Probable questions

for
Real Estate Marketing
MBA-II 2003-2005

1. How does marketing of service differ from marketing of goods? Illustrate with
specific application to marketing of Real Estate Marketing . y

2. What advantages does your locality possess which could become a motivator for
prospective housing unit buyers to purchase flats? y

3. Whys do people from other countries/NRIs want to buy farm houses and invest on
real estate in India ? Y

4. Prepare a Marketing promotion plan for sale of a 32 crores 7 storied shopping

complex situated close to cluster of apartments in the heart of a city. State all the
assumptions as factors of your strategy and prepare a marketing plan with your
reasoning for each recommendation. Justify .

5. What is market segmentation ? Discuss the significance of market segmentation in

Real estate developers market and trade practices.

6. Produce a brief report which demonstrate how the various type of House builders
and developers company reach their market in India and abroad? What are
advantages and disadvantages of Telemarketing?

7. What are the factors that contributed to the adoption of marketing concepts and
practices in real estate housing market . Discuss .

8. What is the significance of Relationship marketing?

9. Select any Housing developers Scheme. Survey its target customer. Identify the
main services that these customers value and their relative importance . Develop a
list of recommendations from your finding.

10. Compare and Contrast the market positioning strategies of any two National level
builders .

11. Discuss Select any Housing developers Scheme. Survey its target customer.
Identify the main services that these customers value and their relative importance .
Develop a list of recommendations from your finding.

12. Illustrate the differences and similarities that exist between intangible services
marketing and tangible goods marketing in real estate business.
13. What is meant by product differentiation ? Compare the advantages of product
differentiation and product segmentation in the context of real estate marketing?

14. What do you understand by a housing product ? Explain in detail by giving

suitable examples.

15. Select any Housing developers Scheme. Survey its target customer. Identify the
main services that these customers value and their relative importance . Develop a
list of recommendations from your finding.

16. Select a typical real estate segment of business and suggest whether it has its
competitive differentiation and profitable productivity or not.

17. What essential Information would need to be made available, when dealing with an
inquiry from a potential buyer of a dwelling house?

18. How does the method of selling to a property marketer / consumer and a tenant
differ in the case of housing business?

19. Discuss the statement , there is no substitute of “product knowledge”. Relate it to

the Desk executive of a real estate firm , as a sales person.

20. How is changing taste affecting the marketing for houses/flats ?

21. What must a builder of dwelling units do to increase its sales through freelancing
real estate housing agent in India and abroad ?

22. Why did business growth in real estate travel to other parts of India at different
periods though it started in 1940s?

23. How does the growth of housing sector influence the Indian economy?

24. How is direct employment in the House developers industry different from indirect
employment?

25. A CEO of a large International real estate promoter made the following statement:
“To be successful in real estate business all you need is customer kings . You don’t
need any of those light little academic concepts of how to manage. You don’t even
need to solve all your problems or be efficient. All you need is to find out what you
do right for the guest who you have already got and do more of it.” Access the
validity of these statements.

26. Explain the concept of “Image building ” real estate marketing . How does human
behavior affect marketing?
27. What are the steps involved in managing a Real Estate Marketing program?
 28. Differentiate the following in relation to real estate market:
• Marketing and Sales
• Needs and Wants
• Advertising and Promotion
• Public relation and Guest
• Tangible product and Intangible product

29. Explain the different channel of ancillary business transactions and distribution
patterns along with their role in distribution system.

30. Conduct a SWOT analysis for any real estate business you went under practical
training.

31. Write a marketing plan for a 100 crores turnover real estate developer.

32. You have just constructed a 250 flats housing complex and leisure complex in the
premises. The facilities you offer are a cozy bar, under arm bowling centre , 40
seated luxury restaurant , conference room for 30 executives, children park,
swimming pool and expensive sprawling lawn. The complex is 30 KM from your
city of Bhubaneswar , connecting the express highway and small railway stopover.
Prepare a marketing plan with your reasoning for each sector contributing to the
project .

33. What are the primary areas in which the competitors of a real estate company need
to be accessed for strategic planning purposes?

34. Political impacts on the real estate business environment can be enormous. Discuss
some present political impacts due to environment pollution.

35. What is market segmentation? What is its importance to the real estate industry?

36. What are types of sales distribution systems used within the real estate market , to
sell the products and services?

37. In which way the real estate related information is disseminated to the general
public? How has real estate writing changed in recent years ?

38. Consider Maslow’s hierarchy in terms of real estate needs . In each case, name as
many attributes as you can , that can fit each level of hierarchy in the kind of
business.

39. What are the basis for market segmentation ? What would be a suitable basis for
market segmentation in case of Indian real estate products and services, produced
in real estate market ?
40. What are the main effects of urbanization on the demand for dwelling units in the
21 st century?

41. Can you think of reasons why real estate developers want to search for sites in the
remote areas outskirt of the town?

42. What are real estate culture oriented houses and how are they attractive ?

43. What potential scope and cultural advantages does your local community possess,
which could become a motivator for real estate project in your area?

44. What are the primary methods of organizing marketing efforts to sale real estate
project parts to the blue chip companies and foreign market ?

45. What are advantages and disadvantages of marketing different types of houses to
the ignorant customers?

46. What is real estate marketing ?

47. A builder might set a low price on a housing unit to discourage competitor from
coming in . Are there any situation when a builder deliberately wants to attract
competitors into a new market and set a high price for this reason?

48. Under what circumstances a builder and developer initiate a price cuts?

49. What do you understand by psychological pricing and premium pricing in housing
market ? Based on your experience of the real estate housing products, give
example of both.

50. There is often dissatisfaction and conflict between seller of houses and customers.
What does each party really want from the other, and why does these give rise to
conflict ?

51. “Middleman sale the credential of the builder”. This comment has been made by
many builders over the years . Is this a requirement in a competitive housing
market system? Why or Why not?

52. What are different elements of communications in real estate market ? How does
communication works in a real estate developers marketing? Give suitable
examples.

53. The major mass media newspaper, magazines, radio, television and outdoor media-
shows striking differences in their capacity for dramatization, credibility, attention
getting , and other valued aspects of communications. How does it impact the real
estate market ?
 54. The real estate company have its advertising goals , keeping the company’s name
before customer and attracting the attention of those who are not buying .Providing
salesman and access to prospects make prospects easier to fill ,. Will really it
help ?

55. Write short notes on any four with respect to housing market situation.
• Market Research
• Indirect and direct advertising
• Publicity VS Public relation
• Marketing and Sales
• Difference between needs, want and desire?

56. Discuss the objectives and functions of advertising in real estate marketing.

57. Whys do people from other countries want to buy real estate properties in India?

58. Write brief notes on the topic given below, with respect to real estate market.
• Marketing Mix
• Mass Media
• Marketing budget

59. What essential information would need to be made available when dealing with an
enquiry from a consumer for purchase of types of houses?

60. Select one housing mega complex in a city . List and describe the various
associated business domains for construction and market for the categories of
houses . List some of the methods the builder uses to promote its product to
customer.

61. Describe the following factor influence in your housing buying decision
• Cultured influences
• Information sources
• Influences
• Key decision makers

62. Explain the impact of physical appearance on first impression and client rapport in
housing sales executive. Describe various approaches and techniques for creating a
positive impression about the builder.

63. The fundamental of successful salesmanship are personality, product knowledge

and knowledge of customer. Explain in detail with respect to real estate market.

64. What are advantages and disadvantages of Telemarketing in real estate marketing?

65. What is the significance of Relationship marketing in real estate marketing?

66. Explain the various factor which affects housing marketing.

 67. Write an essay on real estate developers marketing in 21st century.
70. Advertisement plays a vital role in the real estate housing market ? Elaborate the
statement .