45. Exam Papers for Sales Management in BBA (With Answers)

,Exam Papers for Sales Management in BBA



PAPER # 1
**Instructions:**
- Answer all questions.
- Clearly mark your answers.


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


1. **What is the primary goal of sales management?**
a) Customer satisfaction
b) Profit maximization
c) Employee motivation
d) Market research


2. **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. **Explain the concept of sales forecasting.**
a) Predicting customer preferences
b) Estimating future sales performance
c) Analyzing past sales data
d) Setting sales quotas


4. **What is the purpose of a sales budget?**
a) Evaluate employee performance




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, b) Allocate resources and set targets
c) Track customer complaints
d) Conduct market research


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### Section B: Short Answer Questions (2 marks each)


5. **Define the term 'sales funnel' and explain its significance in sales management.**


6. **Briefly describe three different types of sales strategies.**


7. **How can technology, such as Customer Relationship Management (CRM) systems,
contribute to effective sales management?**


8. **Explain the concept of 'territory management' in sales.**


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


9. **Discuss the role of motivation in sales management. Provide examples of
motivational strategies that can enhance the performance of sales teams.**


10. **Examine the impact of globalization on sales management. How can sales
managers adapt their strategies to operate in an international business environment?**


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## Answers


### Section A: Multiple Choice Questions




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