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Posted Date: 06 Jul 2008 Posted By: sridevi Member Level: Diamond
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2007 Alagappa University M.Com Marketing SALES AND DISTRIBUTION MANAGEMENT Question paper
DISTANCE EDUCATION
M.Com. (Marketing) DEGREE EXAMINATION,
DECEMBER 2007.
SALES AND DISTRIBUTION MANAGEMENT
(2005 and 2006 Batch)
Time : Three hours Maximum : 100 marks
SECTION A — (5 * 8 = 40 marks)
Answer any FIVE questions.
1. What are the advantages of retail selling?
2. What are the objectives of distribution channel?
3. Explain the role of dealers in the distribution of a product.
4. Describe the components of physical distribution.
5. What do you understand by freight?
6. Describe the methods of sales forecasting.
7. What are the factors which influence the economic ordering quantity?
8. What is the need for setting sales targets?
SECTION B — (4 * 15 = 60 marks)
Answer any FOUR questions.
9. Are salesman born or made? Discuss
10. What are the advantages having wholesalers in the physical distribution of consumer products.
11. Describe different types of salesmen.
12. Explain the methods of selecting salesman.
13. Describe the channel of distribution for motor cycle.
14. What are the advantages of storage?
15. Describe the advantages of sea transport.
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