Download GTU (Gujarat Technological University) MBA (Master of Business Administration) 2015 Winter 3rd Sem 2830103 Sales And Distribution Management Sdm Previous Question Paper
Seat No.: ________ Enrolment No.___________
GUJARAT TECHNOLOGICAL UNIVERSITY
MBA ? SEMESTER 3? ? EXAMINATION ? WINTER 2015
Subject Code:2830103 Date: 07/12/2015
Subject Name: Sales and Distribution Management (SDM)
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.
6
Q.1 (a)
1.
Buying situations for business or industrial buyers are new purchase, modified
rebuy, & one of the following
A. Routine purchase B. Straight rebuy
C. Limited purchase D. Extensive purchase
2.
The legend for FAB approach consists of features, advantages, and one of the
following
A. betterment B. baisics
C. bargaining D benefits
3.
Motivation is originally derived from
A. Persian word B. French word
C. Latin word D. Sanskrit word
4.
A channel partner who stocks and sells a company?s products without buying
them is known
A. distributor B. transporter
C. wholesaler D. C&FA
5.
Logistics is the internal service provider for both production and
_____________
A. purchase B. marketing
C. commercial D. distribution
6.
Sales management has an important position in the organization because it is
A. One of the oldest
fuctions
B. Closer to customers
C. The only income
generating function
D. None of these
(b) Define following terns
1. Relationship selling, 2. T-Account close technique 3. Regression
Analysis, 4. Expense quotas
04
(c) Describe five discrepancies that the channel members take care of ? 04
Q.2 (a) What are the different types of sales positions? Give examples of creative
selling positions?
07
(b) State various presentation methods used by a salesperson. As a Sales
Professional which kinds of presentation method your will go for products
like Vacuum cleaner and Insurance?
07
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1
Seat No.: ________ Enrolment No.___________
GUJARAT TECHNOLOGICAL UNIVERSITY
MBA ? SEMESTER 3? ? EXAMINATION ? WINTER 2015
Subject Code:2830103 Date: 07/12/2015
Subject Name: Sales and Distribution Management (SDM)
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.
6
Q.1 (a)
1.
Buying situations for business or industrial buyers are new purchase, modified
rebuy, & one of the following
A. Routine purchase B. Straight rebuy
C. Limited purchase D. Extensive purchase
2.
The legend for FAB approach consists of features, advantages, and one of the
following
A. betterment B. baisics
C. bargaining D benefits
3.
Motivation is originally derived from
A. Persian word B. French word
C. Latin word D. Sanskrit word
4.
A channel partner who stocks and sells a company?s products without buying
them is known
A. distributor B. transporter
C. wholesaler D. C&FA
5.
Logistics is the internal service provider for both production and
_____________
A. purchase B. marketing
C. commercial D. distribution
6.
Sales management has an important position in the organization because it is
A. One of the oldest
fuctions
B. Closer to customers
C. The only income
generating function
D. None of these
(b) Define following terns
1. Relationship selling, 2. T-Account close technique 3. Regression
Analysis, 4. Expense quotas
04
(c) Describe five discrepancies that the channel members take care of ? 04
Q.2 (a) What are the different types of sales positions? Give examples of creative
selling positions?
07
(b) State various presentation methods used by a salesperson. As a Sales
Professional which kinds of presentation method your will go for products
like Vacuum cleaner and Insurance?
07
2
(b) OR
Define Sales Management and explain emerging trends in it.
07
Q.3 (a) What is Channel Design? How do you carry our Segmentations,
Positioning and Targeting in Channel Design?
07
(b) What is Channel Conflict? Why do they arise?. Giving few examples
explain its few types.
07
OR
Q.3 (a) Which are the qualitative methods of sales forecasting, describe any one
of it along with its advantages and disadvantages.
07
(b) Suggest sales strategies of the courier service company operating in the
domestic market. Make suitable assumptions, if needed.
07
Q.4 (a) Discuss briefly the modalities of various modes of transportation 07
(b) What modes of transportation would you use for a company
manufacturing washing machines? Also give justifications of your
recommendation.
07
OR
Q.4 (a) What do you understand by logistic management? Define its scope &
objectives and discuss the key decision areas.
07
(b) What are the factors you would consider for planning a warehouse for
fruits and vegetables?
07
Q.5 CASE STUDY:
A martin Inc, based at Chicago in the state of Illinois, was distributing an
extensive line of business office products, such as office stationary, which
included grades of paper, envelopes, ribbons, staplers and other accessories.
The company was distributing this in a wide area with adequate no. of
salesmen to look after the territory. The company felt that to make the training
effective, it was essential to emphasize on, A-C-M-E-E (Aim, Content,
Methods, Execution & Evaluation). The various types of training imparted by
the company was in the form of lectures, personal conferences,
demonstrations etc. To train the salesman of the company, the chairman
proposed the method of centralized training through the district manager of
the company. This was to provide better quality training by giving uniform
and identical, training. Centralized training will also hold higher prestige in
the minds of salesmen. By centralized training at headquarters, better facilities
can be provided to the trainees. Before the programme was implemented,
suggestions came from other executives who suggested decentralized training
in various territories which would be more realistic.
Briefly Explain:
a). Which other methods of training were possible?
b). Which method of training was more realistic & why?
14
OR
Q.5 India tour to study the Sales & Distribution system. He is currently in Delhi
and is faced with some problems. Delhi is an important market for Ras
Beverages but the sales for the region has been on a constant decline since the
last 2 years. The market has four sales representatives with each one handling
different sub-markets and stockist. All four of them were reporting to one
Territory Sales Manager. From the market visit, Subir found discrepancies in
allocation of selling effort; demotivated sales force, conflict with stockists
over division of territory and improper market coverage. If you were Aryaman
Singh, what would be your recommendation and solution in the form of Sales
& Distribution Strategy for Ras Beverages Delhi Market?
14
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This post was last modified on 19 February 2020