DISTANCE EDUCATION
M.B.A. DEGREE EXAMINATION, DECEMBER 2017.
Third Semester
RETAIL SALES MANAGEMENT AND SELLING SKILLS
(2013 2014 Academic Year and 2014 Calendar Year
Onwards)
Time Three hours Maximum 100 marks
SECTION A — X 8 40 marks)
Answer any FIVE questions.
1. Explain the scope of sales management.
2. Discuss about responsibilities of a sales person in retail
stores.
3. What are the professional skills required by a salesman
in retail industry?
4. How presentation and demonstration are made in sales
management?
5. When did recommendations and references are needed in
sales process?
6. What do you known about induction?
7. Write short note on E OE VAT.
8. What are the techniques of sales strategy?
Sub. Code
35
DE-3316
2
Sp 1
SECTION B — × 15 60 marks)
Answer any FOUR questions.
9. What are the merits and demerits of direct selling and
indirect selling?
10. Briefly explain about functions of sales management.
11. What are the personal qualities are essential for a good
salesman in retail sales?
12. Elaborately explain about process of selling.
13. Write in elaborate about the performance appraisal
techniques to the sales force.
14. Discuss about key components of sales documentation.
15. How did sales planning and operations are measured?