Download GTU MBA 2015 Winter 3rd Sem 830103 Sales And Distribution Management Sdm Question Paper

Download GTU (Gujarat Technological University) MBA (Master of Business Administration) 2015 Winter 3rd Sem 830103 Sales And Distribution Management Sdm Previous Question Paper

1
Seat No.: ________ Enrolment No.___________

GUJARAT TECHNOLOGICAL UNIVERSITY
MBA ? SEMESTER ? 03 ? EXAMINATION ? WINTER 2015

Subject Code:830103 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.

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
(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
OR
Q.3 (a) Explain Sales Quotas? What are the various Types of Sales Quota? 07
(b) Define Distributor? Explain the key tasks and imitations 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
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
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

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