Time: 3 Hours; Marks: 60

1. Sales Organization

  • Introduction to Sales Organization.
  • Functions and Factors affecting Sales Structure.
  • Classification of Sales Organization.

2. Inside Selling / Store Based Selling

  • Understanding In-store Selling Environment.
  • Types of Stores.
  • Salesman as a Facilitator.
  • Sales Career In-store Based Selling.

3. Field Selling

  • Sales Territories: Purpose and Design of Territories.
  • Sales Quotas: Need and Types of Sales Quotas.
  • Activities in Field Selling.
  • Sales Career in Field Selling.

4. Motivation & Compensation for Salesperson

  • Components of Motivation.
  • Compensation Rewards.
  • Non-Compensation Rewards.