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Course: Master of Business Administration
Question and answer of MS-62 Solved Assignment
MS-62 Solved Assignment 2021 – Sales Management
1. (a) Explain with a suitable example the major differences/ activities performed between Sales and Marketing function performed in a FMCG Company.
(b) Discuss the sales process that you would adopt in the following situations and why?
(i) IT company selling Banking software
(ii) Company selling Buses for State Road Transport
2. (a) What do you understand by selling skills in sales function? Explain with a suitable example the different kinds of selling skills that a saleman ought to possess.
(b) Discuss the objectives of recruitment and selection functions in any firm that you are associated or familiar with.
What recruitment sources will you recommend for the following & why?
(i) Missionary Salesman for a Pharma Company
(ii) Salesman for promoting Banking products
3. (a) When and why training assumes importance for a Salesman? Discuss. Do you agree that sales training should be a continued and an on going activity? Elaborate.
What is sales planning? Why territory planning is of strategic importance for sales function? Briefly explain the approaches to territory design.
4. (a) Explain the need for sales Organisation in a FMCG company of your choice.
(b) Discuss the role and responsibilities of:
(i) Sales Executive of a courier company.
(ii) Sales Manager of a Academic Publishing House.