Scribd Logo
Upload

Welcome to Scribd!

  • 2904 Question Bank Unit 1

    Uploaded by

    Anonymous qZghQm
    10 views1 page
    The document contains a question bank for the subject of Sales & Distribution Management. It includes 8 questions covering topics like the objectives of sales management, the process of personal selling, different types of sales organization structures, factors for designing sales territories and assigning workloads, the importance of sales forecasting and different forecasting methods, the skills and roles of a successful sales manager, sales management strategies, and methods for determining optimal salesforce size.

    Original Description:

    QUESTION BANK

    Copyright

    © © All Rights Reserved

    Available Formats

    DOC, PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    Report this Document
    The document contains a question bank for the subject of Sales & Distribution Management. It includes 8 questions covering topics like the objectives of sales management, the process of personal selling, different types of sales organization structures, factors for designing sales territories and assigning workloads, the importance of sales forecasting and different forecasting methods, the skills and roles of a successful sales manager, sales management strategies, and methods for determining optimal salesforce size.

    Copyright:

    © All Rights Reserved
    Download as DOC, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as doc, pdf, or txt
    10 views1 page

    2904 Question Bank Unit 1

    Uploaded by

    Anonymous qZghQm
    The document contains a question bank for the subject of Sales & Distribution Management. It includes 8 questions covering topics like the objectives of sales management, the process of personal selling, different types of sales organization structures, factors for designing sales territories and assigning workloads, the importance of sales forecasting and different forecasting methods, the skills and roles of a successful sales manager, sales management strategies, and methods for determining optimal salesforce size.

    Copyright:

    © All Rights Reserved
    Download as DOC, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as doc, pdf, or txt
    of 1

    Institute of Information Technology and Management, New Delhi

    Class: MBA Semester: III Semester

    Subject Code: MS-211 Subject: Sales & Distribution Management

    Question Bank – Unit- I

    Q1 What do you mean by sales management? What are the various objectives of sales
    management?

    Q2. Explain the process of personal selling with examples.

    Q3. Make a structure of different sales organization

    a) Organization by product
    b) Organization by territory
    c) Organization by customer
    d) Organization by function.

    Q4. Explain the procedures for designing sales force territories. Explain what factors need to be
    considered in assigning sales force work load.

    Q5. How important is sales forecasting in a company? Differentiate between qualitative and
    quantitative forecasting?

    Q6. You are sales manager in a reputed auto company. According to you explain what are the
    requisite skill and roles are needed to be a successful sales managers?

    Q7. Define strategies. Elaborate various sales management strategies with examples.

    Q8. What are the methods used to determine optimum size of the salesforce?

    You might also like