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

1. Q1 a. State whether the following statements are true or false. (any 08) 8 marks
2. Q1 Better selling is the key to better business
3. Q4 Intra personal conflict is often called individual level conflict
4. Q5 Jury of executive opinion has scientific validity
5. Q6 Profitability levels in an organisation are market dependent
6. Q7 Wholesaler and distributors are the same
7. Q8 Distribution audit is not use as an instrument of channel control
8. Q9 Pricing act as a demand regulator
9. Q10 E-marketing facilitates faster reach to the customers
10. Q1 b. Match the column ( Any 07) Bthics | Break the bulk 10 Distributors J Instrument of channel 7 marks
11. Q2 a) What is the role of sales department? 8 marks
    • b) Elaborate the functions of sales manager. 7
    • c ) Explain the various structures of sales organisation. 8
    • d) Explain the qualities of a sales manager. 7
12. Q3 a) What are the methods of sales forecasting? 8 marks
    • b) What are the different types of sales quota? 7
    • c) Elaborate the process of selling. 8
    • d) What are the steps involved in assigning sales territories to salesperson? 7
    • a) What are the functions performed by distributors? 8
    • b) what are the factors affecting the choice of distribution strategy? 7
    • c) What are the types of channel conflict? 8
    • d) Elaborate the Kenneth Thomas styles of conflict resolution. 7
13. Q5 Short Notes (any 3) 15 marks
14. Q2 Ethics in sales
15. Q3 Tools for channel control
16. Q4 New trends in sales and distribution management

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