MMPM-002 Sales Management Solved Question Paper December 2022

MMPM-002 Sales Management Solved Question Paper December 2022

Sales Management
Course Code: MMPM-002

MANAGEMENT PROGRAMME (MP)
Term-End Examination
December, 2022

MMPM-002 : SALES MANAGEMENT
Time : 3 hours Maximum Marks : 100
Weightage : 70%
Note : Answer any three questions from Section A. Section
B is compulsory. All questions carry equal marks.

SECTION A

1. (a) Explain the following terms with an
example :
(i) Personal Selling
(ii) Verbal Communication
(iii) Personal Interview
(iv) Sales Territory
(b) Discuss the role and nature of sales function
in marketing.
2. (a) What are the objectives of sales display ?
How can these objectives be met when a
company is launching the following ?
(i) A new model of SUV
(ii) A new range of Ayurvedic shampoo
(b) What are the attributes of a good sales quota
plan ?

3. (a) Explain the importance of sales
compensation. Discuss the reasons that can
be attributed for the failures of
compensation plans.
(b) Explain the role and importance of sales
forecasting in sales management function.
4. Write short notes on any three of the following :
(a) Classification of Consumer Goods
(b) Visual Merchandising
(c) Salesman of Non-Competing Companies
(d) Managing Sales Forecast
(e) Field Sales Organisation