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Sales Management

Q=1. Define sales and distribution management? Also discuss its functions and scope.? Q=2 . Define direct selling with its advantages and disadvantages? Q=3 Define institutional selling and also differentiate it with personal selling? Q=4 Explain different types of selling? Q=5 How sales manager follow the customer? Q=6 Explain the concept of canned sales approach? Q=7 Explain the steps of selling process Q=8 What are the different stages involved in recruitment and selection of sales force? Q=9 Explain the concept of sales management? What are its objectives and functions? Q=10 Write short notes Theories of Selling on :i. ii. iii. Missionary sales person AIDA Model Right Set of Circumstances Theory