Exam Details
| Subject | Seles Management | |
| Paper | ||
| Exam / Course | B.Sc Fashion Merchandizing & Retail Management (BSCFMRM) | |
| Department | School of Engineering & Technology (SOET) | |
| Organization | indira gandhi national open university | |
| Position | ||
| Exam Date | December, 2015 | |
| City, State | new delhi, |
Question Paper
00408
No. of Printed Pages: 2 IBFW-OIO I
B.Sc. FASHION MERCHANDISING AND
RETAIL MANAGEMENT (BSCFMRM)
Term-End Examination
December, 2015
BFW-010 SALES MANAGEMENT
Time: 3 hours Maximum Marks: 70
Note: Attempt any seven questions. All questions carry equal marks.
1. What is sales organisation Explain the steps for setting up a sales organisation in detail.
2. Why do we use quota in the management of sales Explain the different types of sales quotas.
3. Explain the different methods of salesforce compensation in detail.
4. What are the merits and demerits of line and staff sales organisation Also draw the line diagram.
5. Explain briefly the importance of job analysis. Write down the contents of the job description.
6. Discuss the importance of Sales training programme. State the various methods used by the organisation for providing training.
7. What are the implications of the promotional policies of an organisation in sales?
8. Write short notes on any two of the following:
Shock Approach
Relationship Strategy
Sales Contests
No. of Printed Pages: 2 IBFW-OIO I
B.Sc. FASHION MERCHANDISING AND
RETAIL MANAGEMENT (BSCFMRM)
Term-End Examination
December, 2015
BFW-010 SALES MANAGEMENT
Time: 3 hours Maximum Marks: 70
Note: Attempt any seven questions. All questions carry equal marks.
1. What is sales organisation Explain the steps for setting up a sales organisation in detail.
2. Why do we use quota in the management of sales Explain the different types of sales quotas.
3. Explain the different methods of salesforce compensation in detail.
4. What are the merits and demerits of line and staff sales organisation Also draw the line diagram.
5. Explain briefly the importance of job analysis. Write down the contents of the job description.
6. Discuss the importance of Sales training programme. State the various methods used by the organisation for providing training.
7. What are the implications of the promotional policies of an organisation in sales?
8. Write short notes on any two of the following:
Shock Approach
Relationship Strategy
Sales Contests
Other Question Papers
Departments
- Centre for Corporate Education, Training & Consultancy (CCETC)
- Centre for Corporate Education, Training & Consultancy (CCETC)
- National Centre for Disability Studies (NCDS)
- School of Agriculture (SOA)
- School of Computer and Information Sciences (SOCIS)
- School of Continuing Education (SOCE)
- School of Education (SOE)
- School of Engineering & Technology (SOET)
- School of Extension and Development Studies (SOEDS)
- School of Foreign Languages (SOFL)
- School of Gender Development Studies(SOGDS)
- School of Health Science (SOHS)
- School of Humanities (SOH)
- School of Interdisciplinary and Trans-Disciplinary Studies (SOITDS)
- School of Journalism and New Media Studies (SOJNMS)
- School of Law (SOL)
- School of Management Studies (SOMS)
- School of Performing Arts and Visual Arts (SOPVA)
- School of Performing Arts and Visual Arts(SOPVA)
- School of Sciences (SOS)
- School of Social Sciences (SOSS)
- School of Social Work (SOSW)
- School of Tourism & Hospitality Service Sectoral SOMS (SOTHSM)
- School of Tourism &Hospitality Service Sectoral SOMS (SOTHSSM)
- School of Translation Studies and Training (SOTST)
- School of Vocational Education and Training (SOVET)
- Staff Training & Research in Distance Education (STRIDE)
Subjects
- Applied Science
- Business Communication-I
- Business Communication-II
- Business Economics
- Computer Science
- Consumer Behaviour
- Customer Relationship Management
- Elements of Fashion
- Financial Management
- Franchising
- Fundamentals Of Management
- Fundamentals of Retail-I
- Fundamentals of Retail-II
- Import Export Documentation
- International Retailing
- Introduction To Manufacturing Technique
- Mall Management
- Managerial Economics
- Manufacturing Technique - I
- Manufacturing Technique - Ii
- Marketing Management
- Non-Store Retailing
- Personality Development
- Principles Of Management
- Product Knowledge - I
- Product Knowledge / Material Foundation
- Product Knowledge-Ii
- Retail Banking
- Retail Communication
- Retail Merchandising-I
- Retail Merchandizing - II
- Retail Merchandizing - Iii
- Retail Operations - Ii
- Retail Operations-I
- Retail Organization - I
- Retail Organization Ii
- Retail Planning & Site Selection
- Retail Strategy
- Seles Management
- Supply Chain Management