SALES&DISTRIBUTIONMANAGEMENT(MBAMK03)

M.B.A.4THSEMESTER

Q1.NatureandScopeofSalesManagementPast&Present.
Q2.FunctionsofSalesManagement.
Q3.DefineMarketPotential
Q4.WhatisSalespotential
Q5.DefineTerritorialpotential
Q6.Definesalesforecast.
Q7.Whatarethemethodsofsalesforecast?
Q8.Writeshortnotesonthefollowing:
Q9.DefineSalesManagement
Q10.DefinePersonalselling
Q11.DefineSalesmanship
Q12.ObjectivesofSalesManagement
Q13.Definesalesterritory.
Q14.Differentsellingandbuyingstyles.
Q15.Importanceofpersonalselling.
Q16.DefineSalesmanshipanditstype?
Q17.BrieflydescribeExpertOpinionMethod?
Q18.ElaboratethetermSalesQuota?
Q19.WhatisSalesForceManagement?RoleofSalesManager
Q20.Processofpersonalselling
Q21.Differencebetweenmarketingandselling
Q22.Sellingandbuyingstyles
Q23.RoleofPersonalselling.
Q24.Writeshortnotesofthefollowing:
(a)Roleofsalesmanagementinmarketingfunctions.
(b) Differentiatesellingandbuyingstyles.
(c) Importanceofpersonalselling.
(d) Salespresentationanditsroleinselling.
(e) Rolesandresponsibilitiesofsalesmanager.
(f) Sellingprocessanditsobjectives.
Q25.Writenotesonofthefollowing:
(a)Causesandeffectofchannelconflicts.
(b) ImportanceofspecializedandprimarydistributorsinRetailingera.
(c) Roleofchannelmembersinjustintimeinventorymanagementsystem.
Q26.Writenotesofthefollowing:
(a)Goodselectionpromotescostsavings.comment
(b) Whatdoyoumeanbysocializationandassimilationinhiringprocess?
(c) Definethebenefitsofagoodterritorydesign.
(d) Definethepurposeofsalesbudget.

(e) Explainthestepsinvolvedindesigningacompensationplan.
(f) DefineAIDAStheory.
(g)Whatarethenonfinancialcompensationplan?
Q27.Whatcanmanagementdotoreduceasalespersons:
(a) Roleambiguity?
(b) Roleconflicts?
Q28.Writeshortnotesonofthefollowing:
(a)Selectionprocedure.
(b) Routingandschedulingsalespersonnel.
(c) Salescontest.
Q29.Writeshortnotesonofthefollowing:
(a) Reasonsforchannelconflicts.
(b) Selectionofdistributors.
Q30.WhatdoyoumeanbySalesManagement?IsitapartofmarketingManagement?
Q31.WhatdoyoumeanbyfunctionofSalesManagement?Comparetheconceptofpastwithpresent.
Q32.Definemarketpotential.Howdoesitdifferforsalespotential?Howismarketpotential
estimated?
Q33.Distinguishbetweensalespotentialandterritorypotential.
Q34.Whatarethemethodsofsalesforecast?
Q35.Salesvolumeobjective,profittargetandmarketingcapabilitiesrequirebalancingactto
choosetheoptimumstrategyofsalesElucidate.
Q36.Whatarethestepsinvolvedinsalesforecasting?Explainthembriefly.
Q37.Definesalesterritory.Whataretheobjectives?Howdoesitdifferfromtradeareas?
Q38.WhataretheobjectivesofSalesManagement?Brieflydiscussthem.
Q39.WriteanessayonPersonalSelling,bringingoutclearlytheconcept,desirablequalitiesofsales
personsandtheprocessinvolvedtherein.
Q40.Writeanessayonstrategiesinvolvedinpersonalselling,bringoutclearlythecommunication
Skillinvolvedtherein.Whatareitslimitation?
Q41.Whatarethepurposethesalesterritoryserves?Explainthembriefly.
Q42.Explainhowwillyoudesignasalesterritory,highlightingstepsinvolvedtherein.
Q43.WhatdoyoumeanbythetermsSalesterritorydesign?
Q44.Explainthemethodofsalesforceassignmenttoterritorieshavingequalsalespotential.Illustrate
youranswerwithexamples.
Q45.Illustratewithsuitableexamplethemethodofassignmentofsalespersonstoterritorieshaving
salespotentialproportionaltosalespersonabilities.
Q46.Salesbudgetistheblueprintforsales.Elucidate.
Q47.DefineSalesbudget.Whatareitsobjectives,natureandprinciples?
Q48.WhatarethemethodofpreparingSalesExpensesectionofasalesbudget?
Q49.Whatdoyoumeanbysalesbudgetingprocess?Whatarethestepsinvolvedinpreparingasales
budget?
Q50.Budgetsassistmanagerialcontrolofactivities.Explainthisstatement,bringingoutclearly
howfarthisassistsmanagerialcontrolatdifferentlevels.

Q51.Definesalesquotaandexplainitsnatureandscope.
Q52.Whatarethemajorobjectivesofsalesquota?
Q53.Salesquotabecomethebasisforplanningproduction,workforcesizeandfinancial
management.Comment.
Q54.Explaintheconcept,natureandscopeofsalesquota.
Q55.Namevarioustypesofsalesquotasandexplainthembriefly.
Q56.WhatdoyoumeanbythetermsSalesterritorydesign?
Q57.Salesmanshipispersuasion,communicationandservice.Explain.
Q58.Salesmanshipispersuasionappliedtothesaleofmerchandiseofservices,Explainispersonal
sellingnecessary?
Q59.Salesmanshipispersuasivecommunicationbetweenasellerandabuyer.Explain.
Q60.WhatisSalesmanship?Discusswhetheritisanartorascience.
Q61.Pointouttheimportanceofsalesmanshipinmodernbusiness.
Q62.Examinethefunctionsandresponsibilitiesofsalesmanager.
Q63.Enumeratethedutiesofsalesmanager.
Q64.Salesmanshipisservice.
Q65.Discusstherolesalesmanagermanagementinmarketingfunctions.
Q66.Salespresentationanditsroleinselling.
Q67.Rolesandresponsibilitiesofsalesmanager.
Q68.Sellingprocessanditsobjectives.
Q69.Discusswhyitisimportantforanorganizationtosetsalesobjectivesobjectivesandsalesbudget.
Howsalesbudgetisprepared?
Q70.Suggestforecastingmethodsforfollowingandexplainwhysuggestedmethodismost
appropriate:
(i)Aslimmingpilltargetedtoschoolgirls
(ii)Flavouredsoyamilkforgrowingchildren
Q71.Whatissalesterritory?Whyshouldfirmgofordesigningsalesterritories?
Q72.Explaintheprocessofgoalsettinginsalesmanagement.
Q73.DescribetheProcessofPersonalSelling?
Q74.WhataretheTheoriesofSelling?
Q75.DefineSalesTerritoriesanditsfeatures?Alsodescribeitsprocedureinbrief?
Q76.DescribeSalesBudgetandgiveitsexample?
Q77.Salesmanagersjobisoneofthemostcomplexandchallengingoneinanorganization.Explain
withreferencetohisresponsibilities.
Q78.DefineSalesforecastinganddiscussitsobjectivesandimportance.
Q79.Thesalesbudgetisthepivotofbudgetarycontrol.Discussthestatementandthemethodofits
Preparation.
Q80.Whatdoyouunderstandbysalesterritories?Explaintheadvantageofallocationofterritories.
Q81.Whatdoyouunderstandbysalesorganization?Whydifferenttypesofsalesorganizationsare
madebydifferentorganizations?Explain.
Q82.ExplainthecarrotandstickprincipleofMcGregor.Howthisisusefulformotivatingthesales
force?

Q83.Discusstheadvantagesanddisadvantagesofstraightsalarycompensationplan.
Q84.Explainthevariousstepsinvolvedinthehiringprocessofsalesforce
Q85.Namethesourceofrecruitmentbothwithinandoutsidetheorganization.
Q86.Howmotivation,evaluationandcompensationarerelatedtoeachother?Brieflydiscuss
thealternativemodelsofsalesforcecompensation.
Q87.Whatarethemajoractivitiesinvolvedinplanningsalespersonnelneedsofanorganization?
Q88.Discusstheprocessofdevelopingasalesorganization.Whichfactorsaffectthesizeofthesales
Organization?
Q89Howcantrainingneedsofsalespersonsbeidentified?Howdothelearningstylesofsalespersons
affectsthedesignofthesalestrainingprogram

Q90.Whatisthe8020principle,andhowdoesitapplytosalesperformanceevaluation?Alsoexplain
Thereasonsformisdirectedefforts.
Q91.Performanceevaluationisapartofmarketingaudit.Comment.Alsoexplainhowtheevaluation
Systembeusedtodirecttheeffortsofsalespeople?
Q92.Salescommentsofferincentivesbeyondthecompensationplan.Explaintheimportanceofsales
contestandtheobjectionsassociatedwithit.
Q93.WhataretherelevantconceptsinvolvedinTrainingandDevelopmentprogram.
Q94.Whatistheimportanceofdistributionchannel?Howchannelmembersaddvaluewhile
distributionofdifferentproductstotheendusers?
Q95.Discussthefactorsconsideredwhiledecidingthedistributionchannelforanorganization.
Q96.Howsalesanddistributionfunctionsarecomplementarytoeachother?Discusswithsuitable
Example.
Q97.Differentiatebetweenprimaryandspecializeddistribution.
Q98.Explainindetailthedistributionchannelstrategy.AlsoexplainthevariousKindsofdistribution
channelstrategy.AlsoexplainthevariousKindsofdistributionpoliciesbasedontheattributesof
objectives,customersandmarketingorientation.
Q99.Whatdoyoumeanbymarketingsystems?Differentiatebetweenverticalmarketingsystemand
Horizontalmarketingsystem.Explainwithsuitablediagramandexamples.
Q100.Describehowchannelmembersareselected,motivatedandevaluatedforeffective
Implementationandresultsfromdistributionsystem.