1. Explain various sales forecasting techniques and their significance? 2. Define sales management? 3.

Sales management is attainment of an organization's sales goals in an effective & efficient manner through planning, staffing, training, leading & controlling organizational resources. Revenue, sales, and sources of funds fuel organizations and the management of that process is the most important function.

4. What is sales quota and sales target? 5. What is direct selling or door to door selling? 6. What are the limitations of sales management? 7. Define after sales service? 8. What is retail selling? 9. What is industrial selling? 10. Explain any theory on selling? Attention: The salesperson should attract the prospect to his presentation before he actually goes into the details of the same. Interest: He/she should maintain the interest of the prospects throughout the presentation. Desire: The next step in the sales process, as per the AIDAS theory, is to create a strong desire in the prospects mind to purchase his product. Action: Once the salesperson has been successful in taking his prospect three stages, as discussed above, he should induce the buying the product. through the

prospects into actually

11. Explain problems faced by sales man during the sales management process? 12. How sales men are recruited for direct selling jobs? (with e.g) 13. Advertisement is silent salesmanship explain? 14. Name any three products which are sold without any selling effort of their own? 15. Types of marketing channel for products and services with examples? 16. Who is a wholesaler? Functions, roles and responsibilities? 17. Who is a distributor? Functions, roles and responsibilities? 18. Who is a retailer? Functions, roles and responsibilities?

19. Explain significance of logistics? 20. Major logistics functions? 21. Various transportation models? Rail, truck, air, water, pipeline 22. Compare and contrast VMS and HMS? 23. Explain various channel design decisions? 24. What is intensive, selective and exclusive distributions explain with example? Exclusive Distribution a. Limiting the distribution to only one intermediary in the territory Advantages Maximize control over service level/output Enhance products image & allow higher markups Promotes dealers loyalty, better forecasting, better inventory and merchandising control Restricts resellers from carrying competing brands

Disadvantages Betting on one dealer in each market Only suitable for high price, high margin, and low volume products

Intensive distribution b. Distribute from as many outlets as possible to provide location convenience Selective distribution c. Appoint several but not all retailers

25. What is competitive channel selling? Give examples? The same product is sold through two different and competing channels e.g. Non-prescriptive drugs Electronic goods

26. Can distribution strategy be modified? When? Why? Modify when the following changes occur: Consumer markets and buying habits

 Customer needs Competitors perspectives Relative importance of outlet types Manufacturers financial strength Sales volume level of existing products, and The marketing mix