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

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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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1. a) What is the role of personal selling in relationship marketing? [5]
2. b) What factors would you use to estimate market potential for smart phones? [5]
3. c) What are the purposes of evaluation and reinforcement of sales training? [5]
4. d) Enumerate the functions performed by Marketing channels. [5]
5. e) What are the characteristics of a co-ordinated channel? [5]

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PART - B

5 × 10 marks = 50

1. 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]

2. 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]

3. 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]

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4. 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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5. 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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