Q1. Describe in brief the requirement for sales forecasting.
Q2. What do you mean by Sales Control System? Write down some of the examples.
Q3. Describe the Herzberg’s Two-factor Theory for Motivation.
Q4. What information must be asked regarding the applicants for the selection of sales personnel?
Q5. Outline the different forms of the sales organization structure.
Q6. Performance assessment of sales force is a critical task in the sales organization and management. Comment on the statement.
Q7. Describe the steps comprised in the sales control system.
Q8. Describe the objectives of designing the sales force.