1) What function does sales management play in the marketing function?
2) Write down the difference between a suspect, a prospect and a qualified prospect?
3) What specific sales organization structure will you recommend for the fast food outlet with home delivery as the main market?
4) 'Quotas' can act as a 'motivator' as well as demotivator. Explain your answer with suitable example .
5) Write down the, modes of transportation that you will use for the company manufacturing personal computers?
6) Explain the implications of retailer-power for channel management in case of a locally made detergent powder.
7) What do you mean by thee term ERP?
8) Name and explain the four main classes of retailing institutions.
9) Describe the major advantages of Electronic Data Interchange (EDI).
10) Write down the advantages of franchising over other forms of business ownership.