DU SOL Question Paper 2018 B.Com (Hons.) Advertising and Personal Selling

This question paper contains 6 printed pages.
610 yaur Roll rly'o. ................

B.Com. (Hons.) / III G

Paper XXIV- ADVERTISING AND PERSONAL
SELLING
(c_30e)

Time: 3 hours Maximum Marlcs; 75

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Nors:- Answers may be written either in English or in
Hindi; but the same medium should be used
throughout the paper.
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Attempt all questions. All the parts of a question
should be attempted together.
Marks are indicated against each question.

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Panr A (lTm 3T)

1. (a) What is advertising? In what respect is it
beneficial for both the firm and the consumer?

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(b) Which advertising media would
you suggest for
the following products? Give
rleasons in suPPort
of your answer.
(i) Tourist Resort
(ii) Business School.
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(a) rask and obj"":;:Hlod is
considered
the most scientific method of setting to be
advertising budget. Do you the
agree? Explain.
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(b) Differentiate berween:
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(i) Consumer Advertising and
Industrial
Advertising
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(ii) Idea Advertising and Service Advertising.

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Panr B (llT'rf E)

(a) What are the essential features of an advertising
copy prepared for print media?

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(b) Should effectiveness of advertising be measured?
If yes, what should be the subject-matter of
measurement?

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or(sTerEr)
(a) What are the advantages and limitations of having
an in-house advertising agency?

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(b) Enurnerate the various appeals that can be
considered while preparing an advertising copy.
Substantiate giving real-life examples.

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3. (u) Write a ncte on misleading advertisements.
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(b) To be successful, what tvpe of knowlecige should a
salesperson possess about the product and the
market?
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or (aqEr)
(a) Explain the legal provisions for advertising in
India.

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(b) Mr. X wants to be a good salesman. What
qualities should he possess or acquire for this
purpose?

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Panr C (cTrrrH)

4. (a) What is a sales presentation? What are the
different types of formats available to a
salesperson?

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(b) Write notes on:
(i) pre-approach
(ii) Approach.
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or (s[qqr)
(a) what rore does
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presentation? a
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(b) Write notes on:
(i) Closing a sale
(ii) Customer follow_up.
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5. (a) What is sales foiecasting?
Which merhod of sales
forecasting is consider.i
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and why?

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(b) Discuss the essential requirement of an effective
compensation plan for sales personnel.

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Or(qgleil)
(a) What are sales territories? Enumerate the reasons
for setting up such territories.
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(b) Discuss the steps involved in the selection prc{ress
of sales personnel.
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