Sales and Distribution Management
Across
- 2. The _________sales structure the sales activities organized around related product lines or manufacturing divisions.
- 3. Most convenient pack size which the consumer can buy at a time.
- 4. _______________ is generated when actions of any channel member come in the way of the system achieving its objectives
- 6. In this method we calculate the size of a sales territory by dividing the forecasted sales revenue by average sales dollars per salesperson.
- 12. This salesperson provides information, build goodwill, introduce new products.
- 14. Performance standard by which salespeople are measured.
- 15. This analysis is used to compare fixed and variable costs associated with the two types of reps.
- 17. Both the channel member and the _________ can have influence on each other.
- 18. This analysis identify unprofitable product lines, territories, and customer segments.
- 19. __________ power is to provide support of special knowledge.
Down
- 1. In _________distribution the company reaches to consumers or retailers without use of intermediaries.
- 2. Channel _________ defines how the channel is required to operate.
- 5. Channel members are motivated by giving them incentives, ______, promotion and research support.
- 7. _________________distribution channels are used for luxury and niche products.
- 8. The distribution strategy to use both online and offline channels in a seamless manner is called______
- 9. He identifies prospects and talk to them.
- 10. A sales ______________is a visual representation of your customers and prospects across the stages of sales process.
- 11. Both quantitative and ________factors are considered while selecting a middleman.
- 13. A sales _______is an estimate of future demand & provides the basis for planning decisions.
- 16. In this category of goods distributors’ margin is 3 to 10%