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 | June, 2016 | |
| City, State | new delhi, |
Question Paper
Differentiate between the 'product concept' and the 'marketing concept' giving suitable examples.
Explain the situations that are conducive for personal selling.
Explain the AIDAS theory of selling.
What is the importance of written communication for a medical representative?
Explain the typical structure of a sales presentation giving suitable examples.
What is negotiation? Enlist the different steps of negotiation and explain any two.
What is a window display? Explain its significance in retail pharmacy.
What is a sales quota Explain any two methods of setting sales volume quotas.
Enlist the frequently used sources for recruitment of salespersons and explain any two of them.
Explain the various abilities a successful trainer needs to posses.
6. What are the various types of compensations for sales force Explain the factors influencing the design of compensation schemes.
Discuss the type and nature of middlemen in Indian Pharmaceutical distribution channels.
Discuss the contents of a Sales Report.
8. Write short notes on any three of the following:
Methods of sales budgeting
Sales Analysis
Territory Design
Process for developing sales organisation
Pre-launch exercise for pharmaceutical product launch
Explain the situations that are conducive for personal selling.
Explain the AIDAS theory of selling.
What is the importance of written communication for a medical representative?
Explain the typical structure of a sales presentation giving suitable examples.
What is negotiation? Enlist the different steps of negotiation and explain any two.
What is a window display? Explain its significance in retail pharmacy.
What is a sales quota Explain any two methods of setting sales volume quotas.
Enlist the frequently used sources for recruitment of salespersons and explain any two of them.
Explain the various abilities a successful trainer needs to posses.
6. What are the various types of compensations for sales force Explain the factors influencing the design of compensation schemes.
Discuss the type and nature of middlemen in Indian Pharmaceutical distribution channels.
Discuss the contents of a Sales Report.
8. Write short notes on any three of the following:
Methods of sales budgeting
Sales Analysis
Territory Design
Process for developing sales organisation
Pre-launch exercise for pharmaceutical product launch
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