KAZIAN ANSWER SHEETS. MBA.EMBA.DMS.ARAVIND 9901366442
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(a) In house demonstrators (b) Door knockers.<br />
7. State the pros and cons of Sea transport and Air transport.<br />
8. Explain different methods to be used in training sales force of an organization selling perishable<br />
goods.<br />
9. Discuss in detail the theories of selling with its uses in personal selling.<br />
10. As a sales person in selling a service product say, debenture. List down the difficulties you<br />
encounter and the methods you chose to close the sale.<br />
SALES & DISTRIBUTION<br />
Q1. What do you mean by distribution management? Explain the need for distribution channels with<br />
suitable examples.<br />
Q2. What is sales organization? Discuss the different types of sales organization structures<br />
Q3. If you were Ashok Desai, what would you do to achieve superior results in terms of sales and net<br />
profit as expected by the General Manager (Sales)?<br />
4. Shakti Masala is a market leader in spices in North India and is planning to launch its ‘Swad’ brand<br />
of spices in Western India. Design a marketing channel for it specifying the channel intermediaries,<br />
channel levels, and the distribution intensity. Justify your recommendations.<br />
Q5. What is meant by Channel Information System? Explain any four elements of a channel<br />
information system.<br />
Q6. Discuss the distribution channel options available to companies willing to sell its products in<br />
international markets.<br />
Q7. Discuss the basic types of compensation plans used for compensating salespeople. Which plan<br />
will be suitable for compensating an insurance agent? Justify.<br />
8. Briefly explain the meaning of ‘Sales Territory’. Describe the steps involved in designing sales<br />
territories.<br />
SAP MANAGEMENT<br />
1. Write a comprehensive note on SAP Net weaver & ECC?<br />
a.) How Does SRM’s tight integration with PLM benefit your SRM users<br />
b.) How does SAP CRM maximize your profitability?<br />
c.) Does security restrict access in Query reporting?<br />
d.) What do you mean by year dependent in fiscal year variants?<br />
e.) What are posting keys? State the purpose of defining posting keys?<br />
f.) What are the Steps in consignment processing?<br />
g.) What is SAP Net weaver’s Rapid installer?<br />
h.) What is core value of SAP xApps?<br />
i.) How does SAP KW support searching?<br />
j.) How will be the Ticket process flow happens in a Production support project?<br />
k.) What is document type, and what does it control? Examples<br />
l.) What is chart of account and how many charts of accounts can be assigned to a company<br />
m.) What does Field status group assigned to a GL master record controls?<br />
n.) How is case used in SAP?<br />
3. In your own organization, research how many repositories or “ system of records’ of master data<br />
you have. Are you a good candidate for SAP MDM?<br />
3. Define the term Variant? What does it mean to “protect’ a variant. Create two new variants for a<br />
familiar report, and then re-execute the report using each of the variants
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