Distribution & Logistics Management V2
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Assignment A (Answer any 3 questions)
- Define Sales Management. What are the objectives of Sales management?
- Explain the AIDAS Theory of Selling with the help of suitable examples.
- What is the purpose of a Sales Organization? What are the steps you will take for setting up of a Sales Organization? Explain with the help of suitable example.
- What are the different sources of Sales Force Recruits? Illustrate with the help of suitable examples.
- Write short notes on:
- Requirements of a Good Sales Compensation Plan
- Quantitative Performance Standard
- The emergence of global retailing
- Planning Sales Training Programs
- Explain Merchandise Planning and Control with the help of suitable examples.
- What is wholesaling? Explain the different marketing functions performed by wholesaler-distributors for manufacturers with the help of suitable examples.
- Describe Physical Distribution Concept. What is Physical Distribution Cycle? Give your answer with the help of suitable examples.