11. What do you mean by single level system and multilevel marketing? Give one example of single level system and multilevel marketing? | Sales Questions
In single level system, only one level of the channel directly rnarkets the product. In multilevel marketing different channels directly market products to customer.
The example of single level system is Tupperware and the example of multilevel marketing is Amway.
12. What decisions do companies make in designing sales force? How do you go about allocating territories to sales force? | Sales Questions
Development of sales force objective
Strategy — How much market, what growth rate, sales target
Structure- Multi-layered, direct marketing
13. Size -Geographic expanse of the market. | Sales Questions
Compensation — Rewards or returns
One way of allocating territory is to divide the market into zones and put people familiar with the zones. There are advantages/disadvantages with each was’. One has to weigh the gains & losses and then decide.
14. What are the various sales forecasting methods? | Sales Questions
A range of methods may be used to forecast sales. However, the choice of the method to he used will depend on a number of factors including, the demands on accuracy, the costs involved and the frequency with which the forecasts needs to be made. The methods that are usually used to forecast sales are time series techniques, causal techniques, and the judgmental methods.
15. What are the differences between product management and sales management? | Sales Questions
Product management as an organizational alternative to sales management is a feature o the multi-product organization. Moreover, when markets are large such functioning is very essential. The product management takes the total responsibility of the product from the stage of idea generation to the stage of commercialization. Sales management as a functional choice takes care of sales and the allied issues.
In single level system, only one level of the channel directly rnarkets the product. In multilevel marketing different channels directly market products to customer.
The example of single level system is Tupperware and the example of multilevel marketing is Amway.
12. What decisions do companies make in designing sales force? How do you go about allocating territories to sales force? | Sales Questions
Development of sales force objective
Strategy — How much market, what growth rate, sales target
Structure- Multi-layered, direct marketing
13. Size -Geographic expanse of the market. | Sales Questions
Compensation — Rewards or returns
One way of allocating territory is to divide the market into zones and put people familiar with the zones. There are advantages/disadvantages with each was’. One has to weigh the gains & losses and then decide.
14. What are the various sales forecasting methods? | Sales Questions
A range of methods may be used to forecast sales. However, the choice of the method to he used will depend on a number of factors including, the demands on accuracy, the costs involved and the frequency with which the forecasts needs to be made. The methods that are usually used to forecast sales are time series techniques, causal techniques, and the judgmental methods.
15. What are the differences between product management and sales management? | Sales Questions
Product management as an organizational alternative to sales management is a feature o the multi-product organization. Moreover, when markets are large such functioning is very essential. The product management takes the total responsibility of the product from the stage of idea generation to the stage of commercialization. Sales management as a functional choice takes care of sales and the allied issues.
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