Download JNTUH (Jawaharlal Nehru Technological University Hyderabad) MBA (Master of Business Administration) 3rd Semester (Third Semester) R15 2018 Dec 723AE Sales And Distribution Previous Question Paper
Code No: 723AE
JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD
MBA III Semester Examinations, December - 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) 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]
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
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]
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.
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]
R15
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Code No: 723AE
JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD
MBA III Semester Examinations, December - 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) 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]
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
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]
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.
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]
R15
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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]
--ooOoo--
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This post was last modified on 23 October 2020