Exam Details
| Subject | Sales Management | |
| Paper | ||
| Exam / Course | M.Sc in Hospitality Administration | |
| Department | School of Tourism & Hospitality Service Sectoral SOMS (SOTHSM) | |
| Organization | indira gandhi national open university | |
| Position | ||
| Exam Date | June, 2016 | |
| City, State | new delhi, |
Question Paper
1. Explain increasing preference of Personnel Selling in India in recent years. Discuss situations conducive for adopting Personal Selling Strategy.
2. What do you understand by 'Sales Resistance'? Discuss how sales personnel can handle these resistances effectively with an example of a hotel room sales.
3. Describe the important variables which influence the development of appropriate Sales Presentation Strategies.
4. Write short notes on the following in about 150 words each:
Levels of Oral Communication
Importance of Sales Job Analysis
Skills of a Trainer
Types of Sales Report
5. Give an account of the responsibilities and activities performed by a salesman.
6. Differentiate between Recruitment and Selection process. Discuss the various sources for recruiting Sales Personnel.
7. Enumerate the importance and process of training Sales Personnel for a large tour operation business.
8. What are the basic components of a compensation package Explain the criteria and factors which influences compensation scheme designs.
9. Why is Salesman Performance Evaluation a complex task? Discuss with examples the issues involved in such an evaluation process.
10. Write notes on the following in about 300 words each
AIDAS Selling Theory
Manual Vs Computerised Custom Order Processing System.
2. What do you understand by 'Sales Resistance'? Discuss how sales personnel can handle these resistances effectively with an example of a hotel room sales.
3. Describe the important variables which influence the development of appropriate Sales Presentation Strategies.
4. Write short notes on the following in about 150 words each:
Levels of Oral Communication
Importance of Sales Job Analysis
Skills of a Trainer
Types of Sales Report
5. Give an account of the responsibilities and activities performed by a salesman.
6. Differentiate between Recruitment and Selection process. Discuss the various sources for recruiting Sales Personnel.
7. Enumerate the importance and process of training Sales Personnel for a large tour operation business.
8. What are the basic components of a compensation package Explain the criteria and factors which influences compensation scheme designs.
9. Why is Salesman Performance Evaluation a complex task? Discuss with examples the issues involved in such an evaluation process.
10. Write notes on the following in about 300 words each
AIDAS Selling Theory
Manual Vs Computerised Custom Order Processing System.
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
- Basics Of Human Resource Planning
- Conceptual Framework Of Employment Relations
- Labour Laws
- Managerial Economics
- Marketing Management
- Sales And Marketing
- Sales Management