Examinier No.

: ______________ Total Printed Pages : ___________

MBA-203
(Marketing Management)

Time : 3 Hours Max. Marks : 70

The question paper is in two sections – A & B. Section – A consists of 10 short
answer type questions of 5 marks each (word limit 100 words). Attempt any SIX
questions from Section – A. Section – B consists of 7 descriptive type questions.
Each question is of 10 marks (word limit 300 words). Students are required to
attempt any FOUR questions from Section – B. If necessary use graphs, charts
and diagrams to explain your answer.

SECTION - A
Q. 1. Attempt the following (only six) : 6 × 5 = 30
(i) What is marketing ?
(ii) How is sales different from marketing ?
(iii) What is product life cycle plan ?
(iv) What is the difference in consumer behaviour of detail and business
buyer ?
(v) What are types of retail channels ?
(vi) What is advertising 4 promotion ?
(vii) Describe marketing ethics.
(viii) Why is sales forecasting important ?
(ix) What is meant by market potential ?

(x) Describe new product adoption process.

 SECTION - B
Attempt any four questions : 4 × 10 = 40

Q. 2. Why is communication important to marketing process ? What are its dif-

ferent models ? 10

Q. 3. Discuss the role of digital media and social media in marketing. 10

Q. 4. Discuss about different advertising platforms available. What are their fea-
tures ? 10

Q. 5. What is E–Marketing ? How does it help businesses ? 10

Q. 6. From what sources does marketing team get its input for development of
marketing retegy ? 10

Q. 7. Differentiate between the behaviour of international & domestic corporate

bayers. 10

Q. 8. What is : 10

(a) Direct sales channel

(b) Affiliate marketing.

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