University of Pune 2007 B.B.A SALES MANAGEMENT - Question Paper

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B.B.A. (SEMISTER – V) EXAMINITION – 2006
SALES MANGEMENT
(SPECILISATION MARKETING)
TIME : three HOURS [ MAX .MARKS : 80
INSTRUCTIONS : 1] ALL ques. ARE COMPULSORY
2] FIGURES TO THE RIGHT INDICATE FULL
MARKS



Q1) describe sales planning .explain the steps involved in sales planning. [15]
OR
Q1) “Sales management is a part of marketing function.” discuss [15]

Q2) describe sales training. ? state its importance and objectives [15]
OR
Q2) what are the steps involved in sales force management [15]

Q3) Sales management achieves personal selling objectives through personal strategy. discuss [15]
or
Q3) What is personal selling ? discuss the process involved in personal selling.
[15]
Q4) What do you mean by planning a sales call ? state and discuss the different sales aids use in it [15]
or
Q4) elaborate the various kinds of incentives that are offered to the sales force ? discuss their merits. [15]

Earning:   Approval pending.