Indira Gandhi National Open University (IGNOU) 2006 M.Sc Tourism MTM7 Sales and Advertising Management in - Question Paper

IGNOU MTM7 Sales and Advertising Management in Tourism December 2006

MASTER'S IN TOURISM MANAGEMENT
Term-End exam

December, 2006

MTM-5: Sales and Advertising Management in Tourism

Time: three hours
Maximum Marks: 100
Note :Attempt any 5 ques. in about 600 words every.

l. What do you understand by 'Sales Objectives' ? discuss giving suitable examples. 20

2. Briefly discuss the different stages of the personal selling process. (20)

3. What is 'Sales presentation' ? explain the principles of ellective presentation. (20)

4. elaborate the objectives of sales displays ? discuss the various kinds of sales displays. (20)

5. discuss the term 'sales territory'. explain the steps involved in territory planning. (20)

6. discuss the meaning and significance of 'sales quotas'- elaborate the attributes of a good sales quota plan ?(20)

7. What is 'sales promotion' ? explain the major objectives of sales promotion with examples from tourism. (20)

8. What is advertising ? discuss the functions of advertising agencies. (20)

9. discuss the term, media and explain the rnedia selection processf or any segment of tourism sector. (20)

10. Write notes on the subsequent : (10+10)

(a) Qualities of a good salesperson

(b) Elements of the Promotion mix

Earning:   Approval pending.