MP-605
December 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 questions. As per the nature of the question delimit your answer in one word, one sentence or maximum upto 30 words. Each question carries 2 marks.
What is CRM?
Write the key components of a sales plan.
Define span of control.
Who is a missionary sales person?
Define market potential.
What do you understand by the term sales fore cast?
What is a sales territory?
(viii) What is a horizontal marketing?
561
MP-605 100 3 (P.T.O.)
MP-605 100 3 (Contd.)
561
Section B 4 × 8 32
(Short Answer Questions)
Note: Answer any four questions. Each answer should not
exceed 200 words. Each question carries 8 marks.
Explain and 'Line and Staff' sales organization structures.
Give their advantages and limitations.
While dealing with objections during the process of personal
selling, what points should be take care of. Discuss them in
brief with examples.
Discuss the methods of sales budgeting in short.
Highlight the major differences between build up and break
down methods of designing sales territories.
What is marketing auditing? Explain the components of a
marketing audit.
Explain different types of compensation plans.
Discuss several selection criteria to be considered during the
final 'evolution of channel members.
Write short note on: Video Kiosks.
MP-605 100 3
561
Section C 2 × 16 32
(Long Answer Questions)
Note: Answer any two questions. You have to delimit your each
answer maximum upto 500 words. Each question carries
16 marks.
10) How is sales planning different in B2B and B2C markets?
Discuss in detail.
11) Differentiate between whole selling and retailing activities.
Give examples.
12) Write a detailed note on Channel information system.
13) Discuss training management plan in detail.