QP CODE: 21101151 210181 Reg No Name B.COM DEGREE (CBCS) EXAMINATION, APRIL 2021 Sixth Semester CORE - CO6CRT18 - ADVERTISEMENT AND SALES MANAGEMENT ‘Common for B.Com Model | Finance & Taxation, B.Com Model | Co-operation, B.Com Model | Computer Applications, B.Com Model | Marketing, B.Com Model | Travel & Tourism, B.Com Model {Il Computer Applications, B.Com Model I Office Management & Secretarial Practice, B Corn ‘Model Ill Taxation, B.Com Model Ill Travel & Tourism, B.Com Model I! Computer Appli B.Com Model I! Finance & Taxation, B.Com Model Il Logistics Management, B.Com Model I Marketing & B.Com Model Il Travel & Tourism 2017 Admission Onwards 8B36DB86 Time: 3 Hours Max. Marks 80 Instructions to Private candidates only: This question paper contains two sections. Answer SECTION I questions in the answer-book provided. SECTION lI, Internal examination questions ‘must be answered in the question paper itself. Follow the detailed instructions given under SECTION II SECTION! Part A ‘Answer any ten questions Each question caries 2 marks. 1. What do you mean by Brand Switch? 2. Explain the following terms: a. Local Advertising b. Trade Advertising 3. What is meant by humour appeal? 4. What is meant by expository copy? 5. State 2 objectives of advertising research, What is concurrent testing? 7. What is meant by sales promotion? Give any two advantages of sales promotion, 8 Whatis meant by quantity-of-offer? 9. What do you understand by brand equity? 10. Define Personal Selling. 11. What is the role of Professionalism in personal selling? NO © Nd we l 2 t NO ~12 13, 14, 15. 16. 17, 18, 19, 20. 2. 22. 23. 24. 26. What are the qualitative sales objectives? PartB Answer any six questions. Each question carries § marks, Explain the positive impacts of advertising on the society. Explain the key principles and standards of self-regulation in advertising set by the ASCI. Explain the factors considered in the selection of media Explain the objects of internet advertisement, What are the need and importance of measuring the effectiveness of advertising? What is DAGMAR model of advertising? What are the steps in purchase according to this, model? Explain Promotion Mix. Explain the drawbacks of Sales Promotion, What are the most relevant qualities needed by a sales man in personal selling? (6*5=30) Part c ‘Answer any two questions. Each question carries 15 marks. Explain the various types of ethical violations in advertisement, Explain advertisement layout. Describe the important elements of advertisement layout. Explain the advantages and limitations of measuring the effectiveness of advertising research. Depending upon the nature, skill and personality some salesman are more successful than others do you agree? Explain. (215-30)wy QP CODE: 20100481 | eg No Name : BCOM. DEGREE (CBCs) EXAMINATION, MARCH 2020 Sixth Semester 2017 Admission Onwards 254A9DCA Instructions to Private candidates only: This question paper contains two sections, ‘Answer Section | Guestions in the answer-book provided. SECTION I Internal Examination questions must be answered in the Guestion paper itself. Follow the detailed instructions given under SECTION Il. SECTION ‘Time: 3 Hours ‘Maximum Marks : 80 Part A Answer any ten questions. Each question carries 2 marks, . 1. What is meant by Mass Communication? 2. Expand AIDA. 3. What is meant by ad copy? 4, Define media planning. 5. What is PACT? 6. Mention some of the objectives of DAGMAR approach. 7. What is meant by promotion mix? 8. What is meant by sales forecasting? a ses FEPeBET|9, What is meant by combination strategy? 10, How can personal selling help in selling of products? 11, How does a sale come to an end? 12, What is the role of Sales Force in management? (10%2=20) Part B Answer dy sbx questions. Bach question carries marks. 13. Explain briefly the positive impacts of Advertising on children 14, Explain the functions of Consumer Complaints Council under AS 15. Explain the essentials of an advertisement appeal. 16. Explain the functions of advertisement layout. 17, What are the objectives of advertising research? 18, What are the advantages of measuring the effectiveness of advertising? 19. Briefly explain the features of Sales Promotion. | 20. Explain the techniques of Sales Promotion Budget. 21. What is the importance of evaluating the sales force? (6*5=30) Part C Answer any two questions Each question carries 1$ marks. 22, Explain the economic effects of advertising and explain the functions of advertising in a free economy. 23. Explain the major steps in the process of perminssion marketitg? 24, Explain the advantages and limitations of measuring the effectiveness of advertising research, 25, What are the different types of personal selling techniques used by sales force? (2*15=30)