B.M.M / B.Com (MARKETING MANAGEMENT) : PERSONAL SELLING AND SALESMANSHIP Annamalai University Question Paper December 2014

Annamalai University question paper december 2014
B.M.M / B.Com (MARKETING MANAGEMENT)
DEGREE EXAMINATION, December 2014
(SECOND YEAR)
(PART – IV)
240 : PERSONAL SELLING AND SALESMANSHIP
(Old Regulations)
Time: Three hours Maximum: 100 marks
 Answer any FIVE questions (5 × 20 = 100)
 All questions carry Equal Marks
1. Define personal selling. Discuss its features and importance.
2. Explain AIDAS model of selling.
3. Discuss different selling situations in personal selling.
4. Describe the role and task of a salesman in closing of a sale. Illustrate with
suitable examples.
5. Why is personal selling usually much more important in industrial marketing than
in consumer marketing?
6. Explain the qualities of a good salesman.
7. “Is salesman born or made” – discuss.
8. What are the difficulties faced by the sales person in selling of concepts, ideas and
services?
9. What is sales manual? How it is prepared?
10. Discuss the advantages and limitations in selling as a carrier.