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BBS 4th year Fundamentals of Selling Important Questions PDF
Following are the BBS 4th year Fundamentals of Selling Important Questions PDF.
CHAPTER 1: -INTRODUCTION;(2/5/10 Marks)
1. What is selling? Write down its natures.
2. Explain the role of selling in society and in a firm.
3. What are the duties of a sales representative? Explain.
4. Write down the types of jobs.
5. Discuss the essential knowledge for successful selling.
6. Explain the qualifications for success in a sales job.
7. Is selling art a profession?
8. Write down the differences between the marketing concept and the selling concept.
9. Short Notes; a. Missionary Selling. b. Retail Selling and Trade Selling. c. Mass Selling and Personal Selling.
Also Read: BBS 4th Year Fundamentals of Selling Notes PDF
CHAPTER 2: – UNDERSTANDING SALES PROCESS;(2/15 Marks)
1. Give any four methods of handling customer objections.
2. Who are prospects?
3. Give the meaning of prospecting.
4. Define prospecting and describe the methods of prospecting and qualifying customers.
5. Discuss the need for handling customer complaints.
6. Define: – Closing the sale, team-up follow, objection, approach, programme presentation, sale presentation, MAAN.
Read: BBS 4th year All subject Notes.
CHAPTER 3: – COMMUNICATION AND TRANSACTIONAL ANALYSIS IN SALES JOB; (2/5/10/15 Marks).
1. What is two way Communication?
2. Differentiate between verbal and non-verbal communication.
3. State any four factors affecting effective communication.
4. Explain the process of communication.
5. Explain the factors affecting effective communication.
6. What is non-verbal communication? How can a buyer send their non-verbal communication in selling?
7. Explain the transactional analysis in a sales job.
8. Write down the roles of communication in selling a job.
9. Define listening and questioning.
10. Define Communication. Write down its elements.
11. What do you understand by communication? Describe the verbal and non-verbal communication.
12. Write shorts on: a. Hooking the Adult.
Also Read: TU BBS 4th year Syllabus & subjects.
CHAPTER 4: BUYER BEHAVIOR AND BUYING PROCESS (2/5/10/15 Marks)
1. Point out the economic factor affecting consumer buying decisions.
2. Differentiate between individual buyers and industrial buyers.
3. What do understand by customer satisfaction?
4. State the organizational buying process.
5. In what terms does consumer buying differs from organizational buying? Discuss.
6. Explain the factors affecting the buyer’s decisions.
7. Discuss the organizational buying process.
8. What is buyer behavior? Explain the difference between individual buying and Organizational buying.
9. Give the meaning of buyer behavior. Also, explain the factors affecting individual buying decisions.
10. Write Short Notes on; a. Reference Group. b. Purchase Decision. c. Post-purchase decision. d. Customer care.
Also Read: BBS 4th Year Fundamentals of Selling 2081 Questions Paper.
CHAPTER 5: BUILDING FUTURE SALESAND CUSTOMER RELATIONS.(2/5/10/15 Marks)
1. State the importance of developing goodwill.
2. What is the need for handling customer complaints?
3. Point out any four methods of establishing goodwill.
4. What is the meaning of goodwill? Describe various methods of establishing goodwill.
5. Define non-buyers and explain the methods of improving relations with the non-buyers.
6. What are the methods of handling customer complaints? Explain.
7. What are the after-sales services to the customers? Discuss.
8. Difference between warranty and guarantee.
9. What is a customer complaint? What are the methods of handling customer Complaints
10. Who are the customers? Analyze the types of customers and their characteristics.
11. Write short notes on: a. Warranty.
CHAPTER 6: – MANAGING SALES FORCES IN THE ORGANIZATION. (2/10/15 MARKS)
1. Mention any four tasks of sales- force management.
2. Why do you think there is a need for motivation to sales force?
3. State the challenges in sales force selection.
4. Give any two differences between recruitment and selection.
5. Explain the challenges of sales force selection.
6. Discuss the method of recruitment used in the Nepalese Organization.
7. Discuss designing the sales force. 8. What are the methods of sales training? Describe.
9. Explain the meaning and methods of sales training.
10. Describe the meaning and tasks of sales force management. What are the challenges of sales force selection?
CHAPTER 7: ARANGEMENT OF SALES TERRITORIES (2/5/10/15 Marks)
1. Define the concept of sales territory.
2. State the need for establishing a sales territory.
3. Write down the reasons for not having sales territories.
4. Show your acquaintance with the term ‘sales territory’.
5. Give the concept of sales territory. Also, discuss the need for establishing a sales territory.
6. What is territory management? Explain the elements of territory management.
7. Write short notes on: a. Reasons for not having sales territories. b. Territory Allocation. c. Customer sales planning. d. Scheduling and Routing. e. Territory and customer evaluation.
CHAPTER 8: ARRANGEMENT OF SALES QUOTAS (2/10/15 Marks)
1. Define the sales quota.
2. What are the problems of establishing sales quotas?
3. State the objectives of sales quotas.
4. What are the methods of setting sales quotas? Explain.
5. Explain the types of sales quotas.
6. Give the concept of sales quotas. Also, discuss the methods of setting sales quotas.
7. Give the meaning and types of sales quota. Also, describe the methods of setting quotas.
CHAPTER 9: INTERNATIONAL SALES (2/10/15 Marks).
1. What are the difficulties in selling abroad?
2. What are the sales opportunities abroad?
3. Write down the methods of selling in the foreign market.
4. Why do you think selling abroad is difficult? 5. What is direct marketing?
6. Point out any four difficulties in selling abroad.
7. Discuss the major difficulties of selling in the international markets.
8. Discuss the methods of selling in foreign markets.
9. Discuss the methods of identifying buyers in foreign markets.
10. Give the meaning of international sales. Describe the major tools in international sales.
11. Write short notes on; a. Referral Marketing. b. E-Marketing/Internet Marketing.
CHAPTER 10: – SUPERVISING, EVALUATING, AND CONTROLLING SALES AND SALES PERSONNEL.(2/10/15 Marks).
1. State the process of sales control.
2. State the need of sales evaluation.
3. What is sales audit and market audit?
4. Describe the methods of measuring the sales organization’s effectiveness.
5. Explain the classification of marketing expenses in the sales budget.
6. What do you mean by Management by Objectives (MBO)? Explain the process of sales control.
7. Write shorts on; a. Market Share Analysis. b. Management by Objectives. c. Credit Control. d. Budgetary Control and Ratio Analysis.
Hence, these are the BBS 4th year Fundamentals of Selling Important Questions PDF.
Other Important Link
a. BBS 4th Year Proposal Sample PDF
b.BBS 4th-year project report pdf
