Download JNTUH (Jawaharlal Nehru Technological University Hyderabad) MBA (Master of Business Administration) 3rd Semester (Third Semester) R15 2018 July 723AE Sales And Distribution Previous Question Paper
Code No: 723AE
JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD
MBA III Semester Examinations, June/July-2018
SALES AND DISTRIBUTION
Time: 3hours Max.Marks:75
Note: This question paper contains two parts A and B.
Part A is compulsory which carries 25 marks. Answer all questions in Part A.
Part B consists of 5 Units. Answer any one full question from each unit. Each
question carries 10 marks and may have a, b, c as sub questions.
PART - A 5 ? 5 marks = 25
1.a) Write brief note on the difference between selling and marketing. [5]
b) State the reasons behind establishing sales territories. [5]
c) Brief on the types of sales force motivation tools. [5]
d) What is the need for distribution channels for a service firm? [5]
e) Write brief note on ethical issues in sales and distribution management. [5]
PART - B 5 ? 10 marks = 50
2. ?The trends in sales management are ever changing? - justify the statement and
brief on types of selling with an appropriate illustration. [10]
OR
3. What do you understand by sales management, selling strategies and explain the
sales management process in detail with appropriate examples. [10]
4. Provide a detailed note on sales budgeting process, and brief on a procedure that
is typically followed by a company to prepare its sales budget? [10]
OR
5. Why do we use quotas in the management of sales force and explain in detail
various methods of fixing sales quota? [10]
6. ?Compensating Sales Persons is different from employees of other departments in
the organization?. Explain the reasons as per statement and write various methods
of Compensation. [10]
OR
7. What are the primary sources of recruitment and what procedure should a sales
manager follow to select sales manpower for his organization? [10]
8. What do you understand by distribution management, types of channels and brief
on the factors normally considered for evaluating alternative channel designs for a
manufacturing firm? [10]
OR
9. Explain the role of distribution channels for establishing products in the rural
market and brief on the techniques of evaluating the channel members. [10]
R15
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Code No: 723AE
JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD
MBA III Semester Examinations, June/July-2018
SALES AND DISTRIBUTION
Time: 3hours Max.Marks:75
Note: This question paper contains two parts A and B.
Part A is compulsory which carries 25 marks. Answer all questions in Part A.
Part B consists of 5 Units. Answer any one full question from each unit. Each
question carries 10 marks and may have a, b, c as sub questions.
PART - A 5 ? 5 marks = 25
1.a) Write brief note on the difference between selling and marketing. [5]
b) State the reasons behind establishing sales territories. [5]
c) Brief on the types of sales force motivation tools. [5]
d) What is the need for distribution channels for a service firm? [5]
e) Write brief note on ethical issues in sales and distribution management. [5]
PART - B 5 ? 10 marks = 50
2. ?The trends in sales management are ever changing? - justify the statement and
brief on types of selling with an appropriate illustration. [10]
OR
3. What do you understand by sales management, selling strategies and explain the
sales management process in detail with appropriate examples. [10]
4. Provide a detailed note on sales budgeting process, and brief on a procedure that
is typically followed by a company to prepare its sales budget? [10]
OR
5. Why do we use quotas in the management of sales force and explain in detail
various methods of fixing sales quota? [10]
6. ?Compensating Sales Persons is different from employees of other departments in
the organization?. Explain the reasons as per statement and write various methods
of Compensation. [10]
OR
7. What are the primary sources of recruitment and what procedure should a sales
manager follow to select sales manpower for his organization? [10]
8. What do you understand by distribution management, types of channels and brief
on the factors normally considered for evaluating alternative channel designs for a
manufacturing firm? [10]
OR
9. Explain the role of distribution channels for establishing products in the rural
market and brief on the techniques of evaluating the channel members. [10]
R15
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10. Provide a detailed note on channel level and different channel members functions
in distribution process. [10]
OR
11.a) Write brief note on strategies to managing International Channel of Distribution.
b) Write brief note on franchising and the various types of franchise arrangements
suitable for Indian firms. [10]
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This post was last modified on 23 October 2020