Sales and Distribution Management — Summer 2022

Discuss the various presentation methods used by salesperson.

What is a Sales Territory? Why is it necessary for companies to establish Sales Territory?

What are the parameters used to evaluate Channel Alternatives?

Describe five discrepancies that the channel members take care of?

Explain briefly various elements of a Channel Information System.

List and explain some of the important theories of Personal Selling

Discuss the steps of the Selling process.

What is retailing? Explain different types of retailers with example.

Write notes on AIDA’Stheory of selling.

What are sales quotas and why it is important for a sales manager to set a sales quota for salesman?

Discuss the various types of sales promotion used in sales.

Discuss emerging trends in Sales Management.

Discuss the role of Sales manager.

Discuss the nature and importance of sales management.

Write a note on Sales Audit.

Discuss the need and scope of distribution management.

Distinguish between Retailing & wholesaling Page 1 of 1