Vinayaka Missions University 2008 M.B.A Executive SALES AND DISTRIBUTION MANAGEMENT t (Correspondence ) - Question Paper

COURSE CODE - 2040306
PG DEGREE exam – SEP 2008
MBA (EXE)
SALES AND DISTRIBUTION MANAGEMENT
(For Candidate Admitted from Calendar 2007 Onwards)
Time: three Hours Max.Marks:75
Section-A
ans all the Questions: 15 X one = 15
1. What do you mean by personal selling?
2. What is sales forecasting?
3. provide the meaning of sales contest.
4. What is sales audit?
5. What is CRM?
6. What is Internet advertising?
7. Write a short note on sponsorship.
8. What is promotional mix?
9. What is meant by sales promotion Budget?
10. What do you mean by selective distribution?
11. Explain: Debtor management.
12. provide the meaning of distributor advisory channel.
13. What do you mean by logistical integration?
14. Write a note on Franchising.
15. List out the major intermediaries in the service delivery.
part – B
ans any 5 ques. five X six = 30
16. (a) For selling FMCG in today’s situation examine the role
of personal selling as a tool of direct marketing.
(Or)
(b) Differentiate ranging from advertising and publicity.
17. (a) elaborate the objectives of a sales Information’s system?.
(Or)
(b) elaborate the advantages and disadvantages of
direct marketing?
18. (a) discuss the points of difference in domestic and
international selling.
(Or)
(b) Suggest a promotional strategy for the subsequent products.
(i) colour T.V. (ii) Detergent power.
19. (a) Identify the factors affecting the selection of a
distribution channel.
(Or)
(b) elaborate the motivational tools and control areas for a
distributor?
20. (a) define the factors that determine the decisions about
the locations of warehouses for a consumer datable
product.
(Or)
(b) Bring out the merits and demerits of public and private
warehousing.
parts – C
ans any 2 ques. two X 15 = 30
21. elaborate the basic dements of a good compensation package
for salesmen.
22. elaborate the major issues of Internet advertising in India?
23. explain the methods for measuring the effectiveness of sales
promotion.
24. Examine the various channels of distribution presently
operative in India, explaining their merits and demerits.
25. elaborate electronic channels? discuss the advantages of
electronic channels in distribution.

Earning:   Approval pending.