Veer Bahadur Singh Purvanchal University 2010-6th Sem B.B.A (ester) , , KETING- Sales Management - Question Paper

B.B.A.(Sixth Semester) Examination, 2010
Specialization-Marketing
Subject-Sales Management
Time:Three Hours
Maximum Marks: 70

Note: ans all 5 ques.. All ques. carry equal marks.

1. describe sales management. explain the objectives and scope of sales management.

2. elaborate the essentials of a good salesman? explain.

3. explain AIDAS theory in sales management with suitable examples.

4. describe personal selling. define with suitable examples the different ways in which a salesman will overcome objection of a customer.

5. elaborate various kinds of sales presentation? Illustrate with suitable examples.

6. elaborate different compensation plans for sales-persons? How does an organisation manages expenses of sales personnel?

7. explain different tools for controlling the sales personnel.

8. define sales through network marketing and internet.

9. elaborate the emerging dimensions in selling? explain.

10.Write short notes on any 2 of the following:
(a) Behavioural formula theory.
(b) Training of salesman.
(c) Prospecting.

Earning:   Approval pending.