MCom Part II SEM IV 2022 2023 Jun 2023 BUSINESS STUDIES ADVERTISING AND SALES MANAGEMENT Question Paper - Mumbai University | munotes

Questions asked in this paper

• 2) Figures to the right indicate full marks

1. Q1 Answer the Following
   • a) Define Advertising. Discuss the features of Advertising. 8
   • b) Explain the various functional departments of an Ad agency. 7
   • c) Discuss the various new media options available to advertisers. 8
   • d) Discuss DAGMAR Model of Advertising 7
2. Q2 Answer the Following
   • a) How to develop an advertising copy for broadcasting media? 8
   • b) Discuss the socio-economic contribution of advertising. 7
   • c) Write a note on professional courses in the field of advertising. 8
   • d) Write a note on Advertising Standard Council of India (ASCI). 7
3. Q3 Answer the Following
   • a)What is the importance of Sales Management? 8
   • b) Explain the process of selling. 7
   • c) What are the Motivational Factors of Sales force? 8
   • d) Explain the Objectives for Sales Organisation. 7
4. Q4 A) the blanks with appropriate options. 5 marks
5. Q1 is not an outdoor form of Advertising
6. Q2 is an independent organization set up to render specialized services in advertising in particular and in marketing in general
7. Q3 Pre-testing of advertising helps in
   • a) Correct grammatical errors b) Raise capital from market
   • c) Prepare ad budget d) All of these
8. Q4 is the first and basic function of deciding how to do things, who will do it and when
   • a) organizing b) Controlling
   • c) Planning d) staffing
9. Q5 offers more scope for feedback and persuation from customers
   • c) Advertising d) Publicity Paper Subject Code: 67507 Business Studies (Management): Advertising and sales Management
10. Q4 B) State whether the following statements are True or False. 5 marks
11. Q1 Competitive parity method considers the competitors’ advertising activities and costs for
12. Q2 Indian Broadcasting Foundation is one of the self-regulatory bodies for advertising
13. Q3 University of Mumbai provides professional courses in the field of Advertising
14. Q4 Sales Management is a process that involves various steps or techniques that makes a sale or increase in sales
15. Q5 Delphi Technique contains a panel of experts for sales forecasting
16. Q4 C) Match the Column. 5 marks
17. Q4 Short notes on (Any Three) 15 marks
18. Q1 Sales Forecasting
19. Q2 Types of Sales Quota
20. Q3 Factors Determining of Sales Territory
21. Q4 Importance of Customer Feedback
22. Q5 Sales Management Paper Subject Code: 67507 Business Studies (Management): Advertising and sales Management
23. Q3 DAGMAR Advertising Standard Council of India (ASCI)
    • a) ASCI Paper Subject Code: 67507 Business Studies (Management): Advertising and sales Management
24. Q2 Tad
25. Q2 ate St

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