Sales Management N. B : All Questions are Compulsory 1. a) Describe AIDAS theory of selling (5 Marks) b) Explain the steps involved in prospecting (5 Marks) 2. Describe at length sales related marketing policies (20 Marks) 3. Explain the following in determining the size of the Sales force a) Work load method b) Sales potential method c) Incremental method 4. What are the steps involved in setting up a Sales organization. Explain them. (10 Marks) 5. Identify the different marketing activities and other departments co-ordinating with personnel 6. Ennumerate different approaches for making the distribution channel more efficient. 7.What are the different training methods applicable for salesman? How would you select the different training methods. 8. How motivation place an important role in the Sales management. Explain the different theories involved in this

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Sales Management

N. B :   All Questions are Compulsory

1. a)  Describe AIDAS theory of selling                                                                              (5 Marks)

    b)  Explain the steps involved in prospecting                                                                   (5 Marks)

2.  Describe at length sales related marketing policies                                                      (20 Marks)

3.  Explain the following in determining the size of the Sales force                   

     a)  Work load method

     b)  Sales potential method

     c)  Incremental method

4.  What are the steps involved in setting up a Sales organization. Explain them.           (10 Marks)

5.  Identify the different marketing activities and other departments co-ordinating  with personnel

6.  Ennumerate different approaches for making the distribution channel more efficient.                                                                    

7.What are the different training methods applicable for salesman? How would you select the different training methods.                                                                                          

How motivation place an important role in the Sales management. Explain the different  theories involved in this