Exam Details
| Subject | sales management | |
| Paper | ||
| Exam / Course | m.b.a. (g) | |
| Department | ||
| Organization | alagappa university | |
| Position | ||
| Exam Date | April, 2016 | |
| City, State | tamil nadu, karaikudi |
Question Paper
M.B.A. DEGREE EXAMINATION, APRIL 2016
Fourth Semester
SALES MANAGEMENT
(CBCS 2012 onwards)
Time 3 Hours Maximum 75 Marks
Part A 3 15)
Answer all questions.
All questions carry equal marks.
1. Define sales resistance.
2. What are the types of objection?
3. Define sales target.
4. What do you mean by Sales contest?
5. Define call report.
Part B 10 50)
Answer all questions, choosing either or
6. What are the situations conducive for personal
selling? Explain using suitable examples.
Or
What are the basic purposes fulfilled by a sales
organisations? Outline the steps involved in
developing a sales organisation.
Sub. Code
641421
RW-10769
2
Wk 11
7. Explain about the approaches involved in selling
process.
Or
What are the different methods of handling
objections?
8. Explain the various types of sales organization
structures.
Or
Describe the sources of sales force recruits.
9. Explain about the steps involved in organization for
sales training.
Or
Explain sales contests with examples.
10. Describe the difference between qualitative and
quantitative performance standards.
Or
Explain about the ethical and legal responsibilities
of sales managers.
Part C 5 10)
Compulsory.
11. As a Sales Manager, you have been assigned the
responsibility of designing a vast sales network for a new
brand of Fresh Lime Juice (with minimal Preservatives)
planned to be launched next summer. The company
wishes to confine the launch to all metros, and major
cities in India. The main focus is on Retail malls, large
RW-10769
3
Wk 11
sized grocers and general merchants. While other stores
are 2"priority. The firm is targeting around 20,000 outlets
to be serviced within the first 6 weeks, of its launch. The
advertising campaign is expected to create awareness
about the new brand by the 3"1 week of the launch. The
product has a shelf life of 3 months from the date of
manufacture and will be manufactured from Uttaranchal.
What additional information would you need to
develop an effective sales plan?
What factors will you consider in developing the
sales force?
Fourth Semester
SALES MANAGEMENT
(CBCS 2012 onwards)
Time 3 Hours Maximum 75 Marks
Part A 3 15)
Answer all questions.
All questions carry equal marks.
1. Define sales resistance.
2. What are the types of objection?
3. Define sales target.
4. What do you mean by Sales contest?
5. Define call report.
Part B 10 50)
Answer all questions, choosing either or
6. What are the situations conducive for personal
selling? Explain using suitable examples.
Or
What are the basic purposes fulfilled by a sales
organisations? Outline the steps involved in
developing a sales organisation.
Sub. Code
641421
RW-10769
2
Wk 11
7. Explain about the approaches involved in selling
process.
Or
What are the different methods of handling
objections?
8. Explain the various types of sales organization
structures.
Or
Describe the sources of sales force recruits.
9. Explain about the steps involved in organization for
sales training.
Or
Explain sales contests with examples.
10. Describe the difference between qualitative and
quantitative performance standards.
Or
Explain about the ethical and legal responsibilities
of sales managers.
Part C 5 10)
Compulsory.
11. As a Sales Manager, you have been assigned the
responsibility of designing a vast sales network for a new
brand of Fresh Lime Juice (with minimal Preservatives)
planned to be launched next summer. The company
wishes to confine the launch to all metros, and major
cities in India. The main focus is on Retail malls, large
RW-10769
3
Wk 11
sized grocers and general merchants. While other stores
are 2"priority. The firm is targeting around 20,000 outlets
to be serviced within the first 6 weeks, of its launch. The
advertising campaign is expected to create awareness
about the new brand by the 3"1 week of the launch. The
product has a shelf life of 3 months from the date of
manufacture and will be manufactured from Uttaranchal.
What additional information would you need to
develop an effective sales plan?
What factors will you consider in developing the
sales force?
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