1. a) Discuss the role and responsibilities of Sales Manager in the organization you are
associated or familiar with.
b) What are the reasons for firms to critically evaluate the performance of sales force on
continuous basis? Discuss the merits and demerits of such evaluation.
2. a) What is sales organization? Discuss the process of designing a sales organization in the
following situations.
i) An FMCG ayurvedic firm with operations in North India.
ii) A durable firm with Pan India operations
b) Comment on the role and significance of compensation as a tool for employee
retention in a enterprise.
3. a) What do you understand by the term negotiation? Discuss the various steps involved in
the said process.
b) Sales displays are conceived with the purpose. Discuss the above statement in the
relation to creating awareness and customer pull to the store.
4. a) Explain in detail how territory planning helps a salesman in performing his duties
optimally.
b) Explain the importance of generating sales reports by the field staff.