Monday, October 27, 2025

RETAIL MANAGEMENT QB

 

UNIT II – MERCHANDISE PLANNING AND MANAGEMENT

2 Marks Questions (Remembering)

  1. Define merchandise planning.

  2. What is assortment planning?

  3. What is category management?

  4. Define vendor selection.

  5. What do you mean by terms of purchase?

  6. What is an order cycle?

  7. Define open-to-buy (OTB) planning.

  8. What is GMROI?

  9. What is meant by the sell-through rate?

  10. Define cost-based pricing.

  11. What is market-based pricing?

  12. Define psychological pricing.

  13. What is visual merchandising?

  14. What do you mean by point of purchase (POP) communication?

  15. What is a private label?

  16. Define national brand.

5 Marks Questions (Understanding)

  1. Explain the process of merchandise planning.

  2. Describe the concept of assortment planning with examples.

  3. What is category management? Discuss its importance in retailing.

  4. Explain the key factors involved in vendor selection.

  5. Describe the terms of purchase and their significance in retail buying.

  6. Explain the open-to-buy (OTB) planning and its importance in budgeting.

  7. Discuss key merchandise performance metrics such as GMROI and sell-through rate.

  8. Explain the difference between cost-based and market-based pricing strategies.

  9. Describe the importance of psychological pricing in retail.

  10. Explain the role and objectives of visual merchandising.

  11. Discuss the importance of point of purchase communication in retail.

  12. Differentiate between private labels and national brands.

  13. What are the advantages of private labels for retailers?

  14. Explain how effective vendor management can improve merchandise performance.

  15. Describe the importance of budgeting in merchandise planning.

10 Marks Questions (Application/Analysis)

  1. Explain in detail the steps and importance of merchandise planning and assortment planning in retail.

  2. Discuss the concept of category management and its role in improving merchandise profitability.

  3. Evaluate the vendor selection process and explain how it affects merchandise quality and cost.

  4. Explain the concept of open-to-buy (OTB) planning and budgeting, and discuss how it helps control inventory.

  5. Analyze various merchandise performance metrics and their role in measuring retail efficiency.

  6. Discuss in detail different pricing strategies and their relevance in the retail sector.

  7. Evaluate the strategic role of visual merchandising and POP communication in influencing consumer buying behavior.

  8. Compare and contrast private labels and national brands with examples from Indian retail stores.

💼 UNIT III – RETAIL MARKETING AND CONSUMER BEHAVIOUR

2 Marks Questions (Remembering)

  1. Define retail marketing.

  2. What is consumer behavior in retail?

  3. Define STP in retail marketing.

  4. What is retail positioning?

  5. Define store loyalty.

  6. What is retail brand building?

  7. What are psychographics?

  8. Define shopping behavior.

  9. What is relationship marketing?

  10. Define retail promotion mix.

  11. What are in-store promotions?

  12. What is customer service?

  13. Define pre-sales service.

  14. What is after-sales service?

  15. What is a service gap?

  16. Define footfall analysis.

  17. What is mystery shopping?

  18. What is influencer marketing?

  19. Define M-commerce.

  20. What is digital analytics in retail?

5 Marks Questions (Understanding)

  1. Explain the relationship between retail marketing and consumer behavior.

  2. Describe the elements of retail marketing strategy (STP approach).

  3. Explain the concept of retail positioning and differentiation.

  4. Discuss the process of building a strong retail brand and achieving store loyalty.

  5. Explain demographic and psychographic factors influencing retail consumer behavior.

  6. Describe the concept and benefits of relationship marketing in retail.

  7. Explain the elements of the retail promotion mix.

  8. Discuss the importance of advertising and events in retail promotion.

  9. Explain the role of customer services in building brand loyalty.

  10. Describe the common causes of service gaps in retailing.

  11. Explain retail research methods such as surveys, footfall analysis, and mystery shopping.

  12. Discuss the role of IT and social media in modern retailing.

  13. Explain how influencer marketing and digital analytics enhance retail sales.

  14. What are direct retailing methods? Explain with examples.

  15. Discuss the importance of after-sales services and recovery strategies in retail.

10 Marks Questions (Application/Analysis)

  1. Discuss how retail marketing strategies (STP and positioning) help in gaining competitive advantage.

  2. Analyze the process of building retail brand loyalty through customer experience and service quality.

  3. Explain the role of consumer demographics, psychographics, and shopping behavior in designing retail strategies.

  4. Evaluate the importance of relationship marketing and customer retention in retail success.

  5. Discuss the role of the retail promotion mix in influencing consumer purchase decisions.

  6. Analyze the significance of customer services, service recovery, and handling service gaps in retail.

  7. Explain the various retail research techniques and their practical application in improving store performance.

  8. Evaluate how technology, social media, and e-retailing have transformed retail marketing practices.

  9. Discuss the different forms of direct retailing such as catalogues, tele-retailing, m-commerce, and subscription models.

  10. “Digital analytics and influencer marketing are reshaping the future of retail.” — Discuss with examples.

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SERVICE MARKETING QUESTION BANK

 

UNIT II – MARKETING OF SERVICES

2 Marks Questions (Remembering)

  1. Define services.

  2. What is service marketing?

  3. Mention any two characteristics of services.

  4. What are the 7 P’s in service marketing?

  5. Define service product.

  6. What is the service life cycle?

  7. Define service pricing.

  8. Mention any two factors affecting service pricing.

  9. What is service location?

  10. Define channels of service distribution.

  11. What is meant by promotion in services?

  12. Define promotion mix.

  13. What is the role of people in service marketing?

  14. Define physical evidence in services.

  15. What is meant by process in services?

  16. What is service communication?

  17. Mention any two examples of physical evidence in services.

  18. What is the role of service employees?

  19. Define employee training in the context of service marketing.

  20. What is meant by “service as a process”?

5 Marks Questions (Understanding)

  1. Explain the concept and importance of service marketing.

  2. Describe the 7 P’s of service marketing mix.

  3. What is a service product? Explain its components.

  4. Explain the stages of the service life cycle.

  5. Discuss the factors affecting the pricing of services.

  6. Explain the importance of service location and distribution channels in services.

  7. Discuss the role of promotion and communication in service marketing.

  8. What are the elements of the promotion mix in services?

  9. Explain the role of people in service marketing.

  10. Describe the importance of training service employees.

  11. Explain the concept of “service as a process.”

  12. What is physical evidence? Explain its importance in service delivery.

  13. Discuss how customer experience is influenced by service employees.

  14. Explain how the “process” and “physical evidence” elements differentiate services from goods.

  15. Discuss the role of place and promotion in the success of service firms.

10 Marks Questions (Application/Analysis)

  1. Discuss the extended 7 P’s of service marketing with suitable examples.

  2. Explain in detail the various stages of the service life cycle and their marketing implications.

  3. Analyze the factors influencing the pricing of services and their strategic importance.

  4. Evaluate the importance of physical distribution (place) and communication in service marketing.

  5. Discuss the role of people, process, and physical evidence in creating a positive service experience.

  6. Explain how employee behavior and training affect service quality and customer satisfaction.

  7. “Promotion and communication play a vital role in building service brand loyalty.” — Discuss.

  8. Illustrate with examples how service marketing differs from product marketing.

UNIT III – MANAGING SERVICE QUALITY AND SECTORAL APPLICATIONS

2 Marks Questions (Remembering)

  1. Define service quality.

  2. What is the SERVQUAL model?

  3. Mention any two dimensions of SERVQUAL.

  4. What is the importance of service quality management?

  5. Define banking services.

  6. Mention two functions of HRM in banking services.

  7. What are hotel services?

  8. Define customer care.

  9. What is insurance service?

  10. Mention two types of transport services.

  11. Define consultancy services.

  12. Mention two types of consultancy services.

  13. Define tourism services.

  14. What is meant by entertainment services?

  15. Define telecommunication services.

  16. What is the importance of HRM in hotel services?

  17. Mention any two challenges in transport services.

  18. What are educational services?

  19. What is the scope of banking services?

  20. Mention one example each of financial and legal consultancy.

5 Marks Questions (Understanding)

  1. Explain the meaning and importance of managing service quality.

  2. Describe the SERVQUAL model of service quality.

  3. Explain the key dimensions of the SERVQUAL model.

  4. Discuss the scope and importance of banking services.

  5. Explain the role of HRM in banking services.

  6. Describe the scope and importance of hotel services.

  7. Explain the profile of hotel services and the role of HRM in customer care.

  8. Explain the concept and importance of insurance services.

  9. Describe the challenges faced by transport services in India.

  10. Explain the difference between passenger and goods transport.

  11. Discuss the concept and types of consultancy services.

  12. Explain the marketing mix formulation for tourism services.

  13. Discuss the role of HRM in improving service quality in hotels.

  14. Explain the importance of relationship building in educational and telecommunication services.

  15. Discuss the role of service quality in the success of the insurance and banking sectors.

10 Marks Questions (Application/Analysis)

  1. Discuss the SERVQUAL model in detail and explain its application in different service sectors.

  2. Explain how service quality can be managed and maintained in the banking and hotel industries.

  3. Compare and contrast the marketing mix for tourism and entertainment services.

  4. Analyze the scope, importance, and challenges of the transport services sector in India.

  5. Evaluate the role of HRM and customer care in hotel and banking services.

  6. Explain the scope, importance, and marketing strategies of consultancy services (legal, technical, financial, medical).

  7. Discuss the marketing mix formulation for education and telecommunication services.

  8. “Managing service quality is essential for long-term customer retention in service industries.” — Discuss with examples.

  9. Examine the impact of technology and human resources in delivering high-quality services across sectors.

  10. Evaluate the challenges and opportunities in managing service quality across different service industries.

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QB FOR HR ACCOUNTING

 

UNIT II – METHODS OF HUMAN RESOURCE VALUATION

2 Marks Questions (Remembering)

  1. Define Human Resource Accounting (HRA).

  2. What are the methods of human resource valuation?

  3. What is a cost-based approach in HRA?

  4. Define historical cost approach.

  5. What is the replacement cost method?

  6. Define value-based approaches in HRA.

  7. What is meant by the present value of future earnings?

  8. What is the Lev and Schwartz Model?

  9. State one limitation of cost-based approaches.

  10. Mention one advantage of value-based approaches.

5 Marks Questions (Understanding)

  1. Explain the meaning and objectives of Human Resource Accounting.

  2. Differentiate between cost-based and value-based approaches.

  3. Describe the historical cost approach to human resource valuation.

  4. Explain the replacement cost approach with an example.

  5. Describe the concept of the present value of future earnings approach.

  6. Explain the Lev and Schwartz Model of human resource valuation.

  7. Discuss the assumptions and limitations of the Lev & Schwartz Model.

  8. Compare historical cost and replacement cost methods.

  9. Discuss the importance of valuing human resources in an organization.

  10. Explain how value-based approaches provide a more realistic valuation of human assets.

10 Marks Questions (Application/Analysis)

  1. Discuss in detail the various cost-based and value-based methods of human resource valuation.

  2. Explain the Lev and Schwartz Model and its practical application in valuing human assets.

  3. Evaluate the advantages and disadvantages of cost-based and value-based approaches.

  4. “Human Resource Accounting provides a better measure of organizational worth.” — Discuss with suitable examples.

  5. Compare and contrast historical cost, replacement cost, and present value of future earnings methods with illustrations.

  6. Analyze the significance of human resource valuation for decision-making and financial reporting.

  7. Apply the Lev & Schwartz Model to calculate the value of human capital for a given employee data (illustrative question).

💼 UNIT III – IMPACT AND APPLICATIONS OF HRA

2 Marks Questions (Remembering)

  1. What is the role of HRA in managerial decisions?

  2. Define HR planning.

  3. How does HRA support HR strategy?

  4. Mention one benefit of HRA to investors.

  5. Mention one benefit of HRA to stakeholders.

  6. What are emerging trends in HRA?

  7. Give one example of a company using HRA.

  8. Define human asset valuation.

  9. What is the impact of HRA on decision-making?

  10. What is meant by disclosure of human resources in financial statements?

5 Marks Questions (Understanding)

  1. Explain the role of HRA in managerial decision-making.

  2. Discuss how HRA assists in human resource planning and strategy formulation.

  3. What are the benefits of HRA for investors and stakeholders?

  4. Explain how HRA improves transparency in reporting human capital.

  5. Discuss the impact of HRA on performance appraisal and employee motivation.

  6. Describe emerging trends and developments in the field of HRA.

  7. Explain the limitations and challenges in implementing HRA.

  8. Discuss the ethical and accounting issues involved in human resource valuation.

  9. Write a short note on the importance of HRA in strategic human resource management.

  10. Explain how HRA data supports recruitment and retention policies.

10 Marks Questions (Application/Analysis)

  1. Discuss the role and impact of HRA in managerial decisions, HR planning, and corporate strategy.

  2. Evaluate the benefits of HRA to investors, management, and other stakeholders with examples.

  3. “Human Resource Accounting enhances the quality of decision-making in organizations.” — Discuss.

  4. Analyze emerging trends in HRA and their implications for modern organizations.

  5. Discuss with examples how leading companies (e.g., Infosys, BHEL, or ONGC) have applied HRA in practice.

  6. Critically evaluate the practical challenges and limitations of implementing HRA in Indian organizations.

  7. Examine how Human Resource Accounting contributes to organizational effectiveness and strategic management.

  8. Suggest recommendations for integrating HRA with financial accounting systems.

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Personal Seeling QB

 

UNIT 2: 

2 Marks Questions (Remembering)

  1. Define selling.

  2. What is a core function of selling?

  3. State any two types of selling.

  4. What is the difference between personal selling and non-personal selling?

  5. Define buying motives.

  6. Mention two examples of consumer markets.

  7. What are industrial markets?

  8. Define consumer characteristics.

  9. What is meant by prospecting in the selling process?

  10. What is the pre-approach step in selling?

  11. Define presentation in the selling process.

  12. What is meant by handling objections?

  13. What do you mean by closing a sale?

  14. Define post-sale activities.

  15. What is demonstration in selling?

5 Marks Questions (Understanding)

  1. Explain the core functions of selling.

  2. Describe different types of selling with examples.

  3. What are the main buying motives of consumers?

  4. Distinguish between consumer markets and industrial markets.

  5. Explain how consumer characteristics affect selling strategies.

  6. Describe the various steps involved in an effective selling process.

  7. Explain the importance of the pre-approach and approach in selling.

  8. Discuss the role of demonstration and presentation in successful selling.

  9. Explain the significance of handling objections and closing a sale.

  10. Describe the post-sale activities and their importance in maintaining customer relationships.

10 Marks Questions (Application/Analysis)

  1. Discuss in detail the types of selling and their relevance in modern marketing.

  2. Analyze the different buying motives and explain how they influence the selling process.

  3. Explain the selling process in detail with suitable examples.

  4. Examine how consumer and industrial market characteristics affect selling strategies.

  5. Describe the importance of each step in the selling process for effective customer satisfaction.

  6. Evaluate how post-sale service and relationship management help in customer retention.

  7. “Handling objections effectively is the key to successful selling.” — Discuss with examples.

UNIT 3: SELLING AS A CAREER

2 Marks Questions (Remembering)

  1. Define a sales career.

  2. Mention any two advantages of a career in selling.

  3. State any two challenges faced by salespeople.

  4. What are the key qualities of a successful salesperson?

  5. Define sales documentation.

  6. What is a sales manual?

  7. What is a catalog?

  8. Define a cash memo.

  9. What is an order book used for?

  10. What is a tour diary?

  11. Define distribution network.

  12. What is meant by professional networking?

5 Marks Questions (Understanding)

  1. Explain the advantages and challenges of a career in selling.

  2. Discuss the qualities required for a successful salesperson.

  3. Explain the importance of motivation and confidence in sales as a profession.

  4. How can selling be made an attractive career for youth?

  5. Discuss strategies for enhancing career prospects in sales.

  6. Explain the importance of distribution and network relationships in sales success.

  7. Describe the role of professional networking in the career development of salespeople.

  8. Explain the importance of sales documentation in business transactions.

  9. Describe the different types of sales documents used in selling activities.

  10. Explain the uses of a sales manual, catalog, and tour diary in sales operations.

10 Marks Questions (Application/Analysis)

  1. Analyze the career prospects in selling with reference to advantages, challenges, and opportunities.

  2. Explain in detail the essential qualities of a successful salesperson with examples from real business situations.

  3. Discuss various strategies that can make selling an attractive and respected career option.

  4. Evaluate the role of distribution and network relationships in building long-term sales success.

  5. Describe and explain the importance of key sales documents such as order books, cash memos, tour diaries, and reports.

  6. “Effective documentation ensures transparency and efficiency in sales operations.” — Justify this statement.

  7. Examine how professional networking contributes to career growth and performance in the selling profession.

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Friday, October 24, 2025

Consumer Behaviour QB

 

UNIT II – INTERNAL INFLUENCES ON CONSUMER BEHAVIOUR

2 Marks Questions (Remembering)

  1. Define consumer motivation.

  2. What are consumer needs?

  3. State any two characteristics of motivation.

  4. What is Maslow’s hierarchy of needs?

  5. Who proposed the APA theory of motivation?

  6. Mention any two of Murray’s psychogenic needs.

  7. What is meant by self-concept?

  8. Define consumer involvement.

  9. What is personality in consumer behaviour?

  10. State the main idea of Freudian theory.

  11. Define perception.

  12. What is an absolute threshold limit?

  13. What is meant by differential threshold?

  14. Define learning in consumer behaviour.

  15. What is classical conditioning?

  16. State the meaning of instrumental conditioning.

  17. Define consumer attitude.

  18. What are the three components of attitude?

  19. What is attribution theory?

  20. What is meant by self-consciousness in personality?

5 Marks Questions (Understanding)

  1. Explain Maslow’s hierarchy of needs theory with a diagram.

  2. Describe the main characteristics of motivation.

  3. Explain McClelland’s APA theory of motivation.

  4. What is self-concept? Discuss its importance in consumer behaviour.

  5. Explain the different types of consumer involvement.

  6. Explain Freudian and Neo-Freudian theories of personality.

  7. What are the stages of the perceptual process?

  8. Explain the concept of absolute, differential, and subliminal perception with examples.

  9. Discuss the classical and instrumental conditioning theories of learning.

  10. Explain the Tri-component model of attitude.

  11. Explain Bayton’s classification of motives.

  12. Discuss the functions performed by consumer attitudes.

  13. Write a short note on the role of self-images in personality.

  14. Explain the importance of learning in consumer behaviour.

  15. Describe the attitude towards advertisement model.

10 Marks Questions (Application/Analysis)

  1. Discuss in detail the various theories of needs and motivation.

  2. Explain the different theories of personality and their relevance to marketing.

  3. What is perception? Explain the perceptual process and its implications for marketers.

  4. Discuss the learning theories and their application in consumer behaviour.

  5. What is attitude? Explain the formation and functions of consumer attitudes with suitable models.

  6. Analyze the relationship between consumer motivation, personality, and self-concept.

  7. Evaluate how involvement theory helps marketers design communication strategies.

UNIT III – EXTERNAL INFLUENCES ON CONSUMER BEHAVIOUR

2 Marks Questions (Remembering)

  1. What is a reference group?

  2. Define group dynamics.

  3. Mention the types of reference groups.

  4. Define consumer socialization.

  5. Who are opinion leaders?

  6. Define social class.

  7. What are the determinants of social class?

  8. Define culture.

  9. What is subculture?

  10. What is the family life cycle?

  11. What are purchase roles in a family?

  12. Define cross-cultural influence.

  13. Mention any two characteristics of opinion leaders.

  14. What is interpersonal flow of communication?

  15. What is the role of children in family buying decisions?

5 Marks Questions (Understanding)

  1. Explain the types of reference groups with examples.

  2. Discuss the factors affecting reference group influence.

  3. Explain the consumer socialization process.

  4. Describe the roles played by family members in the purchase decision process.

  5. Explain the different stages of the family life cycle.

  6. Discuss the determinants and characteristics of social class.

  7. Explain the core cultural values that influence consumer behaviour.

  8. What is opinion leadership? Explain its characteristics and importance.

  9. Discuss the concept of cross-cultural influences in consumer behaviour.

  10. Explain the interpersonal flow of communication in opinion leadership.

10 Marks Questions (Application/Analysis)

  1. Discuss the influence of reference groups on consumer buying behaviour with suitable examples.

  2. Analyze the role of the family in influencing consumer decisions throughout the family life cycle.

  3. Explain the relationship between social class and consumer behaviour. Give examples.

  4. Discuss how culture and subculture affect consumer behaviour.

  5. Examine the opinion leadership process and its relevance to marketers.

  6. Evaluate how social and cultural factors collectively shape consumer preferences and brand choices.

  7. Explain with examples how marketers can utilize reference group and family influence to promote products.

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