Exam Details
| Subject | sales & distribution management | |
| Paper | ||
| Exam / Course | mba | |
| Department | ||
| Organization | Gujarat Technological University | |
| Position | ||
| Exam Date | December, 2018 | |
| City, State | gujarat, ahmedabad |
Question Paper
Page 1 of 2
Seat No.: Enrolment
GUJARAT TECHNOLOGICAL UNIVERSITY
MBA SEMESTER 3 EXAMINATION WINTER 2018
Subject Code: 3539213 Date: 11/12/2018
Subject Name: Sales and Distribution Management
Time: 10:30 am to 01:30 pm Total Marks: 70
Instructions:
1. Attempt all questions.
2. Make suitable assumptions wherever necessary.
3. Figures to the right indicate full marks.
Q. No.
Marks
Q.1
Explain the following term in brief
Sales Management
Market Potential
Distribution Management
List the Steps followed in Top-down Approach
Sales Territories
Executive judgment Method
Percentage of sales Method
14
Q.2
Describe the different qualities of sales persons engaged in personal selling.
07
Describe the criteria to be checked before Assigning Salespeople to Territories?
07
OR
Explain the Industrial Procurement Purchase process?
07
Q.3
Explain the sales budget process in brief?
07
What are the main roles of the sales force?
07
OR
Q.3
Describe the various Methods for Setting Sales Quotas.
07
Explain the criteria for evaluating Channel system.
07
Q.4
Define Logistics and explain the Scope of Logistics.
07
What are the steps to be taken to decide a proper distribution strategy?
07
OR
Q.4
Discuss the role of distribution management in marketing mix?
07
Describe the various Functions of Wholesalers.
07
Page 2 of 2
Q.5
CASE STUDY:
Dr. Reddy's Laboratories Ltd., is a famous pharmaceutical company in India, with a large trained sales force. To become number one pharmaceutical company in India, they have decided to focus on their distribution channels.
What are the criteria of channel performance they should look for?
07
How does a company decide on the number of intermediaries required in its channel network?
07
OR
Q.5
What should be the distribution strategies they should design to have larger market share?
07
Under what circumstances is it worthwhile for a company to own its distribution channels?
07
Seat No.: Enrolment
GUJARAT TECHNOLOGICAL UNIVERSITY
MBA SEMESTER 3 EXAMINATION WINTER 2018
Subject Code: 3539213 Date: 11/12/2018
Subject Name: Sales and Distribution Management
Time: 10:30 am to 01:30 pm Total Marks: 70
Instructions:
1. Attempt all questions.
2. Make suitable assumptions wherever necessary.
3. Figures to the right indicate full marks.
Q. No.
Marks
Q.1
Explain the following term in brief
Sales Management
Market Potential
Distribution Management
List the Steps followed in Top-down Approach
Sales Territories
Executive judgment Method
Percentage of sales Method
14
Q.2
Describe the different qualities of sales persons engaged in personal selling.
07
Describe the criteria to be checked before Assigning Salespeople to Territories?
07
OR
Explain the Industrial Procurement Purchase process?
07
Q.3
Explain the sales budget process in brief?
07
What are the main roles of the sales force?
07
OR
Q.3
Describe the various Methods for Setting Sales Quotas.
07
Explain the criteria for evaluating Channel system.
07
Q.4
Define Logistics and explain the Scope of Logistics.
07
What are the steps to be taken to decide a proper distribution strategy?
07
OR
Q.4
Discuss the role of distribution management in marketing mix?
07
Describe the various Functions of Wholesalers.
07
Page 2 of 2
Q.5
CASE STUDY:
Dr. Reddy's Laboratories Ltd., is a famous pharmaceutical company in India, with a large trained sales force. To become number one pharmaceutical company in India, they have decided to focus on their distribution channels.
What are the criteria of channel performance they should look for?
07
How does a company decide on the number of intermediaries required in its channel network?
07
OR
Q.5
What should be the distribution strategies they should design to have larger market share?
07
Under what circumstances is it worthwhile for a company to own its distribution channels?
07
Other Question Papers
Subjects
- accounting for managers
- accounting for managers (afm)
- advance marketing management
- applied pharmaceutics
- b2b marketing
- banking and insurance
- banking and insurance -ii
- brand marketing
- business analytics (ba)
- business communication
- business english (be)
- business environment
- business ethics
- business ethics and corporate governance (becg)
- business law for managers
- business mathematics
- business process reengineering
- business process reengineering (bpr)
- business statistics
- business statistics (bs)
- business structure and management
- business structure and process
- change management & organization development
- change management and organizational development
- company law
- compensation management
- computer applications
- constitution of india
- consumer behavior (cb)
- consumer behaviour
- cooperative management
- corporate accounting (ca)
- corporate restructuring
- corporate tax planning
- corporate taxation (ct)
- corporate taxation and financial planning (ct & fp)
- cost & management accounting (cma)
- cost and management accounting
- counseling skills for managers
- creativity and innovation
- creativity, incubation and innovation (cii)
- cross continent business philosophy
- cyber security and it governance (csitg)
- database management
- designing of operations system (dos)
- development of human skills
- digital marketing
- e-commerce
- ecological management & business
- economics for managers (efm)
- effective communication skills
- elements of direct & indirect taxes
- elements of financial accounting
- english language
- enterprise resource planning
- entrepreneurial finance (ef)
- entrepreneurship
- environment for business
- environment management
- export – import policy, procedure documentation
- export-import policy procedures & documentation
- export-import procedures
- family business management
- financial accounting
- financial management
- financial planning
- foreign exchange management
- foreign language-french
- french (foreign language)
- fundamentals of information technology
- fundamentals of marketing (fom)
- gandhian philosophy for managing business (gpmb)
- german (foreign language)
- global human resource management (ghrm)
- healthcare and hospital management
- human resource development
- human resource management
- human resource management.
- human skills
- human values & business ethics (hvbe)
- import export procedures
- income tax (it)
- indian economy
- indian ethos & human quality development
- information system audit and control
- information systems
- information technology and global business
- integrated marketing communication
- integrated marketing communication (imc)
- intellectual property rights
- international accounting practice
- international business
- international business (ib)
- international commercial law (icl)
- international economic environment (iee)
- international economics (ie)
- international finance
- international financial management (ifm)
- international human resource management
- international human resource management (ihrm)
- international marketing
- international supply chain management
- inventory management, material planning and management
- inventory management, materials planning and management
- investment banking (ib)
- labor law
- leadership
- legal aspects business
- legal aspects of business
- legal aspects of business (lab)
- macro economics (me)
- management accounting
- management control system
- management control systems
- management information system
- management of cooperatives
- management of financial planning (mfp)
- management of financial services (mfs)
- management of industrial relation and labour law
- management of industrial relations and labour laws (mir & ll)
- management principles
- managerial communication
- managerial communication (mc)
- managerial economics
- managerial economics(me)
- managing digital innovation and transformation (mdit)
- marketing management
- marketing research (mr)
- material management
- mergers and acquisitions
- micro economics
- micro small and medium enterprise
- multicultural organizational behavior (mob)
- new entrepreneurship & innovation management
- new venture creation
- operation management
- organisational dynamics
- organizational behavior
- organizational behaviour
- performance management (pm)
- principles of management (pm)
- product & brand management (pbm)
- product and brand management
- product design and development
- production & operations management (pom)
- production and operations management
- production management
- project management
- project management for entrepreneurs
- public relation management
- quantitative analysis - ii
- quantitative analysis (qa)
- quantitative analysis-i
- relational database management system (rdbms)
- research methodology
- research methodology (rm)
- retailing - ii
- retailing and franchising (rf)
- risk management
- rural marketing
- sales & distribution management
- sales and distribution management (sdm)
- security analysis & portfolio management
- security analysis & portfolio management (sapm)
- service marketing
- services and relationship marketing (srm)
- social entrepreneurship
- social media analytics (sma)
- strategic financial management
- strategic financial management (sfm)
- strategic human resource management
- strategic information technology management
- strategic management
- supply chain & logistics management
- supply chain and logistics management
- supply chain management
- supply chain management (scm)
- system analysis and design
- system analysis and design(sa&d)
- talent management
- technology and business
- technology management
- total quality management and world class manufacturing excellence (tqmwcme)
- tourism and hospitality management (thm)
- wto multilateral trading system and it’s impact on business
- wto multilateral trading system and its impact on business(wmts-i)