University Of Pune Question Paper
M. M. M. ( Semester - II ) Examination - 2010
SALES MANAGEMENT AND PERSONAL SELLING
(Old 2005 Pattern)
Time : 3 Hours] [Max. Marks : 70
Instructions :
(1) Answer any five questions.
(2) All questions carry equal marks.
Q.1) Write meaning and definition of Sales Management and its role and objectives
for any FMCG Company.
Q.2) What is the importance of Sales Planning and Sales Forecasting for any
company and what are various methods of Sales Forecasting ?
Q.3) “Success of Sales Department of any company depends on functions and
responsibilities carried out by a Sales Manager.” Explain.
Q.4) “Process of Recruitment, Selection and Training of Sales Force is different
for Industrial Product Selling and Consumer Products Selling.” Explain
difference.
Q.5) “Motivated Sales Team delivers good results to the Company.” Explain with
various Motivation Programs taken-up by Sales Management.
Q.6) Write meaning and importance of Personal Selling and tools used for
Personal Selling. Take example of selling Water Purifiers.
Q.7) Write short notes : (Any Two)
(a) Sales Budget
(b) Characteristics of Successful Salesman
(c) Sales Force Performance Evaluation
M. M. M. ( Semester - II ) Examination - 2010
SALES MANAGEMENT AND PERSONAL SELLING
(Old 2005 Pattern)
Time : 3 Hours] [Max. Marks : 70
Instructions :
(1) Answer any five questions.
(2) All questions carry equal marks.
Q.1) Write meaning and definition of Sales Management and its role and objectives
for any FMCG Company.
Q.2) What is the importance of Sales Planning and Sales Forecasting for any
company and what are various methods of Sales Forecasting ?
Q.3) “Success of Sales Department of any company depends on functions and
responsibilities carried out by a Sales Manager.” Explain.
Q.4) “Process of Recruitment, Selection and Training of Sales Force is different
for Industrial Product Selling and Consumer Products Selling.” Explain
difference.
Q.5) “Motivated Sales Team delivers good results to the Company.” Explain with
various Motivation Programs taken-up by Sales Management.
Q.6) Write meaning and importance of Personal Selling and tools used for
Personal Selling. Take example of selling Water Purifiers.
Q.7) Write short notes : (Any Two)
(a) Sales Budget
(b) Characteristics of Successful Salesman
(c) Sales Force Performance Evaluation
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