IGNOU MS62 Solved Assignment
IGNOU MBA Solved Assignments 2020
Course Code : MS – 62
Course Title : Sales Management
Assignment Code : MS-62 /TMA/SEM – I/2020
- 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.
- 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 institution.
- ii) Salesman promoting banking products for individuals.
- b) What do you understand by the term “Skill”? What are the various skills that a salesman ought to possess in a sales profession? Illustrate with a suitable example.
- a) What are Sales displays? Explain with examples the different types of displays available to the retailer in effectively managing for customer pull.
- b) Assume that you have been assigned the task of recruitment and selection of sales force. What recruitment sources and selection tools would you employ and why in the following situations?
- i) Missionary Salesmen for Pharma company
- ii) Engineering graduates for an automobile company
- a) Elaborate the importance of training sales force at all the levels in an organization. Discuss the steps involved in the training process in the following situations.
- i) Management graduates joined as management trainee with a MNC firm.
- ii) Product knowledge and its application areas (Technical) for Diploma holders.
- b) As a sales manager, discuss the key considerations in the preparation of sales budget for sales department so as to effectively plan, co-ordinate and control all the activities. Prepare an essay by taking an hypothetical example of your choice.