MBA MAGADH UNIVERSITY QUESTION, (2016-2018) Marketing (Specialization) SALES & DISTRIBUTION MANAGEMENT

MBA MAGADH UNIVERSITY QUESTION, (2016-2018) Marketing (Specialization) SALES & DISTRIBUTION MANAGEMENT

 

                                                                         Time: 4 hours
                                                                         Full marks: 80
                                                           The questions are of equal value.
                                                                 Answer any five questions.

1. Discuss nature and characteristics of  salesmanship.

2. Describe sales management and differentiate between sales management and marketing management.

3. Enumerate the importance of policies related sales management.

4. Explain stages of setting and promoting personal selling strategies.

5. Discuss the importance of positioning in sales management.

6. Enumerate the advantages of conducting sales training programmes.

7. Show your acquaintance with the different modes of motivators for motivating sales personnel.

8. Explain the importance of evaluation and appraisal of sales personnel for their performance.

9. Describe the role of cost analysis 98 an effort of controlling sales.

10. Write an essay on e-marketing 98a channel of modern distribution system.