Tribhuvan University
Bachelor of Hotel Management
Semester 3 · TU Board 2080
Course Title: Sales And Marketing (MKT201)
Full Marks: 60Pass Marks: 30Time: 3 Hrs
Candidates are required to give their answers in their own words as for as practicable.
Group A
Brief Answer Questions(10 × 1 = 10)
- 1.1
Write down the components of marketing mix.
- 2.1
Point out any four elements of the micro environment.
- 3.1
What is marketing intelligence?
- 4.1
State the requirements of market segmentation.
- 5.1
What is meant by target market?
- 6.1
Write down the objectives of branding.
- 7.1
What is cost-based pricing approach?
- 8.1
State the role of specialist in distribution.
- 9.1
Give the concept of promotion.
- 10.1
Mention the major tools of public relations.
Group B
Short Answer Questions: (Attempt any SIX Questions)(6 × 5 = 30)
- 11.5
Explain the key distinctions between marketing and selling concepts.
- 12.5
Differentiate between reactive and proactive marketing.
- 13.5
Describe the business buyer decision process.
- 14.5
Elucidate the bases for segmenting organizational markets.
- 15.5
Explain the stimulus – response model of consumer behavior, in brief.
- 16.5
Differentiate between seasonal and dynamic pricing with relevant example.
- 17.5
What are the major tools of public relations. Explain.
Group C
Comprehensive Answer Questions: (Attempt any TWO Questions)(2 × 10 = 20)
- 18.10
Enumerate the steps involved in the marketing research process. Also mention the areas of marketing research.
- 19.10
Critically examine the product line and mix strategies.
- 20.10
Discuss the components of marketing logistics.
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