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 | December, 2015 | |
| City, State | new delhi, |
Question Paper
1. Enumerate the personal selling situations commonly observed. Illustrate with example, the personal selling situations observed in Hospitality Industry.
2. Discuss the importance and role of computerisation in Sales Management. Substantiate your answer with suitable examples.
3. Write a detailed note on Non-verbal Communication and its role in interpersonal communication process.
4. What is a Sales Presentation? What is the structure of a successful Sales Presentation Describe.
5. Write short notes on any two
Managing Retail Displays
Negotiation Skills
Theories of Selling
6. What are the methods and processes of identifying training needs? Explain with the help of suitable examples.
7. Discuss the basic issues involved in all performance evaluation systems for salesforce with relevant examples.
8. What is meant by Sales Quota? How are quotas set? What are the attributes of a good sales quota plan?
9. Discuss the steps and approaches in territory planning and design.
10. Write short notes on any two of the following:
Role of the Sale Executive
Preparation of Sales Budget
Recruitment Process
2. Discuss the importance and role of computerisation in Sales Management. Substantiate your answer with suitable examples.
3. Write a detailed note on Non-verbal Communication and its role in interpersonal communication process.
4. What is a Sales Presentation? What is the structure of a successful Sales Presentation Describe.
5. Write short notes on any two
Managing Retail Displays
Negotiation Skills
Theories of Selling
6. What are the methods and processes of identifying training needs? Explain with the help of suitable examples.
7. Discuss the basic issues involved in all performance evaluation systems for salesforce with relevant examples.
8. What is meant by Sales Quota? How are quotas set? What are the attributes of a good sales quota plan?
9. Discuss the steps and approaches in territory planning and design.
10. Write short notes on any two of the following:
Role of the Sale Executive
Preparation of Sales Budget
Recruitment Process
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