Register Number : Name of the Candidate :

6104

P.G . DIPLOMA EXAMINATION, 2009

( MARKETING MANAGEMENT )

( PAPER - II )

120. SALES MANAGEMENT

AND MARKETING RESEARCH December ]

[ Time : 3 Hours

Maximum : 100 Marks

Answer any FIVE questions,

choosing not more than THREE from each Part.

Answers are to be amplied with examples.

All questions carry equal marks.

( 5 20 = 100)

PART - I

1. Explain the nature and scope of sales management.

management. Explain the evolution of sales

Turn Over

2 9. Examine the merits and limitations of the observation method in collecting material. Illustrate your answer with suitable examples. 10. Ho w w ill yo u differ ent iat e bet we en

2. What is personal selling ? Explain the types

of selling jobs.

3. What is demand forecasting ? Explain the steps

in the forecasting process. What are the types

of forecasts ?

descriptive statistics and inferential statistics ? Describe the important statistical measures often used to summarise the survey / research data.

4. What

is ACMEE in training program ?

Explain the different methods of giving training

to the sales personnel.

5. Explain the selection process in detail. Also,

explain the selection techniques.

PART - II

6. Explain the research process in detail.

7. What is the meaning of measurement in

research ? What difference does it make

whether we measure in terms of a nomial,

ordinal, interval or ratio scale ? Give suitable

examples.

8. What is research problem ? Define the main

issues which should receive the attention of

the researcher in formulating the research

problem. Give suitable examples to elucidate

your points.