Sales Management Question Paper 2025 [Dibrugarh University BCOM 2nd SEM FYUGP]

Sales Management Question Paper 2025 (May/June)
Dibrugarh University BCOM 2nd SEM NEP Syllabus

COMMERCE (Generic Elective Course)

Paper: GECCOM2 (B) – Sales Management

Full Marks: 60 (80 for 2023 Batch)

Time: 2 hours (3 hours for 2023 Batch)

1. Write 'True' or 'False' of the following: (1* 6 = 6)

(a) Ensuring growth is a prime objective of sales management.

(b) Pre-approach is the first step in the selling process.

(c) Sales department shapes the overall performance of an organization.

(d) Knowledge of market is not an essential content of a good training program.

(e) Promotional pricing policy has no implications on sales function of an organization.

(f) Training content in sales training mainly comprises of the basic sales technique.

2. Write short notes on any two of the following: (4*2 = 8)

(a) Formulation of sales strategies

(b) Sales department relations

(c) Compensation of sales personnel

3. (a) Define personal selling. Explain the role of personal selling in marketing strategy. (2+8=10)

OR

(b) Explain the relationship between personal selling and sales management. (10)

4. (a) Discuss the various stages of the sales cycle. (8)

OR

(b) How can sales managers use data and analytics to improve the performance of their sales teams? (8)

5. (a) What is territory management? Explain the benefits of territory management. (2+8=10)

OR

(b) What is distribution network relation? Discuss the importance of distribution network relation. (2+8=10)

6. (a) What is sales personnel? Discuss the crucial role of sales personnel. (2+6=8)

OR

(b) Explain the recruitment strategies for sales personnel. (8)

7. (a) What do you mean by sales training program? Discuss the significance of sales training program. (2+8=10)

OR

(b) Discuss the various strategies for motivating the sales team. (10)

Additional Questions, 20 marks for 2023 Batch

8. (a) Define sales budget. Explain the various components of sales budget. (2+8=10)

OR

(b) What do you mean by sales quotas? Explain the various types of sales quotas. (2+8=10)

9. (a) Discuss the advantages and disadvantages of sales organizations. (10)

OR

(b) Define cost analysis in sales. Discuss the various significances of cost analysis. (2+8=10)

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