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This document outlines the structure and content of an exam on sales and distribution management. The exam is divided into 4 units, with 2 questions each. Unit 1 covers theories of selling and methods for determining salesforce size. Unit 2 discusses sales territories and evaluating sales organization effectiveness. Unit 3 examines discrepancies handled by channel members and channel design processes. Unit 4 defines coordinated channels, sources of power within channels, and factors for choosing international markets. A case study on motivating and training salespeople at Hindustan Products Ltd. is also included, with questions.

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19 views

Assignment

This document outlines the structure and content of an exam on sales and distribution management. The exam is divided into 4 units, with 2 questions each. Unit 1 covers theories of selling and methods for determining salesforce size. Unit 2 discusses sales territories and evaluating sales organization effectiveness. Unit 3 examines discrepancies handled by channel members and channel design processes. Unit 4 defines coordinated channels, sources of power within channels, and factors for choosing international markets. A case study on motivating and training salespeople at Hindustan Products Ltd. is also included, with questions.

Uploaded by

rawat_krishan735
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOC, PDF, TXT or read online on Scribd
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ASSIGNMENT SALES & DISTRIBUTION MANAGEMENT Total Marks: - 100 (Each question carries 10 marks & 20 Marks for

case study) UNIT- 1 Q1) Explain all the theories of selling in detail. Q2) What are the various methods available for determining the size of the salesforce? Explain them in detail. UNIT- 2 Q1) What is a sales territory? Why is it necessary for companies to establish sales territories? Briefly explain the procedure for designing them. Q2) Explain various factors which are needed to be analyzed to evaluate effectiveness of a sales organization? UNIT- 3 Q1) What are the five discrepancies that the channel members take care of & how do they do it? Explain with suitable examples. Q2) Discuss in brief the channel design & planning process. UNIT- 4 Q1) When is a channel said to be coordinated? What are the Characteristics of a coordinated channel? Explain in brief the five sources of power used by channel members to influence each other. Q2) Discuss the main factors to be borne in mind while choosing an international market to enter. CASE STUDY Analyze the following case study & answer the questions given at the end of the case. CASE 4- Hindustan Products Ltd. ( Motivating & Training Sales people) From Havaldars Book Page no. C.13

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