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Q. ……………………..bridges the gap between the market and the productive capacity of the firm.

Q. What P stands for?

Q. Which of the following is NOT one of the major factors affecting how compensation is structured for a sales force?

Q. While developing ________________________ salesperson must know about the characteristics desired of the salespeople by buyers.

Q. Which theory is also known as “Situation Response Theory”?

Q. Many firms use environmental scanning to assess their external environment. Environmental scanning should be used to

Q. Effective and courteous correspondence with customers reflects ……………of the organization to the prospective cutomer.

Q. In which method does the net profits will increase when additional salespeople are added, If the increase in the amount of sales revenue exceed the incremental costs?

Q. J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What B stands for?

Q. The amin objective of sales management are ………………