Download JNTU-Hyderabad MBA 3rd Sem R15 2018 Dec 723AE Sales And Distribution Question Paper

Download JNTUH (Jawaharlal Nehru Technological University Hyderabad) MBA (Master of Business Administration) 3rd Semester (Third Semester) R15 2018 Dec 723AE Sales And Distribution Previous Question Paper

www.FirstRanker.com


Code No: 723AE
JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD
MBA III Semester Examinations, December - 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) What is the role of personal selling in relationship marketing? [5]
b) What factors would you use to estimate market potential for smart phones? [5]
c) What are the purposes of evaluation and reinforcement of sales training? [5]
d) Enumerate the functions performed by Marketing channels. [5]
e) What are the characteristics of a co-ordinated channel? [5]

PART ? B 5 ? 10 marks = 50

2.a) What are the various types of selling?
b) Discuss with examples how ?order taker? sales position is different from ?order getter?
position. [5+5]
OR
3.a) Discuss the role of personal selling in creating market.
b) Explain modern day sales activities. [5+5]

4.a) Explain types of quotas.
b) Discuss the routing and scheduling sales persons. [5+5]
OR
5.a) What guidelines should be followed by a sales manager to ensure forecasting accuracy?
b) Explain market cost analysis. [5+5]

6.a) Describe the steps involved for evaluating and controlling sales force performance.
b) Describe ethical situations involving salespeople and sales manager. [5+5]
OR
7.a) What criteria a sales manager should use while designing a mix of motivational tools?
b) Describe the importance of socialization and assimilation. [5+5]

8.a) Discuss the need for distribution channels in the current business scenario.
b) Explain how customer satisfaction can be measured. [5+5]
OR
9.a) What are the steps to be taken to decide on a distribution strategy?
b) Explain the distribution objectives for a FMCG company. [5+5]


R15
www.FirstRanker.com www.FirstRanker.com
www.FirstRanker.com
FirstRanker.com - FirstRanker's Choice
www.FirstRanker.com


Code No: 723AE
JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD
MBA III Semester Examinations, December - 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) What is the role of personal selling in relationship marketing? [5]
b) What factors would you use to estimate market potential for smart phones? [5]
c) What are the purposes of evaluation and reinforcement of sales training? [5]
d) Enumerate the functions performed by Marketing channels. [5]
e) What are the characteristics of a co-ordinated channel? [5]

PART ? B 5 ? 10 marks = 50

2.a) What are the various types of selling?
b) Discuss with examples how ?order taker? sales position is different from ?order getter?
position. [5+5]
OR
3.a) Discuss the role of personal selling in creating market.
b) Explain modern day sales activities. [5+5]

4.a) Explain types of quotas.
b) Discuss the routing and scheduling sales persons. [5+5]
OR
5.a) What guidelines should be followed by a sales manager to ensure forecasting accuracy?
b) Explain market cost analysis. [5+5]

6.a) Describe the steps involved for evaluating and controlling sales force performance.
b) Describe ethical situations involving salespeople and sales manager. [5+5]
OR
7.a) What criteria a sales manager should use while designing a mix of motivational tools?
b) Describe the importance of socialization and assimilation. [5+5]

8.a) Discuss the need for distribution channels in the current business scenario.
b) Explain how customer satisfaction can be measured. [5+5]
OR
9.a) What are the steps to be taken to decide on a distribution strategy?
b) Explain the distribution objectives for a FMCG company. [5+5]


R15
www.FirstRanker.com www.FirstRanker.com
www.FirstRanker.com
www.FirstRanker.com


10. What are the major retail formats in India? What are the characteristics of each of
them? [10]
OR
11.a) Discuss the questions to be addressed in the choice of international distribution
strategy.
b) Describe the components of a global logistics system. [5+5]


--ooOoo--
www.FirstRanker.com www.FirstRanker.com
www.FirstRanker.com
FirstRanker.com - FirstRanker's Choice

This post was last modified on 23 October 2020