Exam Details
| Subject | Sales management | |
| Paper | ||
| Exam / Course | Post Graduate Diploma in Pharmaceutical sales Management (PGDPSM) | |
| Department | School of Vocational Education and Training (SOVET) | |
| Organization | indira gandhi national open university | |
| Position | ||
| Exam Date | December, 2016 | |
| City, State | new delhi, |
Question Paper
1. State various concepts of Marketing. Explain their distinguishing features.
Briefly explain the AIDAS theory of selling.
Enlist the various methods of identifying training needs of medical representatives. Explain anyone in detail.
Explain the different types of Sales Presentations.
Explain the principles of a good display.
4. What do you understand by Personal Selling? Discuss various stages of Personal Selling process.
Explain the difference between written and Oral Communication.
Explain the various elements of the communication process.
What is negotiation? Explain the difference between selling and negotiating.
Explain the three most common ways in which online product is purchased
How does a pharmaceutical product differ from a consumer product? Explain.
Enlist the various types of sales organisational structure. Explain anyone in detail.
8. Write short notes on any two of the following:
Relevance of budgeting in a pharmaceutical company.
Qualities of a good Medical Representative.
Importance of interpersonal communication.
Sales forecasting for a new product of a pharmaceutical company.
Briefly explain the AIDAS theory of selling.
Enlist the various methods of identifying training needs of medical representatives. Explain anyone in detail.
Explain the different types of Sales Presentations.
Explain the principles of a good display.
4. What do you understand by Personal Selling? Discuss various stages of Personal Selling process.
Explain the difference between written and Oral Communication.
Explain the various elements of the communication process.
What is negotiation? Explain the difference between selling and negotiating.
Explain the three most common ways in which online product is purchased
How does a pharmaceutical product differ from a consumer product? Explain.
Enlist the various types of sales organisational structure. Explain anyone in detail.
8. Write short notes on any two of the following:
Relevance of budgeting in a pharmaceutical company.
Qualities of a good Medical Representative.
Importance of interpersonal communication.
Sales forecasting for a new product of a pharmaceutical company.
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
- Drugs Regulatory affairs
- Introduction to Anatomy, Physiology and Pharmaceutical Chemistry
- Introduction To Management
- Pharmaceutics
- Pharmacology and Toxicology
- Sales management