SALES MANAGEMENT QUESTION PAPER 2011 march

SALES
MANAGEMENT QUESTION PAPER

REGULAR MARCH 2011 3^RD YEAR (A.N.U)

1.      Briefly explain the process involved
in evaluation of sales management.

2.      Briefly explain the types of sales organizations.

3.      Explain the place of selling in the
marketing plan.

4.      Define sales planning and explain how
to estimate sales potentials.

5.      Distinguish between the job
description and personnel specification for an industry of your choice. Write a
suitable job description and personnel specification for a sales person.

6.      Define salesmanship and explain the
critical aspects of salesmanship.

7.      Critically explain the role of marketing
research in sales management.

8.      Explain any two motivational theories which are suitable
to motivate the sales persons.

9.      The only sensible way to organize a sales force is buy
geographical region. All other methods are not cost efficient. Discuss.

10.  What is a sales budget? Discuss the importance of sales budget in
the corporate budgetary process.