SALES AND DISTRIBUTION MANAGEMENT 1.

What is the difference between AIDAs theory of selling and the buying formula theory of selling? Explain by taking the example of any sales situation of your choice. 2. How does the relative importance of advertising and personal selling vary across the different stages of the purchase process? Explain. 3. (A) Describe the principals of effective presentation. (b) How would you plan your sales presentation if you were a salesperson responsible for selling personal computers to individual consumers? 4. How can training needs of salespersons are identified? How do the learning styles of salespersons affect the design of the sales training programme? Use illustrative examples to substantiate your answer. 5. (A) How are sakes volume quotas set? (b)You are a large publishing house, publishing scientific and technical booked for a nationwide customer base. What type of field sales organization would you design and why? 6. Write short notes on any four of the following: (a) Preparation of sales budget (b) Motivation tools for sales personnel (c) Interview as a tool as sales-force selection (d) Negotiation process (e) "Sales close" techniques (f) Diversity of sales situations 7. What kind of allocation of sales and distribution between the company's sales personnel and channel members would you suggest in case of? (I) high value products intended for a small number of consumers? (ii) Frequently bought low margin highly competitive products? 8. (A) what are the stages involved in the execution of a sales order? (b) Assume you are a computer hardware company and are planning to set up an information database for effective sales management. What type of information should be sought from the present system to enable you to set up your database? 9. When structuring a response to convey refusal or bad news, when is a direct approach preferable? Suggest a suitable direct communication that should be made to the client whose order cannot be located in the company. 10. What are the frequently utilized recruitment sources of salespersons? You are in the business of selling pharmaceuticals and are looking for young dynamic salespersons. What are the pros and cons of recruiting salespersons from your closest competitions? 11. Why are sales territories required? Discuss the various steps to scientific territory planning and suggest what type of territory planning would you recommend for (I) A company selling textile machinery components to large textile units. (ii) A Company selling infant milk powder. 12. (A) what are the key qualities of an effective salesperson? b) How would the sales job differ in the following situation and what would compute the important sales activities in each case: (I) Pharmaceuticals salesperson calling on doctors (ii) Nike salesperson selling shoes at the company's retail other. 13. What are the various stages n planning your presentation strategy? How would you select the presentation media if you were planning to have a face to face presentation of a group insurance scheme to policy makers in a large organization? 14. (A) what are the attributes of a good sales quota plan? (b) Discuss the commonly used methods of sales control. How should sales analysis be done for multiproduct organization selling consumer nondurables through nationwide retail network? 15. (A) what do you understand by sales negotiation? How does it differ from selling? (b) Outline the steps in the negotiation process, taking the example of processing an order for supply of PCs to an educational institution. 16. Wile selection salespersons for their range of household electronic gadgets, one company decided to adopt the policy of hiring only experienced salesmen and preferable men who have had experience of selling similar or directly competitive products. Evaluate this policy in terms of its advantages and disadvantages. 17. (A) what are the important quantitative and qualitative measures used to evaluate salesmen?

(b) What should be the components of a sale report for the salespersons involved in the task of servicing distributors for last moving consumer goods? 18. How do factors like nature of the product, profile of the target market and company resources affect the sales job? Explain by taking the examples of the following selling situations. (a) Selling of a consumer durable product (b) Selling of an industrial product 19. (A) how are the media options for sales programmes selected? Discuss the consideration which guide the selection (b) How do kinetics and polemics help the sales communication process? 20. Assume that you area sales manager managing a large sales force of salespersons required to sell consumer non-durable to retailers and wholesalers. How would you develop the job description for your salespersons? Give a stepwise detailed account. 21. Write short notes on any four of the following: (I) Sales forecasting techniques for a new product (ii) Salesperson evaluation (iii) Product life cycle salesperson compensation (iv) Non-verbal communication (v) Computer applications in sales management (vi) Interdependence of sales and distribution