University Of Pune Question Paper
M. M. M. ( Semester - II ) Examination - 2010
SALES MANAGEMENT AND PERSONAL SELLING
(New 2008 Pattern)
Time : 3 Hours] [Max. Marks : 70
Instructions :
(1) Question No. 1 is compulsory.
(2) Attempt any four out of the remaining.
(3) All questions carry equal marks.
Q.1) “Knowledge of Customer’s Cultural Background, Value System, Need
Profile, Purchasing Power and overall Buying Behaviour is extremely
essential to every Salesman.” – Comment. Justify your answer with the help
of relevant examples.
Q.2) Explain meaning and scope of Sales Management. Also discuss importance
of Sales Research and Sales Forecasting in Sales Management.
Q.3) Discuss probable steps in selling the following products :
(a) Laptop to the Institutes
(b) Herbal Cosmetics to the Beauty Parlours
(Make necessary assumptions and clearly mention them.)
Q.4) “Mere monetary benefits can no longer motivate salesforce.” Do you agree ?
Discuss importance of using a combination of Monetary and Non-monetary
Incentives.
Q.5) Discuss qualities of a successful salesman with the help of suitable examples.
Also explain importance of Sales Organisation.
Q.6) Explain recruitment, selection and training process of Salespeople.
Q.7) Write short notes : (Any Two)
(a) Customer Education
(b) Performance Measurement of Salesforce
(c) Improving Sales Productivity
M. M. M. ( Semester - II ) Examination - 2010
SALES MANAGEMENT AND PERSONAL SELLING
(New 2008 Pattern)
Time : 3 Hours] [Max. Marks : 70
Instructions :
(1) Question No. 1 is compulsory.
(2) Attempt any four out of the remaining.
(3) All questions carry equal marks.
Q.1) “Knowledge of Customer’s Cultural Background, Value System, Need
Profile, Purchasing Power and overall Buying Behaviour is extremely
essential to every Salesman.” – Comment. Justify your answer with the help
of relevant examples.
Q.2) Explain meaning and scope of Sales Management. Also discuss importance
of Sales Research and Sales Forecasting in Sales Management.
Q.3) Discuss probable steps in selling the following products :
(a) Laptop to the Institutes
(b) Herbal Cosmetics to the Beauty Parlours
(Make necessary assumptions and clearly mention them.)
Q.4) “Mere monetary benefits can no longer motivate salesforce.” Do you agree ?
Discuss importance of using a combination of Monetary and Non-monetary
Incentives.
Q.5) Discuss qualities of a successful salesman with the help of suitable examples.
Also explain importance of Sales Organisation.
Q.6) Explain recruitment, selection and training process of Salespeople.
Q.7) Write short notes : (Any Two)
(a) Customer Education
(b) Performance Measurement of Salesforce
(c) Improving Sales Productivity
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