Download GTU (Gujarat Technological University) MBA 2019 Winter 3rd Sem 4539213 Sales And Distribution Management Previous Question Paper
Seat No.: ________ Enrolment No.___________
GUJARAT TECHNOLOGICAL UNIVERSITY
MBA - SEMESTER ? III EXAMINATION ? WINTER 2019
Subject Code: 4539213 Date: 05-12-2019
Subject Name: Sales and Distribution Management
Time: 10:30 AM TO 1.30 PM Total Marks: 70
Instructions:
1. Attempt all questions.
2. Make suitable assumptions wherever necessary.
3. Figures to the right indicate full marks.
Q. No. Marks
Q.1 Define or discuss the following-
1. Milk Run Concept
2. Reverse Logistics
3. Supply Chain Management
4. Intensive Distribution
5. Manifest Conflict
6. Merchandising
7. Sales Force Audit
14
Q.2 (a) Discuss emerging trends in Sales Management. 07
(b) What are the different Sales Presentation Methods and how are they
matched to different sales situations?
07
OR
(b) What is a Sales Territory? Why is it necessary for companies to establish
Sales Territory? Briefly describe the procedure for designing sales
territories.
07
Q.3 (a) What criteria a Sales Manager should use while designing ( or selecting)
a mix of motivational tools? What are the different motivational methods
or tools that are available to sales managers?
07
(b) Which criteria?s can be used to evaluate the performance of salespeople? 07
OR
Q.3 (a) What are the five discrepancies that the channel members take care of
and how they do it?
07
(b) What are the parameters used to evaluate Channel Channel Alternatives? 07
Q.4 (a) What are the five sources of Power used by used by channel members to
influence each other ? Explain them in brief.
07
(b)
Explain briefly at least five elements of a Channel Information System?
07
OR
Q.4 (a) What do you understand by Logistics Management? Define its scope and
objectives and discuss the key decision areas.
07
(b) Write a short note on entry strategies for international markets. 07
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Page 1 of 2
Seat No.: ________ Enrolment No.___________
GUJARAT TECHNOLOGICAL UNIVERSITY
MBA - SEMESTER ? III EXAMINATION ? WINTER 2019
Subject Code: 4539213 Date: 05-12-2019
Subject Name: Sales and Distribution Management
Time: 10:30 AM TO 1.30 PM Total Marks: 70
Instructions:
1. Attempt all questions.
2. Make suitable assumptions wherever necessary.
3. Figures to the right indicate full marks.
Q. No. Marks
Q.1 Define or discuss the following-
1. Milk Run Concept
2. Reverse Logistics
3. Supply Chain Management
4. Intensive Distribution
5. Manifest Conflict
6. Merchandising
7. Sales Force Audit
14
Q.2 (a) Discuss emerging trends in Sales Management. 07
(b) What are the different Sales Presentation Methods and how are they
matched to different sales situations?
07
OR
(b) What is a Sales Territory? Why is it necessary for companies to establish
Sales Territory? Briefly describe the procedure for designing sales
territories.
07
Q.3 (a) What criteria a Sales Manager should use while designing ( or selecting)
a mix of motivational tools? What are the different motivational methods
or tools that are available to sales managers?
07
(b) Which criteria?s can be used to evaluate the performance of salespeople? 07
OR
Q.3 (a) What are the five discrepancies that the channel members take care of
and how they do it?
07
(b) What are the parameters used to evaluate Channel Channel Alternatives? 07
Q.4 (a) What are the five sources of Power used by used by channel members to
influence each other ? Explain them in brief.
07
(b)
Explain briefly at least five elements of a Channel Information System?
07
OR
Q.4 (a) What do you understand by Logistics Management? Define its scope and
objectives and discuss the key decision areas.
07
(b) Write a short note on entry strategies for international markets. 07
Page 2 of 2
Q.5
CASE STUDY:
Malcolm Shakesheff is at a crossroads in the development of his
business. Three years ago, he left his job as a successful sales
representative to develop his own company, Shakesheff Web Design,
which has grown beyond his wildest expectations. The company was an
extension of what was initially Malcolm?s hobby in terms of a practical
skill he possessed in designing simple internet websites for friends and
family. The company?s success is principally down to Malcolm who has
single-handedly performed the sales function whilst his wife, Penny, has
managed the business. Malcolm has received backing from the bank that
means doubling the size of his business. In particular, Malcolm now
needs to employ three new salespeople who will be based in London,
Birmingham and Edinburgh respectively to provide countrywide
coverage.
Although he has always been successful in selling and indeed his new
company?s growth is down to his personal selling skills coupled with his
knowledge of IT and web design, he has never before had to manage a
sales force, and certainly not for his own company. Within the next three
months, however, Malcolm has to decide what sort of persons he needs
and then recruit and select them. He must then train and manage them.
Quite simply, despite his extensive experience as a salesperson, he is
concerned about where to start. He recognizes the importance of getting
this right, as the whole future of his company will depend on the qualities
and management of his own salesforce.
(a) Advise Malcolm regarding what you feel should be the key elements in
recruiting the new sales force.
07
(b) How Malcolm should train and manage his new sales force.
07
OR
Q.5 (a) Discuss the methods through which Malcolm can compensate his sales
force.
07
(b)
Is Malcolm thinking in the right direction that the future of the company
depends on the management of its sales force.
07
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This post was last modified on 19 February 2020