Download GTU (Gujarat Technological University) MBA (Master of Business Administration) 2018 Summer 3rd Sem 2830103 Sales And Distribution Management Previous Question Paper
Seat No.: ________ Enrolment No.___________
GUJARAT TECHNOLOGICAL UNIVERSITY
MBA ? SEMESTER 03 ? EXAMINATION ? SUMMER 2018
Subject Code: 2830103 Date: 05/05/2018
Subject Name: Sales and Distribution Management
Time: 02:30 pm to 05.30 pm Total Marks: 70
Instructions:
1. Attempt all questions.
2. Make suitable assumptions wherever necessary.
3. Figures to the right indicate full marks.
Q.1 (a) Answer the following Multiple Choice Questions
06
1. The distance between the production point of a product and its consumption
point is known as _____ discrepancy.
A. Temporal B. Location
C. Mileage D. Spatial
2. ____________ is a major consideration for a company to handle the
distribution function by itself.
A. Experience B. Cost
C. Competence D Confidence
3. ____________ is the process of converting products made in large quantities
to small lot sizes suitable for customers.
A. Aggregation B. Breaking Up
C. Breaking Bulk D. Re-packing
4. ____________ distribution ensures that a product is available in a large
number of outlets.
A. Regular B. Intensive
C. Consistent D. Daily
5. A corporate VMS is a system in which successive stages of production and
_______ are handled by the same entity.
A. Distribution B. Marketing
C. Branding D. Selling
6. A multi level marketing system uses two or more marketing channels to reach
_________ customer segments.
A. Different B. Many
C. Similar D. Convenient
Q.1 (b) Briefly Explain Following Terms;
1. AIDAS
2. List out steps of Personal Selling Process
3. Draw a chart of Functional Sales Organization
4. Sales Position
04
Q.1 (c) Write a short note on Relationship Selling. 04
Q.2 (a) List and explain any three theories of personal selling with relevant
examples of each theory.
07
(b) What are the risks involved in International Sales and Distribution? 07
OR
FirstRanker.com - FirstRanker's Choice
1
Seat No.: ________ Enrolment No.___________
GUJARAT TECHNOLOGICAL UNIVERSITY
MBA ? SEMESTER 03 ? EXAMINATION ? SUMMER 2018
Subject Code: 2830103 Date: 05/05/2018
Subject Name: Sales and Distribution Management
Time: 02:30 pm to 05.30 pm Total Marks: 70
Instructions:
1. Attempt all questions.
2. Make suitable assumptions wherever necessary.
3. Figures to the right indicate full marks.
Q.1 (a) Answer the following Multiple Choice Questions
06
1. The distance between the production point of a product and its consumption
point is known as _____ discrepancy.
A. Temporal B. Location
C. Mileage D. Spatial
2. ____________ is a major consideration for a company to handle the
distribution function by itself.
A. Experience B. Cost
C. Competence D Confidence
3. ____________ is the process of converting products made in large quantities
to small lot sizes suitable for customers.
A. Aggregation B. Breaking Up
C. Breaking Bulk D. Re-packing
4. ____________ distribution ensures that a product is available in a large
number of outlets.
A. Regular B. Intensive
C. Consistent D. Daily
5. A corporate VMS is a system in which successive stages of production and
_______ are handled by the same entity.
A. Distribution B. Marketing
C. Branding D. Selling
6. A multi level marketing system uses two or more marketing channels to reach
_________ customer segments.
A. Different B. Many
C. Similar D. Convenient
Q.1 (b) Briefly Explain Following Terms;
1. AIDAS
2. List out steps of Personal Selling Process
3. Draw a chart of Functional Sales Organization
4. Sales Position
04
Q.1 (c) Write a short note on Relationship Selling. 04
Q.2 (a) List and explain any three theories of personal selling with relevant
examples of each theory.
07
(b) What are the risks involved in International Sales and Distribution? 07
OR
2
(b) List and explain the various strategies used for making a sales
presentation.
07
Q.3 (a) Explain the procedure of designing sales territories with a relevant
example.
07
(b) Explain the different types of ?Sales forecasting? approaches?
07
OR
Q.3 (a) List and explain some of the elements of a channel information system.
07
(b) What is the advantages and disadvantages of routing? Explain the
procedure of setting up a routing plan with suitable examples.
07
Q.4 (a) What are the Chanel Conflicts? Enumerate various methods of resolving
Channel Conflicts.
07
(b) Describe five discrepancies that the channel member take care of? 07
OR
Q.4 (a) What are the major functions of a warehouse? How is warehousing
related to inventory decisions?
07
(b) Explain briefly various elements of a Channel Information System. 07
Q.5 Case Study:
A Martin Inc, based at Chicago in the state of Illinois, was distributing an
extensive line of business office products, such as office stationary,
which included grades of paper, envelopes, ribbons, staplers and other
accessories. The company was distributing this in a wide area with
adequate no. of salesmen to look after the territory. The company felt
that to make the training effective, it was essential to emphasize on, A-C-
M-E-E (Aim, Content, Methods, Execution & Evaluation). The various
types of training imparted by the company was in the form of lectures,
personal conferences, demonstrations etc. To train the salesman of the
company, the chairman proposed the method of centralized training
through the district manager of the company. This was to provide better
quality training by giving uniform and identical, training. Centralized
training will also hold higher prestige in the minds of salesmen. By
centralized training at headquarters, better facilities can be provided to
the trainees. Before the programme was implemented, suggestions came
from other executives who suggested decentralized training in various
territories which would be more realistic.
Briefly Explain:
a). Which other methods of training were possible?
b). Which method of training was more realistic & why?
14
OR
Q.5 Case Study:
Snow White Paper Company is located in an agricultural belt about 300
kilometers from a metro city. The company is into hiring and printing
paper. Its primary raw material is wheat straw. Last year the company
had a turnover of Rs.134 corers on a volume of 45,000 tons of paper.
While preparing the business plan for the current year, the top
management was concerned with the following distribution issue that
they want to help resolve:
14
FirstRanker.com - FirstRanker's Choice
1
Seat No.: ________ Enrolment No.___________
GUJARAT TECHNOLOGICAL UNIVERSITY
MBA ? SEMESTER 03 ? EXAMINATION ? SUMMER 2018
Subject Code: 2830103 Date: 05/05/2018
Subject Name: Sales and Distribution Management
Time: 02:30 pm to 05.30 pm Total Marks: 70
Instructions:
1. Attempt all questions.
2. Make suitable assumptions wherever necessary.
3. Figures to the right indicate full marks.
Q.1 (a) Answer the following Multiple Choice Questions
06
1. The distance between the production point of a product and its consumption
point is known as _____ discrepancy.
A. Temporal B. Location
C. Mileage D. Spatial
2. ____________ is a major consideration for a company to handle the
distribution function by itself.
A. Experience B. Cost
C. Competence D Confidence
3. ____________ is the process of converting products made in large quantities
to small lot sizes suitable for customers.
A. Aggregation B. Breaking Up
C. Breaking Bulk D. Re-packing
4. ____________ distribution ensures that a product is available in a large
number of outlets.
A. Regular B. Intensive
C. Consistent D. Daily
5. A corporate VMS is a system in which successive stages of production and
_______ are handled by the same entity.
A. Distribution B. Marketing
C. Branding D. Selling
6. A multi level marketing system uses two or more marketing channels to reach
_________ customer segments.
A. Different B. Many
C. Similar D. Convenient
Q.1 (b) Briefly Explain Following Terms;
1. AIDAS
2. List out steps of Personal Selling Process
3. Draw a chart of Functional Sales Organization
4. Sales Position
04
Q.1 (c) Write a short note on Relationship Selling. 04
Q.2 (a) List and explain any three theories of personal selling with relevant
examples of each theory.
07
(b) What are the risks involved in International Sales and Distribution? 07
OR
2
(b) List and explain the various strategies used for making a sales
presentation.
07
Q.3 (a) Explain the procedure of designing sales territories with a relevant
example.
07
(b) Explain the different types of ?Sales forecasting? approaches?
07
OR
Q.3 (a) List and explain some of the elements of a channel information system.
07
(b) What is the advantages and disadvantages of routing? Explain the
procedure of setting up a routing plan with suitable examples.
07
Q.4 (a) What are the Chanel Conflicts? Enumerate various methods of resolving
Channel Conflicts.
07
(b) Describe five discrepancies that the channel member take care of? 07
OR
Q.4 (a) What are the major functions of a warehouse? How is warehousing
related to inventory decisions?
07
(b) Explain briefly various elements of a Channel Information System. 07
Q.5 Case Study:
A Martin Inc, based at Chicago in the state of Illinois, was distributing an
extensive line of business office products, such as office stationary,
which included grades of paper, envelopes, ribbons, staplers and other
accessories. The company was distributing this in a wide area with
adequate no. of salesmen to look after the territory. The company felt
that to make the training effective, it was essential to emphasize on, A-C-
M-E-E (Aim, Content, Methods, Execution & Evaluation). The various
types of training imparted by the company was in the form of lectures,
personal conferences, demonstrations etc. To train the salesman of the
company, the chairman proposed the method of centralized training
through the district manager of the company. This was to provide better
quality training by giving uniform and identical, training. Centralized
training will also hold higher prestige in the minds of salesmen. By
centralized training at headquarters, better facilities can be provided to
the trainees. Before the programme was implemented, suggestions came
from other executives who suggested decentralized training in various
territories which would be more realistic.
Briefly Explain:
a). Which other methods of training were possible?
b). Which method of training was more realistic & why?
14
OR
Q.5 Case Study:
Snow White Paper Company is located in an agricultural belt about 300
kilometers from a metro city. The company is into hiring and printing
paper. Its primary raw material is wheat straw. Last year the company
had a turnover of Rs.134 corers on a volume of 45,000 tons of paper.
While preparing the business plan for the current year, the top
management was concerned with the following distribution issue that
they want to help resolve:
14
3
PROBLEM: FINISHED GOODS DISTRIBUTION
The paper industry is dominated by selling agents who bring the
manufacturer like Snow White and the buyer like printing / publishing
companies and note book makers, together. They make a commission of
about 2% on all transactions. Some other points. Snow White depends on
about 10 agents to canvass business for it from the users. The company
sells 23% of its paper directly to some government organizations. The
agent arranges for the buyer to pay the company for its produce by
advance demand draft. It is expected that the agent provides the credit
support to the buyer. Agents are not exclusive for Snow White and work
for other paper mills also and not normally play the mills against each
other. They have a grip on the business and are reluctant to put the mill
directly in touch with the buyers. There is always an uncertainty on the
orders and the price, which would be obtained on the orders ? the
company cannot plan its profit properly nor offer the best price to the end
users so that they always ask for Snow White.
Questions:
a) How can you help Snow White less dependent on the selling agents ?
use a ?Channel business model?.
b) How can they plan their customer service efforts?
*************
FirstRanker.com - FirstRanker's Choice
This post was last modified on 19 February 2020