Trimester: July -September 2021 - Examination: End Term Examination

Program code: Class: SY/ Trimester: IV

Program: MBA Core – (Marketing) 2020-22 Batch (SVU 2021)

Name of the Constituent College: Name of the

K. J. Somaiya Institute of Management department/Section/Center:
Marketing Management &
International Business

Course Code: 117P01S413 Name of the Course: Sales & Distribution Management

Maximum Marks: 50 Date: 11thOct 2021 Notes:

1. Question No. 1 is compulsory. Answer any 3 Questions from Question 2 to Question
5 3. Use of examples, flow charts, tables, etc. is recommended wherever applicable.
Questi Max.
on No. Marks

Q1 Meridian Systems – Analyze the Case using appropriate techniques and answer 20
the following questions.
a) What challenges does Meridian face as it seeks to enter the tablet-
based POS market?
b) Evaluate the option of selling GingerSnap with the same sales force
that Meridian uses to sell its existing terminal-based product. What
are the Pros and Cons of this option, and how would you recommend
the commission structure operate under this option?
c) What other options exist for selling GingerSnap? How should these
options be compared, and what would you recommend as a
deployment strategy for the company?

Q2 Assume you are a Regional Manager in a company in business of selling office 10

equipment in all major cities in India. What characteristics would you look for,
and what criteria would you use, when promoting a sales manager to District
Sales Manager?

Q3 a) It has been said, “Nothing happens until somebody sells something”. How 10
would you explain this to a student who is majoring in accounting,
finance and engineering?
b) Explain the selling process. What precautions a sales person has to be
careful about at each level in order to increase the probability of
converting a sale?

Q4 a) What advantage does a sales territory have for a firm, the sales force, and 10
the customers?
b) What are the various factors that a sales manager should take into account
before deciding on a sales territory?
Q5 Write a note on Channel Design and the Channel establishment plans. Explain 10
the suitability of “Selective distribution and Intensive Distribution”. Does higher
Weighted Distribution signify better quality of distribution? Support your answer
with suitable example.