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Consumer Behaviour and Sales Management - Honours

This document outlines the course structure and content for the Consumer Behaviour and Sales Management Honours paper. It is divided into two modules: 1. Module I covers Consumer Behaviour and includes questions about the importance of market research, factors influencing consumer behavior, bases of market segmentation, the role of ethics in marketing, health care marketing, social marketing, cross-cultural effects on consumer behavior, diffusion processes, leadership processes, and consumer protection. 2. Module II covers Sales Management and includes questions about factors determining sales organization structure, the necessity of training the sales force, functions of marketing channels, channel members and personal selling, the meaning of sales management, the sales force recruitment process, and theories and methods of

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Vardaan Jaiswal
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610 views2 pages

Consumer Behaviour and Sales Management - Honours

This document outlines the course structure and content for the Consumer Behaviour and Sales Management Honours paper. It is divided into two modules: 1. Module I covers Consumer Behaviour and includes questions about the importance of market research, factors influencing consumer behavior, bases of market segmentation, the role of ethics in marketing, health care marketing, social marketing, cross-cultural effects on consumer behavior, diffusion processes, leadership processes, and consumer protection. 2. Module II covers Sales Management and includes questions about factors determining sales organization structure, the necessity of training the sales force, functions of marketing channels, channel members and personal selling, the meaning of sales management, the sales force recruitment process, and theories and methods of

Uploaded by

Vardaan Jaiswal
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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U(5th Sm.

)-Consumer Behaviour and


(1) Sales Mgmt.-H/DSE-5.1M/CBCS

2021
CONSUMER BEHAVIOUR AND
SALES MANAGEMENT — HONOURS
Paper : DSE-5.1M
(Marketing Group)
Full Marks : 80

The figures in the margin indicate full marks.


Candidates are required to give their answers in their own words
as far as practicable.

Module - I
(Consumer Behaviour)

1. Answer any four questions.


(a) State the importance of market research in assessing consumer behaviour. 10
(b) What are the factors that influence consumer behaviour? 10
(c) Describe any two bases of market segmentation. 5+5
(d) Explain the role of ethics in marketing. 10
(e) Write notes on : 5+5
(i) Health care marketing
(ii) Social marketing.
(f) Point out the cross-cultural effects on consumer behaviour with example. 10
(g) Explain the following terms : 5+5
(i) Diffusion process
(ii) Leadership process.
(h) What is meant by consumer protection? 10

Module - II
(Sales Management)

2. Answer any four questions.


(a) State the factors determining sales organisation structure. 10
(b) ‘Training is necessary for managing the sales force’ – Explain. 10

Please Turn Over


U(5th Sm.)-Consumer Behaviour and
Sales Mgmt.-H/DSE-5.1M/CBCS (2)
(c) Describe the functions of marketing channels. 10
(d) Write notes on : 5+5
(i) Channel members
(ii) Personal selling.
(e) What is meant by sales management? 10
(f) Mention the recruitment process of the sales force. 10
(g) Discuss, in brief, any one of the theories of selling. 10
(h) What are the methods of handling customer objections? 10

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