University Of Pune Question Paper
B. B. A. ( Semester - V ) Examination - 2013
(B) SALES MANAGEMENT
(Specialisation - I : Marketing)
(New 2008 Pattern)
Time : 3 Hours] [Max. Marks : 80
Instructions :
(1) Question No. 1 is compulsory.
(2) Answer any four out of the remaining.
(3) Figures to the right indicate full marks.
(4) Draw figures wherever necessary.
Q.1) (A) “In the absence of training, job performance improves with
experience.” Discuss. [10]
(B) What procedure a salesman would implement to sell consumer
durable goods ? Explain with relative examples. [10]
Q.2) Define and explain the term ‘Sales Management’. Explain the different
areas of Sales Training. [15]
Q.3) What do you mean by ‘Personal Selling’ ? Discuss the tools and
techniques for Effective Personal Selling. [15]
Q.4) What is Sales Forecasting ? Explain the different Methods of Sales
Forecasting used in various Organisations. [15]
Q.5) Define ‘Salesmanship’. Design a Selection Process of Sales Personnel. [15]
[4372]-506 1 P.T.O.
Seat
No.
Q.6) Write short notes : (Any Three) [15]
(a) Value Added Selling
(b) Service Competition
(c) Customer Value
(d) Market Potential
(e) Sales Manager’s Functions
B. B. A. ( Semester - V ) Examination - 2013
(B) SALES MANAGEMENT
(Specialisation - I : Marketing)
(New 2008 Pattern)
Time : 3 Hours] [Max. Marks : 80
Instructions :
(1) Question No. 1 is compulsory.
(2) Answer any four out of the remaining.
(3) Figures to the right indicate full marks.
(4) Draw figures wherever necessary.
Q.1) (A) “In the absence of training, job performance improves with
experience.” Discuss. [10]
(B) What procedure a salesman would implement to sell consumer
durable goods ? Explain with relative examples. [10]
Q.2) Define and explain the term ‘Sales Management’. Explain the different
areas of Sales Training. [15]
Q.3) What do you mean by ‘Personal Selling’ ? Discuss the tools and
techniques for Effective Personal Selling. [15]
Q.4) What is Sales Forecasting ? Explain the different Methods of Sales
Forecasting used in various Organisations. [15]
Q.5) Define ‘Salesmanship’. Design a Selection Process of Sales Personnel. [15]
[4372]-506 1 P.T.O.
Seat
No.
Q.6) Write short notes : (Any Three) [15]
(a) Value Added Selling
(b) Service Competition
(c) Customer Value
(d) Market Potential
(e) Sales Manager’s Functions
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