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

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

Qt)

a) Enumerate the objectives of sales management.

b) Highlight the selling points in case of

(i) Fruits and vegetables (ii) Plasma TVs

c) Explain, in brief the principles of motivation.

d) Discuss the concept of 'transaction analysis'.

e) Define the term 'relationship marketing'.

f) Highlight the role of public distribution system in present retailing environment.

g) What do you understand by the term  'franchising'?

h) What are the key elements of business logistics function?

i) 'Warehousing is becoming an essential service for the industries'. Comment

j) What do you understand by the concept of 'Advanced Planning and 

Scheduling' (APS)?

Section - B

Q2) Define sales management. Explain the functions of sales management in detail.

Q3) Describe, in detail, the qualitative and quantitative techniques of sales performance control.

Q4) Other factors being the same, would you prefer to locate a store in (a) a large city with a growing population (b) a growing suburb of a large city (c) a small but growing town?

Q5) Explain, in detail, how the use of information technology has revolutionised the current retailing environment?

Q6) Discovers the importance of logistics management for an organization, especially in the context of a developing economy highlighting its' contribution to profitability of organizations.

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