Sales and Distribution Management — Winter 2021

What is sales management? Explain Nature and Importance of sales management.

Explain different steps of Personal Selling Process in detail.

Define personal selling? List and explain some of the theories of personal selling with relevant examples of each theory.

Explain the different types of ‘Sales forecasting’ approaches?

Explain the methods used by companies for setting sales quotas.

List and explain the various strategies used for making a sales presentation.

Which criteria’s can be used to evaluate the performance of salespeople?

What is a Sales Territory? Why is it necessary for companies to establish Sales Territory? Briefly describe the procedure for designing sales territories.

How important is it to motivate the Sales Force? Discuss various strategies used to motivate the sales force?

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

List and explain some of the elements of a channel information system.

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

What are the factors to be considered for locating a distribution warehouse?

What do you understand by Logistics Management? Discuss its scope and objectives and discuss the key decision areas.

What are the parameters used to evaluate Channel Alternatives?

Write a short note on entry strategies for international markets.

Describe five discrepancies that the channel members take care of?