JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD

MBA III Semester Examinations, April/May-2019

ADVERTISING AND SALES MANAGEMENT

Time: 3 hours

Max. Marks: 75

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Note: This question paper contains two parts A and B.

Part A is compulsory which carries 25 marks. Answer all questions in Part A. Part B consists of 5 Units. Answer any one full question from each unit. Each question carries 10 marks and may have a, b, c as sub questions.

PART - A

5 × 5 Marks = 25

1. a) What are the different types of advertising? [5]
2. b) What is 'Consumer-oriented' appeal in Advertising? Illustrate your answer. [5]

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3. c) What are the different Sales Forecasting Methods? [5]
4. d) Differentiate between Personal Selling vs. Advertising. [5]
5. e) What are the factors affecting the ethical behavior of a sales person. [5]

PART - B

5 × 10 Marks = 50

1. Explain the importance of layout and art work in the preparation of advertisement and brief on AIDA model. [10]
   

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   OR
   Describe the planning framework in advertising and state the elements of a layout of advertising. [10]
2. What do you mean by Advertising Budget? Discuss the commonly used advertising budgeting method? [10]
   OR
   Discuss the types of media and media selection with examples. [10]

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3. "Success of Sales Activity is largely dependent upon good Salesmen”. Discuss in the context of Sales Training and brief on sales force compensation methods. [10]
   OR
   Discuss the process of sales planning and methods of sales force control. [10]
4. Discuss in detail:
   1. Cross Promotion
   2. Surrogate Selling

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   3. Bait and Switch advertising
   [10]
   OR
   What are the basic objectives of a good sales force monitoring system? List and briefly explain the parameters to monitor sales force of a company selling FMCG products. [10]
5. Why companies form a suitable organization for sales of their Products? How the Sales Organization is different for Industrial Products and Consumer? [10]
   

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   OR
   What are the different methods of channel distribution? Discuss in detail. [10]

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