Download JNTUA MBA 3rd Sem Supple 2015 Dec 9E00306b Sales and Distribution Management Question Paper

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Code: 9E00306b

Time: 3 hours

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MBA III Semester Supplementary Examinations July 2015

SALES & DISTRIBUTION MANAGEMENT

(For students admitted in 2011, 2012 and 2013 only)

Answer any FIVE questions

All questions carry equal marks

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Max Marks: 60

1. Briefly evaluate the sales management types and skills of sales manager.
2. Briefly explain the following:
   1. Strategic planning.
   2. Sales marketing.
   3. Forecasting approaches in sales management.

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3. Define the importance of training and motivation of sales force.
4. Briefly explain the need for distribution channels and value addition process in sales management in India.
5. Briefly explain the role of inventory management and transportation in sales management.
6. Briefly explain the following:
   1. Retail marketing.

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   2. Merchandise strategies.
   3. Customer communication.
7. Discuss the ideal channel structure with critical evaluation in sales management.
8. Briefly explain the following:
   1. Customer expectations.

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   2. Model of entry decision.
   3. Multinational and transnational companies.

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