Q1. Describe why sales management is considered as the important function?
Q2. Describe with illustrations how ‘order taker’ sales position is distinct from the ‘sales getter’ position?
Q3. Explain how you will distinguish the relationship selling from transactional selling?
Q4. What changes will occur if a sales person is promoted from a sales representative position to the first line sales manager position.
Q5. List down the different kinds of channel members and their responsibilities in ensuring the efficient distribution?
Q6. Explain how the buying condition of different household’s consumers is distinct from those of business buyers.
Q7. Explain how salespeople understand the prospect’s needs.
Q8. Describe the difference between a trial close and a close.
Q9. What do you mean by sales territory? Explain why it is essential for companies to establish the sales territories?
Q10. What do you mean by sales quota? Explain why it is significant for a sales manager to set up quota for salespeople?