Question

1. Describe the personal selling process.         2. Discuss the role of coaching and mentoring in personal selling and sales management      3. Assess the importance of sales forecasting and budgeting Evaluate
4. methods of sales force compensation        5. Explain the relationship between the
sales department and other departments        6. Create a personal code of sales ethics

Answer 1

1. b2. Roal of coaching and mentoring in personal selling and sales management

• Training, mentoring and coaching are the tools which enhace the performance of sales executive.
• These toolls increase the level of knowledge about the product, market and consumers with help of this the sales executive perform well in the market .
• These learning tool increases the abilities, knowledge and skills in the executor.
• This is observe that the significant training and coaching increase the productivity of labour force.

3. Importance of sales forecasting and budgeting.

1. Sales Planning - When you forecast the sales budget ar that time only you plan the structure of selling and plan the salesforecasting is the tool that helps them identify the customers to meet their objectives.
2. Demand and Forecasting - Sales forecast is the best tool to get a good estimation of demand for a commodity which you are thinking to sell.
3. Inventory control- The more accurate the sales forecast, the better prepared your company will be to manage its inventory, avoiding both overstock and stock-out situations. Stable inventory also means better management of your production.
4. Supply Chain management- When you can predict demand and manage production more efficiently, you also have better control over your supply chain.
5. Financial Planning- Having good forecasting information at your disposal also gives you the ability to explore possibilities to increase both revenue and net income.