Sales and Distribution Management — Summer 2024

Define the term ‘Sales Management’. Explain functions of Sales Management in detail, quoting suitable examples

What is ‘Sales Forecasting? Explain its importance.

What is the importance of Proper Selection and Recruitment of Sales People what are the various Sources of Recruitment?

Define sales territory. What are the objectives? How does it differ from “trade areas”?

Explain the various elements of Channel Information Systems.

Write Sales Process and explain the various steps involved in the Process.

What are the sales related marketing strategies undertaken by the sales manager.

Discuss the role of Warehouse in distribution management.

Explain the points of difference between Retailing and wholesaling.

Explain the Roles and responsibilities of sales manager.

What are the major objectives of sales quota?

Write a note on Sales Contests.

What are the methods adopted by sales manager for remuneration salespersons.

Discuss the various Reasons for channel conflicts.

“Standards for measuring sales performance need to be specific, measurable, attainable, realistic, and time specific.”- Discuss.

Define market potential. How does it differ for sales potential?

What do you understand from market logistics? Explain its objectives and decisions of market logistics with suitable examples.