1. Define Advertising?Explain its nature.

2. Explain AIDA model?

3. Discuss various sources from which consumer get information of

product?

4. How attitude is measured? Explain the problem that are faced

while measuring attitude

5. What is Advertising Effectiveness? Discuss how a corporate house

can measure Advertising Effectiveness

6. Discuss the Roles and Responsibilities of sales Manager

7. Write a short note on Recruitment and Selection of Salesperson

8. What is meant by the term Advertising management? Discuss its

scope? Explain social and legal aspect of advertising

9. What is marketing communication? Explain the process of

marketing communication with suitable examples.

10.What do you mean by media mix? Explain various types of media

and their characteristics.

11.What is sales management? Explain its objective? Theories of

selling

12.Explain personal selling process in detail with suitable examples

13.What do you understand by media selection? How will you select a

media for any product.
14.Discuss various types of sales organisation.

15.Advertising is mass communication, where as personal selling is

not? Explain this statement

16.Explain advertising? How advertising can be a better tool of

promotion

17.Explain the term communication mix? Discuss the process of

communication mix

18.What is advertising copy? With the help of suitable example.(basic

layout of copy)

19.Explain the advantage and disadvantage of using print media and

broadcasting media?

20.Explain sales force management?

21.Discuss the various laws regulating advertising in india?

22.What steps will you follow to design a sales training program?

Explain all steps involved on its design

23.In what situation should one fo for independent sales agents? What
are the benefits of using independent sales agent in india markets?

24.Explain Behavioural equation theory of selling

25.Describe post testing techniques of measuring advertising

effectiveness

26.What do you mean by prospecting? Explain method

27.Differentiate between
  Marketing and Selling

 Advertising and Publicity

 Global and Local Advertising

28.What is the purpose of a headlines? How can headlines be made

more effective.

29.What problems does a manager face while fixing sales quota?

30.Short Note

 Sales territories

 Advertising Copy

 Sales Evaluation

 Sales Force Management