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MS-62 Solved Assignment

MS-62 Solved Assignment

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  • Version: 2020 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 2020 - Sales Management

Q. (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.

Q. 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.

Q. 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

Q. 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.

Product Details: Mba MS-62 Solved Assignment 2020

Course: Ignou MBA (Master of Business Administration)
Session: Jan - June 2020
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 2020 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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