MP-605
June Examination 2016
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)
Define the following within 30 words each:
CRM
Product Sales Organisation
Relationship Building
Sales Territory
Sales Analysis
Intrinsic Motivation
Retailing
(viii) Physical Distribution
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 within the limit of 200 words
each.
Explain geographic and product sales organisation structures
highlighting their respective advantages and limitations.
Write short notes on:
Types of sales budget
Limitation of budgeting
Discuss the types of training in management in detail.
Discuss the methods of motivating sales force.
Define wholesaling. Discuss its types and functions.
Discuss the role and significance of various ICT tools and
techniques in handling the orders.
What is inventory? What are its functions and types? Explain.
Discuss the method of designing sales territories.
MP-605 100 3
561
Section C 2 × 16 32
(Long Answer Questions)
Note: Answer any two questions within 500 words each.
10) Discuss the stages of personal selling process.
11) What are the major sales forecasting techniques? Also
explain its limitations.
12) Explain the various types of compensation provided to the
employees in organisation.
13) What are different modes of transportation? Discuss their
pros and cons.