Sunday, January 22, 2023

Dr. A.P.J. Abdul Kalam University MBA III SEM All Branch Sales and Distribution Management [MBA305M] Dec 2020 Question Paper

Dr. A.P.J. Abdul Kalam University

Master of Business Administration

Third Semester Main Examination, Dec-2020

Sales and Distribution Management [MBA305M]

Time: 3:00 Hrs Max Marks 80

Note: 1. Attempt any five questions out of seven.

2. All question carry equal marks.

Q.1 Define personal selling? Explain the role of personal selling in marketing mix.

Q.2 Discuss the non-statistical methods of sales forecasting including Delphi Techniques.

Q.3 Explain Consumer’s clinic and Experts Opinion method with their merits and demerits.

Q.4 Which factors are most critical in selecting distribution channel?

Q.5 Explain the elements of Behavioral Equation Theory with respect to the buyer

dissonance.

Q.6 What is merchandising? How does the store manager prepare his merchandising plan?

Q.7 What is the importance of e-commerce in arranging channels of distribution for any of

the company?

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