Sales & Distribution Management – Adv

Model Question Paper

Sales & Distribution Management

Key Features

• Unit-wise Short Notes 
  Each unit includes a summary in both languages, making revision faster and more effective.

• Extensive MCQ Practice 
  1500+ MCQ Practice Questions: This comprehensive question bank includes 1500+ multiple-choice questions (MCQs). Each unit contains approximately 150 MCQs covering a wide range of cognitive levels such as remembering, understanding, application, and analysis.

• Exam Practice Paper with Mock Tests 
  Includes three full-length mock tests for real exam practice. 

• Latest Syllabus as per NEP 
  The syllabus aligns with the latest National Education Policy (NEP) and follows the exam patterns of MSU, CCSU, and other universities following the NEP.

• Designed by Experts 
  This question bank has been meticulously prepared by subject matter experts to ensure accuracy and relevance.

Why Choose This Model Paper?

• Complete Exam Preparation: Unit-wise summaries, MCQ practice, and mock tests provide a complete study solution.

• Latest NEP-Based Pattern: Ensures compliance with the latest university exam structure.

  Program Class: Diploma/ BBA		Year: Second		Semester: Fourth
  Subject: BACHELOR OF BUSINESS ADMINISTRATION
  Course Title: SALES & DISTRIBUTION MANAGEMENT
  Credits: 6			Core Compulsory
  Max. Marks: 100			Min. Passing Marks: 33
  Unit	Topics
  I	Sales Management :- Evolution of sales function- Objectives of sales management positions – Functions of Sales executives- Relation with other executives
  II	Sales Organization and relationship: Purpose of sales organization – Types of sales organization structures – Sales department external relations Distributive Network relations.
  III	Salesmanship: Theories of personal selling, Types of Sales executives, Qualities of sales executives, prospecting, pre-approach and post-approach- Organizing display, showroom & exhibition
  IV	Distribution network Management, Types of Marketing Channels, Factors affecting the choice of channel, Types of middleman and their characteristics, Concept of physical distribution system.
  V	Sales Force Management; Recruitment and Selection, Training, Leadership, Controlling and Motivation.