What is the process of personnel research? ANSWER -

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Personnel Management
Total Marks: 80
Note : All Questions are Compulsory
Each Question Carries Equal Marks 10 Marks
1. Define Performance appraisal. How is the data of
employee collected for evaluation?
2. What is the process of personnel research?
3. What are the problems in performance appraisal?
4. What are the channels of communication?
5. How is audit report prepared? Give example
6. What is the responsibilty of corporate towards community
and government?
7. What is the future of personnel function in india?
8. What is promotion? What are the bases of promotion?

Sales Management
N. B : All Questions are Compulsory
1. a) Describe AIDAS theory of selling (5 Marks)
b) Explain the steps involved in prospecting (5 Marks)
2. Describe at length sales related marketing policies (20 Marks)
3. Explain the following in determining the size of the Sales force
(15 Marks)
a) Work load method
b) Sales potential method
c) Incremental method
4. What are the steps involved in setting up a Sales organization. Explain them. (10 Marks)
5. Identify the different marketing activities and other departments co-ordinating with personnel
selling. (10 Marks)
6. Ennumerate different approaches for making the distribution channel more efficient.
(10 Marks)
7.What are the different training methods applicable for salesman? How would you select the
different training methods. (10 Marks)
8. How motivation place an important role in the Sales management. Explain the different
theories involved in this. (15 Marks)
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