Sales and Distribution Question Bank for November 2017 TYBMS Sem 5 Exam

Sales and Distribution Management

Unit 1

1. What is the role of sales department
2. Elaborate the interface of sales with other departments
3. Elaborate the functions of a sales manager
4. What are the qualities of sales manager
5. Explain the various structures of a sales organisation
6. Elaborate the role of distribution
7. How is sales different from marketing

Unit 2

1. Mention the need of market analysis
2. What are the methods of sales forecasting
3. What is a sales quota and what are the different types of sales quota
4. What are the factors determining the fixation of sales quota
5. What are the reasons for setting up sales territories
6. Elaborate the process of selling
7. How to close a sale
8. What are the reasons that a sales call can be unsuccessful
9. Explain some theories of sales
10. What are the selling skills
11. What are various selling strategies
12. What are the various types of salesmen
13. What are the essentials of effective selling
14. What are the major international sales decision

Unit 3

1. What are the needs of channel management
2. What are the functions performed by wholesalers/ distributors
3. What are the factors affecting the choice of distribution channel
4. What are the factors affecting the effective management of distribution channel
5. What are the various distribution strategies
6. What are the types and reasons of channel conflict
7. Elaborate the Kenneth Thomas styles of conflict resolution
8. How to select channel partners
9. What are the instruments of channel control

Unit 4

1. What are the methods of sales evaluation and control
2. What is sales management audit
3. How to evaluate the performance of sales channel/distribution channel
4. Elaborate the role of ethics in sales
5. What are the new trends in sales and distribution management

Text books recommended

1. Sheth Publications:- Nagpal,Sharma, Kukreja
2. Vipul Publication

For any further clarifications or exam guidance, feel free to contact Prof Vipin Saboo on 9820779873 (call or whatsapp)

The following two tabs change content below.

• Bio
• Latest Posts

vipin0785

Education Qualification: BMS- N M College (University Rank Holder) PGDBM- Sydenham College M Com- College topper Mr Vipin Saboo has been associated with the following institutes as a visiting faculty Lords college, Malad Patkar College, Goregoan Saraf college, Malad Dalmia college, Malad St Andrews College, Bandra Wilson College, Grant Road Thakur college, Kandivili L N College, Kandivili N K College, Malad Dhanukar College, Vile Parle St Xaviers College, Marine Lines Shroff College, Kandivili KES College, Khar Mr.Vipin Saboo also has more than 5 years of industry expertise with corporate like CRISIL, Motilal Oswal Investment Banking and Yes Bank. Mr. Saboo has also published a text book on Logistics and Supply Chain Management for TYBMS Students.

Latest posts by vipin0785 (see all)

• Business Communications II FYBMS Question Bank 2019 - March 21, 2019
• Business Environment Question Bank FYBMS 2019 - March 21, 2019
• Business Mathematics Question Bank FYBMS 2019 - March 21, 2019