DISTANCE EDUCATION
M.B.A. DEGREE EXAMINATION, DECEMBER 2017.
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. What are the functions of Sales Management?
2. Briefly explain the different types of sales.
3. List out the major qualities of a sales person.
4. Explain briefly the sales process and relationship
building.
5. Give a brief note on the operations of E-selling.
6. Narrate the process of training sales force.
7. Differentiate between billing and credit billing.
8. Write a short note on 'Sales Quota'.
PART B — x 15 60 marks)
Answer any FOUR questions.
9. State the meaning of Vending selling and Franchise
selling.
10. Discuss the professional Qualities required for the
manager in chemical industry.
Sub. Code
32
DE-3106
2
SER
11. Explain the various factors that contribute towards
improving selling skills.
12. Narrate the essential documents required for sales
documentation.
13. Explain the methods and need for posting an opinion in
the web-pages.
14. Explain the significance of sales strategy with reference
to food products.
15. Give a brief account on
Sales communication and
Sales incentive plan.