Write short answers on any two:

i. Evolution of Marketing

ii. Situation Conducive for Personal Selling

Buying-Formula Theory

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.

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

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

. 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

. Explain the types of Direct & Indirect Compensation