Alagappa University 2007 Master in Marketing Management (M.M.M) SALES AND DISTRIBUTION MANAGEMENT - Question Paper

DISTANCE EDUCATION
M.M.M. DEGREE EXAMINATION, DECEMBER 2007.
SALES AND DISTRIBUTION MANAGEMENT
(1999 batch onwards)

Time : 3 hours Maximum : 100 marks
PART A — (5 x eight = 40 marks)
ans any 5 ques..

1.What do you understand about market potential and sales potential? discuss the different steps to analyse a product market potential.

2.Describe the personal selling. Outline objectives and importance of every step in selling process.

3.Explain the process of developing a sales organisation. Which factors affect the size of the sales organisation?

4.What is recruitment? elaborate the sources of recruitment? explain the merits and demerits of internal sources.

5.Discuss the importance of marketing channels.

6.Critically analyse the different methods of sales forecasting used for industrial as well as consumer products.

7.Describe the advantages and limitations of ship mode for transporting goods.

8.Explain the role of retailing and retailing functions in distribution.


PART B — (4 × 15 = 60 marks)
ans any 4 ques..

9.Explain clearly the phrase “sales management and bring home its importance”.

10.Suggest criteria for selecting salesman for the consumer products division of a company.

11.Explain in detail about the elements of total cost in the physical distribution system.

12.Design marketing channels for cellular phones showing channel levels.

13.Explain the dynamics of the channel system its inputs and outputs.

14.How would you decide on levels of inventory for electric motors primarily used in agriculture?

15.Explain the option modes of sales force compensation.

Earning:   Approval pending.