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

Download JNTUH (Jawaharlal Nehru Technological University Hyderabad) MBA (Master of Business Administration) 3rd Semester (Third Semester) R17 2018 Dec 743AH Advertising And Sales Management Previous Question Paper

Code No: 743AH
JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD
MBA III Semester Examinations, December - 2018
ADVERTISING AND SALES MANAGEMENT
Time: 3hours 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 5 ? 5 Marks = 25

1. Answer briefly in about five sentences each:
a) Explain Media Planning. [5]
b) Why should sales force be controlled? [5]
c) How can the services of sales force be evaluated? [5]
d) What is Sales Promotion? Give its importance. [5]
e) What are the channels for Rural markets? [5]

PART - B 5 ? 10 Marks = 50

2.a) Explain the need and importance of Advertisement in business operations.
b) Elaborate the functions and principles of an Advertisement layout. [5+5]
OR
3. What is DAGMAR approach? Why is it criticized? Explain. [10]

4. What are the merits and demerits of Internet as media of advertisement? Explain.
[10]
OR
5. ?In our opinion there should be regulation of advertising in India?. Discuss. [10]

6. Discuss the various methods of Sales force motivation. [10]
OR
7. What are the major steps in effective selling? Explain. [10]

8. What are the objectives of consumer contests? What are its merits and demerits?
[10]
OR
9. Discuss the need for sales promotion ethics. Explain some cases of sales ethics.
[10]

10. What are the reasons of channel conflicts? How it can be resolved? [10]
OR
11. Explain the role of distribution channels in the era of digital marketing. [10]


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