Total No. of Questions 10] [Total No. of Pages 1
BBM/BBA DEGREE EXAMINATION, MAY 2018
(Examination at the end of Third Year)
Third Year
Sales Management
Time 3 Hours Maximum Marks 70
Answer any Five questions.
All questions carry equal marks
Q1) What is sales management? What are the various functions of sales Management.
Q2) What are the major considerations that affect the choice of sales organization?
Q3) Define salesmanship. Explain the theoretical issues involved in it.
Q4) Explain in detail the characteristics of successful salesman.
Q5) What are the factors that may be considered while allocating sales quotas and
determining sales territories?
Q6) Enumerate the place of marketing research in sales management.
Q7) What is training? Explain various training methods of sales personnel.
Q8) How do you prepare job description for sales representatives in an MNC? Explain.
Q9) Discuss the process of preparing sales budget.
Q10) Discuss the incentives available to motivate sales personnel.