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Sales & Distribution Management MBA III

This document contains a model paper for an MBA Sales & Distribution Management exam with 4 units covering various topics: Unit 1 covers evolution of sales management, tasks of a sales manager, formal/informal organization structures, and product/customer centric sales approaches. Unit 2 covers recruitment sources, advantages of personal selling, personal selling steps, objection handling/closing sales, sales team motivation, training methods, compensation plans, and channel information systems. Unit 3 compares wholesale/retail channels, distribution planning, channel levels, sales territories, exclusive distribution, channel functions, designing channel structures, partner selection, exclusive/selective distribution. Unit 4 discusses transportation management, IT system advantages, conflict management,

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715 views5 pages

Sales & Distribution Management MBA III

This document contains a model paper for an MBA Sales & Distribution Management exam with 4 units covering various topics: Unit 1 covers evolution of sales management, tasks of a sales manager, formal/informal organization structures, and product/customer centric sales approaches. Unit 2 covers recruitment sources, advantages of personal selling, personal selling steps, objection handling/closing sales, sales team motivation, training methods, compensation plans, and channel information systems. Unit 3 compares wholesale/retail channels, distribution planning, channel levels, sales territories, exclusive distribution, channel functions, designing channel structures, partner selection, exclusive/selective distribution. Unit 4 discusses transportation management, IT system advantages, conflict management,

Uploaded by

gloria dungdung
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MODEL PAPER

End Semester Examination, Dec- 2021


Program: MBA III

Subject: Sales & Distribution Management

Subject Code: 11.623.3

UNIT-I
Section: I (5 Marks)
1. Write short notes on evolution of Sales Management.

2. Elaborate the tasks of a sales manager.

3. What do you mean by formal & informal organization?

4. Explain centralized and decentralized organization?

5. Describe product centric and customer centric sales approach?

Section: II (10 Marks)


6. Explain the various sources of recruitment?

7. Analyze the advantages of personal selling in today’s competitive scenario?

8. Differentiate between pre-approach and approach steps of personal selling?

9. Analyze the importance of “objection handling” and “closing of sales” in overall process of
personal selling.
Section: III (20 Marks)

10. Create a selling plan for sales of Telecom Post-Paid connection to a Small Medium
Enterprises (SME) by explaining steps of personal selling.

11. Create Sales Organization structure for a Dairy brand for distributing its products in
Jharkhand.

12. Evaluate the importance of different kind of sales strategies adopted by organizations
with suitable example.

UNIT-II

Section: I (5 Marks)

1. Differentiate between recruitment & selection.

2. What is Channel Information system, explain?

3. Write short notes on Motivation of Sales Team?

4. Describe the advantages of sales force training?

5. Explain how bonus & fringes benefits helps in sales force motivation?

Section: II (10 Marks)

6. Explain various training methods used by sales organization?

7. Explain the requirements of a good compensation plan for a sales team?

8. Elaborate the various kind of compensation plans for a sales team?

9. Analyze the importance of “CIS (Channel Information system) for efficient sales
management”?
Section: III (20 Marks)

10. What are different types of compensation plan? Create a compensation plan for sales
team working in consumer goods market?

11. How will you do training needs identification (TNI) for a sales team? What kind of
trainings are suitable for a sales team?

UNIT –III
Section: I (5 Marks)

1. Compare between wholesale & retail channel of distribution?


2. State distribution planning and why it required?
3. Explain the levels of distribution channel.
4. Explain the advantages of establishing sales territories?
5. Define exclusive distribution with example.

Section: II (10 Marks)

6. Explain the various functions of a channel?

7. Analyze the factors you keep in mind for designing a channel structure?

8. Explain the criteria for selecting a channel partner?

9. Differentiate between exclusive & selective distribution?

Section: III (20 Marks)

10. What are the levels of channel structure for consumer goods? Evaluate channel structure
of HUL for its soap brands.

11. What are industrial goods? Design channel structure for a lubricant brand.
12. What is channel structure? Create channel structure for a printer for distributing its
products in a state.

UNIT – IV
Section: I (5 Marks)

1. Describe transportation management in the context of channel sales?


2. Explain the advantages of implementation of IT system in sales management?
3. Explain channel conflict management.
4. Define the concept of sales territory management.
5. Write short notes on International Sales management?

Section: II (10 Marks)

6. Explain the stages of implementation of channel information system (CIS) in channel


distribution?

7. Prepare list of market related factors which should be considered before designing
channel structure?

8. Explain the reasons for creating sales territories?

9. Explain the different tasks of a salesperson?

Section: III (20 Marks)

10. “Success of e-commerce companies is due to its efficient distribution and supply chain
structure”. Evaluate above statement.

11. Evaluate the different initiatives taken by companies for motivation distribution channel
partners?

12. What are the classification of distribution channel? Evaluate the advantages and
disadvantages of both the channel?
Prepared By: Dr. Ajitabh

Disclaimer: - This is a Model Question Paper. The Question in End term examination will differ from the
Model Question Paper. This Model Paper is meant for practice only.

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