SALES AND DISTRIBUTION MANAGEMENT

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CLASS: M.B.A. 10A/427

St. JOSEPH’S COLLEGE (AUTONOMOUS) TIRUCHIRAPPALLI – 620 002

TIME: 3 Hrs.

SEMESTER EXAMINATIONS – APRIL 2010

MAXIMUM MARKS: 100

SEM

IV

SET

2008

PAPER CODE

08PBA4361

TITLE OF THE PAPER

SALES AND DISTRIBUTION MANAGEMENT

SECTION – A

Answer all the questions:

1. Define Sales Management.

Explain Milk run concept. 2.

3.

4.

5.

6.

7.

8.

What is AIDA approach in sales presentation?

What do you understand by the term “Prospecting”.

Explain ‘Sales Quota’.

Explain ‘Routing’.

What is meant by ‘Reference Check’?

Explain Transformational leadership.

10 x 3 = 30

9. Explain zero channel level.

10. Explain customer relationship management.

SECTION – B

Answer all the questions:

11.

12. a. b. a.

5 x 10 = 50

Examine the roles an skills of modern sales managers?

OR

Establish the link between sales and distribution management with appropriate examples.

Explain the different types of ‘Sales forecasting’ approaches?

OR

b.

Explain the various types in a “SALES PROCESS”.

13.

14. a. b. a. b.

Mention the various types of interviews. Which type of interview you would use in the final round of sales force selection.

OR

Describe the steps involved in evaluating & controlling the sales force.

Explain the four broad steps in channel Management.

OR

Enumerate the various methods used to resolve conflicts.

15. a. b.

What is meant by logistics strategy? How is a logistics strategy linked to the marketing function?

OR

‘Customer Relationship Management’ – is the key for organisational success. Highlight your answer with a business model using CRM as a tool.

16.

SECTION – C 1 x 20 = 20

Case study:

Snow White Paper Company

Snow White Paper Company is located in an agricultural belt about 300 kilometeres from a metro city. The company is into hiring and printing paper. Its primary raw material is wheat straw. Last year the company had a turnover of Rs.134 crores on a volume of 45,000 tons of paper. While preparing the business plan for the current year, the top management was concerned with the following distribution issue that they want to help resolve:

PROBLEM: FINISHED GOODS DISTRIBUTION

The paper industry is dominated by selling agents who bring the manufacturer like Snow

White and the buyer like printing / publishing companies and note book makers, together.

They make a commission of about 2% on all transactions. Some other points

Snow White depends on about 10 agents to canvass business for it from the users.

The company sells 23% of its paper directly to some government organisations.

The agent arranges for the buyer to pay the company for its produce by advance demand draft. It is expected that the agent provides the credit support to the buyer.

Agents are not exclusive for Snow White and work for other paper mills also and not normally play the mills against each other. They have a grip on the business and are reluctant to put the mill directly in touch with the buyers.

There is always an uncertainty on the orders and the price, which would be obtained on the orders – the company cannot plan its profit properly nor offer the best price to the end

users so that they always ask for Snow White.

Questions:

1)

2)

How can you help Snow White less dependent on the selling agents – use a “Channel business model”.

How can they plan their customer service efforts?

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