PGDMM Model Question Paper : www.nalandaopenuniversity.com Nalanda Open University

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Nalanda Open University
Annual Exam-2011 , Diploma Course
Post Graduate Diploma in Marketing Management [PGDMM]
Paper-I, (Consumer Behaviour)
Time: 3.00 Hrs. Full Marks: 80

Answer any Five Questions. All questions carry equal marks.
1. How personality of a consumer affect the purchase decisions? Discuss Trait theory of personality?
2. Show your acquaintance with the concept of perception and describe different stages in perceptual process.
3. What is the Concept of Social Class? Which type of social influence has the greatest impact on consumer behaviour?
4. What do you understand by Consumer behaviour? Identify the scope of
application of consumer behaviour.

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5. What is meant by choice heuristics? What rules are generally followed by urban consumers? Explain.
6. Describe the different models of studying consumer behaviour.
7. Explain the importance of consumer behaviour in marketing programmes.
8. What is Buying Motive? What factors influence such motives? Explain.
9. What do you mean by Buying Decisions? How such decisions affect marketing system? Discuss.
10. Write notes on any two of the following:-
(Urban and Rural Consumer)
(Organisational Buying Behaviour)
(Lifestyle marketing)

Post Graduate Diploma in Marketing Management [PGDMM]
Paper-II, (Sales and Distribution Management)
Time: 3.00 Hrs. Full Marks: 80
Answer any Five Questions. All questions carry equal marks.
1. Throw light on the importance of training for sales personnel and describe the process of training.
2. Explain the meaning, importance and types of sales quotas. How quotas are determined?
3. What is Selection? Discuss the various tools of Selection of Salesmen.
4. What are the components of Strategy formulation in Sales management? Explain.
5. Write an essay on "Sales Management Audit".
6. What are the basic components of a compensation package? Why it is
necessary to have an adequate compensation package for the Company
Salesforce?
7. What specific points you would consider while making territory planning for sales? Describe each of them briefly.
8. How do sales objectives affect the design of sales strategy? What factors are responsible for interdependence of Sale and distribution?
9. Describe the qualities of a good sales personnel.
10. What are the objectives of communication? Clarify the differences between written and oral communication.