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                                                        Register Number:                                         3408
 8. What is training? Describe the various methods of
    training to salesman.                               Name of the Candidate:

 9. What is meant by Performance Evaluation                     DIPLOMA EXAMINATION - 2009
    Programme? Explain its merits and demerits.
                                                                       (SALES MANAGEMENT)
10. a) What is Job Analysis? How it will differ from
       Job Specification?                                                         (PAPER-II)

     b) State the procedures for selecting sales man.             120. SALES FORCE MANAGEMENT

                      %%%%%%                            May)                                            (Time: 3 Hours
                                                                              Maximum: 80 Marks

                                                                        Answer any FIVE questions.      (5  16 = 80)
                                                                       All questions carry equal marks.
                                                               1. Describe the various sales force leadership styles.

                                                               2. What is motivation? State the merits and demerits
                                                                  of monetary and non-monetary motivation.

                                                               3. What do you mean by sales force expense? Explain
                                                                  the strategic planning of sales force expense.

                                                               4. What is expense plan? State the characteristics of
                                                                  good expense plan and how to control the expense?

                                                               5. How will you estimate the market and sales
                                                                  potential?

                                                               6. Define: Sales Budget. Discuss the principles and
                                                                  various methods of sales budget.

                                                               7. Enumerate the advantages and disadvantages of
                                                                  sales management audit.

				
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