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NMIMS Global Access
School for Continuing Education
(NGA-SCE)
Course: Sales Management
Assignment Marks: 30
Instructions:
·
All Questions carry equal marks.
·
All Questions are compulsory
·
All answers to be explained in not more than 1000 words for question 1
and 2 and for question 3 in not more than 500 words for each subsection. Use
relevant examples, illustrations as far aspossible.
·
All answers to be written individually. Discussion and group work is
not advisable.
·
Students are free to refer to any books/reference
material/website/internet for attempting theirassignments, but are not allowed
to copy the matter as it is from the source of reference.
·
Students should write the assignment in their own words. Copying of
assignments from otherstudents is not allowed.
·
Students should follow the following parameter for answering the
assignment questions.
|
For Theoretical Answer |
|
For Numerical Answer |
||
|
Assessment Parameter |
Weightage |
Assessment Parameter |
Weightage |
|
|
Introduction |
20% |
Understanding
and usage of the formula |
20% |
|
|
Concepts and
Application related to the question |
60% |
Procedure /
Steps |
50% |
|
|
Conclusion |
20% |
|
Correct Answer
& Interpretation |
30% |
June 2021 Examination
1. Astus Auto, is a new start up dealing with CNG two wheelers.
They have hired you as a sales consultant. Can you guide them with the Sales
process with regards to their product?
Answer 1.
INTRODUCTION:
Sale: Sale means a
transaction involving money between two or more people. In this transaction,
the buyer receives goods or services and pays the seller money in exchange. If
we talk about the financial market, the sale means an agreement between a buyer
and a seller for a security price. If the good or service transferred to the
other party involves no money or compensation, it will be considered a
donation, not a sale. Hence, we can say that a money transfer is necessary for
completing a sales transaction.
2. You are hired as the HR Manager for Sales Force Mumbai, a
company dealing with managing contract sales for various apparel brands in
Western India. Can you guide your team about the best strategies to recruit,
select and train best sales employees?
Answer 2.
INTRODUCTION:
Sales employee: A person or employee
of an organization responsible for selling a product or service to the
potential consumer.
Recruitment: Recruitment is a
process of
3. A newly set up Sales start up, dealing in sales and
distribution of different types of soles for shoes to various shoe
manufacturers has hired you as their consultant.
a. They are confused between whether they should go a
centralization or decentralization in their management style. Can you guide
them with features of both along with their benefits and problems? (5 Marks)
Answer 3a.
INTRODUCTION:
Centralized management system: The management system
in which a small group of individuals of managers makes the decisions in an
organization. This type of management system is prevalent in big and
competitive industries.
Decentralized management system: It is quite the
opposite of the previous management system. In a decentralized management
b. Also,
can you guide them about the various types of Sales Organizational structures
they could choose from for their organization?
Answer 3b.
INTRODUCTION:
Sales organization structure: It is the segmentation
of the sales team of an organization into specialized groups based on the
region, number of products, and services offered by the company. A sales
organization structure includes cold calling, business development, incoming
sales call processing, etc. A good sales organizational structure will help an
organization in keeping and increasing the high conversion rate effectively.
CONCEPT AND APPLICATION:
Dear students, get latest Solved NMIMS assignments and
case study help by professionals.
Mail us at : help.mbaassignments@gmail.com
Call us at : 08263069601
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