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, 2015 | |
| City, State | new delhi, |
Question Paper
1. Explain the stages in the formulation of sales strategy.
What do you understand by the term 'Marketing'? Taking the example of any product, briefly explain the concept of 'marketing mix'.
Explain the societal marketing concept.
3. What considerations would you have for selecting a good Medical Representative Explain.
4. What is a 'Sales Presentation'? How would you go about planning the presentation strategy?
Explain the significance of Oral Communication and enlist the levels of Oral Communication.
What specific preparations would you make to meet a prospect for sales negotiations Explain.
What is the significance of samples in harmaceutical product promotion Explain the essential criteria for promoting a brand by samples.
What are the different types of middleman in pharmaceutical selling? Explain.
Explain the various types of financial and non -financial incentives which can be used for motivation of the sales force.
Enlist the parameters used to monitor the sales force. Explain any two.
8. Write short note on any three of the following:
Approaches for territory design.
Methods of sales budgeting.
Geographical specialisation of field sales organisation.
Methods of identifying training needs of sales persons.
Sales forecasting for new products.
What do you understand by the term 'Marketing'? Taking the example of any product, briefly explain the concept of 'marketing mix'.
Explain the societal marketing concept.
3. What considerations would you have for selecting a good Medical Representative Explain.
4. What is a 'Sales Presentation'? How would you go about planning the presentation strategy?
Explain the significance of Oral Communication and enlist the levels of Oral Communication.
What specific preparations would you make to meet a prospect for sales negotiations Explain.
What is the significance of samples in harmaceutical product promotion Explain the essential criteria for promoting a brand by samples.
What are the different types of middleman in pharmaceutical selling? Explain.
Explain the various types of financial and non -financial incentives which can be used for motivation of the sales force.
Enlist the parameters used to monitor the sales force. Explain any two.
8. Write short note on any three of the following:
Approaches for territory design.
Methods of sales budgeting.
Geographical specialisation of field sales organisation.
Methods of identifying training needs of sales persons.
Sales forecasting for new products.
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