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MS-62 Solved Assignment

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  • Version: 2019 Jan - June

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Soft Copy: Yes
Downloadable File: Yes
University: IGNOU
Course: Master of Business Administration

Q&A of Mba MS-62 Solved Assignment 2019 - Sales Management

Q. (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.

Q. 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.

Q. 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.

Q. 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.

Product Details: Mba MS-62 Solved Assignment 2019

Course: Ignou MBA (Master of Business Administration)
Session: Jan - June 2019
Subject: Sales Management

Old Sample Answers of Mba Ignou MS-62 Assignments

Q. What is Personal Selling?
Answer. Unlike mass media or direct communications, personal selling requires people to interact with prospects and customers. Personal selling can range from simple transaction....... a cashier's desk in a grocery store to complex team selling in a business-to-business situation. For some companies, personal selling is their prime marketing communications approach..........
Personal selling can be an expensive but highly effective means of conveying the company's offer directly to a customer. A salesperson can use the vast array of......... the deal and persuade the customer. However, customers have developed equally complex scripts to handle the sales pitch. Although I can't prove it, I'm sure the word skepticism originated as a response to an egregiously dishonest salesman........
The majority of sales people operate in the field of industrial or trade marketing. However, personal selling is also a part of some areas of consumer marketing such as retailing, personal financial services or home improvements. Whatever the arena, the ........... very similar and the tasks the sales person has to undertake are effectively the same. For organizational customers, the main difference is that there is an added......... This results from the greater number of people....... decision making process, the more formalized procedures involved and the distinct steps that an organization tends to follow in the purchase decision.......

Q. Write a note on Selling process
Answer.The most fundamental problem in sales is that salespeople truly don't understand the purpose of what they're doing each day they are working the phones and their.......... If you haven't internalized what selling is at a macro level, then your ability to formulate relevant and effective sales strategies that swiftly move a prospect through the buying cycle is compromised........
Whether selling apparels shoes, furniture or electronic devices, retail salespersons ............ in finding what they are looking for and try to interest them in buying the merchandise.......... They describe a product's feature, demonstrate its use or show various models and colours. All these actions that may ultimately lead to a sales transaction form........ Get Ignou Mba MS-62 Solved Assignment 2019 Jan - June Sales Management..........

Q. Write a note on territory planning
Answer. Once a sales representative has been assigned a territory, the real work begins: the ....... begin reaching out to current customers, as well as potential customers and creating the ........... expand business in that territory. In actuality, sales territory planning lays the foundation for sales forecasting........ However, sales forecasting typically refers to a corporate exercise by which target numbers are used and then budgets and resources are tied into them............ The problem with many business sales forecasts is that they are typically guided from the top down...... A territory plan is a strategy that is written down detailing the actions........., tasks, and objectives you must complete to ......... sales quota. Most territory plans include......

Q. Write a note sales managers.
Answer. To be a successful sales manager, you need to be an effective leader. Some of the responsibilities of leading a ............. creating a sales vision and inspiring and motivating team members. The responsibilities of managing a...... One of the most important skills of a successful sales ...... ability to effectively manage time. Learning to balance the responsibilities of managing and leading can be one of the most difficult obstacles that .........


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