AHK/KW/19/4315

Master of Business Administration (M.B.A.) Semester—III (CBCS) Examination

SALES AND DISTRIBUTION MANAGEMENT
Paper—1
Elective/Specialization Courses : Core Group—A : Marketing Management
Time : Three Hours] [Maximum Marks : 80
N.B. :— (1) ALL questions are compulsory.
(2) All questions carry equal marks (16 marks each).
1. (A) What is Sales Management ? What are its various objectives and how does it differ from
Marketing Management ?
OR
(B) What is the importance of sales forecasting ? State and explain the various sales forecasting
methods.
2. (A) What are the various types of sales training programmes ? Briefly explain. List out the steps in
designing a sales training programme and briefly discuss each step.
OR
(B) What are the various sources of recruitment of sales people ? Describe the general steps in the
selection process for sales people.
3. (A) State the various roles played by a physical distribution channel. What are the different participants/
intermediaries of a distribution channel and what is their importance in the overall distribution
channel structure ?
OR
(B) Draw a chart representing a typical consumer goods distribution channel and explain the role
played by each channel intermediary.
4. (A) What is inventory management ? State its benefits. Discuss warehousing.
OR
(B) Explain E-enabled selling and distribution.
5. Write short notes on :—
(A) Sales forecasting methods
(B) Sales quota
(C) Multi-channel marketing system
(D) E-enabled logistics.

CC—10501