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Download JNTU-Hyderabad MBA 3rd Sem R15 2019 May 723AE Sales And Distribution Question Paper

Download JNTUH (Jawaharlal Nehru Technological University Hyderabad) MBA (Master of Business Administration) 3rd Semester (Third Semester) R15 2019 May 723AE Sales And Distribution Previous Question Paper

This post was last modified on 23 October 2020

This download link is referred from the post: JNTUH MBA 3rd Sem Last 10 Year Question Papers (2010-2020) All Regulation - (JNTU Hyderabad)


Code No: 723AE

JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD

MBA I Semester Examinations, April/May -2019

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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

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  1. a) Write a brief note on ‘skills of a salesperson’. [5]
  2. b) Explain the concept and importance of ‘sales territory’. [5]
  3. c) Amplify the ‘carrot and stick’ approach of motivation. [5]
  4. d) Differentiate ‘selective’ from ‘intensive’ mode of distribution. [5]
  5. e) What are the components of channel information system? [5]
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PART - B 5 × 10 Marks = 50

  1. Discuss the objectives and importance of sales management. Explain in detail ‘sales negotiation’ and ‘sales outsourcing’. [10]
    OR
    3. Discuss the usefulness of personal selling in selling a) Cosmetics b) Insurance policies [5+5]
  2. What do you understand by ‘sales planning’? Explain various methods of determining sales quota. [10]

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    OR
    4. Explain the importance of sales budget. Elaborate the methods for deciding sales budget. [10]
  3. Distinguish between ‘recruitment’ and ‘selection’. Explain the steps involved in selection process of sales force. [10]
    OR
    5. Describe the financial and non-financial compensation plans applicable for sales force. [10]
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  5. What are the advantages of selling through indirect channels? Explain the functions of ‘two-level’ and ‘three-level’ channels of distribution. [10]
    OR
    6. Discuss the challenges involved in rural distribution. What are the modes of distribution in rural markets? [10]
  6. Why is it important to have wholesalers and retailers in a marketing channel? List out the decisions to be taken by a company to manage channel intermediaries. [10]
    OR

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    7. What is meant by business ethics? Explain in detail the need and importance of ethics in personal selling. [10]

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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)