Bachelor of Management Studies (B.M.S.) SEM V 2019 20 Nov 2019-20 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) State whether the following statements are true or false. (Any 08) 8 marks
2. Q1 Distribution management is next to production
3. Q2 Channel policy must be updated with market
4. Q3 Articles of mass consumption are sold through exclusive distribution
5. Q4 Channel of distribution starts with consumer Profitability levels in an organisation are market dependent
6. Q6 Jury of executive opinion has scientific validity Intra-personal conflict is often called individual level conflict
7. Q8 Better selling is the key to better business !
8. Q9 Distribution in virtual world facilitates face to face meeting,
9. Q1 b) Match the column (Any 07) ! Indirect method of supervision and contro! on 1 sales force 7 marks
   • a) Explain the qualities of sales manager | 8
   • b) Explain any 3-structures of sales organisation. 7
   • c) Explain the importance of distribution management. 8
   • d) Discuss the various development in sales management. 7
   • a) What are the methods of sales forecasting? 8
   • b) What are the different types of closing techniques? Elaborate the process of selling. (8) 7
   • d) Discuss different types of selling strategies. 7
   • a) Who are channel partners? Discuss functions of What are the factors affecting the choice of distribution are the types of channel conflict? Explain with suitable examples. the
   • a) Explain the methods of sales evaluation. 8
   • b) Explain new trends in sales and distribution management OS Short notes (any 03) (15) Ethics in sales
10. Q2 Selling skills

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