MS 62 IGNOU MBA Assignments Jan-June 2015

1. What is Sales Management? Discuss the considerations in the formulation of Sales Strategy for the following products:
(a) Any Industrial Product of your choice

(b) For a newly introduced consumer durable (ceiling fan brand) in a highly competitive market.

2. (a) Discuss the concept of personal selling with suitable examples.

(b) Critically evaluate the various theories of personal selling with suitable illustrations.

3. (a) Why and how “Selling Skills” are important for a salesman in pursuit of discharging his responsibilities.

(b) What are the basic objectives of good sales force monitoring system? List and briefly discuss the criteria used to monitor the salesforce team of an FMCG product company.

4. (a) Define and discuss the purpose of Sales Quotas. Elaborate some of the attributes of a good sales quota plan.

(b)What is territory planning? Who and why the activity of territory planning is undertaken in the company. Substantiate with suitable examples of your choice.

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