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 | 2017 | |
| City, State | bihar, patna |
Question Paper
Nalanda Open University
Annual Exam-2017
Post Graduate Diploma in Marketing Management (PGDMM)
Paper-II (Sales and Distribution Management)
Time: 3.00 Hrs. Full Marks: 80
Answer any Five Questions. All questions carry euqal marks.
1. Describe the qualities of a good sales personnel.
2. What is meant by 'selection'? Discuss the various tools of selection of salesman.
3. What are the objectives of communication? Explain written and verbal
communication. What are the differences between the two?
4. Discuss the importance of training for sales personnel and explain training process in
detail.
5. What is compensation? Discuss types of direct and indirect compensation.
6. Explain different types of sales quota. How quotas are fixed?
7. "Sales exhibition has become a focal poit in modern retailing." Discuss.
8. What is job analysis? Throw light on the importance of job analysis for better
management of sales force.
9. What are the components of strategy formulation in sales Management? Explain.
10. Write notes on any Two of the following
Sales Management Audit
B.D.I
Compensation Package
Annual Exam-2017
Post Graduate Diploma in Marketing Management (PGDMM)
Paper-II (Sales and Distribution Management)
Time: 3.00 Hrs. Full Marks: 80
Answer any Five Questions. All questions carry euqal marks.
1. Describe the qualities of a good sales personnel.
2. What is meant by 'selection'? Discuss the various tools of selection of salesman.
3. What are the objectives of communication? Explain written and verbal
communication. What are the differences between the two?
4. Discuss the importance of training for sales personnel and explain training process in
detail.
5. What is compensation? Discuss types of direct and indirect compensation.
6. Explain different types of sales quota. How quotas are fixed?
7. "Sales exhibition has become a focal poit in modern retailing." Discuss.
8. What is job analysis? Throw light on the importance of job analysis for better
management of sales force.
9. What are the components of strategy formulation in sales Management? Explain.
10. Write notes on any Two of the following
Sales Management Audit
B.D.I
Compensation Package
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