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Description
| SESSION | JAN-FEB 2026 |
| PROGRAM | MASTER OF BUSINESS ADMINISTRATION (MBA) |
| SEMESTER | III |
| COURSE CODE & NAME | DMKT305 SALES AND DISTRIBUTION MANAGEMENT |
Assignment Set – 1
Q.1. Discuss the nature and importance of Sales Management in a modern business environment with suitable examples.
Ans 1.
Nature of Sales Management
It is the plan, organizing, leading, and controlling a firm’s personal selling activities to achieve its revenue and marketing objectives. This includes recruiting and educating the sales team as well as setting sales targets in conjunction with the design of compensation systems and then evaluating the performance. In the modern business environment selling
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Q.2. Define sales forecasting. Explain the various approaches to sales forecasting.
Ans 2.
Definition of Sales Forecasting
Forecasting sales is the method in which you estimate the number of a service or product that a company expects to market during a certain date in the future, usually an entire quarter or year. It is the basis of virtually every business plan decision-making, such as production scheduling the management
Q.3. Elucidate the process of Sales Negotiation with suitable example.
Ans 3.
Concept of Sales Negotiation
Sales negotiation is the structured process by which a salesperson and potential buyer participate in dialogue to reach a mutually acceptable agreement on the specifics of the transaction such as price, quantity the payment term, time frames for delivery, as well as after-sales support. This is among the crucial skills needed when selling professionally because nearly all commercial deals of any importance
Assignment Set – 2
Q.4. Write short note on: Meaning and Significance of Ethics in Sales Evaluation; Ethical Challenges in Sales Practices.
Ans 4.
Meaning and Significance of Ethics in Sales Evaluation
Ethics in sales refers to the moral principles that guide how salespeople behave and management of sales during their work tasks. Sales evaluation, which is an objective assessment of sales force performance, must itself be grounded in moral principles in order to be correct, fair as well as motivating. The value of ethics when it comes to selling evaluations is threefold. First, ethical evaluation ensures fairness. Sales reps operate across
Q.5. A retail chain is expanding to multiple cities. Explain how logistics components will play a role in ensuring smooth operations.
Ans 5.
Logistics in Multi-City Retail Expansion
The expansion of a retail business into numerous cities will face significant logistical complexity. Each new city brings nodes to the supply chain and brings new challenges in transportation storage, warehousing and inventory management as well as order processing and customer delivery. The logistics components must work in a concerted and integrated way to ensure that the products arrive at the correct stores in adequate quantities at most appropriate moment and at a
Q.6. Examine the concept of managing conflicts in the distribution channel and suggest practical strategies for resolving conflicts among channel members.
Ans 6.
Distribution Channel Conflict: Concept and Types
Distribution channel conflict occurs where channel partners for example, manufacturers, wholesalers, distributors, and retailers, have incompatible goals, perceptions, or expectations about their respective roles, rewards and rights within the channel. Conflict is an inherent element of the distribution channel because each channel member is a separate organization with its own