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This particular Assignment references the syllabus chosen for the subject of Pharmaceutical Sales Management, for the January 2024 - July 2024 session. The code for the assignment is MVE-06 and it is often used by students who are enrolled in the PGDPSM Degree.
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Q1. Differentiate between the sales concept and the marketing concept?
Q2. Differentiate between advertising and personal selling?
Q3. Briefly explain the difference between written communication and oral communication.
Q4. “Handling of samples” is an integral part of any pharmaceutical product. Explain.
Q5. What factors determine the length of the channel of distribution?
Q6. Explain the significance and purpose of sales display? Give suitable examples.
Q7. Explain the different methods / Modules of training? Which one is recommended to train a newly recruited MR?
Q8. What are the factors influencing design of compensation scheme?
Q9. What is the need and purpose of monitoring system? What parameters are used to monitor sales?
Q10. Explain the need for sales organization?
Q1. Fill in the blanks:
i. ----------------------------- is the set of marketing tools that the firm uses to pursue its marketing objectives in the target market.
ii. Personal Selling is more effective during the ------------------------ stage.
iii. The three common ways in which online product is purchased are ---------, --------, -------.
iv. The sales budget uses the -------------- as a point of departure.
v. Preparation of sales expense budget is primarily the responsibility of ----------------.
Q2. True or False:
i. Establishing sales territories assures proper market coverage
ii. Projecting past sales is totally unreliable for use in sales forecasting
iii. Quotas are quantitative objectives assigned to specific sales unit
iv. The sales budget is a projection of what a given sales programme should mean in terms of sales volume and profits
v. The original source of data for sales analysis is sales forecast
Q3. Match the following:
i. Marketing Mix a. Gestures
ii. Buying- Formula Theory b. Theories of selling
iii. Kinesics c. Ads and Malware
iv. To point d. Non verbal Communication
v. Trojans e. Four P’
Q4. Write short answers on any two:
i. Factors determining length of the Channel
ii. Qualities of a good medical representative
iii. Sales forecasting for new products
Q4. Differentiate between any two:
i. Pharmaceutical products and consumer products.
ii. Structured Interview and non- structured interview
iii. Centralization vs. Decentralization
Q5. What are the different modules of training and which module would you suggest for training a newly recruited Medical Representative?
Q6. What is Presentation? Explain the types of Sales Presentation.
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