Questions with Answers on Sales Management & Selling Process & Sales Organization & Sales Force Management

Questions with Answers on Sales Management

Explain the Nature, Meaning and Scope of sales department.
What are the Objectives of Sales Department?
Explain the Sales as a function of Marketing Management.
Explain the different Theories of Selling.
What are the features of Buyer Seller Dyads theory of selling?
Explain the AIDAS Theory of selling.
What is the Right Set of Circumstances Theory of selling?
Explain the Buying Formula Theory and Behavioral Equation Theory.

Questions with Answers on Selling Process

What is the process of Prospecting and Planning the Sales call?
Explain the method of Selecting the Presentation Method.
Explain the process of Making the Sales Presentation.
Explain the Handling of Sales Objections.
Explain the Closing the Sale and Follow up. 
What is the Role of Relationship Marketing in Personal Selling?
What is Value Added Selling

Questions with Answers on Sales Organization

Explain the Need & Structure of sales organization.
What are Sales Management Functions & Responsibilities?

Questions with Answers on Sales Force Management

Explain Recruitment and Selection of sales force management.
Explain the Training of Sales People.
What is Sales Force Motivation?
What are the Designing Sales Compensation plans?
How to do the Evaluation of Sales Force?