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Posted Date: 01 Sep 2012 Posted By:: Pramod Dabholkar Member Level: Diamond Points: 5 (Rs. 5)
2012 University of Pune Post Graduate Diploma Marketing Management (PGDMM) P.G.D.M.M. (Semester- I) Sales Management and Market Research (2005 Pattern) University Question paper
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Sales Management and Market Research
Time: 3 Hours Total marks: 60
1. Attempt any two questions from section – I and any two from section - II
2. All questions carry equal marks.
SECTION – I
Q.1) Explain role of relationship selling and also write qualities and skills required for effective salesmanship.
Q.2) "Sales training is an important method to improve performance of sales people." Elaborate this statement giving various methods of training.
Q.3) Explain impact of compensation package on motivation. Also write monetary and non-monetary methods of motivation.
Q.4) Illustrate need for sales organization. Also explain various types of sales organization structures.
SECTION – II
Q.1) What is the importance of market research in effectiveness of marketing activities and what is the difference between quantitative and qualitative methods of market research?
Q.2) Why do you need to design market research and what are various steps in design of market research?
Q.3) Do you think sampling is very important in market research? Why and what are various methods of sampling?
Q. 4) Write notes: (Any Three)
(a) Syndicated research
(b) Test marketing
(c) Limitations of research
(d) Exploratory methods of research
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