1.

Explain the environmental factors, which have initiated the marketing concept rather than selling concept. Also explain the basic difference between the two concepts.
Difference Between Marketing & Selling Marketing Marketing starts with the buyer and focuses constantly on buyers' needs. Seeks to convert 'customer needs' into 'products'. Views business as a customer satisfying process. Marketing effort leads to the products that the customers actually want to buy in their own interest. Marketing communication is looked upon as a tool for communicating the benefits/ satisfaction provided by the product Consumer determine the price; price determines costs. Customer satisfaction is the primary motive. External market orientation Emphasis on consumer needs wants Company first determines customers needs and wants and then decides out how to deliver a product to satisfy these wants Management is profit oriented Planning is long-run-oriented in todays products and terms of new products, tomorrows markets and future growth Stresses needs and wants of buyers Views business as consumer producing process satisfying process Emphasis on innovation on every existing technology and reducing every sphere, on providing better costs value to the customer by adopting a superior technology All departments of the business integrated manner, the sole purpose being generation of consumer satisfaction Consumer determine price, price determines cost Marketing views the customer last link in business as the very purpose of the business Selling Selling starts with the sellers and is preoccupied all the time with the seller's needs. Seeks to convert 'product's into 'cash' Views business as a goods producing process. The Company makes the product first and then figures out how to sell it and make a profit. Seller's motives dominate communication (promotions). Cost determines the price. 'Sales' is the primary motive. Internal company orientation. Emphasis is on the product Company Manufactures the product first marketing

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11. 12.

Management is sales volume oriented Planning is short-run-oriented in terms of todays products and markets Stresses needs of seller Views business as a good producing process Emphasis on staying with existing technology and reducing costs

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Different departments work as in a highly separate water tight compartments Cost determines Price Selling views customer as a last link in business

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2. 3. 4. 5. 6. 7. 8.

Describe the social and ethical issues involved in contemporary advertising in India. Define the social. Describing its functions highlight its importance as a product attribute. "Consumer is a king in India" Discuss the statement keeping rural marketing in mind. Examine the relative merits of an advertising agency over advertizing department. Discuss the functions of retailers as middlemen in distribution. Explain the importance of marketing information system. What is product life cycle? Describe the salient features of the different stages of the product life cycle.

9.

Explain the changing concept of marketing.

There are five competing concepts under which business and other organizations can conduct their marketing activity:

1. THE PRODUCTION CONCEPT The customers will favor those products that are widely available and low in cost. Management in production oriented organizations concentrates on achieving high production efficiency and a wide distribution coverage.

2.THE PRODUCT CONCEPT The customers will favor those products that are widely available and low in cost that offer the most quality, performance, and features. Management in product oriented organizations concentrates on making good products and improving them over the time.

3. THE SELLING CONCEPT The customers, if left alone, will ordinarily not buy enough of Organizations products. The organization must therefore undertake an aggressive selling and promotion effort.

4. THE MARKETING CONCEPT The key to achieving organizational goals consists in determining the needs and wants of the target markets and delivering the desired satisfactions more effectively and efficiently than competitors.

5. THE SOCIETAL MARKETING CONCEPT The organizations task is to determine the needs, wants and interests of the target markets and to deliver the desired satisfactions more effectively and efficiently than competitors in a way that preserves and enhances the consumers and the societys well being.

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"Marketing Research is useless, Trends are based on unreliable past and public suggestion do not promise purchase". Evaluate. "As all crose products are the same, they cannot be differentiated for marketing". How do good marketing managers handle the various marketing risks?

13.

What are the various objective of pricing?

14. 15. 16. 17. 18. 19. 20. 21.

What are the ways in which industrial products are classified? Give examples. How will you introduce a new product which is of an "embarrassing' type? Why. How will you evaluate the effective of a company's marketing mix? What is Branch Equity? Why is it being given such importance these days? "If one cannot differentiate, one cannot market of distribution'. Evaluate. What are the factors which determine channel of distribution decision? With examples, distinguish between the various skimming and penetration pricing options. Where would you place MBA programs in India in the product life cycle? Why.

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With examples, show how new products should be priced? How should the marketing effort be evaluated? Explain the steps in new product decision making. Discuss the inter-relationship between marketing and other function" in an organization towards meeting organization towards meeting organizational goal. What strategy do you recommend for an organization entering highly competitive consumer product market?" Why study of buyer behavior is very important? Justify. Design a positioning strategy for a branch new car. Develop a test marketing procedure for a new software product you would like to market shortly in major cities. What are the sources providing ideas for new product? Write notes on any two of the following i. ii. iii. iv. Pricing of Services Multi Channel Distribution Dealer evaluation Life style analysis

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Discuss the technology impact on the international advertizing. What is the role of environment in marketing decisions? Enunciate the role of offensive and defensive strategies in marketing. a) b) Give an account of product life cycle concept. What do you mean by product obsolescence? Can you suggest suitable strategy for marketing CD players? Develop sales network for selling vacuum cleaners. How the pricing mechanism for agricultural produce work in India? Explain the role of discounts in India Enlist the appeals in advertizing Identify ten medias you deem as most effective.

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a) b)

37.

a) b) c) d)

38. 39.

How will you forecast the sale of a new product? Explain with suitable examples. Write notes on any two of the following:

a) b) c) d) e) 40. 41. 42. 43. 44. 45.

Service marketing U.S.P. Product line Sales Quote Consumerism

What is marketing? Explain the significant role of marketing with special reference to India. Explain the concept of "Marketing Mix" and show hot it differs in case of industrial products as compared with low priced mass consumer products. What are the ingredients of the basic model of buyer behavior? Comment on the person centered factors. Examine the concept of product life cycle and explain how it can be used as a sound be considered while deciding the best channels of distribution? Explain the various channels of distribution of goods known to you. What factors should be considered while deciding the best channels distribution? Explain the distinctions between the cost oriented pricing demand oriented pricing and indicate and indicate the marketing situation where these respective approaches may be adopted? Explain the various ways in which large scale or "mass" retailers have achieved their growth. If you were retailer, which particular way would you try to expand? Discuss. Write short notes on any THREE of the follows. a) b) c) d) Rural marketing Pricing strategy Product objectives and product policy Rural and industrial marketing

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"Marketing in the creation and delivery of a standard of life". Explain also the various functions of marketing in a sellers market. How is marketing behavior affected by the marketing environment? Explain with examples. Explain how the sorting theory might be applied in explaining the buying behavior of consumers. Appraise the product life cycle concept relative to its use in forward dumping. Explain the experimental methods of marketing research. What are its limitations and disadvantages? Critically evaluate the various methods of fixing prices of existing and new products.

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Explain how the management should go about formulating the advertising strategy? Write short notes on any THREE of the following a) b) c) d) Penetration pricing Distribution strategy Consumerism Product planning

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"As on today there is no country in the world where Government of the land does not interfere in its economic activities" Comment. What is Strategic Management? Explain various steps in the process. Evaluate the social Responsibility of business in India. Describe the consumer protection and consumerism in India. Discuss the Economic Roles of Government of India in business Evaluate the role of Labour Laws in Industrial Relations scene in India. Describe the important provisions of The Capital issues (Control) Act. Explain the Government Policy over control of prices. Write short notes on any TWO a) b) c) Technological Environment Ninth Plan Socio-Cultural Environment