![]() ![]() The decision of the organisation to allocate certain responsibility in the exchange process to its channel members would define the scope of responsibility of its own sales force and thereby would determine the type of personnel and training required.Ĭ. In other words, activities of the sales organisation would have to be coordinated with channel operations if sales goals haves to be effectively realised.ī. As both the sales and distribution functions are simultaneously performed to accomplish the firm’s sales objectives their dependence on each other for the effective attainment of overall marketing goals becomes obvious. Very few firms (unlike say Brooke Bond) use their own sales force to reach upto the retail level). The emerging practice is to use own sales force to sell to wholesalers/ semi wholesalers who in turn sell to retailers. All organisations use their own sales force or distribution network to reach out to their customers. What are the key decision areas in sales management which are particularly relevant to sales strategy formulation ? Interdependence of Sales and DistributionĪpart from the important fact that in most organisations both sales management and the management of channels of distribution are the responsibility of the sales manager and should be viewed as jointly, contributing to the accomplishment of the marketing task, some other pointers towards the interdependence of these two vital functions are as under:Ī. Discuss the factors responsible for interdependence of sales and distribution. Selling the Sales Budget to Top Management Setting a Preliminary Plan for Allocation of Resources and Selling Efforts to Different Activities Review and Analysis of Marketing Environment Factors Affecting Structure of Sales Organization.Process of developing Sales Organisation.What are the factors which affect the size of a sales organisation ? (20) Discuss the process of developing sales organisation. Points that should be consider while territory planning are.What specific points you would consider while territory planning for travel and tourism company ? Explain each of them briefly. Importance of training for Sales Personnel.What is the importance of training for sales personnel ? Also explain areas of sales training and methods of identifying training needs. Activities involved in managing the Sales Force.For travel and tourism industry, what are the recruitment sources for salesmen ? Give suitable examples. Discuss in detail the activities involved in managing the Sales Force. Explain the significance, purpose, objective and types of Sales Displays. What do you understand from “Structure of a Presentation“ ? Do you need it in a sales presentation ?Discuss. Use of Computers in Sales Management Systems.Do you think computerisation in the sales function can be used as a distinct competitive advantage ? Discuss with examples.(20) Describe the use of computers in sales management system. The details of five components of AIDAS theory are.Key decision areas in sales management which are particularly relevant to sales strategy formulation are –. ![]() Interdependence of Sales and Distribution.What are the key decision areas in sales management which are particularly relevant to sales strategy formulation ?
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