Sales and Distribution Management — Winter 2020

List and explain the major qualitative methods of Sales Forecasting with advantages and disadvantages of each method.

Write notes on AIDA’Stheory of selling.

What is personal selling? Explain the process of personal selling in brief.

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

Write a short note on widely used methods of compensating salespeople with their advantages and disadvantages.

Explain the Sales performance Evaluation and Control Procedure briefly.

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

Define Sales force Expenses. What are the four types of expense plans used for controlling the selling expenses?

What are the Chanel Conflicts? Enumerate various methods of resolving Channel Conflicts.

Describe five discrepancies that the channel members take care of?

Explain in detail the role and function of a wholesaler. How are they different from those of a retailer?

Explain briefly various elements of a Channel Information System.

Define Logistics. Discuss with relevant examples the scope and components of Logistics.

List and explain the concepts of Vertical, Horizontal and Multichannel marketing systems with relevant examples of each type of marketing system.