.

<p^^S^
Total No. of Questions: 7]{ -'( LIBRARY JL^m.|~~

P356S'''-^^r^w^J^^ lTotalNo.ofPagcs:l

[4375]-315
M.B.A. (Semester - III)
MARKETING MANAGEMENT SPECIALISATION - III
305-A: Distribution & Retail Management
(2008 Pattern)flf vi I - May ao 13
Time:3Hours][Max. Marks :70

Instructions to the candidates :

1)Attempt any 2 from Section - I and attempt any 3 from Section - II.
2)All questions carry equal marks.
SECTION - I
Ql) Define "Marketing Channels". Discuss the importance and functions of
Marketing Channels.

Q2) "Wholesaling, as a function in distribution channel, has changed a lot in last

decade". Comment.

Q3) What do you mean by Supply chain? Explain, with diagram, the typical
stages involved in supply Chain Management.

SECTION - II
Q4) What do you understand by the term 'Retailing'? Discuss various challenges
faced by retailers globally.

QS) Explain in detail, the typical steps involved in selecting Retail location.

Q6) Hxplain, in detail, the elements pf Store Design.

Q7) Short Notes (any 2) :

a)Channel Conflicts.
b)Store Facade.
c)Franchasing.

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 @* Total No. ol' Questions : 7]

P1286
[4275] - 315 V%>~&

MARKETING MANAGEMENT SPECIALIZATION - III

305 - A : Distribution and Retail Management
(2008 Pattern) (Sem. - III)
Time :3Hoursl/Max. Marks : 70
Instructions to the candidates:-rX)@.C 0.0 I 2_
1)Attempt any two questions from Section - I anil any three questions from
Section - II.

2)All questions carry equal marks.

SECTION - I
Ql) Describe Intensive, Selective and Exclusive distribution strategies. Design
Intensive distribution strategy for a Lemon flavoured soft drink.

Q2) Explain the parameters of Channel Performance Evaluation. Discuss the

techniques of Channel Conflict Resolution.

Q3) Explain the need and functions of distribution channels. Compare the channels
used for Consumer goods and services with the help of suitable examples.

SECTION - II
Q4) Discuss the social and economic impact of retail development in India.

Q5) Now-a-days manufacturers prefer "Franchiser - Franchisee-Consumer" model

than "Manufacturer-Dealer-Consumer" model. Justify.

Q6) Explain the concept of "Store Layout" and various types of store layout with
proper diagrams.

Q7) Write short notes (any 2):

a)Supply Chain Management.
b)Floor Space Management.
c)Private Label Brands.
d)Managing in-store promotions.

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 Total No. of Questions : 8)SEAT No.: I

P546[Total No. of Pages : 2

[4175] - 315
M.B.A. (Sem. - III)
MARKETING MANAGEMENT SPECIALIZATION
305 A: Distribution & Retail Management
(2008 Pattern)f ,f>-v? \ - M a^ 0_o \q_

Time: 3 Hours/[Max. Marks : 70

Instructions to the candidates:
@1) Attempt any 2 questions from Section - I and any 3 questions from
Section - If.
2)All questions carry equal marks.^^^CIJJn^aT^TT"^.
3)State clearly the assumptions made./.@.3'->- " -.7>Jj\

SECTION - I @ \;>-..-:'S.'^y'

Ql) What do you understand by Marketing Channels? Explain the importance of

channel decisions with reference to any company manufacturing FMCG
products.

Q2) What factors would you consider while selecting channel partners? Explain
the same with reference to a Home Appliance company.

Q3) Wholesaler is an important link between manufacturer and retailer. Do you

agree? Explain with reference to Paint Industry.

SECTION - II
Q4) Explain the concept of retailing. What challenges do companies face while
retailing globally.

Q5) What is the reason behind rise in Franchising as a business? Explain with
suitable examples.

P.T.O.

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 Q6) Wliat factors do companies consider before selecting site for a retail outlet?
Explain with reference to a company manufacturing Motor-Bikcs having price
range between Rs. 6 lacs and Rs. 40 lacs.

Q7) Explain the concept of store layout. Discuss different types of store layout.

Q8) Short Notes (any 2):

a)Channel Performance Evaluation.

b)Managing store inventory.

c)Multi channel Marketing Systems.

d)Category Management.

[4175J-31S -2-
 Total No. of Questions: 8]/ /"tToWNo. of Pa*sV^
P706<t) ec 0-011" @@@. """"""''* ^M?>

@ [4075]-316@ '-@:.':~~^'y

M.B.A. (Sem. - III) .

MARKETING MANAGEMENT SPECIALIZATION

305 - A: Distribution & Retail Management
(2008 Pattern) (New)
Time: 3 Hours].[Max. Marks: 70

Instructions to the candidates:

1)Attempt any 2 questions from Section -1 and any 3 questions from Section - II.
2)AU questions carry equal marks.

3)State clearly the assumptions made.

SECTION-I

Ql) What are the different distribution strategies? Design a channel for selective
distribution for a branded shirt company.

Q2) What factors would you consider while selecting channel partners? Explain
the same with reference to a FMCG company.

Q3) Explain how wholesaling has evolved in last 5 decades. What significant
differences do you find in wholesaling activities before and after the advent of
E-Commerce?

SECTION-II

Q4) Define retailing. Explain in detail different types of retailing with suitable
examples.

QS) In present times, manufactures prefer "Franchiser-Franchisee-Consumer" Model

than "Manufacturer - Dealer - Consumer" Model. Do you agree? Justify your
opinion.

P.T.O.

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Q6) What factors do companies consider before selecting site for a retail outlet?
Explain with reference to a chain of'Wada Pav' outlets.

Q7) Explain the concept of store layout with reference to any supermarket of your
choice... .

Q8) Short Notes (Any 2):

a)Benefits of technology in Distribution.

b)Merchandizing Planning.

c)Retail Communication Mix.

d)Store Facade.

[4075]-316
 Total J^fp>fX$acstionsT^^\[Total No. of Pages : 1
P6?3( LiBfSARY J%)
'^--@__@-^^'y'' [3975] - 315
-^SSss^sbb^ MBA (Sem> . m) Ap-Pi I - May aoM

MARICE1TNG MANAGEMENT SPECIAI.IZA11ON

'(305 A): Distribution and Retail Management
(2008 Pattern)
Time : 3 Hours][Max. Marks :70
Instructions to the candidates:
1)Attempt two questions from section -1 and three from Section - II.
2)All questions carry equal marks.

SECTION - I

Ql) Explain purpose of physical distribution and briefly describe various

components of physical distribution.

Q2) What are channel conflicts? Explain various reasons for channel conflict
and ways to minimise them.

Q3) Define 'Wholesaler'. Discuss scope, functions and types of wholesalers.

SECTION - II

Q4) Bring out clearly the nature & importance of 'Retailing'. What are the various
types of retailing.

Q5) Explain various components of retail store administration. Give examples.

Q6) Discuss various sales promotion strategies adopted by retailers with examples
of stores like Shopper's Stop, More, West Side etc.

Q7) Describe organised retail supply chain management. Explain electronic data
exchange and bar coding.

????
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 IS &C loio
Total No. of Questions : 8]<<@2i52i!3%t*J No. of Pages :2

MARKETING MANAGEMENT SPECIALIZATION

(305 A): Distribution and Retail Management
(2008 Pattern) (Sem. - III)
Time: 3 Hours][Max. Marks :70
Instructions to the candidates:
1)Attempt two questions from section -I & three questions from section - II.
2)All questions carry equal marks.

SECTION -1

Ql) "Marketing channels are necessary for any business". Comment. Describe
the types of channel required for services with special reference to Mutual
Funds.

Q2) What are functions of a "wholesaler"? Discuss the factors you will consider
for their selection. Justify your answer with suitable examples.

Q3) Discuss the concept of channel conflict. Explain the reasons for channel
conflicts & way to minimize channel conflicts.

SECTION - II

Q4) Discuss different types of Retail formats in detail with the help of suitable
examples.

Q5) "Location plays an important part for a retail business". Comment. Also discuss
in brief about location based retail strategies.

Q6) Define Retail Merchandising and explain steps involved in merchandising

planning.

P.T.O.

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 rDecaoLo
Q7) Discuss various sales promotion strategies adopted by retail chains with special
reference to in-store promotions & events.

Q8) Write short notes on any two :

a)Private label brands.

b)Floor space management.

c)Store image mix.

[38751-315
Total No. ift^9K:8L yfe'\[Total No. o(
[Total No. of Pages :1
P600 VS^ ^4^3775] - 315^ r
v-^@^v^-:" M.B.A.J
V\au 2o\o

MARKETING MANAGEMENT SPECIALIZATION

(305 A): Distribution and Retail Management
(2008 Pattern) (Sem. - III)

Time :3 Hours][Max. Marks: 70

Instructions to the candidates:

1)Attempt two questions from Section -I and Three questions from Section @ II.
2)All questions carry equal marks.

SECTION -1

Ql) Define "Marketing Channel". Discuss intensive selective & exclusive

distribution strategies with the help of suitable examples.

Q2) Discuss the concept, importance and functions of wholesaling.

Q3) Explain the need and functions of distribution channels. Compare the channels
used for Consumer products and Industrial products with the help of suitable
examples.

SECTION - II

Q4) Discuss the concept, Importance and Functions of retailing. In brief compare
Indian vs. Global Retail Senario.

Q5) Explain the salient features of store administration, with special reference to
store inventories and display.

Q6) "The success of retail chain is mainly depend on their efficient supply chain
management". Justify with suitable example.

Q7) Discuss the different factors affecting store layout.

Q8) Write short notes on any two :

a)Electronic Payment System.
b)Channel Performance Evaluation.

c)Retail Location.

####
 Total No. of Questions : 7][Total No. of Pages : 2

P627
[3675J-315
M.B.A.

MARKETING MANAGEMENT SPECIALIZATION

(305 A) : Distribution & Retail Management
(2008 Pattern) (Sem. - III)
Time: 3 Hours/[Max. Marks : 70
Instructions to the candidates:
1)Attempt two questions from Section -I& three questions from Section - II.
2)Q.I. from Section -I&Q. 4from Section - II are compulsory.
3)All questions carry equal marks.

SECTION - I

Qy) Govt. of India recently announced introduction of 3G spectrum which will

enable integrated mobile services in the hand sets. Design a distribution channel
for a mobile company to distribute these 3G enabled handsets & services to
the end customers.

Q2) a) Discuss the concept, objectives & significance of physical distribution,

b) What is the importance distribution management to the dairy business?

Q3) Write short notes on any two of the following :

^@' jif' Channel conflicts.

b) Multichannel marketing.
^(^ Function of wholesalers.

SECTION - II

Off Organised retail sector is also entering into pharmaceutical marketing posing
v great threat to the pharmaceutical chemists & druggists in the unorganized
sector. What strategies you will suggest to the chemist/druggists in the
unorganised sector to meet the competition from organized retail sector.

" P.T.O.
Q5) Explain various components of retail store administration. Give examples.

Qo) Discuss types of non-store retail formats & explain one of the types in detail.

07)'A retailer is an important factor in the supply chain management for reaching
out to the end customer'. Do you agree with the statement? Justify your
answer.

[3675J-315