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Mbam 105

This document outlines two internal assignments for a Master of Business Administration/PGDM course on Sales and Promotion Management. Assignment 1 includes short answer and long answer questions about sales organizations, limitations of personal selling, ethical challenges in sales management in India, differences between sales management and marketing, functions of distribution channels, importance of selling and sales force management, and factors for sales compensation plans. Assignment 2 includes similar short answer and long answer questions about pre-interview screening, causes of channel conflict, differences between wholesalers and retailers, developing sales territories, factors for channel choice, and techniques for sales forecasting like executive opinion, sales force composite, and Delphi method. It also defines and explains prospecting,

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58 views

Mbam 105

This document outlines two internal assignments for a Master of Business Administration/PGDM course on Sales and Promotion Management. Assignment 1 includes short answer and long answer questions about sales organizations, limitations of personal selling, ethical challenges in sales management in India, differences between sales management and marketing, functions of distribution channels, importance of selling and sales force management, and factors for sales compensation plans. Assignment 2 includes similar short answer and long answer questions about pre-interview screening, causes of channel conflict, differences between wholesalers and retailers, developing sales territories, factors for channel choice, and techniques for sales forecasting like executive opinion, sales force composite, and Delphi method. It also defines and explains prospecting,

Uploaded by

alugayatri84
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOC, PDF, TXT or read online on Scribd
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JAIPUR NATIONAL UNIVERSITY, JAIPUR

School of Distance Education & Learning


Internal Assignment No. 1

Master of Business Administration / PGDM

Paper Code: MBA/PGDMM-105


Paper Title: Sales and Promotion Management

Last date of submission: Max. Marks: 15

Note : Question No. 1 is of short answer type and is compulsory for all the students.
It carries 5 Marks. (Word limits 50-100)

Q. 1. Answer all the questions:


(i) What do you mean by sales organization?
(ii) Enlist four limitations of personal selling.
(iii) Note down the ethical challenges faced by in context of sales and distribution
management in India.
(iv) Compare “sales management” with marketing.
(v) Write a brief note on functions of distribution channels.
Note: Answer any two questions. Each question carries 5 marks (Word limits 500)
Q. 2. Discuss the importance of selling function and sales force management in today’s global
world.
Q. 3. Describe the various factors determining the sales compensation plan.
Q. 4. Define transportation. What are its means and modes of transport? Also describe the
criteria for selecting the effective mode of transport.
JAIPUR NATIONAL UNIVERSITY, JAIPUR
School of Distance Education & Learning
Internal Assignment No. 2

Master of Business Administration / PGDM

Paper Code: MBA/PGDMM-105


Paper Title: Sales and Promotion Management

Last date of submission: Max. Marks: 15

Note : Question No. 1 is of short answer type and is compulsory for all the students.
It carries 5 Marks. (Word limits 50-100)

Q. 1. Answer all the questions:


(i) What do you mean by “Pre-interview Screnning”?
(ii) Enlist any four causes of channel conflict.
(iii) Differentiate between wholesaler and retailer.
(iv) “A good salesman can be made.” Explain.
(v) Write a short note on the bases which a sales manager can use to establish sales
territories.
Note: Answer any two questions. Each question carries 5 marks (Word limits 500)
Q. 2. Define a channel of distribution. What factors determine the channel choice of company?
Discuss.
Q. 3. Explain the following techniques of sales forecasting:
a) Executive Opinion
b) Sales-Force Composite
c) Delphi Method
Q. 4. What is prospecting, pre-approach and “AIDA approach” in personal selling? Explain in
detail.

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