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Exam Papers for Sales Management in BBA

PAPER # 1
**Instructions:**
- Answer all questions
...


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### Section A: Multiple Choice Questions (1 mark each)

1
...
**Which of the following is a characteristic of effective salespeople?**
a) Aggressiveness
b) Over-promising
c) Poor communication skills
d) Lack of product knowledge

3
...
**
a) Predicting customer preferences
b) Estimating future sales performance
c) Analyzing past sales data
d) Setting sales quotas

4
...
**Define the term 'sales funnel' and explain its significance in sales management
...
**Briefly describe three different types of sales strategies
...
**How can technology, such as Customer Relationship Management (CRM) systems,
contribute to effective sales management?**

8
...
**

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### Section C: Essay Questions (10 marks each)

9
...
Provide examples of
motivational strategies that can enhance the performance of sales teams
...
**Examine the impact of globalization on sales management
...
b) Profit maximization
2
...
b) Estimating future sales performance
4
...
**Sales Funnel:** The sales funnel represents the stages a potential customer goes
through before making a purchase
...
It helps sales managers understand and optimize the
sales process
...
**Sales Strategies:**
a) Consultative Selling: Focuses on building long-term relationships by understanding
customer needs
...

c) Relationship Selling: Centers on building strong connections with customers to
foster loyalty
...
**Technology in Sales Management:** CRM systems assist in managing customer
relationships, tracking sales performance, and improving communication
...


8
...
It helps in efficient resource
allocation and customer coverage
...
**Role of Motivation in Sales Management:** Motivation is crucial in sales to enhance
productivity and achieve sales targets
...


4

10
...

Sales managers must adapt by customizing strategies for different regions,
understanding local preferences, and building a globally diverse sales team
...

Answer: Sales management is the process of planning, directing, and controlling the
sales activities of an organization
...
Sales management is important because it
plays a vital role in the achievement of an organization's overall goals
...

Question 2: What are the different types of selling processes?
Answer: There are two main types of selling processes:


Transactional selling: This is a short-term selling process that is focused on
closing a single sale
...




Relationship selling: This is a long-term selling process that is focused on
building and maintaining relationships with customers
...


Question 3: What are the different types of sales territories?
Answer: There are four main types of sales territories:

5



Geographic territories: These territories are based on geographic
boundaries, such as countries, states, or cities
...




Product-type territories: These territories are based on the type of product or
service sold
...


Section B
Question 4: Discuss the importance of sales forecasting
...
It is an important
tool for sales managers because it helps them to:


Set realistic sales goals for their team
...




Develop sales strategies and programs
...


Question 5: What are the different methods of sales forecasting?
Answer: There are many different methods of sales forecasting
...




Expert opinion: This method involves using the judgment of sales experts to
predict future sales
...




Statistical methods: This method involves using statistical models to predict
future sales
...
Some of the most
common types include:


Straight salary: This type of plan pays salespeople a fixed salary each month
...




Bonus: This type of plan pays salespeople a bonus based on their
performance, such as meeting or exceeding sales goals
...


Section C

6

Case Study:
Company: ABC Company is a manufacturer of consumer electronics
...

Challenge: ABC Company is facing a challenge in the form of increased competition
from foreign manufacturers
...

Task: The sales manager of ABC Company has been tasked with developing a plan to
increase sales
...
What are some of the factors that the sales manager should consider when
developing a sales plan?
2
...
How can the sales manager measure the success of the sales plan?
Answers:
1
...
Some of the specific actions that the sales manager can take to increase sales
include:

7



Hiring more salespeople



Expanding the company's sales territory



Developing new products or services



Increasing the company's marketing budget



Offering discounts and promotions



Improving the company's customer service

3
...
Which of the following is NOT a function of sales management?
o

A
...
Sales territory management

o

C
...
Product development

2
...
Sales forecasting

o

B
...
Sales control

o

D
...
Which of the following is NOT a type of sales territory?
o

A
...
Non-exclusive territory

o

C
...
Competitive territory

4
...
Number of sales calls made

o

B
...
Number of units sold

o

D
...
Which of the following is NOT a benefit of sales training?
o

A
...
Reduced customer churn

o

C
...
Reduced costs

Section B
Short Answer Questions (Answer each question in 2-3 sentences)
6
...
What are the different types of sales compensation plans?
8
...
What are the different methods of sales training?
10
...
Discuss the importance of sales management in an organization
...
Explain the different steps involved in the sales process
...
Discuss the different factors that influence sales performance
...
What are the challenges faced by sales managers in the digital age? How can
they overcome these challenges?

9

15
...

Answers:
Section A
1
...
B
3
...
A
5
...
Sales forecasting is the process of estimating future sales, while sales planning
is the process of developing a strategy to achieve those sales goals
...
The different types of sales compensation plans are:
o

Straight salary

o

Commission

o

Salary plus commission

o

Bonus

8
...
The different methods of sales training are:

10

o

On-the-job training

o

Classroom training

o

Online training

o

Blended learning

10
...
Sales management is important in an organization because it helps to achieve
sales goals, increase revenue, and build customer relationships
...
They also
develop and implement sales strategies, and track and analyze sales
performance
...
The different steps involved in the sales process are:
o

Prospecting

o

Qualifying

o

Needs assessment

o

Presentation

o

Handling objections

o

Closing the sale

o

Following up

13
...
g
...
g
...
g
...
g
...
g
...
The challenges faced by sales managers in the digital age include:
o

11

The increasing importance of online sales

o

The growing power of the customer

o

The need to adapt to new technologies

PAPER # 4
Section A (Short Answer Questions)
1
...
What are the different functions of sales management?
3
...
What is the sales process?
5
...
What are the different sales territory design methods?
7
...
What are the different sales motivation techniques?
9
...
What are the different sales performance evaluation methods?
Answers
1
...

2
...
The different types of sales organizations include:

12

o

Direct sales organizations

o

Indirect sales organizations

o

Hybrid sales organizations

4
...
The sales process typically includes the following steps:
o

Prospecting

o

Qualifying

o

Approach

o

Presentation

o

Handling objections

o

Closing

5
...
The different sales territory design methods include:
o

Geographic method

o

Customer type method

o

Workload method

7
...
The different sales motivation techniques include:
o

Monetary incentives

o

Non-monetary incentives

o

Recognition and rewards

o

Competition

9
...
The different sales performance evaluation methods include:
o

Sales quotas

o

Sales activity reports

o

Customer satisfaction surveys

o

360-degree evaluations

Section B (Long Answer Questions)
1
...

2
...

3
...

4
...

5
...

Answers
1
...
The different factors that影響 sales territory design include:
o

Geographic factors

o

Customer factors

o

Salesperson factors

o

Competitive factors

3
...
The different sales motivation techniques include:
o

Monetary incentives: These incentives include financial rewards such as
commissions, bonuses, and prizes
...


o

Recognition and rewards: These incentives involve praising and rewarding
salespeople for their achievements
...


The effectiveness of sales motivation techniques depends on a number of factors,
including the type of salesperson, the sales culture of the organization, and the specific
incentive being offered
...
The different sales training methods include:

15

o

On-the-job training: This training method involves pairing new salespeople
with experienced salespeople so that they can learn the sales process and
the company's products or services firsthand
...


o

Online training: This training method involves teaching salespeople about
the sales process, the company's products or services, and sales
techniques through an online learning platform
...


PAPER # 5
Section A
Answer any five questions out of six
...
Define sales management and explain its importance in a business organization
...
Discuss the various functions of sales management
...
Explain the different types of sales forecasting methods
...
What are the different types of sales territories? Discuss the factors to consider
when designing sales territories
...
Explain the different stages of the personal selling process
...
What are the different types of sales compensation plans? Discuss the
advantages and disadvantages of each type of plan
...

Case Study:
ABC Company is a leading manufacturer of consumer durables in India
...
ABC Company sells its products through a network
of over 1000 dealers across the country
...
As a result, the company's sales have stagnated
...

Questions:
1
...
What are some of the strategies that ABC Company can adopt to improve its
sales performance?
3
...
Define sales management and explain its importance in a business organization
...
It is one of the most important functions in
any business, as it is responsible for generating revenue and profits
...
It is
responsible for developing and implementing sales strategies, recruiting and training
salespeople, setting sales targets, and motivating and evaluating the sales team
...
Discuss the various functions of sales management
...




Sales planning: This involves developing strategies to achieve the company's
sales goals
...




Sales recruitment and training: This involves recruiting and training qualified
salespeople
...




Sales control: This involves monitoring and evaluating the sales performance of
the sales team
...
Explain the different types of sales forecasting methods
...




Expert opinion: This involves collecting and analyzing the opinions of
experts, such as salespeople and sales managers, to forecast future sales
...




Statistical methods: This involves using statistical methods to forecast future
sales on the basis of historical data and market trends
...
What are the different types of sales territories? Discuss the factors to consider
when designing sales territories
...




Customer territories: These territories are defined on the basis of customer
type, such as industry, size, or location
...


The following factors should be considered when designing sales territories:


Customer density: The number of potential customers in a territory
...




Sales potential: The potential sales from a territory
...




Salesperson's skills and experience: The skills and experience of the
salesperson who will be assigned to a territory
...
Explain the different stages of the personal selling process
...




Pre-approach: This involves gathering information about potential customers and
developing a sales approach
...


PAPER # 6
Section A
1
...

2
...

3
...

Section B
4
...

5
...

6
...

Section C
7
...
(10 marks) Discuss the different strategies that sales managers can use to
improve sales performance
...
(10 marks) Explain the role of sales management in customer relationship
management (CRM)
...
Sales management is the process of planning, organizing, directing, and
controlling the sales activities of an organization
...

2
...
Sales forecasting is the process of estimating future sales
...
There are a number of different sales forecasting
methods, including:
o

Historical data analysis

o

Market research

o

Expert opinion

o

Causal methods

Section B
4
...
Sales territory design is the process of dividing a
market into sales territories in a way that is efficient and effective
...
The different stages of the personal selling process are:

20

o

Prospecting

o

Pre-approach

o

Approach

o

Presentation

o

Handling objections

o

Closing

o

Follow-up

6
...
The different challenges faced by sales managers in the 21st century include:
o

Increasing competition

o

Globalized markets

o

Changing customer needs and expectations

o

Technological advancements

8
...
Sales management plays a vital role in CRM
...
They also need to work closely with other departments,
such as marketing and customer service, to ensure that the organization is
providing a seamless customer experience
...
Define sales management
...
It includes the development and implementation of
sales strategies, as well as the recruitment, training, and motivation of salespeople
...
What are the main functions of sales management?
Answer: The main functions of sales management are:


Sales forecasting: Estimating future sales demand
...




Sales quota setting: Establishing sales goals for individual salespeople and sales
teams
...




Salesperson training: Developing the skills and knowledge of salespeople
...




Sales performance evaluation: Assessing the performance of salespeople and
identifying areas for improvement
...
What are the different types of sales forecasting methods?
Answer: The different types of sales forecasting methods are:


Time series methods: These methods use historical sales data to predict future
sales
...




Judgmental methods: These methods rely on the opinions and expertise of sales
managers and other experts to predict future sales
...
What is the importance of sales territory management?
Answer: Sales territory management is important because it helps to:


Ensure that all sales territories are covered by salespeople
...




Help salespeople to focus on their specific territories and develop relationships
with customers in those territories
...
What are the different types of selling processes?
Answer: The different types of selling processes are:

22



Traditional selling process: This process involves the following steps:
prospecting, qualifying, needs assessment, presentation, handling objections,
closing, and follow-up
...




Solutions selling process: This process involves the salesperson helping the
customer to identify and solve their business problems
...
A sales manager is responsible for developing a sales strategy for a new product
line
...
A sales manager is responsible for recruiting and selecting new salespeople
...
A sales manager is responsible for motivating and evaluating salespeople
...




Providing regular feedback and recognition
...




Creating a positive and supportive work environment
...
A sales manager is responsible for developing and implementing a sales training
program
...




Product knowledge
...




Negotiation
...




Objection handling
...
A sales manager is responsible for developing a sales budget
...
What is the primary goal of sales management?
a
...
Increasing market share
c
...
All of the above

2
...
Prospecting
b
...
Closing the sale
d
...
Explain the concept of a sales territory
...
Define it and mention its importance in sales management
...
What role does motivation play in sales management? Provide two examples
...
Define the term "sales forecast" and explain its significance in sales management
...
Discuss the importance of building and maintaining strong relationships with
customers in sales management
...
Explain the concept of sales quotas
...
Describe three different types of sales compensation plans
...


25

**Section C: Case Study (20 marks)**

**Case Study: XYZ Electronics**

XYZ Electronics is a company that specializes in selling electronic gadgets
...
The company is considering implementing a new sales management
strategy
...
Analyze the challenges faced by XYZ Electronics in sales management
...
Propose a comprehensive sales management strategy for XYZ Electronics
...


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**Answers**

**Section A: Multiple Choice Questions**

1
...
All of the above
2
...
Advertising
3
...
It is important
for effective coverage of potential customers and efficient allocation of resources
...
Motivation in sales management is crucial for boosting performance
...

5
...
It helps in planning, budgeting, and
resource allocation in sales management
...
Building strong customer relationships is vital in sales management as it leads to
customer loyalty, repeat business, and positive word-of-mouth
...


7
...
They can be used to
drive performance, measure effectiveness, and allocate resources
...


8
...
Salary provides stability, commission rewards performance, and combination
plans balance both
...


**Section C: Case Study**

9
...
Proposed Sales Management Strategy:
- Conduct a thorough market analysis
- Implement a customer relationship management (CRM) system
- Provide continuous training for the sales team
- Set realistic and motivating sales targets
- Utilize social media and digital marketing for customer engagement
- Establish a feedback mechanism for continuous improvement

27

KEYWORDS:

1
...
**BBA Sales Management**
3
...
**BBA Exams**
5
...
**Business Administration**
7
...
**Sales and Distribution**
9
...
**BBA Study Materials**
11
...
**Business Exams**
13
...
**Sales Force Management**
15
...
**BBA Sample Papers**
17
...
**Business Exam Solutions**
19
...
**BBA Business Communication**

28



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