1. What is sales forecast? 2. What is the difference between selling and marketing? 3. Who are order takers and order creators in sales management? 4. Explain B to B selling. 5. Wh... 1. What is sales forecast? 2. What is the difference between selling and marketing? 3. Who are order takers and order creators in sales management? 4. Explain B to B selling. 5. What is a sales territory? 6. Explain the function of sales executive. 7. What is a sales funnel? Q2. What is sales planning? What are the steps involved in sales planning? Q3. What are retail formats? What is retail mix? Explain in detail how retail formats are classified? Q4. Discuss whether it is an art or a science. Salesmanship is persuasive communication between a seller and a buyer. Explain. Q5. Explain the key to developing an effective sales force is selection versus the key to developing an effective sales force in training. Explain your views.
Understand the Problem
The question is asking about various aspects of sales and distribution management, requiring explanations of key concepts in marketing and sales practices. It outlines multiple short answer questions and a case study discussion relating to the effectiveness of a sales force.
Answer
1. Predicts future sales. 2. Selling closes deals; marketing promotes. 3. Order takers process; creators seek sales. 4. B2B involves business transactions. 5. Sales territory is assigned area. 6. Sales executive develops strategies. 7. Sales funnel tracks customer journey.
- Sales forecast is predicting future sales. 2. Selling involves closing deals; marketing includes promoting and advertising. 3. Order takers process routine orders; order creators aggressively seek new sales. 4. B2B selling involves transactions between businesses. 5. A sales territory is a customer group or geographic area assigned to a salesperson. 6. Sales executives develop sales strategies, manage customer relations, and achieve sales targets. 7. A sales funnel tracks the customer journey from first contact to purchase.
Q2: Sales planning involves setting sales goals and determining strategies to achieve them. Steps include market research, setting objectives, defining strategies, and reviewing performance.
Q3: Retail formats include department stores, specialty stores, supermarkets, etc. Retail mix involves product, price, place, promotion, people, process, and physical evidence.
Q4: Salesmanship blends art and science; it's artistic in persuasion but scientific in methods.
Q5: Selection is key for finding natural talent, while training enhances skills and adapts skills to company needs.
Answer for screen readers
- Sales forecast is predicting future sales. 2. Selling involves closing deals; marketing includes promoting and advertising. 3. Order takers process routine orders; order creators aggressively seek new sales. 4. B2B selling involves transactions between businesses. 5. A sales territory is a customer group or geographic area assigned to a salesperson. 6. Sales executives develop sales strategies, manage customer relations, and achieve sales targets. 7. A sales funnel tracks the customer journey from first contact to purchase.
Q2: Sales planning involves setting sales goals and determining strategies to achieve them. Steps include market research, setting objectives, defining strategies, and reviewing performance.
Q3: Retail formats include department stores, specialty stores, supermarkets, etc. Retail mix involves product, price, place, promotion, people, process, and physical evidence.
Q4: Salesmanship blends art and science; it's artistic in persuasion but scientific in methods.
Q5: Selection is key for finding natural talent, while training enhances skills and adapts skills to company needs.
More Information
Sales forecasting helps businesses prepare financially and operationally. Understanding the distinction between selling and marketing allows for better strategy alignment. B2B sales often require more complex negotiations and relationships.
Tips
Common mistakes include confusing selling with marketing or misunderstanding order taking and creating roles.
Sources
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