Section A

I. Answer any FIVE from the following 5Q×2M=10Marks

a) What do you mean by socialization in hiring process?
b) Define Sales Management.
c) Write a short note on Channel of Distribution
d) Briefly explain Job Analysis.
e) What do you mean by the starting point in the sales territory?
f) Write a brief note on different types of selling.
g) Specify the duties of the sales Manager.
Section B
II. Answer any THREE from the following 3Q×5M=15Marks
2. Explain the importance of Non-financial compensation
3. What do you mean by sales Quota? And explain its significance.
4. Explain the uses of different types of sales forecasting techniques.
5. Write a note on any three related dealer or trade sales promotion
6. Explain the factors affecting channel choice

Section C
III. Answer any TWO from the following 2Q×15M=30Marks
7. Explain in detail about the selling process
8. List the principles of sales organization and explain the different types of Sales organization
structure.
9. Define the training. Explain the importance of different types of training method for the sales force.

Section D
Compulsory Question Case Study 1Q×15M=15Marks
Snow White Paper Company
Snow White Paper Company is located in an agricultural belt about 300 kilometers from a metro city. The
company is into hiring and printing paper. Its primary raw material is wheat straw. Last year the company
had a turnover of Rs.134 crores on a volume of 45,000 tons of paper. While preparing the business plan for
the current year, the top management was concerned with the following distribution issue that they want to
help resolve:
PROBLEM: FINISHED GOODS DISTRIBUTION
The paper industry is dominated by selling agents who bring the manufacturer like Snow White and the
buyer like printing / publishing companies and note book makers, together. They make a commission of
about 2% on all transactions. Some other points

 Snow White depends on about 10 agents to canvass business for it from the users.
 The company sells 23% of its paper directly to some government organizations.
 The agent arranges for the buyer to pay the company for its produce by advance demand draft. It is
expected that the agent provides the credit support to the buyer.
 Agents are not exclusive for Snow White and work for other paper mills also and not normally play the
mills against each other. They have a grip on the business and are reluctant to put the mill directly in
touch with the buyers.
 There is always an uncertainty on the orders and the price, which would be obtained on the orders – the
company cannot plan its profit properly nor offer the best price to the end users so that they always ask
for Snow White.
Questions:

1. How can you help Snow White less dependent on the selling agents .
2. How can they plan their customer service efforts?
 Section A
I. Answer any FIVE from the following 5Q×2M=10Marks
a) What do you mean by prospecting
b) With few words, explain the concept of Salesmanship?
c) In briefly explain Job Description.
d) Briefly explain different types of sales Quota.
e) Write a brief note on about pre-approach before selling stage
f) Brief out the importance of Line based sale organization.
g) Write a brief note on different types of Selling

Section B
II. Answer any THREE from the following 3Q×5M=15Marks
2. Explain in brief the different compensation plans
3. Explain the importance of studying the sales territory
4. Explain the significance of the selling qualities of the salesperson.
5. Write a note on any three related customer sales promotion.
6. Explain in brief the different types of training for the sales force.

Section C
III. Answer any TWO from the following 2Q×15M=30Marks
7. Elaborate in detail the Recruitment and selection process
8. Explain in detail the factors affecting the channel choice.
9. Explain the significance of sales force motivation with any three types of motivation theory

Section D
Compulsory Question 1Q×15M=15Marks

Case Study