Marketing Management detailed Syllabus for Industrial Engineering & Management (IEM), 2018 scheme has been taken from the VTUs official website and presented for the VTU students. For Course Code, Subject Names, Teaching Department, Paper Setting Board, Theory Lectures, Tutorial, Practical/Drawing, Duration in Hours, CIE Marks, Total Marks, Credits and other information, visit full semester subjects post given below. The Syllabus PDF files can also be downloaded from the official website of the university.
For all the other VTU IEM 7th Sem Syllabus for BE 2018 Scheme, visit Industrial Engineering & Management 7th Sem 2018 Scheme.
For all the (Professional Elective-2) subjects refer to Professional Elective-2 Scheme. The detail syllabus for marketing management is as follows.
Course Learning Objectives:
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Module-1
INTRODUCTION: Historical development of marketing management, Definition of Marketing, Core marketing concepts, Marketing Management philosophies, Micro and Macro Environment, importance of marketing in the India Socio – economics system. CONSUMER MARKETS AND BUYING BEHAVIOR: Characteristics affecting consumer behaviour, Types of buying decisions, Buying decision process, Classification of consumer products, Market segmentation.
Module-2
MARKETING INFORMATION SYSTEMS AND RESEARCH: Components of marketing information system-benefits & uses marketing research system, marketing research procedure, measurement of market demand. MARKETING OF INDUSTRIAL GOODS: Nature and importance of the Industrial market, classification of industrial products, participants in the industrial buying process, major factors influencing industrial buying behaviour, characteristics of industrial market demand. Determinants of industrial market demand, Buying power of Industrial users, buying motives of Industrials users, the industrial buying process, buying patterns of industrial users
Module-3
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Module-4
PRICING: Importance of Price, pricing objectives, factors affecting pricing decisions, procedure for price determination, kinds of pricing, pricing strategies and decisions. DISTRIBUTION: Marketing channels – functions, types of channels of distribution, number of channel levels. Physical distribution – importance, total systems concept, strategy, use of physical distribution.
Module-5
PERSONAL SELLING: Objectives of personal selling, establishing the Sales force objectives, sales – force strategy, sales force structure and size, salesmanship, qualities of good salesman, types of salesman, major steps in effective selling.
Course Outcomes:
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Question Paper Pattern:
- The question paper will have ten full questions carrying equal marks.
- Each full question will be for 20 marks.
- There will be two full questions (with a maximum of four sub- questions) from each module.
- Each full question will have sub- question covering all the topics under a module.
- The students will have to answer five full questions, selecting one full question from each module.
Text Books:
- Principles of Marketing – Philip Kotler – Prentice Hall – 11thEdn.
- Marketing Management – Philip Kotler , Prentice Hall – 12thEdn.
Reference Books:
For the complete Syllabus, results, class timetable, and many other features kindly download the iStudy App
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For the detail Syllabus of all other subjects of BE (IEM) 7th Sem, visit Industrial Engineering & Management 7th Sem Subjects.
For all (CBSE & Non-CBSC) BE/B.Tech results, visit VTU BE/B.Tech all semester results.