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Posted By: shalat Member Level: Gold Posted Date: 21 Jun 2008
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2008 Bangalore University B.Com personal selling and salesmanship Question paper
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IV SEMESTER B.CO.(VOCATIONAL),EXAMINATION,JUNE 2008
(SEMESTER SCHEME)
PERSONAL SELLING AND SALESMANSHIP
ADVERTISEMENT,SALES PROMOTION AND SALES MANAGEMENT
TIME:3 HOURS
MAX MARKS:90
SECTION-A
Answer any ten(marks:10*2=20)
1 a)What is sales career?
b)What is presentation?
c)What do you mean by market?
d)What is a retailer?
e)What do you mean by cash memo?
f)What is emotional buying motives?
g)Who is a silent type of customer?
h)What is a pre-approach in selling process?
i)Expand A.I.D.A.S
j)What is franchise selling?
k)State 2 requisites of a good approach
l)Who is pioneer salesman
SECTION-B
Answer any five(marks:5*5=25)
2.State advantages of buying motive
3.Explain characteristics of salesmanship
4.State importance of channels of distribution
5.Explain character qualities of salesman
6.Explain functions of marketing
7.Explain measures for making selling an attractive career
8.Explain AIDA model of selling
9."Is personal selling is more effective than advertising"?comment
SECTION-C
Answer any three(marks:3*!5=45)
10.Explain various stages in selling process
11.Comment on qualities of a successful salesman
12.Explain factors govern selection of a particular method
13.Explain types of markets
14.Explain essentials,merits and limitations of salesmanship.
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