PGDMM Exam www.unipune.ac.in Model Question Paper : University Of Pune

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Document Described : University Of Pune - Model Question Paper
P.G.D.M.M. (Semester – I) Examination, 2011
102 : SALES MANAGEMENT
(2008 Pattern)
Time : 3 Hours Max. Marks : 70
Instructions :1) Attempt any five questions.
2) All questions carry equal marks.

Model Question List : http://www.unipune.ac.in/university_...ld_papers5.htm
Model Question Page : http://www.unipune.ac.in/university_...mm_oct2011.pdf

1. Explain how Sales Management becomes an integral Part of Marketing Management and why it occupies an important role in success of an organisation ?
2. What is Sales forecasting and what are various methods of Sales forecasting ?
3. Why companies form a suitable organisation for sales of their Products ? How the Sales Organisation are different for Industrial Products and Consumer Products ?
4. “Companies give more importance for training of Sales Force”. Elaborate the statement.
5. “Compensating Sales Persons is different from employees of other departments in the organisation”. Explain the reasons as per statement and also write various methods of Compensation.
6. Write Sales Process and explain the various steps involved in the Process.
7. Write short notes on any two :
1) Sales force evaluation and Control
2) Sales Contests
3) Selling of Financial Services
4) Qualities of Salesman.

P.G.D.M.M. (Semester – I) Examination, 2011
101 : BASICS OF MARKETING
(2008 Pattern)
Time : 3 Hours Max. Marks : 70

Instructions : 1) Attempt any five questions.
2) All questions carry equal marks.

1. a) Define Marketing. How it differs from selling ?
b) Explain Holistic Marketing Orientation.
2. Discuss various “Macro-Environmental” factors to be considered while analyzing marketing environment.
3. What is “Target Marketing” ? State various strategies used for targeting the market.
4. Explain in detail the process of “Marketing Planning”.
5. State the need for Marketing Organizations. Discuss Functional and Geographic Organizations with examples.
6. Why marketing controls are necessary ? Discuss process of setting marketing controls and also various types of controlling techniques.
7. Write short notes (any 2) :
a) Consumer satisfaction V/s Consumer Delight.
b) Niche Marketing.
c) Buyer decision making process.