Exam Details
| Subject | sales and strategic marketing (new cbcs) | |
| Paper | ||
| Exam / Course | mba | |
| Department | ||
| Organization | solapur university | |
| Position | ||
| Exam Date | May, 2017 | |
| City, State | maharashtra, solapur |
Question Paper
M.B.A. II (Semester III) Examination, 2017
Paper XX Group A Marketing Management (Paper II)
SALES AND STRATEGIC MARKETING (New CBCS)
Day and Date Saturday, 13-5-2017 Total Marks 70
Time 10.30 a.m. to 1.00 p.m.
1. Case Study 14
What Cost Motivation
Shri Kamat owns a successful departmental store in Madras. Situated in a posh
shopping street, the store enjoys a big customer base. The store stocks almost
all consumer durables. Shri Kamat has, over the years, set up an organisational
structure on sectional lines. Eight sections made on lines of different product
categories deal with the entire merchandise offered by the store. All display and
sales are independently looked after by each section for the product category
being handled by it. Each section is headed by a manager. Shri Bhalla is one such
manager heading the consumer durables section. However, Shri Kamat has noticed
a difference in the capabilities of these eight managers. While Shri. Ratnam, one
of the managers, is efficient and hardworking, Shri Bhalla is of exactly the opposite
types. He lacks in the habit of hardwork and commitment. He is used to putting
forward lame excuses for not completing jobs assigned to him and always tries to
create an impression of being overworked.
Shri Kumar firmly believes that Shri. Bhalla can be improved through proper positive
motivation. He therefore, goes out of his way in praising Shri. Bhalla. Given undue
importance in meetings Shri. Bhalla is also never refused a leave. A request for
time off from. Shri. Bhalla is invariably accepted. On the other hand efficiency of
Shri Ratnam is never recognised. Shri Kumar feels that Shri. Ratnam does not
require any motivation since he is already efficient.
The situation has come to such a turn that Shri. Kamat has been regularly losing
efficient people over the past two years with the result that while talent seems to
flow out inefficient employees are left back with the store.
While this has already started reflecting on the performance of the store Shri
Ratnam, being fed up with such a treatment has tendered his resignation upon
finding a lucrative alternative. Shri Kamat is totally perplexed and does not know
what to do
Evaluate the motivational techniques of Shri Kumar.
What changes, if any, should Shri Kumar bring about in his motivational
technique
What do you feel should Shri Kumar do in the case of Shri Ratnam
2. Write short notes on (any two) 14
Salesmanship.
Concept of E-business and e-markets.
Market niche strategies.
3. Write short notes on (any two) 14
Specific characteristics of a successful salesman.
Need for sales organisation.
Personal Selling and Relationship management.
4. Write short notes on (any two) 14
Ambush marketing.
Green Marketing.
Types of sales organisation structure.
5. Explain sales training to company products and industry trend knowledge. 14
6. Define sales forecasting. Explain various methods of forecasting. 14
7. What is personal selling and explain various steps included in personal selling in
detail. 14
Paper XX Group A Marketing Management (Paper II)
SALES AND STRATEGIC MARKETING (New CBCS)
Day and Date Saturday, 13-5-2017 Total Marks 70
Time 10.30 a.m. to 1.00 p.m.
1. Case Study 14
What Cost Motivation
Shri Kamat owns a successful departmental store in Madras. Situated in a posh
shopping street, the store enjoys a big customer base. The store stocks almost
all consumer durables. Shri Kamat has, over the years, set up an organisational
structure on sectional lines. Eight sections made on lines of different product
categories deal with the entire merchandise offered by the store. All display and
sales are independently looked after by each section for the product category
being handled by it. Each section is headed by a manager. Shri Bhalla is one such
manager heading the consumer durables section. However, Shri Kamat has noticed
a difference in the capabilities of these eight managers. While Shri. Ratnam, one
of the managers, is efficient and hardworking, Shri Bhalla is of exactly the opposite
types. He lacks in the habit of hardwork and commitment. He is used to putting
forward lame excuses for not completing jobs assigned to him and always tries to
create an impression of being overworked.
Shri Kumar firmly believes that Shri. Bhalla can be improved through proper positive
motivation. He therefore, goes out of his way in praising Shri. Bhalla. Given undue
importance in meetings Shri. Bhalla is also never refused a leave. A request for
time off from. Shri. Bhalla is invariably accepted. On the other hand efficiency of
Shri Ratnam is never recognised. Shri Kumar feels that Shri. Ratnam does not
require any motivation since he is already efficient.
The situation has come to such a turn that Shri. Kamat has been regularly losing
efficient people over the past two years with the result that while talent seems to
flow out inefficient employees are left back with the store.
While this has already started reflecting on the performance of the store Shri
Ratnam, being fed up with such a treatment has tendered his resignation upon
finding a lucrative alternative. Shri Kamat is totally perplexed and does not know
what to do
Evaluate the motivational techniques of Shri Kumar.
What changes, if any, should Shri Kumar bring about in his motivational
technique
What do you feel should Shri Kumar do in the case of Shri Ratnam
2. Write short notes on (any two) 14
Salesmanship.
Concept of E-business and e-markets.
Market niche strategies.
3. Write short notes on (any two) 14
Specific characteristics of a successful salesman.
Need for sales organisation.
Personal Selling and Relationship management.
4. Write short notes on (any two) 14
Ambush marketing.
Green Marketing.
Types of sales organisation structure.
5. Explain sales training to company products and industry trend knowledge. 14
6. Define sales forecasting. Explain various methods of forecasting. 14
7. What is personal selling and explain various steps included in personal selling in
detail. 14
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