Third Year

Time : Three hours

Maximum : 75 marks

1. Section A consists of Eight short answer questions. The candidate has to answer FOUR questions. The answer shall not exceed 1 page each.
2, Section B consists of FOUR questions. Each question consists of either or choices and the candidate has to answer either (a) or (b) from each question. The answer shall not exceed 5 pages each.
3. Section C consists of Case which is compulsory and carries 15 marks.

SECTION A - (4 x 3 = 12 marks)

Write any FOUR of the following:

(a) Closing the sales
(b) Negotiation skills
(c) Sales job analysis
(d) Sales expenses reimbursement
(e) On the job training
(1) Sales targets
(g) Outdoor media
(h) Sales carnivals.
SECTION B - (4 x 12 =48 marks)

2. (a) “The success of sales department dependent interdepartmental relations”. Explain with suitable examples.

Or

(b) Define salesmanship. What are characteristics of a successful salesman?

3. (a) What are the different tests to be conducted to select competent salesmen?

Or

(b) Explain the different methods of training sales force.

4. (a) Explain different types of sales organisation

Or

(b) What are the different methods forecasting sales?

5. (a) What are the reasons for a high agency turnover ratio in India?

Or

(b) Explain the different methods of evaluating advertising effectiveness.

SECTION C - (15 marks)

Case study:

Some consider a hotel to be just a dormitory where one can hire a cot for an overnight stay. To others, a hotel is a five—star deluxe hotel like the Taj. We cannot bedge a hotel by the labels attached to it. A luxury hotel may not have any luxury except an attached bathroom. A grand hotel may be a euphemism for an old hotel. Some hotels are just concrete boxes. Some hotels take in offering convention halls for seminars, Lectures and conferences. We shall have to compete with these delegates for the room set-vice, Some directories offer side—Lines about hotel services. A good hotel for a sales person is one which provides facilities to him so that he can conduct his business with ease. It has good communication facilities, and message—relaying systems. A room has a writing desk. Its temperature should be controlled. Beverages like tea, coffee and alcholal should be easily available. TV reception should in a language the occupant understands. If there is a good multi—cuisine restaurant attached, it is a bonus. It should make for you 'a home away from home'. A good hotel should treat us a human beings and not account numbers

Questions:

(a) A company wants to finalise a list of hotels which can be patronised by its sales people advice will you give?
(b) A company like Navnit Prakashan produce dormitory accommodation and dining facilities trade people What is Your opinion?

[201/DM-I/03]

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