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SMU MBA SEM 3 MARKETING SUMMER 2015 ASSIGNMENTS

MK0010- Sales Distribution and Supply Chain Management

1 Define and explain the objectives of sales quota. Also describe the types of sales quota to judge performance of the sales personnel.

Definition of sales quota

Objectives of sales quota

Types of sales quota

2 Explain the various steps involved in the personal selling process.

Definition of personal selling process

Steps involved

3 An organization needs to be extremely cautious in making investments in various types of inventories. The extent of control required to be maintained on all items is not the same. Explain some important tools of Inventory management like ABC analysis, Just-In-Time & Economic order quantity model.

Definition of Inventory and Inventory Management

ABC analysis, Just-In-Time &Economic Order Quantity Model

4 Explain the SCOR model with a diagrammatic representation.

SCOR model

Focusing Aspects with diagram

5 When one member of distribution channel tries to maximize its profits at the expense of rest of the members, it will create conflicts, resulting in the decline of profits. To avoid these conflicts, now retail firms have started forming vertical Marketing systems (VMS). Explain the three types of VMS through which goods and services are usually distributed to customers.

Definition of VMS

Three types of VMS

6 Define Reverse Logistics with an example of a industry that follow strong reverse logistics. Explain the four main reverse logistic processes.

Definition of Reverse Logistics

Example

Four main reverse logistic processes

MK0011- CONSUMER BEHAVIOUR

1 “Selecting the right segmentation variable is critical”. Explain with the help of an example each for three types of segmentation.

Explanation of three types

Examples

2 Explain the concept of defense mechanism in detail.

Explanation

Forms of frustration

3 Discuss Trait theory and its relevance in consumer Behaviour.

Explanation of trait Theory

Types of personality traits

4 “A number of factors influence individuals that may distort their perceptions”. Is it true? Comment.

Explanation of factors that distort individual perception

5 Explain the different components of learning.

Explanation

6 Write short notes on:

a) The Adoption Process

b) Post-Purchase Behaviour of a consumer

a) Meaning and Barriers

b) Meaning and example

MK0012- Retail Marketing

1 What do you mean by the term ‘Consumer’? Explain the classification of retail customers based on shopping.

Definition of Consumers

classification of retail customers based on shopping

2 Define Integrated Marketing Communication (IMC)? Describe the tools of IMC.

Definition of IMC

Tools of IMC

3 Define retailing and Retailer. Describe the classification of store based retailing based on ownership and on the basis of variety of merchandise mix.

Definition of retailing and retailer

Based on ownership

Basis of variety of merchandise mix.

4 What is E-tailing? Describe the advantages and disadvantages of E-tailing.

Definition of E-tailing

Advantages and Disadvantages of E-tailing

5 Price is a highly sensitive and visible part of retail marketing mix. Retailer’s overall profitability depends on Pricing. It plays an important role in strategic decision making process. Explain various pricing strategies are adapted by the retailer according to the situation.

Explanation of pricing in Retail

Retail Pricing strategies

6 Describe any three Rural retail strategies in brief.

Definition of Rural retail

Any three Rural retail strategies

MK0013- MARKETING RESEARCH

1 Describe the components of research proposal.

Explanation

2 There are certain advantages and drawbacks of secondary data. Elaborate.

Explanation of advantages of secondary data

Explanation of drawbacks of secondary data

3 “The questionnaire format changes depending upon the amount of structure and disguise required during data collection”. Comment

Explanation of questionnaire format

Explanation of question composition

4 Explain non comparative scales and its types

Explanation of the meaning

Explanation of types

5 Explain the process of data preparation in detail.

Explanation

6 Write short notes on:

a) Copy testing

b) Sales Analysis

a) Meaning with example

b) Meaning and Benefits