IGNOU MMPM-002 June 2025 Previous Year Question Paper

Q1.Discuss the concept of objection handling in sales. What are the ways and means of [ 2 ] MMPM–002 handling objections by salespersons ? Give examples in support.

Q2.(a) Explain the qualities essential for a successful salesman.

(b) Why sales displays are increasingly becoming important for marketers ? Discuss the different types of sales display used and their importance with examples.

Q3.(a) What interpersonal communication skills are needed in sales profession ? Discuss by taking specific examples.

(b) What are the primary objectives of conducting a sales audit , and how can businesses benefit from this process ? Explain the process of sales audit.

Q4.Write short note s on any three of the following :

(a) Principles of Negotiations

(b) Various so urces of salesforce recruitment

(c) Sales planning process–steps involved

(d) Types of sales budget

(e) The market build -up approach of territory design

Q5.As a sales manager of a company, you just received a memo from your boss concerning your company’s current position in the market. Over the last several years, the company has slowly lost market share. Your boss feels that the sales force has become complacent and has not been aggressive enough in the market. His remedy for the declining market share is that the sales - people should become more aggressive. Furthermore, he believes that for accomplishing this, you may raise the [ 4 ] MMPM–002 quotas and the sales force compensation proportionately. Questions :

(a) How will you respond to you r boss ? Give reasons in support.

(b) Do you agree or disagree with his remedy ? Why or why not ?

(c) What are the positive and negative outcomes of rai sing the quota and compensation of salespeople ?