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Posted Date: 22 May 2016      Posted By:: Kishori Mohon Dutta    Member Level: Gold  Points: 3 (Rs. 3)

2015 P.G.D. Marketing Management Post Graduate Diploma in Marketing Management (PGDMM) Paper-II (Sales & Distribution Management) Nalanda Open University Annual Exam-2015 Question paper



Course: P.G.D. Marketing Management   University/board: Nalanda Open University

Are you searching for the Post Graduate Diploma in Marketing Management (PGDMM) Paper-II (Sales & Distribution Management) Nalanda Open University Annual Exam-2015 Examination Question Paper? Here is the original question paper which you can use for your ensuing exam.



Nalanda Open University
Annual Exam-2015
Post Graduate Diploma in Marketing Management (PGDMM)
Paper-II (Sales & Distribution Management)
Time: 3.00 Hrs. Full Marks: 80
Answer any Five Questions. All questions carry euqal marks.


1. What specific points you would consider while making territory planning for sales?
Explain those points.

2. What do you mean by selection of Salesmen? Explain various methods of selection.

3. "Sales exhibition has become a focal point in modern retailing." Discuss.

4. What are the different theories of personal selling? Make a comparative analysis of
those theories.

5. What is communication? What are its objectives? Explain written and verbal
communication.

6. What is compensation? Discuss types of direct and indirect compensation.

7. Throw light on the importance of training for sales personnel and describe various
methods of training.

8. Explain different types of sales quota. How quotas are fixed?

9. What are the components of strategy formulation in sales management? Discuss.

10. Describe the qualities of a successful Salesman.





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