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Question Papers 2007 Semester ? I Sub Code| Subject Name| 2007| 2007| 101| P P M| May| Oct| 102| Principles of Marketing| May| Oct| 103| Fundamental of Management Accounting| May| Oct| 104| Managerial Economics| May| Oct| 105| Research Methodology| May| Oct| 106| Consumer Behaviour| May| Oct| Semester ? II Sub Code| Subject Name| 2007| 2007| 201| Service Marketing| May| Oct| 202| Retail Marketing| May| Oct| 203| Sales Management & Personnel Selling | May| Oct| 204| Distribution Management & Logistics| May| Oct| 205| Marketing Research| May| Oct| 206| Relationship Marketing| May| Oct|

Semester ? III Sub Code| Subject Name| 2007| 2007| 301| International Marketing| May| Oct| 302| Marketing and The Laws| May| Oct| 303| Financial Services Marketing| May| Oct| 304| Integrated Marketing Communication| May| Oct| 305| Retail Operation Management| May| Oct| 306| | May| Oct| Semester ? IV Sub Code| Subject Name| 2007| 2007| 401| Brand Management| May| Oct| 402| Strategic Marketing| May| Oct| 403| Export Documentation & Forex Marketing| May| Oct| 404| Direct Marketing| May| Oct| 405| Industrial Marketing| May| Oct| 406| Rural & Agricultural Marketing| May| Oct| Total No. f questions :7 MAY 2007 Total no. of printed pages 1 3178-101 MMM(semester-II)Examination -2007 PRINCIPLE AND PRACTICES OF MANAGEMENT (New course) Time 3 hours Max Marks 70 Instructions: 1) Attempt all question Q. 1)Define Management. Explain Henry Fayols Principle of management [20] OR Q. 1) Explain the term of Motivation along with its significance to organizational productivity . Discuss the Maslaws Theory of need of hierarchy in detail. Q. 2) Explain the basic function of management.

Do these function vary from industry to industry? Explain. OR Q. 2) Explain in detail Management Thoughts from the industrial revolution to knowledge based society of 21st century. Q. 3) Discuss the various leadership styles along with examples. OR Q. 3) Explain the Dynamics of Group Behavior. Do the group influence on individual and group decision- making? Explain. Q. 4) Write short notes (Any four) a)Corporate social responsibility b)Hawthrone Experiments c)Quality Circles d)Perception e)The Self Concept and Self Esteem ————————————————- f)Shaping of personality Semester I

Total No. of questions :6 MAY 2007 Total no. of printed pages 1 3178-102 MMM(semester-II)Examination -2007 PRINCIPLRS OF MARKETING (New course) Time 3 hours Max Marks 70 Instructions: 1) Attempt any 5 question 2) each carry equal mark Q1)Chanel decisions cannot be taken without referrringto the PLC stage of a product Critically examine the statement with example Q2) The modern Marketing Manager has to play more responsible and versatile role as compared to Traditional Marketing Manager Comment

Q3)Design Marketing Mix stategy for the following product: (a)Milk based Soft Drink (b)Electric Shaver Q4)You want to launch new product of Ayurvedic Dantamanjan . What are the different step you will take to promote this product? Why? Q5)What are the different objective of Advertising? Explain with examples and applicability with respect to PLC? Q6)Write short note on any two: (a)Ethics in Marketing (b)Industrial Vs Consumer Market (c)Product Packaging ————————————————- (d)Online Marketing Semester I Total No. of questions :8 MAY 2007 Total no. of printed pages 2 178-103 MMM(semester-II)Examination -2007 FUDAMENTALS OF MANAGEMEN ACCOUNTING (New course) Time 3 hours Max Marks 70 Instructions: 1) Attempt any 2 question from each section 2) Figures to the right indicate full marks. SECTION-I Q 1)How is Prime cost different from marginal cost? State the element of cost including in the two types of cost indicating there significance in cost accounting? Q 2) Explain various methods of segregating fixed and variable overhead costs? Q 3)What are the various methods of pricing material issue?

When do you advocate pricing the issue at cost price based on the last in first out method? Q 4) ? A good system of costing serves as a mean of control over the expenditure and helps to secure economy in manufacture? Discuss? SECTION-II Q 5)From the following information for the month of January prepare a cost sheet to show the following components 1 . prime cost 2 . factor cost 3 . cost of production 4 . total cost Direct material 57000 Direct wages 28500 Factory rent and rates 2500 Office rent and rates 500 Plant repair and maintenance 1000 Plant description 1250 Factory managers salary 2000

Office salary 1600 Directors remuneration 1500 Telephone and postage 200 Printing and stationary 100 Legal charges 150 Advertising 1500 Salesman salary 2500 Showroom rent 500 Sales 116000 Q 6. )following particulars related to production department of factory for the month of june are , Material used 80000 Direct wages 72000 Direct labour hours worked 20000 Hours of machine operation 25000 Overhead charges 90000 Cost data of particular order carried out in the above department during the june are given below Material used 8000

Direct wages 6200 Labour hours 3300 Machine hour 2400 What would be the factory cost of the work order under the following method of charging overheads? Q 7) per unit cost structure of single product manufacturing company as below Selling price 100 Direct material 60 Direct labour 10 Variable overhead 10 Number of unit sold in the year are 5035 as per agreement with the employee union there will be an increase of 10% in direct wages Calculate; (1)how many more unites have to be sold next year to maintain some quantum of profits. (2)By what percentage selling price has to be raised to maintain the same P/V ratio ?

Q 8) white a short note (any four) 1) Transfer pricing 2) pricing of issue 3) financial accounting VS cost accounting 4) prerequisite of material purchase ————————————————- 5)labour cost Semester ? I Total No. of questions :7 MAY 2007 Total no. of printed pages 1 3178-104 MMM(semester-II)Examination -2007 MANAGERIAL ECONOMICS (New course) Time 3 hours Max Marks 70 Instructions: 1) Attempt any 5 question 2) each carry equal mark Q1)What is Managerial Economics?

Explain the relationship of Micro Economics with Managerial Economics. Q2)Define Product Function Explain Increasing, Constant and Decreasing Return to scale. Q3)(a)Describe characteristic features of Oligopoly. (b)Why Perfect Competiton is socially and economically describe? Q4)What is cost Benefit Analysis? Explain its practical significance. Q5)(A)Explain break-even analysis. (B) Justify the need of Government? s Intervention in the Market Economy. Q6)Discuss Pricing Method followed by the Business Firm. Q7)Write note on (any two) (a)Type of Demand Elasticity (b)Merits and Demerits of Co-operative society (c)Privet Good Vs Public Good ———————————————— (d)Economic Liberalization Semester ? I Total No. of questions :7 MAY 2007 Total no. of printed pages 1 3178-105 MMM(semester-II)Examination -2007 RESEARCH METHODOLOGY (New course) Time 3 hours Max Marks 70 Instructions: 1) Question 1 &6 arecompulsary 2) attempt any 3 from remaining. Q1)Attempt any two: (a)Explain various steps involved in the Research Process. (b)Represent the following data by a Pie Chart:t ITEMMaterialLabourFuelOverheads

Expenditure in Rs. 150020004000500 (c) Elaborate different type of Research Designs. Q2)Explain the merits and demerits of ? Questionnaire Method?. Also explain the essentials of a Good Questionnaire. (3)What is Experimental Method? Explain different types of experiment al Methods of Pointing out their merits and demerits. Q4)(A)Explain various sources of secondary data (B)Explain the Layout of aTable. Q5)Explain the layout and essential qualities of Research report. Q6)Write Short Notes On: (a)Validity in Measurement (b)Observation (c)Pictogram (d)Qualities of a Workable Hypothesis (e)Sampling and Non-sampling erros ———————————————— (f)Editing of Data Semester ? I Total No. of questions :6 MAY 2007 Total no. of printed pages 1 3178-106 MMM(semester-II)Examination -2007 CONSUMER BEHAVIOUR (New course) Time 3 hours Max Marks 70 Instructions: 1) Attempt any 5 question 2) each carry equal mark Q1)Using the concept of Consumer Dictated Product Development, explain how you would launch a new product in the market? Q2)What are the factors which influence a Consumer? s Decision-making Process?

Explain with the help of an example. Q3)How does consumer decision making change as purchase involvement increases? Q4)Discuss the psychological factor influencing Consumer Behaviour with suitable examples. Q5)Explain any one model of Consumer Behviour with suitable examples. Q6)Write short notes on any two (a) Consumerism (b)Personality and self concept ————————————————- (c)Extent of reference group influence Oct 2007 . [3278]-101 M. M. M. (Semester – I) Examination – 2007 PRINCIPLES AND PRACTICES OF MANAGEMENT Time: 3 Hours]:[Max. Marks: 70 Instruction: (1) All questions are compulsory.

Q. l) Define Management. Explain: F. W. Taylor is known as ‘Father of Scientific Management’. [20] OR Q. l) What is Corporate Social Responsibility? Does it contribute to increase the Goodwill of the Organization. Explain with example. [20] Q. 2) Explain McGregor’s Theory of Work Motivation and discuss its application in Industry. [15] OR Q. 2) Discuss various components of Management Process in brief. [15] Q. 3) Discuss various Leadership Traits of an effective leader. [15] OR Q. 3) Explain the Process of Team Building and elaborate the principles of effective Team Work. [15] Q. ) Write short notes: (Any Four) [20] a) Group Dynamics b) Knowledge Workers c) TQM d) Functions of Top Management e) Role of Individual Behaviour in Organization f) Various Approaches to Management ******************************************************* Semester ? I Oct 2007 [3278]-102 M. M. M. (Semester ? I) PRINCIPLES OF MARKETING Time: 3 Hours] [Max. Marks: 70 Instructions: 1) Answer any five questions. 2) All questions carry equal marks. 3) Neat diagrams must be drawn wherever necessary. Q. ) ? Marketing has evolved a great deal since the early days of distribution and sales orientation.? Discuss.. . Q. 2) A cellular phone manufacturing company has produced some models with different brands. Explain how you will build the brand equity through advertising. Q. 3) What do you mean by the term ? Distribution Intensity?? Illustrate your answer. Q. 4) Explain how technological, political and socio-cultural factors affect the Advertising Style and Process. Q. 5) Explain the concept of PLC. Discuss how and why the relative importance and various elements of Marketing Mix will change with a product? stage in the PLC. Q. 6) Write short notes on any two: (a) Obstacles to Marketing Control (b) Marketing Audit (c) New Trends in Packaging (d) Marketing Process ************************************************************ Semester ? I Oct 2007 [3278]-103 M. M. M. (Semester – I) Examination – 2007 FUNDAMENTALS OF MANAGEMENT ACCOUNTING Time: 3 Hours] [Max. Marks: 70 Instructions: 1) Question No. 1 is compulsory. 2) Attempt any two questions from section 1 and section II each . 3) Figures to the right indicate marks. ) Use of simple calculator is allowed. Q. l) Define Management Accounting and state its limitations. [10] SECTION – I Q. 2) What do you understand by the tenns Break-even Point, Contribution and Margin of Safety? Explain your answer by drawing a chart with assumed figures. [15] Q. 3) Explain various steps in which a raw material moves in a manufacturing organization till it gets consumed in the. production. Give the fonnat of various documents which are prepared in the process. ‘ [15] Q. 4) What is the meaning of Budget and Budgetary Control?

State and explain various budgets which can be established in the following functional areas of operation: [15] (1) Sales / Marketing (2) Finance Q. 5) Write short notes on : (Any Three) [05×03=15] a) Transfer Pricing b) Sunk Cost and Opportunity Cost c) Advantages of Standard Costing d) Cost Unit and Cost Centre SECTION – II Q. 6) Following figures are extracted from the accounts of MIs. Kishor Co. for the month of June, 2005 : [15] Production Depts. Service Depts. | | | | PI| P2| SI| S2| S3| | (Rs. )| (Rs. )| (Rs. )| (Rs. ) (Rs. ) (Rs. )| Indirect Material| | 280| 140| 170| 350| 160| Indirect Wages| | 324| 312| 296| 190| 218| Power and Light| 3,000| | | | | | Supervision Charges| 2,200| | | | | | Rent and Taxes| 500| | | | | | Insurance on Assets| ro| | | | | | Depreciation at 12% p. a. on capital value of assets to be considered. From the above infQrmation and the following departmental data, prepare overhead recovery rates for the production department PI and P2 on the basis of direct labour hours.

The expenses of service departments should be apportioned straight to the production department, with the information that S 1 is tool room, S2 is maintenance department and S3 is stores department. Departmental Data| PI| P2| 81| 82| 83| Area (Sq. ft)| 400| 200| 100| 200| 100| Capital Value of Assets (Rs. )| 8,000| 4,000| 7,000| 5,000| 6,000| Kilowatt Hours| 4,000| 3,000| 1,000| 1,000| 1,000| Number of Employees| 150| 100| 75| 100| 125| Direct Labour Hours| 5,000| 5,000| | | | Number of Requisitions| 1,000| 300| | | | Q. 7) Following transactions have taken place in respect of a material during

March, 2001 : [15] Date 1 Opening Balance 500 units @ Rs. 6 per unit 5 Purchased 100 units @ Rs. 7 per unit 7 Issued 400 units 9 Purchased 300 units @ Rs. 8 per unit 19 Issued 250 units 22 Issued 50 units 25 Purchased 300 units @ Rs. 7. 50 per unit 30 Issued 250 units Prepare the Stores Ledger assuming that the issues are valued on FIFO and LIFO basis. Q. 8) Following details are available frOill the records or Amrut Ltd. For a month regarding the standard labour hours and rates of an hour for a product:

Hours Rate per hour Total Rs. Rs. Skilled 10 3. 00 30. 00 Semi-skilled8 1. 50 12. 00 Unskilled16 1. 00 16. 00 _________________ 58. 00 The actual production for the product was 1,500 units for which the actual hours worked and rates were as follows: Hours Rate per hour Total Rs. Rs. Skilled 13,500 3. 50 47,250 Semi-skilled12,600 1. 0 22. 680 Unskilled30,000 1. 20 36. 000 (a)Labour Cost Variance (b)Labour Rate Variance (c)Labour Efficiency Variance (d)Labour Mix Variance (e)Labour Cost Variance [15] Q~9) What do you mean by Elements of Cost? How the cost is classified into various elements of cost? Draft a standard format of a cost sheet for a machine tool manufacturing company. Make the necessary assumptions. [15] *********************************************************** Semester ? I

Oct 2007 [3278]-104 M. M. M.. ( Semester – I) Examination – 2007 MANAGERIAL ECONOMICS Time: 3 Hours] [Max. Marks: 70 Instructions: (1) Answer any five questions. (2) All questions carry equal marks. (3) Draw neat diagram wherever necessary. Q. l) What is Managerial Economics? State its nature, scope and applications. Q. 2) Explain Profit and Sales Maximization as an organisational goal. Q. 3) What is Demand Forecasting? Explain methods of demand forecasting for established product. Q. 4) State and explain the Law of Variable Proportions. Q. ) Why Perfect Competition is socially and economically justifiable? Q. 6) (A) Describe the need for Government Intervention in the Market. (B) What are the advantages and disadvantages of Economic Liberalisation ? Q. 7) Write notes on: (Any Two) a) Types of Price Elasticity of Demand b) Support and Administered Prices c) Public Goods Vs. Private Goods d) Protection of Consumer’s Interest ************************************************** Semester ? I Oct 2007 [3278]-105 M. M. M. (Semester – I) sem-2007 RESEARCH METHODOLOGY Time: 3 Hours] [Max. Marks: 70

Instructions: (1) Question Nos. 1 and 6 are compulsory. (2) Attempt any three questions from the remaining. (3) Figures to the right indicate full marks. Q. l) Attempt any two of the following: [20] (a)What is Research? Explain the objectives and types of Research. (b)What is Scientific Method? Explain its relation to research. (c)Draw Histogram and Frequency Curve from the following data: X| 0-10| 10-20| 20-30| 30-40| 40-50| f| 8| 17| 25| 12| 6| Q. 2) (A) Explain the nature and scope of Social Research. [05] (B) What is Hypothesis? Explain the characteristics of a Hypothesis. 05] Q. 3) Explain the meaning, role and difficulties of ‘Interview’ as a method of data collection. [10] Q. 4) Explain various steps involved in the analysis of data. [10] Q. 5) Explain the importance and sources of Secondary Data. [10] Q. 6) Write short notes on : (Any Four) [20] (a)Sampling Design (b)Sources of Errors (c)Scaling Techniques (d)Experimental Design (e)Use of Computers in Research (t)Tests of Sound Measurement ****************************************************************** Semester ? I Oct 2007 1 [3278]-106 M. M. M. (Semester – I) Examination ? 007 CONSUMER BEHAVIOUR [ Time: 3 Hours] [ Max. Mlarks : 70] Instructions: (1) Attempt any five questions. (2) All questions carry equal marks. Q. l) How is the field of Consumer Behaviour defined? What are the major uses or applications of understanding Consumer Behaviour? Q. 2) . Explain the demographic and psychological factors influencing consumer behaviour with relevant examples. Q. 3) Discuss the role of personality and self-concept in Shaping Consumer Behaviour. Q. 4) What is meant by Motive Hierarchy? How does ~1aslow’s Hierarchy of needs fUnction?.

Q. 5) Define Consumer Satisfaction. What is the r~lationship between Consumer Satisfaction, Repeat Purchase and Committed Customer. Q. 6) How does consumer decision-maki. llg change as purchase involvement increases? Q:7) Write short notes on any two: a) Consumerism b) Effect of Culture and Subculture on Indian Consumer ————————————————- c) Components of Attitude. Semester ? I Total No. of questions :6 MAY 2007 Total no. of printed pages 2 3178-201 MMM(semester-II)Examination -2007 201:Service Marketing New course) Time 3 hours Max Marks 70 Instructions: 1) Answer any TWO question out of Q1 TO Q4 each carry equal mark 2)Q5 & Q6 are compulsory, each carry 20marks 3) use examples, model etc. Q 1)liberalization privatization and globalization has propelled growth of services sector in India in 5-6 years ,Do you agree with the statement ? justify your answer. Q 2) In financial services marketing process and physical evidence are very important discuss this statement giving suitable examples

Q 3) what is services marketing segmentation ? discuss and elaborate as to how segmentation and positioning is achived in tourism marketing . Q 4) billjunctin. com is an e-bill pay service of icici bank, which has proved to be very successful , compared to physical bill payment collection service. Which distribution strategies of these services , do you think have made this billjunction. com successful ? why? Q 5) write short notes on any four (a) services blue print (b) SERVQAL and GAP model (c) four I s of services (d) advertising and sale promotion in service industry. (e) requirements for customer retension in service industry f) KPO Q6) Case study: The new incombent to the office of the Cheife General Manager of the Muncipal Transportation is wondering how to make the operation profitabal. He has jotted some of his finding about the current state of affairs. ?The Municipal Trasportation has alarge, ageing fleet of buses. Induction of new buses is a case is acase of ? too late-too few? ?The geographical expanse of the city it serve is big. city areas have several government office , hospitals and educational institute , not to mention huge residential unites employing a large number citizens of the city and adjoining suburbs. The ratio of number of employees to a vehicle operated by the trasport matches unfavourably with the standard norms, ie to say the trasport is over staffed. Inspite of thise, in the opinion of public the buses are not clean break down frequently and do not stick to a time-table. Business, the ? staff? of the trasport is infamously known for being rude. ?A recent survey has showed that (rather surprisingly to the Chief G M)most computer will like and prefer to travel by the Municiple Transport , rather than using their personal trasport means (cars motorcycle etc ) They only only hope, the fares will be low. ———————————————— The Chief General Manager has appointed you, as marketing manager of this muncipal transport. Present a detailed scheme for successful marketing of this public transport system. Semester ? II Total No. of questions :5 MAY 2007 Total no. of printed pages 1 3178-202 MMM(semester-II)Examination -2007 202:RETAIL MARKETING (New course) Time 3 hours Max Marks 70 Instructions: 1) ALLquestion are compulsory 2) each carry equal mark

Q1) Describe in detail the characteristic of atleast six different types of Retailers Q2)Explain giving all relevant detail , the factors considered in planning retail store layout and also the interiors designing . Q3)choose any high profile retailer like shooperstop / big bazaar known to you. Describe in detail who they use store based, merchandise based, retail marketing communication in the form of advertising and point of sell promotional materials. Q4)The competition between traditional retailer and ultra modern super market that occupy about 40000 sq ft floor area , is generating debates presently in society.

Do you belive that traditional retailers will continue to prosper in such competition? Justify your answer discussing all aspect involved in detail. 5)Write short notes on all of the following a) retail store organized by district wise consumers cooperative society which also has network of some branches in villages. b) Bar coding method and its use ————————————————- c)Managing Reverse Logistic in retail . Semester ? II Total No. of questions :8 MAY 2007 Total no. of printed pages 2 3178-203 MMM(semester-II)Examination -2007 03:SALES MANAGEMENT AND PERSONAL SELLING (New course) Time 3 hours Max Marks 70 Instructions: 1) Answer any 5 question 2) each carry equal mark Q1) Explain why sells management is consider as an important function? Q2) compare top down and bottom up approach and explain weather they should give sells manager the some figure of the company sell forecast. Q3)What is sells budgets ? What are the purposes of sells budgets ? What procedure is typically followed by a company to prepair its sales budgets?

Q4) What are sales quotas and why its important for a sales manager to sets quota? s for sale people? Q5)(a)Why line sales organization is not suited to a large organization (b) Which type of basic organization structure would you recommend for a large company operating globally and trying to gain greater customer responsive ness and efficiencies ? Q6)What are measure stages in the sells force staffing process? Which activity or part is considered by sells managers as the most difficult in the entire staffing process and why? Q7)(a)Briefly describe the procedure for designing sales territory b)Why a good number of companies are in inceasingly using assessment centers as a tool of selection process? Q8)(a)What is the difference bet a prospect ,suspect and sales lead ? ————————————————- (b)how sells people understand prospect need? Semester ? II Total No. of questions :7 MAY 2007 Total no. of printed pages 1 3178-204 MMM(semester-II)Examination -2007 204:DISTRIBUTION AND LOGISTIC MANAGEMENT (New course) Time 3 hours Max Marks 70

Instructions: 1) ALLquestion are compulsory 2) each carry equal mark Q1)Identify and explain the various entities (things) that flow between a supplier and a customer during physical distribution. Q2) Discuss with the help of appropriate example : ? Middlemen are necessary evils.? Q3) Present and justify a scheme of distribution channel for each of the following: (a)High-tech High-value industrial products (b)Bio-technology based Product to Boost Agriculture Yield (c)Low-price Readymade Cloth Q4) Discuss the Role of information Technology in Logistics , quoting suitable examples.

Q5) Describe the scope and significance of supply chain management. Q6) Identify various opportunities for controlling the cost in a distribution channel. Q7)Write short note on any two: (a)Channel Leadership (b)Changing Nature of retail business ————————————————- (c)Global Marketing Channels. Semester ? II Total No. of questions :7 MAY 2007 Total no. of printed pages 1 3178-205 MMM(semester-II)Examination -2007 205:MARKET RESEARCH (New course) Time 3 hours Max Marks 70

Instructions: 1) Attempt any 5 question 2) each carry equal mark Q1) ? Market Research is a vary important tool for the decision makers of today in the Corporate Indian Environment.? Discuss and analyse. Q2) What are the steps in setting up and implementing a Marketing Research Project? Q3)Design a questionnaire for exploring possibility of launching a new English Daily in the State of Mharashtra. Q4) What do you understand by Sampling ? Explain Non-probability Sampling Technique with appropriate examples. Q5)What do you understand by Scaling Technique?

Different Rating and ranking scale with appropriate example. Q6) Formulate a Research Design for potential assessment study for exterior domestic paint in rural area of Maharashtra and Gujarat Q7) Write short note (a)Dos and Dont for the questionnaire formulation (b)Retail audit (c)Ethics in marketing ————————————————- (d)Types of Rearch Data Semester ? II Total No. of questions :6 MAY 2007 Total no. of printed pages 2 3178-206 MMM(semester-II)Examination -2007 206:Relationship Marketing (New course)

Time 3 hours Max Marks 70 Instructions: 1) Answer any TWO question out of Q1 TO Q4 each carry equal mark 2)Q5 & Q6 are compulsory, each carry 20marks 3) use examples, model etc. Q1)Outline the various factor which have influanced the Evolution of Transection-based into the Relationship-based Marketing. Q2)Explain in details the inter-linkinges among the rececy , frequency and lifetime value consepts. Quote examples, in support of your view point. Q3) ?

A loyal customer, usually is more benificial to a firm , though new customer have to be aquired.? Disscuss quoting approriate examples. Q4)Discuss how the Information Technology affects the building and strengthening of relationship in the marketing context. Cite examples. Q5)write short notes On any four: (a)Decision making Process (b)Partnering (c) Intarnal Marketing (d) Barriers to Switching (e) CRM Consept (f) Value Of Complaints. ————————————————- Q6)Assume you are In Charge of a Delership Business Firm. You belive that by retaining customer you enhaance the firm profitablity.

You therefore, plan to get the support of all the internal / external stake-holders (domains) of your business to build alasting relationship with the customer(market). Present a detailed scheme for this purpose. You may assume a product/ service offering of your choice. Semester ? II [3278]-201 M. M. M. (Semester.. II) Examination.. 2007 SERVICES MARKETING Time: 3 Hours] [Max. Marks: 70 Instructions: (1) Attempt any five questions. (2) All questions carry equal marks. Q. l) Explain in details, which aistribution strategies you will adopt for ‘Service

Marketing’ ? Q. 2) “Service Blueprints, Service Mapping and Managing Employees for ‘Service Orientations’ are pillars on which building of ‘Service Industry’ rely upon. ” Do you agree with this statement? Quote examples in support of your answer. Q. 3) Write an essay on ‘Role of Advertising and Sales Promotion’ in Service Industry. Q. 4) Which issues are involved in ‘Marketing of Services’ ? How you will solve those issues? Q. 5) Which are the ‘Distinctive Characteristics’ of Services? Also explain 4 I’s of Services. Q. 6) How you will market ‘Charities Services” and ‘Technological Services’ ?

In support of your answer, quote practical examples. [3278]-201 1 P. T. O Q. 7) Write short notes on any three: a) Social Services of Non-profit Organization b) GAP Model c) Handling of Services Complaints d) Nature of Services e) M~keting Mix in Service Industry ————————————————- Semester ? II Oct 2007 [3278]-202 M. M. M. (Semester – II) Examination – 2007 RETAIL MARKETING.. Time: 3 Hours] [Max. Marks: 70 Instructions: 1 ) Ail questions are compulsory. (2) Every question carries fourteen marks. Q. l) Explain in details the factors that must be considered for the site selection of Retail Store. [14] Q. 2) Selecting the variety of products that constitute the entire merchandise and also managing efficiently the inventory of these products: these are critically important for success in Retailing. Do you agree? Justify your answer by giving all relevant details and suitable examples. [14] Q. 3) Describe in details, how the application of Information Technology has improved the following operations in Retailing:[14] )Just in Time R~plenishment of Stocks 2)Rapid Adaptation to Change in Market Trends 3)Category Management Q. 4) Explain in details the following concepts :[14] 1) Retailers are the most important source for getting the vital feed back given by the ultimate consumers. 2) Majority of Retailers have prospered by effectively implementing: ‘Proximity Retailing’. Give suitable examples. 3) Speciality Retailers like Dass Electronics; Sony Exclusive Show Rooms, P. N. Gadgil Jewellers etc. have become popular by skillfully practising: ‘Destination Retailing’. Q.

S) Write short notes on all of the following: (a) Managing IN-store Promotions [05] (b) Quick Response Inventory Planning [05] ( c) Category Management[04] ****************************************************** Semester ? II Oct 2007 [3278]-203 M. M. M. (Semester – II) Examination ? 2007 SALES MANAGEMENT AND PERSONAL SELLING Time: 3 Hours] [Max. Marks: 70 Instructions: ( 1) Solve any five questions. (2) All questions carry equal marks. Q. ) (A) What is Sales Management? (B) Describe any one of the- qualitative -methods of sales forecasting and ndicate its advantages and disadvantages. Q. 2) What is a Sales Budget? What are- the purposes of the Sales Budget? What procedure is typically followed by a company to prepare. its sales budget? Q. 3) (A) What is a Sales Territory ? (B) How should a Sales Manager assign sales people to territories? Q. 4) Explain the methods used by companies for setting sales quotas. Q. 5) What are the basic concepts of a Sales Organisation? Explain anyone of those concepts. Q. 6) Why many companies have developed separate organisation structures and marketing programmes for major accounts?

What alternative organisational methods are available for Sales Managers for dealing effectively with major customers? Q. 7) Mention various internal and external sources used by companies for locating and identifying the prospective candidates? Why employee referral programmes or schemes are becoming one of the most popular methods of locating sales recruits? Q. 8) (A) How Relationship Selling is different than Transaction Oriented Selling? (B)In what manner the approach step is different than the pre-approach step? Describe briefly different approach techniques used by sales people? ************************************************************************** Semester ? II Oct 2007 [3278]-204 M. M. M. (Semester – II) Examination ? 2007 DISTRIBUTION MANAGEMENT AND LOGISTICS Time: 3 Hours] [Max. Marks: 70 Instructions: (1) Answer any five questions. (2) All questions carry equal marks. Q l) Explain the terms: Physical Distribution, Logistics, Supply Chain. Discuss their role in Marketing. Q. 2) What is Wholesaling? What functions do wholesalers perform? Outline various decision areas in wholesaling. Q. 3) Discuss various components of Physical Distribution System and explain heir impact on cost and customer service levels. Q. 4) Discuss various channel options available to a fmn selling photocopying machines nationally. Explain the functions to be carried out by every member of the channel. Q. 5) Design a marketing channel for the distribution of anyone of the following: (1) Mutual Funds (2) Pre-paid Mobile Phone Cards (3) Advertising Space in a Newspaper Q. 6) (A)What is a Consumer Panel? (B) How will you carry out Test Marketing for a new soft drink ? (C) Explain Focus Group Interviews. Q. 7) Highlight various applications areas of Marketing Research. ********************************************************** Semester ? II Oct 2007 [3278J.. 205 M. M. M~ (Semester – II}’ Examination – 2007 Marketing Research Time: 3 Hours] [Max. Marks: 70 Instruction: 1) Attempt any five questions. 2) All questions carry equal marks. Q. 1 a) Define Market Research. b) Sate and explain various limitations of Market Research. Q. 2a) Which are the various sources of Marketing data? b) Describe various methods of Primary Data Collection. Q. 3a) What is the Questionnaire? b) What are the characteristics of good questionnaire? ) What are the advantage and demerits of Questionnaire Methods? Q. 4Explain probability and Non-probability sampling techniques/sampling methods. How will you design the sample? Q. 5Write short notes on : (Any Two) a) Primary Data ? Advantages and limitations b) Secondary Data – Advantages and limitations c) National Readership survey d) Retail Store Audit Q. 6a) What is consumer panel? b) How will you carry out Test Marketing for a new soft drink? c) Explain Focus Group Interviews ————————————————- Q. 7Highlight various applications areas of Marketing research. Semester ? II

Oct 2007 [3278J.. 206 M. M. M~ (Semester – II}’ Examination – 2007 RELATIONSHIP MARKETING Time: 3 Hours] [Max. Marks: 70 Instructions: (1) Q. Nos. 1 and 6 are compulsory and carry 20 marks each. (2) Attempt any two questions from among the Q. No. 2 to 5. Each of these questions, carries 15 marks. Q. l) Write notes on any four: (a)Customer Profitability (b)Database of Customers (c)Customer Orientation (d)Value of Complaints (e)RFM (t)Mass Customization Q. 2) For a firm having a small portfolio of products, identify the multiple market domains.

How will the careful cultivation of these domains, lead to success in the customer market? Q. 3) How is physical distribution system benefitted by the use of Relationship Marketing Principles? Explain describing situations in corporate world. Q. 4) Examine the Contribution of Information Technology to the practice of Relationship Marketing. Q. S) Describe the evolving scenario of customer bonding. How will you Classify the companies on the basis of their promptness in bonding the customers? Q. 6) Managing Director of YANTRA Ltd. ad recently attended a profitability- related workshop by a leading management consultant. He is particularly impressed by the necessity to manage the Internal Markets of an organization to ensure a deeper (positive) impact on customers of the company. YANTRA Ltd. has a 6-tier organization structure, 10 departments, 10 managers 50 officers, 100 supervisors, 500 workmen. As a relationship marketinl consultant, you are to develop a plan to enhance the internal environment so as to impact the customer markets. [Your Managing Director suggests, you can start with ‘System-Culture- ————————————————-

Communication’ triad. ] Semester ? III Total no of question :6 Total no pages:3 [3178]-301 May 2007 M. M. M (semester ? III) examination ? 2007 INTERNATIONAL MARKETING (New course) Time : 3 HoursMax Marks: 70 Instruction 1) Question No 6 case study is compulsory. 2) Attempt any three question from Q 1 to Q 5. 3) Figures to the right indicate marks. Q1) what are the Objective of International Marketing? What are its challenging aspects? Q2) As far as packaging and leveling is concerned what are the adaptation required to be done for products in international market? What are the compelling and voluntary reason?

Q 3) Explain various possible distribution channels in International marketing? Q 4) Explain the importance of INCOTERMS. Discuss various INCOTERMS 2000 from the point of view of cost and responsibility implications. Q 5) write short notes on any four: a) Political risk b) Impact of culture in International marketing c) Joint venture as an Entry strategy d) Indian MNEs e) Data collection problems in International marketing research f) Global retailer Q 6) Case study ? Coca cola: On June 13, 1999 Coca cola recalled over 15 million cans and bottles after the Belgian Health Ministry announced a ban on Coke? drinks, which were suspected of making more than 100 school children ill in the preceding six days. This recall was in addition to the 2. 5 million bottles that had already been recalled in the previous week. The company? s products had been bottled in Antwerp, Ghent and Wilrijk, Belgium, while some batches were also produced in Dunkirk, France. Children in 6 schools in Belgium had complained of headache, nausea, vomiting and shivering which ultimately led to hospitalization after drinking coke beverage. Most of them reported an Unusual Odor and off taste in the drink.

In the same week, the Governments of France, Spain and Luxembourg also banned coke? s products while coke? s Dutch arm recalled all products that had come from its Belgium plant. The entire episode left more than 200 Belgians and French school children ill. The company had to assure its British customers that the products made in its UK factories were safe. By June 15, 1999 coke had recalled about 30 million cans and bottles, the largest ever recall in its 113 year history. For the first time, the entire inventories of coke? s products from one country were banned from sale.

As part of a damage control exercise, coke sent a team of scientists to Europe. The CEO Micha Douglas apologized to its European customers. Coke Belgium announced that it would reimburse the medical costs for the ill. The recall had a significant negative impact coming down by 21% to $ 942 mn. Moreover, the entire operation cost coke $ 103 mn while its European bottling venture showed a 5% fall in revenues. Analysts felt that the Belgium recall was one of the worst public relations problems in coke? s history. It was alleged that the company had information about people who had become ill weeks prior to the above incidents.

Coke had an opportunity to disclose this information; but chose not to do so and was accused of being unethical. Another issue that worried analysts was the illness causes to the innocent school children. They blamed coke? s promotion strategy to sell soft drinks to school children, which had raised a lot of controversies in the U. S. After the crisis, coke investigated the problem by testing the suspect batches for chemicals. The company claimed that the test showed nothing toxic in the beverages. The company said that there had been separate errors in two plants.

The products from Antwerp plant had a strange odor as some fungicide had accidently fallen on the exterior of the cans. In addition, they had determined that the strange taste was the result of a sub-standard gas used to carbonate the product Analysts said that coke had not handled the situation well and its media message was confusing, inconsistent and muddled. Coke alternately claimed that pesticide residue on the can or bottle or a bad batch of carbon-di-oxide was to be blamed for the off taste. On the other hand, the company also insisted that there was never any health threat. A company spokesman assured consumers, ?

It may make you feel sick, but it is not harmful?. In August, 1999, the European commission reprimanded coke, asserting that the company had not cooperated adequately and its explanations were not entirely satisfactory. It also said that errors were committed in the selection of plant or the dosage of extracts in coke? s own concentrate. While no deaths were linked to the coke problems, it had a significant negative impact on the public confidence in Europe. 1) Analyse the case from the perspective of ethical issues involved in country risk analysis. 2) ————————————————-

Analyse the actions taken by Coke during and ager the crisis Semester ? III Total no of question :7 Total no pages:1 [3178]-302 May 2007 M. M. M (semester ? III) examination ? 2007 MARKETING AND THE LAWS (New course) Time : 3 HoursMax Marks: 70 Instruction 1) Attempt any five questions. 2) All question carry equal marks. Q. 1) Define Proposal. What are the legal rules for valid proposal? Explain with illustrations. Q. 2) Define conditions and warranties in a contract of Sale. What are implied conditions and implied warranties? Q. 3) What are the various modes of creation of Agency? What are the rights of agents against the principal?

Q. 4) Explain ? Infringement of copyright? and civil & criminal remedies provided under the act. Q. 5) Explain the scope of IT Act, 2000 and also the following terms; (1) Electronic Governance (2) Hacking with computer system Q. 6) Who is a (a) Consumer? (b) Complainant (c) Unfair trade practice Q. 7) Write notes on: (Any Two) (a) Registration of trade mark (b) Define manufacturer, Dealer and Retailer under V. A. T. Act. (c) Undue Influence (d) ————————————————- Extent of Agents Authority Semester ? III Total no of question :7 Total no pages:1 [3178]-303 May 2007

M. M. M (semester ? III) examination ? 2007 FINANCIAL SERVICES MARKETING (New course) Time : 3 HoursMax Marks: 70 Instruction 1) Attempt any five questions. 2) All question carry equal marks. Q. 1) What is ? Venture Capital?? How does it help the enterprise? Q. 2) What are the trends now in Housing Finance? How consumer is benefitted? Q. 3) ? Globalization of Indian Economy since 1991-92 onwards has helped India to develop faster in all respects.? Do you agree? Explain in detail. Q. 4) What is mutual fund? How does it help the small investors in present time? Q. 5) What is the ? Merchant Banking??

What are the different services offered to the entrepreneurs? Q. 6) What is Insurance Regulatory Development Authority? How does it help the consumer? Q. 7) Write short notes on any two: (a) Credit Card (b) Retail Banking (c) Mergers and Acquisitions (d) Life Policies and its Valuation ————————————————- Semester ? III Total no of question :6 Total no pages:1 [3178]-304 May 2007 M. M. M (semester ? III) examination ? 2007 INTEGRATED MARKETING COMMUNICATION (New course) Time : 3 HoursMax Marks: 70 Instruction 1) Q. 1 is compulsory and carries ten marks . 2) Solve any four from Q. 2 to Q. , each carrying 15 marks Q. 1) Describe in ten sentences whether advertising is a communication tool and what is its role in marketing communication? Q. 2) Comment on the Advertisement on Adidas shown during the world cup football in more than 250 words. Q. 3) What is Media Planning? What is its significance? Q. 4) Discuss the organisation of an Advertising Agency. Q. 5) Discuss the Marketing Mix of ? Nescafe.? Q. 6) Write short notes: (Any Three) (a) Essentials of a Good Copy. (b) Type of Appeals. (c) Ethics in Marketing Communications (d) ————————————————- Tools of Trade Promotions.

Semester ? III Total no of question :9 Total no pages:1 [3178]-305 May 2007 M. M. M (semester ? III) examination ? 2007 RETAIL AND OPERATIONS MANAGEMENT (New course) Time : 3 HoursMax Marks: 60 Instruction 1) Attempt any six questions. 2) All question carry equal marks. Q. 1) Define Marketing Channel and explain how Consumer Marketing Channels differ from Industrial and Services Channels. Q. 2) Explain the purpose of Physical Distribution and briefly describe various components of Physical Distribution. Q. 3) What do you mean by Channel Management? Explain various types of Marketing Channels. Q. )Define the terms Retailer, Retailing and Retail Management and explain types of Store and Non-store Retailing. Q. 5) Demonstrate the importance of Store Location and outline the process and types of Store locations with factors influencing decision. Q. 60 Define Interior Store Layout and Explain the steps you follow to plan a good Store Layout. Q. 7) Define Interior Store Atmosphere and briefly describe the elements of Interior Store Atmosphere. Q. 8) Explain the purpose of Retail Communication and elaborate the elements of Retail Communication Mix. Q. 9) Write short notes on any four: (a) New Trends in Retailing b) International Marketing Channel (c) Channel Conflicts (d) Bar Coding (e) Role of IT in Retailing (f) ————————————————- Manufacturer Brands Vs Private Brands Semester ? III Total No. of Questions: 7] [Total No. of Printed Pages: 1 [3178]- 401 May 2007 M. M. M. (Semester-IV) Examination – 2007 BRAND MANAGEMENT (New Course) Time: 3 Hours] [Max. Marks: 70 Instructions : 1) Attempt any five questions. ) All questions carry equal marks. 3) Cite examples wherever necessary. Q. 1) Explain the Concept of Branding. Describe the scope of branding in the evolving markets. Q. 2) Discuss the concept and significance of Brand Equity. Q. 3) Identify major areas of Branding Decisions. Which considerations will impact the decisions? Q. 4) ? Customer Satisfaction? is often called as Mirage. How can it be achieved through Branding? Q. 5) What is a Power Brand? Discuss its features. Q. 6) Write a critical note on the future of FMCG brands in India. Q. 7) Write notes on any two: ) Product Image and Brand Image b) Trade Marks c) Brand Architecture d) ————————————————- Brand Positioning Semester ? IV Total No. of Questions: 7] [Total No. of Printed Pages: 1 [3178]- 402 May 2007 M. M. M. (Semester-IV) Examination – 2007 STRATEGIC MARKETING (New Course) Time: 3 Hours] [Max. Marks: 70 Instructions : 1) Attempt any five questions. 2) All questions carry equal marks. Q. ) What is Strategy? Outline the steps in the formation of strategy for a business firm. Q. 2) Discuss the concept and the objectives of Strategic Marketing Management. Q. 3) Using the Porter? s Five Forces Model for reference, discuss the current competitive environment in an industrial sector of your choice. Q. 4) Critically examine the process of strategy evaluation in the context of marketing function. What is utility of the evaluation process? Q. 5) A new aviation company is taking shape through the takeover of a ? low profile, low fare? air-line by a ? high-profile? air-line.

What sort of positioning strategy will be suitable for the new company? Explain your view-point. Q. 6) Discuss the various pricing strategies along with their merits, demerits and application areas. Q. 7) Write notes on any two: a) BCG Portfolio Matrix b) GE of Cell Matrix c) Distribution through retail-malls d) ————————————————- ?Tows? Matrix Semester ? IV Total No. of Questions: 7] [Total No. of Printed Pages: 1 [3178]- 403 May 2007 M. M. M. (Semester-IV) Examination – 2007

EXPORT DOCUMENTATION AND FOREX MANAGEMENT (New Course) Time: 3 Hours] [Max. Marks: 70 Instructions : 3) Attempt any five questions. 4) All questions carry equal marks. Q. 1) Discuss in detail the importance of Documentary Credits in International Business. Bring out the salient features of the UCPDC. Q. 2) Write about the advantages and disadvantages of Exporting as a strategy. Q. 3) Give in details the methodology adopted by an exporter to set up his export business.

Also comment on the role of various government agencies in helping him do so. Q. 4) What do you understand by the terms ? Regulatory ? and ? commercial? documents? Give a list of all documents used in International Business in details. Q. 5) Describe the role of various government institutions in promoting experts from India. Write about the role of the EXIM Bank in details. Q. 6) Give in details the process of insurance of goods for Exports. Also mention various types of insurances available to exporters. Q. 7) Write short notes: (Any Two) a) Export Promotion Councils (b) G. S. P (c) Bills of Exchange (d) Back to Back Letter of Credit ————————————————- (e) Sports and Discount Rates Semester ? IV Total No. of Questions: 6] [Total No. of Printed Pages: 1 [3178]- 404 May 2007 M. M. M. (Semester-IV) Examination – 2007 DIRECT MARKETING (New Course) Time: 3 Hours] [Max. Marks: 70 Instructions : 5) Question No. 5. is compulsory. ) Solve any three questions out of the remaining.. Q. 1) Explain the term ? Integrated Marketing Communication? (IMC). How it is different from a Traditional Marketing Communication? Q. 2) Discuss the role and significance of Exhibitions and Trade Fares in the Marketing Communication. Prepare a check-list for organizing the exhibition. Q. 3) A renowned Multinational Company wants to launch its new product in Pune. Design a complete marketing communication programme for this event. (Make and clearly mention necessary assumption wherever necessary) Q. 4) What is ? Corporate Communications??

What are the pre-requisite qualities for a successful corporate communication professional? Q. 5) (A) Comment on increasing use of Technology in the Corporate Presentations. (B) Explain advantages and disadvantage of Direct Marketing. (C) Write a note on ? Press Conference and Press Releases? Q. 6) Write short notes on: (Any Two) (a) Customer Presentations (b) Role of Body Language and Voice Modulations in Corporate Presentations ————————————————- (c) Sales Promotion Brochures Semester ? IV Total No. of Questions: 7] [Total No. f Printed Pages: 1 [3178]- 405 May 2007 M. M. M. (Semester-IV) Examination – 2007 INDUSTRIAL MARKETING (New Course) Time: 3 Hours] [Max. Marks: 70 Instructions : 7) Attempt any five questions. 8) All questions carry equal marks. Q. 1) Present an overview of Industrial Marketing System. Q. 2) What are the Characteristics of Organizational Customers? How does a seller to the buyer? s strength, to succeed in the exchange process? Q. 3) Explain the Interpersonal Dynamics of Industrial Buying.

Q. 4) How are the Inducts Products ideally distributed in the market? How is the issue of channel leadership resolved? Q. 5) Critically examine the pricing decision, regarding the Industrial Products. Q. 6) Discuss the methodology for successfully entering and surviving an International Market with Industrial Products Portfolio. Q. 7) Write notes on any two: (a) Positioning of Industrial Products (b) Segmentation of Industrial Markets (c) Reseller? s Market ————————————————- (d) Economics of Industrial Demand Semester ? IV Total No. f Questions: 6] [Total No. of Printed Pages: 1 [3178]- 406 May 2007 M. M. M. (Semester-IV) Examination -2007 RURAL AND AGRICULTURE MARKETING (New Course) Time: 3 Hours] [Max. Marks: 70 Instructions : (1) Question No. 1 is compulsory. Attempt any three of the remaining questions. (2) Figures to the right indicate marks for that question. (3) Give examples wherever necessary. Q. 1) (A) Suggest the Marketing Mix for a new brand f organic manure ? UTKARSHA? for All India Marketing to be launched in the next three months. [15] (B) Write short notes on any two: [10] a) Supporting Services for Export of Farm Products b) Training and Research in Agricultural Marketing c) Differences in Agricultural and Industrial Marketing Q. 2) Discuss the scope and limitations of Rural Marketing in India. [15] Q. 3) Critically analyze the role of Agriculture in the Economic Development of India. [15] Q. 4) Describe the emerging branches of Agri-business with special reference to the food [15]

Processing Industry. Q. 5) (A) Explain the concept of Co-operative Marketing. [06] (B) Examine the reasons for slow progress of Co-operative Sector in India. [09] Q. 6) (A) Give the source for Marketing Information with reference to Agricultural [06] Marketing. (B) ————————————————- Write a note on ? Role of Government in Agricultural Development. [09] Total No. of Questions: 7] [Total No. of Printed Pages: 1 [3178]- 401 M. M. M. (Semester-IV) Examination – 2007