Advertising and Sales Management, Question Paper of MBA 4th Semester, Download Question Paper 1

Roll No.

                                                

MBA (Sem.–4th)

                   ADVERTISING AND SALES MANAGEMENT

Subject Code : MB-904 (2009 to 2011 Batches)           

Paper ID : [C0181]

Time : 3 Hrs.

INSTRUCTION TO CANDIDATES :

1. SECTION-A is COMPULSORY consisting of TEN questions carrying

TWO marks each.

2. SECTION-B contains SIX questions carrying TEN marks each and students

has to attempt any FOUR questions.

                                                SECTION-A

l. Write short notes on :

a) Advertising Research

b) AIDA Model

c) Multi Media Strategies

d) Advertising Layout

e) Copy Testing

f) Sales Quotas

g) Cost Analysis

h) Recruiting and Selecting Sales Personnel

i) Advertising Agencies

j) Sales Management

                                                SECTION-B

2. How do you measure the impact of media in the contemporary era where

media is the buzz word? Discuss.

3. “No method is perfect for advertising appropriation” Comment on the

statement.

4. Discuss how the advertising programmes of an organization can be evaluated

for their effectiveness.

5. How can we motivate sales force? Discuss.

6. What are sales territories? What are their advantages and importance in

sales management function of an organization?

7. What are the critical factors that are needed to be kept into consideration

while devising compensation plans for sales people?