Examination Paper: Sales Management
IIBM Institute of Business Management 1
IIBM Institute of Business Management
Examination Paper MM.100
Sales and Distribution Management
Section A: Objective Type (30 marks)
This section consists of Multiple Choice questions & short notes type questions.
Answer all the questions.
Part one questions carry 1 mark each & Part Two questions carry 5 marks each.
Part One:
Multiple Choices:
1. Out of the following which gap arise when the sales force does not have the required knowledge, skills or capabilities to become successful on the Job.
a. Knowledge gap
b. Capability gap
c. Methods gap
d. Training gap
2. This method is used by the trainers to present more information in a short time to a
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The interviews were conducted by
Sunil Kumar and the marketing director and the selected candidates were given the appointment letters.
Some of the candidates had a problem of finding suitable residence, but the company policy did not provide any consideration for he3 same. Sunil Kumar conducted one-week training programme and generally guided the new salesperson, who reported to him directly. There was a delay in the receipt of the fans from the factory, located at Baroda in Gujarat. During this period of three months, Sunil Kumar was asked to conduct market surveys and look after advertising function of the entire group. He asked the salespersons to collect market information on various other products like water purifiers, power tillers, and so on in which the group was interested to diversify. During this period, two salespersons suddenly stopped coming to work, after collecting their salaries of the previous working month.
Questions:
1. What improvements do you suggest in the staffing process followed by the company?
2. Was Sunil Kumar right in getting market surveys done by the new salesperson?
Caselet 2
Snow White Paper Company is located in an agricultural belt about 300 kilometers from a metro city.
The company is into writing and printing papers. Its primary raw material is wheat straw. Last year, the company had a turnover of Rs. 134 crore on a volume of 45,000 tons of paper. While preparing the business plan for the current year, the top
These candidates’ applications are placed on file for one year. Candidates who are placed in this category are those ones who demonstrate average academic qualification and knowledge of job related skills. Most of the time, these candidates demonstrate excellent people skills and other personal traits. Letters are sent to these candidates informing them of the decision. In addition, candidates are encouraged to keep waiting as they will be contacted as soon as a vacant position arises in the organisation. (Schuler, 1998)
product, the company name and the company’s saying is written in bold white print. The
Introduction: In this assignment I will be giving information the following point talk about each sales staff must do or be like when working for these different scenarios. Also I have included the sales technique out of four of them: Cold-calling, Face to face, Telemarketing and drop in visits. Also I have included their own personal interpersonal skills of what it takes to be a sales staff to be working for those scenarios, I have also included examples and relevant pictures.
The recruitment and selection process have different stage that all have to be to follow, to select the right candidates for the job vacancies.
Part I. Each question is worth 3 points. For multiple choice questions, use highlight or bold to mark your answers.
The company’s products are not selling in the market even after making several changes and reforms in the operation process i.e. experiencing difficulty in gaining traction in the market.
Rubric: The quiz is worth 25 points. Each selected-response question is worth 1 point. The student will receive 1 point for selecting the correct answer. Each constructed-response is worth 5 points. In order to receive all 5 points for each constructed response, the student must fulfill the criteria below. The minimum passing score is 19 out of 25
Section A: Answer all questions. Total 42 points – each question in this section carries 3.5 points. Write the responses to ALL questions in your answer sheet.
4. There are 40 multiple-choice questions on the exam. Each question is worth 2.5 points.
seen great success with its toy product. This company is looking to expand its business
Question #1 is worth 5 points – all others are worth 1 point each. Either type your answers directly onto THIS sheet OR create a new file and number your answers 1, 2, 3, etc.
c. Absence of historical experience with which products they had never sold, or they have less experience for sell it because of changing circumstances, for example, selling enterprise's marketing policies or relationships with its customers has some changes.
Drive to Learn : Sales Team Florida want to learn more about the opportunity from the new market
This term paper exercise is designed to have you study the specific sales practices of a company
•Part one questions carry 1 mark each & Part two questions carry 5 marks each.