305/MBA(I) MBA/25/MM-301/T/ODD/13-14 iii) Job analysis is 2013-14 a) The detailed study of job MBA (3rd Sem) b) A factual statement of tasks and duties Paper Name : Sales and Distribution Management c) A statement of the minimum qualification Paper Code : MM-301 d) The process of ascertaining relative worth Full Marks : 70 Time : 3 Hours The figures in the right-hand margin indicate marks. Candidates are required to give their answers in of a job. iv) Time series analysis is a their own words as far as practicable. Group-A (Multiple Choice Type Questions) 1. Choose the correct alternatives for any ten of the following: 1×10=10 i) The sequential series of actions undertaken by a salesman to convert a prospect into a customer is termed as a) Approach b) Selling process c) Handling objections d) Prospecting ii) Which of the following is not the function of physical distribution? a) Order processing b) Warehousing c) Transportation d) v) a) Forecasting method based on thumb rule b) Quantitative method of forecasting c) Qualitative method of forecasting d) None of these Profit through customer satisfaction is called a) Sales concept b) Marketing concept c) Product concept d) Promotion concept vi) The objectives of a sales training program include a) Increased sales potential b) Lower labour turnover c) Higher morale d) All of the above 305/MBA(I) [2] Prospecting [Turn over] vii) The intermediaries who search for customers and estimated that average salesperson can generate may negotiate on behalf of the customer, but do Rs.2 lakhs sales per month. The company has also not take title to the goods are called anticipated annual sales force turnover is 20%. a) Agents So the number of sales people needed for next b) Retailers c) Merchandisers d) Facilitators year is viii) A strength of a straight salary plan is 20 b) 30 c) 24 d) 50 a) It makes representatives feel secure b) It provides direct incentives margins, high inventory turnover and _______ c) It represents a variable cost to the service level organization a) Minimal It can easily be revised on a daily basis b) Maximum c) Excellent d) Poor d) ix) Intermediaries who buy the basic product from producers and add to it or modify it and result it xi) Modern retail systems are characterized by low xii) ______ is the estimate of expected volume/value to final customers are called x) a) of sales of a company in a given period of time a) Wholesaler b) Dealer c) C&F Agents d) Value-added resellers (VARs) HUL has forecasted sales for the next year as a) Sales objective b) Sales quota c) Sales forecast d) Sales budget Rs.48 million and the management of HUL has 305/MBA(I) [3] [Turn over] 305/MBA(I) [4] Group-B d) What are the different kinds of objections handled by a sales person during the selling process? 3+4+4+4=15 a) Explain "Buyer-Seller Dyad" in the context of personal selling. b) Discuss the types of salesman. a) Why do sales people required training? b) State the methods used in sales training programmes. c) "On-the-job-training is one of the most important methods of training" - Do you agree? Justify your answer. 4+6+5 (Short Answer type Questions) Answer any three of the following : 2. 5×3=15 State the different sources of recruitment of sales 8. personnel. 3. What are the different types of selling situations? 4. Discuss the reasons for establishing territory. 5. A new readymade garments company is planning to launch its new garments in the market and wishes to appoint retail outlets in all major towns. What criteria would you recommend for selecting retail outlets? 6. How do you evaluate the performance of sales personnel? Group-C (Long Answer Type Questions) Answer any three of the following : 7. 15×3=45 a) What do you mean by prospecting? b) Name the approaches to selling. c) "Crucial task of selling is presentation". Discuss. 305/MBA(I) [5] [Turn over] 9. 10+5 10. XYZ Motors Ltd. is an Indian multinational whose total sales volume varies directly with the salespeople working in the market. Cost of goods sold remain constant at 60% of sales. The company's salesperson receive a salary of Rs.1,20,000 each yearly plus commission of 6% on their sales volume. In addition, each salesperson gets travel and food allowance of Rs.6,000 per month. At present the company has 32 salespersons and the sales manager wants to decide whether or not to add more salespeople. The sales manager estimates additional sales person will generate the following sales volume : 305/MBA(I) [6] No. of Salesperson Sales Volume (Rs.) 33 7,68,000 34 6,14,400 35 4,91,520 Being a sales manager of XYZ Motors Ltd. determine the exact size of sales force for your company with the help of the given information. 15 11. Write short notes on any three of the following : 5×3=15 a) Closing techniques b) Sales management audit c) Functions of wholesalers d) Selection of channel alternatives e) Sales budget. _________ 305/MBA(I) [7]