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Posted Date: 26 Oct 2021      Posted By:: Jannane.M    Member Level: Gold  Points: 3 (₹ 2)

2021 Bharathidasan University Bharathidasan University, M.B.A Degree Examination, Sales and Distribution Management, April 2021. Question paper

Course: M.B.A   University/board: Bharathidasan University

Are you looking for the old question paper of Sales and Distribution Management paper? Here is the previous year question paper from Bharathidasan University. This is the original question paper of Sales and Distribution Management exam conducted in April 2021. Feel free to download the question paper from here and use it to prepare for your upcoming exams.

For the candidates admitted from 2008-2015 Batch

M.B.A Degree Examination, April 2021.

Business Administration

Sales and Distribution Management

Section A - (5×5=25 marks)

Answer all questions choosing either (a) or (b)

1.a) What are the important dimensions of sales management?


b) Brief the importance and objectives of training of sales persons.

2.a) What are the different types of sales quota?


b) What is sales territory? Why do firms establish sales territories?

3.a) Describe the causes and effects of channel conflicts.


b) Explain the importance of sales contest and the objections associated with it.

4.a) What are the factors that determine choice of channels of distribution.


b) What are important dimensions of marketing channel policies.

5.a) Define Sales meeting. What are its objectives, nature and principles?


b) Discuss the performance evaluation criteria for a consumer product distributor.

Section B - (5×10=50 marks)

Answer all questions choosing either (a) or (b)

6.a) What methods do the sales organizations use for training the sales force? Explain various types of training programs. How can the effectiveness of these training programs be measured?


b) How the compensation can motivate the sales personnel in increasing the sales.

7.a) How does a sales manager design a sales territory and what are the different shapes of territory design? Discuss.


b) Describe the basic relating patterns for coverage of sales territories by sales persons.

8.a) Briefly explain any three structure of sales organization.


b) How motivation, evaluation and compensation are related to each other? Briefly discuss the alternative model of sales force compensation.

9.a) Describe the process of managing dealer-network. Bring out the importance of channels of distribution.


b) Define Public distribution and elaborate it's special feature. Also discuss its role and importance.

10.a) What do you understand by the term sales force? Why is controlling and motivation essential for sales force?


b) The sales forecast must take into consideration changes that have occurred, or are anticipated. That's may affect sales. Explain

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