Roll No Total No of Questions: 13} [Total No of Printed Pages 3 DW-413 M.B.A, (FT) (N/X) IV" Semester Examination, 2022 les and Distribution Management Paper - FSM-3 Time: 3 Hours) (Maximum Marks: 80 Note Attempt all the questions SECTION-"A" ShortAnswerType Questions 4x8=32 Note: Autemptany four questions. All questions carries 8 marks 4. Discuss the changing nature and scope of sales management OW-413 a PTO hutps://www.onlinebu,com C2) Ettore the eset tities fa sles profesional rR fe “Companies give more importance on sales training programmes’ Elaborts he statement 4. Write anote on imponance of sales force motivation, 5. Whatissales contest? Give suitable examples. 6 Discuss sales costand cost analysis, (C7), Elaborate te various functions of marcketing channels and tei reionshp. ( 8 Bxlaininormaion syseman channel management SECTION." LongAnswerType Questions 163-48 ‘Note : Attempt any three questions. All questions carry 16 matks. 9, Wii a detailed note on seting and formulating personal sl ing objectives 10. How the compensation plansare designed and administered? DW-413 @) htips://www.onlinebu.comQL) Writes conceptual note on designing titres and allocating saleseffor, (AE Niet ar marketing channels? Elaborate src with rlovet ump, 13. Compete itemaional mtn chamels with ocal cha nels. Give strategic point of view. +++ DW-413 ® Copies 5500 hups:(avww.onlinebu.com