VI Semester B.D.M.

Examination, May/J une 2007

(Sennester Schenne)
MANAGEMENT (Paper - I)
6.2 : Product and Sales Managennent
(Elective - II)
I nstriiction: Answers should b e' written completely in English~..,
'15::
l
. Ansvv.erany ten'que~tiQns. ~chsub-question.cnrries two marksL - (lOx2=20)
a) What is aproduct?'
b) What do you mean by product ~trategy ?
..
c) What do you understand by"prpduct dif~erentiation ?
d) What do you mean by' product repositioning ?
e) What is perceptual mapping ?
pIe
t) .~hat .do.yo,! .~~~~rstand.py Nt?W .Prodllc.t,Yenture.Tei:lm:? .
- . - .
g) What d~you tneanbY"'reference group:?
..
h) State any four needs for establishing sales territory.
i) .What do you ". understand by sales promotion ?
j) Name any four sales promotional tools.
k) What do you understand by sales quota?
.
I) Who are marketing intermediaries ?
2. Explain the concept of product life cycle.
Answer any five questions. Each question carries five marks.
3. What arethe benefits of market segmentation ? Explain.
,j. What is customer acceptance? Which are the factors that detennine thecons
acceptability?
5. Explain the qualities of a good sales man.
6. Who is awholesaler? Explain theservices provided by wholesale to manufac
. .
7. What are the types of sales reports ? Explain.
8. Explain the functions of market intermediaries ..
9. Explain any five sales promotion devices used to induce middlemen for prom
... . .... .
sales.
Answer any three questions. Each question carries 15 marks.
1O..What do you mean by product positioning ? Explain the strategies for pr
- posltion'hlit arta .rt~positloning. --.... ". . .- c. .. - .' . - -
1 !,-What do you mean by new product ?Explain various stages involved in prod
planning and development process .. -
12, What do you mean by sales forecasting? Explain various methods of sal
forecasting; .,
13. Wl}at is physical distribution? Explain different c~mponents of physic
distribution.
14. What do you mean by sales control? Explain various techniques of sales contr (