BHM 3rd Semester
Sales And Marketing Board Question Paper 2025

TRIBHUVAN UNIVERSITY
FACULTY OF MANAGEMENT
Office of the Dean
May 2025
Full Marks:60 Pass Marks:30 Time:3 Hrs.
MKT 201:
Sales And Marketing

Candidates are required to give their answers in their own words as for as practicable.
The figures in the margin indicate full marks

Long Answer Questions
Section "A"

Brief Answer Questions:

[10 * 1 = 10]
1.

Write down the components of marketing mix.

2.

Point out any four elements of the micro environment.

3.

What is marketing intelligence?

4.

State the requirements of market segmentation.

5.

What is meant by target market?

6.

Write down the objectives of branding.

7.

What is cost-based pricing approach?

8.

State the role of specialist in distribution.

9.

Give the concept of promotion.

10.

Mention the major tools of public relations.

Section "B"

Short Answer Questions: (Attempt any SIX Questions)

[6 * 5 = 30]
11.

Explain the key distinctions between marketing and selling concepts.

12.

Differentiate between reactive and proactive marketing.

13.

Describe the business buyer decision process.

14.

Elucidate the bases for segmenting organizational markets.

15.

Explain the stimulus – response model of consumer behavior, in brief.

16.

Differentiate between seasonal and dynamic pricing with relevant example.

17.

What are the major tools of public relations. Explain.

Section "C"

Comprehensive Answer Questions: (Attempt any TWO Questions)

[2 * 10 = 20]
18.

Enumerate the steps involved in the marketing research process. Also mention the areas of marketing research.

19.

Critically examine the product line and mix strategies.

20.

Discuss the components of marketing logistics.