Sales Management (Part – 1)

What are the selection tools used for selecting the sales force Explain.

1. If you are the sales manager of your firm then at some point of time you will have to contend with the issues while formulating your sales plan, What are they? Explain.

2. Discuss leadership styles in sales management.

3. Explain the basic steps of the selling process.

4. What are the selection tools used for selecting the sales force? Explain.

5. Explain the sales management planning process.

6. Explain the duties and responsibilities of a sales manager.

Sales Management (Part – 2)

1. Describe the techniques of sales forecast. What are its advantages and disadvantages?

2. Explain the non-quantitative forecasting techniques.

3. Describe the distribution strategy of Asian Paints.

4. What are the types of Quotas? Explain Quota Setting Procedures.

5. Is technology a factor affecting Consumerism. Explain.

6. Explain the causes for irresponsible marketing actions.

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