M.B.S. (Semester – I),University Of Pune Question Paper,CNO 104 (MKT) : Marketing Management Specialization – II,2014 Question Paper

University Of Pune Question Paper
M.B.S. (Semester – I) Examination, 2014
CNO 104 (MKT) : Marketing Management Specialization – II
SALES & DISTRIBUTION MANAGEMENT
(2013 Pattern)
Time : 2 ½ Hours Max. Marks : 50
Instruction : All questions are compulsory and carry equal marks.
1. Define Sales Management. Explain in detail emerging trends in Sales Management.
OR
Explain the role of Marketing channel in today’s dynamic marketing environment. Suggest
marketing channel for any one industrial good. Give example.
2. Discuss factors affecting on structure of sales organisation. Explain types of sales
organization.
OR
Explain sales organisation and sources of sales force recruitment.
3. Describe specialized techniques in selling.
OR
Explain :
a) Daily Sales Call Report
b) Primary and Secondary Sales.
4. Discuss :
a) ROI calculation at Dealer level
b) Types of wholesalers.
OR
Describe the role and significance of marketing channels.
5. Discuss the factors affecting on Retail Location.
OR
Explain nature, importance and types of retailing.
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