Explain the need and key objectives of monitoring sales function in an organization. Discuss the basic issues that one has to consider in the evaluation of salesmen.

Elaborate the significance and purpose of training in an organisation. Discuss the methods of identifying training needs. What makes sales training a continual activity?

Distinguish between recruitment and selection. When and why selection process assume significance? Highlight the most commonly used selection tools.

What are selling skills? Discuss the various selling skills that you are familiar. Highlight how these selling skills help enable sales personnel.

Discuss the term, scope and evolution of personal selling in the Indian context. List out and explain the situations conducive for personal selling.

Explain the terms sale and distribution in the context of sales management function. Discuss the role of sales and distribution strategy in the exchange process.

Is product launching a necessity? If yes or no, justify with an example. What are the steps involved in the launch of a new product in the market?

Discuss the major concept generation methods that you are familiar with. Analyse the caveats of concept generation in terms of market acceptance of the product

Explain the various options available for a firm in setting responsibility for a new product development. Highlight the advantages and disadvantages of each of these options.

Distinguish between brand name and branding. Discuss the various branding policy decisions available to the marketer. Cite suitable examples for each of these brand policy options.

Explain the concept of portfolio. What is the BCG growth-share matrix? Explain the methodology of constructing the BCG matrix.

Explain the concept and logic behind product line decisions. Identify and elaborate on the features that companies pursue line extensions as a tool for business development.

Discuss the constituents of the product planning system. Explain the matrix approach to product planning.

What is a Product? Discuss the classification of products with suitable examples. Explain the major areas of responsibilities of the product management function.

Reasons for growth of the service sector

Significance of Internal Marketing

Caps Model of Service Quality

Pricing strategy for services includes much more than determining what to charge. Examine the statement with the help of suitable examples.

In what ways is distribution of services different from goods? Identify a few services which can be distributed through electronic channels and discuss the benefits and challenges involved in it.

Why do customers switch service providers? Can you do anything as a marketer to prevent customers from switching? Discuss