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    SDM (AK) - Mid Sem-3

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    sunru24
    The document outlines an exam for an MBA course on sales and distribution management. It is a mid-semester exam with 2 hours allotted and a maximum of 50 marks. The exam consists of two sections - Section A contains 3 questions worth 8 marks each on the functions of sales management, decisions in sales training, and the AIDAS theory of selling. Section B contains 2 questions worth 13 marks each on the roles of distribution channel intermediaries and ways to build a sales team.

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    SDM (AK) - Mid Sem-3

    Uploaded by

    sunru24
    19 views2 pages
    The document outlines an exam for an MBA course on sales and distribution management. It is a mid-semester exam with 2 hours allotted and a maximum of 50 marks. The exam consists of two sections - Section A contains 3 questions worth 8 marks each on the functions of sales management, decisions in sales training, and the AIDAS theory of selling. Section B contains 2 questions worth 13 marks each on the roles of distribution channel intermediaries and ways to build a sales team.

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    The document outlines an exam for an MBA course on sales and distribution management. It is a mid-semester exam with 2 hours allotted and a maximum of 50 marks. The exam consists of two sections - Section A contains 3 questions worth 8 marks each on the functions of sales management, decisions in sales training, and the AIDAS theory of selling. Section B contains 2 questions worth 13 marks each on the roles of distribution channel intermediaries and ways to build a sales team.

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    © All Rights Reserved
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    Download as docx, pdf, or txt
    19 views2 pages

    SDM (AK) - Mid Sem-3

    Uploaded by

    sunru24
    The document outlines an exam for an MBA course on sales and distribution management. It is a mid-semester exam with 2 hours allotted and a maximum of 50 marks. The exam consists of two sections - Section A contains 3 questions worth 8 marks each on the functions of sales management, decisions in sales training, and the AIDAS theory of selling. Section B contains 2 questions worth 13 marks each on the roles of distribution channel intermediaries and ways to build a sales team.

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    Oriental College of Management, Bhopal

    MBA I Sem-Mid Sem


    Sales and Distribution Management
    Total Time: 2 hr.

    Max.
    Marks: 50

    Attempt all questions:


    Section A (8 Marks Each)
    Q1. Explain the functions of Sales Management.
    Q2. Describe the major decisions in developing and conducting a sales
    training programme.
    Q3. Write a note on AIDAS theory of selling.
    Section-B (13 Marks Each)
    Q4. What are the roles of channel intermediaries in Distribution? Explain.
    Q5. What are the various ways of getting good sales team for the
    organization?

    Oriental College of Management, Bhopal


    MBA I Sem-Mid Sem
    Sales and Distribution Management
    Total Time: 2 hr.

    Max.
    Marks: 50

    Attempt all questions:


    Section A (8 Marks Each)
    Q1. Explain the functions of Sales Management.
    Q2. Describe the major decisions in developing and conducting a sales
    training programme.
    Q3. Write a note on AIDAS theory of selling.
    Section-B (13 Marks Each)
    Q4. What are the roles of channel intermediaries in Distribution? Explain.
    Q5. What are the various ways of getting good sales team for the
    organization?

    Oriental College of Management, Bhopal


    MBA I Sem-Mid Sem
    Sales and Distribution Management
    Total Time: 2 hr.

    Max.
    Marks: 50

    Attempt all questions:

    Section A (8 Marks Each)


    Q1. Explain the functions of Sales Management.
    Q2. Describe the major decisions in developing and conducting a sales
    training programme.
    Q3. Write a note on AIDAS theory of selling.
    Section-B (13 Marks Each)
    Q4. What are the roles of channel intermediaries in Distribution? Explain.
    Q5. What are the various ways of getting good sales team for the
    organization?

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