Goa Board Class 12 Question Paper June 2019 Marketing Management

2019 VI 13 1430 Seat No.

Time : 2 Hours MARKETING MANAGEMENT

Subject Code

V 2 5 4

Total No. of Questions : 5 (Printed Pages : 3) Maximum Marks : 50

INSTRUCTION : (i) All questions are compulsory.
(ii) Write the number of each question and sub-question clearly.
(iii) Answer each question on a fresh page.
(iv) Figures to the right indicate full marks.
1. (A) Complete the following statement with the most appropriate item,
choosing from those given below :
(i) Knowledge of various types of customers their likes, dislikes, their
behaviour is called ........................... . 1
(a) Sales Promotion
(b) Consumer Protection
(c) Customer Psycology
(d) Salesmanship.
(B) What is Personal selling ? 1
(C) State any three points of distinction between ‘Buying motives’ and
‘Selling points’. 3
(D) Explain any five essentials of effective selling. 5
Or
Explain any five sources of acquiring product knowledge.
2. (A) Answer the following in a word or phrase : 1

(i) The task of salesman to explain or prove his statement about

quality, service, utility etc.

V-254 1 P.T.O.

(B) What is presentation ? 1

(C) State any three advantages of demonstration in selling. 3

(D) Explain different types of objections raised by the prospects (any 5). 5

Or

Explain any five essentials of good presentation.

3. (A) Define ‘Services’ according to Philip Kotler. 1

(B) State any one reason for increase in entertainment Services. 1

(C) Write a short note on ‘Transportation and Warehousing’ services. 3

(D) Explain any five features of services. 5

4. (A) Answer the following in a word or a phrase : 1

(i) Give one example of Historical Tourism.

(B) Who is a ‘Tourist’ ? 2

(C) What is ‘Ecotourism’ ? 2

(D) State any two negative effects of tourism. 2

(E) Write a short note on ‘‘Problems of Tourism’’. 3

5. (A) Complete the following statement with the most appropriate item

choosing from those given below : 1

(i) The abbreviation STTA stands for ........................ .

(a) Students Association for Travel Agents

(b) Students International Travel Agencies.

V-254 2

(c) Students International Travel Association

(d) Students International Transport Agencies.

(B) What are ‘Motels’ ? 2

(C) State any two sources of income of retail travel agent. 2

(D) Who is a ‘‘Receptionist’’ in hotel ? 2

(E) Write a short note on ‘‘Heritage Hotels’’. 3

V-254 3 P.T.O.