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    This document is an exam for a sales management course. It contains instructions for the exam and questions for two sections. Section A asks students to choose three of four questions to answer. The questions cover topics like personal selling situations, sales training processes, and sales force organization and budgeting. Section B presents a single case study question about designing sales territories and assigning salespeople for a new company launching in four southern Indian states. Students are asked how they would approach the task and what criteria they would use.

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    MS-62 dec 2008

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    This document is an exam for a sales management course. It contains instructions for the exam and questions for two sections. Section A asks students to choose three of four questions to answer. The questions cover topics like personal selling situations, sales training processes, and sales force organization and budgeting. Section B presents a single case study question about designing sales territories and assigning salespeople for a new company launching in four southern Indian states. Students are asked how they would approach the task and what criteria they would use.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
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    6 views4 pages

    MS-62 Dec 2008

    Uploaded by

    bhar4tp
    This document is an exam for a sales management course. It contains instructions for the exam and questions for two sections. Section A asks students to choose three of four questions to answer. The questions cover topics like personal selling situations, sales training processes, and sales force organization and budgeting. Section B presents a single case study question about designing sales territories and assigning salespeople for a new company launching in four southern Indian states. Students are asked how they would approach the task and what criteria they would use.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
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    of 4

    MANAGEMENT

    PROGRAMME

    Term-End Examination December, 2008

    r.r) (o
    cf

    MS-62 : SALES MANAGEMENT


    Maximum Marks : L00 (VVeightage 70%) A. Attempt any three questions from Section SectionB is compulsory. All questions carry equalmarks. SECTION - A 1. (u) Explain the situations conducive for Personal Selling, giving suitable examples? What do you understand by Non Verbal Communication ? How does it help in Sales Interaction ?

    C\J C\J Time : 3 hours

    Note: 0

    fta
    (iil

    (b)

    2.

    (a)

    Why it is essential that Salestraining be thought of as a long-term on going process? Explain the steps in the training process. As a Sales Manager, what quantitative and qualitative criteria you would use to monitor the performance of Sales force.

    (b)

    3.

    (u)

    (b)

    You are a fast growing private sector bank offering innovative credit cards through direct marketing. What type of field sales organisation would you design and why ? Explain the purpose of Sales Budget. What are the various methods of Sale Budgeting ?

    4.

    Write short notes on any three of the following : (u) Prospecting. (b) Interview as a selection tool. G) (d) G) Motivation of SalesPeople. Improvingterritoryproductivity. Purpose of SalesBudget.

    SECTION - B
    c.

    As a SalesManager of SAL PVT. LTD, a new company manufacturing and marketing aluminium extruded products, such as doors, windows, partition aluminium frames, etc. is targeting both the household and institutions in the domestic market. The factory is located in Karnataka. Having discussedand decided with the CEO to initially focus salesand diskibution efforts in Southern regiory consisting of Karnatak4 Tamilnadu, Andhra Pradesh and Kerala, |ou have been assingedthe crucial task of designing the sales territories to optimally cover the aforesaid four Southern States. (") (b) (c) Questions How would you go about your task in designing the sales territories ? What major oiteria.would you keep in mind in assigning Salespersons to different territories ? Discuss some of the non-financial motivators that you can use for motivating the sales force. -oOo-

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