M.B.A DEGREE EXAMINATION, APRIL 2017
Fourth Semester
DISTRIBUTION MANAGEMENT
(CBCS 2013 onwards)
Time 3 Hours Maximum 75 Marks
Part A x 3 15)
Answer all questions.
1. Point out the importance of distribution management.
2. Write note on network marketing.
3. List the objectives of channel management.
4. Brief the uses of warehouse.
5. Differentiate between Vertical marketing system and
Horizontal marketing system.
Part B x 10 50)
Answer all questions, choosing either or
6. Explain the role of marketing mix in distribution
management.
Or
Discuss the fundamentals and methods of
relationship marketing in distribution channel
management.
Sub. Code
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7. Describe how channel members are selected and
evaluated for effective distribution system.
Or
Elaborate the functions of wholesaling, retailing
and franchising in Indian perspective.
8. Enumerate the parameters to evaluate the channel
design alternative and suggest a channel design for
a FMCG company.
Or
Describe the causes of channel conflicts and
resolution methods in detail.
9. Explain the need of channel information system in
the present digital era.
Or
Describe the role of supply chain in distribution
management with suitable example.
10. Explain in detail the distribution channel strategy.
Also explain the various kinds of distribution.
Or
Explain the critical issues and challenges of global
distribution management in the present competitive
environment.
Part C x 10 10)
Compulsory
11. Dhinakaran and Ramesh are two enterprising youth.
They have passed out from IIM, Ahmadabad. They
thought instead of doing a job, they will launch fresh
vegetables in Indian markets. Having learnt of the future
conventional foods, they decided to venture into
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cultivation of mushrooms. Mushrooms are known to be
the best alternative food for vegetarians. For Dhinakaran
and Ramesh fund raising was a serious handicap for
mass production. However, the first trial batch of
mushrooms that they produced was bought by Star Hotel
in Chennai. Further, the hotel placed orders for supply of
20 kgs every day. Now mushroom industry is run by
small entrepreneurs, like Dhinakaran and Ramesh.
Another big player M/s FarmFresh Mushrooms, equipped
with cold storage facility was more interested in the
export market. Dhinakaran and Ramesh have set their
sights high. They aim to sell mushrooms in a very big
way all over India. Mushrooms have a great market
potential and is a perishable food.
Questions
How will you advise Dhinakaran and Ramesh, as
how to increase the consumer awareness about this
new food?
What would be your suggestions for distribution
channel for mushrooms in India?
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