sales and distribution management ( Important questions of sales and distribution management) скачать в хорошем качестве

sales and distribution management ( Important questions of sales and distribution management)

Hello everyone, in this particular video lecture I discussed about all the important question of Sales and distribution management for BBA, MBA ENLIGHTEN LEARNING Sales and Distribution Management BBA- 404 LONG QUESTION- 1.    What is sales management? State and explain the importance and objectives of sales management. Sales management means planning, organizing, assigning, routing direction, supervision, and control all the sales activities and industrial enterprise. ·       Objectives of sales management Ø To achieve adequate volume of sales. Ø To maximize profits. Ø To introduce a new product with the prospective. Ø To control cost of distributors Ø To encourage dealers, distributors, and salesman. Ø To select suitable channel of distribution. 2.    State and explain the personality of a successful sales manager, sales executive. Sales manager is responsible officer in an enterprise. A sales manager is a person, responsible for leading, guiding a team of sales people. ·       Physical qualities ü Personal Magnetism ü cooperation ü Ability to inspire ü forcefulness ·       Character Qualities ü Integrity ü Humanism ü Self- discipline ü Intellectual qualities ü Mental capacity ü Sound judgment ü Receptiveness ü Ability to teach. ·       Functions of sales manager ü Administrative functions ü Operative functions ü Staff functions 3.    Define ‘Sales organization”. Discuss the need, importance and principle of sales organization for a modern enterprise. ·       Need Ø Increase managerial efficiency Ø Increase profitability Ø Encourage Specialization Ø Create demand pattern and control. Ø Plan the purchase Ø Reduce risk element of the enterprise ·       Principles of sales org.    Principle of objectivity    Principle of specialization    Principle of authority    Principle of responsibility    Principle of coordination    Principle of leadership 4.    Explain the different types of sales organization structure ·       Line sales organization structure ·       Staff sales organization structure ·       Functional sales organization structure 5.    Define salesmanship. What are its main characteristics and types? ·       Salesmanship is the techniques of handling people in such a way that they are made to buy the products. It convinces the consumer about the products. ·       Characteristics 1)    Salesmanship is a science in the sense that one human mind influence another human mind. ·       Types 1)    Creative salesmanship 2)    Competitive salesmanship 3)    Professional salesmanship 6.    Explain the stages of selling process. v Prospecting (prospecting is a first step in the sales process which consists of identifying potential customers. The goal of prospecting is to develop the database of likely customers and then systematically communicate with them. Methods 2)    Family tree method 3)    Centre of influence method 4)    Personal observation method 5)    Junior salesman or birddog method. 6)    Trade fair method v Approach (means meeting the prospectus face to face. it is the first appearances of the salesman with the prospects). ·       The personal call without introduction ·       Sending the business card v Presentation and demonstration v Handling and meeting objections v Closing the sale v Follow-up 7.    Discuss the different theory of selling. v AIDAS Model ·       ATTENTION ·       INTRESET ·       DESIRE ·       ACTION ·       SATISFACTION ·       Buying formula theory. 8.    What is marketing channel? Discuss the functions and types of marketing channel. 9.    Discuss the various types of channel of distribution used in modern business. 10.  What do you understand by large scale retailing? What are its main forms? To what extent has it succeeded in India? ·       Forms ·       Itinerant traders- move place to place v Hawkers and peddlers v Market traders v Street traders ·       Fixed shop v Street stall holders v General shops v Specialty shop v One price shop 11.  What are the different sources of selection and recruitment of salesman? Source of recruitment ·       Company own staff ·       Recruitment agencies ·       Competitors 12.  Explain the Leadership style for manager. Short question 1.    What do you understand by sales management? 2.    Discuss the element of sales management (planning, coordinating, controlling, organizing) 3. Who is sales manager; write down the function of sales manager. 4.    Define sales organization. 5.Define line organization. 6.What are the fundaments of selling? ( sales personality, knowledge of the products, knowledge of customers) 7.What is prospecting? 8.What is the meaning of selling process? 9.What do you mean by salesman? 10.What is warehousing? (Private, public, cold , bonded warehouse) 11.Write a definition of channel of distribution. 12.What is sales force management? 13.  Define physical distribution.