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									                                                                                                                                                                                ScctiQn . B
    -   Roll No .•.......•.......•.....
        Total No. of Questions: 13]                                                                     [Total No, of Pages: 02                                                                                   (9 x 5 = 45)
                                                                                                                                            Q2)    Discuss concept of Integrated Marketing Communication.

                                                    Paper ID [B0239]                                                                        Q3) Discuss role of Advertising in Marketing Mix.
                                                                                      IR
                                                    (Pleuse rill this Paper III in O.••.. !ihcct)
                                                                                                                                            Q4)   E:xplain Marketing strategies inAdvertising Campaign.
                                   MBA (MB - 502) (S05) (LE) (Sem .. 4'h)
                                                                                                                                            Q5)   Write a detailed note on Brand Positioning.
                              ADVERTISING & SALES MANAGEMENT
                                                                                                                                           06) Highlight multi-media strategies.
        Time:         03 Hours                                                                      Maximum       Marks:    75

        Instruction         to Candidates:                                                                                                 Q7Y Discuss need and importance of guidelines for copy-writing.
                1)      Section - A is Compulsory.                                                                                         Q8)    Discuss structure and functions ofAdvel1ising Agencies.
               2)       Attempt any Nine questions                      from Section - B,
                                                                                                                                           Q9)    Explain role of consumer protection in Advertising.

                                                                 Section.       A                                                          Ql0) Examine efficacy of sales related marketing policies.
        Ql)                                                                                                     (15 x 2 = 30)
                                                                                                                                           Qll) Discuss sales dept!. rapport techniques vis-a-vis other departments.
                 a)       Define Advertising,
                                                                                                                                           Q12) Write modes of motivating sales personnel.
                 b)       Discuss social implications                  of Advertising,

                 c)
                                                                                                                                           Q13) Write note on Managing Distribution Channels.
                         Enumerate communication                      models of Advertising.

                 d)      Explain AIDA Model.

                 e)      What is significance                 of Advertising Budget"

                 f)      Explain various types of Media,

                 g)      What is copy writing for Print?

                 h)      Explain "client relationship",

                 i)      Discuss significance                 of ethics in Advertising.

                j)       Name three methods to measure effectiveness                                in Advertising.

                 k)      Discuss main objectives of Sales Management.

                 I)      Whatis           a Sales   Contest.

                 m)      Explain 'Sales Budget',

                11) .    Enumerate methods to control' sales force.

                0)       Write significance             rJf   a Distribution ChanneL
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        D-372X [1299]                                                                                                  I~T.0,
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---------------~--------_                                                               ..._--
   :)                     ',Roll'N9.      i •••••••••••••••••••••


                          ..TotilieNi"ofQuestions': 131                                                                                            (Total NO.'ofPages: 02
                      ,,'iF", '<~,i'                                     .'.                  '.Paper 11>[B0240)                                                                                                                            Section - B

                                                                                           ,(please fm this,Paper lD' in OMR sheet)
                                                                                                                                                                                                                                                                           (9X5~4J)
                                                     "            ~'.'
                                                                                                                                                                                        Q2) Discuss characteristics of services. How thec!assification                    of services is
                                                                               MilA (MB-503)(S05)                           (LE) (Sem. _ 4th)                                                      done and why? .
                                                 ..,'         "




                                                                                            S~RVICE1J MARKETING
                          Time : ()3.H6urs .' .                                                                                                Maximum          Marks:     75           (3) IdentifY the gaps .in the evaluation of service quality Identify the causes of
                                                                                                                                                                                                  eayh gap and the marketing strategies firms can use to redl:ce the size of
                          InstruCtIon to Candidates:                                                                                                                                              each gap .,

                            ..'1) ;S~cti6n - A is.Qompulsory.
                                                         ',.':             ,. -          ',ci~c';    .;,".::",;"""'.~;~:"                                                              Q4) Briefly outline the role of consumer expectations dnring the pre-purchase
                               . ~)'. Attempt any Nine q\lesti6nsttom. Section - B.
                                                                                                                                                                                                  phase, .the service enc011nt~",and the post-purchase phase.
                                                                                                    ",' " Section - A
                                                                                   .                                                                                                  Q5)         Discuss in detaiJ the process of servlce recovery
                          Qi).' ' .                                                                                                                         (15 x 2    = 30)

                 .,'"         '.,'.a): ,Cit"el\amPIes.,<>f,the.differefices                                                   between marketing products and                          (6). Explain in detail tIie role o'f Marketing Research in understanding customer
                                                                                                                                                                                           ex~ectation and perception.
                                        marketil1gserVic;,;
                                                 ,
                                           " ..•.... '.' .-
                                                         .                     '
                               ...   \   ,.
                                                              :","
                                                '~f<',~".,_,.;,'                             1'~"" ".           ...:
                                                                                                              '.'
                             , b)             Lisl':the                         f61".th~gro\iithof
                                                                          't~~sohs                                          the services sector                                       Q7)
                                                                                                                                                                                              Explain in detail the process of service development and design Discuss in
                                   c)         What are the service qualitydimensions?                                                                                                         ~eta!I servicescape effect on behavior.
                              /                                                                                                                                                               /
   .,'     :                                                                                                                                                                                            •        • -.r."        ._   .       .._            i_~_

                 '"   ,            d)         Identify post'piiiciiase behaviors of customers who are satisfied with a
                                                                                                                                                                                      Q8) '. DIscuss in detailservicescapeeffeet
                                                                                                                                                                                        ;        .,'                                               on behavior.
                                              .sefVlpe.
                                                                                         , ....

          J.:
                                   e)         Ideritify',ihe'levels of consumer expectations and give examples of each,                                                             ..Q9). Discuss importance and strategies for effective delivery throngh customer
                                                                                                                                                                                          . participation.
         ." .,                     f)         Whatis, meant by service recovery?
..--                                          Bridfly'~xplain types of servicescapes.
                                   g)
                                                                                   .:~                                                                                               QIO) IdentifY the. principles of managing customer waiting and queues Explain
                                   h) , Identify the response moderators of individuals to the servicescapc Cite                                                                         . how a service can.effectively manage each of the principles.
                                         . 1.             .             .
                                                                                                                                                                                                   f.
                                        ex";"ples you. have seen of each type of response.
                                   i)         What is meant by a service failure? Cite an example from your personal                                                                 QIi). What are the pricing objectives service firms can use? G,ve an illustratIOn of
                                              experience of a service failure.                                                                                                             a service finn that uses each type of objective.
                                  j)          Briefly explain srrategies for effective delivery through intermediaries.
                                                                                                                                                                                     QI2) IdentifY methods individuals use to deal with conflict. Compare and contrast
                                   k)         Discuss the role of pricing in the marketing of services.                                                                                   the methods used by service employees and customers
                                   I)         EXplaill what 'is meant by customer-focused                                                pricing.
                                                                                                                                                                                    QI3) Identify the various methods available to firms to measure the effectiveness
                                   Ill)       Briefly explain services marketing                                            cOl1llllunicatio1l1111:\
                                                                                                                                                                                            ofa communications             program,        Discus,S when each method should be used
                                   n)         Bfiel1y explain different approaches of pricing
                                                                                                                                                                                                                                          ODD
                                  , 0)        Briefly expiain how capacity can be managt:d                                                   III servIces ll1<lrkt'tlllg


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                                                                                                                                                                                                                                         ------------------- - - _._-.    .   -
        Roll No                             .
        Total No. of Questions : 13/                                                                                                                                     Section - B
                                                                                                  [Total No. of Pages: 02
                                                                                                                                                                                                           (9 x 5   =   45)
                                                                                                                                 . Q2)     Explain model6f consumer decision making in detail.
                                                     Paper ID [B0241j
                                                     {Please 1111this Paper 10 in OMR Shcel}
                                                                                                                                . Q3)      How market segmentation, targeting and positioning are interrelated" How
                                            MBA (MB-504)            (S05) (LE) (Sem .. 4")                                                 they can be used to develop marketing strategy for' a product"
                                                    CONSUMER            BEHAVIOUR
                                                                                                                                 Q4)      Discuss in detail model of the motivation process.
       Time: 03 Ho'urs                                                                         Maximum     Marks:         75
       Instruction to Candidates:
                                                                                                                                 Q5)      Discuss in detail theories ofpersonality.
                 1)      Section - A is Compulsory.
             2)         Attempt any Nine questions                   from Section _ B.
                                                                                                                                 Q6)      Discuss in detail elements of perception.

                                                               Section.      A
      QJ)                                                                                                                       Q7)       Explain behavioral learning and cognitive learning theories.
                                                                                                         (15   x   2 =.10)
                  a)      Define customer value, satisfaction                    and retention.
                  b)                                                                                                            Q8)      Define & explain meaning of attitude . Explain in brief factors affecting the
                         Defme Marketing ethics and social responsibility.
                                                                                                                                         relationship between attitude beliefand behavior. Explain the two theories of
                  c)                                                                                                                     attitude?
                         What are the advantages                and limitations of secondary data?
                 d)      Explain market segmentation.
                                                                                                                                Q9)Explain        communication process in consumer behavior.
                 e)      Define Brand Personality.

             f)                                                                                                                 QIO) Discuss in detail family life cycle.
                        Does subliminal advertising works?

             g)         What is c.onditioned learning?                                                                          QII)     How marketers seek to take control of the opinion leadership process.
             h)         Explain deceptive advertising.
                                                                                                                               QI2) Explain the adoption.process in detail.
             i)         Explain attribution theory.
            j)          Explain components of communication.                                                                   QI3) Explain model of consumer decision making.

            kJ         What is a group?

            I)         What is meant by affluent consumer?

            m)         Define culture.

            n)         Differentiate            sun-agate buyers and opinion leaders.

            0)         Define Viral marketing.
   D-55JX        !12991
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-----._-----------       '. ----.-   ---.
                                                                                                                                                                           Section - B
        Roll No.............•.........
       Total No. of Questions : 13)                                                                                                                                                                (9 x 5        =   45)
                                                                                                 fTotal No. of 1)~lgcS: 02
                                                                                                                                Q2)     How does International Marketing differ from Domestic Marketing?

                                               Paper ID [B0242]                                                                 Q3)     What are the objectives of EX 1M Policy 2002-07 and what arc the highl ights
                                               (Pkase fill lhi~ I'apu ID ill O:\IR Sheen                                                of EX1M Policy 2002-07.
                                         MBA (MB .. 506) (S05) (LE) (Scm. _ 4"')
                                           INTERNATIONAL                MARKETING                                               Q4)     What are the functions of Commodity boards?How          are they helpful in
                                                                                                                                        International Marketing?
       Time: 03 Hours                                                                        Maximum Marks:               75
       Instruction to Candidates:
                                                                                                                                Q5) . What is the difference between export credit and export credit insurance"
             '1)        Section ..A is Compulsory.
              2)       Attempt any Nine questions from Section _ B.
                                                                                                                                Q6)     What are the stages bfNational Market Development and what percentage
                                                                                                                                        of world income is found in each of the stages?
                                                          Section .. A
      Q1)
                                                                                                        (IJ   x   2 =3(1)
                  a)     Define [ntemationa! Marketing.                                                                        Q7)      Explain the structure and function of WTO.

                  b)     Write the 13P's oflntemational Marketing.                                                             Q8)    Tariff is sometimes used as a device to improve a country's terms of trade
               c)       Write a short note on MMTC.                                                                                   and there by secure a large share of gains from trade. Discuss.

               d)       What are Marketing Tactics?                                                                            Q9)    Discuss the global crisis of2008.
               e)       What is Forfeiting Transaction?
                                                                                                                               QIO) What are key documents used in International Trade?
               f)       What is Mixed Basket Economy?
              g)        Discuss the principle of WTO.                                                                          QIl)   Discuss different types oflntenmediaries: Direct Channel.
              h)        What are Trade Barriers?
                                                                                                                               QI2) What is the need and importance of market research for export business')
              i)        Differentiate between Pre and Post Shipment finance.
             j)                                                                                                                Q13) Export is like any other commercial transaction and hence there             IS   no
                       What is role of Pro forma Invoice?
                                                                                                                                    justification for any direct or indirect incentives for exports. Discuss.
              k)       Write a short note on Bill of Exchange.
             I)        What are Export houses?
             m)        Discuss the scope ofInternational                MJrkcting          Research.
             n)        What are Services Exports?
             0)
                       Describe the significance          of Marketing Information System (M IS)
                                                                                                                               D-621X                                            2
     D-621X /1299/
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                                                                                                                                         --    ---~-,.~-----   ----_ .. _-----
I---~-_~--------_                                            _--_
                                                            ..               _---------_
                                                                             ..       _----
                                                                                     ..
                                                                                                                                                                                                                                         --
-    Roll No ..••......•......•.....                                                                                                                                      Section - B
     Total No. of Questions: 13J                                                                                                                                                                                          (9 x 5 ~ 45)
                                                                                                 ITotal No. of Pages: 02
                                                                                                                                    Q2)    Explain in detail the factors contributing the change of demand in rural market.
                                             Paper ID [B0243]
                                                                                                                                    Q3)    If the same marketing principles are applicable to all markets than why there
                                             (Please rill this Paper ID   ill   OI\lR Sh.tt)
                                                                                                                                           is a need to study rural marketing as an area of separate study"
                                       MBA (MB - 507) (S05) (LE) (Sem. - 4")
                                              RURAL MARKETING                                                                       Q4)    Identify the key differences in the environment factors affecting buyer
                                                                                                                                            behaviour for rural and urban markets.
     Time: 03 Hours                                                                            Maximum    Marks:       75
     Instruction to Candidates:                                                                                                     Q5)     Explain the concepts of Thompson - rural market index and their parameters
            1)       Section - A is Compulsory.                                                                                             in detail?
            2)      Attempt any Nine questions from Section - B.
                                                                                                                                    Q6)     Discuss in detail various rural distribution strategies adapted by major Indian
                                                        Section - A                                                                         FMCG Companies?
    Q~                                                                                                   05x2=3~
              a)       What do you mean by the term agriculture marketing?                                                          Q7)     Explain the concept of research and its steps used in agricultural marketing"

              b)      Define Rural Index.                                                                                           Q8)     Discuss the product strategies for the rural market, in view of the vast
                                                                                                                                            heterogeneity of the market.
              c)      Explain the term AGMARK?
                                                                                                                                       .
                                                                                                                                     Q9)     What do you mean by co-operative marketing? Evaluate the effectiveness of
              di      What is "contract fanning"?
                                                                                                                                             co-operative Marketing in India?
              e)      Media for rural communication.
                                                                                                                                     QJ 0) Considering rural urban differences make different message decision for the
              1)      Rural credit institutions.
                                                                                                                                             products
              g)      Cooperative marketing.                                                                                                 (a) Toilet Soaps.   (b)      Detergents.

              h)      Define Cottagelndustry.                                                                                        QJ 1) Discuss the role of government in rural marketing.
             i)       Write a note on ~arket segmentation.                                                                           QJ2)     "Corporate enterprises, as a part of social responsibility should develop
                                                                                                                                             rural areas", Do you agree with this view? Suggest an action pian to a company
             j)       Give an account ofIndian              companies specialising               in rural marketing.
                                                                                                                                             like ITC.
             k)      Define Marketing Research.
                                                                                                                                     Q13) What initiative the government has taken to promote cottage industry and
             I)      Define durable and non - durable products.
                                                                                                                                              artisan product in India?
             m)      Discuss the problems in rural marketing.

             n)      Draw a comparative             profile of rural and urban consumers.

             0)      Explain the role ofNGOs in rural marketing.
    DC622X        {/299j                                                                                        R T.O.                                                             2
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                                                                                                                            - -----_. ----------------""-                  -----        .- _ ..-   ----_.      ..
                                                                                                                                                                                                            --~~-.---_.
Roll No               .                                                                                                                                           Section - B
Total No. of Questions: 13]                                                 ITotal No. of Pages: 02                                                                                            (9 x 5 ~ 45)
                                                                                                                          Q2)     Discuss the Scope of a product. Elucidate the term taking two products of
                                                                                                                                  your choice and comment on the satisfaction you derive by adoption.
                              Paper ID [B0244J
                               (Please fill Ihis Paper ID in OMR Sheet)                                                  Q3)      Comment on the demerits with Line Extensions.
                     MBA (MB - 509) (S05) (LE) (Scm. - 4'")
                  PRODUCT          AND BRAND MANAGEMENT                                                                  Q4)      Briefly describe each of the four stages of product life cycle by taking an
                                                                                                                                  example each from consumer and industrial product Y0lt are familiar with.
Time: 03 Hours                                                            Maximum MarkS:        75
Instruction to Candidates:                                                                                               Q5)     Explain the methodology of constructing BCG Matrix.
      1)    Section - A is Compulsory.
                                                                                                                         Q6)     What factors should be considered while making pricing decision? Would
      2)    Attempt any Nine questions from Section - B.                                                                         these factors change in case of a new product? Why?

                                          Section cA
QI)                                                                                                                 Q7)          What factors determine the decision to offer new products by the marketer?
                                                                                   (15 x 2 =30)
       a)    Define Product.
                                                                                                                   Q8)          What are the steps involved in new product launch? Discuss with help of a
                                                                                                                                suitable example?
       b)    Define Product Mix.

       c)    Write four stages of Product Life cycle (PLC).                                                        Q9)          How can the sales history of existing products guide the new product's
                                                                                                                                sales forecaster?
       d)    Write shorl note on Product differentiation.

       e)    Define Product Line.                                                                                  Ql0) Discuss the term 'Positioning'       of a product in the Indian context. What
                                                                                                                               makes segmentation strategy have a direct implication on the positioning
       t)    What is Perceptual Mapping?                                                                                       strategy?

       g)    What is Concept Testing?
                                                                                                                  Qll) Creation and management of Brand equity revolves round the consumer.
       h)                                                                                                                      Do you agree or disagree substantiate your answer.
            Discuss the methods of generating New Product ideas.

       i)   Briefly discuss the main pricing strategies.                                                          Q12) Discuss the importance of packing as a tool for product differentiatinn and
                                                                                                                       market cultivation.
      j)    Write short note on concept of product testing.

      k)    Define Brand Equity.                                                                                 Q13) Discuss the importance of labelling both from the sellers as well as the
                                                                                                                      buyers point of view.
      1)    Define Brand Recall.

      m)    Write short note on Brand positioning and repositioning.

      n)    Discuss the importance of packaging.

      0)    Define Brand Extension.
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