Sales and Distribution Management — Winter 2025

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

What is sales territory? How sales territory can be established. Discuss the importance of sales territory.

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

Discuss emerging trends in Sales Management.

Explain the role of sales manager in sales and marketing of products or services.

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

Describe five discrepancies that the channel members take care of?

Critically explain AIDA’Stheory of selling. Also make suitable diagram for each step.

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

What is Logistics? Discuss the components of Logistics.

Explain the Sales performance Evaluation and Control Procedure briefly.

Discuss the various entry strategies to enter the international markets.

What is Sales force motivation? Why Sales Force motivation in important?

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

Explain in detail the roles of a Wholesaler in Sales and Distribution.

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

What are the factors to be considered for locating a distribution warehouse? Page 2 of