Detailed Key & Scheme of Evaluation

Name of the : I MBA – II SEM

Examination Name of : MARKETING MANAGEMENT
the Subject Max. Marks : 60 MARKS
Subject Code : 21E000411, R21
&Regulation

Name of the Faculty : Dr. Alla Venkaiah

Designation : Professor& HOD
College Name & : PBRVITS -73
Code Phone Number : 98485 33044
E-mail Id : drallavenkaiah@gmail.com

SECTION - A

Q No. Detailed Step by Step Procedure & Marks Division Marks

1. Meaning of marketing management 2

Objectives of marketing management 4
Functions of marketing management 4
2. Meaning of product life cycle 2
Introductory stage 2
Growth stage 2
Maturity stage 2
Decline stage 2
3. Meaning of market segmentation 2
Bases for market segmentation 4
Importance of market segmentation 4
4. Different ways of entering in to foreign markets 5
Reasons for going global 5
5 Definition of sales promotion 1
Tools & techniques of sales promotion 4
Advantages of sales promotion 3
Disadvantages of sales promotion 2
Q No. Detailed Step by Step Procedure & Marks Division Marks

6 Meaning of pricing 1
Various methods of pricing 5
Procedure for setting price 4
7. Meaning of marketing channels 2
Types of marketing channels 4
Functions marketing channels 4
8. Meaning of wholesaling 2
Functions of wholesaling 4
Importance of wholesaling 4
9. Definition of sales management 1
Functions of sales management 3
Importance of sales management 3
Stages involved in salesforce management 3
10. Skills of sales manager 3
Qualities of sales manager 3
Responsibilities of sales manager 4

SECTION - B

Q No. Detailed Step by Step Procedure & Marks Division Marks

11. Strategies to increase the consumer awareness about their product 5

Effective distribution channels for their product 5

STAFF SIGNATURE HEAD OF THE DEAPARTMENT