2016 AHSEC Salesmanship and Advertising (SAAD) Question Paper, AHSEC Class 12 Question Papers

AHSEC Salesmanship and Advertising (SAAD) Question Paper 2016
Full Marks – 100
Pass Marks – 30
Time – Three hours
The figures in the margin indicate full marks for the questions.

1. Answer as directed:                                   1x8=8

(a) Good health is a physical / mental trait of a salesman. (Choose the correct word)

(b) Commission Method of remuneration is preferred by a salesman, when sales are increasing / falling. (Choose the correct word)

(c) Which of the following does not affect the size of a sales territory?

(i) Qualification of consumer.

(ii) Ability of Salesman.

(iii) Nature of product.

(iv) All of the above. (Choose the correct answer)

(d) Under salary and bonus method, Salesmen are paid definite salary as well as _______. (Fill in the blank)

(e) Newspaper is an indoor / outdoor media of advertisement. (Choose the correct word)

(f) Market research covers only the research about market and consumers. (Indicate whether true or false)

(g) Advertisement is a _______ communication. (Fill in the blank)

(h) Selection of media is an important function of advertising agency. (Indicate whether true or false)

2. What is sales report?                                                 2

3. Write about sales conference.                               2

4. What is advertising copy?                                        2

5. What is buying motive?                                            2

6. What is advertising agency?                                    2

7. Briefly explain the significance of training to a salesman.           3

8. Write about three advantages of Straight Commission Method of remuneration to salesman.                   3

9. Write a note on publicity.                                        3

10. Write about appeal in advertising.                     3

11. Briefly explain the needs of market research.                               3

12. Why is control of salesmen necessary? Explain.                           5

13. Give a brief account of indirect methods of sales organised by a manufacturer.            5

14. Briefly explain the steps involved in the selection procedure of salesman.                       5

15. Explain five features of a good remuneration plant for salesman.                                        5

16. Briefly explain the factors which affect media selection of advertisement.                      5

17. Explain five factors influencing media planning of advertisement.                                       5

18. Explain the uses of buying motives in advertisement.                               5

19. Discuss the functions of a sales organisation.                                                8


Discuss the duties and responsibilities of a sales manager.                             4+4=8

20. Explain the role of consumer organisations and NGO’s in protecting and promoting interests of consumer.      8


Discuss the importance of consumer protection from the point of view of consumer.        8

21. Discuss the features of a good advertisement copy.                                  8

22. Discuss the different methods of market research.                                    8


Discuss the functions of various departments of an advertising agency.                    8


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