BBA IV SEM RESEARCH METHOODOLOGY, PAPER CODE: BBA 405N

Section A
Q1. Attempt all the questions
a.
b.
c.
d.
e.
f.
g.
h.
i.
j.

What do you mean by Research Methodology?

What is ex-post facto Research.
Differentiate between descriptive and exploratory research.
What is stratified sampling and cluster sampling?
Explain the types of hypothesis.
Describe various assumptions and importance of Z-test.
Give differences between primary and secondary data.
Explain likert scaling and sementic differential scaling.
Explain different types of research report.
Distinguish between Type I and Type II error.
Section B

Q2. Research is much concerned with proper fact finding, analysis and evaluation Discuss the
statement.s
Q3. What do you mean by research problem? Explain the techniques involved in formulating
research problem.
Q4. What do you mean by sampling design? Explain probability and non-probability sampling.
Q5. A sample of 400 male students is found to have a mean height of 168 centimeters can it be
reasonably regarded as a sample from large population with mean height of 165 centimeters and
a standard deviation of 4.3 centimeter. Test at 5%level of significance.
Section C
Q6. What is testing of hypothesis? Explain the process of hypothesis testing.
Q7. What do you mean by processing of data? Describe in brief the operations pointing out the
significance of each in context of research study.
Q8. What is Chi-square test? Explain the significance in statistical analysis of any research
problem.
Q9. Explain the significance of a research report and narrate the various steps involved in
writing such report.

BBA IV SEM SALES MANAGEMENT PAPER CODE: 404 N

Q1. Attempt all questions

a.
b.
c.
d.
e.
f.
g.
h.
i.
j.

Explain sales management as an integral part of total management.

Explain the differences between sales management and marketing management.
Differentiate between Recruitment and Selection.
Explain buying formula theory of personal selling
Explain ACMEE approach in sales training programme.
What are the different types of exhibition?
Explain the various types of marketing channels.
What are the importance of physical distribution system?
Explain the procedure for the selection of sales force.
What are the types of compensation plan of sales force?
Section B
Q2. Sales management is nothing but management of personal selling give your
comment anout the ststement.
Q3. What do you mean by structure of sales organization? Describe the factors that
determine the structure of a sales organization.
Q4. Salesmanship is the art of persuading prospective buyers to buy the product.
Explain this statement and discuss various steps to be taken by salesman in making
sales.
Q5. Define marketing channels. What are the factors determining the choice of
marketing channel?
Section C
Q6. What do you mean by physical distribution? Explain the components of physical
distribution.
Q7. What do you mean by sales training programme? Explain the methods usually
employed to train the salesmen.
Q8. What are the various methods of compensating the sales force? Which method do
you consider the best and why?Explain.
Q9. Explain the any two of the following:
a. Sources of recruitment
b. Automatic vending machines
c. AIDAS theory
d. Responsibilities of sales manager