Friday, December 11, 2015

Vardhman Mahaveer Open University FUNDAMENTALS OF SALESMANSHIP 2010 Question Paper

Vardhman Mahaveer Open University
SM-01
CSM (Certificate in Salesmanship
and Marketing) EXAMINATION,
December, 2010
FUNDAMENTALS OF SALESMANSHIP
Paper-SM-01
(Fundamentals of Salesmanship)
Time allowed : Three hours
Maximum marks : 100
Attempt any five questions. Each
question carries equal marks.
1. Explain the functions of sales manager in controlling of
salesman.
2. What type of marketing and selling efforts are needed for
effective marketing organization ?
3. "Allocation of territories is must for effective sales." Explain
with your comments.
4. Discuss the importance and objectives of training of
salesman.
5. What do you understand by "Buying Motives" ? Explain
with essential features of Buying Motives.
6. "It is better to know the types of customers." Explain this
statement with the help of fundamentals of salesmanship.
7. Explain the term 'retail salesman'. Is there any difference
between wholesale and retail salesman ? Explain.
8. What do you understand by Travelling salesman ? Explain
their responsibilities and problems.
9. "Effective sales talk is essential for sales communications."
Explain this statement.
10. "Direct communication is more powerful than indirect
communication." Explain with the help of examples.
600 2

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