Dear today was my MGT 301 paper, 90% MCQ were from past papers total 69 questions,and long questions were
1- Define and differentiate between database marketing, KOISK Marketing third one I not remember, sorry for that friends.
2- Why companies go in international market
3- How a sampler can take a conclusion from a given sample and how many sample he will take for decision making.
4- Why mostly companies have sales tem?
5- Pros and cons of personal marketing.
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PermalinkReply byOmeronFebruary 3, 2012 at 11:48am
Thanks Bro, can you refer me answer
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PermalinkReply by+ Faheem Saqib +onFebruary 3, 2012 at 3:14pm
gud work Muhammad Naveed
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PermalinkReply byOmeronFebruary 3, 2012 at 7:12pm
Hi All,
PFB question of MGT301 Marketing paper (Long Subjects) of mine and my friend.
Trade Promotion Goals.
Explain Segment Marketing.
Marketing Process.
Characteristics of personal selling.
Why multichannel distribution gets popularity.
Logistic management importance. List down five arguments.
List down factors which plays a important role while developing marketing of individual products or services.
In selling process, there is meeting between sales person and prospect. What points will be discussed between sales person and customer.
Global Vision.
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PermalinkReply by+ M.Tariq Malik +onFebruary 3, 2012 at 11:31pm
Feb 03 2012
Define and differentiate between Catalog Marketing, KIOSK Marketing and Database Marketing 5marks
How do channel members add value to a marketing system? 5marks
What is meant by competitors centered company? Write down advantages and disadvantages of such type of cpmpanie 5marks
What are the characteristics of satisfied and loyal customers? 5marks
What could be the different basis for designing the Sales Force Structure? 3marks
Why are multichannel distribution systems gaining popularity today? 3 marks
Why products decline, explain your answer with reasons, at least three. 3 marks
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PermalinkReply by+ M.Tariq Malik +onFebruary 8, 2012 at 8:08pm
Total 69 questions:-
62 mcq, mostly from past papers.
7 long Questions.
· Who is intermediar? What is their Role?? (3 marks)
· The marketing of one organization have a negative impact on the other organization? How? (3 marks)
· Write three type of advertising budget? (3 marks)
· Explain benefits of direct marketing? (5 marks)
· What is customer value and customer satisfaction? What is the relation between them? (5 marks)
· Marketing communication plays a major role in influencing consumer purchase in new product strategy. Why most of firms adopting IMC as advertising project? (5 marks)
· Explain product life cycle? (marks 5)
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PermalinkReply by+ M.Tariq Malik +onFebruary 8, 2012 at 10:24pm
MGT301 Current Final term by Sh!n
mostly MCQs from past papers some are new but very easy
subjectly paper b bht easy tha
personal sellind advantages or dis advantages 5 marks
as a marketing manager u produce a detrengent what u for sale
promotion esi tra ka tha question 5 marks
BCG matix with SUB 5 marks
u produce a computer and television u adopt a personal selling what
u do 5marks.
3 marks wala 1 planning wala tha bqi yad ni
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PermalinkReply by+ M.Tariq Malik +onFebruary 8, 2012 at 10:25pm
Feb 03 2012
Define and differentiate between Catalog Marketing, KIOSK Marketing and Database Marketing 5marks
Ans.
Catalog Marketing
Catalog marketing involves selling through catalogs mailed to a selected list of customers or made
available in stores. A catalog is a printed, bound piece of at least eight pages, selling multiple
products, and offering a direct ordering mechanism. Some stores offer a complete line of goods
through their catalogs. Most direct retailers have put their catalogs on the World Wide Web. Web
catalogs are passive and must be marketed themselves.
Kiosk Marketing
Some companies place information and ordering machines (called kiosks) in stores, airports, and
other locations (in contrast to machines which dispense products--vending machines). Business
marketers can also use kiosks (such as at trade shows). Kiosks are also going online as companies
merge real-world and virtual worlds of commerce. The Gap interactive kiosk is a great example of
this technology.
Database marketing is the process of building, maintaining, and using customer database and
other database for the purposes of contacting and transacting with customers. A customer
database is much more than just a list of names (i.e., customer mailing list). Business-to-business
marketers and service retailers most frequently use database marketing.
Companies use their databases in four ways:
1). Identifying prospects.
2). Deciding which customers should receive a particular offer.
3). Deepening customer loyalty.
4). Reactivating customer purchases.
How do channel members add value to a marketing system? 5marks
Ans. Channel members add value by bridging the major time, place, and possession gaps that separate goods and services from those who would use them.
Producers use intermediaries because they create greater efficiency in making goods available to target markets.
Intermediaries offer the firm more than it can achieve on its own through their contacts, experience, specialization, and scale of operations
From an economic view, intermediaries transform the assortment of products into assortments wanted by consumers
Information refers to the gathering and distributing research and intelligence information about actors and forces in the marketing environment needed for planning and aiding exchange
Promotion refers to the development and spreading persuasive communications about an offer
Contacts refers to finding and communicating with prospective buyers
Matching refers to shaping and fitting the offer to the buyer’s needs, including activities such as manufacturing, grading, assembling, and packaging
Negotiation refers to reaching an agreement on price and other terms of the offer so that ownership or possession can be transferred
Physical distribution refers to transporting and storing goods
Financing refers to acquiring and using funds to cover the costs or carrying out the channel work
Risk taking refers to assuming the risks of carrying out the channel work
What is meant by competitors centered company? Write down advantages and disadvantages of such type of companies 5marks
Ans:
A competitor-centered company is one that spends most of its time tracking
competitors’ moves and market shares and trying to find strategies to counter them.
1). Advantages include:
A). A fighter orientation.
b). Alertness.
2). Disadvantages include:
A). the company becomes too reactive.
b). Strategy is built on what others do. Bases goals on what others do.
c). Lessens innovation. It only matches or extends what others does.
Why are multichannel distribution systems gaining popularity today? 3 marks
Ans: In the past, many companies used a single channel to sell to a single market or market segment.
Today, with the proliferation of customer segments and channel possibilities, more and more
companies have adopted multichannel distribution systems—often called hybrid marketing channels.
Such multichannel marketing occurs when a single firm sets up two or more marketing channels to
reach one or more customer segments. The use of hybrid channel systems has increased greatly in
recent years.
Figure shows a hybrid channel. In the figure, the producer sells directly to consumer segment 1
using direct-mail catalogs and telemarketing and reaches consumer segment 2 through retailers. It
sells indirectly to business segment 1 through distributors and dealers and to business segment 2
through its own sales force.
Feb 03 2012 VU Chichawatni
What is the difference between the agent and broker?
Ans. Brokers and agents
Do not take title to goods. Main function is to facilitate buying and selling, for which they earn a
commission on the selling price. Generally, specialize by product line or customer types.
• Brokers:
Chief function is bringing buyers and sellers together and assisting in negotiation. They are paid by
the party who hired them, and do not carry inventory, get involved in financing, or assume risk.
Examples: food brokers, real estate brokers, insurance brokers, and security brokers.
• Agents:
Represent either buyers or sellers on a more permanent basis than brokers do. There are several
types:
Manufacturers' agents: Represent two or more manufacturers of complementary lines. A formal
written agreement with each manufacturer covers pricing, territories, order handling, delivery
service and warranties, and commission rates. Often used in such lines as apparel, furniture, and
electrical goods. Most manufacturers' agents are small businesses, with only a few skilled
salespeople as employees. They are hired by small manufacturers who cannot afford their own field sales forces, and by large manufacturers who use agents to open new territories or to cover
territories that cannot support full-time salespeople.
Selling agents: Have contractual authority to sell a manufacturer's entire output. The
manufacturer either is not interested in the selling function or feels unqualified. The selling agent
serves as a sales department and has significant influence over prices, terms, and conditions of sale.
Found in product areas such as textiles, industrial machinery and equipment, coal and coke,
chemicals, and metals.
Purchasing agents :Generally have a long-term relationship with buyers and make purchases for
them, often receiving, inspecting, warehousing, and shipping the merchandise to the buyers. They
provide helpful market information to clients and help them obtain the best goods and prices
available.
Direct Marketing more and more use.
Direct Marketing means selling products by dealing directly with consumers rather then through intermediaries.
Traditional methods include mail order, direct-mail selling, cold calling, telephone selling, and door-to-door calling. More recently telemarketing, direct radio selling, magazine and TV advertising, and on-line computer shopping have been developed.
Advantage of Direct marketing
• It is a strong way of building long term customer relationship.
• It is convenient.
• The buying process becomes easy.
• It reduces cost and increase efficiency.
• It provides an easy way to compare products.
• Greater reach to products.
What is the Societal marketing concept.
Ans. The Societal Marketing Concept
The societal marketing concept holds that the organization should determine the needs, wants, and
interests of target markets. It should then deliver the desired satisfactions more effectively and
efficiently than competitors in a way that maintains or improves the consumer’s and the society’s
well being.
1). The societal marketing concept is the newest of the marketing philosophies.
2). It questions whether the pure marketing concept is adequate given the wide variety of
societal problems and ills.
3). According to the societal marketing concept, the pure marketing concept overlooks
possible conflicts between short-run consumer wants and long- run consumer welfare.
4). The societal concept calls upon marketers to balance three considerations in setting their
marketing policies:
a). Company profits.
b). Customer wants.
c). Society’s interests.
5). It has become good business to consider and think of society’s interests when the
organization makes marketing decisions.
State the advantages as well as the disadvantage of personal selling.
Ans. Personal selling:
Oral conversations, either by telephone or face-to-face, between sales persons and prospective customers.
Advantages of Personal Selling (Sales)
• Ability to close sales.
• Ability to hold the prospect’s attention.
• Immediate feedback and two-way communications.
• Presentations can be tailored to the prospect’s needs.
• Ability to precisely target the prospect.
• Ability to get immediate action.
Disadvantages of Personal Selling (Sales)
• High cost per contact.
• Inability to reach some customers as effectively.
Feb 07 2012
Identify and explain different way together enter in the international market.
Ans.
Geographic factors are the variables for the segmentation of international markets.
Psychological factors are the variables for the segmentation of international markets.
International marketers must understand the culture in each international market and adapt their marketing strategies accordingly
Major International Marketing Decisions
1. Understanding - comes from looking at the international marketing environment.
Multinational companies operating in many countries have proliferated and in a global
Economy more companies must consider international markets if they are to grow.
2. Deciding - whether to go abroad may be the best growth opportunity, even for relatively small
Companies. More foreign markets can increase volume.
3. Which Markets - to enter is also based upon environmental conditions.
4. How to enter - involves choices about how to compete.
5. The Marketing Program - appropriate to international markets includes variations on the
product and promotion.
6. The Marketing Organization - choices available in international marketing include export
department, international division, and global organization.
What is a Loyal Customer
Ans. Definition: customers with a long record of purchases from a preferred provider caused by their psychological and emotional bond with that provider.
Customer value and customer satisfaction
Ans. Customer value at customer need and requirement are fulfill by producer. The points where customer gets satisfaction by fulfill their requirements.
Customer Satisfaction vs. Customer Loyalty
Ans.
Customer satisfaction measures how well a customer’s expectations are met.§
Customer loyalty measures how likely customers are to return and their willingness to perform partnership activities for the organization.§
Customer satisfaction is a prerequisite for customer loyalty.§
However, customer satisfaction does not mean your customers will certainly return.§
Design the Motivational plan for sales people.
Ans.
Management must decide which of these elements (and which combination or amount) makes the most sense for each sales job. The compensation plan can both motivate and direct a salesperson’s work.
Basic methods include:
1) Straight salary
2) Straight commission
3) Salary plus bonus
4) Salary plus commission.
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PermalinkReply by+ M.Tariq Malik +onFebruary 8, 2012 at 10:52pm