Sales and Distribution Management & Management of a Sales Force

2829 Words May 26th, 2012 12 Pages
Examination Paper: Sales Management
IIBM Institute of Business Management 1
IIBM Institute of Business Management
Examination Paper MM.100
Sales and Distribution Management

Section A: Objective Type (30 marks)
This section consists of Multiple Choice questions & short notes type questions.
Answer all the questions.
Part one questions carry 1 mark each & Part Two questions carry 5 marks each.

Part One:
Multiple Choices:

1. Out of the following which gap arise when the sales force does not have the required knowledge, skills or capabilities to become successful on the Job.
a. Knowledge gap
b. Capability gap
c. Methods gap
d. Training gap

2. This method is used by the trainers to present more information in a short time to a
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The interviews were conducted by
Sunil Kumar and the marketing director and the selected candidates were given the appointment letters.
Some of the candidates had a problem of finding suitable residence, but the company policy did not provide any consideration for he3 same. Sunil Kumar conducted one-week training programme and generally guided the new salesperson, who reported to him directly. There was a delay in the receipt of the fans from the factory, located at Baroda in Gujarat. During this period of three months, Sunil Kumar was asked to conduct market surveys and look after advertising function of the entire group. He asked the salespersons to collect market information on various other products like water purifiers, power tillers, and so on in which the group was interested to diversify. During this period, two salespersons suddenly stopped coming to work, after collecting their salaries of the previous working month.


1. What improvements do you suggest in the staffing process followed by the company?

2. Was Sunil Kumar right in getting market surveys done by the new salesperson?

Caselet 2
Snow White Paper Company is located in an agricultural belt about 300 kilometers from a metro city.
The company is into writing and printing papers. Its primary raw material is wheat straw. Last year, the company had a turnover of Rs. 134 crore on a volume of 45,000 tons of paper. While preparing the business plan for the current year, the top

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