2019
SALESMANSHIP AND ADVERTISING
Full Marks: 100, Pass Marks: 30
Time: 3 hours
(The figures in the margin indicate full marks for the
questions.)
a)Advertising is the main basis
of selling. (Write True or False)
b)
Honesty has been considered as the best policy
in selling. (Write True or False)
c) Usually
the objection of a customer is ‘rise in price’. (Write True or False)
d)
Sales talk should be planned and meaningful.
(Write True or False)
e)
Publicity and advertising are personal act.
(Write True or False)
f) Advertisement
is an investment. (Write True or False)
g)What is meant by classified
advertisement?
h)
Newspaper advertisement is costlier than
television advertisement. (Write True or False)
2. What is ‘sales manual ’?
2
3. What is meant by ‘house salesman’? 2
4. Who are mobile retailers? 2
5. For the first time, when was the first advertisement
aired in All India Radio? 2
6. What is meant by ‘direct-mail advertising’? 2
7. Write three characteristics of departmental store. 3
8. Write a short note on ‘super market’. 3
9. Write a short note on ‘advertising budget’. 3
10. Write a short note on ‘advertisement in radio
media’. 3
11. Write three advantages of TV advertising. 3
12. Explain the main basis of selling. 5
13. Elaborate the personality of retail salesman. 5
14. Explain the importance of publicity and
advertising. 5
15. What is ‘prospects’ in advertising? Explain. 5
16. Discuss the importance of signboard of a shop with
examples. 5
17. Write a note on mural advertising. 5
18. Explain in brief the various factors affecting the
choice of newspapers for advertisement.
5
19. (a) “Salesmanship is a science as well as an art”. Explain
with examples. 8
Or
(b)
“Salesmanship is the foundation of a business”. Explain.
20. (a) “It is difficult to understand customers
psychology”. Do you agree? Justify. 8
Or
(b) Explain
the various psychological traits of a successful salesman.
21. (a) Discuss the differences between indoor and outdoor
salesman. 8
Or
(b) Discuss
the type of salesman with examples.
22. (a) Discuss the advantages of direct-mail
advertising. 8
Or
(b) Explain
the various forms of direct-mail advertising.
***
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