AURO UNIVERSITY

BBA (Batch 2018-21)

Semester – 5

End Term Semester Examination, (December) 2020

Sales & Distribution Management (MKT 315)

Duration: 3 Hrs. Maximum Marks: 100

Weightage: 50%

Instructions to Candidates

1. The exam is closed book.

2. The maximum marks for each question are shown in brackets.

3. Please also ensure that you make every attempt to use course theory in an explicit

way and that you use examples where appropriate.

4. Question Paper consists of Two sections only. Answer any three questions from

Section I and ALL questions from Section II. Marks are reflected in brackets.

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Section I – Long Answer Questions

All questions carry equal marks. Attempt any THREE

(3 x 20 Marks = 60)

Q1. “Because new product launches often take longer and cost more than
expected, many promising offers are prematurely aborted. Smart companies give time
and money enough to climb sales learning curve before running up with sales force”
In the light of the statement of the Case “The Sales Learning Curve “enumerate what
are the new product sales challenges and how companies can take advantages of the
Sales Learning Curve Process through proper sales force management.

Q2. In the project where your group acted as a consultant for a foreign firm
entering the Indian Market what are the rationales you suggested for selecting a
market. Does selection of industry and market affect the choice of channel design?
Elaborate the answer with the examples and learning reflections from the project in
reference to Distribution Channel & its Design

Q3. The main objective of Sales Department in an organisation is to have three

fold goals; increasing sales, increase in market share and upward trend in profitability.
To do this companies create territories to have manifold geographical markets for
large targets. Explain with examples bases of segmenting the geographical markets
and how territories are identified and created.

Q4. “Various stages of sales process are properly executed if organisation uses
AIDAS Model of Sales & Advertising in proper spirit”. Explain the various stages
and process of execution with an illustrated example at each level taken from your
own learning.

Q5. The performance evaluation of the sales team are very important for any
organisation to achieve its target. What are the various forms of financial and non-

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financial motivation given by the companies to it sales team? Enumerate with
examples of your own.

Section II – Case Study Questions

Answer all the question. All question carry equal marks.

(2 x 20 = 40 Marks)

Q1. In the light of the case study what is your assessment of the company’s
turnover issues? Do you think company’s current methods of dealing with the issue
are appropriate? What is your opinion on the issue if you have to resolve the same?

Q2. The case states, “That the quality of its staff was perhaps the single most
important factor in a logistics company success or failure, thus establishing that this is
a notable issue” What should Cai do to address the issue. Create an action plan for
her.

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