Sales and Distribution Management — Winter 2025

Explain the staffing process of a sales person

Explain the various sales training methods

Explain the various steps of the selling process

Explain the concept of Horizontal Marketing System.

What kind of organizational specialization do you recommend within the sales department for the following

Atextile machinery manufacturing company diversifying into a consumer durable products such as a table fan that can be used by households and business units in western India.

Astrategic business unit of a large company selling ACs and refrigerators to households, cold storages, factories and establishments like hotels theaters, hospitals and governmental agencies all over India. They have a wide range of products in the AC segment

Examine the stages of channel conflict

Explain the qualitative methods of sales forecasting .Which method will you use for forecasting industrial products & or new products .Why? Page 1 of

Explain the difference between logistics and SCM with example

Explain the various business promotion techniques

Inspect the relative Advantages and Disadvantages of any Three Modes of Transportation

Explain the various types of General merchandise retailers

Bharat Beverages, a leading soft drink manufacturer, has been facing an alarming decline in its market share, especially in rural markets. The company uses a traditional distribution model, relying on a network of stockists and retailers. Stockists are responsible for purchasing products from Bharat Beverages and distributing them to a large number of independent retail stores within their assigned territories. An internal audit revealed that sales are heavily concentrated in urban and semi-urban areas, with a noticeable drop-off in rural regions. Field reports indicate that rural retailers are frequently experiencing stock-outs, forcing them to turn to competitors' products. Additionally, the audit found that the stockists were prioritizing high- volume urban retailers, as these offered quicker, more lucrative returns. Rural retailers, who placed smaller, less frequent orders, were often neglected, leading to inconsistent product availability. The sales manager, Priya, knows that securing the rural market is crucial for long- term growth but is unsure how to motivate her stockists to serve these less-profitable routes effectively. The traditional incentive structure, based purely on sales volume, is not working for the rural segment.

What are the key problems with Bharat Beverages' current distribution model in the rural market

Why is the existing sales incentive structure failing to address the rural market issue?

What changes should Priya implement in her sales and distribution strategy to regain market share in rural areas?

Who are the key stakeholders being negatively impacted by this distribution bottleneck, and what are the specific consequences for each Page 2 of