Mid-Term Examination Paper

FACULTY : BUSINESS AND ACCOUNTANCY

COURSE : MASTER OF BUSINESS ADMINISTRATION (MBA)

YEAR/SEMESTER : SECOND YEAR / THIRD SEMESTER

MODULE TITLE : SALES & PROMOTIONS MANAGEMENT (MOR)

CODE : MGT 519

DATE : 23rd AUGUST, 2021- MONDAY

TIME ALLOWED : 3 HRS

FULL MARKS : 100

Instruction to candidates

1. Answers must be submitted in written format in A4 Size Papers by mentioning

following details:

a) Name of the student:

b) Subject:
c) Semester:
d) Section:
e) LCID:

2. You will be provided with 3 hours’ time to complete your answers (Plus
30minute more to submit your answers).

3. The answers must be hand written and should be submitted in PDF format.

Do not open this question paper until instructed

(Candidates are required to give their answers in their own words as far as practicable
 SECTION A
Comprehensive Answers Questions

Answer any six (6) questions out of eight (8) questions (6× 10= 60)

1. Discuss the steps involved in selling process of an example of your choice with a suitable diagram.

2. Write short notes on any TWO of the following:

i. Recruitment Process
ii. SPIN Theory
iii. Herzberg Two Factor Theory
iv. Interview as a tool as sales-force selection

3. “Companies give more importance to training of Sales Force”.

Elaborate the statement and explain how you will design a training module for your team, which
consists of new joiners as well as those who have completed more than 3 years in the Company.

4. “Compensating Sales Persons is different from employees of other departments in the organization”.
Explain the reasons as per statement and also write THREE methods of compensating your Sales
Team.

5. What do you understand by Objection Handling? How would you handle these objections as
mentioned below, raised at the end of your sales presentation?

i. Your product quality is not good

ii. The price is not competitive

6. Explain AIDA’s theory of selling. Explain by taking the example of any sales situation of your
choice. (2.5X2)

7. Write short notes on any TWO of the following: (2.5X2)

i. Job Description
ii. Push Strategy
iii. Solution Selling
iv. Standing Room Order Only

8. “Sales professionals ultimately have more control of their lives; personally professionally and
financially.” Do you agree? Give Reasons. Also illustrate various types of Sales Incentives.
 SECTION B
Long Answer Questions

Attempt any TWO (2) questions but question number ONE (1) is compulsory (2 × 20=40)

1. CASE STUDY

Mordex Photocopier Company

You have an appointment to see Roshan Singh, Sales Manager of of Himal Plastic Foods Ltd, with regards
to pitching of Mordex photocopier. You are bristling with anticipation as you know the present contract that
Himal Plastic Foods has with Clear print, your closest competitor, is up for renewal. You have not met Mr.
Singh before.

As you enter Mr. Singh’s office you notice that he appears a little under pressure. After introducing yourself,
you say, ‘I’d like to talk with you about how we can improve the efficiency of your photocopying operation.
I see that you use the clear print ZXR photocopier at the moment. What kinds of documents do you photo-
copy in the sales office?’

The discussion continues, with you attempting to assess his staff’s requirements with regard to photocopying
facilities and his attitude towards the clear print machine. One of the basic needs is the ability of the
photocopier to collate automatically, since some of the documents photocopied are quite lengthy. Another
requirement is for the photocopy to be of the highest quality since it is usual for photocopies of standard
letters to be sent to clients. The Clear print photocopier does not have a collating facility and the quality, is
not totally satisfactory. Further, there are sometimes delays in repairing the machine when it breaks down,
although generally it is quite reliable.

At the end of the discussion you summarize the points that have been raised: staff time is being wasted
collating lengthy documents; the quality of Photostat is not totally satisfactory; repairs are not always carried
out promptly. Mr Singh agrees that this is a fair summary.

During the sales interview the following objections were raised. How would you deal with them?

1. ‘We haven’t had any major problems with the Clear print so far.’
2. ‘Aren’t your price much higher than Clear print’s?’
3. ‘How do I know your service will be any better than Clear print’s?’
4. ‘My staff have got used to using the Clear print. I’ll have to spend time showing them how to use
your machine.’
2. What are the key qualities of an effective salesperson? How would sales job differ in the following
situations:
i. Pharmaceuticals salesperson calling on doctors
ii. Life Insurance Agents selling life insurance policies
iii. Gold star shoe sales person at Company outlet

3. Assume yourself to be the Sales Manager of an Electric Motor Bike in Nepal.

Elaborate various measures you will take to ensure that your sales team is motivated.

***BEST OF LUCK***