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[Total No. of Questions : 13]
[Total No. of Printed Pages : 03]
UB-520
M.B.A. (F.T.) (New) Examination, 2024
(Fourth Semester)
PLAIN/MKT. MGT./MKT. AND SALES MGT./
MARKETING
Paper-FMM-7/FMS-7/MMM-7
Sales and Distribution Management
Time : 3 Hours
[Maximum Marks : 80]
Note : Attempt both Sections as directed.
Section A
(Short Answer Type Questions) 4×8=32
Note : Attempt any Four questions. All questions carry equal marks.
Explain the relationship between sales and distribution. Give suitable example.
Explain the following :
Steps in territory design
Compensation plan of sales force.
Explain the term sales presentation. What are Do's and Don't of a successful business presentation ?
Rationalise the need for training the Sales force what makes sales training an on going management activity ?
Discuss the various tasks performed by a effecient distribution system.
Examine the role of Inventory management in Sales management.
What are the attributes of a good sales Quota Plan ?
What is warehouse Management ? Explain the features of warehouse management.
Section B
(Long Answer Type Questions) 3×16=48
Note : Attempt any Three questions. All questions carry equal marks.
Explain the new trends in distribution channel management. Explain the function of each distribution channel.
Discuss the role of sales contests. How sales contest helps in Modeling sales persons ?
Explain the different sources of sales force Recruitment.
What is Personal Selling ? Explain the features of personal selling.
What do you understand by market logistics ? Explain its objectives and decision of market logistics with suitable examples.