Sales Management:-

Instructions :

• Use Microsoft word 2010 in formulating your answers.
• Write brief answers, with no more than 125 words per answer, avoid long or general answers
• Write the answers in own language and avoid copying from the internet.

1) Discuss what a new manager experiences when promoted from a sales job.

2) What are the various types of sales managers and the skills required of them?.

3) Describe the social, ethical and legal issues that help building manage sales personnel.

4) Identify the role of personal selling in the firm's marketing relationship efforts.

5) What is the relationship between marketing and sales force strategies?

6) Why sales jobs are designed for an individual organization's markets and customers.

7) Forecasting market demand and sales budgets helps an organization make decisions; it is necessary for determining information about future markets, answer the following questions :

1. What is the importance of forecasting in a firm's marketing? decision support system?
2. Mention the different categories of sales forecasts.
3. Differentiate between the two forecasting methods - survey and mathematical - and their different uses.

8) Design and size of sales territories are critical to a firm's success because they allow the firm to provide service to customers, answer the following questions :

1. The definition of a sales territory?
2. Who is responsible for territorial development?
3. What are the factors to consider when designing sales territories?