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  • AEREN FOUNDATION’S 11724 Sales Management Exam

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    Hanif Chamadiya
    7K vizualizări1 pagină
    The document appears to be an exam for a sales management course. It contains 8 questions about various topics in sales management, including AIDAS theory of selling, steps in prospecting, sales-related marketing policies, methods for determining sales force size, steps in setting up a sales organization, coordinating marketing activities with sales, approaches for efficient distribution channels, salesman training methods, and theories of motivation in sales management. The questions range from 5 to 20 marks and cover fundamental concepts in the subject area of sales management.

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    Question Paper Sales Management

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    The document appears to be an exam for a sales management course. It contains 8 questions about various topics in sales management, including AIDAS theory of selling, steps in prospecting, sales-related marketing policies, methods for determining sales force size, steps in setting up a sales organization, coordinating marketing activities with sales, approaches for efficient distribution channels, salesman training methods, and theories of motivation in sales management. The questions range from 5 to 20 marks and cover fundamental concepts in the subject area of sales management.

    Drepturi de autor:

    Attribution Non-Commercial (BY-NC)
    Descărcați ca DOC, PDF, TXT sau citiți online pe Scribd
    Indicator pentru conținut neadecvat
    7K vizualizări1 pagină

    AEREN FOUNDATION’S 11724 Sales Management Exam

    Încărcat de

    Hanif Chamadiya
    The document appears to be an exam for a sales management course. It contains 8 questions about various topics in sales management, including AIDAS theory of selling, steps in prospecting, sales-related marketing policies, methods for determining sales force size, steps in setting up a sales organization, coordinating marketing activities with sales, approaches for efficient distribution channels, salesman training methods, and theories of motivation in sales management. The questions range from 5 to 20 marks and cover fundamental concepts in the subject area of sales management.

    Drepturi de autor:

    Attribution Non-Commercial (BY-NC)
    Descărcați ca DOC, PDF, TXT sau citiți online pe Scribd
    Indicator pentru conținut neadecvat
    din 1

    AEREN FOUNDATIONS 11724

    Maharashtra Govt. Reg. No.: F-

    AN ISO 9001 : 2008 CERTIFIED INTERNATIONAL B-SCHOOL

    MARKS:100

    Sales Management
    N. B : All Questions are Compulsory
    1. a) Describe AIDAS theory of selling Marks) b) Explain the steps involved in prospecting 2. Describe at length sales related marketing policies 3. Explain the following in determining the size of the Sales force (15 Marks) a) Work load method b) Sales potential method c) Incremental method 4. What are the steps involved in setting up a Sales organization. Explain them. (10 Marks) (5 (5 Marks) (20 Marks)

    5. Identify the different marketing activities and other departments co-ordinating with personnel selling. (10 Marks) (10 Marks) 6. Ennumerate different approaches for making the distribution channel more efficient. (10 Marks) 7.What are the different training methods applicable for salesman? How would you select the different training methods. (10 Marks) 8. How motivation place an important role in the Sales management. Explain the different theories involved in this. (15 Marks)

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