Sales and Distribution Management
What are the basic concepts of Sales Organization? Explain any one of those concepts.
Q1. Out of the following which gap arise when the sales force does not have the required knowledge, skills or capabilities to become successful on the Job.
Q2. This method is used by the trainers to present more information in a short time to a large number of participants.
None of the above
Q3. It improves on traditional computer based training by making the information available to the salesperson immediately and in a personalized manner.
Interactive Multimedia Training
Electronic Performance Support System
Q4. These are preprogrammed computer packages, and are based on reality:
Q5. The responsibility which include dealing with stakeholders with fairness impartiality and equality is known as:
Q6. They are the shopkeepers who set up shops in the market place to cater to the needs of hundreds of consumers.
Q7. This strategy is to make sure that the product is made available in as many outlets as possible so that anywhere the consumer go, he or she should be able to get the product of his choice.
Q8. This is the stage of the birth of multiple retail formats to please the customer.
Stage of Infancy (Child hood)
Meeting Customer Expectations (Youth)
Shift in the power equation (Adulthood)
Q9. It is the identity that the store develops for itself in terms of what it has to offer the customers.
Product Differentiation Strategy
Q10. It is the most convenient size of the product that the customer can buy at a time.
Choice to the consumer
What are the basic concepts of Sales
Q1. What is Channel Conflict?
Q2. What is an Information System? What is the purpose of Information Systems?
Q3. State the different categories of Inventory.
Q4. What is Electronic Data Interchange?
Q5. What improvements do you suggest in the staffing process followed by the company?
Q6. Was Sunil Kumar right in getting market surveys done by the new salesperson?
Q7. How can you help Snow White become less dependent on the selling agents and plan its sales and profitability better? How can they plan their customer service efforts?
Q8. Explain in detail the Role of Retailers.
Q9. How does the availability of the Internet impact on International sales?
Q10. What are the basic concepts of Sales Organization? Explain any one of those concepts.
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