File Details:

Questions:

1. Explain duties and responsibilities of a sales manager.
2. Create the difference between marketing management and sales management.
3. What is the purpose of sales organisation?
4. What is warehousing? Explain various types of warehouses.
5. Explain AIDA theory of personal selling.
6. Explain importance and functions of personal selling.
7. How would you choose a suitable distribution channel?
8. Explain the different types of displays used.
9. What is the importance of selection of a salesman?
10. What is the straight line method of remuneration for salesmen? Explain the advantages and disadvantages of this method.
11. State and explain objectives and functions of sales management.
12. Examine the importance of a sales manager in a selling organisation. Explain his qualities.
13. Discuss the various forms of sales organisational structure.
14. Explain the objectives and methods of manufacturers-distributive network cooperation.
15. Success in selling depends on salesperson's ability to handle the selling process effectively. Discuss properly.
16. Explain the various levels of distribution channels with appropriate examples.
17. Discuss the recruitment and selection process of salesmen in detail.
18. What are the different popular methods of training salesmen? Explain with advantages and disadvantages.