MP-605
December 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. Answers as per instructions.
Section A 8 × 2 16
Define the following within 30 words of each:
Functional elements of sales management.
Sales organisation.
Negotiation
Sales Ouota
Sales Audit
Extrinsic motivation
Factory outlet store
(viii) Carrying costs
561
MP-605 100 2 (P.T.O.)
MP-605 100 2
561
Section B 4 × 8 32
Note: Answer any four questions within 200 words each.
Explain line and staff and functional sales organisation
structures with its merits and demerits.
Write short note on: Barriers of planning.
What are sales territories and why sales territories are required
for organisations? Discuss.
Discuss any two theories of motivation in detail.
Explain channel selection process.
Explain different types of retail formats.
What is order processing? Discuss the elements of order
processing costs.
What is performance evaluation. Briefly discuss its methods.
Section C 2 × 16 32
Note: Answer any two questions within 500 words each.
10) What do you understand by personal selling? How is it different
from salesmanship?
11) Define sales forecasting. What are its major characteristics
and significance? Discuss.
12) Write brief note on: Compensation tools and techniques.
13) Discuss the various warehousing options available. Also
explain the functions of warehouse.