University of Pune 2007 B.B.A SALES MANAGEMENT (SPECIALISATION KETING) - exam paper

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B.B.A. (SEMISTER – V) EXAMINITION – 2007
SALES MANAGEMENT
(SPECIALISATION MARKETING)
TIME : three HOURS [ MAX .MARKS : 80
INSTRUCTIONS : 1] ALL ques. ARE COMPULSORY
2] FIGURES TO THE RIGHT INDICATE FULL
MARKS.

Q1) describe ‘sales management’ explain its importance rand objectives
[15]
OR
Q1) “ Sales management is a part of marketing function” explain [15]

Q2) What do you mean by recruitment of salesmen ? elaborate the sources through which salesmen are recruited ? [15]

OR
Q2) describe the sales training . state its importance and objectives . [15]

Q3) describe personal selling. discuss the steps involved in personal selling. [15]
OR
Q3) An efficient salesmen should know the attributes and want satisfying characteristics of the product. enumerate the statement [15]

Q4) elaborate the various kinds of incentives that are offered to the sales forces ? discuss their merits. [15]

OR
Q4) discuss the concepts of relationships selling process [15]

Q5) Write short notes on : (any four)
a)methods of training for salesmen
b)functions of sales manager
c)designing and managing sales forces
d)qualities of a sales executive
e)importance of communications skill in personal selling
f)sales aids

Earning:   Approval pending.