๐ *SALES MANAGEMENT โ SECRET QUESTIONS * ๐ UNIT โ 1 (25 Marks) 1. Island Model and Functional Structure Model. Factors influencing Sales Organisation Structure. 2. Meaning of: Decentralization of Sales Organisation Functional Organisational Structure Divisional Organisational Structure 3. Principles of Sales Organisation. Functions of Chief Sales Executive. 4. Objectives of Sales Management / Sales Organisation. Complexity (Problems) of Sales Organisation. --- ๐ UNIT โ 2 1. Define Salesforce and Salesforce Compensation. Explain its features. 2. What are the different kinds of Salesforce Compensation? --- ๐ UNIT โ 3 1. How to manage Salesforce? Explain the importance of Salesforce Management. 2. Explain the steps of performance evaluation of Salesforce. What is the need for Salesforce Motivation? 3. Explain the different methods of Salesforce Motivation. Describe the process of handling Customer Grievance. --- ๐ UNIT โ 4 1. What are Buyer-Seller Dyads? Explain the importance of Personal Selling. 2. What is After-Sale Service? Explain its importance. 3. Explain the problems faced by the Salesforce in the market. 4. What is CRM? Explain its importance. 5. Explain the AIDAS Model and Buying Formula Model. 6. Explain After-Sale Service in Rural and International Marketing. 7. Explain the different methods of handling Consumer Objections. --- ๐ UNIT โ 5 ๐ LIMITED (Do this unit only if you have completed all other units.) 1. What are Channel Members? Explain Marketing Channel and its important functions. 2. Explain the factors affecting the selection of Marketing Channels. 3. Explain the factors influencing the selection of Marketing Channels in Rural Market and International Market. 4. Explain the steps to motivate Channel Members.
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