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

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

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Code No: 723AE
JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD
MBA III Semester Examinations, January-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) Distinguish between ?selling? and ?marketing?. [5]
b) Explain different marking types of sales quota. [5]
c) List out the guidelines for the recruitment of a salespersons. [5]
d) Explain the advantages of selling through direct channels. [5]
e) Elaborate the terms ?direct export? and ?indirect export?. [5]

PART - B 5 ?10 Marks = 50

2. What is meant by sales strategy? Explain the steps involved in developing a sales
strategy. [10]
OR
3. What is sales management? Discuss various sales methods to sell the products or
services. [10]

4. Discuss the reasons for establishing sales territories. What are the factors to be
considered at the time of designing a sales territory? [10]
OR
5. Define sales budget. Discuss the objectives of sales budgeting. What are the sources of
information required for preparing a sales budget. [10]

6. What is meant by ?Training Needs Analysis?? What are the factors contributing to an
effective training program? [10]
OR
7. Why is it important to have a motivated sales force? How can Herzberg?s two factor
theory be applied to motivate sales force? [10]

8. Explain the functions of a distribution channel. What factors would you consider while
designing the distribution channel of FMCG companies? [10]
OR
9. What do you understand by channel member motivation? Discuss the means to motivate
channel members. [10]

10. Explain the reasons of channel conflict. Suggest some remedies of channel conflict. [10]
OR
11. Discuss the factors influencing selection of international distribution channel. Also
explain the types of foreign intermediaries. [10]
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R15
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