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Course Code : MS – 61
Course Title : Consumer Behaviour
Assignment Code : MS-61 /TMA/SEM – I/2020
1. Imagine yourself as a retailer for menswear and propose how you would use lifestyle approach to succeed in your venture.
2. Explain the concept of learning and discuss its marketing applications.
3. Discuss the characteristics that distinguish organisational buying from individual buying. Taking the example of purchase of a computer for your personal use and for organisational purpose, explain the differences.
4. Explain the concept of family life cycle. Which stage(s) of the family life cycle could constitute a lucrative segment for the following? Give reasons for your answer.
(a) Life insurance policy
(b) Educational toys
(c) Branded gold jewellery.
5. What is the need to study post purchase behaviour of consumers? Explain its implications for marketers of consumer durables.
6. Define culture and subculture. Discuss the importance of sub-cultural segmentation for food products.
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Course Code : MS – 62
Course Title : Sales Management
Assignment Code : MS-62 /TMA/SEM – I/2020
1. a) Distinguish and discuss the term “Sales” and “Selling” with suitable examples. What is a sales strategy? Explain the various activities/ tasks that a sales managers should consider in designing a sales strategy for the firm. Discuss with a hypothetical example.
b) Why it is essential to possess a sound knowledge of computer system and its application areas in sales management function? Discuss with an example.
2. a) What is Selling process? Discuss the various stages involved in Selling process in the following situation.
i) Salesman selling computer systems for an educational institution.
ii) Salesman promoting banking products for individuals.
b) What do you understand by the term “Skill”? What are the various skills that a salesman ought to possess in a sales profession? Illustrate with a suitable example.
3. a) What are Sales displays? Explain with examples the different types of displays available to the retailer in effectively managing for customer pull.
b) Assume that you have been assigned the task of recruitment and selection of sales force. What recruitment sources and selection tools would you employ and why in the following situations?
i) Missionary Salesmen for Pharma company
ii) Engineering graduates for an automobile company
4. a) Elaborate the importance of training sales force at all the levels in an organization. Discuss the steps involved in the training process in the following situations.
i) Management graduates joined as management trainee with a MNC firm.
ii) Product knowledge and its application areas (Technical) for Diploma holders.
b) As a sales manager, discuss the key considerations in the preparation of sales budget for sales department so as to effectively plan, co-ordinate and control all the activities. Prepare an essay by taking an hypothetical example of your choice.
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ASSIGNMENT
Course Code : MS – 63
Course Title : Product Management
Assignment Code : MS-63 /TMA/SEM – I/2020
1. What is a product? Taking the example of refrigerator, explain the anatomy of the product i.e. the core benefits, tangible specifications, and augmented features.
2. Taking the example of packaged fruit juices, explain how you can generate new product ideas using attribute analysis.
3. Briefly explain the concept of Product Life Cycle (PLC).Do all the products follow the bell shaped curve of PLC? Discuss giving suitable examples.
4. What do you understand by the term ‘product positioning’? Describe the alternative basis of positioning that you can apply for a tooth paste.
5. Discuss the various functions that packaging performs in marketing of cooking oil.
6. What are the objectives of test marketing? Taking any new product of your choice explain how you would go about its test marketing.
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ASSIGNMENT
Course Code : MS – 64
Course Title : International Marketing
Assignment Code : MS-64 /TMA/SEM – I/2020
1. What do you understand by the term ‘International Marketing’? Explain the reasons for which firms enter international markets.
2. Distinguish between the following giving suitable examples.
(a) ‘Ethnocentric’ and ‘Polycentric’ orientations
(b) ‘Free Trade Area’ and ‘Customs Union’
(c) ‘Pre-investment Planning’ and ‘Post-investment Planning’ for management of political risk.
3. Discuss the significance of letter of credit in international marketing. Explain the operation of a letter of credit.
4. What is the effect of ‘terms of delivery’ on the price to be quoted by an exporter? Explain giving an example.
5. How does culture influence international marketing decisions? Explain with the help of suitable examples.
6. Briefly explain the components of international advertising strategy. What are the relative advantages of standardization and adaptation of an international advertising programme?
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Course Code : MS – 65
Course Title : Marketing of Services
Assignment Code : MS-65 /TMA/SEM – I/2020
1. Where do the following fit on the ‘Continuum of Evaluation’ for different types of products?
(a) Automobile repairs
(b) Teaching
(c) Restaurant
What are the implications for consumer behavior?
2. Explain the logic behind these two quotes: “A complaint is a gift” and “The customer who complains is your friend”.
3. Do you think physical evidence really matters in marketing of services? Discuss with the help of examples.
4. As a manager of a movie theatre, what strategies would you use to overcome demand and supply challenges?
5. What do you understand by ‘non-monetary costs’ with reference to marketing of services? Describe the non-monetary costs involved in the following:
(a) Home Loans
(b) Health Services
6. What are the implications of the services marketing triangle? Explain giving suitable examples.
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Course Code : MS-91
Course Title : Advanced Strategic Management
Assignment No. : MS-91/TMA/SEM-I/2020
1. Explain corporate policy formulation process and examine the importance of formulating a corporate policy in today’s changing scenario.
2. Describe the role of the Board in strategic management. What according to you, are the factors that influence the effectiveness of Board?
3. Read the case study ‘Ranbaxy Laboratories Ltd. (RLL)’ from Block-3 of MS-91 and identify the various modes of entry Ranbaxy has adopted in different regions. What are the pros and cons of each mode of entry?
4. Explain the concept of creativity. Taking the example of a creative organization explain how does creativity contribute to the success of an organization.
5. List the ways in which corporate philanthropy is undertaken and comment on the relevance of strategic philanthropy for business organizations.
6. Write notes on the following:
(a) Business Ethics
(b) Value Systems and IT
(c) Multi domestic Strategy
(d) Components of Corporate Strategy