SINHGAD INSTITUTE OF BUSINESS MANAGEMENT, MUMBAI

                                           END TERM EXAMINATION

Class: MMS                                                                                 Semester: I

Subject: Negotiation and selling skills                                              Date: 04/12/2019
Time: 1.00 pm - 4pm                                                                     Marks: 60
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NOTE: Q1 is Compulsory and Solve any 4 from Q2 to Q7.
Q.1. Case Study-Compulsory: 20 marks
Q1) Case study

You are working as sales officer in Max Bupa Health Insurance Company; Your (repoting
manager) development officer given you the heavy targets to sell mediclaim policies this
quarter.

1. How you will do prospecting in allocated territory? How will you use SPIN selling
technique to sell mediclaim policies ?

2. Suggest and justify tactics that you could be used to sell mediclaim policies ?

          

Q.2. According to you what are skills required for effective sales person? How they make their
impact during sales process? (10 marks)

Q.3. Describe sales process model? Mention its flow with every step? (10 marks)

 
Q.4. What you mean by ZOPA? Give suitable example? (10 marks)

Q.5. What are different types of customers? How you will deal with them? (10 marks)

Q.6. You want to buy a resale flat; which is in very good condition as per your observation, You
don’t want to lose the deal; but you also want to buy at reasonable rate. How will you prepare
yourself to negotiate with seller? (10 marks)

Q.7. What you mean by negotiation? Mention its types and four key concepts of negotiation with
example? (10 marks)