MBA Semester-3 Sales and Distribution Management (2019 Pattern) PDF Nov 2022 Past Paper

c61 lNav- Lttzl- { LENAR}, l Total No. of Questions : 5l...

c61 lNav- Lttzl- { LENAR}, l Total No. of Questions : 5l SEAT No. : 'lr PA-3559.'-.: [Total No. of Pages : 2 Is946h.3r0 SC.MKT.O4 : TRIBUTION MANAGEMENT (201 9P ter-Il! (305MKT) Time:2% Hoursl [Max. Marks: 50 Instructions to the D Draw neat wherever necesssry. 2) Bluck indicate full mnrks. s) Aa (__ Qf Soive fiy9,* ; r-! a) Defin ales management. i\ t?t b) MA*fr the following..}i A) Advertisement Iti$x&hging public opinion B) Pubiic relations form of communication Communication C) Sales promotion Oral presentation of message D) Personal selling iv) Short teim incentives c) I)efine the concept Izt d) refers to the of goods or commodities against m()j}ry or servlce.,=, i-tsr.- - \*:: t}l L 1) Distribution f 2) Place 1!* :;f ; ".8 3) Sales 4) Myopia t Dl ii) I and iii) 2 and 4 193 e) Mr. Kumar, the new national sales about the internal organizational environment in his about ali ofthe followingExcept 121 i) Human Resources ii) Resources iii) ServiceCapabilities M and cultural environment PTO.  0 John, the sales manager. for a building materials company, Knows the 4'g.i{ custorners in one profitable sales te-rrilory are particularly hostile to women sales reps. john faces on ethical dilemmaprimarily in the area of : l2l 1) Determining com and incentives. i, Equal anci promotion iii) Rcspcct in supervisory and training programs. ,") F t of sales territories. s) What is I2l h) Define Izt f=r, , Q2) Solve a) selling? Explain the objectives oftiersonal selling. I5l b) tsl c) horizontal 15I Q3) Sor a) and structure of sales organization. l10l b) What is E-Tailing, and disadvantages of E-tailing. t10l Q0 a) What is whole saling. State the functions of whole saling..dffi;..' OR ";nr, b) Defines sales force'. are he motivationai factors l10l Q5) a) Define distribution management. State the distribution channels IlOI i"taj OR.*3i b) Define logistics management. State the of logistics management l10l.*:*. oo 4 G' o{ o LlfiRPRY 1 I lse46l-310 -t *