Total No. of Questions : 8] [1] [Total No.

of Printed Pages : 2

Roll No ..................................
MPY-PMRA(D)
M. Pharmacy III Semester
Examination, December 2020
Sales and Retail Management of
Pharmaceutical Products
(Elective)
Time : Three Hours
Maximum Marks : 70
Note: i) Attempt any five questions.
ii) All questions carry equal marks.

1. What is meant by Personal Selling? Explain the personal

selling process to be adopted for pharmaceutical products?

2. What is the purpose for setting up of a sales organisation?

Explain the organisation structure that may be adopted for
selling of pharmaceutical products.

3. Discuss the concept of recruitment, selection, training and

compensation.

4. Discuss the theories of retailing. Classify retail institutions

on the basis of ownership.

5. a) Describe the various steps involved in strategic

management process in a single business firm.
b) Explain any three methods / techniques used in strategic
control systems.

MPY-PMRA(D) PTO
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6. a) What is sales territory analysis? What are the methods

available for sales force size determination?
b) Explain the parameters that can be employed to monitor
sales-force performance.

7. What do you understand by sales function of personnel

management? Examine various methods of recruitment.

8. What major decisions are taken for planning and building sales
training programmes? Explain.

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MPY-PMRA(D) PTO