33. Explain how Sales Management becomes an integral Part of Marketing Management 34. What is Sales forecasting and what are various methods of Sales forecasting ? 35. Why companies form a suitable organisation for sales of their Products ? How the Sales Organisation are different for Industrial Products and Consumer 36. give more importance for training of Sales Force”. “Companies 37. Sales Persons is different from employees of other departments. Explain the “Compensating reasons as per statement and also write various 38. Write Sales Process and explain the various steps involved in the Process. 39. Write short notes on : 1) Sales force evaluation and Control 2) Sales Contests Part - C 1.Write short notes of the following: (a)Role of sales management in marketing functions. (b) Differentiate selling and buying styles. (c)Importance of personal selling. (d) Sales presentation and its role in selling. (e) Roles and responsibilities of sales manager. (f) Selling process and its objectives. 2. Write notes on of the following: (a)Causes and effect of channel conflicts. (b) Importance of specialized and primary distributors in Retailing era. (c)Role of channel members in inventory management system. ‘just‐in‐time’ 3. Write notes of the following : (a)Good selection promotes cost savings. comment (b) What do you mean by socialization and assimilation in hiring process? (c)Define the benefits of a good territory design. (d) Define the purpose of sales budget. (e) Explain the steps involved in designing a compensation plan. (f) Define AIDAS theory. (g) What are the non‐financial compensation plan? 4. What can management do to reduce a salesperson’s: (a) Role ambiguity? (b) Role conflicts? 5. Write short notes on of the following: (a)Selection procedure. (b) Routing and scheduling sales personnel. (c)Sales contest. 6. short notes on of the following: (a) Reasons for channel conflicts. (b) Selection of distributors . 7. What do you mean by Management”? Is it a part of marketing Management? “Sales
33. Explain how Sales Management becomes an integral Part of Marketing Management 34. What is Sales forecasting and what are various methods of Sales forecasting ? 35. Why companies form a suitable organisation for sales of their Products ? How the Sales Organisation are different for Industrial Products and Consumer 36. “Companies give more importance for training of Sales Force”. 37. “Compensating Sales Persons is different from employees of other departments. Explain the reasons as per statement and also write various 38. Write Sales Process and explain the various steps involved in the Process. 39. Write short notes on : 1) Sales force evaluation and Control 2) Sales Contests Part - C 1.Write short notes of the following: (a)Role of sales management in marketing functions. (b) Differentiate selling and buying styles. (c)Importance of personal selling. (d) Sales presentation and its role in selling. (e) Roles and responsibilities of sales manager. (f) Selling process and its objectives. 2. Write notes on of the following: (a)Causes and effect of channel conflicts. (b) Importance of specialized and primary distributors in Retailing era. (c)Role of channel members in ‘just‐in‐time’ inventory management system. 3. Write notes of the following : (a)Good selection promotes cost savings. comment (b) What do you mean by socialization and assimilation in hiring process? (c)Define the benefits of a good territory design. (d) Define the purpose of sales budget. (e) Explain the steps involved in designing a compensation plan. (f) Define AIDAS theory. (g) What are the non‐financial compensation plan? 4. What can management do to reduce a salesperson’s: (a) Role ambiguity? (b) Role conflicts? 5. Write short notes on of the following: (a)Selection procedure. (b) Routing and scheduling sales personnel. (c)Sales contest. 6. short notes on of the following: (a) Reasons for channel conflicts. (b) Selection of distributors . 7. What do you mean by “Sales Management”? Is it a part of marketing Management?
SALES%20&%20DISTRIBUTION%20MANAGEMENT-BBA.docx