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December, 2012

Ms-65 : Marketing of Services

SECTION – A

1.  (a)  With the help of suitable examples, explain the concept of 'Services Marketing Triangle'. (b)  Explain the four modes of service delivery in international trade of services, giving examples of each.

2.  (a)  Identify a particular service organisation for which you believe 'physical evidence' is particularly important in communicating with customers. Prepare the text of a presentation as a manager of that organisation highlighting the importance of physical evidence in the organisation's marketing strategy.

June, 2013

Ms-65 : Marketing of Services

SECTION - A

1. (a) Discuss 'Inseparability' and 'Perishability' as characteristics of services. Also describe their marketing implications for a hospital.

(b) What are the additional three 'Ps' of service Marketing Mix ? Discuss each . Also discuss the relevance of 'Services Marketing Triangle' for a consultancy company.

June, 2010

Ms-64 : International Marketing

SECTION – A

1(a) Why has there been such an increase in interest by business firms in international marketing ? Will this continue to increase ? Why, or why not ?

(b) What is the basic objective of setting up of Export Promotion Councils ? Explain their major functions.

June, 2011

Ms- 64 : International Marketing

SECTION – A

1.  (a) What are the reasons for a firm entering into international markets ? Discuss giving

suitable examples.

December, 2011

Ms-64 : International Marketing

SECTION  -  A

1. (a) Describe the differences between ethnocentric, polycentric, regiocentric, and geocentric orientations. How do these orientations affect international marketing practices ?

(b) Differentiate between various types of Regional Economic Groupings giving suitable examples.

December 2012

Ms-64 : International Marketing

SECTION-A

1.  Differentiate between the following:

(a)  Ethnocentric and Geocentric Orientations.

June, 2013

Ms-64 : International Marketing

SECTION-A

1. (a) What are the economic and non - economic reasons that a firm considers for entering International Markets ? Explain.

(b) What are the different forms of Regional Economic Groupings for trade cooperation ? Give examples to illustrate your answer.

December, 2009

Ms-63 : Product Management

SECTION – A

1. Distinguish between the following giving suitable examples :

June, 2010

Ms-63 : Product Management

SECTION – A

1. (a) Explain the terms 'convenience products' and 'speciality products' giving suitable examples. Briefly compare a producer's marketing - mix for a convenience product with those for a speciality product.

(b) Explain the BCG Matrix and discuss its strategic implications.

June, 2011

Ms- 63 : Product Management

SECTION – A

1.  (a)   Briefly explain the concept of Product. Life Cycle (PLC). Do all products go through the classical belt shaped PLC ? Discuss giving suitable examples.

(b) What, in your view, is the PLC stage in respect of the following products in Indian market ? Based on your answer, suggest appropriate promotion and distribution strategies for them:

December, 2011

Ms-63  :  Product Management

SECTION  -  A

1.  (a)  Explain the term 'product line', giving suitable examples. Discuss the factors that make companies pursue product line extensions.

(b)  Taking a fast moving consumer good of your choice, discuss the distribution and promotion strategies that you would suggest for the different stages of its product life cycle.

December 2012

Ms-63 : Product Management

SECTION-A

1.  (a)  Discuss the various pricing methods available to marketers to price the products giving suitable examples.

(b)  What Pricing strategy would you recommend to introduce a range of fruit juices in the market for a firm having twin objectives of creating mass awareness and sales ? Discuss.

June, 2013

Ms-63 : Product Management

SECTION-A

1. Distinguish between the following giving suitable examples :

(a) Convenience and shopping products

December, 2009

Ms-62 : Sales Management

SECTION – A

1(a) Explain the interdependence of sales and distribution management in an FMCG company.

(b) Explain the various steps involved in personal selling process taking the example of diesel generating sets for industrial applications.

June, 2010

Ms-62 : Sales Management

SECTION – A

1(a) Explain the key decision areas in the sales management which are particularly relevant to strategy formulation.

(b) Explain the importance of oral and non - verbal communication in an attempt to convert a suspect into a prospect.

June, 2011

Ms-62 : Sales Management

SECTION – A

1.  (a) What are the situations conducive for personal selling ? Explain using suitable examples.

(b) How would the Sales Process differ in the following situation ?

December, 2011

Ms-62 : Sales Management

SECTION – A

1. (a)  Discuss the qualities of a good salesperson citing suitable examples. Explain how

would you convert a suspect into a prospect ?

December 2012

Ms-62 : Sales Management

SECTION-A

1.  Briefly explain the personal selling process. Discuss the importance of 'Sales Resistance' in the selling process. How do sales persons cope up with the same ? Support your answer by citing example of a consumer durable good.

2.  Define negotiation. Explain the steps involved in the negotiation process by taking example of an industrial good. Briefly explain the various negotiation strategies involved.

December, 2009

Ms-58 : Management of R&D and Innovation

1(a) How does one identify a business strategy that is appropriate to your competencies ? How do you ensure that competitive advantage can be obtained through technological innovation ?

(b) Discuss the linkage between R&D, innovation and economic development. What have the experiences of USA and Japan to do with them ?

2(a) What are the essential requirements of design ? Examine the relationship between design, innovation and market.

June, 2010

Ms-58 : Management of R&D and Innovation

1(a) Discuss the various measures for determining the benefits of technological innovation.

(b) What is R & D ? Briefly explain the various facets of R & D.

2.(a) Elaborate your understanding about market oriented product development method. Compare it with the traditional method.