This document contains 6 questions from an MBA marketing management exam, along with brief summaries of the key topics and concepts for each question. The questions cover topics such as service marketing, sales promotion tools, environmental scanning techniques, the personal selling process, buying centers, rural marketing strategies, and the roles of functional departments in purchasing. For full answers to the questions, students are directed to a website.

1. Get Answers of following Questions here
MBA Semester 2-SUMMER 2015
MB0046- Marketing Management
Q1. Do you think the argument ofsome theorists that the traditional Ps are not enough for services marketing?
Give suitable examples to prove your point.
 Define Service Marketing
 Explanation of 4p’s
 Explanation of Additional 3 p’s
Answer.
Service Marketing: Service sector is one of the key contributing factors for the growth of our economy and civilisation.
Though marketing literature is dominated by manufacturing and product-centric business practices, service marketing
constitutes a strategic area, which … Get complete Answers on www.smuHelp.com
Q2 What is sales promotion? Explain any eight tools of sales promotion directed at consumers.
 Definition of sales promotion
 eight tools of sales promotion directed at consumers
Answer:
Definition of sales promotion:
Sales promotion programmes are short-term programmes aimed at maximising sales in a period of time. What is most
important to remember is that the sales … Get complete Answers on www.smuHelp.com
Q3 Define Environmental scanning. Explain Delphi technique and Scenario Building technique of Environmental
Scanning.
 Definition of Environmental scanning
 Delphi technique
 Scenario Building technique
Answer: Definition of Environmental scanning:
Environmental scanning refers to the careful monitoring of an organisation's internal and external environment for
detecting early signs of opportunities and threats that may influence its present and future marketing plans. It helps the
marketer in taking decisions regarding … Get complete Answers on www.smuHelp.com
Q4. Personal selling focuses in on ‘personal’ or ‘one to one’ selling. It involves an individual salesman or a sales
team establishing and building a profitable relationship with customers over a period of time through a series of
steps. Explain the steps in the personal selling process which helps in the successful sales.
 Definition of Personal Selling
 Explanation of steps in the Personal selling process
Answer.
Definition of Personal Selling:
Personal selling is an activity which involves a face-to-face interaction with the customers wherein there is a quick
response and personal confrontation. This allows for more specific adjustment of the message. Here, the communication
message can be adjusted as … Get complete Answers on www.smuHelp.com
Q5 What is Buying centre? Explain the seven roles of Buying centre and also specify the role of functional
departments in the purchase process.
 Definition of Buying centre
 Seven roles if Buying centre.
 Role of functional departments
Answer:
Definition of Buying centre:

2. A major task of an industrial marketer is to identify those individuals who are in any way involved in purchasing
decision process. These decision-making units are called buying centres. Buying centres can be an individual, a
department, or a group … Get complete Answers on www.smuHelp.com.
Q6. Describe some of the strategies for effective marketing and advertising in rural market. Also explain the
innovative use of media in rural market.
 Nature of the rural market
 Strategies
 Innovative use of media
Answer:
Rural Marketing: The rural areas are where the markets of the future lie. Urban markets are becoming increasingly
competitive and saturated for many products. On the other hand, rural markets offer growth opportunities for firms
caught up in intensive battle in urban and metro … Get complete Answers on www.smuHelp.com