1. a) Distinguish and discuss the term “Sales” and “Selling” with suitable examples. What is a sales strategy? Explain the various activities/ tasks that a sales managers should consider in designing a sales strategy for the firm. Discuss with a hypothetical example. b) Why it is essential to possess a sound knowledge of computer system and its application areas in sales management function? Discuss with an example. 2. a) What is Selling process? Discuss the various stages involved in Selling process in the following situation. i) Salesman selling computer systems for an educational … [Read more...]
MS 62 IGNOU MBA Assignments Jan – Jun 2017
1. (a) What are the major function of Sales Management in the following situations. (i) Cement company with all India operations. (ii) Leading automobile components manufactures. (iii) Company assembling Desktop Computers Systems. (b) Explain the interdependence of Sales function with the distribution function by taking two examples of your choice. 2. (a) What is Marketing Communication? Discuss, Explain the various elements in the communication process and their role in the whole communication process. (b) What is a presentation? Describe the different types of Sales … [Read more...]
MS 62 IGNOU MBA Assignments Jan – June 2016
1. (a) Explain the importance, scope and relevance of Sales Management Function in the current Indian business environment. (b) Why and when personal selling method become’s appropriate and inevitable? Illustrate with two examples of your choice. 2. (a) Discuss the different types of selling skills that a salesman ought to possess in performing and discharging the responsibilities assigned. (b) Sales presentation and Sales displays are two critical activities which are increasingly becoming most important for the marketer in promotion of the firms offering. Discuss the above statement … [Read more...]
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 … [Read more...]
MS 62 IGNOU MBA Assignments Jan – June 2014
1. (a) Explain the Personal Selling Process. Discuss the importance of “Sales Resistance” in the selling process. Take a hypothetical situation of such resistance and suggest suitable steps to resolve the same. (b)What do you understand by the term Negotiation? Discuss. 2. (a) Why Sales Force monitoring system is essential in an enterprise? Discuss the objectives and briefly explain the various criteria used to monitor sales team of a company selling industrial products. (b) Explain the typical structure of a Presentation. 3. (a) Discuss the factors influencing design of compensation … [Read more...]
MS-62 June 2013 Sales Management
1) 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. 2) 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 your self the suitability for a senior sales position for the top management of an MNC. 3) a) What are the various methods or … [Read more...]