Q.1. Discuss the various theories of selling. Illustrate with examples, the theory of selling best suited for hospitality industry. (20)There are three main theories of selling -1. AIDAS TheoryThis theory is based on the premise that during a sales presentation, the...
Q.1. Describe the process of sales strategy formulation. Explain with the help of suitable examples from the hospitality industry. (20)The sales management function, comprises the management of the sales personnel and activities that make up the corporate sales...
Q.1. Discuss the factors responsible for interdependence of sales and distribution. What are the key decision areas in sales management which are particularly relevant to sales strategy formulation ? Interdependence of Sales and Distribution Apart from the important...
Q.1. Explain the various steps involved in personal selling process. Explain with suitable example from Hospitality Industry. (20) Personal selling Process 1. Prospecting Prospecting is the first and the most important component of personal selling. Prospecting...