Download PTU (I.K. Gujral Punjab Technical University Jalandhar (IKGPTU) ) MBA (Master of Business Administration) 2020 March 4th Sem 71382 Sales And Distribution Management Previous Question Paper
Roll No. Total No. of Pages : 03
Total No. of Questions : 15
MBA (2016 to 2017) (Sem.?4)
SALES AND DISTRIBUTION MANAGEMENT
Subject Code : MBA-908
M.Code : 71382
Time : 3 Hrs. Max. Marks : 60
INSTRUCTION TO CANDIDATES :
1. SECTION-A contains SIX questions carrying FIVE marks each and students has
to attempt any FOUR questions.
2. SECTION-B consists of FOUR Subsections : Units-I, II, III & IV. Each Subsection
contains TWO questions carrying EIGHT marks and student has to attempt any
ONE question from each Subsection.
3. SECTION-C is COMPULSORY and consist of ONE Case Study carrying EIGHT
marks.
SECTION-A
1. Outline importance of sales management function.
2. What are the various methods of compensating the sales team?
3. Highlight objectives of organizing sales contests among sales personnel.
4. What are the causes of conflict of an organization with its distribution channel partners?
5. Write a note on facilitative role of Information Technology in distribution management.
6. Highlight various stages in purchase order processing.
SECTION-B
UNIT-I
7. Highlight the objectives of personal selling. Outline the steps involved in the selling
process, with examples.
8. What factors should be considered while designing organizational structures for the sales
function? Explain salient features of various types of organizational structures.
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1 | M-71382 (S13)-1177
Roll No. Total No. of Pages : 03
Total No. of Questions : 15
MBA (2016 to 2017) (Sem.?4)
SALES AND DISTRIBUTION MANAGEMENT
Subject Code : MBA-908
M.Code : 71382
Time : 3 Hrs. Max. Marks : 60
INSTRUCTION TO CANDIDATES :
1. SECTION-A contains SIX questions carrying FIVE marks each and students has
to attempt any FOUR questions.
2. SECTION-B consists of FOUR Subsections : Units-I, II, III & IV. Each Subsection
contains TWO questions carrying EIGHT marks and student has to attempt any
ONE question from each Subsection.
3. SECTION-C is COMPULSORY and consist of ONE Case Study carrying EIGHT
marks.
SECTION-A
1. Outline importance of sales management function.
2. What are the various methods of compensating the sales team?
3. Highlight objectives of organizing sales contests among sales personnel.
4. What are the causes of conflict of an organization with its distribution channel partners?
5. Write a note on facilitative role of Information Technology in distribution management.
6. Highlight various stages in purchase order processing.
SECTION-B
UNIT-I
7. Highlight the objectives of personal selling. Outline the steps involved in the selling
process, with examples.
8. What factors should be considered while designing organizational structures for the sales
function? Explain salient features of various types of organizational structures.
2 | M-71382 (S13)-1177
UNIT-II
9. Outline the sales force management functions to be performed in organization. Give
illustrations in support of your answer.
10. Recommend suitable techniques for controlling the efforts of the sales team. Give
illustrations in support of your answer.
UNIT-III
11. What are the various channel intermediaries frequently used for distribution, with
illustrations? Highlight their roles and responsibilities.
12. Critically examine ethical and legal issues involved in sales and distribution management
in India.
UNIT-IV
13. Describe important components of an efficient supply chain management system.
Suggest ways to measure the performance of the supply chain management.
14. Critically examine the relative advantages and disadvantages of various modes of
transportation commonly used for distribution.
SECTION-C
15. Read the case and answer the questions based upon it
Distribution Dilemma
Snigdha Cosmetics Ltd. A leading manufacturer of Face Creams, Fairness Creams,
Shampoos, Toilet Soaps, etc., located at Mumbai has an annual turnover of Rs. 150
Crores. Presently the company is concentrating its marketing activities in the state of
Maharashtra. The company has recently added extra manufacturing capacity and it
proposes to triple its production. In order to meet enhanced sales to a tune of 500 Crores,
the Company proposes to have a wider market network. In order to penetrate into new
markets the chief executive of the company (CEO) asked his Distribution Manager,
Marketing Manager, Sales Manager and Product Manager, each one of them to give a
write up how they propose to enter into the new markets by selecting appropriate
distribution channels. The four managers after detailed study have suggested four
different channels of distribution as detailed below.
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1 | M-71382 (S13)-1177
Roll No. Total No. of Pages : 03
Total No. of Questions : 15
MBA (2016 to 2017) (Sem.?4)
SALES AND DISTRIBUTION MANAGEMENT
Subject Code : MBA-908
M.Code : 71382
Time : 3 Hrs. Max. Marks : 60
INSTRUCTION TO CANDIDATES :
1. SECTION-A contains SIX questions carrying FIVE marks each and students has
to attempt any FOUR questions.
2. SECTION-B consists of FOUR Subsections : Units-I, II, III & IV. Each Subsection
contains TWO questions carrying EIGHT marks and student has to attempt any
ONE question from each Subsection.
3. SECTION-C is COMPULSORY and consist of ONE Case Study carrying EIGHT
marks.
SECTION-A
1. Outline importance of sales management function.
2. What are the various methods of compensating the sales team?
3. Highlight objectives of organizing sales contests among sales personnel.
4. What are the causes of conflict of an organization with its distribution channel partners?
5. Write a note on facilitative role of Information Technology in distribution management.
6. Highlight various stages in purchase order processing.
SECTION-B
UNIT-I
7. Highlight the objectives of personal selling. Outline the steps involved in the selling
process, with examples.
8. What factors should be considered while designing organizational structures for the sales
function? Explain salient features of various types of organizational structures.
2 | M-71382 (S13)-1177
UNIT-II
9. Outline the sales force management functions to be performed in organization. Give
illustrations in support of your answer.
10. Recommend suitable techniques for controlling the efforts of the sales team. Give
illustrations in support of your answer.
UNIT-III
11. What are the various channel intermediaries frequently used for distribution, with
illustrations? Highlight their roles and responsibilities.
12. Critically examine ethical and legal issues involved in sales and distribution management
in India.
UNIT-IV
13. Describe important components of an efficient supply chain management system.
Suggest ways to measure the performance of the supply chain management.
14. Critically examine the relative advantages and disadvantages of various modes of
transportation commonly used for distribution.
SECTION-C
15. Read the case and answer the questions based upon it
Distribution Dilemma
Snigdha Cosmetics Ltd. A leading manufacturer of Face Creams, Fairness Creams,
Shampoos, Toilet Soaps, etc., located at Mumbai has an annual turnover of Rs. 150
Crores. Presently the company is concentrating its marketing activities in the state of
Maharashtra. The company has recently added extra manufacturing capacity and it
proposes to triple its production. In order to meet enhanced sales to a tune of 500 Crores,
the Company proposes to have a wider market network. In order to penetrate into new
markets the chief executive of the company (CEO) asked his Distribution Manager,
Marketing Manager, Sales Manager and Product Manager, each one of them to give a
write up how they propose to enter into the new markets by selecting appropriate
distribution channels. The four managers after detailed study have suggested four
different channels of distribution as detailed below.
3 | M-71382 (S13)-1177
These are :
(a) Exclusive distribution suggested by Marketing Manager
(b) General distribution suggested by Distribution Manager
(c) Bulk Indenter e.g. canteen, stores, factories, supermarkets, clubs etc., by Product
Manager,
(d) Appointment of carrying and forwarding agent suggested by sales manager.
The Chief Executive Officer, is in a dilemma to choose the best alternative among the
above. suggested channels of distribution.
Questions for discussion:
(a) Discuss the pros and cons of each suggestion.
(b) What channel or combination of channels you feel is most appropriate and justify
your choice?
NOTE : Disclosure of Identity by writing Mobile No. or Making of passing request on any
page of Answer Sheet will lead to UMC against the Student.
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This post was last modified on 22 March 2020