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  • DSC-138 Sales Distribution Mgt.

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    NIDHI SAHU
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    The document provides instructions and questions for an MBA exam on Sales Distribution Management. It outlines 5 questions to answer in approximately 250 words each on the following topics: [1] Recruitment and selection of sales personnel, [2] Designing and administering compensation plans, [3] Sales evaluation programs, [4] Channel intermediaries and organizational patterns in marketing channels, [5] The role of information systems in channel management with examples. Students are instructed to write answers in their own handwriting following formatting guidelines.

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    The document provides instructions and questions for an MBA exam on Sales Distribution Management. It outlines 5 questions to answer in approximately 250 words each on the following topics: [1] Recruitment and selection of sales personnel, [2] Designing and administering compensation plans, [3] Sales evaluation programs, [4] Channel intermediaries and organizational patterns in marketing channels, [5] The role of information systems in channel management with examples. Students are instructed to write answers in their own handwriting following formatting guidelines.

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    © All Rights Reserved
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    6 views1 page

    DSC-138 Sales Distribution Mgt.

    Uploaded by

    NIDHI SAHU
    The document provides instructions and questions for an MBA exam on Sales Distribution Management. It outlines 5 questions to answer in approximately 250 words each on the following topics: [1] Recruitment and selection of sales personnel, [2] Designing and administering compensation plans, [3] Sales evaluation programs, [4] Channel intermediaries and organizational patterns in marketing channels, [5] The role of information systems in channel management with examples. Students are instructed to write answers in their own handwriting following formatting guidelines.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    DSC-138

    M.B.A. IVth Semester (FT) N/X Examination, 2020


    Sales Distribution Mgt.
    Paper - FSM-3

    [Maximum Marks : 80

    Note :- All questions from each section carry equal marks. All questions are compulsory and answer limit are approximately
    250 words. Start the answer of each section from new page. Maximum limit of pages of answer booklet are
    approximately 16 pages. Answer should be written by the student in his/her own handwriting mandatory. The
    first page of answersheet should be download by the student from university website www.bubhopal.ac.in is
    mandatory.

    1. Write a detailed note on recruitment and selection of sales personnel.

    2. How compensation Plans are designed and administered ? Explain.

    3. Elaborate the sales evaluation programme in detail.

    4. Define channel intermediaries. Explain the organizational pattern in marketing channels.

    5. Elaborate the role of information system in channel management with relevant examples.

    

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