Important MBA (BU) Question
(FMM-7/FMS-7/MMM-7) Sales and Distribution Management
IV Sem, MBA (Regular, EX, ATKT)
Marketing/Management/Marketing & Sales Management
Unit I
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Q.1 Explain the relevance of sales meetings for a Marketing and Sales Department. (BU 2025)
Q.2 What factors are considered in recruitment of a sales personnel? (BU 2025)
Q.3 What are the ways of motivating sales personnel Explain. (BU 2025)
Q.4 Explain the different modes of presentation and their impact on sales. (BU 2025)
Q.5 Explain the relationship between sales and distribution. Give suitable example. (BU 2024)
Q.6 Explain the term sales presentation. What are Do’s and Don’t of a successful business presentation? (BU 2024)
Q.7 Explain the different sources of sales force Recruitment. (BU 2024)
Q.8 What is Personal Selling? Explain the features of personal selling. (BU 2024)
Q.9 What is sales management, how does the sales team prospect the customers? (BU 2023)
Q.10 Discuss the criteria for the selection for sales persons for the marketing company having the ice cream product range. (BU 2023)
Q.11 Discuss in detail the selection and recruitment process for the sales team of a shoes manufacturing company. (BU 2023)
Unit II
Q.1 Explain the values and concept of compensation plans. (BU 2025)
Q.2 Elaborate the concept of sales evaluation program in detail. (BU 2025)
Q.3 Rationalize the need for training the Sales force what makes sales training an on going management activity? (BU 2024)
Q.4 Discuss the role of sales contests. How sales contest helps in Modeling sales persons? (BU 2024)
Q.5 Why training is required for the sales persons, discuss few methods of the sales persons training? (BU 2023)
Q.6 What is sales evaluation program, on what basis the sales per-son being evaluated, explain with some examples in Indian context? (BU 2023)
Q.7 What is compensation, what types of compensation plan a company can have for the sales persons of a company having the apparels stores for Men’s. (BU 2023)
Unit III
Q.1 Explain the required content in designing sales territories. (BU 2025)
Q.2 Explain the Quota setting procedure in detail. (BU 2025)
Q.3 . Explain the following: (BU 2024)
(a) Steps in territory design
(b) Compensation plan of sales force.
Q.4 Discuss the various tasks performed by a efficient distribution system. (BU 2024)
Q.5 What are the attributes of a good sales Quota Plan? (BU 2024)
Q.6 Explain the new trends in distribution channel management. Explain the function of each distribution channel. (BU 2024)
Q.7 What is sales quote, how company decides about the sales quotas for the sales persons? (BU 2023)
Q.8 What is channel dynamics, how would channel dynamics affect a company having the business of perishable products? (BU 2023)
Q.9 What is a sales territory, discuss various types of territories, as a manager of a company how would you design the territory to cover the Madhya Pradesh by the sales persons. (BU 2023)
Unit IV
Q.1 Explain the scope of logistics in India. (BU 2025)
Q.2 Explain the functions of inventory management. (BU 2025)
Q.3 Explain the function of supply chain management in detail. (BU 2025)
Q.4 Examine the role of Inventory management in Sales management. (BU 2024)
Q.5 What is warehouse Management? Explain the features of warehouse management. (BU 2024)
Q.6 What is inventory management, on what basis the inventory is decided in a company explain in detail? (BU 2023)
Q.7 Define Logistics, why logistics is so critical for any sales company. Discuss the component of logistics for a company in Indian context. (BU 2023)
Unit V
Q.1 Explain the functions of information system for handling sales. (BU 2025)
Q.2 Explain any one method of assessing performance of marketing channels. (BU 2025)
Q.3 What do you understand by market logistics? Explain its objectives and decision of market logistics with suitable examples. (BU 2024)
Q.4 How does the information system on channel management works, explain it assuming one Indian FMCG company? (BU 2023)
Q.5 How a company can assess the performance of its marketing channels, explain with some relevant and recent examples? (BU 2023)
— Best of Luck for Exam —
