1. (a) Distinguish sales from marketing and explain the terms. Elaborate the need and scope for the interdependence between sales and distribution functions.

(b) Explain the terms “Personal Selling” and “Salesmanship” with suitable illustrations. Try and track the growing importance of personal selling in the last decade. (You may access secondary data sources/Internet-source)

2. (a) What are Selling Skills? List out the sellings skills and the role, scope and significance in selling jobs. Pickup one each from FMCG Company and another from a service firm and explain the importance of these skills.

(b) What is negotiation? Discuss the steps involved in negotiation.

3. (a) What are the components of compensation? Explain the various kinds of compensation plans (both direct and indirect).

(b) Why does territory planning assumes a key responsibility of a sales manager? Discuss the approaches to territory design in managing the sales function effectively.

4. (a) What are the needs and the reasons for establishing sales organization in an enterprise? Discuss.

(b) Explain the need and objectives of monitoring sales forces. Discuss the basic issues in the evaluating process of salesman.