Bachelor of Management Studies (B.M.S.) SEM V 2022 2023 Dec 2023 S MARKETING SALES DISTRIBUTION MANAGEMENT Question Paper - Mumbai University | munotes

Questions asked in this paper

• 2. Figures to the right indicate full marks

1. Q1 A. Fill in the blanks with the appropriate answer form the alternatives given (Attempt any Eight) (8)
2. Q1 When two or more organsiation types are combined a sales organsiation is formed
3. Q2 is sometimes called as financial quota
4. Q3 Sales is part of activity
5. Q4 type of selling strategy uses push strategy selling strategy importance and emphasis is given on the USP of the product
6. Q6 Intensive distribution is suitable for the distribution of
7. Q7 channel of distribution is also known as zero level marketing channel
8. Q8 KRAs are given in the form of percentile)
9. Q9 is prediction of expected sales
10. Q10 in the selling process are adverse arguments
    • d. Fights)
11. Q1 B. State whether the following statements are true or false. (Attempt and Seven) 7 marks
12. Q1 Sales department is an income generating department
13. Q2 Sales quota represents geographic grouping of customers
14. Q3 Channel policy must be updated with market dynamics
15. Q4 Channel of distribution starts with the producer
16. Q5 Supervision on salesforce is required for efficient execution of sales plan
17. Q6 Evaluation of sales performance periodically is a normal practice in marketing organisations
18. Q7 Extensive distribution is also called mass distribution
19. Q8 Retailing involves a direct interface with the customers
20. Q9 Horizontal conflict takes place on the same level of distribution
21. Q10 CRM is a business strategy designed to optimise profitability, revenue and customer Q Diagrammatically explain the types of sales organisation structure. (8)
    • b. What are the qualities of a good sales manager? 7
22. Q2 p. Elaborate the functions of the sales department. 8 marks
    • q. Explain the need of intermediaries in marketing. Q Bring out the steps involved in the process of selling. (8) 7
    • b. Discuss the methods of closing sales. 7
23. Q3 p. Describe the qualitative and quantitative techniques of sales forecasting. 15 marks
24. Q4 a. How is distributor different from wholesaler? 8 marks
    • b. Point out the reasons for channel conflicts. 7
25. Q4 p. Narrate the factors affecting choice of distribution strategy. 8 marks
    • q. Explain different methods to resolve channel conflicts. 7
26. Q5 State and explain different methods of supervision and control of salesforce. 15 marks
27. Q5 Write short note on the following. (Attempt any Three) 15 marks
    • a. KRAs
    • b. Selling strategies
    • c. Sales quota
    • d. Features of retailer
    • e. Reasons for unsuccessful closing of sales

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