Questionnaire

As a part of our academic course, we are conducting a study to find out the Sales organization
structure and the distribution network of your esteemed organization. The data provided by
you shall be kept confidential and used for academic purposes only.

Q-1 what is the flow of communication in the organization?

Top Down ( ) Bottom Up ( ) Both ( )

Q-2 How are the lubricants basically classified into?

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Q-3 Do you have a different sales force for different lube products?

Yes ( ) No ( )

Q-4 How are they classified ?

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Q-5 Is your organization structure also based on functions?

Yes ( ) No ( )

Q-6 For one product line you cater to

Single Market ( ) Multiple Market ( )

Q-7 Which are the markets you cater too?

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Q-8 What is the companies organization structure?
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Q-9 What is the sales organization structure?

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Q-10 What is the line of command?

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Q-11 How are the markets divided?

Product wise ( ) Territory wise ( )

Q-12 Which of the following networks are there in your sales organization?

a. Regional network
b. State network
c. City/town network
d. District network
e. Others, if
any………………………………………………………………………

Q-13 What is the present sales force size? __________________________________

Q-14 What factors influence you to decide a particular sales force size?
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Q-15 For effective sales force deployment, which of these components have been
considered

a. Optimal sizing of a sales force

b. Optimal allocation of sales call effort(workload allocation)
c. Optimal alignment of sales territories
d. All of the above

Q-16 Which departments provide support services to the sales department?

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Q-17 How do the other departments support the sales function?

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Q-18 Does your territory alignment criteria have the following objectives?

□ Balanced workload
□ Compact
□ Minimize travel time
□ All of the above
Q-19 Can you please identify the channel members in your distribution system?

Wholesalers ( )
Retailers ( )
C&F Agent ( )
Distributers ( )
Super stockiest ( )
Stockiest ( )
Dealers ( )
Agents ( )
Others ___________________________________________________

Q-20 What Transportation does your company uses for delivering the order?
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PERSONAL INFORMATION

Name :________________________________________________________

E-Mail Add :-_______________________________________________________

Contact No :-_______________________________________________________

Thank You ! ! !