Download "Personnel Selling and Salesmanship" Question Paper of B.A / B.Sc. 4th Semester Previous Years for Students.

B.A. /B.Sc. (General) 4th Semester
1046-Advertising, Sales promotion and Sales
SE Management (In all Mediums)
Paper-II: Personnel Selling and Salesmanship

 

Time Allowed: Three Hours] [Maximum Marks: 100

Note: - (1) Attempt any four questions from Section A. Each question is of 5 marks. Attempt any two questions from Section B. Each question is of 20 marks. (3) Attempt any two questions from Section C. Each question is 20 marks.

SECTION-A

(Write short notes on any four)

I. Door-to-door selling situations. 

II. Types of Sales Personnel

III. Buying motives.

IV. Selling as a career. 

V. Problems in selling. 

VI. Tour Diary.

SECTION-B

(Attempt any two questions) 

VII. Differentiate between personal selling and advertising. Under what circumstances personal selling is more effective than advertising? Explain with examples. 

VIII. Explain in detail AIDA model of selling.

IX. Explain in detail the various steps involved in the process of effective selling. 

X. "Personal selling costs nothing as compared to advertising." Explain. 20x2=40

SECTION-C

(Attempt any two questions) XI. Explain in detail the qualities of a successful salesperson with reference to consumer services.

XII. Discuss briefly the distribution network relationship. XIII. "Selling can be adopted as a career." Discuss the difficulties faced for making selling as an attractive career.

XIV. Discuss various reports and documents that a salesman is required to prepare while selling. 20x2=40