Marketing Management

St. Joseph’s College of Commerce B.Com. 2013 III Sem Marketing Management Question Paper PDF Download

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1
ST. JOSEPH’S COLLEGE OF COMMERCE (AUTONOMOUS)
END SEMESTER EXAMINATIONS – OCTOBER 2013
B. COM – III SEMESTER
MARKETING MANAGEMENT
Duration: 3 Hours Max Marks: 100
SECTION-A
I) Answer ALL the following questions. (10×2=20)
1. Define the term “Marketing Management”
2. Explain marketing environment in terms of “SWOT”.
3. What is meant by segmentation and why it is undertaken by marketers?
4. Differentiate between “Push strategy” and “Pull strategy”.
5. What is Brand Equity from the consumer view point?
6. What is Psychological pricing method?
7. Why do producers use channels of distribution?
8. Explain the stage of “Business analysis” in new product development?
9. What is meant by virtual marketing?
10. What are the four basic rights of consumers?
SECTION-B
II) Answer any FOUR of the following questions (4×5=20)
11. How does socio-cultural environment affect marketing decisions?
12. How AIDA concept is related to consumer behavior?
13. Explain the process of STP with an example?
14. Explain the importance of advertising as promotional strategy with an
example?
15. Explain the significance of packaging as marketing strategic tool?
16. What is E-Business? What are the advantages of E-Business?
SECTION – C
II) Answer any THREE of the following questions. (3×15= 45)
17. Explain the process of new product development with an example?
18. Marketing is managing profitable customer relationships. Discuss?
2
19. Enumerate the psychological factors affecting consumer behavior with relevant
examples?
20. Discuss the new trends in marketing products and services?
21. “ Integrated marketing communication is an important concept in the field of
marketing mix relating to promotion”. Discuss.
SECTION – D
IV) CASE STUDY – Compulsory Question. (15 Marks)
22.
Melwyn Industries is one of the world’s largest manufacturer and exporter of wrist
watches and India’s leading producer of watches sold under brand name Melwyn at
exclusive Melwyn retail stores. It is a subsidiary of SANA a giant conglomerate dealing
in automotive, steel and hospitality industry. Melwyn Industries was started 10 years
ago and its watches gained distinct brand identities with a set of products aiming at
different market segments. Currently the Melwyn umbrella has sub brands like ALPHA
for executives, DIVA for women and REGAL- designer watches catering to the highend
segment.
Melwyn’s Marketing Head now finds that its customer base consists mainly in the age
group of above 25 years and would now like to target younger customers. The company
has identified the youth segment – youth by age and youth by attitude- aged between 18
and 30 years as the core target- “They are bold, individualistic, non-conformist and gogetters,
“and for them Melwyn has plans to shortly introduce fashionable watches
under the sub brand RACE. Melwyn is in the process of choosing a brand ambassador
and scripting a marketing strategy to emotionally connect with the aspirations of “cool
and adventurous youngsters.”
Questions:
1. Choose a brand ambassador for RACE? Substantiate your answer with relevant
marketing concepts? (5 marks)
2. What is Branding? What are the features of a good brand? (5 marks)
3. What is the psychological impact of brand ambassador on customer buying
behaviour? (5 marks)

St. Joseph’s College of Commerce B.Com. 2014 I Sem Marketing Management Question Paper PDF Download

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  1. JOSEPH’S COLLEGE OF COMMERCE (AUTONOMOUS)

End Semester Examinations – OCTOBER 2014

B.Com – III sEmESTER

MARKETING MANAGEMENT

Duration: 3 Hours                                                                                   Max. Marks: 100

Section – A

 

  1. Answer ALL the questions. Each carries 2 marks.                         (10×2=20)
  2. What is meant by marketing? Explain the significance of marketing.
  3. What is C2C transaction in Ecommerce?
  4. Explain “Marketing Mix.”
  5. State the basis for segmentation of consumer markets with relevant examples.
  6. Give the meaning of Consumer Behaviour.
  7. What are the dimensions of product mix?
  8. Mention the three levels of material used in packaging.
  9. Elucidate on Promotional mix.
  10. What is an advertisement copy?
  11. What is marketing ethics? Give two criticisms.

 

Section – B

  1. Answer any FOUR questions. Each carries 5 marks.                                (4×5=20)

 

  1. Explain the objectives and techniques of sales promotion.
  2. 12. Ferrari Wants to launch its sports car in India (This car is doing well in the international market in the premium class). You as a marketing manager, what pricing method would you choose for the India launch? Validate your choice. Additionally explain three other pricing methods in general.
  3. You are the proprietor of a newly established Agro Based Company. You have had a great harvest this season. What are the factors that will affect your choice of distribution channel members?
  4. What is the role of ethics in marketing in the present business scenario?
  5. Why is product positioning important? In what ways can the manufacturer or seller positions his product in the market to fight competition?
  6. 16. Explain the stages in buying decision process.

Section – C

III) Answer any THREE questions.  Each carries 15 marks.                            (3×15=45)

  1. 17. Explain in detail the forces of Company’s Macro and Micro Environment with relevant examples?
  2. Apple Computers wants to better its performance and increase profits from the I-Pod division. Market research shows that the products (I-Pods) are no longer in demand. The company decides that it needs a new product. You being a member of the top management, state how you will take the company through this process.
  3. Mr. Guptha a Managing Director of Shell Petroleum, is planning to take his wife and two children out for dinner. His options are as follows:
    – Mainland China (Chinese) – Cost for 2 People = Rs.1,800/-
    – Meghana’sBirayani (South Indian) – Cost for 2 People = Rs.350/-
    -Punjabi Time (Punjabi) – Cost for 2 People = Rs.850/-
    -The Grill House (American) – Cost for 2 People = Rs.1,500/-
    -Italia (Italian) – Cost for 2 People = Rs.1,800/-
    What are the factors that will influence Mr. Guptha’s (the consumer) choice of restaurant and cuisine. Also explain the other factors that will influence the consumer behaviour in general.
  4. If you are the advertiser of a company, on what basis will you select the media in order to convey your advertising message? Explain in detail.
  5. Write short notes on :
  6. a) E- commerce.
  7. b) Relationship Marketing.
  8. c) Virtual marketing

 

Section – D

  1. Compulsory Case study (No choice)                                            (15 Marks)

     

The Kellogg Company is the world’s leading producer of breakfast cereals and convenience foods, such as cereal bars, and aims to maintain that position. Product lines include ready-to-eat cereals and nutritious snacks, such as cereal bars. Kellogg’s brands are household names around the world and include Rice Krispies, Special K and Nutri-Grain.Nutri-Grain was originally designed to meet the needs of busy people who had missed breakfast. It aimed to provide a healthy cereal breakfast in a portable and convenient format. From launch in 1997 it was immediately successful, gaining almost 50% share of the growing cereal bar market in just two years. It maintained growth in sales until 2002 through expanding the original product with new developments of flavour and format.

 

By mid-2004 Nutri-Grain found its sales declining whilst the market continued to grow at a rate of 15%. The question that arose was “Should Kellogg let the product ‘die’, i.e. withdraw it from the market, or should it try to extend its life?”

 

Kellogg had to decide whether the problem with Nutri-Grain was the market, the product or both.. The market in terms of customer tastes had also changed as more people missed breakfast and therefore there was an increased need for such a snack product. The company was now faced with two choice. It could adopt either product development strategy or go in for a diversification strategy. Diversification carries much higher costs and risks. Kellogg decided that it needed to focus on changing the product to meet the changing market needs.

 

Research showed that there were several issues to address:

  1. The brand message was not strong enough in the face of competition. Consumers were not impressed enough by the product to choose it over competitors.
  2. Some of the other Kellogg products had taken the focus away from the core

business.

  1. The core products of Nutri-Grain Soft Bake represented over 80% of sales but received a small proportion of advertising and promotion budgets.
  2. Those sales that were taking place were being driven by promotional pricing

(i.e discounted pricing) rather than the underlying strength of the brand

Implementing the extension strategy for Nutri-Grain

Having recognised the problems, Kellogg then developed solutions to re-brand and re-launch their product in 2005.

  1. Kellogg looked at the core features that made the brand different and modelled the new brand image on these. It marketed the fact that, Nutri-Grain is unique as it is the only product, of this kind, that is baked. The unique selling point, hence, needed to be the ‘soft bake’. This meant that the new product was no longer hard and gritty.
  2. Researchers also found that a key part of the market was a group, termed ‘realistic snackers’. These are people who want to snack on healthy foods, but still crave a great tasting snack. The re-launched Nutri-Grain product needed to help this key group fulfil both of these desires.
  3. Kellogg decided to re-focus investment on the core products of Soft Bake Bars as these had maintained their growth (accounting for 61% of Soft Bake Bar sales). Three existing Soft Bake Bar products were improved and three new ranges introduced
  4. New packaging was introduced to unify the brand image.
  5. An improved pricing structure for stores and supermarkets was developed.

 

As a result Soft Bake Bar year-on-year sales went from a decline to substantial growth. The Nutri-Grain brand achieved a retail sales growth rate of almost three times that of the market and most importantly, growth was maintained after the initial re-launch.

  1. Questions: (3 x 5 = 15)
  2. Explain the modifications made in the marketing mix with regards to the above case in order to sustain in the market.
  3. The company did not choose diversification strategy to sustain in the market because it was expensive and risky. Give possible reasons to validate their decision.
  4. Diagrammatically explain a product life cycle with reference to the above case.

                                                   

St. Joseph’s College of Commerce 2015 Marketing Management Question Paper PDF Download

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ST. JOSEPH’S COLLEGE OF COMMERCE (AUTONOMOUS)
END SEMESTER EXAMINATION – SEPT /OCT. 2015
B.COM – III SEMESTER
C1 11 304: MARKETING MANAGEMENT
Duration: 3 Hours                                                                                             Max. Marks: 100
SECTION – A
I) Answer ALL the questions.  Each carries 2 marks.                                        (10×2=20)
  1. Heinz revolutionized the 170 year old condiments industry by inventing the good old ketchup bottle upside down, getting customers quickly squeeze out even the last bit of ketchup. In the year following the new bottles debute Heinz ketchup sales grew at three times the industry rate. Mention any two latest trends in packaging products.
  2. What do you mean by traffic building in marketing?
  3. Give a suitable example of Psychographic characteristic influence on consumer buying behavior.
  4. Does Ethics play a role in Marketing? Elaborate on ethical marketing.
  5. What do you understand by customer concept?
  6. Is product positioning something to do with the product? Explain the concept with suitable example.
  7. Give latest examples of Social marketing.
  8. Mention two functions of market intermediaries.
  9. Explain perceived quality.  Mention your “perceived quality” for any two products of your choice in the market.
  10. What do you mean by Micro Marketing.
SECTION – B
II) Answer any FOUR questions.  Each carries 5 marks.                                      (4×5=20)
  11. David, after his summer internship managed to earn enough money to purchase a high end smart phone. What decision process will he go through to buy a perfect mobile with the earned money?
  12. Explain the STP process in marketing and also do an STP analysis of a product well known to you.
  13. What do you mean by Drop error? Explain the New product development process.
  14. Explain the various factors affecting choice of distribution channel.
  15. What rights do consumers enjoy in our country when they buy a product?
  16. Ms. Tanu was issued with a membership card after making purchases for more than rupees 5000 at Customers Stop. This card makes her come back to the retailer again and again. Is relationship marketing required to be maintained with all customers? Mention the advantages of relationship marketing.
 

 

 

 

SECTION – C
III) Answer any THREE questions.  Each carries 15 marks.                                (3×15=45)                                                                                                
  17. Explain the various method of pricing and also briefly write about the pricing policies and strategies adopted by the manufacturers.

 
  18. Provide examples of various products to illustrate the different stages of the product life cycle.
  19. Explain in detail the factors close to the company that affects its ability to serve its customers and larger societal forces that affect micro environment.
  20. A lawsuit was filed by Pizza Hut against Papa John’s slogan, “Better Ingredients. Better Pizza”. According to Pizza Hut, it falsely implied that Papa John’s ingredients were fresh and the ingredients used by other pizza chains were not. Explain the various types of unethical advertising in the marketing industry today and write a note on the importance of Socially responsible advertising.
  21. Briefly explain the various promotion mix tools that the company uses to persuasively communicate customer’s value and build customer relationships.

 
SECTION – D
IV) Case Study                                                                                                              (1×15=15)                                                                                           
  22. E- Marketing to dominate marketing trends in year 2015

 

The stage has been set for a while now, and e-commerce organizations today continue to make an impact in terms of the digital shopping experience. As technology continues to grow rapidly, e-commerce players are adopting newer techniques to facilitate both sellers and buyers to sell and buy online more efficiently.

More recently, with the introduction of flash sales and daily deals from various companies, e-commerce has brought forward technnovation in the retail sector. Nothing has surpassed the power of innovative e-commerce companies, which have proved to be as successful.

What is witnessed today is a metamorphosis of e-commerce into a variation of online commerce that is adaptable and flexible. And, with the ever dropping rates of internet surfing, both for web and mobile interfaces, which is complimentary to the soaring population of internet users, the e-commerce industry is shaping both online shopping and selling trends in India.

Some trends that will increase branding and customer growth are as follows: Firstly, content marketing will gain prominence; the focus will be on original and informative content rather than generic content.

As Google and other search engines throw more weight around original and unique content and rank them higher in search results, businesses will need to revisit their content strategy. Customers are also starting to demand more detail when purchasing and along with great navigation and ease of paying will prefer brands that give them the knowledge of the product that they seek to acquire.

Secondly, social signaling will start merging: Search engines like Google will continue their push to provide the most relevant content to the consumer. This is within their interest as well as it impacts online ad rates.

For the marketer this will mean paying a very close attention to having great content that is relevant and is shared by their consumers — a brand advocacy focus that has not been really cared for till now. With most brands trying to move away from the discount-led sales model to developing consumer loyalty, content and social signaling will play an important role in attracting more customers at a lower acquisition cost.

 

As more and more people consume information on the go, mobile moments or mobile marketing will get bigger. Seamless integration that will allow customers to click on an ad on the mobile and complete a transaction without any issues will usher in the next level of instant gratification.

Everyone jumped on the re-marketing bandwagon and this space is going to see even a higher uptake in 2015. Visit a product on a website and it’s going to follow you everywhere. This ability of the product and the brand to keep itself right in front of the customer is very effective.

Lastly, social media marketing will diversify: For now a majority of e-commerce brands use Facebook to drive a bulk of their potential customers. ‘PayFor-Exposure’ trend is likely to see a higher adoption by other social media platforms like Twitter, Instagram and Pinterest etc, as they start monetizing their networks. For brands, it means that they won’t be able to depend on just one/limited channel for traffic and will have to therefore diversify their networks.
Questions:   

(2×7.5=15marks)

a)  Mention the reasons for the growth of e-commerce in our country.

b) What are some of the key trends that will amplify branding and customer growth?

 

 

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ANSWER KEY

B.COM III SEMESTER
marketing management
Duration: 3 Hours                                                                                             Max. Marks: 100
SECTION – A
I) Answer ALL the questions.  Each carries 2 marks.                                        (10×2=20)
  1. Product safety has also become a major packaging concern.”child proof”packaging. Many companies have gone”green”by reducing their packaging and using environmental packaging materials.

 
  2. Traffic building: Traffic building implies encouraging more inflow of new buyers and repurchasers. This is usually the case with consumer durable items where consumers hesitate to go on for those products. Traffic building objective is attained by offering incentives like special sales, weekly specials, retailer coupons and premiums. Very often the retailers use entertainment events like having author‟s autograph copies of their books, and special attractions placed in shopping malls to attract the consumers entering the retail outlet, who are likely to make some impulse buying
  3. Psychographic characteristic- It includes personality, attitudes and life styles. The variables of Personality are dominance, aggressiveness, objectivity, achievements, motivation etc. Eg- Acc to a study, Ford cars attracted the personality of people with variables like “independent , impulsive, masculine, self confidence and alert to change”, Chevrolet cars attracted people who were “conservative ,thrifty prestige, conscious-less masculine and seek to avoid extremes.”

 

Lifestyle is the people‟s activities, opinions and sum total of their interests and values.

 

 
  4. Ethical marketing is less of a marketing strategy and more of a philosophy that informs all marketing efforts. It seeks to promote honesty, fairness, and responsibility in all advertising. Ethics is a notoriously difficult subject because everyone has subjective judgments about what is “right” and what is “wrong.” For this reason, ethical marketing is not a hard and fast list of rules, but a general set of guidelines to assist companies as they evaluate new marketing strategies.
  5. Customer concept: Companies shape separate offers, services, and manages to individual customers, based on their individual preferrences. Buliding high customer loyalty and focusing on consumer life time value.

Ex.: Pizza Hut- extra cheese, extra fillings.

 
  6.  

Product positioning is not what you do to a product ; positioning is what you do to the mind of a prospect. As put by professor Philip, “positioning is the act of designing the company‟s image and value offer so that the segment‟s customers understand and appreciate what the company stands for in relation its competitors. It is an attempt to project different or refined or revised product image in the market than one that has been prevailing.

 
  7. Social marketing programs include public health campaigns to reduce smoking, alcoholism, drug abuse, and overeating. Other Social marketing efforts include environmental campaigns to promote wilderness protection, clean air and conservation. Still others address issues such as family planning, human rights and racial equality.

 
  8. Marketing Intermediaries

 

Marketing Intermediaries help the company to promote, sell and distribute its products to final buyers. They include resellers, physical distribution firms, marketing services agencies, and financial intermediaries. These include wholesalers and retailers, who buy and resell merchandise. Selecting and partnering with resellers is not easy
  9. Perceived quality: a well-known brand always conveys an image of good quality, durability and dependability. Customers form their own judgment about quality and get induced into purchase decision. ( nokia, nike, titan, etc.)

 
  10. Micromarketing

 

Micromarketing is the practice of tailoring products and marketing programs to suit the tastes of specific individual and locations.rather than seeing a customer in every individual,micromarketers see the individual in every customer.micromarketing includes local marketing and individual marketing
SECTION – B
II) Answer any FOUR questions.  Each carries 5 marks.                                      (4×5=20)
  11. Buyer Decision Process

buyer decision process consists of five stages: need recognition, information search, evaluation of alternatives, purchase decision, and post purchase behavior.

 

 
  12. STP ANALYSIS.

 

STP ANALYSIS OF BLACKBERRY PHONES

Segmentation

According to the mobile communication market’s features, Blackberry combined the occupation, behaviour andincome three factors as the multiple segments to describe the consumers of mobile communication market.

 

Targeting

Blackberry provides the solution to target market combined with the business professional, innovators and high income segments.

Positioning

The place a product occupies in consumers’ minds relative to competing products.

Blackberry is a smart phone that ensures consumers to receive all kind of information instantly, and be able to browse the Web, make or receive phone calls, organize the day and much more.

 

“To busy mobile professionals who need to always be in the loop, Blackberry is a wireless connectivity solution that allows you to stay connected to people and resources while on the go more easily and reliably than the competing technologies.”

 
  13. Drop-error’,i.e. permitting a poor idea to move into development and commercialisation, or dropping a good idea.

 

New Product development process

1.Idea generation

 

 

2.Idea screening

 

 

3.Concept development

 

 

4.Marketing stratergy

 

 

5.Business analysis

 

 

6.Product development

 

 

7.Test marketing

 

 

8.Commercialisation

 
  14. Factors affecting choice of channel

 

1.      Determining the channel objectives: effective channel planning starts with a determination of what is to be achieved by using the channels .the objectives include effective coverage of target market, efficient and cost effective distribution ,making products available nearest to the consumption points, ensuring uninterrupted sales and prompt customer service.

 

 

2.      Identifying functions: the functions to be performed by the channel are to be identified next. Out of the various functions listed out earlier in this chapter, like providing information, promotion, contact , breaking bulk etc.,

 

The functions expected of the channel have to be decided.

 

 

3.      Matching channel design to product attributes: the channel system that is best suitable for a product should be selected. some industrial products need specialist distributors. even within the category of consumer goods ,different sub-categories such as convenience goods, shopping goods, and specialty goods need different channel systems.

 

 

4.      Evaluating legal aspects and distribution environment: the distribution environment in the country to territory has to be reckoned while deciding on channel design . the proposed channel should be compatible with the features of distribution environment , including the trade related environment.

 

 

5.      Assessing competitors channel design: the channel patterns of competitors should be evaluated before deciding on channel design. the strength and weakness of competitors channels have to be assessed in order to get a edge over them.

 

 

6.      Assessing company resources and matching channel design to it: channel decision is influenced by the availability of resources in the company. larger resources will opt for wider distribution channels, like reliance industries, Bombay dyeing and mafatial have opted for two way channel design, one their own and the other conventional.

 

 

7.      Final selection of the best design: after the various alternatives are evaluated, the company chooses the best among them. each alternative needs to be evaluated against economic, control, and adaptive criteria

 
  15. Consumer rights in India are listed below:

·         The right to be protected from all kind of hazardous goods and services

·         The right to be fully informed about the performance and quality of all goods and services

·         The right to free choice of goods and services

·         The right to be heard in all decision-making processes related to consumer interests

·         The right to seek redressal, whenever consumer rights have been infringed

·         The right to complete consumer education

 
  16. Relationship could be only be maintained with customers who render some profit to the retailers. (1 mark)

Relationship Marketing:

 

Relationship marketing is a strategy designed to foster customer loyalty, interaction and long-term engagement. This customer relationship management (CRM) approach focuses more on customer retention than customer acquisition.

 

Relationship marketing is designed to develop strong connections with customers by providing them with information directly suited to their needs and interests and by promoting open communication. This approach often results in increased word-of-mouth activity, repeat business and a willingness on the customer’s part to provide information to the organization

 

Advantages of Relationship Marketing:

 

·      Retaining customers for the long-term offers many benefits. The aim is for the company to obtain life time custom. Some of the benefits of relationship marketing include:

 

·      Loyal customers will recommend your business to others, thus expanding your business for you.

 

·      Loyal customers are willing to try some of your new products, because they trust you.

 

·      Customers will be willing to pay more for your services/products if there are adjustments in pricing because they are loyal to you and trust your services/products.

 

·      Loyal customers will tell you about problems with your products/services enabling to improve your products/services.(4 marks)

 

 
SECTION – C
III) Answer any THREE questions.  Each carries 15 marks.                                (3×15=45)                                                                                                 
  17. METHOD OF PRICING

 

A. Cost based pricing methods:

1.cost plus pricing method:

 

2. targer return pricing:

B.Competition based methods:

 

1.going rate pricing:

2.sealed bid pricing:

C. Demand based pricing method

 

1)      Demand modified brake even analysis:

 

2)      Perceived value pricing:

Pricing policies and strategies

  1. Price variation policies
  2. Geographic price policy
  3. Price differential policies
  4. Leader price policy
  5. Psychological pricing
  6. New product pricing policy
  7. Resale price maintenance

 
  18. Product life cycle

the different stages of the product life cycle .The example of watching recorded television and the various stages of each method:

1.      Introduction – 3D TVs

2.      Growth  – Blue ray discs/DVR

3.      Maturity  – DVD

4.      Decline  – Video cassette

 
  19. Marketing Environment

 

The actors and forces outside marketing that affect marketing management‟s ability to build and maintain successful relationships with target customers.

 

There are two types of Marketing Environment

 

1)      Micro Environment

 

2)      Marco Environment

 

Microenvironment – The actors close to the company that affects its ability to serve its customers – the company, suppliers, marketing intermediaries, customer markets, competitors and publics.

 

Macro Environment – The larger societal forces that affect the microenvironment demographic, economic, natural, technological, political and cultural forces.

 

 
  20.  

Surrogate advertisement • Puffery • Exaggeration • Unverified claims • Women stereotyping • Women used as sex symbols for promoting products • Comparative advertisements • Use of children in advertising WAYS OF UNETHICAL ADVERTISEMENT

 

 

 
  21. The promotion mix

 

The specific blend of advertising , sales promotion,public relation,personal selling and direct marketing tools that the company uses to persuasively communicate customers value and build customer relationships.

 

The five mojor promotion tools are

 

·      Advertising :- Any paid form of nonpersonal presentation and promotion of ideas ,good or services by an identified sponsor.

 

·      Sales promotion :-short term incentives to encourage the purchase or sales of a product or services.

 

·      Public relations :- building goods relations with th company‟s various publics by obtaining favorable publicity , building up a good corporate image and handling or heading off unfavorable rumors , stories and events.

 

·      Personal selling:- personal presentation by the firm‟s sales force for the purpose of making sales and building customers relationship.

 

·      Direct marketing:- direct connection with carefully targeted individual consumers to both obtain an immediate response and cultivates lasting customers relationships – the use of direct mail,telephone,direct-response tv,e-mail,internet and other tools to communicate directly with specific consumers.

 
SECTION – D
IV) Case Study                                                                                                              (1×15=15)                                                                                          
  22. Answer the following questions (7.5 MARKS X2)

 

( Marks could be given on the discretion of the concerned teacher based on the quality and relevance of the answer)

 

 

 

 

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