Annamalai University 2008-3rd Year B.Com " 320DISTRIBUTION MANAGEGMENT " ( - IV ) ( PART - IV ) ( ) keting Management 5187 - Question Paper
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Name of the Candidate :
5 18 7 B.M.M. / B.Com. ( Marketing Management) DEGREE EXAMINATION, 2008
(THIRD YEAR)
(PART - IV)
(PAPER - IV)
(Including Lateral Entry )
December] [ Time : 3 Hours
Maximum : 100 Marks
Answer any FIVE questions.
All questions carry equal marks.
1. What is distribution management ? Explain its elements.
2. What are the objectives of distribution channels ? Discuss their functions.
3. Explain the nature of work expected from an agent.
4. Distinguish between the role of agent and merchant intermediary in distribution management.
5. Explain the need for and importance of whole salers in distribution management.
6. Discuss the role of sales executives in identification of channel members.
7. Explain the services rendered by retailers in distribution management.
8. Explain the various demographic factors influencing retailers.
9. Define Warehouse. Discuss its need in distribution management.
10. Explain the factors determining location and choice of warehouses.
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