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    Sales and Distribution Management - Assignment No.: 01: Answer The Following Questions

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    Prashant Birje
    The document outlines an assignment on sales and distribution management that includes questions about the evolution of sales departments and personal selling, differentiating between selling and marketing, objectives and nature of sales management, roles of sales managers and salespeople, types of personal selling and selling approaches, explaining the AIDA theory of personal selling and emerging trends in sales management, outlining the seven steps of the selling process, explaining prospecting and methods of prospecting customers and handling objections, and defining closing the sale and methods for closing sales. Students are instructed to answer all questions referencing provided textbooks and submitting their assignment by a specified date.

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    Sales and Distribution Management - Assignment No.: 01: Answer The Following Questions

    Uploaded by

    Prashant Birje
    14 views1 page
    The document outlines an assignment on sales and distribution management that includes questions about the evolution of sales departments and personal selling, differentiating between selling and marketing, objectives and nature of sales management, roles of sales managers and salespeople, types of personal selling and selling approaches, explaining the AIDA theory of personal selling and emerging trends in sales management, outlining the seven steps of the selling process, explaining prospecting and methods of prospecting customers and handling objections, and defining closing the sale and methods for closing sales. Students are instructed to answer all questions referencing provided textbooks and submitting their assignment by a specified date.

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    SDM - Assignment No. 01

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    The document outlines an assignment on sales and distribution management that includes questions about the evolution of sales departments and personal selling, differentiating between selling and marketing, objectives and nature of sales management, roles of sales managers and salespeople, types of personal selling and selling approaches, explaining the AIDA theory of personal selling and emerging trends in sales management, outlining the seven steps of the selling process, explaining prospecting and methods of prospecting customers and handling objections, and defining closing the sale and methods for closing sales. Students are instructed to answer all questions referencing provided textbooks and submitting their assignment by a specified date.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOCX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as docx, pdf, or txt
    14 views1 page

    Sales and Distribution Management - Assignment No.: 01: Answer The Following Questions

    Uploaded by

    Prashant Birje
    The document outlines an assignment on sales and distribution management that includes questions about the evolution of sales departments and personal selling, differentiating between selling and marketing, objectives and nature of sales management, roles of sales managers and salespeople, types of personal selling and selling approaches, explaining the AIDA theory of personal selling and emerging trends in sales management, outlining the seven steps of the selling process, explaining prospecting and methods of prospecting customers and handling objections, and defining closing the sale and methods for closing sales. Students are instructed to answer all questions referencing provided textbooks and submitting their assignment by a specified date.

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    Download as DOCX, PDF, TXT or read online from Scribd
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    SALES AND DISTRIBUTION MANAGEMENT ASSIGNMENT NO.

    : 01 Answer the following questions:


    1. Explain briefly the Evolution of Sales Department (with diagram and approximate years). 2. Explain briefly the evolution of personal selling. 3. Differentiate between Selling and Marketing. (At least 5) 4. Explain briefly the objectives of sales management. (At least 5). 5. Explain briefly the Nature of Sales Management. 6. Explain in brief the role of sales Manager. 7. Explain in brief the role of salesman. 8. Explain in brief the types of personal selling (Industrial, Retail, Services). 9. Explain in brief the types of selling (Order takers, Order Creators, Order getters) 10. Explain in detail with an example AIDA theory of personal selling. (Along with the salient feature of the theory). 11. Explain the Emerging trends in Sales Management. 12. List out the seven steps of Selling Process. (With figure) 13. What is Prospecting? With example of insurance policy sale, explain the steps involved in prospecting. 14. Explain the methods of prospecting customer with examples. (At least 7) 15. Explain the methods of handling customer objections with examples. (At least 5) 16. What is Closing the sale? Explain the methods involved in closing sale. NOTE: REFERENCE BOOKS 1. Sales and Distribution Management Tapan Panda & Sunil Sahadev 2. Sales and Distribution Management Krishna Havaldar & Vasant Cavale. 3. Sales Management with Personal selling and Salesmanship S A Chunawalla 4. Maintain a book for assignments. 5. Read text books and write elaborately & neatly. 6. Exhaustive reading is a must. 7. DO NOT COPY 8. Assignment to be submitted on or before 27.09.2011.

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