SALES&DISTRIBUTIONMANAGEMENT(MBAMK03) M.B.A.

4THSEMESTER

Q1.NatureandScopeofSalesManagementPast&Present. Q2.FunctionsofSalesManagement. Q3.DefineMarketPotential Q4.WhatisSalespotential Q5.DefineTerritorialpotential Q6.Definesalesforecast. Q7.Whatarethemethodsofsalesforecast? Q8.Writeshortnotesonthefollowing: Q9.DefineSalesManagement Q10.DefinePersonalselling Q11.DefineSalesmanship Q12.ObjectivesofSalesManagement Q13.Definesalesterritory. Q14.Differentsellingandbuyingstyles. Q15.Importanceofpersonalselling. Q16.DefineSalesmanshipanditstype? Q17.BrieflydescribeExpertOpinionMethod? Q18.ElaboratethetermSalesQuota? Q19.WhatisSalesForceManagement?RoleofSalesManager Q20.Processofpersonalselling Q21.Differencebetweenmarketingandselling Q22.Sellingandbuyingstyles Q23.RoleofPersonalselling. Q24.Writeshortnotesofthefollowing: (a)Roleofsalesmanagementinmarketingfunctions. (b) Differentiatesellingandbuyingstyles. (c) Importanceofpersonalselling. (d) Salespresentationanditsroleinselling. (e) Rolesandresponsibilitiesofsalesmanager. (f) Sellingprocessanditsobjectives. Q25.Writenotesonofthefollowing: (a)Causesandeffectofchannelconflicts. (b) ImportanceofspecializedandprimarydistributorsinRetailingera. (c) Roleofchannelmembersinjustintimeinventorymanagementsystem. Q26.Writenotesofthefollowing: (a)Goodselectionpromotescostsavings.comment (b) Whatdoyoumeanbysocializationandassimilationinhiringprocess? (c) Definethebenefitsofagoodterritorydesign. (d) Definethepurposeofsalesbudget.

(e) Explainthestepsinvolvedindesigningacompensationplan. (f) DefineAIDAStheory. (g)Whatarethenonfinancialcompensationplan? Q27.Whatcanmanagementdotoreduceasalespersons: (a) Roleambiguity? (b) Roleconflicts? Q28.Writeshortnotesonofthefollowing: (a)Selectionprocedure. (b) Routingandschedulingsalespersonnel. (c) Salescontest. Q29.Writeshortnotesonofthefollowing: (a) Reasonsforchannelconflicts. (b) Selectionofdistributors. Q30.WhatdoyoumeanbySalesManagement?IsitapartofmarketingManagement? Q31.WhatdoyoumeanbyfunctionofSalesManagement?Comparetheconceptofpastwithpresent. Q32.Definemarketpotential.Howdoesitdifferforsalespotential?Howismarketpotential estimated? Q33.Distinguishbetweensalespotentialandterritorypotential. Q34.Whatarethemethodsofsalesforecast? Q35.Salesvolumeobjective,profittargetandmarketingcapabilitiesrequirebalancingactto choosetheoptimumstrategyofsalesElucidate. Q36.Whatarethestepsinvolvedinsalesforecasting?Explainthembriefly. Q37.Definesalesterritory.Whataretheobjectives?Howdoesitdifferfromtradeareas? Q38.WhataretheobjectivesofSalesManagement?Brieflydiscussthem. Q39.WriteanessayonPersonalSelling,bringingoutclearlytheconcept,desirablequalitiesofsales personsandtheprocessinvolvedtherein. Q40.Writeanessayonstrategiesinvolvedinpersonalselling,bringoutclearlythecommunication Skillinvolvedtherein.Whatareitslimitation? Q41.Whatarethepurposethesalesterritoryserves?Explainthembriefly. Q42.Explainhowwillyoudesignasalesterritory,highlightingstepsinvolvedtherein. Q43.WhatdoyoumeanbythetermsSalesterritorydesign? Q44.Explainthemethodofsalesforceassignmenttoterritorieshavingequalsalespotential.Illustrate youranswerwithexamples. Q45.Illustratewithsuitableexamplethemethodofassignmentofsalespersonstoterritorieshaving salespotentialproportionaltosalespersonabilities. Q46.Salesbudgetistheblueprintforsales.Elucidate. Q47.DefineSalesbudget.Whatareitsobjectives,natureandprinciples? Q48.WhatarethemethodofpreparingSalesExpensesectionofasalesbudget? Q49.Whatdoyoumeanbysalesbudgetingprocess?Whatarethestepsinvolvedinpreparingasales budget? Q50.Budgetsassistmanagerialcontrolofactivities.Explainthisstatement,bringingoutclearly howfarthisassistsmanagerialcontrolatdifferentlevels.

Q51.Definesalesquotaandexplainitsnatureandscope. Q52.Whatarethemajorobjectivesofsalesquota? Q53.Salesquotabecomethebasisforplanningproduction,workforcesizeandfinancial management.Comment. Q54.Explaintheconcept,natureandscopeofsalesquota. Q55.Namevarioustypesofsalesquotasandexplainthembriefly. Q56.WhatdoyoumeanbythetermsSalesterritorydesign? Q57.Salesmanshipispersuasion,communicationandservice.Explain. Q58.Salesmanshipispersuasionappliedtothesaleofmerchandiseofservices,Explainispersonal sellingnecessary? Q59.Salesmanshipispersuasivecommunicationbetweenasellerandabuyer.Explain. Q60.WhatisSalesmanship?Discusswhetheritisanartorascience. Q61.Pointouttheimportanceofsalesmanshipinmodernbusiness. Q62.Examinethefunctionsandresponsibilitiesofsalesmanager. Q63.Enumeratethedutiesofsalesmanager. Q64.Salesmanshipisservice. Q65.Discusstherolesalesmanagermanagementinmarketingfunctions. Q66.Salespresentationanditsroleinselling. Q67.Rolesandresponsibilitiesofsalesmanager. Q68.Sellingprocessanditsobjectives. Q69.Discusswhyitisimportantforanorganizationtosetsalesobjectivesobjectivesandsalesbudget. Howsalesbudgetisprepared? Q70.Suggestforecastingmethodsforfollowingandexplainwhysuggestedmethodismost appropriate: (i)Aslimmingpilltargetedtoschoolgirls (ii)Flavouredsoyamilkforgrowingchildren Q71.Whatissalesterritory?Whyshouldfirmgofordesigningsalesterritories? Q72.Explaintheprocessofgoalsettinginsalesmanagement. Q73.DescribetheProcessofPersonalSelling? Q74.WhataretheTheoriesofSelling? Q75.DefineSalesTerritoriesanditsfeatures?Alsodescribeitsprocedureinbrief? Q76.DescribeSalesBudgetandgiveitsexample? Q77.Salesmanagersjobisoneofthemostcomplexandchallengingoneinanorganization.Explain withreferencetohisresponsibilities. Q78.DefineSalesforecastinganddiscussitsobjectivesandimportance. Q79.Thesalesbudgetisthepivotofbudgetarycontrol.Discussthestatementandthemethodofits Preparation. Q80.Whatdoyouunderstandbysalesterritories?Explaintheadvantageofallocationofterritories. Q81.Whatdoyouunderstandbysalesorganization?Whydifferenttypesofsalesorganizationsare madebydifferentorganizations?Explain. Q82.ExplainthecarrotandstickprincipleofMcGregor.Howthisisusefulformotivatingthesales force?

Q83.Discusstheadvantagesanddisadvantagesofstraightsalarycompensationplan. Q84.Explainthevariousstepsinvolvedinthehiringprocessofsalesforce Q85.Namethesourceofrecruitmentbothwithinandoutsidetheorganization. Q86.Howmotivation,evaluationandcompensationarerelatedtoeachother?Brieflydiscuss thealternativemodelsofsalesforcecompensation. Q87.Whatarethemajoractivitiesinvolvedinplanningsalespersonnelneedsofanorganization? Q88.Discusstheprocessofdevelopingasalesorganization.Whichfactorsaffectthesizeofthesales Organization? Q89Howcantrainingneedsofsalespersonsbeidentified?Howdothelearningstylesofsalespersons affectsthedesignofthesalestrainingprogram Q90.Whatisthe8020principle,andhowdoesitapplytosalesperformanceevaluation?Alsoexplain Thereasonsformisdirectedefforts. Q91.Performanceevaluationisapartofmarketingaudit.Comment.Alsoexplainhowtheevaluation Systembeusedtodirecttheeffortsofsalespeople? Q92.Salescommentsofferincentivesbeyondthecompensationplan.Explaintheimportanceofsales contestandtheobjectionsassociatedwithit. Q93.WhataretherelevantconceptsinvolvedinTrainingandDevelopmentprogram. Q94.Whatistheimportanceofdistributionchannel?Howchannelmembersaddvaluewhile distributionofdifferentproductstotheendusers? Q95.Discussthefactorsconsideredwhiledecidingthedistributionchannelforanorganization. Q96.Howsalesanddistributionfunctionsarecomplementarytoeachother?Discusswithsuitable Example. Q97.Differentiatebetweenprimaryandspecializeddistribution. Q98.Explainindetailthedistributionchannelstrategy.AlsoexplainthevariousKindsofdistribution channelstrategy.AlsoexplainthevariousKindsofdistributionpoliciesbasedontheattributesof objectives,customersandmarketingorientation. Q99.Whatdoyoumeanbymarketingsystems?Differentiatebetweenverticalmarketingsystemand Horizontalmarketingsystem.Explainwithsuitablediagramandexamples. Q100.Describehowchannelmembersareselected,motivatedandevaluatedforeffective Implementationandresultsfromdistributionsystem.