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1) Define marketing and explain its implications. Explain how marketing is different ,

from selling.

2) What are the marketing concepts? Explain the process of evolution of these concepts.

3) What is the consumer's place in modern marketing?

4) What is marketing mix? Explain the components of marketing mix.

5) What do you understand by the strategic concept of marketing ? How it is different

from marketing concept? Explain the basic principles of strategic marketing.

6) Why do firms go international? Explain with the help of examples from Indian


7) Imagine that you are serving is a marketing manager in a domestic firm which is not

very keen to go international despite good business opportunites overseas. Write a note to the president of the firm explaining the importance of international marketing and the involvement and commitment the company would be received to maks for entering international markets.

8) What is the relationship between market segmenthtion, market targeting and product positioning?

9) Discuss the importance of market,segmentation in marketing decisions and explain the bases of market segmentation.

10) What are the elements that influence in deciding the principles of segmentation and what will be the suitable base for marketing of Television in various countries? Also suggest the marketing strategies to be followed.

11) what are the different market targeting strategies? Explain them with appropriate examples.

12) "Global positioning is most effective for product categories that approach either end of "high-touch/ high-tech continuum ". Elaborate.

13) State the various modes of entry to foreign markets. Briefly explain each of them.

14) Differentiate between joint venture and strategic alliance. Explain their relative advantages and disadvantages as strategies for foreign market entry.

15) Differentiate between licensing and franchising and explain their relative advantages and disadvantages as international market entry strategies.

16) International business firm wants to produce the product in the foreign country and market it there. But the firm is not interested in investing in establishing manufacturing facilities in the foreign country. Identify the entry modes suitable in regard and explain them.

17) Which is the mode of entry where the international business firm can start international marketing without any investments abroad? Explain it alongwith its merits and limitations.

18) A company wants to enter into idternational markets. The company decided to involve another company in the foreign country. State the modes of entery where the scope for the involvement of a foreign company is possible. Explain those modes and critically evaluate and state in which situations each of them is suitable.

19) Examine the different strategies adopted by the Indian jute sector to survive and prosper in the domestic sector as well as in overseas markets, when the traditional use of jute as a packaging material has been threatened by synthetics such as polypropylene

20) Evaluate the factors of standardisation and adaptation of the product.

21) Describe the phase.s of the international product life cycle. How does it help to the planning of the product.

22) What are the risks involved in the new product development? Explain the process of the new product development.

23) What are the main characteristics of product development? Discuss the importance of product development in the present highly competitive environment.

24) What do you mean by branding? Explain the importance of branding.

25) Do you think that branding is an important marketing tool. Discuss and explain the basic decisions in branding.

26) How would you formulate the branding strategies for textile products? Evaluate the advantages and disadvantages of various branding strategies.

27) Describe the,functions and importance of packaging. what are the special considerations in packaging and labelling in international marketing?

28) Differentiate between warranty and guarantee. What are their role in marketing,

29) Distinguish between direct and indirect selling channel. Discuss the advantages and disadvantages of both the channels.

30) Distinguish between domestic agents and domestic merchants. Explain various types

of domestic agents.

31) Describe various types of domestic merchants with suitable examples.

32) What are the factors affecting the channel choice ? Discuss the criteria for selection

of channels.

33) Do you think that the overseas agents are advantageous. Discuss and explain how can you identify a foreign agent,

34) Draft a hypothetical export agency agreement.

35) Write short notes on the following:

(a) Overseas agent

(b) Piggybackings

(c) Export agency agreements.

International marketing management part 2

.35) As Today's organisations are facing international competition, advertisement plays

more important role. Do you agree ? Explain the rationale behind international advertising.

36) Discuss the role of advertising in the international marketing process.

37) Compare the different approaches to budgeting for advertising.

38) What are the relative advantages and disadvantages of going in for a standardized vs.

an adaptive advertising process across countries?

39) Explain briefly the necessity for advertising regulations. Compare the advertising regulations in United States and Saudi Arabia.

40) Discuss the merits and demerits of direct mail as a promotional tool. How does it different Erom other form of advertising ?

41) What do you understand by perso~lal selling? Disc~lss the various steps involved in personal selling, with appropriate examples.

42) Between personal selling and sales promotion, which conlmunication tool will be most effective in promoting sales of the following products? Give reasons for your answer.

a) A rare painting

b) A new brand of toothpaste

43) A non-government organizatioil (NGO) devoted to the cause of environlllental

protection desires to obtain favourable publicity for its activities. Prepare a detailed

plan for the NGO to manage its publicity campaign.

44) You company is in the process of introducing a new brand of toilet soap in a highly competitive market. What sales promotion tools would you recommend to enthuse consumers, distributors and the company's own salesforce to buy and promote the product? Discuss.

45) Explain in detail the main consumer promotion tools.

46) Differentiate between domestic and international marketing planning.

47) Now do entry objectives in a given foreign market affect the marketing planning for that market? Explain with examples.

48) What barriers make controlling international operations more complex than controlling domestic marketing activities? Explain with the help of specific examples.

49) Explain how are contractual arrangements utilised for effecting control of international operations?

50) Comment upon the communication systems that can be established for effective control systems.

51) Discuss briefly the sequence of control process used to control overseas marketing operations.

52) Discuss the emerging global competitive environment. Examine whether small enterprises have scope in the emerging global business environment.

53) Explain how mergers and acquisitions affect global competition.

54) Examine how advances in information technology impact business.

55) Discuss some of the important social, ethical, and environmental issues in international business.

56) Write short notes on the following: (a) Telemarketing; (b) e-business.

57) Explain the significance of international marketing research in today's globalised market.

58) In what manner do political system and economic factors influence international marketing? Answer with suitable examples.

59) Suggest an appropriate structure of international marketing information system for 3

firm which is in the export of leather products with a turnover of Rs.5 crore per


60) 'International marketing resemch is full of complexities'. Comment.

61) Why is analysis of data important in the market research process? Elaborate the steps involved in the data analysis process.

62) What do you understand by classification and tabulation.

63) What is the rationale of having a separate section on summary of findings and conclusions in the report when the main body of the report will also contain findings and conclusions? Explain.

64) "A marketing research report should merely present the findings. It must not comment on the possible course of action(s) to be taken on the basis of the study results". Comment.

65 ) "Poor presentation will undo the entire mkket research exercise". Comment.

66) Define service and explain how they are different from products.

67)  Compared withproducts , marketing of services posses distinctive challenges to marketers . Explain why it is so , and enumrate the marketers challengers .

68) Explain the importance of services world trade . Critically Evaluate the opportunities for India in international of marketing services.

69) What are the alternative strategies of international marketing of services ? Explain them with appropriate illustrations . Critically evaluate these strategies and suggest which services each of them suitable .

70) Discuss various barries to international marketing of services . Examine how the barries can be overcomed with the implementation of GATS.

71) Explain the main features of GATS .

72)  GATS ellminates various legal barries to international marketing in services Discuss.

73) Identify the services that offer potential for international marketing and examine Indias strengths and weakness is exploting the potential .

International Marketing Logistics

1) Define Marketing Logistics and explain its objectives.

2) What are the main activities involved in marketing logistics? Explain them briefly.

3) Why do you regard logistics as an important activity of marketing? Explain it with special reference to international trade.

4) "Difference between domestic and international logistics can be said to arise on account of three major factors." Elaborate on this statement and enumerate the recent developments in international logistics that have made it an important plank of corporate strategy.

5) In the context? of trade liberalisation policies in India, examine the importance of

a) domestic logistics

b) international logistics

6) You are free to purchase tea, process and back it, and export it to a buyer in U.K. Plan logistics set up right upto the consumer.

7) Comment on the following statements.

a) Traditionally, physical distribution is considered as the other half of marketing.

b) Distribution, marketing and manufacturing can not be viewed as separate activities within the business, particularly at the strategic level.

c)Logistics system helps in improving the customer service.

8) State the four levels at which logistics information is needed and explain the main features of an integrated information system.

9) "Meeting distribution demands of customers is the key requirement for the successful operation of a distribution system." Elaborate on this statement and discuss the various customer service considerations.

10) What are the major aspects of strategic logistics planning? Explain these aspects and enumerate the factors that influence logistics planning

11) What are the three important concepts relevant to logistics management by an organization? Explain them briefly and-state which one you regard as the best approach

and why?

12) Discuss the various environmental aspects which an organization engaged in foreign trade has to reckon with and clarify their impact on logistics system.

13) "Objectives and policies for functioning of the supply chain are usually in conflict both within and across operational units." Amplify this statement and explain how can they be balanced in order to build up an integrative logistic system.

14) Describe the role of air transport in movement of cargo in overseas trade of India.

15) Outline the structure of civil aviation in India and discuss the role of AAI and DGCA

in the functioning of air services in India.

16) Describe the working of Air India and Indian Airlines and state the impact of allowing private operators on their functioning.

17) What are the problems faced by air transport in India and how far the policy framework and programmers envisaged for the Ninth Plan could help in improving the air services.

18) Analysis the role of major airports in India in handling overseas cargo, and state the constraints faced by them.

19) Write explanatory notes on any three of the following:

a) Significance of air transport

b) Pawan Hans Helicopters Limited

c) Air cargo tariff



20) Enumerate the salient. features of commercial shipping and explain its importance for the development of international trade.

21) Describe the nature and uses of various types of ships, If you are required to transport 30,000 MT of crude oil from UK to USA and within the same month 80,000 MT of whea in bulk from New Orleans to Rotterdam, decide upon your selection bf a ship and justify the same,

22) What are the advantages of registration of a ship, An Indian company has purchased new ship, Briefly describe the procedure for its registration.

23)Distinguish between registration and classification, and describe the advantages of classification.

24) Indicate the difference between classification survey, registration survey and underwriters' survey; and enumerate the important checks the classification society does ownership

International Marketing Logistics
25) (a) What do you understand by liner shipping? How does it differ from tramp shipping,

(b) Outline the factors a shipper has to keep in view while selecting a liner vessel,

30) Enumerate the limitations of conventional ships and discuss how containerisation has helped in overcoming these constraints,

31) Describe the 
advantages of containerisation to the shippers and the ship-owners. Also state its disadvantages, if any,

32) (a) What are the various types of marina containers? Describe the salient features of any two of them,

(b) You have 40 MT wheat in bags and 20 MT wheat in bulk. Indicate the type and . number of containers you would require.

33) Distinguish between:

. (a) Inter-modalism and Multi-modalism

(b) Inland container Depots and 
Container Freight Stations.

(c) Flat Pack Containers and Open Top Containers

34) "During the last three decades Multi-modal Transportation has made 
rapid progress". While commenting on the statement explain how has the multi-modal transportation benefited the movement of merchandise through Hinterland.

35) Explain the concept of land bridging and state its advantages in the Indian context.

36) Your factory is located at Hapur. You have received an order of full container load from your buyer in Los Angeles and the order is to be executed through the port of Mumbai. Detail off the routing and prepare a formal communication to your buyer , justifying the selection of 
routes made by you.

37) Describe the importance of national shipping as provider of logistics support to the foreign trade of a country.

38) Explain the objective's set out in the five year plans for the development of Indian shipping.
39)"The development of Indian shipping fleet from 1919 till date can be put into six phases." Discuss these phases in relation to the physical targets set in-each Five Year Plan and the policy pronouncements made by Government from time to time.

40)"Despite increasing volume of India's overseas trade over the period, 
the performance of Indian shipping has been rather disappointing." Comment on this , statement and discuss the constraints faced by Indian shipping industry.

41)"Indian shipping policy measures are aimed at the development of shipping fleet so as to attain self-reliance." Do you agree? Discuss how far has India been able to achieve the objectives set out in the shipping policy?

42) (a) Describe the role of Indian shipping as a net earner of foreign exchange.

43) Discuss the major concerns of the shippers and the ship owners in case of liner shipping,

44) What do you understand by the 
conference system in liner shipping operations. Explain its utility and the concept of pooling arrangements,

45) Discuss the basis principles and factors that govern the liner 
freight rates, Also specify the different elements added to basic freight rates to work out the final charges to be paid in case of break-bulk cargo.

46) Distinguish between

a) General Cargo Rates and Specific Cargo Rates

b) Open Rates and Advalorem Rates

c) Weight Ton and Measurement Ton

47) Discuss the various types of surcharges that are usually levied on the basic freight

48)What are the various ways in which a tramp may be chartered? Explain fully.

49) Describe the responsibilities of ship owners and the charterers under different forms of chartering arrangements.

50) Discuss the main clauses of voyage 
charter party and time charter party,

51) What are the various ways in which a tramp may be chartered? Explain fully.

52)Write short notes on :
(a) Productivity of Indian ports
(b) Privatisation of ports
(c) Need for corporatisation of ports and progress thereof
(d) Dredging Corporation' of India
(e) Joint Ventures

53) Keeping in view the traffic projections for ports sector, what are the provision made in the Ninth Five Year Plan for development of ports.

54) What is Maritime Fraud? State the various factors that lead to commitment of maritime frauds.

55)Enumerate the common areas where frauds and disputes normally take place in international marine transactions and 
commercial shipping, and state the common precautions to be taken by international buyers and sellers to prevent the possibilities of maritime frauds.

56) "The best way for vessel owners and charterers to avoid their involvement in incidents of fraud is to make the necessary enquiries as to the standing of the parties
they are dealing with, before entering into any binding commitment," Discuss.

57) Outline the role of International Chamber of Commerce in preventing and restricting the maritime frauds.

58) Discuss the various activities and services provided by international Maritime Bureau.

59) Enumerate the matters of common interest for consultation and describe the role or Liner Code in encouraging meaningful consultations with shippers.

60) What do you understand by the institutional arrangements for resolving shippers' problems. Discuss the measures that have been adopted in USA lo safeguard the interest of shippers.

61) Explain the salient features of Australian legislation for curbing unfair trade practices of carriers/conference,

62) Describe the consultation arrangements in India for resolving shippers' problems.

63) Shippers-Shipowners consultation arrangements in India leave much scope for improvement." Comment and suggest suitable measures for strengthening the same.

64) Write notes on the following :
a) US Shipping Act of 1916 and US Shipping Act of 1984
b) Australian Legislation on consultations in shipping
c) UN Liner Code.

Export Import Procedures and Documentation

1. Describe the major acts related to the 
foreign trade in India.

2. Explain the procedures of registration formalities and export licensing.

3. Describe the general provisions for exports and imports.

4. Explain the major provisions of exports.

5. Describe the major provisions of imports.

6.Write short notes on:
i) Deemed exports
ii) Foreign type (development and Regulation) Act, 1992
iii) Duty Exemption Scheme '
iv). Duty Remission Scheme.

7. Discuss the duties of an exporter under FOB and CIF contract.

8 . Explain briefly various contracts under Incoterms.

9. Explain briefly various aspects covered under the general conditions in export contract.

10. Describe the major legal implications of FOB contract.

11. Do you think that arbitration is better than litigation? Discuss.

12. What is the need for documents in international business? Substantiate your answers with suitable examples.

13. "In export-import trade people are dealing in documents and not in goods". Critically examine this statement.

14. What are the major commercial documents? Write major characteristics of 
Bill of lading and Bill of Exchange.

15. Describe the essential 
requirements in preparing the Commercial Invoice.

16. Distinguish between "Received for shipment Bill of Lading" and "On-board shipped Bill of Lading" as well as between "clean" and " claused" Bill of Lading.

17.Describe major documents needed by the importing countries.

18. Explain the main export 
incentives in India and the documents needed to claim them.

19. Distinguish between:
a) Insurance policy and Insurance Certificate
b) Consular Invoice and Customs Invoice
c) Customs Declaration form and 'D' For

20. Write short notes on:
Legal documents in importing countries
ii) Simplified Export Documents
iii) Import Documents

21. How ED1 is different from 
Electronic Commerce?

22. Why ED1 has become a necessity for International Trade?

23. What is EDIFACT? What are the other ED1 standards?

What is the role of VAN?

25. What are the steps necessary to implement EDI?

26. What are 
security and legal issues which organization must consider while implementing EDI?

27. What kind of strategic advantages an Export house may get through EDI?
28. Discuss the significance of payment terms in export transactions.

29. What are the various alternatives available to an exporter from the viewpoint of realizing export proceeds ? Arrange them in order of safety. What are the risks associated with each of these alternatives ?

30. Discuss the mechanism of realising payment under letter of credit 

Export Import Procedures and Documentation details
31. What precautions should an exporter take while exporting under Letter of Credit arrangements ?

32. What is the method of realising payments under Documents Against Acceptance.

33. Discuss? How does it differ from that of Documents Against Payments?

34. Is it possible for an Indian exporter to export on Running Account Basis? Discuss.

35. What do ~ O L I mean by exchange control 7 Describe the broad objectives of exchange
36. Explain various provisions related to regulation and management of 
foreign exchange.

37. All 
exports to which the requirement of declaration applies must be declared or
appropriate forms. Discuss. Explain the procedure for 
furnishing the forms.

38. Write notes on:
i) Foreign 
Currency Account.
ii) Procedure for furnishing the SOFTEX Form.

38. What is the purpose of extending packing credit to exporters? Explain the procedures
of packing credit.

39. What do you mean by, pre-shipment finance? Enumerate the methods of postshipments 
nent finance. Describe the procedure of pre-shipment credit in foreign currency.

40What is post -shipment finance? Explain various methods of post-shipment finance.
41. Explain the procedures of export under Deferred payments.

42. Describe the role of Export Import Bank of India,

43. Write short notes on:
i) Pre-shipment Credit In Foreign Currency
ii) Post- Shipment Credit in Foreign Currency
iii) Buyer's Credit
iv) Factoring
v) Forfaiting

Evaluate the services provided by the ECGC to the exporters.

45. How far has the ECGC 
helped the exporters in obtaining export finance?

46. Describe the different kinds of policies and financial gurantees issued by the ECGC.

47. "Credit is a major weapon of international competition but it involves risk." Discuss.

48. What is the nature of the risks 
faced by the international marketer in financing his operations and granting credit to his customers ? What are the means available in\ India to handle these risks 7

50.Evaluate the services provided by the ECGC to the exporters.

51. How far has the ECGC helped the exporters in obtaining export finance?

52. Describe the different kinds of policies and financial guarantees issued by the ECGC.

53. "Credit is a major weapon of international competition but it involves risk." Discuss.

54. What is the nature of the risks faced by the international marketer in financing his operations and granting credit to his customers ?

55. What are the means available in India to handle these risks ? What are the advantages of containerisation?

56. Distinguish between Liner and Tramp shipping services.
57. What are various forms of chartering of the shipping services? Explain.

58. What are the needs of shipping conference? How does it help in 
export business? 1

59. Why cargo insurance is needed? Explain with suitable examples.

60. Describe various types of perils in cargo insurance policy against which insurance cover can be obtained.

Export Import Procedures and Documentation 
61. Explain the kinds of losses. How these losses can be covered by the 
cargo insurance

62. Explain 
the features of Open Cover Policy.

63. Distinguish between Open Cover and Open Policy.

64. What are the 
responsibilities of the insured in a cargo insurance policy?

65. Equmerate the documents needed for filing the cargo 
insurance claims.

66.uescribe various stages involved in the shipment of export cargo.

67. Describe the procedures of obtaining excise 
rebate under excise rebate policy.

68. Can YOU export the goods without permission from the customs authorities What
are the objectives of customs control?

69. Describe various stages involved in customs clearance .

70. Explain in brief main Acts involved in Customs Clearance of lrrlport Cargo.

71. What do you mean by IGM and BIE? Explain in detail types of BIE and Differences

72. Illustrate how the date becomes important for deciding the rate of duty and exchange
Rate. Explain various types of duties.

73. Describe various types of bills of entry. What documents are to be enclosed wit11
Bill of Entry?

74. Write short notes on the following:
a) Stages of customs clearance of import cargo
b) Duties
c) ED1 (Electronic Data Interchange)

75.Analyze the role and functions of the institutions assisting export-marketing effort at
product/ industry level.

76.Discuss the institutions providing technical and specialised services to the export sector
in India.

77.Describe the institutions set-up for Government policy making and consultation for
export promotion in India.

78. Discuss Government participation in 
foreign trade and enumerate the corporations
established for the same.

79. Analyze the objectives of institutional set-up for export promotion in India.

80.Analyze the role and functions of the institutions assisting export-marketing effort at
product/industry level.

81. Discuss the institutions providing technical and specialised services to the export sector in lndia.

82. Describe the institutions set-up for Government policy making and consultation for
export promotion in India.


83. Discuss Government participation in foreign trade and enumerate the corporations established for the same.

84. Analyze the objectives of institutional set-up for export promotion in lndia.

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