MSP/KS/23/4767

Bachelor of Business Administration (B.B.A.) Semester—VI Examination

ADVANCED MARKETING MANAGEMENT
Paper— 2
Elective : C (M.M.)
Time : Three Hours] [Maximum Marks : 80
N.B. :— (1) All questions are compulsory.
(2) All questions carry equal marks.

1. (a) Elaborate the evolution of sales function.

(b) Discuss in detail the functions of Sales Executives.
OR
(c) Discuss the various types of Sales Executive with suitable example.
(d) Discuss in detail theories of Personal Selling.
2. (a) Discuss in detail the various factors affecting the choice of distribution channel.
(b) Explain the types of middleman along with their characteristics.
OR
(c) What do you understand by Supply Chain Management ? Discuss the importance of Supply
Chain Management.
(d) Explain the various types of warehousing facilities available for modern business world.
3. (a) Explain the different approaches to service quality.
(b) What do you understand by dimensions of service quality ?
OR
(c) Discuss the marketing challenges in service business.
(d) Discuss the role of IT in service industry.
4. (a) Explain the evolution of relationship marketing.
(b) Discuss the facts and importance of consumer behaviour in services.
OR
(c) Discuss the various types of services offered to customer in Hotel.
(d) Discuss customer retention strategies in detail.
5. Write short notes on :
(a) Pre-approach and post-approach
(b) Types of transportation facilities
(c) Benchmarking and certification
(d) Customer retention.

MF—3016 10