Exam Details
| Subject | retail sales management and selling skills | |
| Paper | ||
| Exam / Course | m.b.a. (rm) | |
| Department | ||
| Organization | Alagappa University Distance Education | |
| Position | ||
| Exam Date | May, 2017 | |
| City, State | tamil nadu, karaikudi |
Question Paper
DISTANCE EDUCATION
M.B.A. DEGREE EXAMINATION, MAY 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 — 8 40 marks)
Answer any FIVE questions.
1. What do you mean by E-Selling? State its objectives.
2. Distinguish between seasonal sales and clearance sales.
3. What are the powers of a sales person?
4. Write a short note "knowledge of competitor offerings".
5. List out the benefits of recommendations and references.
6. Bring out the factors influencing compensation level.
7. What are the objectives of Tele transfer?
8. What are the advantages of Sales Incentive Plan?
PART B — 15 60 marks)
Answer any FOUR questions.
9. Enumerate the features of different types of sales.
10. "Salespersons are born and not made" Discuss.
Sub. Code
32
DE-804
2
wk14
11. Explain the benefits and limitations of web-pages.
12. Discuss the various process involved in the selection of
sales forces.
13. How will you identify the training needs of sales force?
14. Explain the necessary documents required for sales
activities.
15. As a sales manager, how will you measure the
performance of "Sales programmes"?
M.B.A. DEGREE EXAMINATION, MAY 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 — 8 40 marks)
Answer any FIVE questions.
1. What do you mean by E-Selling? State its objectives.
2. Distinguish between seasonal sales and clearance sales.
3. What are the powers of a sales person?
4. Write a short note "knowledge of competitor offerings".
5. List out the benefits of recommendations and references.
6. Bring out the factors influencing compensation level.
7. What are the objectives of Tele transfer?
8. What are the advantages of Sales Incentive Plan?
PART B — 15 60 marks)
Answer any FOUR questions.
9. Enumerate the features of different types of sales.
10. "Salespersons are born and not made" Discuss.
Sub. Code
32
DE-804
2
wk14
11. Explain the benefits and limitations of web-pages.
12. Discuss the various process involved in the selection of
sales forces.
13. How will you identify the training needs of sales force?
14. Explain the necessary documents required for sales
activities.
15. As a sales manager, how will you measure the
performance of "Sales programmes"?
Other Question Papers
Subjects
- business environment
- business laws
- business research
- financial and management accounting
- global business and mncs
- growth management
- it for retail management
- management concepts
- managerial economics
- marketing management
- organizational behaviour
- principles of retail management
- quality management
- quantitative methods
- retail logistics and supply chain
- retail sales management and selling skills
- retail technology management
- retail trends
- shopper behaviour and relations management
- store and mall management
- strategic retail management