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Unit 12: Sales Management

Prospecting: Process essential in eliminating non-buyers Notes
Sales: Exchange of goods, services, or other property for money.
Sales Budgeting: It is the final point of a sales organisation.
Sales Forecasting: It is the art that predicts the likelihood of economic activity on the basis of
certain assumptions.
Sales Management: Managing sales personnel
Selling Policy: It is termed to place the right type of goods in the hands of consumers at the right
time and at the right place.

12.8 Review Questions

1. Give a brief description of administrative functions of the sales organisation and analyse
with relevant examples.
2. Can you determine the different ways for providing salesman’s compensation? Briefly
explain each method.
3. Explain customer based sales organisation. Discuss the possible advantages and
disadvantages of such an organisation.
4. Compare and contrast geographic, product based and activity based sales organizations.
5. Discuss about the sales management approach used in any Indian company and a foreign
company.
6. “Personal selling involves an alive, immediate and interactive relationship building”.
Comment.
7. Explain selling process to sell a club membership.
8. During a sales process, what objections can the prospects have? How can a salesperson
handle these objections?
9. Suppose you are a salesperson in DRS Bank. You are responsible for generating business for
the credit card division of the bank. Discuss the sales process that you will follow (in brief).
10. “The old cliché is that a good salesperson can sell sand in the desert”. Do you believe in the
statement? Is the role of salespersons overstated?

Answers: Self Assessment

1. True 2. False
3. Sales forecasting 4. Sales budget

5. Guarantee 6. True
7. True 8. True
9. False 10. (a)
11. (a) 12. (c)
13. (d) 14. Pre-approach
15. Sales presentation 16. Closing

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