SALES & DISTRIBUTION MANAGEMENT

Consultative selling in suitable for?

• FMCG

• Consumer durable

• High-cost technical products

• To repeat customer

Which is NOT the element of personal selling?

• Follow-up

• Prospecing

• Forecasting

• Approach

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

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

_________________________ is the process of gathering information about a market within an industry

• Market analysis

• Sales Forecasting

• Sales quota

Sales forecasting is the process of estimating past sales of the organization.

• True

• False

Promotion Mix Elements include

• Advertising

• Personal Selling

• Public Relations

• All of these

Avon, Amway, and Tupperware use which of the following forms of channel distribution?

• direct marketing channel

• indirect marketing channel

• forward channel

• fashion channel

__________________________ is the most effective promotional tool in making buyers preferences, convictions and most importantly actions.

• Personal selling

• Promotion mix

• Dealers promotion method

• Sales promotion