The Psychoanalytic Theory of Freud

Explain the purchase process and its determinants. Do you consider them equally effective to Indian shopping culture? What changes you would recommend in this respect?

Define Culture and Subculture. Compare the Indian culture values with the American culture or that of any other culture that you have read about or are familiar with.

What is meant by consumer attitude? How do you justify the relevance of studying attitudes when they may not accurately predict action? Give an example to illustrate your answer.

How would you differentiate between organisational buying and individual buying. Taking the example of purchase of stationery of your personal we and for organisational purposes, explain the differences.

What are the advantages of a line sales organisation and line & staff sales organisation? What are the bases used to design sales territories?

Describe the importance of monitoring and performance appraisal of sales force? Mention some of the parameters used to monitor sales force?

Discuss how negotiations and conflicts go hand in hand with each other? Differentiate between deadlock, stonewalling and non-conclusive negotiations.

Do you think computerization in the sales function can be used as a distinct competitive advantage? Explain its role in key areas of sales?

Describe the key decision areas in sales and distribution management in detail?

Discuss the models of pretest marketing available to the Indian marketer? What is the rationale for test marketing? Discuss situations where you think test marketing is not desirable?

What factors determine the decision to offer new products by the marketer? What are the steps involved in new product launch? Discuss with the help of a suitable example?

Discuss the term 'Positioning' of a product in the Indian context? What are the various tools available for positioning decision making? Explain in detail?

Briefly describe each of the four distinct stages of the product life cycle by taking an example each from consumer and industrial products you are familiar with?

Discuss the scope, relevance and, significance of product management function in the current market scenario?

Deemed Exports

Factors to be considered in developing an organizational mission statement

Direct and indirect distribution channels

What is transfer price? What are the methods for determining transfer prices?

What are the different parties in a letter of credit? Explain the step-by-step procedure of realising export proceeds.