Sales Channel & Logistics Management, Question Paper of MBA (MM) 3rd-4th Semester,Download Previous Years Question Paper 2

Roll no ....................

Total No. of Questions: 07]

Paper ID [MB605]

MBA(Sem.-3^rd & 4^th )

SALES,CHANNEL & LOGISTICS MANAGEMENT(MB-605)

TIME: 03 Hours

Instruction to Candidates :

1)    Section – A is Compulsory.

2)    Attempt any Four questions form Section – B.

Section - A

Q1)

a) What role does sales management play in the marketing function?

b) Explain the difference between a suspect, a prospect and a qualified prospect?

c) What specific sales organization structure would you recommend for a fast food outlet with home delivery as a major market?

d) 'Quotas' can act as a 'motivator' as well as demotivator. Comment.

e) What, modes of transportation would you use for a company manufacturing personal computers?

f) Discuss the implications of retailer-power for channel management in case of a locally made detergent powder.

g) Define the term ERP?

h) List and define the four major classes of retailing institutions.

i) Discuss the main advantages of Electronic Data Interchange (EDI).

j) What are some advantages of franchising over other forms of business ownership?

Section - B

Q2) What are the different reports generated to monitor sales force? How are they used?

Q3) What is a Sales Territory? Why do firms establish sales territories? Can you think of a reason why a firm might not want to have sales territories?

Q4) Discuss the various methods that retailers may use to allocate selling space to merchandise.

Q5) Define site selection. What factors would be important in site selection for a convenience store.

Q6) Describe Logistics Information System. What types of information would be required by the distribution manager of a large T.V. manufacturing and marketing organization?

Q7) Why warehousing is recommended in spite of additional costs it entails? Discuss various factors determining the capacity, location, design and number of warehouses.