Sales and Distribution Management

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.

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%