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MODEL QUESTION PAPER MBA18 - B III Semester MBA Examination, August 2011 SPECIALIZATION I (MARKETING) SALES AND DISTRIBUTION

N MANAGEMENT
Time: 3 Hours Max. Marks: 75

GROUP A : Answer any three questions


Q.1 Q.2 Q.3 Q.4 Q.5 Define the objective of sales management? Explain the steps involved in personal selling. Explain the factors that need to be taken into consideration while designing the package of a product? What is training? How is it different from the development process in the organization? What sales management? Explain the most important factors affecting international sales management.

GROUP B : Answer any three questions.


Q.6 Q.7 Q.8 Q.9 Q.10 How the salesmanship helps in retaining the customers of the company? What procedure should a sales manager follow to select manpower for his organization? Explain the different source of recruitment? Differentiate between performance evaluation and Appraisal. Explain the factors that need to be taken into consideration while designing the package of a Product.

GROUP C: All Questions are Compulsory. Q.11 Fill in the blanks


(i) (ii) (iii) MIS stand for ________. High value and perishables emergency goods can be transported by _____. The activity which are directly related to the sales of goods and services to ultimate customers for their personal or non-personal use is called as_______. ______ is an interactive marketing system that uses one or more advertising media to affect media to affect a measurable response and transaction at any location. Sales audit uncover _________ and ________ of the organization.

(iv)

(v)

Q.12 Multiple choice question.


(i) Which of the following is type of predominant sale ________. (a) Missionary sales (b) Control sales (c) Flat sales (d) Flexible sales The success of any organization depends on the performance of _______. (a) Top management (b) Middle management (c) Sales force (d) Product Which type of training can be used to study situation and different kind of personalities? (a) Role playing (b) Case Discussion (c) On-the job Training (d) Field training Which of the following type used by companies have designed customer order placing with Vending machine? (a) KIOSK Marketing (b) Catalogue Marketing (c) Telemarketing (d) Direct Mail Which of the following is not type of ownership retailing? (a) Independent store (b) Corporate chain (c) Contractual Vertical Marketing System (d) Automatic Vending Machine

(ii)

(iii)

(iv)

(v)

Q.13 True or false


(i) (ii) (iii) (iv) (v) Order processing does not affect the income of organization. Warehouse increases the cost of transportation. All organizational planning is depending upon an accurate projection of future revenues to the firm. Wholesalers and retailers help manufacture in carrying title flow to final buyers. Product life cycle is an important sales planning and control tool.

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