Explain the importance of skills which are required for effective sales?
[5 marks]What are the steps of selling process?
[5 marks]What is sales forecasting? Explain its importance as a major function of sales?
[5 marks]What are the basic qualification and skills requirement for becoming a sales Manager?
[5 marks]Explain the difference between sales quota and sales territory?
[5 marks]What is sales leadership? Explain the leadership model for sales management?
[5 marks]Explain the various guidelines used for motivating and rewarding sales people?
[5 marks]Explain the difference of stimulus response selling and mental states selling approaches of selling.?
[5 marks]What are the selling situation contingencies? How it can be matched with different strategies of sales?
[5 marks]What are the basic purposes of sales person’s performance evaluation?
[5 marks]What are the approaches used for performance evaluation of sales people?
[5 marks]What are the basic issues faced by managers in evaluating and controlling Salesperson’s performance?
[5 marks]What are the methods of performance evaluation of sales people?
[5 marks]What are the characteristics of an effective sales manager?
[5 marks]Explain the basic characteristics of sales organization?
[5 marks]What are the basic criteria of evaluation of performance of sales people?
[5 marks]What problems can be seen in leadership in case of sales people?
[5 marks]