of a Good – storage facility?

7.     What is a container service?

8.     What are the essentials of a Good Package?

               SECTION B — (4  15 = 60 marks)
                  Answer any FOUR questions.

9.     Discuss the different types of salesmanship.



                                 5
10. What is the necessity of training salesmen? Explain
different methods of training.

11. Discuss the different methods of controlling salesforce
performance.

12.   Explain the essentials of good remuneration plan.

13. How channel        conflicts   are   resolved   under   sales
management?

14. Explain in detail how distribution cost analysis is done
and how it helps to increase the marketing efficiency.

15. Explain the various types of Warehouses and their
functions.



                        –––––––––––––




                               6
     DE-4279                                             14

                    DISTANCE EDUCATION

        M.Com. (Marketing) DEGREE EXAMINATION,
                    DECEMBER 2008.

               PROMOTIONAL MANAGEMENT

                      (2005 & 2006 Batch)

Time : Three hours                          Maximum : 100 marks

                SECTION A — (5  8 = 40 marks)

                  Answer any FIVE questions.

1.     Describe the social influence on consumer decisions.

2.     Explain retail advertising budget.

3.     Discuss the nature and scope of Advertising.

4.     What is meant by media planning?

5.     How will you measure the effectiveness of advertisement?

6.   What is public relations? Distinguish public relation with
advertising and propaganda.

7.   Is there any necessity to measure the effectiveness of our
advertisements? Discuss.

8.    Explain the impact of consumer oriented sales promotion
on children.


                                7
              SECTION B — (4  15 = 60 marks)

                 Answer any FOUR questions.

9.    What are the common practices in use for determining
the size of an advertising budget?

10. Why advertising objectives are set? What are different
variables used in setting an advertising objectives?

11. What are the main services rendered by an advertising
agency? Is it absolutely essential to use an advertising agency?

12. What should be the considerations for selecting an
advertising medium?

13. Discuss the need and place of public relations in an
organisation. What are the communication functions of Public
Relations?

14. What legislations are there regarding the content and
dissemination of advertising messages? Explain them.

15. What are the social responsibilities of advertising? Do
you feel advertising has successfully discharged out these
responsibilities? Substantiate your answer with suitable
examples.



                        ———————




                               8
  DE-4280                                              15

                  DISTANCE EDUCATION

       M.Com. (Marketing) DEGREE EXAMINATION,
                      DECEMBER 2008.

 CONSUMER BEHAVIOUR AND MARKETING RESEARCH

                       (2005 onwards)

Time : Three hours                      Maximum : 100 marks

              SECTION A — (5  8 = 40 marks)

                 Answer any FIVE questions.

1.    What is perceptual interpretation? What influences tend
to distort the perception of individuals?

2.    What is family? Explain the basic functions of a family
with regard to consumer behaviour.

3.   Explain the fundamental forces that shape cultural
values. How do they effect marketing?

4.    What is decision? Explain the various models of man that
depict consumer decision making.

5.    What is post-purchase dissonance, and what conditions
lead to it? How do consumers reduce cognitive dissonance?

6.    Highlight the importance and role of marketing research
in today's marketing management operations in India.

7.    Why primary data is collected in marketing? How can
this be collected?

8.  Highlight the purpose of using various statistical tools in
marketing research.
                              9
              SECTION B — (4  15 = 60 marks)

                Answer any FOUR questions.

9.    What do you mean by ‗Consumer‘? Explain different
kinds of consumers. What are the roles of different persons
involved in purchase decisions?

10. What is cognitive theory of learning consumer behaviour?
Which of the learning theories - classical conditioning theory,
instrumental conditioning theory and cognitive theory - do you
think is more applicable to consumer behaviour and why?

11. Discuss the consumer behaviour applications of different
social classes.

12. Define the term ‗product innovation‘. What are product
characteristics that influence diffusion?

13. Compare and contrast the probability and non-probability
sampling methods. Highlight the situations where each of
these can be used.

14. What future trends are visible from the marketing
research activities of the recent years? Critically examine
these.

15. What are ethics? Give some glaring examples of unethical
marketing research practices? How these practices should be
curbed?



                         ——————




                              10
 DE–4281                                                 21


                  DISTANCE EDUCATION
       M.Com. (Marketing) DEGREE EXAMINATION,
                   DECEMBER 2008.
                 PRODUCT MANAGEMENT
                       (2005 onwards)
Time : Three hours                      Maximum : 100 marks

                PART A — (5  8 = 40 marks)
                 Answer any FIVE questions.

1.    Define Product. Describe the qualities of a good product
policy.

2.   What is meant by product life cycle? Explain its concept
with examples.

3.    What is marketing strategy? How will you develop
strategy for positioning the product?

4.   Define Product Research. Explain the areas available for
Product Research.

5.    What is Branding? Describe the reasons for branding
individual products.

6.    What is Business Analysis? Explain the stages involved
in business analysis.

7.    What is launching of a product? Explain the steps
involved in successful launching.

8.  As a product manager, explain your role in the product
management.

                             11
               PART B — (4 × 15 = 60 marks)

                Answer any FOUR questions.

9.    What is product mix? Explain the factors which influence
the change in product mix.

10. What is product diversification? Describe the reasons for
the diversification.

11. What is 7S frame work? Explain its use in new product
development.

12. Differentiate the Brand image from brand equity. Also
describe the conditions favourable to branding.

13. What is diffusion of innovation? Also describe the role of
venture beams in new product development.

14. Contribute your views relating to future trends in
product management.

15. What do you mean by new product? State the reasons for
the failure of new products.



                      ————————




                             12
DE–4282                                                   22


                  DISTANCE EDUCATION
       M.Com. (Marketing) DEGREE EXAMINATION,
                   DECEMBER 2008.
         INDUSTRIAL AND SERVICE MARKETING
                        (2005 onwards)
Time : Three hours                        Maximum : 100 marks

              SECTION A — (5  8 = 40 marks)
                Answer any FIVE questions.
               All questions carry equal marks.

1.   Define Industrial Marketing. What are the scope for
industrial marketing?

2.   Describe the motives of the industrial buyer.

3.   How the industrial products are classified?

4.   Point out the reasons for pricing strategies for industrial
products. What are the merits of it?

5.   State the characteristics features of services.

6.    What is meant by service communication? What are the
factors which distinguish service communication from product
communication?

7.   Explain the significance of marketing in airline industry.

8.   Write short notes on social marketing.

                               13
              SECTION B — (4  15 = 60 marks)

                 Answer any FOUR questions.

               All questions carry equal marks.

9.  What are the special features of industrial goods?
Enumerate different classes of industrial goods.

10. Define Advertising. What role should advertising play in
Industrial marketing?

11. Briefly explain the various classification schemes for
services.

12.   Explain the obstacles in service marketing.

13. Define service quality and explain the benefits of service
quality initiative.

14. Discuss the formulation of marketing mix for financial
services.

15. Explain the planning and development of product in
hospital services.



                       ————————




                              14
 DE–4283                                                     23


                    DISTANCE EDUCATION

       M.Com. (Marketing) DEGREE EXAMINATION,
                   DECEMBER 2008.

         STRATEGIC MARKETING MANAGEMENT

               (2005 and 2006 Batch onwards)

Time : Three hours                          Maximum : 100 marks

                   PART A — (5  8 = 40 marks)
                   Answer any FIVE questions.

1.   What    are    the   weaknesses   of    ―shareholder    value
analysis‖?


2.   Why competitor analysis is important?


3.   What do you mean by cross impact analysis?


4.   Briefly explain the concept of ―guerrilla marketing‖.


5.   What are the functions of advertising?


6.   What do you mean by diversification strategy?


7.   What is ―Gap Analysis‖?


8.   How to evaluate competitive relationship?



                               15
               PART B — (4  15 = 60 marks)
                Answer any FOUR questions.

9.   Explain Boston Consulting Group‘s Growth share and
Growth Gain Matrices. Also explain how the BCG Matrix is
useful in formulating strategy.

10. Why relationship marketing is important as strategic
marketing tool? How a relationship marketing programme can
be developed?

11. Explain the strategies that would be adopted for a
mature and a declining markets.

12. How advertising policy is framed by an organisation?
What are the criticisms of advertising?

13. Explain different Generic      Strategies   suggested   by
Michael Porter in detail.

14. ‗‗Push strategy is better than the Pull Strategy for FMCG
and the vice versa for industrial products‘‘. Do you agree?

15. What are the popular pricing objectives pursued by a
company in the price fixation strategy?



                       ———————




                             16
DE–4284                                                     24

                    DISTANCE EDUCATION

       M.Com. (Marketing) DEGREE EXAMINATION,
                   DECEMBER 2008.

       INTERNATIONAL TRADE AND MARKETING

                         (2005 onwards)

Time : Three hours                          Maximum : 100 marks

                PART A — (5 × 8 = 40 marks)

                   Answer any FIVE questions.

1.   Distinguish      between        domestic   marketing    and
international marketing.


2.   What is the rationale of the protection of local industries?

3.   Briefly explain Balance of Trade.

4.   What are the different forms of subsidies?

5.   What problems will be faced by an MNC in conducting
marketing research in India?

6.   As an international marketer, for which type of MNC
would you advise the development of global brand?




                                17
7.    Give two examples of products that should be adapted for
foreign markets and that should be standardised. Explain the
reasons for your decision.

8.    What is a letter of credit?

                 PART B — (4 × 15 = 60 marks)

                  Answer any FOUR questions.

9.    What are the benefits of international marketing?

10.   Explain how foreign laws can affect four P‘s of marketing.

11.   Explain the different pricing strategies used by MNCs.

12. Explain how the Government of India protects the local
industries through the schemes of incentives and subsidies.

13. As an international marketer, which type of MNC would
you advise the development of national brands? Why?

14. What are the most important factors to be considered in
product positioning decision abroad? Elaborate your answer for
positioning Handloom Textiles in two foreign markets of your
choice.

15. Explain the purpose for which the GATT had been
created. Do you feel that GATT has served the purpose of its
creation?



                         ———————


                                18
     DE-4285                                              25

                    DISTANCE EDUCATION

        M.Com. (Marketing) DEGREE EXAMINATION,
                    DECEMBER 2008.

                     RURAL MARKETING

                         (2005 onwards)

                     (2005 and 2006 Batches)

Time : Three hours                        Maximum : 100 marks

                SECTION A — (5  8 = 40 marks)

                  Answer any FIVE questions.

1.  Enumerate the Indian Companies specialised in rural
marketing.

2.     What are the problems in rural marketing?

3.     Write a note on rural marketing institutions.

4.  Discuss the role of Government in pricing for rural
markets.

5.  Highlight the various methods of communication in rural
marketing.

6.     Explain the term ‗‗Marketing Boards‘‘.

7.     How Cotton and Textile products are marketed?

8.     State the importance of personal selling in rural markets.


                                19
              SECTION B — (4  15 = 60 marks)

                 Answer any FOUR questions.

9.    Explain the size and composition of rural markets.

10.   Discuss the sales force management in rural markets.

11. What are the functions of central and state warehousing
corporations? Explain.

12.   Write a short note on :
      (a)   Grain marketing
      (b)   Milk and dairy products marketing.

13.   Explain the product management in rural markets.

14.   Explain the role of price in competitive economy.

15. Discuss     the   problems       in   village   level   channel
management.



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