1. a) Define the terms sales and sales management. Discuss briefly the sales strategy formulation process and its limitation if any.

b) Trace the evolution and growth of personal selling by the help of secondary data and internet sources as well.

2. a) Why communication skills are essential in sales job? Elaborate when and why nonverbal communication becomes essential in the context of sales situation. Substantiate.

b) Explain the concept of merchandising and its role and functions. Highlight the role of a sales person in the context of visual merchandising.

3. a) What is Job Analysis? Discuss with suitable examples the steps involved in planning recruitment function in an organization.

b) What are the objectives of sales evaluation? Explain the need and purpose of sales evaluation and control systems in the context of sales force management.

4. a) Explain the importance of sales forecasting its meaning purpose and scope. What are the quantitative methods of forecasting that a sales manager can use for the purpose of sales forecasting?

b) What is a sales organization? Discuss the need for a sales organization and the process involved in designing the sales organization.