UNIT-1

1. Why is it important to undertake customer choice analysis?

2. Identify importance of undertaking price -value analysis.
3. Highlight importance of territory planning for the sales team.
4. Explain Porter Five Force model.
5. Explain the sources of primary data in detail.

UNIT-2

1. Outline important factors to be considered while pricing a product.

2. Highlight important considerations while determining sales force sizing.
3. Highlight important considerations while fixing price of a product..
4. Describe Markdown Pricing. Why it is important for a business?
5. Describe price elasticity. Explain linear and Power demand curve with example.

UNIT-3
1. Highlight the need and importance of sales forecasting for an organization.
2. Explain the benefits of Special Event Forecasting.
3. Forecast Sales of New Product Using S curves.
4. Explain the different qualitative methods of sales forecasting.
5. Highlight advantages of Sales Forecasting.

UNIT-4

1. Critically examine advantages and disadvantages of e-marketing. Outline components of

e-marketing system, with illustrations.
2. Explain Cluster analysis in segmentation.
3. Explain the segmentation-targeting-positioning (STP) framework in details.
4. Highlight advantages of undertaking social media analysis.
5. Explain the term “pricing”.

UNIT-5

1. What are alternative methods of fixing advertising budget? Elucidate.

2. Explain the Pay per Click (PPC).
3. “RFM can be used in customer segmentation”, Describe.
4. Explain the applications of Market Basket analysis.
5. Explain frequent pattern in Market Basket analysis.