Question1) Answer all the questions:
(i) Distinguish personal selling and direct selling.
(ii) What are the objectives of sales promotion?
(iii) Write (any two) functions performed by intermediates’.
(iv) What is the significant inventory decisions involved in distribution management?
(v) Briefly explain sales territory.
Question2) Describe type of compensation plans with advantages & disadvantages.
Question3) Describe the kinds of channel conflict which strategies could be used to manage channel conflicts?
Question4) Describe the significance of training for sales personnel.
Question5) Answer all the questions:
(i) State the methods for forecasting of sales.
(ii) What do you mean by sales Quota.
(iii) Suggest methods for evaluating sales performance of executives.
(iv) Write brief note on the role of channel intermediary for industrial product.
(v) Diagrammatic representation of process of designing sales territory.
Question6) Describe personal selling process. What are the different types of approaches for personal selling?
Question7) What is logistics management? What are the different areas of planning in logistics management?
Question8) Describe the role of information technology in sales management?