Download JNTU-Hyderabad MBA 3rd Sem R17 2019 May 743AH Advertising And Sales Management Question Paper

Download JNTUH (Jawaharlal Nehru Technological University Hyderabad) MBA (Master of Business Administration) 3rd Semester (Third Semester) R17 2019 May 743AH Advertising And Sales Management Previous Question Paper

Code No: 743AH
JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD
MBA III Semester Examinations, April/May-2019
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.a) What are the different types of advertising? [5]
b) What is ?Consumer-oriented? appeal in Advertising? Illustrate your answer. [5]
c) What are the different Sales Forecasting Methods? [5]
d) Differentiate between Personal Selling vs. Advertising. [5]
e) What are the factors affecting the ethical behavior of a sales person. [5]

PART - B 5 ? 10 Marks = 50

2. Explain the importance of layout and art work in the preparation of advertisement and
brief on AIDA model. [10]
OR
3. Describe the planning framework in advertising and state the elements of a layout of
advertising. [10]

4. Discuss the types of media and media selection with examples. [10]
OR
5. What do you mean by Advertising Budget? Discuss the commonly advertising
budgeting method? [10]

6. ?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
7. Discuss the process of sales planning and methods of sales force control. [10]

8. Discuss in detail:
a) Cross Promotion
b) Surrogate Selling
c) Bait and Switch advertising [10]
OR
9. 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]

10. Why companies form a suitable organization for sales of their Products? How the Sales
Organization is different for Industrial Products and Consumer? [10]
OR
11. What are the different methods of channel distribution? Discuss in detail. [10]

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R17

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