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1st Set of Sales And Distribution Management
1. Write an essay on wholesaling? Explain the different marketing functions performed by wholesaler-distributors for manufacturers with the help of suitable examples.
2. What is the purpose of Sales Organization? What steps will you take for setting up a Sales Organization? Explain with the help of suitable example.
3. As a marketing manager for a nondurable manufacturing company, what factors would you consider and what process would you adopt to select a distribution channel? Explain.
4. Explore new marketing and distribution channel for online e-marketing Companies.
2nd Set of Sales And Distribution Management
1. Some people opine that a middleman increases the cost of marketing, while others praise it as it adds value to the product. How would you reconcile these two opposite views?
2. If your firm is considering changing the shape of certain territories, what actions would you take to lessen the protests of the sales force who may be upset about this type of change?
3. How sales target are fixed by companies? Discuss about the application of sales forecasting techniques in fixing the target. Do you feel that fixing sales target is useful? Give reasons.
4. What are the different channels available for distribution? How do you select a right channel? Suggest suitable channel for the following products.
