Sales and distribution.
Answer all questions. Each question carries 15 marks. Attempt any 2sub questions from Q 1-4.
Q 1. A. What are the various structures of a sales organisation
Q 1. B. Explain what are the various qualities and functions of a sales manager
Q 1 c With help of examples elaborate the interface of sales with other functions
Q 2. A. What is sales quota and what are the types of sales quota
Q 2. B. Elaborate the process of selling
Q 2 c What are the major international sales decision
Q 3. A. What are the functions performed by various channel partners
Q 3. B. What are the factors affecting the choice of distribution partners
Q 3 c Explain the Kenneth Thomas style of conflict resolution
Q4. A. Explain the various methods of sales evolution and control
Q 4. B. Explain the role of ethics in sales
Q 4 c Explain some new trends in sales and distribution management
Q5. CYRUS Pharmaceuticals is about a start-up in the Pharmaceuticals sector in India. The company in the case intends to sell formulations in South India and is working out its Sales & Distribution strategy. The promoter has some inputs from another existing pharmaceuticals company and is working to see if he can use some of these pieces of information.
|Help the sales manager with the following:
» How to plan the size and structure of the sales force.
» The importance of selecting a suitable distribution system and various issues related to it.
» The process of developing an agreement with distribution channel partners
Source:- Vipin Saboo Tutorials
For any further clarifications, please contact Prof Vipin Saboo on 9820779873
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