CBCSP'G/4th Sem.

/Commerce-MMM2019

UNIVERSITY OF NORTH BENGAL

PG 4th Semester EXamination, 201

COMMERCE

ADVERTISING AND SALES PROMOTION MANAGEMENT (SYILLABUS: 2017-18)

CoURSE-MM3

NEW SYLLABUS

Time Allotted: 2 Hours Full MarkS: 35

The figures in the margin indicate full marks.

Candidates should answer in their own words and adhere to the word limit as practicahle

GROUP-A
Answer any one question from the following 15x1= 15
Discuss the various methods of setting advertising budget under the Top-Down 8+7=15
and the Build-up approaches.

2. (a) Bricefly explain the factors favouring the growth of Sales Promotion. 8+7 15
(b) What are the responsibilities of a Sales Manager?

GROUP-B

Answer any two questions from the following 10x2=20

Briefly discuss the various social and ethical issues relating to advertising. 10

4. Explain the FCB Planning Model. 10

5. Critically explain the DAGMAR approach for setting advertising objectives 10

6. (a) What are the different appeals used in advertising? 4+6= 10

(6) Discuss the various ways of media scheduling.

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PG/4th Sem/Commerce-C3/01d/2019

UNIVERSITY OF NORTH BENGAL

PG4th Semester Examination, 20199

COMMERCE

ADVERTISING AND SALESs MANAGEMENT (SYLLABUS: 2016-17)

COURSE-C3

OLD SYLLABUS

Time Allotted: 2 Hours Full Marks: 35

The figures in the margin indicate full marks

Candidates should answer in their own words and adhere to the word limit as practicabie.

GROUP-A

Answer any one question from the following 15x1 = 15

1. (a) Why sales production has become an important tool to promote sales in recent 8+7=l5
times?
(b) Discuss the duties and responsibilities of a Sales Manager.

2. (a) Discuss in detail any two methods of setting advertising budget. 1

GROUP-B
Answer any two questions from the following 10x2= 200

3 Critically explain different approaches for setting advertising objectives. 10

+. What do you understand by social and ethical issues related to advertising? 10

S. (a) State and discuss various major appeals used in developing an advertisement. 4+6=

(6) Discuss the various options for media scheduling.

.
Panning Model emphasizing the high and low involvement 10
Explain the FCB
decision
naking.

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