MMPM-002 Sales Management Solved Question Paper June 2024

MMPM-002 Sales Management Solved Question Paper June 2024

Sales Management
Course Code: MMPM-002

Section—A
1. (a) Explain the following terms with an
example :
(i) Consultative Selling
(ii) Written Communication
(iii) Structured Interview
(iv) Non-Financial Incentives
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(b) Explain the evolution of sales management
function over the time.
2. (a) Trace the growing importance of personal
selling in the Indian context.
(b) Discuss the objective of communication in
the context of sales function. How non
verbal communication is relevant to
effective personal selling ?
3. (a) As a sales manager, furnish the essential
criteria that should be kept in mind while
designing a sales force compensation
package ? Elucidate the reasons that my be
attributed for the failure of compensation
plans.
(b) What is sales leadership ? Discuss the role
and importance of a sales leader and the
styles one should adopt in leading a sales
team.
4. Answer any three from the following :
(a) Strategies for approaching prospects
(b) Negotiating continuum
(c) Employment agencies
(d) Sales reporting
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Section—B
5. You have been hired as the new VP-Sales of a
leading brand of men’s apparels and your first
task is to assess the company’s sale force
evaluation system. You asked several sales
managers how they evaluate their salespeople.
They all indicated that their sales executives
are ranked according to quarterly sales volume.
Since salary raise are given based on these
ranking, all the sales managers feel that this is
a reasonably good, objective appraisal system.
Questions :
(a) How do you feel about his type of sales
force evaluation system ? Explain.
(b) Could any other evaluation criteria be used
here ? Why or why not ? Explain.