Roll No. Total No.

of Pages : 01
Total No. of Questions : 08
BBA (Sem.–5)
ADVERTISING AND SALES MANAGEMENT
Subject Code : BBA-512-18
M.Code : 78198
Date of Examination : 27-01-22
Time : 2 Hrs. Max. Marks : 60

INSTRUCTIONS TO CANDIDATES :
1. Attempt any FIVE question(s), each question carries 12 marks.

1. Discuss the role and importance of advertising in the modern era. What is the role of
association, persuasion and behaviour in advertising?
2. What is the role of art director and his team in advertisement? Explain creative burnout.
What types of appeals are used in advertising?
3. What is media testing? How you will design media strategy for an effective advertising
campaign?
4. What is copy writing? What are the strategies involved in copy writing? What is the
difference between the copy writing for print and TV?
5. Discuss the importance of sales management. What do you understand by selling process in
the sales management?
6. Discuss the recruitment and selection process used by companies for the sales force. Also
discuss Motivation and Compensation methods used for Sales Personnel.
7. Write a detailed note on role of information technology in Sales Management.
8. Discuss in detail the social, ethical and legal aspects of Advertising.

Note: Any student found attempting answer sheet from any other person(s), using
incriminating material or involved in any wrong activity reported by evaluator shall be
treated under UMC provisions.
Student found sharing the question paper(s)/answer sheet on digital media or with any
other person or any organization/institution shall also be treated under UMC.
Any student found making any change/addition/modification in contents of scanned copy of
answer sheet and original answer sheet, shall be covered under UMC provisions.

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