MM02 Sales&DistributionManagement

AssignmentI AssignmentCode:2014MM02A1LastDateofSubmission:15thApril2014 MaximumMarks:100

Attemptallthequestions.Allthequestionsarecompulsoryandcarryequalmarks.

1. 2. 3. 4.

SectionA
Howimportantisthesalesforecastingprocessinacompanysplanningprocessandwhy? Whytelemarketinggotsomuchofpopularityinmodernselling?Whatkindof organizations cangoinfortelemarketingasasolutiontosalesproblems? Whatadvantagesdoesasalesterritoryhaveforafirm,thesalespeople,andthecustomers?

What are the various methods of fixing sales quota? Why do quotas based on judgementofthesalesforceneedmoderation?

SectionB CaseStudy RinaChandranpassedoutofabusinessschoolwithspecializationinmarketingandinformation technology.ShejoinedanITfirmasatechnicalwriterwritingsoftwaredocumentationforsales and marketing division of a large client. In the beginning she was excited about the fast paced life, salary structure, and growing software industry, but lately she has started having doubts. She keeps hearing how important her job is to the organization but she does not understand how her work contributes to the success of a large IT firm. Her exposure to the company is limitedtotheBangaloreoffice,hercolleagues,cafeteria,andthepersonneldepartment. 5. WhatshouldITfirmdotomakeherseethewholepictureandgainanunderstandingof andcommitmentofhowhercompanyfunctions?

MM02 Sales&DistributionManagement
AssignmentII AssignmentCode:2014MM02A2LastDateofSubmission:15thMay2014 MaximumMarks:100
Attemptallthequestions.Allthequestionsarecompulsoryandcarryequalmarks.

1. 2. 3. 4.

SectionA

What are the advantages of brain storming? How does brainstorming help in increasing thecreativityofthesalespeople? Hertzberg is of the opinion that the motivators are only responsible for positive motivationandthathygienefactorsareresponsibletocheckthescopeofdemotivation. Explainthetwofactortheoryanditsapplicationstosalesmanagement? Why is the importance of Dealer and Distributor network for product selling organizations? What are the different methods of inventory management and why it is important for salesexecutivestounderstandthemforthepurposeoforderprocessing? SectionB CaseStudy

ABC Electronics administers annual performance reviews to all its employees. The sales manager heading the south Indian market operations recently attended a training programme and came to know that sales people need to be evaluated for a short period of time and with greater frequency. He is planning to write a memo to the companys vicepresident and suggestinganewevaluationsystem. 5. What suggestions will you give to the sales manager so that he can include them as reasonsforamorefrequentevaluationofthesalesforce?