Thursday, January 19, 2023

Dr. A.P.J. Abdul Kalam University BBA V SEM Sales and Distribution Management [BBA505M] Dec 2020 Question Paper

Dr. A.P.J. Abdul Kalam University

Bachelor of Business Administration

Fifth Semester Main Examination, Dec-2020

Sales and Distribution Management [BBA505M]

Time: 3:00 Hrs Max Marks 80

Note: - Attempt any five questions.

All question carry equal marks.

Q.1 What do you understand by the term sales force ? Why is controlling and motivation

essential for sales force ?

Q.2 Describe the process of Managing dealer –network. Bring out the importance of channels

of distribution.

Q.3 Brief the importance and objectives of training of sales persons.

Q.4 Distinguish between salesmanship and Personal Selling.

Q.5 What are the factors that determine choice of channels of distribution?

Q.6 What is EDI? How it support Supply Chain?

Q.7 Briefly define Manufacturer and Retailer Promotion Planning Process 

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