B.

Com (Part-I) Examination, 2011

BUSUNESS ADMINISTRATION
Second Paper Sales Promotion and Sales Management
Time: One Hour Max. Marks: 40

Objective Part- I
Attempt all questions. 1. Answer following question in not more than 20 words each. Each question carries 2 marks. i. ii. iii. What do you mean by Salesmanship? What do you mean by sales promotion programme? What do you understand by Organisation of Sales Promotion Department on the basis of target? iv. v. vi. vii. viii. ix. x. 2. What is impersonal selling? Explain the ethical qualities of salesman. What do you mean by fringe benefits? What do you understand by Objection of Customer? What is meant by sales forecasting? What is meant by monetary sales volume quota? What is perception?

Answer each of the following in not more than 50 words each. Each question carries 4 marks. i. ii. iii. Advertising and Sales Promotion supplement to each other. Comment. Explain the co-operative sales promotion. Enumerate the measures taken by the Government of India for export sales promotion. iv.
v.

How can the buying motive of a customer be discovered? Briefly explain the salesmans control techniques.

Descriptive Part II
Time: Two Hour Max. Mark : 60

Attempt all the three questions, selection one question from each section. Each question carries 20 marks. Each question has internal choice in the form of either/or. Section-A 3. What do you understand by consumer promotion methods? Discuss various types of consumer promotion methods. or Explain the difference between export sales promotion and export promotion and discuss the various methods of export sales promotion. Section B 4. The fortune of a concern depends on sales which in turn, depends on salesman Discuss this statement, explaining the selection procedure of salesman. or Explain the main methods of training for salesmen. Section C 5. Discuss the main steps of a sales call. or What do you mean by Sales Quota? Critically evaluate the various methods of setting quota.

B.Com(PartI)Examination,2010
BUSUNESS ADMINISTRATION
Second Paper Sales Promotion and Sales Management
Time: One Hour Max. Marks: 40

Objective Part- I
Attempt all questions. 1. Answer following question in not more than 20 words each. Each question carries 2 marks. i. ii. iii. iv. v. vi. vii. viii. ix. x. 2. What do you mean by "Pubic Relation"? What is premium? What is meant by Solo exhibition? Enumerate the primary functions of Sales Management. What is personal selling? Explain the principle of unity of command. What is principle of unity of command? Enumerate the name of the steps selling sequence suggested. What do you mean by sales territory? Enumerate the steps control process.

Answer each of the following in not more than 50 words each. Each question carries 4 marks. i. ii. iii. iv.
v.

Advertising and sales promotions are supplement to each other comment. Briefly distinguish between sales management and Marketing Management. Explain the various schemes of Buying Motives Inspiration. State the objectives Of Sales Training. How can a salesman create interest of a prospect in the goods?

Descriptive Part II
Time: Two Hour Max. Mark : 60

Attempt all the three questions, selection one question from each section. Each question carries 20 marks. Each question has internal choice in the form of either/or. Section-A 3. What do you mean by 'Sales Promotion? Discuss the importance of sales promotion in the moderns age. or What do you mean by evaluation of sales promotion programe? Explain is importance? Section B 4. A good salesman is born and note made." Describe in brief the essential qualities of an ideal salesman. or What do you mean by selling? Explain the importance of selling in a planned economy. Section C 5. What do mean by objection of customers? Narrate the factors that are required to keep in mind while handling the various of customers. or What do you mean by consumer psychology? Describe the various methods of studying consumer psychology.