Shree Ganeshay Namah:

Seat No.

Laxmi Institute of Management, Sarigam

Internal Test -1
Subject: Sales and Distribution Management
MBA Semester III

DATE:

Time: 9:00 to 12:00

MARKS:70

Subject code:
Instructions: The question paper is divided into five questions. Attempt all
questions and it carries equal marks: You have to follow sequence of options in a
question.
(Q.1) (A)
(1) The schedule and sequence for visiting the outlets in any market is known by

(01)

(a) Call, (b) Beat, (c) Outlet, (d) Visit

(2) Out of the three important skills for the success of a sales manager, the two are managing and
technical skills; the third is

(01)

(a) Communication, (b) Negotiation, (c) Problem-solving, (d) People

(3) Pricing strategy used for transactional selling is:

(01)

(a) Mutually acceptable, (b) Competitive, (c) Skimming, (d) Product Life Cycle based
(4) The method of sales forecasting that gives a detailed breakdown of the sales forecast by
products and territory is:

(01)

(a) Exponential smoothing, (b) Regression analysis, (c) Delphi method, (d) Sales force
composite

Shree Ganeshay Namah:

(5) Some of the commonly used routing pattern is straight line, hopscotch, cloverleaf, and one of
the following

(01)

(a) Rectangular, (b) Square, (c) Circular, (d) Hexagonal

(6) In defining a sales territory, the key word is

(01)

(a) Sales, (b) Customer, (c) Geographic area, (d) None of the above
(Q.1) (B)
(1) What is relationship selling?

(01)

(2) What is customer delight?

(01)

(3) What is Team Selling Approach?

(01)

(4) What is FAB Approach?

(01)

(Q.1) (C) As the distribution channels to be managed by sales management, list down the various
kinds of channel members and their roles in ensuring effective distribution. (04)
(Q.2) (A) Suggest sales strategies for a courier service company operating in the domestic
market. Make suitable assumptions, if needed.
(07)
(Q.2) (B)Sales analysis is describe as a detailed inspection of a companys sales data and
considered as one of the most effective tools for controlling sales force-Comment and justify.
(07)
OR
(Q.2) (B) Why approach and pre-approach are essential steps in selling process? Prepare a
checklist for pre-approach and briefly describe approach techniques.

(07)

Shree Ganeshay Namah:

(Q.3) (A) What is Salesmanship? Elaborate on methods of sales presentation and their
implication. Write different steps of personal selling and explain some sale closing techniques.
(07)
OR
(Q.3) (A) Discuss why a salespersons job is not over even after getting an order. How would
you

handle

these

objections

raised

at

the

end

of

sales

presentation?

(a) The price is too high, (b) Your warranty period is too short, (c) I do not want to do business
with your firm. (07)
(Q.3) (B) Assume you are a branch manager of a company, which has recently introduced a sales
quotas system that is linked to the incentive scheme for the salespeople. However, the
salespeople have complained about the frequent short supply of some products which have
affected their quarterly incentive payments. As a branch manager what would you do?

(07)

OR
(Q.3) (B) Explain the methods used by companies for setting sales quotas. Also describe the
common types of quotas set by companies for salespeople and procedures for designing sales
territories.

(07)

(Q.4) (A) A company wanted to control its sales force performance on both selling and nonselling activities. The major factors to control selling performance are sales volume (in Rupees)
and average number of sales calls per day. The major non-selling parameter is payment
collection from customers. Design a suitable sales quota system and show it with an example.
You may make suitable assumptions.

(07)

OR
(Q.4) (A) You are appointed as a branch manager by crocodile products at Mumbai for selling
crocodile brand of shirts, trousers, T-shirts, innerwear and accessories. This is a new branch,
covering western Mumbai and its suburbs areas. For deciding the expenditure budget for each

Shree Ganeshay Namah:

item of selling expenses, which of the following methods would you use and why? Explain the
method to be used.
(Q.4) (B) What is sales budget? Explain the process of setting sales budget. And also list down
all the points to be considered for developing a retail strategy.

(07)

OR
(Q.4) (B) Why is sales career considered exciting, challenging and a route to the top position in
an organization? Explain how sales managers and distribution channels work together in
planning the sales operations.
(07)
(Q.5) (A)
OR
(A) Case Study:

(14)

Manmohan sood, materials manager, Elex Motors asked Pradeep Dasgupta, the marketing,
manager of Star Steel Tube Company, for a meeting to discuss an important strategic issue.
Pradeep was thrilled that a key customer, Elex Motors, was keen on discussing an important
issue.
Manmohan explained to Pradeep that his company, which manufactured light and medium
commercial vehicles, wanted to have a reliable supplier of rectangular steel tubes that were
used for making chassis (base frame) of vehicles. Manmohan further said, We are looking
for a long term partnering or collaborative relationship with your organization for mutual
benefits. Our geographical proximity will help us integrate the processes our two companies
to improve quality and delivery and bring down the costs. You will get the preferred supplier
status with maximum share of our business. Is this acceptable to your organization?Pradeep
thought for a moment about the possible response from hid CEO, LC Goel, and responded to
Manmohan, Yes, it is a very good proposal, and I will try my best to convince my superiors
to accept it. Would your proposal also require us to disclose the details of our costs and profit
margins? Yes, of course, we have to disclose all the information to each other so that our

Shree Ganeshay Namah:

teams from both organizations can work together to find solutions to problems like costs,
quality, and delivery, said Manmohan. Pradeep assured Manmohan that he would revert
within one week after talking to his superior.
Questions:
1. what do you think about Manmohan proposal, which is rare for a customer approaching
the supplier?
2. If you were Pradeep, what would you do?