Question 1: Explain the understanding and basic concepts of sales management, theoretical understanding of the definition of sales management, processes, and competencies of successful managers?
Question 2: Describe the basic elements of strategic marketing planning, the strategic implementation decision process, the sales force program objectives, and the order of the main elements, and describe the customer relationships and objectives as a necessary requirement for a successful manager?
Question 3: Explain about regional management which includes:
a) Explain how effective steps are to determine new customers?
b) Determine the minimum sales force opportunity, the method of prioritizing an opportunity?
c) Explain how volume generates profit,
d) How can salespeople manage time efficiently?
Question 4: Explain how to develop a sales force which includes:
a. How do sales force training benefit?
b. How to determine the specific training needed for salespeople?
c. Explain about what topics need to be started during training?