Sales Channel & Logistics Management, Question Paper of MBA (MM) 3rd-4th Semester,Download Previous Years Question Paper 1

Roll No..................

Total No of Questions : 07]

MBA (Sem.-3^rd )

SALES, CHANNEL & LOGISTICS MANAGEMENT

SUBJECT CODE: MB- 605

Paper ID: [C0134]

Time : 03 Hours

Maximum Marks

Instruction to Candidates:

1) Section - A is Compulsory.

2) Attempt any Four questions from Section - B.

Section - A

Q1)

a)     Define the term ‘selling point’.

b)    Discuss the concept of ‘transaction analysis’.

c)     Discuss the essentials of a sound compensation plan.

d)    How the evaluation of a sales contest is made?

e)     Define the term ‘relationship marketing’.

f)      “The location of a retail store plays a vital part in its success.” Discuss this statement.

g)     Highlight the role of category management in merchandising.

h)     Distinguish between internal and external information systems. Indicate their data sources.

i)       Explain the concept of ‘business intelligence’.

j)       The primary focus of Supply chain management is “ customer-centric demand planning”. comment.

Section - B

Q2) Discuss the various types of sales organization structure along with their merits and demerits.

Q3) Define the term sales force compensation. Describe the various methods of compensating the sales force.

Q4) "Prior to analyzing cities and particular sites, the prospective sales proprietor must define the market". What does this mean? What factors would be considered in defining the market?

Q5) Discuss, in detail, the key issues and challenges that retail stores in India face today.

Q6) Define the term Physical Distribution Management. Explain, in detail, the functions of physical distribution management.

Q7) Explain various modes of transportation. On what basis one should decide the best mode of transport.