Bachelor of Management Studies (B.M.S.) SEM V 2023 2024 Dec 2024 S ELECTIVE MARKETING SALES & DISTRIBUTION MANAGEMENT Question Paper - Mumbai University | munotes

Questions asked in this paper

• (2) Figures to the right indicate full marks

1. Q2 has presented many new opportunities along with new challenges
2. Q3 Advantage of CRM
   • a. customized business b. improves overall relationship with customers
   • c. software based d.one on one
3. Q4 Forecasting method widely used by collecting questionnaire from potential buyers is called
4. Q5 There are types of channel conflicts
5. Q6 Five style of conflict resolution developed by
6. Q7 Distribution audit is and fair evaluation identifying key areas for improvement in
7. Q8 reflects the performance of the distribution channel
8. Q9 is called as zero level distribution channel
9. Q10 KRA stands for
   • (1)(B)Select whether the following statements are True or False. (Any 7) 7
10. Q1 MIS operates with speed and accuracy
11. Q2 Distribution ensures that products reach consumers as wanted by them at the right time and at the right place
12. Q3 The first step in selling process is objection handling
13. Q4 Collaboration_refers to ignoring the issues that gave rise to the conflict
14. Q5 Sales quota is also called as sales target
15. Q6 Approach is a step in selling process
16. Q7 Wholesalers and distributors are the same
17. Q9 Digital communication is without accountability
18. Q10 Sales people do not face ethical dilemma 2a. What is meant by Sales Management and explain its roles. (08) 2b. What is meant by CRM and Discuss its features. (07) 2c.Discuss any three structures of sales organisation (08) 2d. Discuss the role of intermediaries (07) 3a. Explain the various reasons for unsuccessful closing. (08) 3b.Write a note on sales quota (07) 3c.What is meant by Sales forecasting the methods of Sales forecasting. (08) 3d.Discuss the steps involved in the process of selling? (07) 4a. Enumerated the functions of wholesalers. (08) 4b. What are the factors affecting distribution strategy? (07) 4c. What is meant by channel policy? Explain the various areas it covers. (08) 4d. What are the methods to resolve conflicts? (07) 5a. Elaborate on indirect methods of supervision and control of sales force. (08) 5b. Bring out the new trends in sales and distribution management. (07) 5c. Write Short Notes (Any 3) (15)
19. Q1 Selling skills
20. Q2 Ethics in sales management
21. Q5 Communication process

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