ASSIGNMENT Jan-2019
MS-62 Sales Management
Note: Attempt all the questions and submit this
assignment on or before 30th April, 2019 to the coordinator of your study centre.
1.
(a) What are the major objectives of
Sales Management in an enterprise? Discuss the role and responsibilities of a
Sales Manager with the firm you are associated or familiar with.
(b) Distinguish
Personal Selling from Direct Marketing. What are the requisite qualities and
abilities of a good sales personnel? Elaborate.
2.
(a) Discuss the stages in personal
selling process. Is it necessary that the salesman should follow all the
stages? If yes or no, illustrate with suitable examples in either case.
(b) List out and discuss with suitable
examples the various types of selling skills that the field sale personnel
should possess in discharging their responsibilities.
3.
(a) Make
an attempt to study the sales force management of a firm you are associated or
familiar with and analyze the job analysis and job description of each sales
job in practice.
(b) What is the criteria to identify the
relevant recruitment sources for hiring salesman? Discuss each of these source
and highlight their inherent benefits.
4. (a) What
are the objectives of training of sales force? Describe the various methods of
identifying training needs in the
following situations.
(i) OTC Products sales man
(ii) Door to Door salesman (Home
appliances)
(iii) Industrial Water Cooler
(Institutional salesman)
(b) Explain
the purpose and the need for sales control in sales function with an example.
Discuss the various methods used to control the performance of sales personnel
and bring out the limitations if any in each of these methods.
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