Fifth Semester BBA Degree Examination, Nov 2011 Sales Management (Elective-II) Time: 3 Hours Max.

Marks: 75 Section A Answer any ten questions fro the following questions. Each question carries two marks. 1. Define Selling Process. 2. What do you mean by Buyer-Seller Dyad? 3. What do you mean by Producers Co-operatives? Provide one example. 4. What do you mean by Aggressive Selling? 5. Define Wholesaling. 6. Mention two traits of a good sales person. 7. What do you mean by Sales Control? Mention any two techniques used for the same. 8. What is Sales Audit? 9. What do you mean by Market Logistics? 10. What do you mean by Selective Distribution? Provide one example. 11. What do you mean by Sales Force Contest? 12. What do you mean by Sales Budget? Section B Answer any Eight questions from the following questions. Each question carries Five marks. 1. Develop suitable training program for a firm dealing in insurance services? 2. What do you mean by Prospecting? Explain various steps in prospecting with an example? 3. Explain major logistics function 4. Distinguish between Advertising and Personal selling? 5. Explain different Sales quota that can be set. 6. Explain Right Set of Circumstances theory. 7. Develop recruitment plan for appointment of sales executives for Pantaloons retailing venture into Karnataka. 8. Explain different functions of Sales Executive. 9. List any five consumers durable products for which personal selling are desired? 10. What is Sales Budget? Explain contents of sales budget. Section C (Compulsory) 1. Dominos Pizza is interested in bringing various flavors of Pizzas in Karnataka. The Top management is appointed you as a consultant with regard to a) Prepare sales force recruitment and selection methods. b) Design suitable training and compensation to sales force. c) Design sales territory to describe in Karnataka.

First Semester BBA Degree Examination, Nov 2011 Business Communication Time: 3 Hours Max. Marks: 75 Section A Answer any ten questions fro the following questions. Each question carries two marks. 1a. What do you mean by Letter Head b.What is Walk-in Interview? c. What is Letter of reference? d. What is Consensus? e. What are the different types of group communications? f. Mention two objectives of sales letter. g. What do you mean by morale? h. What is grapevine communication? i. What is Bank reference? j. State objectives of downward communication. k. What is quotation? l. What do you mean by non-verbal communication? Section B Answer any Eight questions from the following questions. Each question carries Five marks. 2. How can a manager become an efficient listener? In what way does it pat him in his career? 3. How does the grapevine operate in an organization? 4. What is a Motion? What are the essentials of a valid motion? 5. Distinguish between motion and resolution? 6. Briefly explain the layouts of a business letter? 7. Collection letters are usually written in series. Explain the statement and point out the function of each letter of the series. 8. In business communication courtesy and clarity are as important as conciseness and completeness. Discuss. Section C (Compulsory) 1. Draft minutes and Agenda for the Fifth Annual General meeting. (Assume Data) 2. Place an order for readymade garments (Specifying the item) with Lee garments asking for delivery 15 days before Dussehra. 3. Write a letter to Bhandari & Sons asking the status of the orders placed?