problem 1: What are the different elements of communication mix? Describe the significance of personal selling in the communication mix.

problem 2: What are different steps in effective selling?

problem 3: Describe various operative functions of the sales department.

problem 4: What are the different staff functions of sales department? Why should the sales team perform such staff functions?

problem 5: Describe the concepts of potential markets, available market, qualified available market and the server market.

problem 6: Differentiate between market potential, sales potential and company demand. Illustrate the difference between the market potential and potential market.

problem 7: Describe the methods of buyer’s survey, composite sales force opinion survey and the Delphi method. Illustrate the relative advantages and disadvantages of each of them.

problem 8: Distinguish between the statistical analysis methods and econometric model building methods of sales forecasting.