MP-605
June Examination 2017
Master of Business Administration II Year Examination
Sales and Logistics Management
Paper MP-605
Time 3 Hours Max. Marks 80
Note: The question paper is divided into three sections B and C. Write answers as per given instructions.
Section A 8 × 2 16
(Very Short Answer Questions)
Note: Answer all the questions within 30 words of each.
What is the difference between sales and marketing?
Define Sales Organisation.
What is Sales Budget?
Give two differences between personal selling and salesmanship.
Define the term 'Quotas'.
What do you understand by the term closing the sales?
What are 'Hypermarkets'?
(viii) What is the iceberg principle in 'sales analysis'?
561
MP-605 200 2 (P.T.O.)
MP-605 200 2
561
Section B 4 × 8 32
(Short Answer Questions)
Note: Answer any four questions within 200 words each.
Write short note on: Functions of wholesalers.
What is committee sales organization?
What is channel information system?
How do we manage channel conflict? Write in brief.
What do you mean by sales forecasting? Write in brief.
Write short note on the following: Aldefer's ERG theory.
What is negotiation? What are the principles of negotiation?
Discuss.
Write in brief the process of personal selling.
Section C 2 × 16 32
(Long Answer Questions)
Note: Answer any two questions within 500 words each.
10) Write a short essay on Sales Management.
OR
What is Sales Management Audit. Write in detail.
11) You have been appointed a regional sales manager of an FMCG
company. Discuss how will you evaluate the performance of
sales force working in your region.
12) Discuss the dynamic and strategic role of warehouses in
business.
13) Discuss the role of inventory in the physical distribution
management.