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SDM Mid Term

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165 views2 pages

SDM Mid Term

for

Uploaded by

Ishan Verma
Copyright
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Examination Specifications: Mid Term Examination (SDM) PGDMAI (2013:15) Maximum duration: 60 minutes Maximum Marks: 30 Examination Weightage: 30% Instructions: 1. You are supposed to answer all questions.There is upper word limit for each answer. The marks and word limit are mentioned for each question. Penalty of one mark per word exceeded. Answer to any question must be written in one area. 2. You are to bring your own pen (blue/black), pencil, eraser, scale and CALCULATOR. Exchange/Borrowing of CALCULATOR is prohibited 3. Laptops and mobile phones not permitted within examination hall. 4, You are NOT supposed to carry written material of any form. Q.1 (12 marks, 250 words) In a psychographics laboratory of P&G at Cincinnati, USA, the sales head was trying to estimate the approximate budget for the launch of a new detergent (code named A01) to be test marketed in Jakarta, Indonesia through the level of reinforcement by means of extrapolated simulation, He used a stratified sampling technique and invited the respondents to the psychographics laboratory and undertaken various experiments on them, The sample was statistically significant and has higher load of Asian origin. The summary result of this experiment is provided below. lop 3 It was observed that the drive is a linear additive function, response is expressed as (30236.39)(a*b*x)/4.55 cubic units, and potential satisfaction is ‘given as square (c). The information-based stimulus, which was designed only through advertising, was 246.39 units, It was ealoulated that a is one eighth of b. It was also observed that the stimulus that is predominately product related such as packaging and pricing is eleven and half times that of innate drive and the learned drive is one sixteenth that of the information based stimulus. It was assumed that all figures are collectively exhaustive and modulus values were considered for simplicity. aegb You are required to estimate the level of predisposition (rounding to four significant places after decimal) using appropriate selling theory if b is two third of c and x is the arithmetic mean of a, b and c. For this statistical study it was found innate drive to be 46.78 units, Assume stimuli to be a linear multiplicative function, By multiple regressions it was found a equals 7.21. Q2. (9 marks, 200 words) Ina typical rejection analysis the cumulative frequency distribution table presented to VP Sales of Company X had the following statistics against the steps: Cumulative frequency Step] 23 Step2 55 Step3 68 Step4 131 Steps 151 Step6 179 Step? 230 You are required to calculate the rejection percentage contribution for each step assuming call structuring in conversational form, Also analyze the possible reasons for two top contributors. Q3. (3 marks, 40 words) How “demonstration opener” is used by salesperson to open communication? Q4. (3 marks, 50 words) What is the underlying principle of “assumptive close”? QS. (3marks, 30 words) Write any three exchange parameters in a value creating process. Best of luck It

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