Indian Education Society’s

Management College and Research Centre, Mumbai

(FINAL EXAMINATION)

Date : 26/09/2017 Day: Tuesday Time: 10.30 am To 01.30 pm Duration: 3 Hrs.

Course : PGDM-2nd Year Term.: IV Sub: Sales Force Management Max. Marks: 60
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Instructions:-
1. Question number 1 is compulsory.
2. Rest Answer any 4 questions.
3. Marks are indicated against the questions.
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Q.1. Please reply in just 5 sentences.(Attempt any 5) (5X4) 20 marks

a) Three important analyses from Expense statement.
b) Three advantages of promoting a sales person within the organization.
c) Three benefits of forming sales territories.
d) Three qualifying condition for incentives.
e) Three objectives of sales Display.
f) How does coaching differ from counseling?
g) Three important qualities of First Line Manager.
h) How does evaluation differ from control?

Q.2. Define the term ‘Sales Management’. Also explain functions of Sales Management in detail, quoting
suitable examples. (10 marks)

Q.3. Answer any 2 of the following:- (10marks)

a. Sales Presentation
b. Value added selling
c. Sales Budget
d. Prospecting

Q.4. 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. (10 marks)

Q.5. You have been retained as a consultant to develop sales training programme to improve productivity of
middle-level sales managers of a company manufacturing personal-care products like shampoos,
creams and moisturizers etc. Describe the key features of the training programme devised by you.
(10 marks)

Q.6. You are given the following information on two salespeople: Salesperson A earns a Rs.25,000/- salary;
salesperson B earns Rs.27,000/-. Both earn 2 percent commission. Advertising costs Rs.3/-per unit
shipping expenses are Rs.3/-per unit. Order processing costs total Rs.0.50/- per order. Travel expenses
amount to Rs.1/-per call. Your task is to calculate the contribution to profit (loss) made by each
salesperson. (10 marks)
Salesperson No. of Calls No. of Orders Units sold Total sales
A 200 225 15000 Rs.7,50,000/-
B 295 200 18000 Rs.9,50,000/-

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