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What is the difference between sales potential and sales forecast? Explain two important qualitative methods of sales forecasting
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Q4. Explain steps involved in Personal Selling process?
difference between Marketing and Selling? If yes, explain.
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Q2. What are Sales Objectives? Give a list of Qualitative and Quantitative Sales Objectives. What are the Sales Strategies that can be used to
accomplish these objectives
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What kind of roles are performed by a sales manager? What are skill required by a successful sales manager?
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Compare and contrast the two theories of selling: 'Right set of circumstances' and 'Buying formula' Which is more applicable in the
present scenario? Why?
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Briefly explain Types of Sales Quotas.
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Explain the selection procedure of sites personnel.
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Write notes on Legal and Ethical Issues in Sales Management.
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Write the Following: (e) What are the various types of compensation plans?
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Write the Following: (d) Explain the role of etinics in sales management.
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Write the Following: (c) Why is sales forecast important for a company?
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Write the Following: c) What are essentials of good sales training programme?
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Write the Following: a) Define sales management and give its importance.
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Explain the role of information technology in sales management.
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Discuss the importance of the sales budget in the corporate budgetary process
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How does Maslow's Theory of motivation helps in motivating the sales force?
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Write notes on Transactional v/s Relationship Selling,
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Q6. Explain Sales Quota and how they are different from Sales Territories?
What are the objectives behind them? How sales quotes are set?
Discuss the process involved with different types of Sales Quota.
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Explain the personal Selling process in brief. llustrate each stage of personal selling process with suitable examples.
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Distinguish between qualitative and quantitative forecasting techniques.Give their advantages and disadvantages.
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What is personal selling? What we the various approaches and styles of selling?
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What are the steps in formulating sales strategy?
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What are the functions and responsibilities of a Sales Manager?
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What are the important steps in sales force staffing process? Which activity or part is considered most difficult in the entire staffing process
and why?
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Write short notes (d)Purpose of sales budget
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Write short notes (c) Use of IT in sales
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Write short notes (b) Objectives of sales audits
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Write short notes (a) Ethical dilemmas faced by sales persons
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Explain the following: (b) Recent trends in sales management.
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Explain the following: (a) Evolution of Sales as a profession.
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Discuss who should evaluate salespeople and why? What are the different criteria used to evaluate sales person performance?
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What are the different types of compensation plans for the sale persons? Which compensation plan allows an organisation significant control over
salespersons and which plan is better for obtaining high sales? How and
.Why?
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Q5. What is the importance of Sales Force Training Programmes? How these training program are conducted? Discuss the process involved in
conducting training programs for newly joined Sales Force.
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Write short note on: b) How to make Sales Budget. Give its format.
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Write short note on: a) Ethical issue in Sales Management
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b) Discuss any three Quentitative Sales Forecasting Methods.
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a) Discuss the different types of Selling styles. Explain them with
examples.
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b) What skills are required to be a Good Sales Manager? Discuss
them in brief.
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a) What are the functions of Sales Manager? Explain these functions
in brief.
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08. What are the different approaches used for compensating Sales personnel? Discuss these approaches with examples.
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What are Sales Budgets? What are their objectives and how are they set?Explain by drawing a format of Quarterly Sales Budget.
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What are Sales Quotas? How are they different from SalesTerritories? What are the objectives of the Two? Explain the process involved in managing of Sales Territories.
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Explain Steps of evaluation of Sales Personnel
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Explain Transactional Selling Vs. Relationship Selling
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Explain Steps of selection process
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Explain Importance of motivation of sales force.
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Explain Emerging Trends in Sales Management
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Explain the ethical issues involved Sales Management.
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What are Sales Budgets? Give a format of the same.
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Write short notes on Sales Audits-Metrics Involved.
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Write short notes on Rote of Information Technology in Sales Management
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Explain Behavioral Equation Theory
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How to organize Sales Training programme for Sales Force?What steps are involved.
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How to determine the size of Sales force? Give methods involved.
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What are Qualitative and quantitative models used in sales forecasting? Give a brief explanation of each method.
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Explain the SPIN model of Selling. What steps are involved in Personal Selling Process and give a brief explanation of each step.
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What are different types of selling situation? What is recommended for salesman in respect of each such situation? Explain the selling Strategies involved in each such situation.
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Briefly explain Selling v/s Salesmanship.
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Briefly explain Nextrends in Sales Management
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Briefly explain Skills of Sales Managers.
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Briefly explain Steps involved in Selecting Sales Personal.
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Write short notes on AIDAS Theory
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What are the objectives and methods used for motivation and compensation of Sales personnel?
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Give a classification list of different types of Salesperson.
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Explain in brief different Selling theories. According to you which theory of Selling can be considered to be good based on its practicality? Give examples to illustrate your answer.
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What are Sales Objectives? Give a list of Qualitative and Quantitative Objectives of Sales Management. Also highlight different Selling Strategies to accomplish these objectives.
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Discuss the nature and Scope of Sales Management. How Selling, Salesmanship and Sales Management differ. Explain with the help of examples.
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How would the Sales Process differ in the following situation?
A Sales executive selling water purifiers to working women.
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How would the Sales Process differ in the following situation?
(1) A private sector bank representative selling services to the Senior Manager of an MNC.
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Write short notes on Sales Audit
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Write short notes on Motivation of sales force.
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What are Sales Quota? What are its different types? How Quotas are set?Discuss the methods used for the same. Explain in brief with examples.
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Write short notes on Determination of the size of sales force.
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Describe the role and importance of Information Technology in Successful Sales management
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Discuss the legal and ethical issues involved in Sales Management
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What are the attributes of a good Sales Quota Plan?
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Discuss the factors influencing design of compensation schemes of a sales person.
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Describe the methods of identifying training needs of the sales force
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Discuss the situations conducive for personal selling. Explain using suitable examples.
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Discuss the key decision areas in sales management which are particularly relevant to strategy formulation.
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Define Sales Management. Explain the nature ,scope and importance of Sales Management.
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