MBA MAGADH UNIVERSITY QUESTION, (2014-2016) Marketing (Specialization),SALES & DISTRIBUTION MANAGEMENT

MBA MAGADH UNIVERSITY QUESTION, (2014-2016), Marketing (Specialization), SALES & DISTRIBUTION MANAGEMENT 

                                                                            2014-2016
                                                                         Time: 4 hours
                                                                        Full Marks: 80
                                                        The questions are of equal value.
                                                               Answer any five questions.

1. Discuss the nature and scope of salesmanship.

2. What is sales Management? Distinguish between sales Management and Marketing Management.

3. Explain  the role, responsibility and task of sales Manager.

4. What is sales Organisation? Discuss its various tools.

5. What is the concept of sales Training Programme? How it is conducted? Explain its importance.

6. What are the factors which determine the selection of a good sales personnel?

7. Discuss the different methods of appraising and evaluating sales personnel.

8. What is sales control? Discuss its techniques.

9. Define the term distribution channel. Describe the factors affecting the selection of distribution channel.

10. Discuss the factors that you would live to consider for selecting channels of distribution for consumer product which is sold all over India.

11. Write short notes on any two of the following:
      (a) Quality of sales manager
      (b) Sales budget
      (c) Cost Analysis
      (d) Motivation of sales personnel.