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Q.1 What Is Sales Management? State The Difference Between Marketing and Sales

The document discusses sales management and distribution channels. It answers questions about the objectives and importance of sales management and personal selling. It also defines sales management and explains the difference between marketing and sales. It states the functions and objectives of various distribution channels.

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Shannia Dsouza
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36 views4 pages

Q.1 What Is Sales Management? State The Difference Between Marketing and Sales

The document discusses sales management and distribution channels. It answers questions about the objectives and importance of sales management and personal selling. It also defines sales management and explains the difference between marketing and sales. It states the functions and objectives of various distribution channels.

Uploaded by

Shannia Dsouza
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Assignments -1

Sale and distribution management

Q.1 what is sales management? State the


difference between marketing and sales
Ans. Sales management is the process of hiring,
training and motivating sales staff, coordinating
operations across the sales department and
implementing a cohesive sales strategy that drives
business revenues.
The difference between marketing and sales are as
follow:
o Process
o Goals
o Tools and Resources
o Strategies

Q.2 State the objectives of sales function?


Ans. Sales management objectives are categorized into
two types:
o Quantitative Objectives (Short-term)
o Qualitative Objectives (Long-term)
Quantitative Objectives (Short-term)
1. To retain and capture market share.
2. To determine sales volume in ways that contribute to profitability.
3. To obtain new accounts of given types.
4. To keep personal expenses within specified limits.
5. To secure a targeted percentage of certain accounts of a business.
Qualitative Objectives (Long-term)
1. To do the entire selling job.
2. To service existing accounts, (customers).
3. To search and maintain customer cooperation.
4. To assist the dealer in selling the product line.
5. To provide technical advice wherever necessary.
6. To assist in training of middleman’s sales personnel.
7. To provide advice and assist the middlemen.
8. To collect and report market information of interest and use to the
company management.

Q.3 State the important of sales management?


Ans. The importance of sales management are:
o Society
o Consumers
o Business Firms

Q.4 state the important of personal selling?


Ans. Personal selling is also known as face-to-face
selling in which one person who is the salesman tries
to convince the customer in buying a product. It is a
promotional method by which the salesperson uses his
or her skills and abilities in an attempt to make a sale.
Following points explain the importance or benefits of
personal selling:

1. Two-Way Communication
2. Personal Attention
3. Detail Demonstration
4. Complementary to other Promotional Tools
5. Immediate Feedback
6. Individual Services
7. Flexibility
8. Customer Confidence
9. Triple Rewards
10.Improving Image
Q.5 state the function of various channels of
distribution?
Ans. distribution channel (also called a marketing channel) is the
path or route decided by the company to deliver its good or service
to the customers. The route can be as short as a direct interaction
between the company and the customer or can include several
interconnected intermediaries like wholesalers, distributors,
retailers, etc.

 Logistics and Physical Distribution


 Facilitation
 Creating
 Efficiencies Sharing Risks
 Marketing

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