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ASSIGNMENT
Course Code : MS-62
Course Title : Sales
Management
Note : Attempt all the questions and submit this assignment on or
before 30th April, 2013 to the coordinator of your study center.
Q1. (a)
Explain the important role of Sales and Distribution in the exchange process
with suitable examples.
(b) What
is Personal Selling? Critically evaluate the growing importance of personal
selling in the present market environment.
Ans. (a). Sales
refers to the exchange of goods or services for an amount of money or its
equivalent in kind. Selling helps an organization achieve its business goals.
Thus, managing sales in an organization is a critical activity. A sales manager
needs to
(b) Personal
selling occurs where an individual salesperson sells a product, service or
solution to a client. Salespeople match the benefits of their offering to the
specific needs of a client. Today, personal selling involves the development of
Q2. a)
Discuss the importance of selling skills in personal selling function.
b) Suggest
suitable presentation strategy in the following situations.
i)
Creating awareness for safe drinking water among rural people
ii)
Presenting yourself the suitability for a senior sales position for the top
management of an MNC.
Ans. (a).
Delivery of a specially designed message to a prospect by a seller, usually in
the form of face-to-face communication, personal correspondence, or a personal
telephone conversation. Unlike advertising, a personal sales message can be
more specifically targeted to individual prospects and easily altered if the
desired
(b). 1. Non-communicable
diseases such as cardiovascular diseases, diabetes, hypertension, stroke,
cancer and respiratory illnesses are the top five causes for mortality and
morbidity these days. Earlier, communicable diseases were the main causes of
death.
The shift can be attributed to changing
lifestyle, food habits and stress. Apart from these, anemia, malnutrition,
maternal/
Q3. (a)
What are the various methods or approaches that a sales manager can manage his
sales team? Discuss with suitable examples.
(b) Why
recruitment and selection of sales personnel for an engineering/capital goods
company assumes a challenge for a Human Resource Manager? Discuss by making
appropriate assumptions.
Ans. (a). Evidence
repeatedly shows that turning around a sales team starts with turning around
the sales manager. Sales managers are uniquely positioned to influence and
empower sales reps to greater levels of success, but sales managers sometimes
become so busy and distracted that they neglect their own professional
development as they get caught up trying to survive the latest fire drill. It
only takes insight into three key areas to
(b). The
process of recruiting and selecting employees is something that, if done
properly, gives your company a return on the investment, according to the
Management Standards website. Part of developing effective human resources
policies is understanding the challenges of recruitment and selection. An
investment in a good recruiting process pays for itself in decreased turnover
and higher employee
Q4. (a)
Planning and controlling functions are key to every successful sales department
in an organization. Explain in detail the role and relevance of their functions
by picking a suitable example of your choice.
(b) The
key consideration in territory management are forecasting sales and assigning
sales quotas to the sales force. Discuss with a suitable example.
Ans. (a) Managers
exist in every business. In fact, managers do the same types of tasks in all
businesses. Whether a person manages a hair salon or a factory, the manager’s
job consists of similar tasks. Planning, organizing,
(b) Territory
management is an account sharing system that grants access to accounts based on
the characteristics of the accounts. It enables your company to structure your Sales
force data and users the same way you structure your sales territories.
Particularly if your organization has a private sharing model, you may need to
grant users access to accounts based on criteria such as postal code, industry,
revenue, or a custom field that is
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students get fully solved assignments
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