Total No. of Questions—7] [Total No. of Printed Pages—2
Seat
No. [5368]-23
M.M.M. (Semester II) EXAMINATION, 2018
203 SALES MANAGEMENT AND PERSONAL SELLING
(2008 PATTERN)
Time Three Hours Maximum Marks 70
N.B. Attempt any five questions.
(ii All questions carry equal marks.
1. Define Sales Management. Also write its meaning and importance
in today's competitive business environment.
2. What do you mean by Sales Forecasting and why it is so important
in Sales Management What are various methods of Sales
Forecasting
3. "Sales Planning and Controls helps in effective Sales Management."
Explain with various methods used by in Sales Control and
Planning.
4. What are the various methods used for recruitment, selection and
training of Sales Force Give supporting example of any company
selling mobile phones.
[5368]-23 2
5. Discuss the advantages and disadvantages of holding sales meetings
taking example of Insurance Selling Company.
6. What are the characteristics of an effective Sales Person and
explain the advantages and disadvantages of Personal Selling as a
tool of promotion.
7. Write notes on any two
Relationship Selling
Sales Productivity
Evaluation of Sales Force Performance.