Sales and distribution.


Answer all questions. Each question carries 15 marks. Attempt any 2sub questions from Q 1-4.

Q 1. A. What are the various structures of a sales organisation

Q 1. B. Explain what are the various qualities and functions of a sales manager

Q 1 c With help of examples elaborate the interface of sales with other functions


Q 2. A. What is sales quota and what are the types of sales quota

Q 2. B.  Elaborate the process of selling

Q 2 c What are the major international sales decision


Q 3. A. What are the functions performed by various channel partners

Q 3. B. What are the factors affecting the choice of distribution partners

Q 3 c Explain the Kenneth Thomas style of conflict resolution


Q4. A.  Explain the various methods of sales evolution and control

Q 4. B. Explain the role of ethics in sales

Q 4 c Explain some new trends in sales and distribution management

Q5. CYRUS Pharmaceuticals is about a start-up in the Pharmaceuticals sector in India. The company in the case intends to sell formulations in South India and is working out its Sales & Distribution strategy. The promoter has some inputs from another existing pharmaceuticals company and is working to see if he can use some of these pieces of information.

Help the sales manager with the following:
» How to plan the size and structure of the sales force.
» The importance of selecting a suitable distribution system and various issues related to it.
» The process of developing an agreement with distribution channel partners

Source:- Vipin Saboo Tutorials

For any further clarifications, please contact Prof Vipin Saboo on 9820779873

The following two tabs change content below.
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.

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