Sales Management Question Paper 2024
Dibrugarh University BCOM 2nd SEM FYUGP
COMMERCE (Generic Elective Course)
Paper: GECCOM2
Full Marks: 80
Pass Marks: 24
Time: 3 hours
The figures in the margin indicate full marks for the questions
Paper: GECCOM2 (B)
(Sales Management)
1. Write ‘True’ or ‘False’ of the following: 1x8=8
(a) Personal selling is a profession.
(b) Intelligence is a physical quality of a salesman.
(c) Closing of sale is the last step in the process of selling.
(d) Retail seller is the last link between wholesaler and consumer.
(e) College is an internal source of recruiting salesman.
(f) Commission method of remuneration preferred by a salesman, when sales are falling.
(g) Allocation of sales territory makes sales control ineffective.
(h) Determination of sales quota makes sales control difficult.
2. Write short notes on any four of the following: 4x4=16
(a) Sales cycle.
(b) Types of selling.
(c) Distribution network for business.
(d) Motivating sales personnel.
(e) Importance of sales territory.
3. (a) Define personal selling. Explain the objectives of personal selling. 2+12=14
Or
(b) Discuss the importance of sales management to business organization. 14
4. (a) Give an outline of sales organization and describe briefly the functions of Sales Manager. 4+10=14
Or
(b) What do you mean by sales force size? Discuss briefly the factors affecting sales force size. 4+10=14
5. (a) Define sales personnel. Discuss the qualities of a good sales person. 4+10=14
Or
(b) Mention the benefits of training of salesman. What are different methods of training of salesman? Discuss briefly. 6+8=14
6. (a) What are sales quotas? How are they fixed? What are the advantages and disadvantages of fixing such quota? Discuss briefly. 2+4+8=14
Or
(b) What do you mean by sales territory? Discuss the various methods of establishing sales territories. 4+10=14
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