GTU BE/B.Tech 2018 Winter Question Papers || Gujarat Technological University
Subject Code:2151502
GUJARAT TECHNOLOGICAL UNIVERSITY
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BE - SEMESTER-V (NEW) EXAMINATION - WINTER 2018
Subject Name:Advertising, Sales and Distribution Management
Time: 10:30 AM TO 01:00 PM
Instructions:
- Attempt all questions.
- Make suitable assumptions wherever necessary.
- Figures to the right indicate full marks.
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| Q.No. | Question | Marks |
|---|---|---|
| Q.1 (a) | Define Marketing. | 03 |
| Q.1 (b) | Explain how Marketing concept differs from Selling concept. | 04 |
| Q.1 (c) | Discuss the qualities which a marketing executive must possess. In which area he/she must be expert ? | 07 |
| Q.2 (a) | List out the key functions of marketing. | 03 |
| Q.2 (b) | Explain in short how Marketing is useful to the society. | 04 |
| Q.2 (c) | Describe the procedure to build up a model for making marketing decision. | 07 |
| OR | ||
| Q.2 (c) | Discuss the external forces that have considerable influence on any organization’s marketing system. | 07 |
| Q.3 (a) | Define marketing mix. | 03 |
| Q.3 (b) | What is market segmentation ? What is the main purpose of Market segmentation? | 04 |
| Q.3 (c) | Suggest a suitable market segmentation strategy for the manufacturer of bicycle. | 07 |
| OR | ||
| Q.3 (a) | Distinguish between marketing information system and marketing research. | 03 |
| Q.3 (b) | Discuss important applications (scope) of marketing research. | 04 |
| Q.3 (c) | A family consists of a husband, wife and two children, wanted to buy a Motor car. Explain how the purchasing decision will be made. | 07 |
| Q.4 (a) | What is an advertisement media? | 03 |
| Q.4 (b) | Explain difference between personal selling, advertising and sales promotion. | 04 |
| Q.4 (c) | Describe in detail the advertisement you like the most keeping in mind its importance from marketing point of view. | 07 |
| OR | ||
| Q.4 (a) | What are the key characteristics of a good brand name? | 03 |
| Q.4 (b) | Explain the terms product item, product line and product mix. | 04 |
| Q.4 (c) | What are the different methods of price determination ? Explain them briefly along with their advantages and limitations. | 07 |
| Q.5 (a) | What do you understand by channels of distribution? | 03 |
| Q.5 (b) | Why channels of distribution are needed ? | 04 |
| Q.5 (c) | Discuss various methods of determining sales force size in brief. | 07 |
| OR | ||
| Q.5 (a) | What is ‘marketing audit’ ? | 03 |
| Q.5 (b) | Write a short note on ‘Green marketing’. | 04 |
| Q.5 (c) | How can you evaluate the performance of channel members? | 07 |
Date:16/11/2018
Total Marks: 70
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