1. (a) Explain the importance, scope and relevance of Sales Management Function in the current Indian business environment.
(b) Why and when personal selling method become’s appropriate and inevitable? Illustrate with two examples of your choice.
2. (a) Discuss the different types of selling skills that a salesman ought to possess in performing and discharging the responsibilities assigned.
(b) Sales presentation and Sales displays are two critical activities which are increasingly becoming most important for the marketer in promotion of the firms offering. Discuss the above statement in detail giving two examples.
3. (a) Briefly discuss different recruitment sources being employed by firms in the Indian context. Suggest suitable recruitment in the following situations.
a) Textile machinery/capital goods selling
b) Banking Products
(b) Pickup any Industrial product firm of your choice or you are associated with and examine the importance of monitoring and performance appraisal of sales force.
4. (a) Discuss the basic types of sales organizations you are familiar with. Bring out the major differences in terms of activities performed by sales organization Vs. marketing organization in a large manufacturing and marketing firm.
(b) Elaborate the importance of sales forecasting and sales quotas in managing the sales functions of the firm. How do there affect the performance of the sales personnel in discharging there job responsibilities. Discuss.
Speak Your Mind