1) What function does sales management play in the marketing function?

2) prepare down the difference between a suspect, a prospect and a qualified prospect?

3) What specific sales organization structure will you recommend for the fast food outlet with home delivery as the main market?

4) 'Quotas' can act as a 'motivator' as well as demotivator. describe your answer with suitable ex .

5) prepare down the, modes of transportation that you will use for the company manufacturing personal computers?

6) describe the implications of retailer-power for channel management in case of a locally made detergent powder.

7) What do you mean by thee term ERP?

8) Name and describe the four main classes of retailing institutions.

9) Describe the major advantages of Electronic Data Interchange (EDI).

10) prepare down the advantages of franchising over other forms of business ownership.