INSTITUTE OF TECHNOLOGY&

MANAGEMENT
Integrated Technical Campus: Engineering, Pharmacy & Management
Approved by AICTE, Pharmacy Council of India, New Delhi & Affiliated to Dr. APJAKTU, Lucknow
AL-1, Sector - 7, GIDA, Gorakhpur -273209 (UP)
Total number of printed pages: 02
Paper Id 12551

Roll No.

Model Paper-3
ODD Semester (2021-22) 1stClass Test
MBA / 2nd Year / 3rd Semester
Subject Name: Sales and Retail Management (Subject Code: KMBNMK-04 )
Time: 3:00 Hr Maximum Marks: 100

Section: A

Attempt all questions, each question carries equal marks. 2x 10 =20

Sr. No Marks Course

Outcomes
A What are the qualities of a successful salesman? 2 1
B What is personal selling? 2 1
C Explain the process of dispute resolution 2 2
D What is the importance of discussion stage? 2 2
E Define spotting sign. 2 2
F How are sales position filled ? 2 3
G Mention the importance of strategic retail planning process. 2 4
H What is recruitment? 2 4
I Explain the importance of coding system in store. 2 5
J What is inventory loss? How it can be reduced? 2 5

Section: B
Attempt any three questions, each question carries equal marks. 10x 3 =30
Sr. No Marks Course
Outcomes
a What is the process of effective selling? 1
b Explain non-verbal communication and voice clues. 2
c Illustrate the different steps of selection process 3
d Define retailing. What are the different factors that influencing retailing? 4
e What is brand management retailing? 5
Section: C
3. Attempt any one questions, each question carries equal marks. 10 x 1 = 10
a. Define Personal selling and explain its objectives. 10 1
b. Describe the process of effective selling in detail. 10 1

4. Attempt any one questions, each question carries equal marks. 10 x 1 = 10

a. How conflict and dispute resolution helps in negotiation process? 10 2
 INSTITUTE OF TECHNOLOGY&
MANAGEMENT
Integrated Technical Campus: Engineering, Pharmacy & Management
Approved by AICTE, Pharmacy Council of India, New Delhi & Affiliated to Dr. APJAKTU, Lucknow
AL-1, Sector - 7, GIDA, Gorakhpur -273209 (UP)
Total number of printed pages: 02
Paper Id 12551

Roll No.

b. Define listening skills. Explain its various importance. 10 2

5. Attempt any one questions, each question carries equal marks. 10 x 1 = 10
a. What is sales forecasting? How it helps in research and development of sales 10 3
strategy?
b. What are the various functions and responsibilities of sales person? 10 3
6. Attempt any one questions, each question carries equal marks. 10 x 1 = 10
a Discuss the different types of retail model. 10 4
b. What is trading analysis? 10 4

7. Attempt any one questions, each question carries equal marks. 10 x 1 = 10

a. Write a short note on brand management in retailing. 10 5
b. Explain the different visual merchandising techniques. 10 5