2016 (November)
COMMERCE
(Speciality)
Course: 503
The figures in the margin indicate full
marks for the questions
(NEW COURSE)
(Sales Management)
Full Marks:
80
Pass Marks: 24
Time: 3 hours
1. Answer the following as directed:
a)
Sales management is seller/buyer oriented. 1
(Choose the correct one)
b)
Name the non-paid form of communication of
information about the products. 1
c)
Personal selling is an impersonal form of
communication. 1(Write True or False)
d)
Sales organization and marketing organization
are synonymous. 1 (Write True or False)
e)
Name the function involved in physical movement
of goods from one place to another. 1
f)
Give two merits of sales promotion. 2
g)
Write the full form of FMCG.
2. Write short notes on any four of
the following: 4x4=16
a)
Formulation of sales strategy.
b)
External sources of recruitment of the sales
force.
c)
Objections handling.
d)
Sales promotions plan for new products.
e)
Impact of online shopping.
f)
Approaching.
3. (a) Explain the nature and
objectives of sales management. 7+7=14
Or
(b) What do you mean by sales
organization? What are the factors to be considered for developing a sales
organization? Explain briefly. 4+10=14
4. (a) Discuss the points you have
to consider in managing a sales force for a large business organization. 14
Or
(b) What is meant by selection
process? Discuss the various steps involved in it. 4+10=14
5. (a) Explain the significance of
personal selling. What are the limitations of personal selling? 7+7=14
Or
(b) What do you mean by approach?
Discuss briefly the various methods of approaching the prospects. 4+10=14
6. (a) Discuss with suitable
examples the various methods of sales promotion. 14
Or
(b) “Choice of an appropriate
channel of distribution is a very important marketing decision which depends on
various factors.” Discuss the statement. 14
(OLD
COURSE)
(Personal Selling)
Full
Marks: 80
Pass
Marks: 32
Time:
3 hours
1. Answer the following as directed:
a)
Salesmanship includes/excludes personal selling.
1 (Choose the correct one)
b)
Personal selling is a single-way communication. (Write True or False)
c)
Mention two basic reasons for the failure of the
salesman to close the sale effectively. 2
d)
The first step in the selling process is ____. 1 (Fill in the
blank)
e)
Write the full form of FMCG. 1
f)
The prime objective of sales department is to
increase sales/profits. 1(Choose
the correct one)
g)
Sales planning are a part of overall managerial
planning. 1(Write
True or False)
2. Write short notes on any four of
the following: 4x4=16
a)
Product knowledge.
b)
Prospecting.
c)
Significance of follow-up.
d)
Limitations of personal selling.
e)
Handling objections.
3. (a) Explain the nature and scope
of personal selling. 6+6=12
Or
(b)
Discuss briefly the functions of a salesman. 12
4. (a) “Outstanding salesmen are
self-made”, Explain the essential qualities of a good salesman in the light of
this statement. 11
Or
(b)
Why should a salesman have – 5½
+ 5½ = 11
i.
Knowledge of the company;
ii.
Knowledge of the customers?
5. (a) Write an explanatory note on
‘scientific selling process’. 11
Or
(b)
Explain briefly the basic steps in personal selling. 11
6. (a) What is an oral presentation?
How can it be made effective? 4+7=11
Or
(b)
Distinguish between: 5½
+ 5½ = 11
i.
Approach and Pre-approach.
ii.
Approach and Presentation.
7. (a) Discuss the importance of
closing in a sales talk. 11
Or
(b) Explain in brief the different types of objections. 11