MS-62: SALES MANAGEMENT

ASSIGNMENT

Course Code : MS - 62

Course Title : Sales Management

Assignment Code : MS-62/SEM - I /2011

Coverage : All Blocks

Note: Assignments Solved by www.distpub.com

1 a) Discuss the role and importance of sales management function in a larged sized FMCG company with national operations.

b) What do you understand by the term ‘salesmanship”? Elaborate

2 a) Explain the different types of selling skills that a salesperson should possess in order to discharge his/her core responsibilities effectively.

b) Trace the reasons for the rapid growth in retail communication since the last one decade in the Indian Business Environment.

3 a) Discuss the importance of compensation and its influence on the sales force performance and productivity with suitable illustrations.

b) Explain the need and purpose of monitoring systems in an Enterprise where personal selling is extensively used in promoting the firm’s products.

4 a) What are the attributes of a good sales quota plan?

b) Discuss the commonly used methods of sales control. How should sales analysis be done for multi Product Company selling consumer durables through nationwide retail network?