Devi Ahilya University 2010 M.B.A Logistics & Supply Chain Management Sales and Distribution Management - Question Paper

Sales & Distribution Management-



1) Discuss the following:
a) The process of personal selling and its role in marketing mix.
b) Types of sales job.
2) If you were preparing a sales presentation for the subsequent products, what info about a prospect would you seek as part of your presentation?
a) Two bedroom condominium.
b) Carpeting for a home redecorating project.
3) Discuss with the help of suitable examples?
a) Marketing Decisions for wholesalers & retailing importance
b) EDI & supply chain
4) What do you mean by distribution channel? What performance considerations would you use in the selection of channel structure for a newly introduced brand of frozen vegetables?
5) Discuss the following:
a) Sales budget
b) Sales quota
c) Meaning & objective of physical distribution.
6) What is a sales territory? Why do firms establish sales territories? Can you think of a cause why a firm might not want to have sales territories?
7) Explain the following:
a) Importance of wholesaling & retailing from marketing point of view.
b) AIDAS Theory
c) Right set of circumstances theory
d) Compensation plan

Earning:   Approval pending.