Download GTU BE/B.Tech 2019 Summer 5th Sem New 2151502 Advertising Sales And Distribution Management Question Paper

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GUJARAT TECHNOLOGICAL UNIVERSITY

BE - SEMESTER-V (NEW) EXAMINATION - SUMMER 2019

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Subject Code: 2151502

Subject Name: Advertising, Sales and Distribution Management

Time: 02:30 PM TO 05:00 PM

Date: 31/05/2019

Total Marks: 70

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Instructions:

1. Attempt all questions.
2. Make suitable assumptions wherever necessary.
3. Figures to the right indicate full marks.

Q.1

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1. (a) What is personal selling? [03]
2. (b) Mention any four objectives of advertising. [04]
3. (c) Discuss various methods used to train the sales man. [07]

Q.2

1. (a) Explain uses of sales forecasting. [03]

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2. (b) What are the steps to arrive at the marketing decision? [04]
3. (c) Write note on ‘Necessity for channels of distribution’. [07]

OR

1. (c) Discuss the scope and challenges faced by the organized retailing in India. [07]

Q.3

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1. (a) “Marketing is the main problem for any industry?” Criticize the statement. [03]
2. (b) Discuss identification and selection of market. [04]
3. (c) Write note: sales promotion tools. [07]

OR

1. (c) Explain any two types of salesmen. [07]

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Q.4

1. (a) State any five advantages of salesmen ship. [03]
2. (b) How can you evaluate the performance of channel members? [04]
3. (c) Why any good product fails in market? [07]

OR

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1. (c) Discuss determination of a product mix. [07]

Q.5

1. (a) What is the difference between personal selling, advertising and sales promotion? [03]
2. (b) What is PLC? [04]
3. (c) Why is price an important variable in the marketing mix? [07]

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OR

1. (a) What are the factors which affect the consumer behavior? [03]
2. (b) What is market segmentation? [04]
3. (c) How would you measure effectiveness of advertising? [07]

OR

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1. (a) Discuss Decision on media in advertising. [03]
2. (b) Why marketing research is required? [04]
3. (c) What are the characteristics of a good brand name? [07]

OR

1. (c) Write note on ‘Modern trends in packaging’. [07]

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