Sales & Distribution Management Unit 1

Sales Management :- Evolution of sales function- Objectives of sales management positions - Functions of Sales executives- Relation with other executive

• The evolution of sales function has no impact on sales management
• Sales executives have no relation with other executives
• Sales management involves the evolution of sales function, objectives of sales management positions, functions of sales executives, and their relation with other executives.
• Sales management is only about setting targets for sales teams

Which of the following is NOT a function of sales executives?

• Managing finances
• Providing customer support
• Generating leads
• Developing marketing strategies

The evolution of the sales function can be traced back to:

• industrial revolution
• subsistence farming
• digital age
• barter system

Sales management involves coordination with other executive positions such as

• human resources
• research and development
• customer service
• marketing, finance, operations

Which of the following is NOT an objective of sales management?

• Reducing sales revenue
• Decreasing customer satisfaction
• Ignoring market trends
• Increasing market share

The role of sales executives includes

• Delivering products
• Managing finances
• Identifying potential customers, contacting them, negotiating contracts, maintaining customer relationships
• Designing marketing campaigns

What is one of the key functions of sales executives in the context of relationship building?

• Being overly aggressive in pushing sales
• Establishing trust and rapport with clients
• Ignoring client feedback and requests
• Sending generic mass emails to all clients

Sales management is concerned with:

• Hiring, training, and managing customer service representatives
• Developing marketing strategies
• Managing inventory levels
• Planning, organizing, directing, and controlling sales activities