Question Bank

BBM
SALES & DISTRIBUTION MANAGEMENT BBM 315

Part A
1. Nature and Scope of Sales ManagementPast & Present.
2. Functions of Sales Management.
3. Define Market Potential
4.What is Sales potential
5.Define Territorial potential
6.Define sales forecast.
7.What are the methods of sales forecast?
8.Write short notes on the following:
9.Define Sales Management
10.Define Personal selling
11.Define Salesmanship
12.Objectives of Sales Management
13.Define sales territory.
14.What is channel of distribution
15.What is selling process.
16. What is sales planning
17.What is conflict.
18. State the nature of sales budget.
19.What is the need of distribution system
20.what is value added selling
21.What is buying formula theory
22.What is behavioral education theory.
23. what is right set of circumstances theory.
24.What is compensation plan.
25.What is scheduling
26. What is routing.

Part - B
1.Different selling and buying styles.
2.State the Importance of personal selling.
3. Define Salesmanship and its type?
4. Briefly describe Expert Opinion Method?
5.Elaborate the term Sales Quota?
6.What is Sales Force Management? Role of Sales Manager

6. State the process of personal selling

7. Difference between marketing and selling
8.What is Selling and buying styles
9.State the role of Personal selling.
10. What are the qualities and duties of sales manager
11.Brief the importance and objectives of training of sales persons.
12.What are the methods adopted by sales manager for remuneration salespersons.
13.Distinbuish between salesmanship and personal selling
14.What are the factors that determine choice of channel of distribution
15. Distinguish the different stages of a selling process
16.State the types of sales quota
17.State the different stages of a selling process.
18) Define the term Sales Management. Explain functions of Sales Management in detail,
quoting suitable examples.
19) Discuss various activities involved in Soles Force Management.
20) Illustrate need for Sales Organisation
21 )explain various types of Sales Organisation Structures.
22) Explain in detail functions and qualities of an Effective Sales Executive.
23) What is Sales Forecasting ? Explain its importance. Also explain various methods of Sales
Forecasting.
24) Success of Sales Department largely depends on the Motivation Level. Elaborate this
statement and also suggest Motivate Techniques
25) Write short notes:
(a) Sales Presentation (b) Value Added Selling
26)What is the Position of Sales Management and Personal Selling in the entire
27) Write advantages and disadvantages of Geographic, Product based and
28) What is the importance of Proper Selection and Recruitment of Sales People what are the
various Sources of Recruitment ?
29) Success of Sales Activity is largely dependent upon good Salesmen - Discuss in the context
of Sales Training.
30) What is Sales Planning and what are the steps involved in Sales Planning ?
31) Why establish Sales Territories ? What are the steps in determining Sales Territories for a
Firm ?
32) Write short notes :
(a) Sales Force Motivation (b) Sales Force Compensation
33. Explain how Sales Management becomes an integral Part of Marketing Management
34. What is Sales forecasting and what are various methods of Sales forecasting ?

35. Why companies form a suitable organisation for sales of their Products ? How the Sales
Organisation are different for Industrial Products and Consumer
36. Companies give more importance for training of Sales Force.
37. Compensating Sales Persons is different from employees of other departments. Explain the
reasons as per statement and also write various
38. Write Sales Process and explain the various steps involved in the Process.
39. Write short notes on :
1) Sales force evaluation and Control 2) Sales Contests

Part - C
1.Write short notes of the following:
(a)Role of sales management in marketing functions.
(b) Differentiate selling and buying styles.
(c)Importance of personal selling.
(d) Sales presentation and its role in selling.
(e) Roles and responsibilities of sales manager.
(f) Selling process and its objectives.
2. Write notes on of the following:
(a)Causes and effect of channel conflicts.
(b) Importance of specialized and primary distributors in Retailing era.
(c)Role of channel members in justintime inventory management system.
3. Write notes of the following :
(a)Good selection promotes cost savings. comment
(b) What do you mean by socialization and assimilation in hiring process?
(c)Define the benefits of a good territory design.
(d) Define the purpose of sales budget.
(e) Explain the steps involved in designing a compensation plan.
(f) Define AIDAS theory.
(g) What are the nonfinancial compensation plan?
4. What can management do to reduce a salespersons:
(a) Role ambiguity?
(b) Role conflicts?
5. Write short notes on of the following:
(a)Selection procedure.
(b) Routing and scheduling sales personnel.
(c)Sales contest.
6. Write short notes on of the following:
(a) Reasons for channel conflicts.
(b) Selection of distributors .
7. What do you mean by Sales Management? Is it a part of marketing Management?
7. What do you mean by function of Sales Management? Compare the concept of past with
present.

9. Define market potential. How does it differ for sales potential? How is market potential
estimated?
10.Distinguish between sales potential and territory potential.
11. What are the methods of sales forecast?
12. Sales volume objective , profit target and marketing capabilities require balancing act to
choose the optimum strategy of sales Elucidate.
13. What are the steps involved in sales forecasting? Explain them briefly.
14. Define sales territory. What are the objectives? How does it differ from trade areas?
15. What are the objectives of Sales Management? Briefly discuss them.
16.Write an essay on Personal Selling, bringing out clearly the concept, desirable qualities of
sales
persons and the process involved therein.
17. Write an essay on strategies involved in personal selling, bring out clearly the communication
Skill involved therein. What are its limitation?
18. What are the purpose the sales territory serves? Explain them briefly.
19. Explain how will you design a sales territory, highlighting steps involved therein .
20.What do you mean by the terms Sales territory design?
21. Explain the method of sales force assignment to territories having equal sales potential.
Illustrate
your answer with examples.
22. Illustrate with suitable example the method of assignment of sales persons to territories
having
sales potential proportional to sales person abilities.
23. Sales budget is the blueprint for sales. Elucidate.
24. Define Sales budget. What are its objectives, nature and principles?
25. What are the method of preparing Sales Expense section of a sales budget?
26. What do you mean by sales budgeting process? What are the steps involved in preparing a
sales
budget?
27. Budgets assist managerial control of activities. Explain this statement, bringing out clearly
how far this assists managerial control at different levels. (e) Explain the steps involved in
designing a compensation plan.
(f) Define AIDAS theory.
(g) What are the nonfinancial compensation plan?
Q28. What can management do to reduce a salespersons:
(a) Role ambiguity?
(b) Role conflicts?
29. Write short notes on of the following:
(a)Selection procedure.
(b) Routing and scheduling sales personnel.
(c)Sales contest.
30. Write short notes on of the following:
(a) Reasons for channel conflicts.
(b) Selection of distributors .
31. What do you mean by Sales Management? Is it a part of marketing Management?

32. What do you mean by function of Sales Management? Compare the concept of past with
present.
33. Define market potential. How does it differ for sales potential? How is market potential
estimated?
34.Distinguish between sales potential and territory potential.
35. What are the methods of sales forecast?
36. Sales volume objective , profit target and marketing capabilities require balancing act to
choose the optimum strategy of sales Elucidate.
37. What are the steps involved in sales forecasting? Explain them briefly.
38. Define sales territory. What are the objectives? How does it differ from trade areas?
39. What are the objectives of Sales Management? Briefly discuss them.
40.Write an essay on Personal Selling, bringing out clearly the concept, desirable qualities of
sales
persons and the process involved therein.
41. What are the purpose the sales territory serves? Explain them briefly.
42. Explain how will you design a sales territory, highlighting steps involved therein .
43.What do you mean by the terms Sales territory design?
44. Explain the method of sales force assignment to territories having equal sales potential.
Illustrate
your answer with examples.
45. Illustrate with suitable example the method of assignment of sales persons to territories
having
sales potential proportional to sales person abilities.
46. Sales budget is the blueprint for sales. Elucidate.
47. Define Sales budget. What are its objectives, nature and principles?
48. What are the method of preparing Sales Expense section of a sales budget?
49. What do you mean by sales budgeting process? What are the steps involved in preparing a
sales
budget?
50. Budgets assist managerial control of activities. Explain this statement, bringing out clearly
how far this assists managerial control at different levels.
51. Define sales quota and explain its nature and scope.
52.What are the major objectives of sales quota?
53.Sales quota become the basis for planning production , work force size and financial
management. Comment.
54. Explain the concept, nature and scope of sales quota.
55.Name various types of sales quotas and explain them briefly.
56. What do you mean by the terms Sales territory design?
57. Salesmanship is persuasion , communication and service . Explain.
58.Salesmanship is persuasion applied to the sale of merchandise of services, Explain is
personal
selling necessary?
59. Salesmanship is persuasive communication between a seller and a buyer. Explain.
60. What is Salesmanship? Discuss whether it is an art or a science.
61. Point out the importance of salesmanship in modern business.
62. Examine the functions and responsibilities of sales manager.

63. Enumerate the duties of sales manager.

64.Salesmanship is service.
65.Discuss the role sales manager management in marketing functions.
66. Sales presentation and its role in selling.
67. Roles and responsibilities of sales manager.
68. Selling process and its objectives.
69. Discuss why it is important for an organization to set sales objectives objectives and sales
budget.
How sales budget is prepared?
70. Suggest forecasting methods for following and explain why suggested method is most
appropriate:
(i)A slimming pill targeted to school girls
(ii)Flavoured soya milk for growing children
71. What is sales territory? Why should firm go for designing sales territories?
72. Explain the process of goal setting in sales management.
73. Describe the Process of Personal Selling?
74. What are the Theories of Selling?
75. Define Sales Territories and its features? Also describe its procedure in brief?
76. Describe Sales Budget and give its example?
77. Sales managers job is one of the most complex and challenging one in an organization.
Explain
with reference to his responsibilities.
78.Define Sales forecasting and discuss its objectives and importance.
79. The sales budget is the pivot of budgetary control. Discuss the statement and the method of
its
Preparation.
80. What do you understand by sales territories? Explain the advantage of allocation of
territories.
81. What do you understand by sales organization? Why different types of sales organizations are
made by different organizations? Explain.
82. Explain the carrot and stick principle of Mc Gregor. How this is useful for motivating the
sales
force? Q51. Define sales quota and explain its nature and scope.
52.What are the major objectives of sales quota?
53.Sales quota become the basis for planning production , work force size and financial
management. Comment.
54. Explain the concept, nature and scope of sales quota.
55.Name various types of sales quotas and explain them briefly.
56. What do you mean by the terms Sales territory design?
57. Salesmanship is persuasion , communication and service . Explain.
58.Salesmanship is persuasion applied to the sale of merchandise of services, Explain is
personal
selling necessary?
59. Salesmanship is persuasive communication between a seller and a buyer. Explain.
60. What is Salesmanship? Discuss whether it is an art or a science.
61. Point out the importance of salesmanship in modern business.

62. Examine the functions and responsibilities of sales manager.

63. Enumerate the duties of sales manager.
64.Salesmanship is service.
65.Discuss the role sales manager management in marketing functions.
66. Sales presentation and its role in selling.
67. Roles and responsibilities of sales manager.
68. Selling process and its objectives.
69. Discuss why it is important for an organization to set sales objectives objectives and sales
budget.
How sales budget is prepared?
70. Suggest forecasting methods for following and explain why suggested method is most
appropriate:
(i)A slimming pill targeted to school girls
(ii)Flavoured soya milk for growing children
71. What is sales territory? Why should firm go for designing sales territories?
72. Explain the process of goal setting in sales management.
73. Describe the Process of Personal Selling?
74. What are the Theories of Selling?
75. Define Sales Territories and its features? Also describe its procedure in brief?
76. Describe Sales Budget and give its example?
77. Sales managers job is one of the most complex and challenging one in an organization.
Explain
with reference to his responsibilities.
78.Define Sales forecasting and discuss its objectives and importance.
79. The sales budget is the pivot of budgetary control. Discuss the statement and the method of
its
Preparation.
80. What do you understand by sales territories? Explain the advantage of allocation of
territories.
81. What do you understand by sales organization? Why different types of sales organizations are
made by different organizations? Explain.
82. Explain the carrot and stick principle of Mc Gregor. How this is useful for motivating the
sales
force?
83. Discuss the advantages and disadvantages of straight salary compensation plan.
84. Explain the various steps involved in the hiring process of sales force
85. Name the source of recruitment both within and outside the organization.
86. How motivation, evaluation and compensation are related to each other? Briefly discuss
the alternative models of sales force compensation.
87. What are the major activities involved in planning sales personnel needs of an organization?
88. Discuss the process of developing a sales organization. Which factors affect the size of the
sales
Organization?
89 How can training needs of sales persons be identified? How do the learning styles of sales
persons
affects the design of the sales training program

90. What is the 8020 principle, and how does it apply to sales performance evaluation? Also
explain
The reasons for misdirected efforts.
91. Performance evaluation is a part of marketing audit. Comment. Also explain how the
evaluation
System be used to direct the efforts of sales people?
92. Sales comments offer incentives beyond the compensation plan. Explain the importance of
sales
contest and the objections associated with it.
93. What are the relevant concepts involved in Training and Development program.
94.What is the importance of distribution channel? How channel members add value while
distribution of different products to the end users?
95. Discuss the factors considered while deciding the distribution channel for an organization.
96. How sales and distribution functions are complementary to each other? Discuss with
suitable
Example.
97. Differentiate between primary and specialized distribution.
98. Explain in detail the distribution channel strategy. Also explain the various Kinds of
distribution
channel strategy. Also explain the various Kinds of distribution policies based on the attributes of
objectives, customers and marketing orientation.
99. What do you mean by marketing systems? Differentiate between vertical marketing system
and
Horizontal marketing system . Explain with suitable diagram and examples.
100. Describe how channel members are selected, motivated and evaluated for effective
Implementation and results from distribution system.