Q1. Write down the fundamental concepts of a sales organization?
Q2. Write down the methods which are used to find out the optimum size of the sales force?
Q3. Describe various kinds of interviews for selection of sales force.
Q4. If you pay sales people sufficient, you will have a well motivated salesperson’. Comment on it.
Q5. Describe in brief the steps included in designing an efficient compensation plan.
Q6. Explain the steps included in designing and executing a sales training program.
Q7. Describe the responsibility of distribution management in the marketing mix.
Q8. Describe the functions of intermediaries.
Q9. Describe the value addition of distribution channel?
Q10. Describe in brief the three patterns of distribution and in what condition are they relevant?