MMPM-002 · June 2023 · English
IGNOU MMPM-002 June 2023 Previous Year Question Paper
SALES MANAGEMENT
Structured previous year question paper for MMPM-002, June 2023 session.
Max marks: 100 · Questions: 5 · Sections: 3
Verified: 11 Sept 2026
MANAGEMENT PROGRAMME (MP)
Term-End Examination
June, 2023
MMPM–002 : SALES MANAGEMENT
Time : 3 Hours Maximum Marks : 100
(Weightage : 70%)
Note : Answer any three questions from Section A
Section B is compulsory. All questions carry
equal marks.
Section—A
Q1.(a) Explain the following terms with an example : 10
(i) Consultative Selling
(ii) Written Communication
(iii) Selection Process
(iv) Sales Audit
(b) What is the difference between AIDA theory of selling and buying behavior formula theory of selling ? Explain by taking the example of any sales situation of your choice.
Q2.(a) Enumerate the major objectives of communication in sales management function. Explain the importance of non - verbal communication in selling situations.
(b) Distinguish sales management from sales leadership. Explain the styles of sales leadership.
Q3.(a) What are the goals for which sales territories are conceive d ? Explain with an example. 10
(b) Explain the need and purpose for sales organization.
Q4.Answer any three from the following : 20
(a) Determination of the Size of Sales Force
(b) Industrial Selling
(c) Market Testing
(d) Remote Communication
(e) Indirect Communication
Section—B
Q5.(a) Discuss the process of identifying training needs of salesperso ns. What kind of training programme would you suggest in the following situations and why ? 20
(i) Training new recruits to a company selling textile machinery
(ii) Training senior salespersons identified for taking middle mana gement positions in the company
(iii) Pharmaceutical salesperson calling on doctors
(b) What constitute sales coaching ? Discuss the benefits of coaching salespeople.
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