Sales and Distribution Management

2. Both the channel member and the _________ can have influence on each other.
4. The _________sales structure the sales activities organized around related product lines or manufacturing divisions.
6. Channel _________ defines how the channel is required to operate.
7. _________________distribution channels are used for luxury and niche products.
10. 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 analysis identify unprofitable product lines, territories, and customer segments.
14. The distribution strategy to use both online and offline channels in a seamless manner is called______
15. _______________ is generated when actions of any channel member come in the way of the system achieving its objectives
16. Both quantitative and ________factors are considered while selecting a middleman.
18. Performance standard by which salespeople are measured.
20. __________ power is to provide support of special knowledge.

1. In this category of goods distributors’ margin is 3 to 10%
3. A sales ______________is a visual representation of your customers and prospects across the stages of sales process.
5. This salesperson provides information, build goodwill, introduce new products.
8. Channel members are motivated by giving them incentives, ______, promotion and research support.
9. A sales _______is an estimate of future demand & provides the basis for planning decisions.
11. He identifies prospects and talk to them.
13. Most convenient pack size which the consumer can buy at a time.
17. This analysis is used to compare fixed and variable costs associated with the two types of reps.
19. In _________distribution the company reaches to consumers or retailers without use of intermediaries.