Bachelor of Management Studies (B.M.S.) SEM V 2018 19 May 2018-19 S Elective Marketing Sales Distribution Mangement Question Paper - Mumbai University | munotes

Questions asked in this paper

• ii. Figures to the right indicate full marks

1. Q1 Answer the following (Any Two) a Discuss the role of sales department in brief 15 marks
   • b. Explain the developments in sales management
   • c. State and explain any two structure of sales organisation
2. Q2 Answer the following (Any Two) a Describe the techniques of sales forecasting 15 marks
   • b. Explain the methods of closing a sale
   • c. Distinguish between national and international selling
3. Q3 Answer the following (Any Two): a Explain the need of distribution channel 15 marks
   • b. the factors affecting distribution strategy
   • c. Discuss choice of distribution systems
4. Q4 Answer the following (Any Two): a Explain various methods of supervision of sales force 15 marks
   • b. a note on new trends in sales management
   • c. the following:
5. Q1 Instruments of Control
6. Q3 Ethics in Sales Management
7. Q5 Read the following case and answer the questions given below: Apple Computer, Inc. (Apple) was the leader in the personal computer (PC) market until IBM PC and its clones gained popularity. Apple's market share slipped in spite of the popularity of its Macintosh (Mac) range of computers, which were sold through authorized resellers and large retailers. To regain its market share, Apple started selling online and through company-owned retail stores. The authorized resellers alleged that Apple showed undue preference to its stores during the shipment of its products. They accused Apple of following unfair practices and channel strategies aimed at eliminating them 15 marks
8. Q2 functions,
9. Q3 Channel integration
10. Q4 Exercise of power by a company (channel leader) over the channel members The case describes Apple's approach to retailing and puts forth the arguments of the resellers and details of their lawsuits
11. Q1 Discuss various channel conflicts in the case. 5 marks
12. Q2 How to resolve channel conflicts. 5 marks
13. Q3 What other sales strategy company can use to distribute its products. 5 marks

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