2C

84

3
18

A3
A5
Paper / Subject Code: 46010 / Marketing: Sales & Distribution Management

41
15

86

39
81
2C
09

84

A3
A5
61
F9

41
15

48

39
81
88

2C
09

18

A5
1
C9

86
F

C4
1

81
8
AA

9
Time : 2 ½ Hrs. Marks : 75

84
8

90

52

61
9

41
D4

8F

91

48
C
A
N.B.: (1) All questions are compulsory.

98

90
3F

18
2

1
A

86
D4

F
(2) Figures to the right indicate full marks.

C4
9A

1
88
AA

4
90
3F

18
2
53

15
4

8F

C4
9A
1A

AA

09
(1) (A)Select the most appropriate answer from the option given below (Any 8) (8)

98
F

52
53
18

F9
3

D4

C
1. Market research is a systematic and _______ process

91
1A
86

88
AA
9

0
3F

2
84

3
a. continuous b. alternative c. single d.one time

15
A5
1

8F
A
41

FD

AA

9
8

39
1

98

90
2C

18

A3
8

A5
2. _____is a person who decides to start the buying process.

D4

AC

8F
1
15

86
4

9
81

98
3F
C
09

a. Initiator b. Influencer c. User d. Buyer

84

53

A
2

61

D4

AC
A
F9

A
5

C4
1

48

39
1

8
88

F
9

A
8

C9
3
90

18

A5
52

1
3. Forecasting method widely used by collecting questionnaire from potential buyers is called

D4
9

9A
6
AC

8F

AA
4
91

48

81

3F
2C
as ______method.

53
8

18

61
4A

D4
9

9A
9

A
5
a. Delphi b. customer survey c. sales hierarchy d. user expectation
AC

C4
1

1
FD

3F
9

84

53
8
8

52

1
4A

9A
9

41
A3

1A
6
C

8F

48
FD

4. Which of the following is not a reason for unsuccessful closure of sales empathetic

C
AA

09

53
39

18
98

18
2
F9
A3

1A
5
A5

86
a. wrong attitude b. compliment c. inadequate presentation d. lack of belief in the
D4

C4
91
88
AA

84
39

18
81

0
F

product

52
9

41
3
A5

86
61

8F
A

1
D

C
A

09

84
48

39
81

98
F

2
A

F9

41
A3

5
18

A5

5. Selling is ____ in nature.

61

D4

AC

91
88

2C
C4

48

9
81

a. multidisciplinary b. theoretical c. subjective d. convenient

90
F
53

4A

9
A3

15
18
52

61

AC

8F
A

FD

09
C4
91

48

39
1

98
A
8

F9
A3
90

6. A manufacturer can use shorter channel if the market competition is _______ .

18

A5
52

D4

AC
6

88
8F

C4
91

39
81

a. more b. limited c. increasing d. high

3F
84

C9
98

90

A5
52

61

D4
9A
41
C

8F

AA
91

81

F
2C
AA

84

53
98

7. Companies dealing with perishable goods need to go for _______ channel of distribution.
3
90

61

D4
9A
41

A
15
D4

8F

48

81

3F
C
AA

09

53
98
3F

18
2

61

9A
9

A
5

a. direct b. indirect c. limited d. unlimited

D4

8F

C4
1

48

1
AA

09

53
8
98
3F

18
52

1
9

1A
86
D4

8F

C4
A

8. Large companies like Amul , HUL, Cadbury, Godrej use _______distribution

AA

09

84
39

18
98
3F

52
F9

a. selective b. intensive c. exclusive d. inclusive

1
A5

86
D4

C4
9A

91
88
AA

84
81

0
3F

52
53

41
D4

8F
9A

91
A

9. Channel control is required to ____ the performance of the channel system.

2C
AA
81

98

90
3F
53

a. optimise b. limit c. decrease d. rigid

15
1

D4

AC

8F
9A
A
86

09
81

98
3F
84

53

F9
1

D4

AC
9A

10. _______relates to input v/s output

41

A
86

88
81

F
2C

53

a. Equity b. Efficiency c. Effectiveness d. Deliver

C9
3
18

D4
9A
A
86

AA
C4

81

3F
4

53
18
2

D4
9A

(1) (B) Select whether the following statements are True or False. (Any 7) (7)
A
15

86
C4

81

3F
09

53

1. Advertising promotes trade and creates demand.

18
2

9A
F9

1A
15

86
C4

2. Distribution ensures that products reach consumers as wanted by them at the right time and at
88

09

53
18
18
2

the right place.

F9

1A
15

86
C4
88

09

3. Sales performance result reviews entire sales process.

18
18
2
C9

F9

15

86
C4
88
A

09

84
2

11836 Page 1 of 2
4A

C9

F9

41
15
FD

88

2C
A

09
4A

C9

F9

15
FD

8
AA

FD4AAC988F909152C418486181A539A3
98

90
 2C

84

3
18

A3
A5
Paper / Subject Code: 46010 / Marketing: Sales & Distribution Management

41
15

86

39
81
2C
09

84

A3
A5
61
F9

41
15

48

39
81
88

2C
09

18

A5
1
C9

86
F

C4
1

81
8
AA

9
4. Avoiding leaves the conflict resolved.

84
8

90

52

61
9

41
5. Market analysis is a part of industry analysis.

D4

8F

91

48
C
A

98

90
3F

18
2
6. Effectiveness focus on speed, time and resources.

1
A

86
D4

C4
9A

1
88
7. Sales management audit is a unsystematic process.

AA

4
90
3F

18
2
53

15
8. Wholesalers and distributors are the same.

8F

C4
9A
1A

AA

09
98
F
9. Customer orientation aimed at retaining customers.

52
53
18

F9
3

D4

C
A

91
1A
86
10. Territory assignment is a complex process.

88
AA
9

0
3F

2
84

3
8

15
A5
1

8F
A
41

FD

AA

9
8

39
1

98

90
2a. State and explain various qualities that qualifies a Sales manager. 2C (08)

18

A3
8

A5

D4

AC

8F
1
15

86
2b.What is CRM? Discuss the importance of CRM. (07)

9
81

98
3F
C
09

84

53

A
OR 2

61

D4

AC
A
F9

A
5

C4
1

48

39
1

8
2c.Discuss any three structures of sales organisation (08)
88

F
9

A
8

C9
3
90

18

A5
52

D4
9

9A
6
2d.What is distribution management? Discuss the role of distribution. (07)
AC

8F

AA
4
91

48

81

3F
2C

53
8

18

61
4A

D4
9

9A
9

A
5
AC

C4
1

1
3a.Discuss the steps involved in the process of selling? (08)
FD

3F
9

84

53
8
8

52

1
4A

9A
9

41
A3

1A
3bExplain the various reasons for unsuccessful closing. (07)

6
C

8F

48
FD

C
AA

09

53
39

18
98

OR

18
2
F9
A3

1A
5
A5

86
D4

C4
91
3c.Discuss the types of selling skills. (08)
88
AA

84
39

18
81

0
F

52
9

41
3

3d. Define Sales forecasting .Explain the methods of Sales forecasting (07)
A5

86
61

8F
A

1
D

C
A

09

84
48

39
81

98
F

2
A

F9

41
A3

5
18

A5

4a.Enumerated the features of wholesalers. (08)

61

D4

AC

91
88

2C
C4

48

9
81

4b. Point out the criteria for selecting channel members (07)
90
F
53

4A

9
A3

15
18
52

61

AC

8F
A

OR
FD

09
C4
91

48

39
1

98
A
8

F9
A3
90

4c. What is meant by channel policy? Explain the various areas it covers. (08)
18

A5
52

D4

AC
6

88
8F

C4
91

39
81

4d. Discuss the five styles of conflict resolution developed by Kenneth Thomas. (07)
3F
84

C9
98

90

A5
52

61

D4
9A
41
C

8F

AA
91

81

F
2C
AA

84

53
98

3
90

61

D4
9A
41

A
15

5a. Elaborate on direct methods of supervision and control of sales force. (08)
D4

8F

48

81

3F
C
AA

09

53
98
3F

18
2

5b. Bring out the new trends in sales and distribution management. (07)
61

9A
9

A
5
D4

8F

C4
1

48

OR
AA

09

53
8
98
3F

18
52

1
9

1A
86
D4

8F

C4
A

1
AA

09

5c. Write Short Notes (Any 3) (15)

84
39

18
98
3F

52
F9

1
A5

86
D4

1. Selling strategies
C

C4
9A

91
88
AA

84
81

0
3F

52
53

2. Types of channel conflicts

9

41
D4

8F
9A

91
A

3. Key result areas (KRA’s)

2C
AA
81

98

90
3F
53

15
1

4. Functions of retailer
D4

AC

8F
9A
A
86

09
81

98
3F

5. Types of sales quota

84

53

F9
1

D4

AC
9A
41

A
86

88
81

F
2C

53

C9
3
18

D4
9A
A
86

AA
C4

81

3F
4

53
18
2

D4
9A
A
15

86
C4

***********
81

3F
09

53
18
2

9A
F9

1A
15

86
C4
88

09

53
18
18
2
F9

1A
15

86
C4
88

09

18
18
2
C9

F9

15

86
C4
88
A

09

84
2

11836 Page 2 of 2
4A

C9

F9

41
15
FD

88

2C
A

09
4A

C9

F9

15
FD

8
AA

FD4AAC988F909152C418486181A539A3
98

90