IGNOU MMPM-002 December 2022 Previous Year Question Paper

Q1.(a) Explain the following terms with an example :

(i) Personal Selling

(ii) Verbal Communication

(iii) Personal Interview

(iv) Sales Territory

(b) Discuss the role and nature of sales function in marketing.

Q2.(a) What ar e the objectives of sales display ? How can these objectives be met when a company is launching the following ?

(i) A new model of SUV

(ii) A new range of Ayurvedic shampoo

(b) What are the attributes of a good sales quota plan ?

Q3.(a) Explain the importance of sales compensation. Discuss the reasons that can be attributed for the failures of compensation plans.

(b) Explain the role and importance of sales forecasting in sales management function.

Q4.Write short notes on any three of the following :

(a) Classification of Consumer Goods

(b) Visual Merchandising

(c) Salesman of Non-Competing Companies

(d) Managing Sales Forecast

(e) Field Sales Organisation

Q5.(a) What is “Sales Job Analysis” ? What are the external and internal sources of recruitment ? If you have to recruit sales professionals for a highly technical product, what sources would you consider and why ?

(b) Explain the need and purpose of monitoring the sales force. Why are sales reports important in evaluating th e performance of sales force ? Discuss the most commonly used sales reports and their advantages and limitations.