Fifth Semester BBA Degree Examination, Nov 2011 Sales Management (Elective-II) Time: 3 Hours Max.

Marks: 75 Section A Answer any ten questions fro the following questions. Each question carries two marks. 1. Define Selling Process. 2. What do you mean by Buyer-Seller Dyad? 3. What do you mean by “Producers Co-operatives”? Provide one example. 4. What do you mean by “Aggressive Selling?” 5. Define “Wholesaling”. 6. Mention two traits of a good sales person. 7. What do you mean by Sales Control”? Mention any two techniques used for the same. 8. What is Sales Audit? 9. What do you mean by “Market Logistics”? 10. What do you mean by “Selective Distribution”? Provide one example. 11. What do you mean by “Sales Force Contest”? 12. What do you mean by “Sales Budget”? Section B Answer any Eight questions from the following questions. Each question carries Five marks. 1. Develop suitable training program for a firm dealing in insurance services? 2. What do you mean by Prospecting? Explain various steps in prospecting with an example? 3. Explain major logistics function 4. Distinguish between Advertising and Personal selling? 5. Explain different Sales quota that can be set. 6. Explain “Right Set of Circumstances” theory. 7. Develop recruitment plan for appointment of sales executives for Pantaloon’s retailing venture into Karnataka. 8. Explain different functions of Sales Executive. 9. List any five consumers durable products for which personal selling are desired? 10. What is Sales Budget? Explain contents of sales budget. Section C (Compulsory) 1. Domino’s Pizza is interested in bringing various flavors of Pizza’s in Karnataka. The Top management is appointed you as a consultant with regard to a) Prepare sales force recruitment and selection methods. b) Design suitable training and compensation to sales force. c) Design sales territory to describe in Karnataka.

What is a Motion? What are the essentials of a valid motion? 5. What do you mean by morale? h. g. Each question carries two marks.What is Walk-in Interview? c. State objectives of downward communication. “In business communication courtesy and clarity are as important as conciseness and completeness”. k. 2. Section C (Compulsory) 1. What is grapevine communication? i. Draft minutes and Agenda for the Fifth Annual General meeting. 1a. What is Consensus? e. Place an order for readymade garments (Specifying the item) with Lee garments asking for delivery 15 days before Dussehra. How does the grapevine operate in an organization? 4. (Assume Data) 2. What is Bank reference? j. Discuss. What is Letter of reference? d. Explain the statement and point out the function of each letter of the series. What do you mean by ‘Letter Head’ b. Each question carries Five marks. Marks: 75 Section A Answer any ten questions fro the following questions.First Semester BBA Degree Examination. Nov 2011 Business Communication Time: 3 Hours Max. Mention two objectives of sales letter. What are the different types of group communications? f. Briefly explain the layouts of a business letter? 7. How can a manager become an efficient listener? In what way does it pat him in his career? 3. What is quotation? l. Write a letter to Bhandari & Sons asking the status of the orders placed? . 8. “Collection letters are usually written in series”. 3. Distinguish between motion and resolution? 6. What do you mean by non-verbal communication? Section B Answer any Eight questions from the following questions.