DISTANCE EDUCATION
M.B.A. DEGREE EXAMINATION, MAY 2018.
Third Semester
RETAIL SALES MANAGEMENT AND SELLING SKILLS
(Upto 2012-13 Academic Year and 2013 Calendar Year)
Time Three hours Maximum 100 marks
PART A — x 8 40 marks)
Answer any FIVE questions.
1. Discuss the different types of sales.
2. Explain the essentials professional skills required for a
sales person.
3. Give a brief account on counter sales.
4. Explain briefly the process of training of sales force.
5. State the operations of credit billing.
6. What are the factors that contribute towards improving
selling skills?
7. Critically analysis the measurement of sales planning
and operations.
8. Write a note on sales incentive plan. Illustrate.
Sub. Code
32
DE-4218
2
Ws19
PART B — x 15 60 marks)
Answer any FOUR questions.
9. Explain briefly the main functions of sales management.
10. How the operations of direct selling is differ from indirect
selling?
11. Discuss the discerning power and responsibilities of a
sales person.
12. How does the option of posting an opinion in the web
pages improves selling skills.
13. 'Recruitment and Selection of sales force decides the
success of retailing'-Discuss.
14. Write a short note on
VAT
E&OE
15. What are the major documents to be covered in sales
documentation?