Sales and Distribution management

Which is not a strategic role of sales management ?

• Tracking

• Reporting

• Delivery

• Optimizes Distribution

The work of setting up objectives for selling activities, determining and scheduling the steps necessary to achieve these objectives is known as

• Selling

• Sales policy

• Sales programme

• Sales planning

The difference between transnational selling and relationship selling is

• the transaction, selling buyers must pay cash

• In relationship selling, Buyers and sellers must be related

• In transaction selling, sellers provide greater service

• In relationship selling, sellers work to provide value to their customers

The percent of marketing profits spend on distribution activities.

• 100%

• 29%

• 50%

• 72%

Consultative selling in suitable for?

• FMCG

• Consumer durable

• High-cost technical products

• To repeat customer

What type of distribution strategy is used by Nike?

• Direct distribution

• Indirect distribution

• Both

• None

Which is NOT the element of personal selling?

• Follow-up

• Prospecing

• Forecasting

• Approach

__________________ involves identifying activities management fields the sales people should perform to produce desired results.

• SWOT analysis

• Environmental audit

• Training analysis

• Needs assessment

Which are the most basic forms of the sales organisation?

• Line sale organisation

• Line and staff sales organisation

• Function sales organisation

• None of the above

Which if the following WOULD NOT be a method of establishing ales force structure?

• Territorial sales force structure

• Lifestyle sales force structure

• Product sales force structure

• Customer sales force structure