Don Bosco Institute of Biosciences and Management Sciences

Mysore Road, Kumbalagodu, Bangalore 560 084

MBA III Semester I Internal Test SUBJECT : Sales and Marketing Channel Management
DATE : MAX. MARKS : "eneral Instr#$ti%ns:

TIME : !

The &a&er is di'ided int% Three se$ti%ns A (B ) C. All the se$ti%ns are $%m&#ls%r*. Se&arate instr#$ti%ns are gi'en +ith ea$h se$ti%n and ,#esti%n( +here'er ne$essar*. Read these instr#$ti%ns $are-#ll* and -%ll%+ them a$$%rdingl*. In *%#r ans+er sheet +rite *%#r R%ll .%.( .ame ) Se$ti%n $%rre$tl*. /lease +rite d%+n the serial n#m0er %- the ,#esti%n in the ans+er s$ri&t 0e-%re attem&ting it. M%0iles are n%t all%+ed in the e1aminati%n hall. An* st#dent ind#lge in mal&ra$ti$e +ill 0e immediatel* de0arred -r%m the e1aminati%n hall.

PART A (2 X 4 = 8 MARKS) Answer ANY 4 Questions. Ea ! "uestion arries 2 #ar$s. 1. Define sales management. 2. Name the different types of sales persons. 3. Mention various responsibilities of sales manager. 4. What is ethical responsibility of sales personnel? . What is strategic planning? !. Name any four forecasting methods used in sales.

PART % (8X 2 = 24 MARKS) Answer An& T'REE Questions. Ea ! "uestion arries ( #ar$s. 1. "#plain the social and ethical responsibilities of a sales manager. 2. $o% sales manager can manage unethical sales force behaviour? "#plain. 3. What are the factors affecting the sales organi&ation. PART ) (*2 +*=*2 MARK) *

Don Bosco Institute of Biosciences and Management Sciences

Mysore Road, Kumbalagodu, Bangalore 560 084

1. "numerate the methods of sales forecasting. 2. "#plain the various types of sales organi&ation.

'()* +D,-ompulsory.

1. )amesh has been appointed as a sales manager of a territory %hich has high potential but for some reasons not giving good results. /uggest Mr.)amesh about ho% should he apply various sales management strategies to improve the situation and increase the sales.

SUBJECT : Ser'i$es Management BBM III TIME Semester DATE : : MAX. MARKS : ! II Internal Test
"eneral Instr#$ti%ns:
The &a&er is di'ided int% Three se$ti%ns A (B ) C. All the se$ti%ns are $%m&#ls%r*. Se&arate instr#$ti%ns are gi'en +ith ea$h se$ti%n and ,#esti%n( +here'er ne$essar*. Read these instr#$ti%ns $are-#ll* and -%ll%+ them a$$%rdingl*. In *%#r ans+er sheet +rite *%#r R%ll .%.( .ame ) Se$ti%n $%rre$tl*. /lease +rite d%+n the serial n#m0er %- the ,#esti%n in the ans+er s$ri&t 0e-%re attem&ting it. M%0iles are n%t all%+ed in the e1aminati%n hall. An* st#dent ind#lge in mal&ra$ti$e +ill 0e immediatel* de0arred -r%m the e1aminati%n hall.

Don Bosco Institute of Biosciences and Management Sciences

Mysore Road, Kumbalagodu, Bangalore 560 084

PART A (2 X , = *- MARKS) Answer ANY , Questions. Ea ! "uestion arries 2 #ar$s. *. .!at is NPA/ 2. .!at 0o &ou #ean 1& en0ow#ent 2o3i &/ (. 4i5e t!e #eanin6 o7 5enture a2ita3. 4. .!at 0o &ou un0erstan0 1& 7uture ontra t/ ,. .!o is a #i0wi7e/ 8. .!at is #e0i a3 trans ri2tion/ 9. 4i5e two e+a#23es o7 7inan ia3 ser5i es.

PART % (8X ( = 24 MARKS) Answer An& T'REE Questions. Ea ! "uestion arries ( #ar$s. 1. 0riefly e#plain the various types of services rendered in the hospitals. 2. "#plain money mar1et instruments in detail. 3. "#plain the types of debenture. 4. "#plain the impact of 2nformation technology on ban1ing sector. PART ) ():MP;<S:RY) (*8 +* MARK) 1. Write an e#planatory note on life insurance and general insurance contract.