DISTANCE EDUCATION
B.Sc. (Psychology) DEGREE EXAMINATION, MAY 2016.
MARKETING AND ADVERTISING
(2005 Onwards)
Time Three hours Maximum 100 marks
SECTION A — 8 40 marks)
Answer any FIVE questions.
1. State the meaning and importance of marketing.
2. Write about relationship marketing.
3. Explain how personal factors affect consumer behaviour.
4. Examine the role of advertising.
5. State the meaning and scope of personal selling.
6. What are the qualities of a successful sales person?
7. Outline the characteristics of prospecting.
8. What are the essential features of presentation and
demonstration?
Sub. Code
34
DE-3382
2
Ws9
SECTION B — 15 60 marks)
Answer any FOUR questions.
9. Write in detail about market segmentation.
10. Elucidate the socio-cultural and psychological factors that
affect consumer behaviour.
11. Make an elaborate account on attitude and advertising.
12. Enumerate the selling methods.
13. Explain the theories of selling.
14. Discuss the importance and strategies of pre-approach.
15. Delineate the essential features and methods of closing.