Technology Push Innovation

Radical Innovation

Incremental Innovation

Many organizations have standing conflicts among maintenance and production/operations employees. Describe the nature of these conflicts. What are the main causes?

How do you determine whether technology should be indigenously developed or procured? What are the factors to be considered? Discuss.

Concept of information processing.

Nicosia's model of consumer decision-making process.

Theories of post-purchase evaluation.

How would you differentiate between organizational buying and individual buying? Taking the example of the purchase of laptops for organizational purposes and for your personal use, explain the differences.

Briefly explain The Family Life Cycle Concept. Which of the stage(s) of the family life cycle constitutes the most lucrative segment for the following products?

(i) Home appliances

(ii) Baby food

(iii) Luxury products

Explain your answer with reasons.

What do you understand by reference group influence? Suggest a few products for which you think reference groups would exert a strong influence with regard to the purchase of the product and the brand, and provide an explanation for your choice.

What is meant by consumer perceptions? How do you justify the relevance of studying perceptions when they may not accurately reflect reality? Give example(s) to illustrate your answer.

Explain the purpose of sales forecast and sales quotas in the context of sales management function. Discuss the meaning and importance of sales budgeting. What are the various methods that a sales manager would consider in preparing the sales budget?

Explain the term sales territories. Discuss the steps involved in territory planning and its importance.

Explain the need and key objectives of monitoring sales function in an organization. Discuss the basic issues that one has to consider in the evaluation of salesmen.

Elaborate the significance and purpose of training in an organisation. Discuss the methods of identifying training needs. What makes sales training a continual activity?

Distinguish between recruitment and selection. When and why selection process assume significance? Highlight the most commonly used selection tools.

What are selling skills? Discuss the various selling skills that you are familiar. Highlight how these selling skills help enable sales personnel.

Discuss the term, scope and evolution of personal selling in the Indian context. List out and explain the situations conducive for personal selling.

Explain the terms sale and distribution in the context of sales management function. Discuss the role of sales and distribution strategy in the exchange process.