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December, 2009
Ms-62 : Sales Management
SECTION – A
1(a) Explain the interdependence of sales and distribution management in an FMCG company.
(b) Explain the various steps involved in personal selling process taking the example of diesel generating sets for industrial applications.
June, 2010
Ms-62 : Sales Management
SECTION – A
1(a) Explain the key decision areas in the sales management which are particularly relevant to strategy formulation.
(b) Explain the importance of oral and non - verbal communication in an attempt to convert a suspect into a prospect.
June, 2011
Ms-62 : Sales Management
SECTION – A
1. (a) What are the situations conducive for personal selling ? Explain using suitable examples.
(b) How would the Sales Process differ in the following situation ?
December, 2011
Ms-62 : Sales Management
SECTION – A
1. (a) Discuss the qualities of a good salesperson citing suitable examples. Explain how
would you convert a suspect into a prospect ?
December 2012
Ms-62 : Sales Management
SECTION-A
1. Briefly explain the personal selling process. Discuss the importance of 'Sales Resistance' in the selling process. How do sales persons cope up with the same ? Support your answer by citing example of a consumer durable good.
2. Define negotiation. Explain the steps involved in the negotiation process by taking example of an industrial good. Briefly explain the various negotiation strategies involved.
