Monday, December 21, 2015

2010 Question Paper,P. G. D. M. M. (Semester - II),University Of Pune Question Paper,SALES MANAGEMENT

University Of Pune Question Paper
P. G. D. M. M. (Semester - II) Examination - 2010
SALES MANAGEMENT
(2008 Pattern)
Time : 3 Hours] [Max. Marks : 70
Instructions :
(1) Attempt any five questions.
(2) All questions carry equal marks.
Q.1) What is the Position of Sales Management and Personal Selling in the entire
Marketing Mix ? Explain.
Q.2) Write advantages and disadvantages of Geographic, Product based and
Customer based Sales Organisation. Show diagrams of all three types of
Sales Organisation.
Q.3) What is the importance of Proper Selection and Recruitment of Sales People
and what are the various Sources of Recruitment ?
Q.4) “Success of Sales Activity is largely dependent upon good Salesmen but
they are not born as good Salesman.” Discuss in the context of Sales
Training.
Q.5) What is Sales Planning and what are the steps involved in Sales Planning ?
Q.6) Why establish Sales Territories ? What are the steps in determining Sales
Territories for a Firm ?
Q.7) Write short notes : (Any Two)
(a) Sales Force Motivation
(b) Sales Force Compensation
(c) Sales Contests
(d) Sales Control
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