MMPM-002 Sales Management Solved Question Paper December 2023

MMPM-002 Sales Management Solved Question Paper December 2023

Sales Management
Course Code: MMPM-002

1. (a) Explain the following terms with an
example :
(i) Pre-approach stage in Sales Process
(ii) Non-verbal Communication
(iii) Structured Interview
(iv) Non-financial Incentives
(b) Discuss the qualities that you consider
essential for a salesman to be successful.
[ 2 ] MMPM–002
2. (a) What interpersonal communication skills
are needed in sales professional ? Discuss
by taking a specific examples.
(b) What constitute compensation ? Why is it
essential to have a fair and adequate
compensation plan for the company’s sales
force ? Discuss.
3. (a) Why is it important to monitor and control
sales force and their activities ? Mention
some of the key parameters for monitoring
the sales force.
(b) Furnish a comparative account of various
types of sales quotas and identify the
attributes of a good sales quota plan.
4. Answer any three from the following :
(a) Evolution of Sales Management
(b) Negotiation Strategies
(c) Sales Coaching vs. Induction Training
(d) Sales Control : Meaning and Purpose
(e) Usefulness of Marketing Cost Analysis
[ 3 ]
Section–B
5. (a) Territory planning is major part of total
sales planning function in an organization.
Discuss its role, scope and various steps to
a scientific method of territory planning for
any company you are familiar with.
(b) Discuss the process of developing a sales
organization. What are the factors which
affect the size of the sales organization ?
Explain with an example.