University of Pune 2007 B.B.A SALES MANAGEMENT (SPECIALISATION KETING) - Question 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 the ‘sales management’. discuss its meaning and scope. [15]
OR
Q1) What do you mean by ‘sales management’ ? discuss the function of sales Department. [15]

Q2) What do you mean by Recruitment of salesmen ? elaborate the sources through which salesmen are recruited ? [15]
OR
Q2) explain the characteristics and essentials of a good training Programme. [15]

Q3) “Communication skill is an important aspect of personal selling” explain [15]
OR
Q3) What do you mean by selection of salesmen ? discuss the importance of a sound selection process. [15]

Q4) discuss the steps involved in personal selling. state the merits of personal selling . [15]
OR

Q4) elaborate the various kinds of Incentives, you can offer to your sales force ?
[15]
Q5) Write short notes on : (any four)
[20]
a)AIDAS Formula in selling process
b)Planning of sale executive
c)types of sales trainings
d)evaluation of sales force
e)objectives of sales force
f)objectives of sales management

Earning:   Approval pending.