TotalNo. of Questions - 101 [Total No. of Printed Pages -

3MBA_IV/5

216062M.B.A. COURSE NO. 432( Distribution & Sales Management )

( New Course )Time Allowed; 3 Hours Maximum Marks: T0

Note: Attempt five questions in all selecting one question fr.omeach Unit. Each question caties ]4 marlcs.

TINIT -

Il. Is it pcssible to imagine without distribution channel? What

are the major contributions of distribution channel to asociety?

What is the channel position? What are the major advantagesthat a channel principal derives from good channel position?

TINIT -

IIHow would you design a channel in order to involve recordingthe level of service demanded by the target customers Aom atypical channel across certain well acknowledged dimensionsof service for the particular product?

fTurn Over

2.

3.

(2)forof

the

4. The IT ComPanY is setdatabase management'

comparing the feasible

company?

to sell its customized softr'vare's

What would be the criteriaand viable channel designs for

TINIT _ III :

The managers need to plan effectively and efficiently and

deploy their finished goods inventories throughout a complex

distributionnetwork.Discusswiththehelpoftoolsavailablefor efficient Planning' i

The company must sell not only through the intermediaries but

to and with them. Elucidate with example'

UNIT -

IV

Sales process is increasingly being viewed as a relationship

management process' Discuss with the help of an example'

What are the advantages and limitirtions of CRM for sales

executives, sales managers and sales people?

).

6.

7.

8.

9.

(3)

TINIT * V

when does in-person sales training makes more sense than on* demand sales training? Explain the conditions of applyingboth with the help of an example.

,

what would be the rikely motives of performance for thevarious generations of the saies people? Explain with example.

10.

+*d