1. a) What is Sales Management ? Explain its role and scope in a business enterprise.
b) Discuss the major functions of a Sales Manager.
2. a) Why and how selling skills are significant for a sales job? Briefly discuss the various selling skills you are familiar with suitable illustrations.
b) Sales displays are planned with a purpose. Discuss. What are the various types of display arrangements that can be used to build traffic at retail outlets?
3. a) “Careful Selection is one of the criteria in building an effective sales force”, substantiate. Elaborate the commonly used tools for selecting the salesmen.
b) Discuss the various types of sales reports that are generated by the field sales staff. Also emphasize on their utility.
4. a) Briefly explain the forecasting methods available to the marketer. What are the distinct advantages of sales forecasting?
b) Why and when sales territories required? Suggest what type of territory planning would you recommend for the following:
i) A company selling infant milk powder
ii) A firm selling textile machinery components to large textile
units.