Seat No.:
Subject Code: 3539213
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Enrolment No.
GUJARAT TECHNOLOGICAL UNIVERSITY
MBA - SEMESTER 3 - EXAMINATION - WINTER 2018
Subject Name: Sales and Distribution Management (SDM)
Time: 10:30 am to 01:30 pm
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Date: 11/12/2018
Total Marks: 70
Instructions:
- Attempt all questions.
- Make suitable assumptions wherever necessary.
- Figures to the right indicate full marks.
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| Q. No. | Marks |
|---|---|
| Q.1 | 14 |
| Explain the following term in brief | |
| (a) Sales Management | |
| (b) Market Potential | |
| (c) Distribution Management | |
| (d) List the Steps followed in Top-down Approach | |
| (e) Sales Territories | |
| (f) Executive judgment Method | |
| (g) Percentage of sales Method | |
| Q.2 (a) | 07 |
| Describe the different qualities of sales persons engaged in personal selling. | |
| (b) | 07 |
| Describe the criteria to be checked before Assigning Salespeople to Territories? | |
| OR | |
| (b) | 07 |
| Explain the Industrial Procurement/ Purchase process? | |
| Q.3 (a) | 07 |
| Explain the sales budget process in brief? | |
| (b) | 07 |
| What are the main roles of the sales force? | |
| OR | |
| Q3 (a) | 07 |
| Describe the various Methods for Setting Sales Quotas. | |
| (b) | 07 |
| Explain the criteria for evaluating Channel system. | |
| Q4 (a) | 07 |
| Define Logistics and explain the Scope of Logistics. | |
| (b) | 07 |
| What are the steps to be taken to decide a proper distribution strategy? | |
| OR | |
| Q4 (a) | 07 |
| Discuss the role of distribution management in marketing mix? | |
| (b) | 07 |
| Describe the various Functions of Wholesalers. | |
CASE STUDY:
Dr. Reddy’s Laboratories Ltd., is a famous pharmaceutical company in India, with a large trained sales force. To become number one pharmaceutical company in India, they have decided to focus on their distribution channels.
| Q.5 (a) | 07 |
| What are the criteria of channel performance they should look for? | |
| (b) | 07 |
| How does a company decide on the number of intermediaries required in its channel network? | |
| OR | |
| Q.5 (a) | 07 |
| What should be the distribution strategies they should design to have larger market share? | |
| (b) | 07 |
| Under what circumstances is it worthwhile for a company to own its distribution channels? | |
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