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Course
Code : MS-62
Course
Title : Sales
Management
Assignment
Code : MS-62/TMA/SEM-I/2018
Coverage : All Blocks
Note : Attempt all the questions and submit this assignment
on or before 30th April, 2018
to the coordinator of your study center.
- (a) Discuss the role and responsibilities of
a Sales Manager, associated with a fast moveing consumer goods firm with
pan
(b) Why
is Personal Selling method is still very much in vogue in the current market
environment. Elaborate with suitable examples. Briefly discuss the various
situations conductive for Personal selling other than the list mentioned in the
study/ course material.
- (a) Discuss the AIDAS theory of selling by
taking a suitable example of your choice. What are its merits and
drawbacks of this theory.
(b) What
are Selling skills. List out and explain the various types of skills. How does
these skills help a salesman in effectively discharging the responsibilities
assigned to him.
- (a) As a Sales Manager of a Publishing House
what methods would you adopt in identifying training needs for the sales
force. Discuss briefly the various steps in training process.
(b) What
are the basic components of a compensation package? Why and how the
compensation package differ between the companies selling similar and different
types of products?
- (a) Discuss the importance of Sales planning
function in the following
(i)
Single Product firm targeting North India Market.
(ii)
Multi Product firm targeting all India Market.
What is
territory Planning? What are the steps involved in territory Planning and its
importance in achieving the sales objectives. Discuss.
(b)
Discuss the meaning and importance of Sales Budgeting. What are the different
methods of Sales Budgeting that are generally adopted by a firm.
IGNOU MS-62
SOLVED ASSIGNMENT JANUARY-JUNE 2018
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