This download link is referred from the post: JNTUH MBA 3rd Sem Last 10 Year Question Papers (2010-2020) All Regulation - (JNTU Hyderabad)
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Code No: 723AE
JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD
MBA III Semester Examinations, December - 2018
SALES AND DISTRIBUTION
Time: 3hours
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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
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- 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]
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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
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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]
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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.
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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]
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-
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]
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This download link is referred from the post: JNTUH MBA 3rd Sem Last 10 Year Question Papers (2010-2020) All Regulation - (JNTU Hyderabad)