Sales and Distribution Management — Summer 2025

What are the primary types of sales management positions found in organizations today?

Discuss the nature and importance of sales management in modern business environments.

Which type of sales force organization assigns sales representatives to specific industries or types of customers?

Which of the following parameters is commonly used to evaluate channel alternatives?

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?

What is management? Explain need and scope of distribution management.

Discuss the functions performed by distribution channels. Explain in brief the three patterns of distribution.

Explain the process of designing sales territories with a relevant example.

What is sales promotion? Discuss the various types of sales promotion used in sales.

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

What is sales manager? Discuss the role of Sales manager.

Difference between Retailing & wholesaling.

Explain the various strategies to enter the international markets.

Describe five discrepancies that the channel members take care of?

Which of these are factors to consider when deciding on the location of a new warehouse facility?

What is international market? Discuss nature of international market.