Match the following:

i. Paralanguage

a. Interviewing

11. Theories of selling

b. Territory Design

Rating Scale

c. Pay per click

iv. CPC

d. ECHO

V. Workload Approach

e. Voice Patterns

What do you mean by Sales Quota? How are quotas set?

True or False:

i. The text or body of an advertisement is known as advertising copy.

ii. Principles of Unity mean various elements of display appear unified and seen as a whole and complex unit.

111. Establishing sales territories assures proper market coverage.

iv. The sales budget uses the sales quota as a point of departure.

V. Evaluation frequency or Periodicity is the timings of sales force evaluation.

Write short answers on any two:

i. Evolution of Marketing

ii. Situation Conducive for Personal Selling

Buying-Formula Theory

. Explain the types of Direct & Indirect Compensation

. Fill in the blanks:

i. Marketing Concept is capable of keeping the organization free from ""

11. is the first and most important component of personal selling.

111. is another word for body-language.

iv. Presentation is used in Pharma-selling.

V. ---are qualifications placed on a statement of a position to convey message.

. Differentiate between any two:

i. Cost per Click and Cost per Action.

ii. Stress Interview and Rating scales

Line Sales organization and Functional Sales organization