Gr. A. : MARKETING MANAGEMENT (Paper – I),M.B.A. II (Semester – III),2014 Question Paper,Solapur University

Solapur University Question Paper
M.B.A. II (Semester – III) Examination, 2014
Gr. A. : MARKETING MANAGEMENT (Paper – I)
Sales Management and Personal Selling (Paper – XIX) (Old)
Day and Date : Thursday, 29-5-2014 Max. Marks : 70
Time : 11.00 a.m. to 2.00 p.m.
Instructions : 1) Q. 1 and Q. 7 is compulsory.
2) Attempt any 2 questions from Q. 2, 3, 4.
3) Attempt one question from Q. 5 and Q. 6.
1. A) Define the following :
1) Sales management
2) Sales meeting
3) Product line analysis
4) Market identification
5) Sales resistance
6) Bonus
7) Incremental method. 7
B) Fill in the blanks : 4
1) _____________ is a method adopted in wholesale trade.
2) _____________ is method adopted in industrial marketing.
3) ___________ adopt missionary selling.
4) _______ is adopted when selling a new product or in a new market.
C) Match the following : 3
1) Lectures A) Held to discuss problems and pool different ideas
2) Conference method B) Paper is presented on related topics
3) Seminar C) Delivering lectures by qualified trainers/ instructors
P.T.O.
Seat
No.
SLR-XY – 27
2. Short note on : 14
1) Sales budget
2) Compensation package.
3. Short notes on : 14
1) Sales Audit
2) Administrative functions of a sales organization.
4. Answer briefly : 14
1) Why is it necessary to identify the customers and understand him ?
2) Personal selling is a two way communication best suited to a company
marketing consumer products with a poor brand loyalty. Discuss.
5. Explain the terms : market potential, sales potential and sales forecast. Briefly
state the subjective and objective methods of sales forecasting. 14
6. Describe the concept of performance appraisal. Why is it important to monitor and
control performance appraisal of sales force ? 14
7. Sales Quota and Sales Territory are the strategies to comb the entire market.
Comment. 14
_______________

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