Other Master Degree-Master in Marketing Management (M.M.M) 2nd Sem SALES MANAGEMENT AND PERSONAL SELLING(University of Pune, Pune-2013)

                                               [4378]-203
                M. M. M. ( Semester - II ) Examination - 2013
                 SALES MANAGEMENT AND PERSONAL SELLING
                                           (New 2008 Pattern)

Time : 3 Hours]                                                    [Max. Marks : 70

Instructions :

(1) Attempt any five from the following.

(2) All questions carry equal marks.

 

Q.1) How would you motivate and what would you do to a salesperson, who is a high performing salesperson, whose morale is down because he did not get an expected promotion as marketing executive, although he has been consistently exceeding his sales quota for the past four years ? The main responsibilities of marketing executives are selling to few key accounts and
coaching some sales trainee on the job.

 

Q.2) Define Sales Forecasting Explain various factors responsible for Sales Forecasting. Also explain various Marketing Decision that can be derived from Sales Forecasting.

 

Q.3) What is Sales Recruitment, Selection ? How different recruitment and selection done in Sales Organisation ? What can be the effect of bad sales recruit ?

 

Q.4) Your Company had introduced a Sales Quota System in the previous year, based on sales territory potential. When you were reviewing the performances of sales person, you noticed that some sales person could easily achieve their sales quota as sales potential of their territory were underestimated and for some other people exactly reverse had happened. What suggest
would you make to your Senior Sales Manager to make sales quota realistic for the sales people for the present year ?
[4378]-203 1 P.T.O.

 

Q.5) (A) Develop a Sales Forecast, based on the data given below, for the year 2009. Explain for the method you would use for forecasting here :

Year           Actual Sales
2003               786
2004               809
2005               999
2006              1120
2007              1300
2008              1400 1375(Forecast)
2009                 ?

(B) What is Sales Budget ? What are the purpose of Sales Budget ?

 

Q.6) What role Recruitment and Selection plays in enhancing the efficiency of the Organisation ? Write Sources of Recruitment.

 

Q.7) Write short notes : (Any Two)

(a) Sales Quota

(b) Sales Contests

(c) Salesmanship

(d) Difference between Sales and Marketing

[437

Earning:  ₹ 7.05/-