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					 DE–631                                                       11


                              DISTANCE EDUCATION

 M.M.M. (Marketing Management) DEGREE EXAMINATION, DECEMBER 2010.

   MANAGEMENT CONCEPTS AND PRACTICE/MANAGEMENT CONCEPTS
                        (FROM 2002)

                                    (1999 onwards)

Time : Three hours                         Maximum : 100 marks

                          SECTION A — (5  8 = 40 marks)

                Answer any FIVE questions in about 200 words each.

                           Each questions carries 8 marks..

1. Explain the need for management.

2. Write a note on MBO.

3. Explain the significance and limitations of forecasting.

4. What are the guidelines for effective delegation?

5. Differentiate centralisation from decentralization.

6. How are training and development is beneficial to employees and management?

7. What is meant by managerial grid? Explain.

8. Explain any four requirements of an effective control system.

                          SECTION B — (4  15 = 60 marks)

               Answer any FOUR questions in about 400 words each.

9. Critically examine the theories of F.W. Taylor and Henry Fayol.

10. Write in detail the elements of managerial planning.

11. Discuss the limits of authority with illustration.




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12. Enumerate the performance appraisal methods.

13. Discuss the composite approach to leadership.

14. Elucidate traditional and modern techniques of control.

15. Discuss the barriers to communication and gateways to overcome it.



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 DE–632                                                        12


                               DISTANCE EDUCATION

              M.M.M. DEGREE EXAMINATION, DECEMBER 2010.

                       BASICS OF MARKETING AND SYSTEM

                                    (1999 onwards)

Time : Three hours                        Maximum : 100 marks

                             PART A — (5 × 8 = 40 marks)

                     Answer any FIVE in about 200 words each.

                            All questions carry equal marks.

1. Explain the internal and external factors of affecting Marketing Environment.
2. Define the following ;
     (a)   Targeting
     (b)   Positioning and
     (c)   Demand
     (d)   Forecasting.
3. Write short notes on the following :
     (a)   LAN
     (b)   WAN and their uses.
4. Define M.J.S. State its need.
5. Explain the characteristics of an effective MKJS.
6. Explain the benefits of MKJS in products and pricing.
7. What is pricing? How do you price for DVD?



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8. Explain the concept of sales variance analysis? What are the uses of sales
     variance analysis?

                            PART B — (4 × 15 = 60 marks)

                Answer any FOUR questions in about 400 words each.

                           All questions carry equal marks.

9. Define marketing mix. Explain the various elements of marketing mix.

10. Explain marketing by non-profit organizations with your own example.

11. Discuss MJS for different levels and their functions.

12. Explain the marketing planning process and the role of MKJS in marketing
      planning process.

13. Describe the different types of pricing.

14. (a)     Explain the various types of networking with examples.

      (b)   What are the uses of networking?

      (c)   State the hardware required for networking.

15. (a)     Explain break even analysis. Enumerate the utilities of B.E.A.

      (b)   What is demand? How do you forecast demand?




16.

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 DE–633                                                       13


                              DISTANCE EDUCATION

               M.M.M. DEGREE EXAMINATION, DECEMBER 2010.

                   SALES AND DISTRIBUTION MANAGEMENT

                                    (1999 onwards)



                                               3       DE–631
Time : Three hours                        Maximum : 100 marks

                          SECTION A — (5  8 = 40 marks)

                Answer any FIVE questions in about 200 words each.

                          All questions carry equal marks.

1. What are the objectives of personal selling?

2. Explain sales forecasting.

3. Explain the terms sales territory and sales quota.

4. What are the requirements of a good compensation plan for salesman?

5. Define distribution channel and describe its role in facilitating delivery of value
    satisfaction of consumers.

6. Explain the objectives of distribution of channel.

7. Explain the utility private and public warehouses.

8. What are the functions of container service?

                         SECTION B — (4  15 = 60 marks)

               Answer any FOUR questions in about 400 words each.

                          All questions carry equal marks.

9. Critically examine the theories of selling.

10. Explain different sales forecasting methods.

11. Discuss the different methods of training the salesforce.

12. Explain the types of sales organisation.

13. What factors determine channel choice of a company?

14. How are the number, location and size of warehouse determined?

15. Explain the different inventory control techniques.




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 DE–634                                                     14


                              DISTANCE EDUCATION

               M.M.M. DEGREE EXAMINATION, DECEMBER 2010

                         PROMOTIONAL MANAGEMENT

                                   (1999 onwards)

Time : Three hours                        Maximum : 100 marks
                            PART A — (5  8 = 40 marks)
                             Answer any FIVE questions.

1. Bring out the importance of advertising.
2. State the objectives of sales promotion.
3. What are the factors involved in developing and determining media strategy?
4. Write a note on event marketing.
5. Briefly discuss the benefits and ill effects of TV advertisement directed towards
    children.
6. What are the different types of publicity?
7. What are the characteristics of media?
8. State the need for evaluating the sales promotion programme.
                           PART B — (4  15 = 60 marks)
                            Answer any FOUR questions.
9. "The money spent on advertising is an investment and is not wasteful" Do, you
     agree? Explain.
10. (a)     What factors should be taken into account while selecting a suitable
            media of advertisement?
      (b)   State the various outdoor media of advertisement.

11. What are the various methods of evaluating the sales promotion programme?

12. Explain the functions of advertisements.

13. Define publicity. State regulations and legislations relating to sales promotion.

14. Describe the various methods of sales promotion.




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15. Explain the term ‗ethics in promotion and its relevance in promotional
     management‘.



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 DE–635                                                 15


                             DISTANCE EDUCATION

              M.M.M. DEGREE EXAMINATION, DECEMBER 2010.

           CONSUMER BEHAVIOUR AND MARKETING RESEARCH

                                   (1999 onwards)

Time : Three hours                       Maximum : 100 marks

                            PART A — (5  8 = 40 marks)

               Answer any FIVE questions in about 200 words each.

1. What is Perception? Explain the concept of Perceived risk.

2. How do family members influence Purchase Decision?

3. Explain the post purchase behaviour of the consumers of durable goods.

4. What is research? Explain the methods of conducting marketing research.

5. What do you understand by the term research design? What is its importance?

6. What are the ethical aspects practiced in marketing research?

7. Enumerate the key factors influencing the growth of marketing research.

8. What is hypothesis? Explain the types of hypothesis.

                           PART B — (4  15 = 60 marks)

               Answer any FOUR questions in about 400 words each.

                          All questions carry equal marks.

9. Enumerate break through of I.T. for better understanding of consumers.

10. Explain the impact of socio-cultural influences on attitude of consumers.



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11. Describe Ivan Parlov's conditioning of learning.

12. What are the models of the consumer behaviour?

13. Compare and contrast the economic, passive, cognitive and emotional models of
      consumer decision making.

14. How can politicians use consumer research to create more persuasive messages?

15. Define ‗sampling‘. Highlight various methods used in selecting a sample from the
     population.

                                  ————————
 DE–636                                                   21


                             DISTANCE EDUCATION

              M.M.M. DEGREE EXAMINATION, DECEMBER 2010.

                            PRODUCT MANAGEMENT

                                   (1999 onwards)

Time : Three hours                       Maximum : 100 marks

                            PART A — (5  8 = 40 marks)

                            Answer any FIVE questions.

1. Discuss the different product line decisions.

2. What do you mean by a product policy? What are its salient features?

3. Enumerate the risks and uncertainties associated with new products.

4. Describe the role of venture teams in New Product Development.

5. What do you mean by Product Research? What are the broad areas of Product
Research?

6. Explain the different methods of Brand Valuation.

7. Examine the latest trends in packaging.

8. Point out the Brand positioning strategies and their relative merits and
demerits.



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                           PART B — (4  15 = 60 marks)

                           Answer any FOUR questions.

9. Describe briefly the organisational structure for product management.

10. Discuss the characteristic features of the different stages of the Product Life
Cycle.

11. Explain in detail the New Product Development Process.

12. Critically evaluate some of the New Product Successes and failures in India.

13. Examine future trends in Product Management.

14. Elucidate 7S framework and its use in New Product Development.

15. Enumerate the role of product managers in the present marketing scenario.



                                 ————————
 DE–637                                                    22


                             DISTANCE EDUCATION

              M.M.M. DEGREE EXAMINATION, DECEMBER 2010.

                   INDUSTRIAL AND SERVICES MARKETING

                                  (1999 onwards)

Time : Three hours                       Maximum : 100 marks

                         SECTION A — (5 × 8 = 40 marks)

                  Answer any FIVE questions in about 200 words.

1. Explain the need for industrial marketing.

2. Distinguish between industrial marketing and consumer marketing.

3. What are the criteria that guide the industrial marketers in the selection of
suitable channel?

4. Why do personal selling play prominant role in the promotion of industrial
products?

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5. State the distinctive characteristics of services.

6. Indicate the various types of service products.

7. Write a note on service quality information system.

8. What are the contents of a medical transcription service?

                          SECTION B — (4  15 = 60 marks)

                            Answer any FOUR questions.

                           Each question carries 15 marks.

                         Answer shall not exceed 400 words.

9. Explain the various factors determining the industrial buyer behaviour.

10. Discuss the various characteristic features of industrial products that influence
the product management and product mix.

11. Describe the bases of service market segmentation and service differentiation.

12. Enumerate the seven P‘s which attract the attention of service-providing firms.

13. Explain the different dimensions of service quality.

14. Write an elaborate note on Tourism and Hospitality services.

15. Discuss the various service products offered by banking sector in recent times.



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  DE–638                                                   23

                              DISTANCE EDUCATION

               M.M.M. DEGREE EXAMINATION, DECEMBER 2010.

                     STRATEGIC MARKETING MANAGEMENT

                                    (1999 onwards)

Time : Three hours                         Maximum : 100 marks


                                           9            DE–631
                            PART A — (5  8 = 40 marks)

                            Answer any FIVE questions.

                           Each question carries 8 marks.

1. Explain using example, the steps involved in developing ‗SCA‘ for an
organisation.

2. Illustrate how does the cost structure act as an entry barrier.

3. Write a detailed note on the use of computer packages in SMM.

4. Compare and contrast the nature and declining markets. Highlight its adoption
in network marketing.

5. Explain the need for Indian MNC‘s using examples, describe the strategic
alliances towards that.

6. Discuss how the experience curve helps in the process of BPR.

7. Detail the use of Delphi method in new product positioning.

8. Highlight any two market share building strategies. Compare them.

                           PART B — (4  15 = 60 marks)

                            Answer any FOUR questions.

                          All questions carry equal marks.

9. Discuss the trends in strategic marketing. Illustrate its, impact on performance.

10. Describe the construction of GE making. Highlight the adoption of different
strategies in that.

11. Explain the trend impact and cross impact analysis. State their business
applications.

12. Explain various product strategies. How do they help in the realisation of market
strategies?

13. Describe various global challenges for Indian companies. Explain how promotion
strategies help in realising the goals.

14. Highlight the process of corporate planning. Illustrate the blending between
corporate planning and marketing strategies.

15. Elaborate on the pricing strategies adopted by Indian IT hardware manufacture
in India and abroad.



                                          10          DE–631
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   DE-639                                                  24

                               DISTANCE EDUCATION

               M.M.M. DEGREE EXAMINATION, DECEMBER 2010.

                   INTERNATIONAL TRADE AND MARKETING

                                    (1999 onwards)

Time : Three hours                          Maximum : 100 marks

                             PART A — (5  8 = 40 marks)

                             Answer any FIVE questions.

1. State the importance of International Marketing.

2. What are the factors of political environment?

3. What are the economic impacts of tariff?

4. What are the benefits of trade fairs?

5. State the international marketing opportunities in developing market.

6. What are the reasons for the difference in prices of the same product in domestic
and export markets?

7. What are the various functions of ECGC?

8. State the recent trends in international marketing.

                            PART B — (4  15 = 60 marks)

                          Answer any FOUR questions only.

9. Explain the scope of International Marketing and state the difference between
domestic marketing and international marketing.

10. Discuss the various types of tariffs.

11. Explain the important foreign market entry strategies.

12. Explain the various factors of promotional strategy in international marketing.

13. Discuss various prices generally quoted in international markets.

14. Discuss the future of International Marketing.


                                            11        DE–631
15. Describe the procedure of executing export order.

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 DE–640                                                    25


                             DISTANCE EDUCATION

              M.M.M. DEGREE EXAMINATION, DECEMBER 2010.

                               RURAL MARKETING

                                   (1999 onwards)

Time : Three hours                       Maximum : 100 marks

                           PART A — (5  8 = 40 marks)

                         Answer any FIVE questions only.

1. What are problems in marketing rural products in urban areas?

2. What are the benefits of the packaging in rural markets?

3. What are the pricing strategies for rural market?

4. State the role of government in pricing for rural markets.

5. State the methods of the communication.

6. What are the advantages of cooperative marketing?

7. What are the problems in Cotton and Textile Marketing?

8. Explain the grading in the agricultural products.

                           PART B — (4  15 = 60 marks)

                         Answer any FOUR questions only.

9. Explain the factors contributing to the change in demand.

10. ―Indian companies are specialising in rural marketing‖ – Discuss.

11. Explain the role of new products in the rural development.

12. Discuss the growing importance of personal selling in rural markets.

13. Discuss the importance of the communication in rural marketing.



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14. Describe the problems in physical distributions in rural market.

15. Explain the procedures in agricultural marketing.



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