(a) Discuss the frequently used sources of recruitment for frontline salesman with suitable examples. Explain how training needs are identified in a medium size engineering company.

 (b) What are the ways in which a sales manager can motivate a salesman? Discuss.

(a) Explain the various Selling Skills that a salesman should possess and why? Comment on the importance of Interpersonal communication process with an example. 

 (b) What is Presentation in the context of selling? Discuss the various types of sales presentation and the situations where they can be used.

(a) Distinguish Selling from Marketing with a suitable illustration. Explain the linkage of distribution function with sales management in a consumer durable company of your choice. (b) What is sales strategy? Discuss the sales strategy formulation for a newly introduced electric bike.

(a) Explain the various sources of new product ideal used by a firm which you are associated or familar with. What factor’s determine the decision to offer new product by the marketer? 

(b) Discuss the major concept generation methods that you are familiar with. What is Test marketing? Discuss the various issues associated with test marketing. 

(a) List out and discuss the relevance and rational of branding. Bring out the relationship of the three concepts namely positioning, product differentiation and market segmentation with a suitable example of your choice.

(b) Discuss the concept of Brand equity. Comment on the importance of packaging and labelling.

(a) What is product line? By taking an FMCG company of your choice as an example discuss its product line. Explain the Product Life Cycle concept (PLC) and how does it help in product planning activity of a business. 

(b) What is the rationale for managing product portfolio? Discuss. Explain the Methodology of constructing BCG matrix. 

What is a Product? Discuss with an example. How are products classified? Explain the basis of classification with suitable examples. 

(b) Discuss the nature and scope of Product Management with a company you are associated or familiar with.

Outline the procedure for conducting international marketing research, giving suitable example. 

What are the relative advantages of standardization/adaptation of an international advertising programme.

Briefly explain the EPCG scheme as envisaged in the current Export Import Policy.

Enumerate the elements that make up culture. Why is an understanding of different cultures important to an international marketing manager?.

What are the reasons that promote international business concerns to invest in foreign lands? Discuss.

Positioning of Advertising Agency

Branding of Financial Products

GATS

What are the implications of core, facilitating and supporting services for marketers of education? Discuss the concept of an augmented service products with the help of examples from the educational services..

Using SERVQUAL scale, create a questionnaire for a service firm that you patronize or are familiar with.

What are the basic differences between pricing of goods and pricing of services? Does characteristics of services influence their pricing? Discuss.

What are the basic differences between pricing of goods and pricing of services? Does characteristics of services influence their pricing? Discuss.

Discuss the international scenario of role played by services sector in national economies. Do you feel India is following the trend displayed by developed economies in this regard? Discuss the theories of motivation, and types of motivational conflict.