Exam Details
| Subject | sales and distribution management | |
| Paper | paper 2 | |
| Exam / Course | post graduate diploma in marketing management (pgdmm) | |
| Department | ||
| Organization | Nalanda Open University | |
| Position | ||
| Exam Date | April, 2018 | |
| City, State | bihar, patna |
Question Paper
Nalanda Open University
Annual Exam-2018, Diploma Course
Post Graduate Diploma in Marketing Management [PGDMM]
Paper-II, (Sales and Distribution Management)
Old Course
Time: 3.00 Hrs. Full Marks: 80
Answer any Five Questions. All questions carry equal marks.
1. Write an essay on 'sales management Audit'.
2. What are the various theories of personal selling? Compare and contrast them with each other.
3. Define 'negotiation' and explain its different steps.
4. Describe the process of designing a sales organization.
5. Explain the objective of monitoring system. What are the various parameters used to monitor
salesforce?
6. What is sales forecasting? Discuss the advantages of sales forecasting.
7. What specific points you would consider while making territory planning for sales? Describe each
of them briefly.
8. Define sales presentation and describe the structure of a presentation.
9. What is B.D.I.? Describe its advantages.
10. Write notes on any Two of the following
Job analysis
Compensation package
Features of effective communication system
Annual Exam-2018, Diploma Course
Post Graduate Diploma in Marketing Management [PGDMM]
Paper-II, (Sales and Distribution Management)
Old Course
Time: 3.00 Hrs. Full Marks: 80
Answer any Five Questions. All questions carry equal marks.
1. Write an essay on 'sales management Audit'.
2. What are the various theories of personal selling? Compare and contrast them with each other.
3. Define 'negotiation' and explain its different steps.
4. Describe the process of designing a sales organization.
5. Explain the objective of monitoring system. What are the various parameters used to monitor
salesforce?
6. What is sales forecasting? Discuss the advantages of sales forecasting.
7. What specific points you would consider while making territory planning for sales? Describe each
of them briefly.
8. Define sales presentation and describe the structure of a presentation.
9. What is B.D.I.? Describe its advantages.
10. Write notes on any Two of the following
Job analysis
Compensation package
Features of effective communication system
Other Question Papers
Subjects
- consumer behaviour
- fundamentals of marketing management
- international marketing
- management of marketing communication & advertising
- marketing cimmunication and advertising
- marketing of services
- product management
- sales and distribution management
- sales, distribution and retail management