IGNOU MMPM-002 December 2023 Previous Year Question Paper

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

(i) Pre-approach stage in Sales Process

(ii) Non-verbal Communication

(iii) Structured Interview

(iv) Non-financial Incentives

(b) Discuss the qualities that you consider essential for a salesman to be successful. [ 2 ]

Q2.(a) What interpersonal communication skills are needed in sales professional ? Discuss by taking a specific examples.

(b) What constitute compensation ? Why i s it essential to have a fair and adequate compensation plan for the company's sale s force ? Discuss.

Q3.(a) Why is it important to monitor and control sales force and their activities ? Mention some of the key parameter s for monitoring the sales force.

(b) Furnish a comparative account of various types of sales quotas and identify the attributes of a good sales quota plan.

Q4.Answer any three from the following :

(a) Evolution of Sales Management

(b) Negotiation Strategies

(c) Sales Coaching vs. Induction Training

(d) Sales Control : Meaning and Purpose

(e) Usefulness of Marketing Cost Analysis

Q5.(a) Territory planning is major part of total sales planning function in an organization. Discuss its role, scope and various steps to a scientific method of territory planning for any company you are familiar with.

(b) Discuss the process of developing a sales organization. What are the factors which affect the size of the sales organization ? Explain with an example.