Quaid-i-Azam School of Management Sciences

Quaid-i-Azam University Islamabad

Mid Term – Spring 2021

Course Title Sales Management Total Marks 10 Marks

Faculty Dr. M. Ishtiaq Ishaq Duration 30 Minutes

OBJECTIVE TYPE

Question 1: Attempt the objective-type paper by clicking or copy-pasting the following

link your browser:

https://forms.gle/kY7DYn9fhsmrk4tS7

BEST OF LUCK !
 Quaid-i-Azam School of Management Sciences
Quaid-i-Azam University Islamabad
Mid Term – Spring 2021

Course Title Sales Management Total Marks 15 Marks

Faculty Dr. M. Ishtiaq Ishaq Duration 90 Minutes

SUBJECTIVE TYPE

Question 1: Define the following terminologies: (5x1 = 05 Marks)

1. Personal selling
2. Order creator
3. Customer relationship management
4. Generalist salesforce
5. Key accounts

Question 2: Attempt the following questions (5x2 = 10 Marks)

1. Differentiate between types of outsourced salesforce and company-employed

salesforce with examples.
2. What are the organizational buying situations? Explain the grid with respect to
decision-making process.

BEST OF LUCK !