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Marketing Management 150C2A QA Notes

The document provides an overview of key concepts in marketing management, including definitions of marketing, the marketing mix, market segmentation, pricing strategies, and the communication mix. It outlines the importance of marketing in business, the product life cycle, and various sales promotion tools. Additionally, it discusses digital marketing and the personal selling process, emphasizing the integration of marketing strategies across different functional areas.

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19 views2 pages

Marketing Management 150C2A QA Notes

The document provides an overview of key concepts in marketing management, including definitions of marketing, the marketing mix, market segmentation, pricing strategies, and the communication mix. It outlines the importance of marketing in business, the product life cycle, and various sales promotion tools. Additionally, it discusses digital marketing and the personal selling process, emphasizing the integration of marketing strategies across different functional areas.

Uploaded by

rajaselams9a2020
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PDF, TXT or read online on Scribd
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Marketing Management (150C2A) - Q&A Notes

Unit I: Fundamentals of Marketing

2 Mark Questions:
1. Define marketing.
- Marketing is the process of identifying, anticipating, and satisfying customer needs profitably.
2. What is the marketing mix?
- The marketing mix refers to the 4Ps: Product, Price, Place, and Promotion.

5 Mark Questions:
1. Explain the importance of marketing in business.
- Marketing is vital as it helps in identifying customer needs, creating value, increasing sales, and building custom

10 Mark Questions:
1. Discuss the role of marketing and its relationship with other functional areas.
- Marketing interacts with finance, production, and HR to align business goals with market demands. It ensures c

Unit II: Market Segmentation and Product Strategy

2 Mark Questions:
1. What is market segmentation?
- It is the process of dividing a market into distinct groups with similar needs or characteristics.
2. Define product mix.
- Product mix is the total range of products offered by a company.

5 Mark Questions:
1. Describe the basis for market segmentation.
- Segmentation can be based on geographic, demographic, psychographic, and behavioral factors.

10 Mark Questions:
1. Explain the product life cycle and its stages.
- The product life cycle includes introduction, growth, maturity, and decline stages, each with unique marketing st

Unit III: Pricing and Distribution

2 Mark Questions:
1. What is penetration pricing?
- A strategy of setting a low price to enter a competitive market and attract customers quickly.
2. Name any two types of distribution channels.
- Direct and indirect channels.

5 Mark Questions:
1. Explain the factors influencing pricing decisions.
- Includes cost, demand, competition, and customer perception.

10 Mark Questions:
1. Discuss various types of distribution channels and the challenges in managing them.
- Types include wholesalers, retailers, agents, and online channels. Challenges include channel conflict, logistics

Unit IV: Communication Mix and Sales Promotion

2 Mark Questions:
1. What is IMC?
- Integrated Marketing Communication is a strategy to unify all marketing tools and messages.
2. Define CRM.
- Customer Relationship Management is managing a company's interactions with current and potential customer

5 Mark Questions:
1. Describe any two sales promotion tools.
- Coupons and discounts: Encourage trial and purchase.
- Loyalty programs: Promote repeat purchases.

10 Mark Questions:
1. Explain the components of a communication mix.
- Includes advertising, personal selling, sales promotion, public relations, and direct marketing to deliver a consis

Unit V: Sales Force and Digital Marketing

2 Mark Questions:
1. What is digital marketing?
- Digital marketing uses online platforms and technologies to promote products or services.
2. Define personal selling.
- It is a face-to-face selling technique involving direct interaction between a salesperson and a customer.

5 Mark Questions:
1. What are the benefits of digital marketing?
- Cost-effective, measurable, wide reach, and personalized targeting.

10 Mark Questions:
1. Describe the personal selling process and how to manage a sales force.
- Steps include prospecting, pre-approach, presentation, handling objections, closing, and follow-up. Sales force

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