AHSEC HS 2nd Year Question Paper 2019 Salesmanship and Advertising

Total number of pages—8

29T SAAD

2019

SALESMANSHIP & ADVERTISING

Full Marks : 100

Pass Marks : 30

Time : Three hours

The figures in the margin indicate full marks
for the questions.

Q. No. 1 carries 1 mark each 1×8 = 8

Q. Nos. 2 – 6 carry 2 marks each 2×5 = 10

Q. Nos. 7 – 11 carry 3 marks each 3×5 = 15

Q. Nos. 12 – 18 carry 5 marks each 5×7 = 35

Q. Nos. 19 – 22 carry 8 marks each 8×4 = 32

Total =100

Contd.

1. Answer as directed : 1×8=8

øÚÀ«√˙±Ú≈˚±˚˛œ ά◊M√ 1 ø√˚˛± –

(a) Advertising agencies only prepare advertising plan. 1
(Indicate whether True or False)

ø¬ı:±¬ÛÚ ø¬ıˆ¬±À· Œfl¬ª˘ ø¬ı:±¬ÛÚ1 ¬Ûø1fl¬äÚ± √õ∂dÓ¬ fl¬À1º¬
[qX√√ ŒÚ ’qX ø˘‡± ]

(b) The basic objective of advertisement is to create for
the goods/services. (Fill in the blank) 1

ø¬ı:±¬ÛÚ1 ˜”˘ ά◊ÀV˙… Δ˝ÀÂ√ ¬ÛÌ…^¬ı… ¬ı± Œ¸ª±1 ¸‘ø©Ü fl¬1±º
[‡±˘œ ͬ±˝◊ ¬Û≈1Ì fl¬1±]

(c) Newspaper is an indoor/outdoor media of advertisement. 1
(Choose the correct word)

¬ı±Ó¬ø1fl¬±fl¬Ó¬ ˝í˘ ø¬ı:±¬ÛÚ1 ¤È¬± ’±ôL√–/¬ıø˝– ˜±Ò…˜º
[qX ˙sÀȬ± ¬ı±øÂ√ ά◊ø˘›ª± ]

(d) “Personal selling and salesmanship are synonymous terms”.
1
(Indicate whether True or False)

ëë¬ı…øMê·Ó¬ ø¬ıSêœ ’±1n∏ ø¬ıSê˚˛ø¬ı…± ¸˜±Ô«fl¬ ˙sºíí
[qX ŒÚ ’qX ø˘‡±]

29T SAAD [2]

(e) “Radio advertisement is direct/indirect advertising”. 1

(Choose the correct answer)

’Ú±Ó“¬±1 ˚La1 ø¬ı:±¬ÛÚ ˝í˘ √õ∂Ó¬…é¬/ ¬ÛÀ1±é¬ ø¬ı:±¬ÛÚº
[qX ά◊M1ÀȬ± ¬ı±øÂ√ ά◊ø˘›ª±]

(f) What is creative Salesmanship ? 1

¸‘ÊÚœ˜”˘fl¬ ø¬ıSêœÓ¬M3 øfl¬ ∑

(g) “Identification of target group is not the subject matter of

market research”. 1

(Indicate whether True or False)

ë¢∂±˝fl¬ ø‰¬ø˝êÓ¬fl¬1Ì ¬ıʱ1 ·Àª¯∏̱1 ø¬ı¯∏˚˛¬ıd Ú˝˚˛ºí
[qX ŒÚ ’qX ø˘‡±]

(h) Good health is a physical/mental trait of a salesman. 1

(Choose the correct word)

¸≈¶§±¶ö… ˝í˘ ¤ÊÚ ø¬ıÀSêÓ¬±1 ˙±1œø1fl¬/˜±Úø¸fl¬ &̺
[qX ˙sÀȬ± ¬ı±øÂ√ ά◊ø˘›ª± ]

2. What is ‘ Topical Copy’ ? 2

ë√õ∂¸e˜”˘fl¬ ’±˙«ø˘ø¬Ûí ˜±ÀÚ øfl¬ ∑

29T SAAD [3] Contd.

3. What is sales report ? 2

ëø¬ıSêœ √õ∂øÓ¬À¬ıÚí øfl¬ ∑

4. What is meant by “Patronage buying motives” ? 2

¬Û‘á¬À¬Û±¯∏fl¬Ó¬± ÊøÚÓ¬ Sê˚˛ ¬√õ∂¬ı‘øM ˜±ÀÚ øfl¬ ¬ı≈ʱ˚˛ ∑

5. Mention two services rendered by an advertising agency. 2

ø¬ı:±¬ÛÚ ¤ÀÊøkÀ˚˛ ’±·¬ıÀϬˇ±ª± ≈Ȭ± Œ¸ª±1 ά◊À~‡ fl¬1±º

6. What is “Real response” in advertising ? 2

ø¬ı:±¬ÛÚÓ¬ √ëõ∂fl‘¬Ó¬ ¸“˝±ø1í ˜±ÀÚ øfl¬ ∑

7. Write a note on Public Relation Department. 3

ÊÚ¸—À˚±· ø¬ıˆ¬±· ¸•ÛÀfl«¬ ¤È¬± ŒÈ¬±fl¬± ø˘‡±º

8. Briefly write the nature of Salesmanship. 3

ø¬ıSê˚˛ø¬ı…±1 √õ∂fl‘¬øÓ¬ ‰¬˜≈Õfl¬ ø˘‡±º

9. What is the importance of consumer protection ? 3

ά◊¬ÛÀˆ¬±Mê±1 ¸≈1鬱1 &1n∏Q øfl¬ ∑

29T SAAD [4]

10. What is meant by sales territory ? Why is it required ? 2+1=3

¬ø¬ıSêœ Œé¬S ˜±ÀÚ øfl¬ ¬ı≈ʱ˚˛ ∑ ˝◊˚˛±1 √õ∂À˚˛±ÊÚœ˚˛Ó¬± øfl¬ ∑

11. Write a note on the conference method of Salesman training.

3

¬ø¬ıÀSêÓ¬±1 √õ∂ø˙é¬ÌÓ¬ ¸øiú˘Ú ¬ÛXøÓ¬1 ø¬ı¯∏À˚˛ ¤È¬± ŒÈ¬±fl¬± ø˘‡±º

12. What are the ways of evaluating the performance of a salesman ?

Discuss in brief. 5

øfl¬ øfl¬ √õ∂fl¬±À1 ¤ÊÚ ø¬ıÀSêÓ¬±1 ¬Ûø1Àª˙Ú ø¬ıÀù≠¯∏Ì fl¬1± ˝˚˛ ∑ ‰¬˜≈Õfl¬ ’±À˘±‰¬Ú± fl¬1±º

13. Write a short note on “Commission on Quota basis.” 5

ëëŒfl¬±È¬±1 øˆ¬øMÓ¬ d∏ø1íí ø¬ı¯∏À˚˛ ¤È¬± ‰¬˜≈ÀȬ±fl¬± ø˘‡±º

14. What is “Buying Motive” ? What are the types of buying motive ?

2+3=5

Sê˚˛ √õ∂¬ı‘øM øfl¬ ∑ Sê˚˛ √õ∂¬ı‘øM1 √õ∂fl¬±1 ¸˜”˝ øfl¬ ∑

15. Write a note on the methods of recruitment of salesman. 5

ø¬ıÀSêÓ¬± ¸fl¬˘1 ¬ÛXøÓ¬¸˜”˝ 1 ›¬Û1Ó¬ ¤È¬± ŒÈ¬±fl¬± ø˘‡±º

29T SAAD [5] Contd.

16. What are different forms of publicity ? Discuss. 5

√õ∂‰¬±11 ø¬ıøˆ¬iß √õ∂fl¬±1 øfl¬ øfl¬ ∑ ’±À˘±‰¬Ú± fl¬1±º

17. Discuss the role of consumer organisations and NGOs with regard

to consumer protection. 5

¢∂±˝fl¬ ¸≈1鬱1 Œé¬SÓ¬ ¢∂±˝fl¬ ¸—·Í¬Ú ’±1n∏ ¤Ú øÊ ’í1 ˆ”¬ø˜fl¬± ¬ı…±‡…± fl¬1±º

18. What are the factors that affect the buying motives in advertising ?

5

ø¬ı:±¬ÛÚ Sê˚˛ √õ∂¬ı‘øMÓ¬ √õ∂ˆ¬±ª Œ¬ÛÀ˘±ª± ά◊¬Û±±Ú ¸˜”˝ øfl¬ øfl¬ ∑

19. (a) Discuss the functions of advertising department. 8

ø¬ı:±¬ÛÚ ø¬ıˆ¬±·1 fl¬±˚«±ª˘œ ’±À˘±‰¬Ú± fl¬1±º

Or / ’Ô¬ı±

(b) How does effectiveness of advertisement evaluated ? Explain.

ø¬ı:±¬ÛÚ1 fl¬±˚«fl¬±ø1Ó¬± øfl¬ À1 ˜”˘…±˚˛Ú fl¬1± ˝˚˛ ∑ ¬ıÌ«Ú± fl¬1±º

20. (a) Discuss the essentials of a good advertising copy. 8

’±˙« ø¬ı:±¬ÛÚ √õ∂øÓ¬ø˘ø¬Û ¤‡Ú1 ¬√õ∂À˚˛±ÊÚœ˚˛ &Ì1±ø˙ ¸˜”˝ ’±À˘±‰¬Ú± fl¬1±º

29T SAAD [6]

Or / ’Ô¬ı±

(b) Discuss the functions of the various departments of Sales

Organisations. 8

ø¬ıSêœ ¸—·Í¬Ú1 ø¬ıøˆ¬iß ø¬ıˆ¬±·¸˜”˝ 1 fl¬±˚«¸˜”˝ ¬ı…±‡…± fl¬1±º

21. Discuss the objectives of Market Research. 8

¬ıʱ1 ·Àª¯∏̱1 ά◊ÀV˙…¸˜”˝ ¬ı…±‡…± fl¬1±º

22. Discuss the merits and demerits of Salesmanship. 8

ø¬ıSê˚˛ø¬ı…±1 &Ì ’±1n∏ Œ±¯∏À¬ı±1 ’±À˘±‰¬Ú± fl¬1±º

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29T SAAD [7]

29T SAAD [8] 4+