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Q. Use of positive approach, seek out hidden objections, ask the buyer for clarifications and objections is ______________

Q. Which of the following elements is NOT used for determining the size of a sales force in the workload method?

Q. ……………..is a layer of intermediaries that performs some work in bringing the product and its ownership closer to the buyer.

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

Q. The first step in determining how a firm's sales force compensation program will be structured is to determine the:

Q. With respect to a channel of distribution, the number of intermediary levels within the channel indicates the of a channel.

Q. The principle of ‘Right man on right job’ is followed for assigning these activities to different…………

Q. One of the objective of sales organization is ………….

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

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