Advertising and Sales Management, Question Paper of MBA 4th Semester, Download Question Paper 3

Roll No. .................

                                                       MBA (Sem.–4)

                                  ADVERTISING AND SALES MANAGEMENT

Subject Code : MB-904 (2008-10 batch)

Paper ID : [C0181]

Time : 3 Hrs.

INSTRUCTION TO CANDIDATES :

1. SECTION-A is COMPULSORY.

2. Attempt any FOUR questions from SECTION-B.

                                      SECTION-A

l. Write briefly on :

a) Advertisement budget

b) Integrated media communication

c) Channel block

d) Sales quota

e) After sales service

f) Territory management

g) Salesmanship

h) DAGMAR

i) AIDA

j) Surrogate advertising

                                                SECTION-B

2. Discuss significance of advertising at various stages of PLC.

3. What is an advertising campaign? How would you integrate different media in a campaign?

4. Consumers do not switch from disinterested individuals to convinced purchasers instantaneously. Discuss Lavidge- Steiner model in this respect.

5. Discuss different ingredients of advertising copy . Give examples of some creative copy strategies.

6. Write notes on :

a) sales promotion

b) motivating sales personnel

7. What different organizational structures can be used for a purely marketing organizations ?