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Total No of Questions : 13
[Total No of Printed Pages : 3
DW-413
M.B.A. (F.T.) (N/X) IVth Semester
Examination, 2022
Sales and Distribution Management
Paper - FSM-3
Time : 3 Hours]
[Maximum Marks : 80
Note :- Attempt all the questions.
SECTION - 'A'
Short Answer Type Questions 4Ã8=32
Note :- Attempt any four questions. All questions carries 8 marks.
1.
Discuss the changing nature and scope of sales management.
2.
Elaborate the essential qualities of a sales professional.
3.
"Companies give more importance on sales training programmes' Elaborate the statement.
4.
Write a note on importance of sales force motivation.
5.
What is sales contest ? Give suitable examples.
6.
Discuss sales cost and cost analysis.
7.
Elaborate the various functions of mareketing channels and their relationship.
8.
Explain information system and channel management.
SECTION - 'B'
Long Answer Type Questions 16Ã3=48
Note :- Attempt any three questions. All questions carry 16 marks.
9.
Write a detailed note on setting and formulating personal sell- ing objectives.
10.
How the compensation plans are designed and administered ? Explain.
11.
Write a conceptual note on designing territories and allocating sales effort.
12.
What are marketing channels ? Elaborate their structure with relevent examples.
13.
Compare the international marketing channels with local chan-nels. Give strategic point of view.