Subject Code: 830103
GUJARAT TECHNOLOGICAL UNIVERSITY
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MBA — SEMESTER - 03 - EXAMINATION — WINTER 2015
Subject Name: Sales and Distribution Management (SDM)
Time: 10:30 AM TO 01:30 PM
Instructions:
- Attempt all questions.
- Make suitable assumptions wherever necessary.
- Figures to the right indicate full marks.
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Q.1 (a) What is Sales Management? What is the Role and Skills of Sales Manager? 07
(b) Explain AIDA Theory of Personal Selling. 07
Q.2 (a) What is Personal Selling? Explain the Personal Selling Process? 07
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(b) Describe various Internal and External Sources of Recruitment utilized by the Sales Managers. 07
OR
(b) What is Sales Presentation? Elaborate on various methods of Sales Presentation. 07
Q.3 (a) What is a Sales Budget? Explain the process of setting Sales Budget. 07
(b) What is Sales Forecasting? Explain the Types of Quantitative Methods of Sales Forecasting? 07
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OR
Q.3 (a) Explain Sales Quotas? What are the various Types of Sales Quota? 07
(b) Define Distributor? Explain the key tasks and limitations of a Distributor? 07
Q.4 (a) Define Inventory Management & what are the various Categories of Inventory Management? 07
(b) Briefly explain the meaning of ‘Sales Territory’. Describe the steps involved in Designing Sales Territories. 07
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OR
Q.4 (a) Explain & Differentiate Logistics Management & Supply Chain Management? 07
(b) Discuss the relative Advantages and Disadvantages of any Three Modes of Transportation. 07
Q.5 (a) Explain factors affecting the selection of Channel Members. 07
(b) Explain Routing, Scheduling and Time Management Activities in brief. 07
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OR
Q.5 (a) What are the functions of a Retailer? Explain the latest trends in Retailing in India? 07
(b) What are the Distribution Channel options available for various companies to sell its products internationally? 07
Date: 07/12/2015
Total Marks: 70
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This download link is referred from the post: GTU MBA Last 10 Years 2010-2020 Question Papers || Gujarat Technological University
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