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Sales and Distr MGT

This document contains exam questions for a sales and distribution management course. It includes questions about sales organization structures, the roles and qualities of a sales manager, sales quotas and processes, channel partners' functions, factors in choosing distribution partners, sales supervision and ethics, and key result areas. It also provides a case study about a pharmaceutical startup in South India developing its sales and distribution strategy, and asks how to plan sales force size and structure, select a distribution system, and develop agreements with channel partners.

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Abdul Rasheed
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60 views2 pages

Sales and Distr MGT

This document contains exam questions for a sales and distribution management course. It includes questions about sales organization structures, the roles and qualities of a sales manager, sales quotas and processes, channel partners' functions, factors in choosing distribution partners, sales supervision and ethics, and key result areas. It also provides a case study about a pharmaceutical startup in South India developing its sales and distribution strategy, and asks how to plan sales force size and structure, select a distribution system, and develop agreements with channel partners.

Uploaded by

Abdul Rasheed
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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MARS ACADEMY

Sales and distribution management

75 marks
30/10/16

2.5 hrs

Q1
a) What are the various structures of a sales organisation
b) Explain what are the various qualities and functions of a sales manager
c)

With help of examples elaborate the interface of sales with other functions

Q2
a) What is sales quota and what are the types of sales quota
b) Elaborate the process of selling
c)

What are the major international sales decision

Q3
a) What are the functions performed by various channel partners
b) What are the factors affecting the choice of distribution partners
c)

Explain the Kenneth Thomas style of conflict resolution

Q.4
a) Explain the various methods of sales supervision and control
b) Explain the role of ethics in sales
c)

Write note on KRA

Q.5
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:
a) How to plan the size and structure of the sales force.
b) The importance of selecting a suitable distribution system and various issues related
to it.
c) The process of developing an agreement with distribution channel partners.

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