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Q. When the manufacturer establishes two or more channels catering to the same market, then …………… occurs.

Q. ………………is teaching how to do the jobs.

Q. Sales management is discipline of …………….benefits a company and its customers receive from the efforts of its sales force.

Q. In which organizational structure, all sales personnel receive direction from, and are accountable to different executives, on different aspects of their work?

Q. Which theory is summarized as “Everything was Right” theory?

Q. In which type of compensation plan there is no incentives?

Q. ………….is the fundamental guiding principle of sales management.

Q. The … …………….organization is the basic form of sales organization.

Q. Sales organization is the ………….through which a sales manager’s philosophy is translated into action

Q. ………………..is a detailed examination of salts volume by territory.