University Of Pune Question Paper
M. M. M. ( Semester - II ) Examination - 2012
SALES MANAGEMENT AND PERSONAL SELLING
(New 2008 Pattern)
Time : 3 Hours] [Max. Marks : 70
Instructions :
(1) Attempt any five from the following.
(2) All questions carry equal marks.
Q.l) A company wants to control its salesperson performance on both nonselling
and selling activities. The major factors to control selling performances
are sales volumes and call per day. The major non-selling parameters are
collection and approval. Design a suitable Sales Quota System and show
it with an example. Take suitable assumptions, if needed.
Q.2) Suggest Sales Strategy for a two-wheeler retailer operating in Domestic
Market. Make suitable assumptions, if needed.
Q.3) “Interpersonal Skills, Communication Skill and Presence of Mind are a must
for every salesman.” Do you agree ? What other qualities are expected
in the effective salesman ? Justify your answer with suitable examples.
Q.4) What do you understand by term ‘Sales Management’ ? What are the
different responsibilities from other department it has ?
Q.5) “Money is the best motivator for Sales People.” Comment. Also discuss
various Motivational Techniques used for ‘Insurance Advisors’.
Q.6) Why should sales person must understand the psychological aspects of
Selling and Buying Decision Process ?
Q.7) Write short notes : (Any Two)
(a) Sales Territory Management
(b) Role of Relationship Marketing
(c) Sales Forecasts
M. M. M. ( Semester - II ) Examination - 2012
SALES MANAGEMENT AND PERSONAL SELLING
(New 2008 Pattern)
Time : 3 Hours] [Max. Marks : 70
Instructions :
(1) Attempt any five from the following.
(2) All questions carry equal marks.
Q.l) A company wants to control its salesperson performance on both nonselling
and selling activities. The major factors to control selling performances
are sales volumes and call per day. The major non-selling parameters are
collection and approval. Design a suitable Sales Quota System and show
it with an example. Take suitable assumptions, if needed.
Q.2) Suggest Sales Strategy for a two-wheeler retailer operating in Domestic
Market. Make suitable assumptions, if needed.
Q.3) “Interpersonal Skills, Communication Skill and Presence of Mind are a must
for every salesman.” Do you agree ? What other qualities are expected
in the effective salesman ? Justify your answer with suitable examples.
Q.4) What do you understand by term ‘Sales Management’ ? What are the
different responsibilities from other department it has ?
Q.5) “Money is the best motivator for Sales People.” Comment. Also discuss
various Motivational Techniques used for ‘Insurance Advisors’.
Q.6) Why should sales person must understand the psychological aspects of
Selling and Buying Decision Process ?
Q.7) Write short notes : (Any Two)
(a) Sales Territory Management
(b) Role of Relationship Marketing
(c) Sales Forecasts
0 comments:
Pen down your valuable important comments below