UPMSP Vocational Marketing & Salesmanship study plan

Define marketing and distinguish it from selling, advertising and merchandising in your own written words

List and explain the four Ps and show how each element of the mix interacts with the others

Classify the elements of the marketing environment into micro and macro components and give two Indian examples for each macro force

Explain the nature and scope of marketing by contrasting the traditional exchange view with the modern relationship and societal view

Outline the consumer buying decision process and identify which environment factors influence each stage

Classify products into consumer and industrial categories and justify each classification with a local example

Break a chosen product into its five levels from core benefit to potential product

Compare branding decisions such as manufacturer brand, distributor brand and generic, and state when each is suitable

Identify the functions of packaging and evaluate one package of a product sold in your neighbourhood against those functions

Chart the four stages of the product life cycle and match one pricing, promotion and distribution response to each stage

State at least six pricing objectives and link each to a business situation

Compute price using cost-plus, mark-up, target-return and break-even methods on the same numerical example

Compare skimming and penetration pricing and predict which fits a new FMCG launch versus a new electronic device

Differentiate trade, quantity, cash and seasonal discounts and calculate the net price for a worked example of each

Segment a local market on demographic, geographic, psychographic and behavioural bases and select one target segment with reasons

Write a positioning statement in the classic for-who, what-need, brand, benefit, versus-competitor format

Distinguish advertising, sales promotion, personal selling, publicity and public relations by objective, cost and control

Set a promotional objective and choose the appropriate promotion tool for a given product and stage of the life cycle

List the qualities of an effective salesman under physical, mental, social and character heads

Sequence the seven steps of the selling process and state the purpose and one technique for each step

Handle the five common objections of price, need, time, competition and trust with a prepared response for each

Compare direct, one-level, two-level and three-level channels and identify the intermediaries in each

Explain the functions performed by wholesalers and retailers and how they reduce total transactions in a channel

Distinguish the four components of physical distribution and explain the trade-off between service level and cost

Justify a channel choice for a perishable good, a durable good and a service

Draft an organisation chart for a small sales force and assign roles, span of control and reporting lines

Describe the sales force management cycle from recruitment and training through motivation, supervision and evaluation

List the rights of a consumer under Indian consumer protection law and match each right to a remedy

Explain the three-tier consumer redressal machinery and state the kind of complaint that belongs at each level

Identify unfair trade practices and misleading advertisements and explain why each is unethical

Apply the marketing mix to a case by diagnosing the problem, choosing an option and defending it with evidence

Design a short field-visit or survey plan with objectives, questionnaire items and a data-recording format

Revise the heaviest domains by re-deriving key frameworks from memory without notes

Solve at least 20 numerical problems on pricing, discounts and break-even under timed conditions

Explain the product life cycle, branding and packaging distinctions in short written answers of 60 to 80 words each

Compare the promotion tools and the selling process in structured answer format

Correct every error found in the week's practice answers and record the reason for each correction

Complete two full-length mock papers under exam timing and score them against the syllabus weightage

Present the field-visit or project findings in a structured report with data, interpretation and conclusion

Rehearse the sales presentation aloud and refine objection handling for fluency

Revise one-line definitions of all key terms across the eleven domains

Rank weak areas by mock-paper score and allocate the final days to the two weakest domains