Exam Details
| Subject | sales and strategic marketing (old) | |
| 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
Group A Marketing Management (Paper II)
Paper XX SALES AND STRATEGIC MARKETING
Day and Date Saturday, 13-5-2017 Total Marks 70
Time 10.30 a.m. to 1.30 p.m.
Instructions Q.No. 1 is compulsory.
Attempt any two questions from Q. No. 3 and 4.
Attempt any two questions from Q.No. 6 and 7.
1. Case. 14
Maruti Udyog Ltd. was initially set up as a joint venture between Suzuki Motor
Corporation of Japan and government of India. It brought out its car on Indian
roads in 1983. Today MUL is the leader in the Indian passenger car industry.
Offering fuel efficient and trouble free cars, they also set up distribution and
service network all over India. Starting with 80 cc Model for small car segment,
MUL introduced different models to suit different segments. Omni offers space
benefit; Gypsy is the ideal terrain vehicle. Zen as a technological advanced
compact car, Esteem as a luxury and Baleno as a super luxury cars.
But the scenario completely changed since 1991, with delicensing and
liberalization, a number of global car Giants are entering India. They include GM,
Ford, Daewoo/Hyundai, Honda and the list seems to be never ending. Alas Now
even imports of second hard cars are also much easier and cheaper. As a
counter strategy MUL reduced the prices of certain models, provided Auto-finance,
reduced the delivery time, improved service network and also developed export
market. But MUL still face more challenges like competitors from compact car
manufactures like Hyundai's Santro, Daewoo's Maitz and Telco's Indica. The
new entrants adopt aggressive pricing strategy. Then came the MUL employees
strike. Thus problems seems to be increasing.
Analyse the above case.
Identify problem in this case.
Suggest alternative solutions.
Identify best alternative.
2. Write short notes on (any two) 14
Market Niche strategies
Sales Meeting
Sales Budget.
3. Write short notes on (any two) 14
Sales Manager's Functions and Responsibilities.
Sales training.
Personal selling.
4. Write short notes on (any two) 14
Importance of sales forecasting.
Offensive strategy.
Explain porter's generic strategies.
5. Define sales organization. Explain the different structures of organization. 14
6. Define the term sales management. Explain role of sales management in
marketing. 14
7. Explain recent trends in marketing by considering virtual marketing and ambush
marketing. 14
Group A Marketing Management (Paper II)
Paper XX SALES AND STRATEGIC MARKETING
Day and Date Saturday, 13-5-2017 Total Marks 70
Time 10.30 a.m. to 1.30 p.m.
Instructions Q.No. 1 is compulsory.
Attempt any two questions from Q. No. 3 and 4.
Attempt any two questions from Q.No. 6 and 7.
1. Case. 14
Maruti Udyog Ltd. was initially set up as a joint venture between Suzuki Motor
Corporation of Japan and government of India. It brought out its car on Indian
roads in 1983. Today MUL is the leader in the Indian passenger car industry.
Offering fuel efficient and trouble free cars, they also set up distribution and
service network all over India. Starting with 80 cc Model for small car segment,
MUL introduced different models to suit different segments. Omni offers space
benefit; Gypsy is the ideal terrain vehicle. Zen as a technological advanced
compact car, Esteem as a luxury and Baleno as a super luxury cars.
But the scenario completely changed since 1991, with delicensing and
liberalization, a number of global car Giants are entering India. They include GM,
Ford, Daewoo/Hyundai, Honda and the list seems to be never ending. Alas Now
even imports of second hard cars are also much easier and cheaper. As a
counter strategy MUL reduced the prices of certain models, provided Auto-finance,
reduced the delivery time, improved service network and also developed export
market. But MUL still face more challenges like competitors from compact car
manufactures like Hyundai's Santro, Daewoo's Maitz and Telco's Indica. The
new entrants adopt aggressive pricing strategy. Then came the MUL employees
strike. Thus problems seems to be increasing.
Analyse the above case.
Identify problem in this case.
Suggest alternative solutions.
Identify best alternative.
2. Write short notes on (any two) 14
Market Niche strategies
Sales Meeting
Sales Budget.
3. Write short notes on (any two) 14
Sales Manager's Functions and Responsibilities.
Sales training.
Personal selling.
4. Write short notes on (any two) 14
Importance of sales forecasting.
Offensive strategy.
Explain porter's generic strategies.
5. Define sales organization. Explain the different structures of organization. 14
6. Define the term sales management. Explain role of sales management in
marketing. 14
7. Explain recent trends in marketing by considering virtual marketing and ambush
marketing. 14
Other Question Papers
Subjects
- (paper – x) financial management
- (paper – xi) human resource management
- accounting for management
- accounting for managers
- agricultural marketing
- agricultural production management
- agro-processing industries and rural industrialization
- banking and insurance (paper – xvi)
- brand management and social marketing
- busines ethics
- business ethics (new) (cbcs)
- business ethics (old)
- corporate planning and strategic management (old)
- corporate planning and strategic management(old cbcs)
- day and date : friday, 30-11-2018 total
- economic environment for business
- entrepreneurship development and project management
- excel
- excellence in management
- export policy, procedure and documents (paper – ii)
- financial decision analysis
- financial management
- fundamentals of agriculture and co-operative management
- fundamentals of agriculture and co-operative management (new cbcs)
- global human resource management
- group d – system management (paper – ii)
- human resource initiatives (paper – ii)
- human resource management
- indian financial system
- indian financial system (paper – xix)
- industrial engineering
- industrial relations and labour regulations
- integrated marketing communication and consumer behaviour
- international busines (paper – xiii)
- international business environment (old)
- international business environment (paper – i)
- international finance
- international financial system and markets
- international financial systems and markets
- international logistics
- international marketing
- international trade and agriculture
- international trade procedures and documentation
- international trade procedures and documentations
- investment management
- it for management
- legal aspects of busines
- legal aspects of business
- logistics and supply chain management
- logistics and supply chain management (paper – xx)
- management accounting
- management accounting (paper–xviii)
- management acounting
- management information system
- managerial communication – i
- managerial communication – ii
- managerial economics
- managerial excellence
- marketing management
- marketing management (cbcs)
- operations management
- organisational behaviour
- organizational behaviour
- paper – ix : marketing management
- paper – xii : production and materials management (old)
- paper – xiii : economic environment of busines
- paper – xiv : managerial comunication – ii
- paper – xv : research methodology
- paper – xvi : event management(new)
- paper – xvi : operations management
- paper – xvii : strategic management
- performance management and compensation
- perspectives of management
- principles of management
- product and brand management
- product and brand management (paper – i)
- production and materials management
- production management and operations research (paper – xii)
- programing concepts and advanced
- programming concepts and advanced excel
- project planning and working capital management
- purchasing and inventory management
- purchasing and inventory management (paper – xix)
- quality management
- relational database management system
- research methodology
- research methodology (paper – xv)
- retail and rural marketing
- sales and distribution management (new) paper – xx
- sales and strategic marketing
- sales and strategic marketing (new cbcs)
- sales and strategic marketing (old)
- security and control information system
- skill development (paper – xix)
- statistical methods
- statistics for management
- strategic financial management
- strategic financial management (paper – ii)
- strategic human resource management
- strategic human resource management (old)
- strategic human resource management (paper – xix)
- system management
- system management security and control information system
- systems management
- systems management (paper – i)
- systems management (paper – ii)
- taxation
- training and development
- training and development gr.c : human resource management
- world class manufacturing