M.B.A. DEGREE EXAMINATION, APRIL 2017.
Fourth Semester
SALES MANAGEMENT
(CBCS 2013 onwards)
Time 3 Hours Maximum 75 Marks
Part A x 3 15)
Answer all questions.
All questions carry equal marks.
1. State any three qualitative objectives of personal selling.
2. What is a 'presentation' in selling process?
3. What is job analysis with respect to sales force?
4. Enumerate any three conditions under which supervision
of sales force is necessary.
5. What are sales budget and its importance?
Part B 10 50)
Answer all questions, choosing either or
All questions carry equal marks.
6. What thinking process goes on mind that causes the
decision to buy or not to buy? Explain.
Or
Discuss different situations where role of personal
selling is vital.
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7. Briefly mention the important variables, which one
has to keep in mind to develop an appropriate
strategy for a presentation.
Or
Discuss some of the well-tried and tested techniques
for effectively closing the sales.
8. Briefly explain the steps to territory planning.
Or
Discuss the determinants of sales force profile.
9. Discuss the advantages and disadvantages of some
of the methods of identifying training need of sales
force.
Or
Explain how does the non-financial incentive factors
make a special mark on sales force motivation?
10. Describe the importance of monitoring and
performance appraisal of sales force.
Or
What are the different reports generated to monitor
sales force? How are they used?
Part C x 10 10)
Compulsory.
11. Teksons Co. (Pvt.) Ltd., a Hyderabad based company,
manufacture and sells industrial fastening equipment
and supplies through fifty representatives and
distributors throughout Andhra Pradesh. The Company
which is 15 years old has experienced its most dynamic
growth in the past two years with the development of
heavy duty equipment which could cross into many areas:
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the construction industry, packaging and crafting,
furniture manufacture, mill work, mobile homes and
many others. In and around Hyderabad area, the
equipment was selling well to contractors and builders,
but not to mills or furniture manufacturers. In other
parts of Andhra Pradesh, 92% of the sales were confined
to the packaging and furniture industries.
The sales force was doing a good job. Their competence
was unquestioned, their sales were up substantially each
year. But when the company developed the heavy duty
equipment that could expand their sphere of experience
they balked. The problem was that the sales
representatives had grown comfortable selling to only one
or two of these industries.
The problem facing Mr.P.N. Reddy, the sales manager,
was how to shake long-time competent sales
representatives out of their regular routine and get them
out selling in new markets when new product
development indicated a market expansion.
Questions
Suggest suitable guidelines which could cause sales
force to expand their efforts into new categories of
customers.
Outline the advantages and disadvantages of
expanding the sales force at this time.
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