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

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Code No: 723AE
JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD
MBA III Semester Examinations, April/May-2019
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) Write a brief note on ?skills of a salesperson?. [5]
b) Explain the concept and importance of ?sales territory?. [5]
c) Amplify the ?carrot and stick? approach of motivation. [5]
d) Differentiate ?selective? from ?intensive? mode of distribution. [5]
e) What are the components of channel information system? [5]

PART - B 5 ? 10 Marks = 50

2. 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]

4. What do you understand by ?sales planning?? Explain various methods of determining
sales quota. [10]
OR
5. Explain the importance of sales budget. Elaborate the methods for deciding sales
budget. [10]

6. Distinguish between ?recruitment? and ?selection?. Explain the steps involved in
selection process of sales force. [10]
OR
7. Describe the financial and non-financial compensation plans applicable for sales force.
[10]

8. What are the advantages of selling through indirect channels? Explain the functions of
?two-level? and ?three-level? channels of distribution. [10]
OR
9. Discuss the challenges involved in rural distribution. What are the modes of distribution
in rural markets? [10]

10. 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
11. What is meant by business ethics? Explain in detail the need and importance of ethics
in personal selling. [10]
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R15
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