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MS-62 Solved Assignment

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  • Version: 2018 Jan - June


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

Q&A of Mba MS-62 Solved Assignment 2018 - Sales Management

Q. (a) Discuss the role and responsibilities of a Sales Manager, associated with a fast moving consumer goods firm with pan India operations.

(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.

Q. (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.

Q. (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?

Q. (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.

Product Details: Mba MS-62 Solved Assignment 2018

Course: Ignou MBA (Master of Business Administration)
Session: Jan - June 2018
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 companyís 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 canít prove it, Iím 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 donít understand the purpose of what theyíre doing each day they are working the phones and their.......... If you havenít 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 productís 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 2018 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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