Download JNTU-Hyderabad MBA 3rd Sem R17 2018 Dec 743AH Advertising And Sales Management Question Paper

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R17

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Code No: 743AH

JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD

MBA III Semester Examinations, December - 2018

ADVERTISING AND SALES MANAGEMENT

Time: 3hours

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Max.Marks:75

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

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5 × 5 Marks = 25

1. Answer briefly in about five sentences each:
   1. Explain Media Planning. [5]
   2. Why should sales force be controlled? [5]
   3. How can the services of sales force be evaluated? [5]
   4. What is Sales Promotion? Give its importance. [5]

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   5. What are the channels for Rural markets? [5]

PART - B

5 × 10 Marks = 50

2. 1. Explain the need and importance of Advertisement in business operations. [5+5]

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   2. Elaborate the functions and principles of an Advertisement layout.
   OR
3. What is DAGMAR approach? Why is it criticized? Explain. [10]
4. OR
5. What are the merits and demerits of Internet as media of advertisement? Explain. [10]

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6. OR
7. "In our opinion there should be regulation of advertising in India". Discuss. [10]
8. Discuss the various methods of Sales force motivation. [10]
9. OR
10. What are the major steps in effective selling? Explain. [10]

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11. What are the objectives of consumer contests? What are its merits and demerits? [10]
12. OR
13. Discuss the need for sales promotion ethics. Explain some cases of sales ethics. [10]
14. What are the reasons of channel conflicts? How it can be resolved? [10]
15. OR

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16. Explain the role of distribution channels in the era of digital marketing. [10]

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