Total No. of Questions : 6] [Total No.

of Printed Pages : 2
M.M.M. (Semester - II) Examination 2006
SERVICES MARKETING
(New Course)
Time : 3 Hours] [Max. Marks : 70
Instructions
are compulsory. Each of them carry 20
marks.
Attempt any two questions from Q. No. 1 to Q. No. 4, each of
them carries 15 marks
SECTION - I
Q.I) What is 'Intangibility' ? Explain challenges faced by service providers
due tointangible nature of services.
Q.2) Discuss and elaborate increasing importance of Services Sector in
IndianEconomy.
Q.3) Why even non-profit organizations require marketing of their services ?
Discuss giving a real-life example of a non-profit organization you know.
Q.4) What is the importance of 'Service Delivery Process' from the point of
view of Customer Satisfaction ? Elaborate giving example from services
sector.
Q.5) Write short notes on : (Any Four)
(a) Service Quality
(b) Inconsistency in Hotel Industry
(c) Services Marketing Through Internet
(d) Customer Relationship Management
(e) Challenges in Distribution of Services
(f) Financial Services Marketing
[3078]-201
 Total No. of Questions : 7] [Total No. of Printed Pages : 2
[3078]-202
M.M.M. (Semester - II) Examination - 2006
RETAIL MARKETING
(New Course)
Time : 3 Hours] [Max. Marks : 70
Instructions :
(1) Attempt any five questions.
(2) All questions carry equal marks.
Q.l) Bring out clearly the nature and importance of 'Retailing'. What are the
various types of retailing ?
Q.2) In placing merchandise on open display, what is the best practice in
reference to
price, rate of sale, location of the display and signs ?
Q.3) "Retail Institutions are not only the result of changes in demand or
supply in
the market but also a product of specialisation." Critically evaluate the
statement.
Q.4) Discuss various sales promotion strategies adopted by retailers with the
examples of stores like Shopper's Stop, Food World, West Side, etc.
Q.5) Define the term 'Brand'. What are the conditions that affect the choice of
a brand policy ?
Q.6) How have I.T. and Computerisation revolutionised inventory
management in
retailing ? Substantiate your answer with suitable examples.
[3078J-202 1 P.T.O.
Q.7) Write short notes on any three
(a) On-line Stores
(b) Franchising
(c) Store Layout
(d) Department Stores
(e) Space Mix
(f) CRM in Retailing
13078J-202/2
 Total No. of Questions : 7] [Total No. of Printed Pages : 2
[3078J-203
M.M.M. (Semester - II) Examination - 2006 SALES
MANAGEMENT AND PERSONAL SELLING
(New Course)

Time : 3 Hours] [Max. Marks : 70

Instructions :
(1) Solve any 5 questions.
(2) All questions carry equal marks
.
Q.I) (A) What do you mean by Personal Selling ?
(B) What is the Importance of Personal Selling ?

Q.2) (A) What are the various techniques of motivating the sales force ?
(B) What are the basic principles of designing the training programme for
sales force ?

Q.3) (A) What factors influence the choice of a Sellers Organisation ?

(B) What specific Sales Organisation Structure would you recommend for
the following ? Give justification for your recommendations.
(a) A fast food outlet with home delivery as a major market.
(b) A publisher publishing specific trade magazines like A and M,
Global etc.

Q.4) (A) Suggest criteria for selecting salesmen for the consumer products
division of a company.
(B) Explain in brief 7 steps in the Selection Process.
[3078J-203 1 P.T.O.

Q.5) (A) What are the principles of Sales Evaluation ?

(B) What are the essentials of a Sales Force Monitoring Programme ?

Q.6) Critically analyse various methods of sales forecasting used for industrial
as well as consumer products.

Q.7) Write short notes on any three :

(a) Sales Research
(b) Sales Planning and Control
(c) Customer Education
(d) Sales Meetings
(e) Sales Contests

Total No. of Questions : 8] [Total No. of Printed Pages : 2

[3078]-204
M.M.M. ( Semester - II) Examination - 2006
DISTRIBUTION MANAGEMENT AND LOGISTICS
(New Course)
Time : 3 Hours] [Max. Marks : 70
Instructions :
(1) Attempt any five questions.
(2) All questions carry equal marks.
Q.I) "Scope of Logistics is much wider than Distribution." Explain with suitable
examples.

Q.2) Define Marketing Channels ? Describe different forms of distribution

channels with their merits and demerits.

Q.3) (A) Explain the importance of retailers in distribution of goods. (B)

Describe different types of Retailers.

Q.4) Discuss different criteria used for selection of distribution channels for
consumer goods, industrial goods and services.

Q.5) Discuss with examples concept and importance of integrated marketing

channels.

Q.6) Explain the concept and application of Supply Chain Management. What are
the obstacles to effective Supply Chain Management.

Q.7) Describe functions of a Wholesaler. How these functions have been changing
over years ?
[3078]-204

Q.8) Write short notes on any two :

(a) Inventory Management
(b) Channel Conflict
(c) International Marketing Channels
B IO
[3078J-204/2

Total No. of Questions : 7] [Total No, of Printed Pages : 2

[3078]-205
M.M.M. (Semester - II) Examination - 2006
MARKET RESEARCH
(New Course)
Time : 3 Hours] [Max. Marks : 70
Instructions :
(1) Attempt any five questions.
(2) All questions carry equal marks.
Q.I) "Marketing Research is not a mere problem solving device but is a
tool to supplement the decision support system." Comment and justify. [14]

Q.2) Develop a Research Design for assessing the usage level and pattern
of a website : sharekhan.com. [14]

Q.3) Write short notes : (Any Two) [14]

(a) Semantic Differential Scale
(b) Focus Group Interview
(c) Readership Survey
(d) Limitations of Market Research

Q.4) Design a questionnaire for exploring the potential for hair colour in
India. [14]
Q.5) (A) What is meant by Sampling ? [04]
(B) Explain various Probability Sampling Methods. [10]

[3078]-205
Q.6) Explain in detail various methods of Primary Data Collection. [14

Q.7) (A) What do you understand by Rating Scales ? [04]

(B) Explain Nominal, Ordinal and Interval Scales with appropriate
examples. [10]
[3078]-205/2

Total No. of Questions : 6] [Total No. of Printed Pages : 2

[3078J-206
M.M.M. ( Semester - II) Examination - 2006
RELATIONSHIP MARKETING
(New Course)
Time : 3 Hours] [Max. Marks : 70
Instructions :
(1) Attempt any two questions out of Q. No. 1 to Q. No. 4, each
carrying 15 marks.
(2) Q. Nos. 5 and 6 are compulsory, each carrying 20 marks.
(3) Use of examples, model etc. will be appreciated.
Q.I) Discuss the concepts of Market Orientation and Relationship Market. How
does the former lead to success in latter ? Explain using suitable examples,

Q.2) Present the concept of Customer Retention. How does a firm try to retain
its
customers ? Cite contemporary examples.
Q.3) Does Relationship Marketing work in Mass-markets ? Discuss Customer
Loyalty Programs as developed by business firms.

Q.4) Explain the role of 'Relationships' in Distribution. Give examples to

support
your viewpoint.

Q.5) Write short notes on any four :

(a) Decision Making Unit (DMU)
(b) Life Time Value
(c) Value of Complaints
(d) Customer's Profitability
(e) Database Marketing
(f) Recency and Frequency
[3078J-206 1 P.T.O.

Q.6) Assume you are 'In Charge' of a Dealership Business Firm. Your objective
is
to build lasting and profitable relationship with the customers. How will you
use variety of stake-holder groups (or domains), operating within and from
outside of your firm, to finally influence the customers favourably. Present
a detailed scheme. You may assume a product / service offering of your choice