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Q. Define forecasting as a systematic attempt to people the future by interference from known facts.

Q. Sales management is the …………….of a sales staff, and the tracking and reporting of the company’s sales.

Q. In which organizational structure, all sales personnel receive direction from, and are accountable to different executives, on different aspects of their work?

Q. Which of the following is NOT an example of behavioral measures used to evaluate salespeople?

Q. ___________ is the planning stage, learning about the customer and learning about who makes the final decision.

Q. Using manufacturer’s representatives or sales branches is usually a characteristic of which of the following channel forms?

Q. Sales department helps the organization in increasing …………………

Q. One of the element of sales planning is to ………for selling activities.

Q. Advertising creates employment as it increases the volume of sales and___________

Q. What is AIDA?