October 2008

Export Marketing
October 2008

Time: 3Hours OR 2.30Hours                                  Marks: 100/80

NB.:
1 All questions are compulsory
2 Figures to the right indicate full marks.

Q.1.
Explain the following terms/concepts in about 30 words(any eight):- (16)
a) TRIPS
b) Trading blocks
c) Duty drawback
d) Seed capital scheme
e) Deemed exports
f) SEZ
g) Packing credit .
h) Forfaiting
i) State bill of lading
j) FOB price quotation
k) Dollar determined credit
l) Give full form of:
(i) ICA
(ii) IBRD.

Q.2.
Answer any two from the following:- (16)
(a) Discuss the features of export marketing.
(b) Explain the causes for poor share of India's exports in world trade.
(c) Distinguish between Tariff and Non-tariff barriers.
(d) Write a note on "SAARC".

Q.3.
Answer any two from the following:- (16)
(a) Discuss various product designing strategies that can be followed by the exporter.
(b) Explain the advantages of direct exporting.
(c) What is FIFO? What are its functions?
(d) Write a note in detail on Foreign Trade Policy 2004-2009.

Q.4.
Answer any two from the following:- (16)
(a) Discuss various factors determining export price.
(b) Explain the role of commercial bank in obtaining export finance
(c) Define letter of credit and discuss any three types of L/C.
(d) Define the term "Price". Calculate the minimum FOB price that an exporter can quote to an importer, from the following information. Also calculate the foreign exchange that can be earned canbe earned if 1 $ = Rs.40.

(i) Cost of Material Rs. 75,000
(ii) Cost of Labour Rs.10,000
(iii) Packing Charges Rs. 10,000
(iv) Internal Transportation Rs. 8,000
(v) Contribution of Profit: 10 % of FOB cost
(vi) Duty Drawback: 15% of FOB price

Q.5.
Answer any two from the following:- (16)
(a) What is a procedure to obtain ISO 9,000 certification?
(b) Write a note in detail on Pre-shipment stage in export procedure.
(c) What do you mean by 'Certificate of Origin'? Explain its types.
(d) Discuss any four export incentives available to Indian Exporter

March 2008

Export Marketing
March 2008

Time: 3Hours OR 2.30Hours                                  Marks: 100/80

NB.:
1 The College Students enrolled during 2006-07 and Regular students of the current year should attempt Section I only carrying 80 marks for 2.30 hours duration.
2 All Students enrolled during 2005-2006 or earlier should attempt Section I and II carrying 100 marks for 3 hours duration.
3 Figures to the right indicate full marks.

SECTION I
Q.1.
Explain the following terms/concepts in about 30 words(any eight):- (16)
a) Product Adaptation.
b) Let Ship Order.
c) SEZ
d) Anti-dumping Duty.
e) Core Product.
f) G R Form .
g) Forfaiting Scheme.
h) Exports Under Bond.
i) Consular Invoice.
j) 100% EOUs
k) Star Export Houses
l) Give full form of
(i) FICCI.
(ii) DGFT.

Q.2.
Answer any two from the following:- (16)
(a) "Export acts as an engine of economic growth". Explain.
(b) Explain the direction of India's export trade during the last decade.
(c) Critically evaluate the functioning of WTO.
(d) Write a note on 'European Union". (EU)

Q.3.
Answer any two from the following:- (16)
(a) What is product positioning? Explain in brief steps involved in product positioning in the overseas market.
(b) Explain in brief the various export-marketing organisations in India.
(c) Explain the importance of Service Sector Exports.
(d) What are the implication of Foreign Trade Policy 2004-09 ?

Q.4.
Answer any two from the following:- (16)
(a) Explain the procedure involved in obtaining packing credit.
(b) What are the major lending programmes of EXIM Bank?
(c) Distinguish between Skimming and Penetration Pricing Strategy.
(d) Calculate the minimum FOB price which can be quoted by an exporter to USA from the following details. Also calculate the amount of foreign exchange that can be earned @ Rs. 40 per dollar

Contribution of profit @ 10 % of F.O.B. Cost.
Duty drawback @ 10% of F.O.B. price.
Ex-factory Cost Rs. 65,000
Packing Cost Rs. 20,000
Transport Cost Rs. 15,000

Q.5.
Answer any two from the following:- (16)
(a) What is ISO Certification ? Bring out the importance of ISO Certification.
(b) What are the various services the Custom House Agent provides to the exporter?
(c) Bring out the importance of the following documents-
(i) Shipping Bill
(ii) Letter of Credit.
(d) Write note on "Deemed Exports".

SECTION II
(Only for IDE and College students enrolled in 2005-2006 or earlier)

Q.6.
Write notes on any four of the following:- (16)
a) Direct Exporting
b) FOB Quotation
c) IIFT
d) Tariff Barriers
e) Bill of Lading
f) Special Schemes of ECGC.

October 2007

Export Marketing
October 2007

Time: 3Hours                                                  Marks: 100

NB.:
1 All questions are compulsory.
2 Figures to the right indicate full marks.

Q.1.
Explain the following terms/concepts in about 30 words (any eight):- (16)
a) Service Export.
b) Probe Pricing Strategy.
c) Dumping.
d) Overseas Buyers Credit .
e) Carting Order.
f) Confirmed L/C .
g) Exports Under Bond.
h) EPZ.
i) Advalorem Duty.
j) Give full Forms of:
(i) IRMAC.
(ii) UNCTAD.
k) Target Market .
l) Niche Marketing.

Q.2.
Answer any two from the following:- (16)
(a) Explain the features of export marketing.
(b) What are the guidelines for successful exporting?
(c) Explain briefly the various trade barriers.
(d) Explain the composition of India’s foreign trade during the last decade.

Q.3.
Answer any two from the following:- (16)
(a) Explain the steps in Product Development.
(b) Discuss the procedure to appoint overseas agents.
(c) Explain the various export marketing organisations in India.
(d) Discuss the highlights of India's Foreign Trade Policy 2004-2009.

Q.4.
(A) Answer any two from the following:- (16)
(a) What is C and F Quotation? Calculate the minimum FOB Price that an exporter can quote to an importer, from the following information. Also calculate the Foreign Exchange that can be earned if Euro 1 = Rs. 55/-

Cost of Materials Rs. 1,50,000
Cost of Labour Rs. 80,000
Packing Charges Rs. 8,000
Internal Transportation Rs. 12,000
Contribution of Profit: 20% of FOB Cost
Duty Drawback: 15% of FOB Price

(B) What are the factors to be considered by an exporter while fixing export price?
(C) Explain the features of packing credit.
(D) Explain the role of commercial banks in export credit.

Q.5.
Answer any two of the following:- (16)
(a) Explain in brief the preshipment procedure in export trade.
(b) Explain the procedure to obtain marine insurance policy.
(c) Explain the importance of Bill of Lading and certificate of origin.
(d) Write note on "Financial Incentives to exporters."

March 2007

Export Marketing
March 2007

Time: 3Hours                                                  Marks: 100

NB.:
1 All questions are compulsory.
2 Figures to the right indicate full marks.

Q.1.
(a) Explain the following terms/concepts in about 30 words (any eight):- (16)
1) Duty Drawback.
2) Negative list of Exports.
3) Product Positioning.
4) TRIM'S.
5) MODVAT.
6) Back- to - Back L/C.
7) Certificate of Origin.
8) SEZ.
9) Seed Capital Scheme.
10) LIBOR.
11) IEC Number.

(b) Give full forms:-
(i) SAPTA.
(ii) NAFED.

Q.2.
Answer any two from the following:- (16)
(a) Explain the problems faced by Indian exporters in overseas markets.
(b) Explain the composition of India's exports during the last decade.
(c) Explain the implications of WTO for a developing country like India.
(d) Explain the importance of exports for a developing country.

Q.3.
Answer any two from the following:- (16)
(a) Discuss the procedure in selecting overseas markets.
(b) Distinguish between Direct Exporting and Indirect Exporting.
(c) What are Star Export Houses? Explain their functions.
(d) Explain the implications of Foreign Trade Policy: [FTP] 2004 -2009.

Q.4.
(a) Answer any two from the following:- (16)
(i) What is break-even point?
From the following cost data of Rolta Ltd., Calculate the minimum FOB price to be quoted by them for an export order of 1000 units if they want a profit margin of 15 % of FOB cost.

Material Cost Rs. 40 per unit
Labour Cost Rs. 15 per unit
Overheads Rs. 5 per unit
Packing and transportation Cost Rs. 5 per unit

The company will be entitled for 10 % Duty Drawback assistance on FOB price.
Conversion rate $ 1 = Rs.45

(ii) Explain- in brief, the various export pricing strategies.
(iii) Explain the procedure to obtain post shipment credit.
(iv) Discuss the forfeiting scheme of EXIM bank.

Q.5.
Answer any two of the following:- (16)
(a) Explain the customs and shipping formalities for exports.
(b) Explain the procedure to appoint Custom House Agent.
(c) Explain the types and importance of Bill of Lading.
(d) Write note on MDA.

October 2006

Export Marketing
October 2006

Time: 3Hours                                                  Marks: 100

NB.:
1 All questions are compulsory.
2 Figures to the right indicate full marks.
SECTION I
Q.1.
(a) Explain in brief (any four):- (8)
(1) State any four difficulties faced by Indian exporter.
(2) What is brand piracy?
(3) What is "Deemed Exports"?
(4) What is Export House?.
(5) What is "negative list of exports".
(6) What do you mean by three faced competition?
(7) What is counter/buy back trade?
(8) What do you mean by service exports?

(b) State with reasons, whether the following statements are true or false (any three):- (6)
(i) Gains in International market are equally shared by all countries in the world.
(ii) Procedural complexities is still treated as major barrier in export marketing.
(iii) WTO has replaced UNCTAD.
(iv) Indirect exporting is suitable for small exporting firms.
(v) Cottage and Handicraft sector is given special status in 2002-07 Exim policy.
(vi) Dumping refers to free sale of goods in foreign market.

Q.2.
Answer any three from the following:- (18)
(a) Define "Export Marketing" and explain the features of export marketing.
(b) Critically evaluate the direction of India's export trade since 1995.
(c) Define "Trade Barriers" and explain diffrent types of "Tariff Barriers".
(d) Discuss in brief the provisions of "TRIPS and TRIM's" clauses of WTO.
(e) Write a note on "European Union"(EU).
(f) Distinguish between "Domestic Marketing and International marketing".

Q.3.
Answer any three from the following:- (18)
(a) Explain diffrent channels of distribution available in export marketing.
(b) What are the diffrent factors to be considered while selecting the product in overseas market?.
(c) Discuss the role of STC in export promotion.
(d) Highlight the prominent features of India's Foreign Trade Policy: [FTP] 2004 -2009.
(e) Define 'Branding'. Explain different branding strategies available to exporter.
(f) Write a. note on 'Product Life Cycle'.

Section II
Q.4.
(a) Answer in brief (any four):- (8)
i) What is break-even point in export pricing?
ii) What is skimming pricing strategy?
iii) State any four functions of RBI.
iv) What is Certificate of Origin?
v) State any two methods of Pre-shipment Inspection.
vi) What facilities are offered in Red clause L/C and Green clause L/C?
vii) Why marine insurance cover is necessary in export marketing?
viii) What is a role of Customs appraiser in shipment stage?

(b) Give full forms of the following abbreviations: (6)
i) SIDBI
ii) FICCI.
iii) EPCG
iv) FEMA.
v) LIBOR
vi) ADB.

Q.5.
Answer any three from the following:- (18)
(a) What are the objectives of pricing?
(b) Distinguish between "Pre-shipment and Post-shipment Finance".
(c) State and explain various specific policies of ECGC that cover export risks.
(d) Discuss the Forfeiting Scheme of EXIM Bank.
(e) Define Letter of Credit and discuss the parties to L/C.
(f) Explain the registration procedure involved in export marketing

Q.6.
Answer any three from the following: (18)
(a) What is Proforma Invoice? How does it differ from commercial invoice?
(b) Explain the importance of following documents:
(i) Mate's receipt.
(ii) Bill of Lading.
(c) Discuss any six incentives available to Indian exporter.
(d) Briefly explain the functions of ITPO.
(e) Discuss the role of following organisations in export promotion.
(i) FIEO
(ii) EHTP
(f) From the following data calculate NET FOB price in US $:-

Ex Factory Cost Rs. 1,00,000.00
Labour Cost Rs. 10,000.00
Packing Cost Rs. 12,000.00
Transportation Rs. 8,000.00
Profit: 10% of FOB Cost
DBK: 10% of FOB Price
Conversion Rate: 1$ = Rs. 45

April 2006

Export Marketing
April 2006

Time: 3Hours                                                  Marks: 100

NB.:
1 All questions are compulsaory.
2 Figures to the right indicte maximum marks.
SECTION I
Q.1.
a) Answer in brief. (any four) (8)
i) Export House.
ii) MMTC.
iii) Four features of foreign trade policy 2004-2009.
iv) Product.
v) Labelling.
vi) Suggest four measures to improve India's share in the World Trade.
vii) Four objectives of Trading Bloc.
viii) Target Market

b) State with reasons, whether the following statements are true of false (any three) (6)
i) Import substitution helps to earn foreign exchange.
ii) Dumping refers to selling in foreign market at a price above domestic market price.
iii) Trading blocs and free international trade move together.
vi) Indirect exporting needs limited financial investment.
v) Every exporter has to register his name with RBI and obtain code number.
vi) Exporters are not in favour of long term export policy.

Q.2.
Answer any three from the following: (18)
a) Explain the main problems faced by exporter in export marketing.
b) "Export act as an engine of econimic growth" - Explain.
c) What are the advantages of tariff barriers ?
d) What is G.S.P. ? Explain the features of G.S.P.
e) Write note on "NAFTA" as a trade bloc.
f) Explain the qualities of a successful export manager.

Q.3.
Answer any three from the following: (18)
a) What is indirect exporting? Explain its advantages.
b) What is licencing ? Explain its advantages and disadvantages.
c) Distinguish between merchant exporter and manufacturer exporter.
d) What are the implications of EXIM policy 2002-2007 ?
e) What is product planing ? Explain the need and importance of product planing.
f) Explain the importance of after-sales service in export market.

SECTION II
Q.4.
a) Answer in brief. (any four) (8)
i) ECGC.
ii) ARE-1 Form.
iii) Mate's receipt.
iv) Export worthy unit.
v) C & F Agent.
vi) DBK.
vii) Airway Bill.
viii) IRMAC Scheme.

b) Give full forms of the following abbrevations: (6)
i) EPCG
ii) OPEC
iii) IIFT
iv) STP
v) IBRD
vi) EIC

Q.5.
Answer any three from the following: (18)
a) Explain any two types of pricing strategies.
b) What is pre-shipment finance ? What are its features ?
c) Write a note on non-fund based assistance provided by commercial bank to exporter.
d) Explain the role played by SIDBI in export promotion.
e) What is letter of credit ? What are the advantages of letter of credit to the importer ?
f) What is ISO-9000 ? What are its advantages ?

Q.6.
Answer any three from the following: (18)
a) What is commercial invioce ? What is the importance of commercial invoice ?
b) What is Shipping Bill ? Explain its importance and contents.
c) What are the different financial incentives available to the Indian exporter ?
d) Write a note on MPEDA and ICA.
e) What is SEZ ? Explain its features.
f) From the following data calculate minimum FOB price in US $:-

Cost of material Rs. 2,25,000
Cost of Labour Rs. 1,20,000
Local transport charges Rs. 18,000
Packing charges Rs. 12,000
Profit contributionRs. 65,000
Duty Drawback: 10% of FOB Price
Conversion Rate: 1 US $ = Rs. 45

October 2005

Paper Not Available

March 2005

Paper Not Available

October 2004

Export Marketing
October 2004

Time: 3Hours                                                  Marks: 100

N.B.:
(1) All questions are compulsory.
(2) Figures to the right indicate marks.
SECTION I
Q.1.
a) Answer in brief (any four) :¬ (8)
(i) GSP.
(ii) SAARC countries.
(iii) Indirect Exporting.
(iv) Export House.
(v) EXIM Policy.
(vi) Product.
(vii) Negative List of Exports.
(viii) Product Life Cycle.

b) State with reasons whether the following statements are True or False (any three) :¬ (6)
(i) Marketing Research does not play any important role in promoting the exports.
(ii) Tariffs are harmful for world trade.
(iii) Trade Blocs are good for regional cooperation among members.
(iv) Advertising is personal presentation.
(v) The main item of export of MMTC is iron-core.
(vi) What are the functions of an export house?

Q.2.
Answer the following questions (any three): (18)
(a) Define Export Marketing and explain its features.
(b) Suggest measures to improve India’s share in the world export trade.
(c) What is WTO? What are the general implications of WTO?
(d) What is Trade Bloc? Discuss its effects on world trade.
(e) Explain the merits and demerits of direct exporting.
(f) What are the functions of an export house.

Q.3.
Answer any three of the following: (18)
(a) Explain in brief broad features of EXIM Policy 2002-2007.
(b) What are the main packaging decisions in Export Marketing?
(c) Write short notes on:
(i) Brand Piracy;
(ii) Marketing Mix.
(d) Define Service and explain the characteristics of Services.
(e) Write a note on Advertising in Export Marketing.
(f) Distinguish between Manufacturer, Exporter, and Merchant Exporter.

SECTION – II
Q.4.
Answer in brief (any four): (8)
(i) What is BEP in export pricing?
(ii) What is discounting of bills?
(iii) What is ECGC?
(iv) What is ISO-9000?
(v) What is Proforma Invoice?
(vi) What are 100% EOUs?
(vii) What is meant by export promotion?
(viii) What are Free Trade Zones?

b) Give full forms of following abbreviations: (6)
(i) NPC. (ii) EPCs. (iii) WTC. (iv) ITPO. (v) IRMAC (vi) IIP

Q.5.
Answer any three of the following: (18)
(a) Distinguish between “Market Penetration” & “Market Skimming” pricing strategy.
(b) Explain the procedure involved in obtaining packing credit.
(c) Explain the different schemes of SIDBI.
(d) State the various methods of payments in export marketing.
(e) Explain the pre-shipment inspection procedure.
(f) State the procedure involved in realization of export proceeds.

Q.6.
Answer any three of the following: (18)
(a) Explain the meaning of SEZs and highlight the distinctive features of SEZs.
(b) What is Shipping Bill? Explain its types & important features.
(c) What is Consular Invoice? What are its benefits?
(d) What are EPZs? Explain their advantages to exporters.
(e) Explain the term ‘Deemed Exports’ and its benefits to Deemed Exporter.
(f) From the following data calculate the minimum FOB price in EURO.

Material Cost Rs. 2,10,000
Labour Cost Rs. 90,000
Local Transportation Rs. 12,000
Other Expenses Rs. 3,000
Profit Contribution: 20% of FOB cost
Duty Drawback: 5% of FOB price.
(1 EURO = Rs. 50/-)

March 2004

Export Marketing
March 2004

Time: 3Hours                                                  Marks: 100

N.B.:
(1) All Questions are compulsory.
(2) Figures to the right indicate marks.
SECTION I
Q.1.
a) Answer in brief (any four) :¬ (8)
(i) State four requirements of an export manager.
(ii) State four benefits of Trade Blocs.
(iii) What is Services Marketing?
(iv) State four phases of product life cycle.
(v) Give full form of the following abbreviations:
(a) DGFT (b) IRMAC (c) FIEO (d) ECGC
(vi) What are the objectives of EXIM Policy?
(vii) What is an Export House?
(viii) What is MMTC?

b) State with reasons whether the following statements are True or False (any three) :¬ (6)
(i) Export marketing is dominated by MNCs and developed countries.
(ii) India is not the member of WTO.
(iii) International marketing is marketing beyond the national boundaries.
(iv) India is not a member of SAARC.
(v) Yearly revision of five year EXIM Policy is not required.
(vi) Services Marketing includes financial institutions.

Q.2.
Answer the following ( any three): (18)
a) What is export marketing? Explain its features.
b) Distinguish between direct exporting and indirect exporting.
c) Write short notes on:
(i) Non-tariff Barriers
(ii) Objectives of Trading Blocs.
d) Suggest measures to improve India's share in the world export trade.
e) What is meant by GSP? Bring out its main features.
f) State and explain the channels of distribution available for export business.

Q.3.
Answer any three of the following: (18)
a) What are the main export marketing organisations in India?
b) Explain the importance of packaging.
c) What is product planning? Why is it needed?
d) Write a note on negative list of exports.
e) Distinguish between Export House and Trading House.
f) Write short notes on:
(i) State Trading Corporation of India
(ii) Brand Piracy.

SECTION II
Q.4.
a) Answer in brief (any four) :¬ (8)
(i) What is Packing Credit?
(ii) State four types of Letter of Credit.
(iii) What is ISO-9000?
(iv) State four functions of Chamber of Commerce relating to export promotion.
(v) What is EPGC?
(vi) What is Shipping Bill?
(vii) What are Free Trade Zones?
(viii) Mention any four services of C&F agent.

b) Give full forms of the following abbreviations: (6)
(i) SIDBI
(ii) EOUs
(iii) SIL
(iv) EPC
(v) MPEDA
(vi) IIFT

Q.5.
Answer any three of the following: (18)
a) Distinguish between FOB and CIF quotations.
b) Explain the procedure to obtain post-shipment finance.
c) What are the major lending programmes of EXIM Bank?
d) Write short note on factors determining payment terms.
e) What are the features of export promotion organisations?
f) Explain the registration procedure of ISO-9000.

Q.6.
Answer any three of the following: (18)
a) Briefly explain the functions of WTC.
b) Write short notes on:
(i) Commodity Boards
(ii) SEZs.
c) Discuss the role of the following in export promotion:
(i) IIP
(ii) ICA
d) State the incentives available to Indian exporters.
e) Distinguish between Consular invoice and Certificate of origin.
f) Calculate the FOB price to be quoted to an importer from the following details:
(i) Ex-factory cost Rs. 1,52,000/¬-
(ii) Packing cost Rs. 28,000/-
(iii) Expenses upto loading Rs. 20,000/¬-
(iv) Profit expected: 21 % of FOB cost
(v) Duty Drawback: 10% of FOB price
(vi) Conversion rate: 1$ = Rs. 40/-

October 2003

Export Marketing
October 2003

Time: 3Hours                                                  Marks: 100

N.B.:
(1) All Questions are compulsory.
(2) Figures to the right indicate marks.

Q.1.
a) Answer in brief (any four) :¬ (8)
(i) Globalisation
(ii) Let Ship Order
(iii) Break-Even-Point
(iv) Deemed Exports
(v) Brand Piracy
(vi) C.I.F. Quotation

b) State with reasons whether the following statements are True or False (any four) :¬ (8)
(i) Dumping refers to free sale in foreign market.
(ii) Duty Drawback enables the importer, to import comparatively at lesser price.
(iii) Long term Export Policy is useful for exporter.
(iv) Tariff obstracts free trade.
(v) India was the member of G.A.T.T.
(vi) Marine insurance is essential.

c) Give the full forms of the following abbreviations : (4)
(i) O.G.L.
(ii) M.M.T.C.
(iii) M.F.N.
(iv) S.A.A.R.C.

Q.2.
a) Explain the need for exports. (5)
b) There are problems in export marketing. Do you agree? If so, why? (5)
c) What is Trade Block? How it affects World Trade? (6)

Q.3.
a) Explain in short the methods of entering into the foreign market (5)
b) Explain in short salient features of Exim Policy 1997-2002. (5)
c) What is Product Life Cycle? Explain its importance to the exporter. (6)

Q.4.
a) What is Pre-Shipment Finance? What are its salient features? (5)
b) Explain in brief the functions of Exim bank. (5)
c) Explain in short important guarantees offered by E.C.G.C. (6)

Q.5.
a) Distinguish between Commercial Invoice and Consular Invoice. (5)
b) Explain the factors influencing the price of an export product. (5)
c) What is 'Skimming the Cream' pricing policy and 'Penetration' pricing policy?Explain in brief the advantages of 'Skimming the Cream' pricing policy. (6)

Q.6.
a) Describe in short various stages of registration procedure. (8)
b) What are the different functions of Export Promotion Council? (8)

Q.7.
a) What is Letter of Credit? Explain the nature of 'Revocable' and 'Irrevocable' Letter of Credit. (5)
b) Explain in short the role of the following in promoting India's exports:
(i) Export Inspection Councils and
(ii) Commodity Boards (5)
c) Name the different Export Marketing Communication Techniques and explain the nature and role of 'Packaging' in Export Marketing Communication. (6)

Q.8.
a) What is 'Product Development'? Explain the need and advantages of Product Development. (5)
b) What is 'Personal Selling'? Explain in short its advantages to manufacturer, dealers and customers. (5)
c) Describe the objectives and functions of 'World Trade Organisation' in relation to India's Export Promotion. (6)

Q.9.
Write short notes on any four of the following: (16)
(i) Manufacturer Exporter
(ii) Product Mix
(iii) AR-4 Form
(iv) S.T.C.
(v) Market Development Assistance
(vi) Tariff Barriers

Q.10.
a) State different types of monetary incentives available in Export Trade and explain their impact on Export Price. (5)
b) What is seller's obligation under F.O.B. Quotation and buyer's obligation under C. and F. Quotation? (5)
c) Calculate the minimum F.O.B. price, which can be quoted by 'Swadeshi Exports' on the basis of the following information:
Ex-Factory cost Rs. 10,000/-
Packing charges Rs. 2,000/-
Transportation charges Rs. 2,000/-
Contribution to profit: 5% of F.O.B. cost.
Duty drawback: 5% of F.O.B. price.

March 2003

Export Marketing
March 2003

Time: 3Hours                                                  Marks: 100

N.B.:
(1) Question NO.1 is compulsory.
(2) Answer any five questions from the rest.
(3) Figures to the right indicate marks.

Q.1.
a) Answer in brief (any four) : (8)
(i) What is ISO 9000 ?
( ii) What is Mate's Receipt?
(iii) What is Product Mix?
(iv) What are EPCs ?
(v) What is W.T.O. ?
(vi) What is AR-4 Form?

b) State with reasons whether the following statements are True or False (any four):(8)
(i) Profit will be the maximum at the B.E.P.
(ii) EXIM Bank gives loans to foreigners to buy Indian capital goods.
(iii) MMTC exports mineral oil from India.
(iv) Export House Certificate is issued by EXIM Bank.
(v) Import substitution saves foreign exchange.
(vi) Income from exports is fully exempted from payment of income tax under section 80 HHC.

c)Give full forms of the following abbreviations :- (4)
(i) SEEPZ
(ii) HHEC
(iii) NAFED
(iv) VAT

Q.2.
a) What are the advantages of exports for a nation and for a business firm? (5)
b) Distinguish between Tariff Barriers and Non-Tariff Barriers. (5)
c) What are the functions of Export House? (6)

Q.3.
a) What are the methods of entering foreign markets? (5)
b) What are the main features and implications of EXIM Policy 2002-2007 ? (5)
c) What are the reasons for brand piracy? Explain various forms of brand piracy.(6)

Q.4.
a) What is Export Finance? Bring out its importance to exporters. (5)
b) What is packing credit? State its features. (5)
c) What are the objectives of ECGC? What are the various guarantees issued by ECGC?(6)

Q.5.
a) Explain the advantages of Letter of Credit to exporter and to importer. (5)
b) Distinguish between pre-shipment procedure and post-shipment procedure. (5)
c) Briefly explain the various pricing strategies. (6)

Q.6.
a) Explain the procedure involved in obtaining marine insurance policy. (5)
b) Distinguish between Certificate of Oriqin and Commercial Invoice. (5)
c) Explain export promotion measures of Commodity Boards. (6)

Q.7.
a) What is 100% EOU? What are its benefits? (5)
b) What are the objectives of Export Processing Zones? (5)
c) Write a note on International Trade Fairs and Exhibitions. (6)

Q.8.
a) What are the methods of personal selling in international market? (5)
b) What are the techniques of export marketing communication? (5)
c) What is product positioning? State its importance. (6)

Q.9.
Write short notes on any four of the following : (16)
a) Qualities of an Export Marketing Manager.
b) Classification of Tariffs.
c) Super Star Trading House.
d) Joint Ventures.
e) Factors affecting Market Mix.
f) Functions of packaging.

Q.10.
a) What is Skimming Pricing Strategy? What are its advantages? (5)
b) What is price quotation? Explain the various items of costs included in Export Price Quotations. (5)
c) From the following data calculate minimum FOB price in EURO : (6)
Material cost Rs. 2,80,000/-
Labour Cost Rs. 1,20,000/-
Transportation Charges Rs. 16,000/-
Other expenses Rs. 4,000/-
Profit contribution: 20% of FOB Cost.
Draw back of Duty: 5% of F.O.B. price
Rate of exchange: 1 EURO = Rs. 50/-

October 2002

Paper Not Available

March 2002

Export Marketing
March 2002

Time: 3Hours                                                  Marks: 100

N.B.:
(1) Question NO.1 is compulsory.
(2) Answer any five questions from the rest.
(3) Figures to the right indicate marks.

Q.1.
a) Answer in brief (any four) :¬ (8)
(i) What is Niche Marketing?
(ii) Who issues “Let export order”?
(iii) What do you mean by ‘Negative List’ in exim policy?
(iv) State any four advantages of direct exporting?
(v) Enumerate any for special problems of export marketing?
(vi) What is International Dumping?

b) State with reasons whether the following statements are True or False (any four) :¬ (8)
(i) There are two parties to a letter of credit.
(ii) Profit will be the maximum at the B.E.P.
(iii) Shipping Bill is a document of title to goods.
(iv) Export Inspection Council issues certificate of origin to the exporter.
(v) Tariffs increase the price of imported goods.
(vi) Main item of import of MMTC is food grains.

c) Give full forms of the following abbreviations :- (4)
(i) IRMAC
(ii) ASEAN
(iii) OPEC
(iv) OGL

Q.2.
a) “Export are necessary only for underdeveloped countries.” Comment. (5)
b) Explain the main export marketing organizations in India. (5)
c) Distinguish between International marketing and Domestic marketing. (6)

Q.3.
a) What are the highlights of Exim policy 1997-02? (5)
b) Write a note on export policy of a firm. (5)
c) What are the important points to be considered in product planning? (6)

Q.4.
a) Discuss the role of SIDBI in export finance. (5)
b) What is packing credit? State its features. (5)
c) Briefly explain ECGC’s financial quarantees. (6)

Q.5.
a) Discuss between consular’s invoice & certificate of origin. (5)
b) “Bill of Lading” is an Important document. Give reasons. (5)
c) Bring out the importance of following document: (6)
i. shipping bill ii. Mate’s receipt.

Q.6.
a) Explain the various methods of payments in export marketing. (8)
b) Explain the preshipment inspection procedure. (8)

Q.7.
a) Explain in brief various incentives offered by the Government of India to exporters. (5)
b) State the functions of Export Promotion Councils. (5)
c) Explain the functions of STC as a canalising agency of the Government of India.(6)

Q.8.
a) What is product positioning? State its importance. (5)
b) Explain barriers in export marketing communication. (5)
c) What are the methods of personal selling in international market? (6)

Q.9.
Write short notes on any four of the following :¬ (16)
a) Product life cycle
b) Trade Development Authority of India
c) Deemed Exports
d) Advantages of letter of credit to exporter
e) C.I.F. quotation
f) Indian Institute of packaging

Q.10.
a) How FOB price is determined? (5)
b) What is Break-even-Analysis in export? (5)
c) Calculate the minimum FOB price in US dollars to be quoted by an Indian exporter on the basis of the following information: (6)
Ex-factory cost Rs. 1,50,000/¬-
Packing Cost Rs. 30,000/¬-
Transportation Charges Rs. 20,000/¬-
Contribution to Profit @10% of FOB Cost.
Draw back of Duty @ 10% of F.O.B. price
Rate of exchange: 1 US Dollar = Rs. 50/-

October 2001

Paper Not Available

March 2001

Paper Not Available

October 2000

Paper Not Available

March 2000

Paper Not Available

October 1999

Paper Not Available

April 1999

Export Marketing
April 1999

Time: 3Hours                                                  Marks: 100

Q.1.
a) Answer any five in brief: (10)
i) What is GSP?
ii) What do you mean by "Deemed Exports"?
iii) What is Product Mix?
iv) What is Skimming Pricing Strategy?
v) What is back-to-back letter of credit?
vi) What is Mates Receipt?
vii) What is LERMS?
viii) What is EPC?

b) State with reasons whether any of the five statements are true or false: (10)
i) India is one of the founder member of WTO.
ii) The Exim Policy 1992-97 encouraged Indian Exporters to go for technological urgradation.
iii) The Purpose of Post-shipment finance is to purchase raw materials for export production.
iv) The Exporter should obtain an Insurance Policy to protect against credit risk.
v) Mates Receipt is required for obtaining bill of lading from the Shipping Corporation.
vi) Bill of lading is required by the customs authorities for granting permission for the shipment of goods.
vii) The EPCG licence holder may obtain capital goods from a domestic manufacturer instead of importing it.
viii) STC is a premier international trading house set up by the Government of Maharashtra in 1956.

Q.2.
a) What is export marketing? What are its features? (5)
b) What are the main non-tariff barriers? (5)
c) Distinguish between Direct Exporting and Indirect Exporting. (6)

Q.3.
a) What is export policy decision? What is its importance for a firm? (5)
b) State the highlights of Exim Policy 1997-2002. (5)
c) What is Exim Policy? What are its objectives? (6)

Q.4.
a) What is Product Planning? What it is needed? (5)
b) Explain the relevance of Product Life Cycle in export marketing. (5)
c) What are the main packaging decisions in export marketing? (6)

Q.5.
a) What is packing Credit? State the documents against which Packing Credit is granted to the Exporter. (5)
b) What is ECGC? What are it's objectives? (5)
c) State the role of commercial banks in providing export finance. (6)

Q.6.
a) Explain the procedure involved in Pre-shipment stage of export. (5)
b) Explain the methods of payment in Export Marketing. (5)
c) What is the procedure involved in excise clearance of export goods under rebate?(6)

Q.7.
a) Explain the export marketing communication mix. (5)
b) What are the steps in Export Marketing Communication? (5)
c) What are the methods of Personal Selling in International market? (6)

Q.8.
a) Explain various cash export incentives available to Indian Exporters. (5)
b) What is 100% EOU? What are its benefits? (5)
c) What are the services provided by STC to Exporters? (6)

Q.9.
Write short notes on any three of the following: (16)
a) Certificate of Origin
b) Letter of credit
c) SIDBI
d) Trade Fairs and Exhibitions
e) Indian Institute of Foreign Trade

Q.10.
a) Explain briefly various types of quotations which are used in export pricing. (5)
b) What is break-even analysis in export pricing? (5)
c) From the following data, calculate the FOB Price:
i) Ex-factory Cost Rs. 28,000
ii) Packing Cost Rs. 500
iii) transportation Rs. 700
iv) Contribution towards profit Rs. 3,800
v) Duty Drawback 10% on FOB Price
vi) Conversion rate - 1$ = Rs. 45.

October 1998

Export Marketing
October 1998

Time: 3Hours                                                  Marks: 100

Q.1.
a) Answer any five in brief : (10)
1) What is tariff barrier in export marketing?
2) What is a star trading house?
3) What is a negative list in Exim Policy?
4) When does an exporter break even?
5) What do you mean by DBK?
6) What is revolving letter of credit?
7) Who issues ‘’Let Export Order?
8) What is a GR Form?

b) State with reasons whether any of the following five statements are true of false.(10)
1) Non- tariff barriers do not affect the price of imported goods.
2) International marketing is marketing beyond the national boundaries. 3) Dumping refers to selling in the foreign market at a price below the home market price.
4) Certificate of origin is issued by the consulate of importers country. 5) ECGC does not provide guarantee for bank loans to Indian exporters.
6) It is not obligatory to an unit in EPZ to export 100% of its production. 7) Income from exports is fully exempted from payment of income tax under section 80 HHC.
8) The Exim Policy (1992-97) discouraged Indian Exporters to go for technological upgradation.

Q.2.
a) What are the benefits of international marketing? (5)
b) What are the objectives of GSP? (5)
c) What are the advanatages of direct exporting? (6)

Q.3.
a) What is an export policy of a firm? (5)
b) What are the effects of Exim policy (92-97) on export promotion? (5)
c) What do you mean by ‘Cancalisation’ and ‘Export obligation’ under Exim Policy?(6)

Q.4.
a) What is product positioning? What is its importance in export marketing? (5)
b) Explain the need for after-sales services in export marketing. (5)
c) Why product planning is necessary in export marketing? (6)

Q.5.
a) State the different standard policies issued by ECGC? (5)
b) Explain the role played by Exim bank in export marketing? (6)
c) Distinguish between Post-shipment and Pre-shipment finance. (6)

Q.6.
a) What is letter of credit? Explain the advantages of a letter of credit to an exporter. (5)
b) Explain the preshipment inspection Procedure. (5)
c) Explain the procedure involved in realisation of export proceeds. (6)

Q.7.
a) Explain the role of communication in export marketing. (5)
b) What are the problems in export marketing communication? (5)
c) What is personal selling? State the limitation of personal selling in export marketing? (6)

Q.8.
a) State the incentives available to Indian Exporters. (5)
b) Explain the role of Indian Institute of Foreign Trade in promotion of exports.(5)
c) State the function of export Promotion Councils. (6)

Q.9.
Write notes on any three of the following : (16)
a) World Trade Organisation
b) Bills of lading
c) SEEPZ
d) Indian Institute of Packaging
e) CIF Quotation.

Q.10.
a) What is Export Pricing ? Explain the facter affecting export price of a firm.(5)
b) What is the difference between skimming and penetrating pricing strategies in export pricing? (5)
c) Calculate the FOB price to be quoted to an importer from the following details :(6)
i) Ex-Factory cost Rs. 76,000
ii) Packing cost Rs. 14,000
iii) Expenses up to loading Rs. 10,000
iv) Profit expected 21% FOB cost.
v) Duty Drawback 10% of FOB price.
vi) Conversion ratel $ = Rs. 40.

April 1998

Export Marketing
April 1998

Time: 3Hours                                                  Marks: 100

Q.1.
a) Answer any five in brief: (10)
i) What is International Dumping?
ii) Explain Star Trading House.
iii) What do you mean by Product Adaptation?
iv) What do you mean by non-financial services of Commercial Banks?
v) What do you understand by AR forms?
vi) What are Free Trade Zones?
vii) What is GSP?
viii) List out any four export incentives available to an Indian exporter.

b) State with reasons whether any of the five statements are true or false: (10)
i) Blanket exchange permit provides lump-sum foreign exchange to meet export tours abroad.
ii) MFN clause is one of the important feature of the UNCTAD.
iii) Transfer pricing strategy refers to pricing of goods and services among subsidiaries within a corporation.
iv) There is no difference between MNCs and TNCs.
v) Charging lower prices at the early stage is called as Penetration Pricing Strategy.
vi) Red clause letter of credit enables the exporter to obtain packing credit facility.
vii) There are two parties to a letter of credit.
viii) LERMS is a dual exchange rate system.

Q.2.
a) "Exports are necessary only for underdeveloped countries". Explain. (5)
b) Explain the role of MNCs in promoting exports. (5)
c) Distinguish between International marketing and Domestic marketing. (6)

Q.3.
a) "Trading Blocks create obstacle to International Trade". Examine critically.(5)
b) "Export marketing Organizations facilities export trade". Explain. (5)
c) Explain steps involved in Product Positioning. (6)

Q.4.
a) Analyse Exim policy 1992-97 with reference to export performance during the period of policy. (5)
b) Does a firm need a separate export policy? Explain. (5)
c) Write a note on the financial institutions which helps exporters in obtaining export finance. (6)

Q.5.
a) State and explain different types of letter of credit. (5)
b) Explain the role played by the STC as a canalising agency. (5)
c) What is packing Credit? Explain its features. (6)

Q.6.
a) What is an Export Processing Zones? How do they help in promoting exports?(5)
b) Explain procedure involved in excise clearance of effort goods under rebate.(5)
c) Explain in brief different ECGC policies. (6)

Q.7.
What are the export promotion measures offered by -
a) Commodity Boards
b) Export Inspection Councils and
c) Export Promotion Councils. (16)

Q.8.
a) State and documents accompanying Bill of Lading. (5)
b) What techniques of communication an exporter can use in International marketing? (5)
c) Explain the role of personal selling in export marketing. (6)

Q.9.
Write short notes on any three of the following: (16)
a) Open General Licence.
b) Merchant Exporter.
c) Post-Shipment finance.
d) The Trade Development Authority.
e) Exim Bank.
f) International Trade Fairs and Exhibitions.

Q.10.
a) Explain various factors that affects export pricing. (5)
b) Explain FOB Quotations and CIF Quotations. (5)
c) Calculate minimum FOB price to be quoted by an exporter in the basis of following data - (6)
Ex-factory Cost Rs. 17,000
Packing Cost Rs. 3,000
Transportation (from factory to dock) Rs. 1,500
Marine Loading charges Rs. 500
Contribution to profit - 10% FOB cost.
Duty Drawback - 10% FOB price.
Calculate minimum FOB price in $, when 1$ = Rs. 40/-.

October 1997

Export Marketing
October 1997

Time: 3Hours                                                  Marks: 100

Q.1.
(a) Answer any five in brief : (10)
(i) What is export Marketing ?
(ii) Explain the meaning of Generalised System of Preferences.
(iii) What is canalisation of exports ?
(iv) Define product life cycle.
(v) What is bilateral trade agreement ?
(vi) What is penetration pricing strategy ?
(vii) What is I.S.O 9000 ?
(viii) Explain the meaning of deemed export.

(b) State with reasons whether any of the following five statements are true or false: (10)
(i) No country in the world is independent and self-sufficient.
(ii) Tariffs encourage free trade in the world.
(iii) Every exporter in India has to obtain a license before the goods are exported from India.
(iv) Export of consumer goods from India are entitled to deferred credit beyond 180 days.
(v) E.C.G.S. cover will not be available for losses arising out of exchange rate fluctuations.
(vi) Import substitution save foreign exchange.
(vii) MMTC exports mineral oil from India.
(viii) Minister of Commerce is the Chairman of Board of Trade.

Q.2.
(a) What are the main factors that compel a developing country to enter export marketing. (3)
(b) Briefly explain the special problems of export marketing ? (5)
(c) What are the different available to a firm for entry in target market abroad ?(6)

Q.3.
(a) Explain the implications of Exim policy 1992-97 on the following : (16)
(a) Transfer of Technology.
(b) Development of small scale industries.
(c) Foreign exchange balance of India.

Q.4.
(a) What is product planning ? (5)
(b) Explain the importance of branding a product. (5)
(c) Discuss the remedies available against brand piracy. (5)

Q.5.
(a) What is pre-shipment finance ? (5)
(b) What are the different types of pre-shipment finance available to an Indian exporter? (5)
(c) Which are the different kinds of export where differed payment credit is provided by Exim Bank ? (6)

Q.6.
(a) What are the different types of incentives available to an exporter in India?(5)
(b) Explain the procedure involved in the realization of export incentives ? (5)
(c) Write a brief note on bill of landing. (6)

Q.7.
(a) Explain the importance of export marketing communication. (5)
(b) What are the importance of export marketing communication. (5)
(c) Discuss the role of trade fairs and exhibitions in export market development.(6)

Q.8.
(a) What are the different export marketing organization in India ? (5)
(b) Distinguish between Manufacturer Exporter and Merchants Exporter. (5)
(c) Briefly explain the functions of Super Star Trading Houses. (6)

Q.9.
Write notes on any three of the following : (6)
(a) Letter of Credit
(b) Santacruz Electronic Export Processing Zone (SEEPZ)
(c) World Trade Organization (W.T.O)
(d) Negative List Exports
(e) Consular Invoice. (16)

Q.10.
(a) What are the main factors to be considered in fixing the price of a product for export ? (5)
(b) Explain the effect of export incentives on F.O.B. price quotations. (5)
(c) Calculate the F.O.B. price to be quoted from the following information: (6)
(i)Ex-factory costRs.5,00,000
(ii)Other expenses upto loadingRs. 30,000
(iii)Profit expectedRs.70,000
(iv)Duty draw back 25 percent of F.O.B price.

April 1997

Export Marketing
April 1997

Time: 3Hours                                                   Marks:100

Q.1.
a) Answer any Five in brief : (10)
(i) Define Export Marketing
(ii) What is bilateral trade agreement ?
(iii) Explain the term ‘Skimming Price Strategy’
(iv) Explain the role of Indian Council of Arbitration.
(v) What is Duty drawback ? What are the types of financing guarantees given by E.C.G.C. to banks for export credit ?
(vi) What are the items for which excise duty exemption is granted under bond? (vii) Explain the role of A.I.D.A formula in personal selling.

b) State With reasons whether any of the following five statements are true or false : (10)
(i) Tariffs increases the price of imported goods.
(ii) Packing credit is given by Exim Bank to buy packing materials of exporters.
(iii) Main item of exports of MMTC is mineral oil.
(iv) Exim bank gives loan to foreign governments and companies to buy Indian goods.
(v) The Indian Trade Promotion Organisation look after the function of TDA and TFAI.
(vi) European Economic Community (E.E.C) his emerged at the most powerful trading bloc in the world.
(vii) Exporter obtain the Mate’s Receipt and send to importer to take delivery of the goods.
(viii) Free rade Zones are free of any entry fee for foreign nationals.

Q.2.
a) What are the special features of international marketing ? (5)
b) What are the main non-tariff barriers ? (5)
c) Explain the significance of UNCTAD. (6)

Q.3.
a) What are the different form of post-shipment finance ? (5)
b) Explain the role of the Reserve Bank of India in export promotion. (5)
c) What are the different types of letter of credit ? (6)

Q.4.
a) What is the procedure of central excise clearance for exportable goods? (5)
b) What are the steps to be taken by an exporter to obtain sales tax exemption? (5)
c) Write a brief note as shipping bill. (6)

Q.5.
Explain the implications of Exim Policy on the following : (16)
a) Important Substitution
b) Foreign Investment.
c) Self-reliance (swadeshi) in Indian economy.

Q.6.
a) What are the important point to be considered in product planning ? (5)
b) Explain how globalisation of trade extend the product life cycle. (5)
c) Discuss the importance of packing. (6)

Q.7.
a) What is export marketing communication (5)
b) What are the factors that influence the communication mix ? (5)
c) Explain the steps in international advertising programme. (6)

Q.8.
a) What are different export marketing organisations in India ? (5)
b) Distinguish between manufacturer exporter and merchant exporter. (5)
c) Write a brief note on State Trading Corporation. (6)

Q.9.
Write short notes on any three of the following : (16)
a) Market Development Assistance
b) Liberalised Exchange Rate Management System
c) Consular Invoice.
d) Canalisation of exports
e) Export worthy units.

Q.10.
a) How F.O.B price is determined ? (5)
b) What is break - even analysis is export ? (5)
c) Calculate the F.O.B price to be quoted by an exporter on the basis of the following information :


(i) Ex-factory cost Rs. 25,000/-
(ii) Packing cost Rs. 2,000/-
(iii) Transport expenses Rs. 3,000/-
(iv) Profit Rs. 3,000/-
(v) Duty draw back 25% of F.O.B price