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ASSIGNMENT
DRIVE
FALL 2018
PROGRAM
Master of Business
Administration - MBA
SEMESTER
III
SUBJECT CODE & NAME
MKT301
Sales, Distribution and
Supply Chain Management
Assignment Set -1
Q.1 What are the various steps
involved in personal selling process?
Steps
involved in personal selling process 10
Answer-
Steps
involved in personal selling process-
Step 1 Prospecting: This is the first step in the personal selling process and involves
potential clients who might require the product and who also have the means to
purchase the product offered being shortlisted. The process, in a large number
of industries, involves cold calling, i.e., the practice of physically
or telephonically calling a potential customer and ascertaining if a need
exists for the
Q.2 What are the
various challenges faced by international sales manager?
Challenges 10
Answer-
Challenges Faced
by International Sales Managers-
Doing business globally
always has been a tedious task for the organizations. When an organization
faces several legal, ethical, employees related and other issues in its day to
day routine which
Q.3 Write Short
notes on:
Maslow’s theory of hierarchy of
needs 5
McGregor’s Theory X and Theory
Y 5
Answer-
Maslow's Theory
of Hierarchy of Needs-
Abraham Maslow, a
psychologist by profession, enunciated one of the most quoted theories of
motivation. According to Maslow, the needs of human beings can be categorized
into a hierarchy, starting from the lowest (or most basic needs for survival)
and ascending to the highest level. According to him, human beings get
motivated only when these needs are fulfilled from the lowest to the
Assignment Set -2
Q.1 Define Marketing Channels. What
are the various functions of Marketing Channels?
Definition 3
Various functions 7
Answer-
Marketing Channels-
Marketing channels ensure availability of goods and
services to customers at locations suitable for procurement. While
Q.2 Write short notes on:
Internal Supply Chains 5
External supply Chains 5
Answer-
Internal Supply Chains-
The flows of the supply chain that occur within the
individual organization are called the internal supply chain. The first step in
moving towards supply chain management is to develop these internal chains.
Given the multidivisional, international organizational structures found in
many businesses, internal supply chains can be quite complex. In transnational
companies that have globalized operations, the
Q.3 What do you mean by Procurement
Cycle? Explain the main steps in Procurement Cycle.
Procurement Cycle 3
Steps in procurement cycle 7
Answer-
Procurement Cycle -
To define procurement
broadly, ‘Procurement’ is the overarching function that describes the
activities and processes to acquire goods and services. Importantly, and
distinct from ‘purchasing’, procurement involves the activities involved in
establishing fundamental requirements, sourcing
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ASSIGNMENT
DRIVE
FALL 2018
PROGRAM
Master of Business
Administration - MBA
SEMESTER
III
SUBJECT CODE & NAME
MKT302
Consumer Behaviour
Assignment Set -1
Q.1 What are the various bases used
for positioning according to Crawford?
Bases
used for positioning 10
Answer-
Bases
used for positioning according to Crawford-
Features refer to
objective physical or performance characteristics and are often used to
differentiate products. For example, Amazon.com has a unique “I-click” ordering
facility. Some automobiles claim “Zero to
Q.2 What do you mean by Brand
Personality? Explain various dimensions of personality of a brand.
Brand Personality 3
Dimensions 7
Answer-
Brand Personality-
Consumers tend
to attribute various descriptive “personality-like” traits or characteristics
to different brands that signify the constituents of brand personality. Consumers
also link personality factors to specific colours and in some cases products
and brands are linked to certain colours with
Q.3 Write Short notes on:
i. Barriers to adoption of
Innovation.
ii. Any four factors affecting
diffusion of innovation
Barriers
to adoption of innovation 5
Factors affecting diffusion of
innovation 5
Answer-
Barriers to
adoption of innovation-
Most of the above mentioned
factors could cause consumers to reject an innovation. However, S Ram and Jagdish
N Sheth have mentioned three of the above mentioned as major factors that
inhibit adoption of
Assignment Set -2
Q.1 Explain the factors that
inhibit relationship between Beliefs, Feelings and Behaviour. 3
Factors that inhibit relationship between
Beliefs, Feelings and Behaviour 7
Answer-
Factors That
Inhibit Relationship between Beliefs, Feelingsand Behaviour-
·
Lack of consumer involvement – A favourable attitude requires a need or motive before it can be
translated into action. Also, attitudes are less likely to influence behaviour
for low-involvement
Q.2 Write short
notes on:
Early
adopters 5
Early majority 5
Early adopters-
·
They represent,
on an average, the next 13.5 percent who adopt the new product.
·
They admire a
technologically new product not so much for its features as for its abilities
to create a
Q.3 Illustrate
the classification of Cultural Values.
Classification of Cultural
Values 10
Answer-
Classification
of cultural values-
Individualism/collectivism-
In individualist cultures,
goals of individuals take precedence over group goals (emphasis on individual
initiative) while in collectivist cultures goals of the group take precedence
ovr individual goals (emphasis on cooperation and conformity to a group). G
Hofstede’s study shows that the US, Canada
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·
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ASSIGNMENT
DRIVE
FALL 2018
PROGRAM
Masters of Business
Administration - MBA
SEMESTER
III
SUBJECT CODE & NAME
MKT303
RETAIL MARKETING
Set-I
Q.1 Explains the difference between
Organized and Unorganized retailing in India.
Organized Retailing 5
Unorganized
Retailing 5
Answer-
Organised retail – Includes retailers who
operate their business as a professionally
managed commercial entity. They have professionally managers running the business, and maintain proper account books
as per standards. Examples of
organized retailers include Big Bazaar, Star Bazaar. Organized retail in
Q.2 Detail the importance of Market
Segmentation in Retail
Importance of Market Segmentation
in Retail 10
Answer-
Importance of
Market Segmentation in Retail-
A market segment is a portion of a larger market in which the
individuals, groups, or organisations share one or more characteristics that
cause them to have relatively similar product needs. Segmentation studies are used to uncover needs and wants of
specific groups of consumers for whom
Q.3 Explain
Michael Porter’s five basic competitive forces
Michael Porter’s five basic competitive
forces 10
Answer-
Michael Porter suggests that
there are five basic competitive forces, which influence the state of
competition in an industry. He calls the ‘structural determinants of the
intensity of competition’, which collectively determine the profit potential of
the industry as a whole. Some industries have a bigger profit potential than
others, since keener competition means lower profits. These five competitive
forces are
Set-II
Q.1 Define activities of a
Merchandiser
Activities of a Merchandiser 10
Answer-
Activities of a
Merchandiser-
Retail merchandising refers
to the various activities which contribute to the sale of products to the
consumers for their end use. Every retail store has its own line of merchandise
to offer to the customers. The
Q.2 Explain
upcoming tools of IMC
Upcoming tools of IMC 10
Answer-
Upcoming tools of
IMC -
Event management
and sponsoring events-
Event management
is the application of the management techniques of
project management to the creation of events. Event management involves
studying the intricacies of the brand, identifying the target audience,
devising the event concept, planning the logistics and coordinating the
technical aspects before actually executing the modalities of the proposed
event. From product launches to
Q.3 Discuss the components of CRM
Components of CRM 10
Answer-
Components of
CRM-
Operational CRM:
Operational CRM supports the various processes of a
business such as marketing, sales and service. A
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Complete Smu assignments available in rs
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DRIVE
FALL
2018
PROGRAM
MBADS
(SEM 3/SEM 5) MBAFLEX/ MBA (SEM 3)
SUBJECT
CODE &
NAME
MKT304-Marketing
Research
SET-1
Q.1 Explain the types of data collection
methods and the components of research Paper
Data collection methods 5
Components of research Paper 5
Answer-
Data
Collection Methods-
After
deciding the research design, the investigator chooses methods for data
collection. The selection of a research design depends on the purposes of the
study. If a marketer needs descriptive information, then a quantitative
research study is called for, but if the purpose is to generate new ideas, then
a qualitative study is appropriate. Some of the commonly used qualitative and
quantitative
Q.2 Explain the
meaning and nature of secondary data and elaborate on the advantages and
drawbacks of secondary data.
Meaning and Nature 2
Advantages 4
Drawbacks 4
Answer-
Meaning
and Nature of Secondary Data-
Secondary
data is that data which have already been collected for purposes other than the
problem at hand. It is collected by some other persons or agencies. In other
words, the first hand data collected by a person or an agency, if used by
another becomes secondary data for another. With the help
Q.3 Explain comparative scales and
its types
Explanation of the meaning 2
Explanation of types 8
Answer-
Explanation of the
meaning -
Managers are generally
interested in knowing consumer preference regarding their brand in comparison
to a competitor’s brand and ask the consumer to rank different brands in the
order of preference. There
SET-2
Q.1 Explain style and layout of a
report
Style of a report 5
layout of a report 5
Answer-
Style of the
report-
Remember that reader of the
report:
·
is busy and is
short of time;
·
is not an expert
and is not knowledgeable about 'research jargon'
·
has
many other
Q.2
Analyse the steps involved in hypothesis testing. 10
Answer-
Steps Involved
in Hypothesis Testing-
Various steps involved in
hypothesis testing, which are explained below-
1. Setting-up of
hypothesis: The
first step is to set up the decision making process. This involves specifying
the null hypothesis (H0) and the alternative hypothesis (H).
Q.3
Write short notes on:
a)
Internal report system
2.5
b)
Marketing intelligence system
2.5
c)
Marketing research system
2.5
d)
Geographic Information System 2.5
Answer-
Internal report
system-
This system provides the
information collected from internal database of the company which helps in
evaluating the
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