Sales and Distribution Management — Summer 2023

What is meant by Personal selling? Explain its objectives.

Explain Personal selling strategies.

How sales manager can manage unethical sales force behavior?

Explain Relationship marketing. Differentiate between transaction selling and relationship selling.

Explain the importance of time and territory management in achieving sales objectives.

What factors should be considered by sales manager when deciding which source to use?

What do you mean by sales training? Explain the importance of sales training.

Explain the different steps in the process of developing a compensation plan. And state the objectives of it.

What are the different approaches to increasing sales force productivity?

What are the marketing intermediaries? What are the common types of it?

Explain channel function and flows? Explain different kind of flows in marketing channel.

Describe the future of wholesalers in India. What are the limitations of wholesalers?

What are channel conflicts? Describe the stages and types of conflicts.

Describe channel conflict resolution style and channel policies.

Define logistics. State scope and components of logistic management.

What do you mean by channel information system? Describe the elements of it.

Explain: Distribution management in international market.