Sales Management Question Papers' 2017 | Dibrugarh University Question Papers

2017 (NOVEMBER)

COMMERCE (Specialty)

Course : 503 (Sales Management)

The figures in the margin indicate full marks for the questions

(New Course)

1. Write True or False:              1X8=8

a)      Ensuring growth is a prime objective of sales management.

b)      Sales department shapes the overall performance of an organization.

c)       Planning is the responsibility of top management and sales department has no role to play.

d)      Training content in sales training mainly comprises of the basic sales technique.

e)      Functional sales organization is based on the principle of specialization.

f)       Different personal selling strategies are required in different competitive setting.

g)      Pre-approach is the first step in the selling process.

h)      Promotional pricing policy has no implications on sales function of an organization.

2. Write short notes on any four of the following:         4X4=16

a)      Sales personality

b)      Recruitment

c)       Importance of follow-up

d)      Promotion mix

e)      Approach

3. (a) What do you mean by sales management ? Explain why sales management is considered as an important function.         4+10=14

Or

(b) What are the basic concepts of sales organization? What are the factors to be taken into consideration for developing a sales organization? Explain briefly.     4+10=14

4. (a) What are the major stages in the sales-force staffing process? Which activity is considered as most difficult by sales manager and why?        10+4=14

Or

(b) Describe briefly the steps involved in designing and executing a sales training programme. What is refreshers training?            10+4=14

5. (a) Define personal selling. Discuss its importance.           4+10=14

Or

(b) “Personal selling is a challenging but rewarding professional career.” Discuss this statement.    14

6. (a) “Sales promotions bridge the gap left by the salesmanship and advertising.” Discuss.   14

Or

(b) What are the factors that influence the choice of a channel? State the impact of online shopping.   10+4=14