Roll No.__________________
14 March, 2015
Sarhad University, Peshawar
(Distance Education)
Paper
: Sales Management-MKT535
Examination: Final, Fall 2014
Total Marks: 70, Passing Marks (35)
Time Allowed : 3 hours
NOTE: Q.1 is compulsory; attempt any four questions from the remaining. All questions carry equal marks.
Phones and other Electronic Gadgets are not allowed.
Q1. Objective Questions (provide answer on your answer sheets)
i. Sales management is a business discipline which is focused on the practical application of sales techniques and the
management of a firm's sales operations (True/False)
ii. The purpose of sales is to turn an interest in a product into a commitment to purchase it (True/False)
iii. Planning of sales executives cover short period and concern near term personal selling objectives and how to attain
them (True/False)
iv. Planning of sales executives cover short period and concern near term personal selling objectives and how to attain
them (True/False)
v. One of the quality of effective sales executive is to utilize time efficiently (True/False)
Q2. Discuss the quality of effective sales executive?
Q3. Explain how personal selling strategy is formulated?
Q4. To attract sales people companies have different compensation plans, discuss different types of compensation plans?
Q5. Elaborate different training techniques companies can use to train their sales personnel?
Q6. What are the traits of good sales people? Explain
Q7. Write a note on the following
a) Territorial Sales force structure
b) Customer Sales force structure
Sales Management-MKT535-Fall-2014
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