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Posted By: christina Member Level: Gold Posted Date: 01 Jun 2008
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2007 Alagappa University Other Master's Degree Master in Marketing Management SALES AND DISTRIBUTION MANAGEMENT Question paper
(1999 batch onwards)
Time : Three hours Maximum : 100 marks
PART A — (5 * 8 = 40 marks)
Answer any FIVE questions.
All questions carry equal marks.
1. What do you understand about market potential and sales potential? Explain the various steps to analyse a product market potential.
2. Describe the personal selling. Outline objectives and importance of each step in selling process.
3. Explain the process of developing a sales organisation. Which factors affect the size of the sales organisation?
4. What is recruitment? What are the sources of recruitment? Discuss the merits and demerits of internal sources.
5. Discuss the importance of marketing channels.
6. Critically analyse the various methods of sales forecasting used for industrial as well as consumer products.
7. Describe the advantages and limitations of ship mode for transporting goods.
8. Explain the role of retailing and retailing functions in distribution.
PART B — (4 × 15 = 60 marks)
Answer any FOUR questions.
All questions carry equal marks.
9. Explain clearly the phrase “sales management and bring home its importance”.
10. Suggest criteria for selecting salesman for the consumer products division of a company.
11. Explain in detail about the elements of total cost in the physical distribution system.
12. Design marketing channels for cellular phones showing channel levels.
13. Explain the dynamics of the channel system its inputs and outputs.
14. How would you decide on levels of inventory for electric motors primarily used in agriculture?
15. Explain the alternative modes of sales force compensation.
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