IGNOU MMPM-002 December 2024 Previous Year Question Paper

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

(i) Steps in Pre-approaching Planning

(ii) Written Communication

(iii) Visual Merchandising

(iv) Objectives of Sales Evaluation [ 2 ] MMPM–002

(b) What is personal selling ? Explain the various personal selling approaches with suitable examples.

Q2.(a) Pickup two each from traditional and contemporary recruitment sources if you were t o recruit sales -cum-service engineer trainees for an engineering company. What sources would you consider and why ?

(b) What are the objectives of sales display ? Displays are the result of design principles as well as creative and artistic talents. List out and discuss the principles involved.

Q3.(a) What are the objectives of sales evaluation ? Discuss the different reports generated to monitor the sales force.

(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.

Q4.Answer any three from the following :

(a) Negotiating sales resistance

(b) Listening skills

(c) MBTI-personality test

(d) Sales coaching vs. Induction training

(e) Sales forecasting for new products

Q5.What method of sales compensation would be more appropriate in the following situations ? (You can make assumptions, if required)

(i) A life insurance salesperson

(ii) A computer hardware salesperson

(iii) An account executive who sells commercial time for a television channel