Question 1) Define and describe the term Sales Management. What is the function and significance of Sales Management in today's Modern World?
Question 2) Write notes on :
a) Combination based sales organisation.
b) Geographical based sales organisation.
Question 3) Recruitment and selection' is the most difficult task of a sales manager'. Do you agree elaborate?
Question 4) Write down the process of Sales Training through ACMEE approach.
Question 5) Explain different components of a salesman's remuneration. What compensation mix do you think is the best for selling insurance products ?
Question 6) Why there is a need for controlling salesmen ? Describe different ways of exercising control over salesmen.
Question 7) Write brief notes on:
1) Sales Motivation.
2) Sales Territories.
3) Sales Meetings.
4) Sales budget.