Exam Details
| Subject | Sales Management | |
| Paper | ||
| Exam / Course | Management Programme | |
| Department | School of Management Studies (SOMS) | |
| Organization | indira gandhi national open university | |
| Position | ||
| Exam Date | December, 2016 | |
| City, State | new delhi, |
Question Paper
Define personal selling. Explain the changing roles of sales person.
What are the various theories of personal selling? How these will be relevant for a retail chain
Explain the steps involved in negotiations.
What presentation strategy you would adopt for selling an industrial product? Explain.
Explain the factors influencing design of compensation schemes for sales staff, giving suitable examples.
Define sales report. Explain the contents of good sales report.
4. Explain the different types of sales
organization structures.
Discuss how sales forecast and sales quotas are related to each other.
Why is it becoming increasingly important for the marketers to properly manage the sales displays of their brands How will you manage the displays effectively for the following:
A jewellery shop
A mobile phone store
As a regional manager of an electrical equipments manufacturing company, discuss the methods you would use to identify the training needs of your sales staff.
What are the various theories of personal selling? How these will be relevant for a retail chain
Explain the steps involved in negotiations.
What presentation strategy you would adopt for selling an industrial product? Explain.
Explain the factors influencing design of compensation schemes for sales staff, giving suitable examples.
Define sales report. Explain the contents of good sales report.
4. Explain the different types of sales
organization structures.
Discuss how sales forecast and sales quotas are related to each other.
Why is it becoming increasingly important for the marketers to properly manage the sales displays of their brands How will you manage the displays effectively for the following:
A jewellery shop
A mobile phone store
As a regional manager of an electrical equipments manufacturing company, discuss the methods you would use to identify the training needs of your sales staff.
Other Question Papers
Departments
- Centre for Corporate Education, Training & Consultancy (CCETC)
- Centre for Corporate Education, Training & Consultancy (CCETC)
- National Centre for Disability Studies (NCDS)
- School of Agriculture (SOA)
- School of Computer and Information Sciences (SOCIS)
- School of Continuing Education (SOCE)
- School of Education (SOE)
- School of Engineering & Technology (SOET)
- School of Extension and Development Studies (SOEDS)
- School of Foreign Languages (SOFL)
- School of Gender Development Studies(SOGDS)
- School of Health Science (SOHS)
- School of Humanities (SOH)
- School of Interdisciplinary and Trans-Disciplinary Studies (SOITDS)
- School of Journalism and New Media Studies (SOJNMS)
- School of Law (SOL)
- School of Management Studies (SOMS)
- School of Performing Arts and Visual Arts (SOPVA)
- School of Performing Arts and Visual Arts(SOPVA)
- School of Sciences (SOS)
- School of Social Sciences (SOSS)
- School of Social Work (SOSW)
- School of Tourism & Hospitality Service Sectoral SOMS (SOTHSM)
- School of Tourism &Hospitality Service Sectoral SOMS (SOTHSSM)
- School of Translation Studies and Training (SOTST)
- School of Vocational Education and Training (SOVET)
- Staff Training & Research in Distance Education (STRIDE)
Subjects
- Accounting and Finance for Managers
- Advanced Strategic Management
- Bank Financial Management
- Capital Investment and Financing Decisions
- Consumer Behaviour
- Economic and Social Environment
- Electronic Banking and IT in Banks
- Employment Relations
- Ethics And Corporate Governance In Banks
- Human Resource Development
- Human Resource Planning
- Information Systems for Managers
- International Banking Management
- International Business
- International Financial Management
- International Human Resource Management
- International Marketing
- Labour Laws
- Logistics and Supply Chain Management
- Maintenance Management
- Management Control Systems
- Management Functions and Behaviour
- Management of Financial Services
- Management of Human Resources
- Management of Information Systems
- Management of Machines and Materials
- Management of Marketing Communication and Advertising
- Management of New and Small Enterprises
- Management of Public Enterprises
- Management of R&D and Innovation
- Managerial Economics
- Managing Change in Organisations
- Marketing for Managers
- Marketing of Financial Services
- Marketing of Services
- Marketing Research
- Materials Management
- Operations Research
- Organisational Dynamics
- Organizational Design, Development and Change
- Product Management
- Production/Operations Management
- Project Management
- Quantitative Analysis for Managerial Applications
- Research Methodology for Management Decisions
- Retail Management
- Risk Management In Banks
- Rural Marketing
- Sales Management
- Security Analysis and Portfolio Management
- Social Processes and Behavioural Issues
- Strategic Management
- Technology Management
- Total Quality Management
- Wage and Salary Administration
- Working Capital Management