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Fourth Semester MBA Degree FlxaruIimation, Jume/July 2816

Sales ffEanagerment

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() Time: 3 hrs. Ivtax. I\4arks: 100

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Note : Answer srry FO{IR questi,onsfrowe Q.No"l to Q.No"7.
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ox Write a note on selling and business style. (03 Manks)

-f= 2 Define sales management. (03 Ula.rks)

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coc 3 Mention the factors that influence the size of a sales territcry. {03 &farks}
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4 Describe the importance of sales motivation.

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5 What are driving forces of interrrational niarketing'/ (03 S{arks}

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6 Mention the rnarket seleciion process.
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09U 7 What is online trading? Give examples. (03 Marks)

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?6 Note : Answer any FOUR questions.from Q.No.l to QNo.7.
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I What is personal selling? Explain the t),pes olpersonal selling. (07 Marks)
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=q Explain the methods in setting sales quota and if you are a sales manager of a FMCG. which
OJ type ofsales quota will you refer for your organisation? (07 Msrks)
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Elucidate the qualities and responsibilities of sales (07 Marks)
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6 .:r 4 Explain the methods used in training prograrns. (07 Marks)
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5 Briefabout the role of sales manager in the international market.
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(07 Marks)
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,J 6 Explain the challenges in lntemational sales management. (07 Marks)
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IN 7 What are the ways to make internet selling safe? (07 Marks)
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t- Note : Answer eny F{}UR questions frow Q.No"l to Q.No"7.
I Elaborate the trends in saies managernent. (n0 N{arks}

2 Explain the types of sales organization in detail. (I0 Marks)

3 Explain the concept of sales presentation and describe the methods cf handling customer
objections. (10 Marks)

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Describe about selling skills in detail. (10 Marks)

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What are the types of cornpensation plans? Explain the evaluation of sales fbrce by performance
appraisal process. (10 Marks)

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6 Explain in detail about the factors reiated to in'rernational rnarket selection. (10 Marks)

7 What are the different tygies of electronic payment system? Explain with relevant examples.

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(10 Marks)

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CAStr STUDY - [ Compulsory I

Cyrus pharmaceutical is a stail - tiie pharmaceuticals sector in India. The company intends
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to sell formulations in south India and is working out its satres distribution strategy. The
promoter has some inputs frona another existing pharmaceuticals company and is working to see
if he can use sorne cf'these pieces cf infl:rrnation.
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Questions :
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a) Design a sales force plan for a start-up firm. (10 Marks)
b) Suggest some sales and distribution strategy. (10 Marks)
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