Answer the following question.
Q1. Describe AIDAS theory of selling.
Q2. Explain the following in determining the size of the Sales force a) Work load method b) Sales potential method c) Incremental method.
Q3. What are the rights and duties of a common carrier?
Q4. Explain the objectives and scope of Common Goods Carrier Act?
Q5. Explain the steps involved in prospecting.
Q6. Enumerate different approaches for making the distribution channel more efficient.
Q7. What are the different training methods applicable for salesman? How would you select the different training methods?
Q8. Write short notes on: (a) Sales management. (b) Sales Organizations. (c) Sales manager.