Download GTU (Gujarat Technological University) MBA (Master of Business Administration) 2016 Summer 3rd Sem 2830103 Sales And Distribution Management Previous Question Paper
Seat No.: ________ Enrolment No.___________
GUJARAT TECHNOLOGICAL UNIVERSITY
MBA ? SEMESTER (3) ? EXAMINATION ? SUMMER 2016
Subject Code: 2830103 Date: 09/05/2016
Subject Name: Sales & Distribution Management
Time: 10.30 AM TO 01.30 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.
6
Q.1
(a)
Answer the following multiple choice questions.
1. A Prospect who needs a product and also has an ability
to buy, is also referred to as:
1.
A. Suspect B. Sales Lead
C. Probable Prospect D. Potential
Customer
2.
Na?ve method of sales forecasting is classified as:
A. Quantitative B. Qualitative
C. None of the above D Both A&B
above
3.
The most important frequently used method of sales training is:
A. Lectures B. Demonstrations
C. On-the-job-training D. Case Studies
4.
A store selling standard merchandise at low prices and for low
margins is known as:
A. Convenience B. Mom and Pop
C. Discount D. Grocery
5.
Time elapsed between customer desire to buy a product and actual
buying is called:
A. Thinking Time B. Deciding Time
C. Waiting Time D. Free Time
6.
Rail freight rates operate on the two principles - value of service and
the ________of service.
A. Timing B. Distance
C. Cost D. Frequency
Q.1 (b) Briefly Explain Following Terms
1. Sales Quota
2. Sales Forecasting
3. Retailing
4. Supply Chain Management
04
Q.1 (c) Write a note on AIDAS theory of selling. 04
Q.2 (a) Discuss the different stages of a selling process. 07
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1
Seat No.: ________ Enrolment No.___________
GUJARAT TECHNOLOGICAL UNIVERSITY
MBA ? SEMESTER (3) ? EXAMINATION ? SUMMER 2016
Subject Code: 2830103 Date: 09/05/2016
Subject Name: Sales & Distribution Management
Time: 10.30 AM TO 01.30 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.
6
Q.1
(a)
Answer the following multiple choice questions.
1. A Prospect who needs a product and also has an ability
to buy, is also referred to as:
1.
A. Suspect B. Sales Lead
C. Probable Prospect D. Potential
Customer
2.
Na?ve method of sales forecasting is classified as:
A. Quantitative B. Qualitative
C. None of the above D Both A&B
above
3.
The most important frequently used method of sales training is:
A. Lectures B. Demonstrations
C. On-the-job-training D. Case Studies
4.
A store selling standard merchandise at low prices and for low
margins is known as:
A. Convenience B. Mom and Pop
C. Discount D. Grocery
5.
Time elapsed between customer desire to buy a product and actual
buying is called:
A. Thinking Time B. Deciding Time
C. Waiting Time D. Free Time
6.
Rail freight rates operate on the two principles - value of service and
the ________of service.
A. Timing B. Distance
C. Cost D. Frequency
Q.1 (b) Briefly Explain Following Terms
1. Sales Quota
2. Sales Forecasting
3. Retailing
4. Supply Chain Management
04
Q.1 (c) Write a note on AIDAS theory of selling. 04
Q.2 (a) Discuss the different stages of a selling process. 07
2
(b) Explain the workload approach to territory planning,
outlining its major shortcomings. What are the situations
in which you would recommend workload based territory
planning?
07
OR
(b)
Establish the link between sales and distribution
management with appropriate examples.
07
Q.3 (a)
Explain the different types of ?Sales forecasting?
approaches?
07
(b) What kind of organizational specialization within sales
department do you recommend for a Textile Machine
Manufacturing Company diversifying into a consumer
durable product, such as a uniquely designed table fan that
can be used by household consumers and commercial firms
initially in western India?
07
OR
Q.3 (a) What are sales quotas and why it is important for a sales
manager to set a sales quota for salesman?
07
(b) What is the advantages and disadvantages of routing?
Explain the procedure of setting up a routing plan with
suitable examples.
07
Q.4 (a) Explain briefly at least seven elements of a Channel
Information System.
07
(b) Describe with suitable examples various distribution
strategies.
07
OR
Q.4 (a) What are the Chanel Conflicts? Enumerate various methods
of resolving Channel Conflicts.
07
(b) What is meant by logistics strategy? How is a logistics
strategy linked to the marketing function?
07
Q.5 Case Study: Hifa Garments
Hifa garments are a leading manufacturer of readymade
garments n India. They supply exclusively to leading brands,
which in turn retail them through their own chain of stores
in Europe and USA. Hifa is approached by the brand owners
who have their sourcing offices in India to manufacture
garments as per their designs, fabric and colour schemes,
quantity and sizes. Hifa first offers samples as per the design
with prices which once approved results in large orders that
have to be delivered as per the dates given by sourcing
office. Since garments are a seasonal business, deliveries are
extremely important ? the new season?s garments must be in
the stores by scheduled dates.
Question:
14
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1
Seat No.: ________ Enrolment No.___________
GUJARAT TECHNOLOGICAL UNIVERSITY
MBA ? SEMESTER (3) ? EXAMINATION ? SUMMER 2016
Subject Code: 2830103 Date: 09/05/2016
Subject Name: Sales & Distribution Management
Time: 10.30 AM TO 01.30 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.
6
Q.1
(a)
Answer the following multiple choice questions.
1. A Prospect who needs a product and also has an ability
to buy, is also referred to as:
1.
A. Suspect B. Sales Lead
C. Probable Prospect D. Potential
Customer
2.
Na?ve method of sales forecasting is classified as:
A. Quantitative B. Qualitative
C. None of the above D Both A&B
above
3.
The most important frequently used method of sales training is:
A. Lectures B. Demonstrations
C. On-the-job-training D. Case Studies
4.
A store selling standard merchandise at low prices and for low
margins is known as:
A. Convenience B. Mom and Pop
C. Discount D. Grocery
5.
Time elapsed between customer desire to buy a product and actual
buying is called:
A. Thinking Time B. Deciding Time
C. Waiting Time D. Free Time
6.
Rail freight rates operate on the two principles - value of service and
the ________of service.
A. Timing B. Distance
C. Cost D. Frequency
Q.1 (b) Briefly Explain Following Terms
1. Sales Quota
2. Sales Forecasting
3. Retailing
4. Supply Chain Management
04
Q.1 (c) Write a note on AIDAS theory of selling. 04
Q.2 (a) Discuss the different stages of a selling process. 07
2
(b) Explain the workload approach to territory planning,
outlining its major shortcomings. What are the situations
in which you would recommend workload based territory
planning?
07
OR
(b)
Establish the link between sales and distribution
management with appropriate examples.
07
Q.3 (a)
Explain the different types of ?Sales forecasting?
approaches?
07
(b) What kind of organizational specialization within sales
department do you recommend for a Textile Machine
Manufacturing Company diversifying into a consumer
durable product, such as a uniquely designed table fan that
can be used by household consumers and commercial firms
initially in western India?
07
OR
Q.3 (a) What are sales quotas and why it is important for a sales
manager to set a sales quota for salesman?
07
(b) What is the advantages and disadvantages of routing?
Explain the procedure of setting up a routing plan with
suitable examples.
07
Q.4 (a) Explain briefly at least seven elements of a Channel
Information System.
07
(b) Describe with suitable examples various distribution
strategies.
07
OR
Q.4 (a) What are the Chanel Conflicts? Enumerate various methods
of resolving Channel Conflicts.
07
(b) What is meant by logistics strategy? How is a logistics
strategy linked to the marketing function?
07
Q.5 Case Study: Hifa Garments
Hifa garments are a leading manufacturer of readymade
garments n India. They supply exclusively to leading brands,
which in turn retail them through their own chain of stores
in Europe and USA. Hifa is approached by the brand owners
who have their sourcing offices in India to manufacture
garments as per their designs, fabric and colour schemes,
quantity and sizes. Hifa first offers samples as per the design
with prices which once approved results in large orders that
have to be delivered as per the dates given by sourcing
office. Since garments are a seasonal business, deliveries are
extremely important ? the new season?s garments must be in
the stores by scheduled dates.
Question:
14
3
Discuss the Sales and Distribution set up for Hifa Garments.
OR
Q.5 Case study: Snow White Paper Company
Snow White Paper Company is located in an agricultural belt
about 300 kilometers from a metro city. The company is into
hiring and printing paper. Its primary raw material is wheat
straw. Last year the company had a turnover of Rs.134
corers on a volume of 45,000 tons of paper. While preparing
the business plan for the current year, the top management
was concerned with the following distribution issue that they
want to help resolve:
PROBLEM: FINISHED GOODS DISTRIBUTION
The paper industry is dominated by selling agents who bring
the manufacturer like Snow White and the buyer like
printing / publishing companies and note book makers,
together. They make a commission of about 2% on all
transactions. Some other points. Snow White depends on
about 10 agents to canvass business for it from the users. The
company sells 23% of its paper directly to some government
organisations. The agent arranges for the buyer to pay the
company for its produce by advance demand draft. It is
expected that the agent provides the credit support to the
buyer. Agents are not exclusive for Snow White and work
for other paper mills also and not normally play the mills
against each other. They have a grip on the business and are
reluctant to put the mill directly in touch with the buyers.
There is always an uncertainty on the orders and the price,
which would be obtained on the orders ? the company
cannot plan its profit properly nor offer the best price to the
end users so that they always ask for Snow White.
Questions:
1) How can you help Snow White less dependent on the
selling agents ? use a ?Channel business model?.
2) How can they plan their customer service efforts?
14
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This post was last modified on 19 February 2020