Answer the following questions.
Question 1) Describe the situations favourable for Personal Selling. Write down the qualities of a good Sales personnel.
Question 2) Describe the different types of Sales Presentation. Elucidate the structure of a Presentation
Question 3) Describe the different principles and types of display. Examine how displays can be managed effectively.
Question 4) Describe in brief:
(i) Research process
(ii) Effective Presentation
(iii) Stages of Execution of an Order
(iv) Steps of Negotiation
Question 5) Explain the different Selection Tools.
Question 6) Explain the different types of Compensation. Examine the factors influencing design of Compensation Schemes.
Question 7) Explain the steps of territory planning for a firm dealing in Consumer durables.
Question 8) Explain in brief:
(i) Role of Sales Executive
(ii) Sales Quotas
(iii) Preparation of Sales Budget
(iv) Process of identifying Training Needs