Question 1: What are the different elements of communication mix? Describe the significance of personal selling in the communication mix.
Question 2: What are different steps in effective selling?
Question 3: Describe various operative functions of the sales department.
Question 4: What are the different staff functions of sales department? Why should the sales team perform such staff functions?
Question 5: Describe the concepts of potential markets, available market, qualified available market and the server market.
Question 6: Differentiate between market potential, sales potential and company demand. Illustrate the difference between the market potential and potential market.
Question 7: Describe the methods of buyer’s survey, composite sales force opinion survey and the Delphi method. Illustrate the relative advantages and disadvantages of each of them.
Question 8: Distinguish between the statistical analysis methods and econometric model building methods of sales forecasting.