sales and distribution management€¦ · unit-5 distribution: design of distribution channel,...

Code No. 1229 E-9

Sales and DistributionManagement

BBA(Marketing Specialization)

SEMESTER-5th

With Last Year Solved Question Papers

According to New SyllabusDAVV University, Indore

www.thebrilliants.in

BRILLIANT’S®

9th Revised Edition

Bilingual (English & Hindi)A§J«oOr Ed§ {hÝXr ^mfm _|

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NEW SYLLABUS

Sales and Distribution Management

Examination Scheme: Students shall be evaluated on two components, internal and end

semester examination. Internal component shall be of 20 marks based on continuous evaluation.

The Semester Examination will be worth 80 marks, it will have two Section, A and B. Section

A, worth 60 marks will comprise of seven theory questions out of which a student will be

required to attempt any four questions. Section B worth 20 marks will contain Cases.

UNIT-1 Personal Selling: The Role of Personal Selling in Marketing Mix. The Personal

Selling Process, Personal Selling Objectives, Types of Sales Jobs, Changing Scenario

of Selling Environment

UNIT-2 Theories of Sales Management: Objectives, Nature and Scope, Buyer-seller Dyads,

Theories of selling-AIDAS Theory, "Right set of circumstances Theory", "Buying

Formula theory" and "Behavioural Equation", Theory of Selling. Sales planning. Sales

organization, Sales forecasting, Sales budgeting, Territory design and Setting quotas.

UNIT-3 Operational Sales Management: Understanding and Opportunities of Sales

Promotion and Trade Promotion Concepts; Selection, Training, Motivation and

Compensation, Evaluation and Control of Sales Force.

UNIT-4 Sales Promotion’s Impact on Sales: Evaluation of sales promotion experiments;

Choice and purchase timing models, Manufacturer promotion planning process;

Retailer promotion planning process; Strategic issues in designing promotional

strategies; Substansive findings and issues on coupons, Trade dealings and retail

promotions.

UNIT-5 Distribution: Design of Distribution Channel, Management of Channels, Managing

Co-operation, Conflict and Competition, Vertical and Horizontal Marketing Systems.

Wholesaling and Retailing: Importance, Types, Marketing Decisions for Wholesalers.

Retailing: Importance, Types, Retailer Marketing Decisions.

UNIT-6 Physical Distribution: Objectives, Order Processing, Warehousing, Inventory,

Transportation, Organizing for Physical Distribution, EDI and Supply Chain, Internet

as a medium for Order Processing and Information.

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BRILLIANT’S \ Sales and Distribution Management \ 4

1. Personal SellingPERSONAL SELLING /

Q. 1. Define Personal Selling./ [BBA-2017]OR

What is personal selling?/ [BBA- 2016]

ROLE OF PERSONAL SELLING IN MARKETING MIX

Q. 2. Explain the role of personal selling in developing the marketing mix.[BBA-2015]

ORCritically evaluate the role of personal selling in Marketing Mix.

THE PERSONAL SELLING PROCESS /

Q. 3. Discuss the process of Personal Selling./ [BBA-2017]OR

Outline the objectives and importance of each step in personal selling process.[BBA- 2016]

PERSONAL SELLING OBJECTIVES/

Q. 4. Explain personal selling objectives. [BBA- 2017]

TYPES OF SALES JOBS /

Q. 5. Explain the types of sales jobs. / OR

Discuss different types of sales jobs./

CHANGING SCENARIO OF SELLING ENVIRONMENT

Q.6. Write a short note on: Changing Scenario of Selling Environment.

ORWhat are the different dimensions of change in selling environment?

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2. Theories of Sales Management

SALES MANAGEMENT : OBJECTIVES, NATURE AND SCOPE

Q.7. What does the term ‘Sales Management’ imply and what are its basic objectivesand importance?

BUYER-SELLER DYADS /

Q. 8. Describe Buyer-Seller Dyads.

ORWrite a short note on Buyer-Seller Dyads.

THEORIES OF SELLING /

Q. 9. Compare and contrast AIDAS theory with Buying Formula Theory. Also discussthe merits and limitations of these theories.

AIDAS [BBA- 2017]

SALES PLANNING / Q. 10. Explain various steps involved in sales planning.

ORDefine sales planning and its process.

SALES ORGANIZATION /

Q. 11. Discuss the process of developing a Sales organization. Which factors affectthe size of the sales organization? [BBA- 2014]

ORDefine ‘Sales Organization’. Explain its basic functions.

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SALES FORECASTING /

Q. 12. Explain the importance of sales forecasting and relate it with sales budgetingand sales quota. [BBA- 2015]

ORExplain in detail about Sales Forecasting for Capital Goods and FMCG.

FMCG [BBA-2013]

SALES BUDGETING /

Q.13. Write a short note on Sales Budgeting.[BBA-2017]

ORWhat is Sales Budget? Explain. /

TERRITORY DESIGN / Q.14. Write a short note on Territory Design.

[BBA-2017]OR

Why do firms establish sales territories? What major factors do organizationsconsider while designing sales territories?

[BBA- 2016]

PROCEDURES FOR SETTING UP SALES TERRITORIES

Q.15. What are the steps involved in the procedure of setting up sales territories?

ORDiscuss various steps followed in setting up sales territories.

SETTING QUOTAS /

Q. 16. Write a short note on Setting Quotas.[BBA-2017]

ORDiscuss the role of Setting Quotas for Management of Sales.

[BBA- 2013]

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ORWhat do you mean by 'Sales Quotas'? Describe their object and essentialprinciples.

SALES QUOTA : TYPES /

Q. 17. Explain types of quotas in brief./

3. Operational Sales ManagementUNDERSTANDING AND OPPORTUNITIES OF SALES PROMOTION CONCEPT

Q. 18. Define the term Sales Promotion. Discuss the various factors affecting salespromotion.

ORWould sales promotion be of some use to you while marketing a herbalcosmetics product? If yes, how? If not, why not?

UNDERSTANDING AND OPPORTUNITIES OF TRADE PROMOTION CONCEPT

Q. 19. Mention and briefly explain the techniques of trade promotion.

ORWrite a short note on: Understanding and Opportunities of Trade PromotionConcepts.

SELECTION /

Q. 20. What information does a hiring organization seek when evaluating recruitcandidates in sales force? [BBA- 2014]

ORExplain selection of Salesman with the help of suitable example.

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TRAINING / Q. 21. Explain the following: Importance and purpose of training of sales force.

[BBA- 2015]OR

Explain Training of Salesman with the help of suitable example.

MOTIVATION / Q. 22. Discuss the methods used by sales organizations for motivating their sales force.

[BBA- 2017]OR

Explain the importance and approaches of motivation of sales force.[BBA- 2015]

COMPENSATION / Q. 23. Discuss the methods used by sales organizations for compensating their sales

force.

[BBA- 2017]OR

Explain the importance and principles of compensation for sales force.[BBA- 2015]

EVALUATION AND CONTROL OF SALES FORCE /

Q. 24. Write a short note on evaluation and control of sales force.[BBA-2017]

ORWhat are the essentials of a sales force monitoring programme? What are theprinciples of sales evaluation?

4. Sales Promotion's Impact On Sales

SALES PROMOTION'S IMPACT ON SALES/ Q.25. "Advertising creates awareness and demand for products, but sales promotion

increases its sale." Discuss the relevance of above statement explaining impactof sales promotion on sales. [BBA- 2017]"

"

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ORHow does sales promotion really impact sales? Explain.

EVALUATION OF SALES PROMOTION EXPERIMENTS

Q. 26. What are needs for evaluation of sales promotion experiments? Discuss themethods of evaluation of sales promotion programme.

ORWhat are the different stages of evaluating the sales promotion programme?Explain.

CHOICE AND PURCHASE TIMING MODELS

Q.27. Write a short note on: Choice and Purchase timing models.

MANUFACTURER’S PROMOTION PLANNING PROCESS

Q.28. What is promotional planning process of manufacturer? Explain with example.

ORWrite a short note on: Manufacturer’s promotion planning process.

RETAILER’S PROMOTION PLANNING PROCESS

Q.29. Explain the planning of a retail promotional strategy.

ORWhat are the steps in the process of retailer’s promotion planning?

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STRATEGIC ISSUES IN DESIGNING PROMOTIONAL STRATEGIES

Q.30. Discuss the various strategic issues in designing promotional strategies.[BBA- 2016, 2013]

ORExplain strategic issues in designing promotional strategies.

[BBA- 2015]

SUBSTANTIVE FINDINGS AND ISSUES ON COUPONS

Q.31. What do you understand by coupons in sales promotion? Explain.

ORWhat are the various objectives served by the coupons? Explain.

TRADE DEALINGS / Q.32. Define Trade Dealings. Discuss its types.

ORWhat is Trade Dealings? Discuss its advantages and disadvantages.

RETAIL PROMOTIONS / Q.33. Discuss retail promotions and its types.

ORWrite a note on: Retail Promotions. /

5. Distribution

DISTRIBUTION CHANNEL /

Q.34. Explain in what way do the 'Sales' and 'Distribution' functions complementeach other? [BBA- 2014]

ORWhat do you understand by the term "Distribution Channel"?

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ORWhat do you understand by Channel of Distribution? Discuss the functions ofthe channel of distribution.

TYPES OF CHANNEL OF DISTRIBUTION / Q.35. Discuss the various types or system of distribution.

ORBriefly explain various types of distribution channels.

DESIGN OF DISTRIBUTION CHANNEL /

Q.36. Explain the terms Extensive, Selective and Exclusive Distribution. Whatconsiderations would you keep in mind in deciding whether to have extensiveor selective distribution?

[BBA- 2014]OR

Write a short note on: Design of Distribution Channel.

ORWrite a short note on: Intensive Distribution.

MANAGEMENT OF CHANNELS / Q.37. What are the steps of the management channel decisions of an organization?

ORWrite a short account of managing of distribution channel by a firm.

MANAGING CO-OPERATION, CONFLICT AND COMPETITION

Q.38. Explain the approach to manage conflicts among the channel members.[BBA- 2015]

ORWhat type of conflicts can arise among the distribution channels and how canthey be resolved? [BBA- 2013]

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VERTICAL AND HORIZONTAL MARKETING SYSTEM

Q.39. Write a short note on Vertical and Horizontal Marketing System.[BBA- 2017]

ORExplain the following: Vertical and Horizontal Marketing System.

[BBA- 2016]

WHOLESALING: IMPORTANCE AND TYPES / Q.40. Write a short note on Wholesaling.

ORExplain the importance and types of Wholesaling.

MARKETING DECISIONS FOR WHOLESALERS/

Q.41. Describe in detail the marketing decisions for wholesalers. [BBA- 2016]

ORWrite a short note on Marketing decisions for wholesalers.

[BBA- 2013]

RETAILING: IMPORTANCE AND TYPES/

Q.42. Define Retailing and explain different Retail formats. Highlight the importanceof retailing in present context.

[BBA- 2017]OR

Explain the difference between wholesaling and retailing.

RETAILER MARKETING DECISIONS/

Q.43. Describe in detail the marketing decisions for retailers.[BBA- 2016]

ORElaborate on retailer marketing decisions.

[BBA- 2015]

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6. Physical Distribution

PHYSICAL DISTRIBUTION : OBJECTIVES/

Q.44. What is physical distribution? Discuss its objectives.[BBA- 2016]

ORDiscuss the following: Meaning and objectives of physical distribution.

ORWhat do you understand by Physical Distribution? What are the major elementsof physical distribution?

ORDER PROCESSING /

Q.45. "Order processing is gaining importance in changing environment.” Explain.

ORDiscuss the importance of order processing in physical distribution.

ORDefine Order Processing. What are its roles in physical distribution and itsimpact?

WAREHOUSING INVENTORY

Q.46. Explain the importance of warehousing for a physical distribution system of anorganization. [BBA- 2015]

ORDescribe the factors that determine the decision about the locations ofwarehouses for consumer durable products.

[BBA- 2014]OR

Write a short note on warehousing inventory.[BBA- 2013]

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TRANSPORTATION /

Q.47. Explain the importance of transportation for a physical distribution system ofan organization. [BBA- 2015]

ORDefine the term Transportation. What are the modes of transportation?

EDI AND SUPPLY CHAIN/ EDI

Q.48. Write a short note on the following:

(a) EDI in Distribution / EDI(b) Supply Chain Management / (c) EDI and Supply Chain / EDI

ORDiscuss the concept of supply chain management and what are its variousfeatures?

INTERNET AS A MEDIUM FOR ORDER PROCESSING AND INFORMATION

Q.49. How internet has emerged as a medium for order processing and warehousingin Physical Distribution Management?

[BBA-2017]OR

Write a short note on Internet as a medium for order processing and information. [BBA-2013]

HOW TO SOLVE THE CASES?

CASE STUDIES

SOLVED QUESTION PAPERS

T-20 QUESTIONS

sales and distribution management€¦ · unit-5 distribution: design of distribution channel,...

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