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Q. Sales forecasting can be based on which of the following information?

Q. The first step in determining how a firm's sales force compensation program will be structured is to determine the:

Q. There are three interrelated elements of rewards for salespeople. One of the elements is nonfinancial compensation and includes:

Q. What P stands for?

Q. Sales management achieves personal selling objectives through ……………

Q. A…………is a systematic and comprehensive appraisal of the total selling operation. It appraises integration of the individual inputs to the personal selling efforts and identifies and evaluates assumption underlying the sales operation.

Q. J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What B stands for?

Q. Emphasize long term interests instead of closing a sale, form transaction orientation to relationship marketing, customers want “whole solution” packages, quick responses; often problem if ,separate sales forces for each product is

Q. Effective and courteous correspondence with customers reflects ……………of the organization to the prospective cutomer.