Vimal Oil Limited TASK 2

(A) Explain Ansoff’s product – market expansion Matrix
Most suitable is Market

Discuss how you would develop a corporate strategy for VOL considering penetration strategy & Market development strategy
Since the company
key decision areas and justify your answer. needs to extensive distribution of its present products and increase
penetration into
Many areas of prospective segments and geographical
expansion of availability

The student is free to use his /her own explanation on own market
development and distribution strategy by considering cost factor

Ansoff’s Matrix…
What is a sales organization / definition & purpose of it
(B)
What type of organizational structure would you recommend for this new
direction? Justify your answer with a chart and discuss impact, advantages and
disadvantages of this decision.
Example / Organization means the systematic coordination of the functions
essential to achieving organizational objectives. The objective of a sales
organization, therefore, is the performance of various activities necessary to
promote sales. The functions of sales organization can be classified as
follows……… (If needs student can discuss the functions in brief
 Any of below structures recommended and student is
sales organization has the following basic purposes sales organization has the following basic purposes

 Define the line of authority • Define the line of authority

• Ensure that all necessary activities are assigned and performed

 Ensure that all necessary activities are assigned and
performed • Create lines of communication

 Create lines of communication • Provide for coordination and balance

 Provide for coordination and balance • Provide insights into avenues of development
• Geographic sales specialization organization
 Provide insights into avenues of development
• Product-based sales specialization organization

• Customer-based specialization organization

• Hybrid sales organization

• Team-based organization.
 Geographic sales specialization organization
 Product-based sales specialization organization
 Customer-based specialization organization
 Hybrid sales organization
 Team-based organization
 Market Build-up method recommended
, Market-buildup method
is a market forecasting technique that involves identifying total
potential buyers in a particular market and it would be the
recommended technique to use to decide on its territories
(C)
Briefly discuss the most suitable method you will use to decide the sales
territories for VOL and how important SFA (sales force automation) system to
improve distribution efficiency.
SFA
Sales force automation (SFA) is an integrated application of customizable
customer relationship management (CRM) tools that automate and streamline
sales inventory, leads, forecasting, performance and analysis. The student is
expected to explain the productivity increase by using SFA as a tool for sales
management.
 Benefits

 Save Time
 Improve Customer Service
 Increase Revenue
 Opportunity Management
 Manage Sales Teams
 Improve company image
 Improve employee motivation and satisfaction

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