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JAIPUR NATIONAL UNIVERSITY, JAIPUR
School of Distance Education & Learning
Internal Assignment No. 1
Master of Business
Administration / DM
Paper Code: MBA/DMM-202
Paper Title: Sales and
Promotion Management
Q 1. Answer all the questions:
(i..) What do you mean by sales organization?
Answer : Sales organization:
It is a department in company within logistics that designs the company as per
the sales requirements. Sales organization is held responsible for the sales
and distribution of goods and services. The selling
(ii..) Enlist four limitations of personal selling.
Answer: LIMITATIONS
OF PERSONAL SELLING:
(a)
Lack of
knowledgeable and skilled salesman: Salesman having the necessary training and aptitude are rare.
(b)
Bad employers: Many employers engaging the services
of salesmen are unscrupulous. They violate or circumvent laws an
(iii ) Note down the ethical challenges faced by in context of
sales and distribution management in India.
Answer: Challenges faced : Everyone, at some time or the
other, must surely have been sold a product that he or she did not need.
Selling is a profession that has been widely criticized for the unethical
dimensions associated with it. Ethics is the set of rules or standards that govern
the conduct of a person or members of a profess
(iv ) Compare “sales management” with
marketing.
Answer:
Comparison: Sales Management mainly deals with
managing a company’s sales operations. Sales management is mainly responsible
for meeting the sales targets, hiring sales staff, training sales staff,
preparing sales reports, order collections,
.
(v) Write a brief note on functions of
distribution channels.
Answer: Functions
of distribution channel: The main function of
distribution channel is to assemble the goods from different manufacturer and
make it available to the consumer. Apart from this, the channel members also
perform a number of other functions like buying, carrying inventory, selling,
transporting, financing, etc.
Q. 2.
Discuss the importance of selling function and sales force management in
today’s global world.
Answer:
Importance of Selling function
Buying and selling are two branches of exchange process. Selling is
a function in which goods are exchanged with money. So, selling
Selling is supposed to be the heart of marketing. The business ,
which sells goods at reasonable price and satisfies customers, can ge
Q. 3. Describe the various factors determining the sales
compensation plan.
Answer: Key
Factors Determining the Sales Compensation Plan
A good sales compensation plan must treat all salespeople fairly.
Nothing will destroy salespeople’s morale faster than a feeling that their pay
is inequitable. Many factors influence the remuneration plans of salesmen. Some
of those are as follows:
1. Nature of
Product
A product m
The companies that give more emphasis on advertisement and publicity
may be able to create and maintain the demand for their products.
Q. 4. Define transportation. What
are its means and modes of transport? Also describe the criteria for selecting
the effective mode of transport.
Answer: Definition:
Transportation, the movement of goods and persons from place to
place and the various means by which such movement is accomplished. The growth
of the ability—and the need—to transport large quantities of goods or numbers
of people over long distances at high speeds in comfort and safety has been an
index of civilization and in particular of technological progress.
Transportation is treated in a number of articles. For the major
types of propulsion used in modern forms of transportation, see energy
conversion. For forms of transportation for military applications, see military
technology. For the engineering infrastructure on which transportation systems
depend, see roads and highways; bridge; ca
JAIPUR NATIONAL UNIVERSITY, JAIPUR
School of Distance Education & Learning
Internal Assignment No. 2
Master of Business
Administration / DM
Paper Code: MBA/DMM-202
Paper
Title: Sales and Promotion Management
Q. 1. Answer all the questions:
(i) What do you mean by pre-interview
screening?
Answer: Pre-interview
screening: Managers and
human resource professionals post job listings in newspapers, on job boards and
with professional job placement businesses. The listing can attract multiple
candidates for the position, and the manager must sort through these to find
the right person for the job. The manager can use a pre-screening interview to
eliminate unsuitable applicants before scheduling interviews in person. Hiring
managers sort the resumes of interested applicants to develop a list of
candidates to call for a pre-screening
(ii) Enlist any four causes of channel
conflict.
Answer: There are many unique challenges which can face an indirect sales
ecosystem, but perhaps none can be as pernicious -or harmful to long run
optimization- than channel conflict. Channel conflict is any situation where
there is a conflict of interest between a vendor and their sales channels
which, in effect, causes components of the sales ecosystem to fight against
each other rather than working together.
Causes of channel conflict are: –
(iii) Differentiate between wholesalers and retailers.
Answer: Wholesalers: Wholesalers generally buy a large quantity of products directly from
distributors. High-volume purchase orders typically improve a wholesaler’s
buying power. Many distributors provide discounts for a certain number of items
purchased or the total amount spent on merchandise. Wholesalers acquire
merchandise, such as
(iv) “A good salesman can be made.”
Explain.
Answer: Being a salesman takes special
skills that not every person possesses. There are personality and attitude
traits that make it easy for some people to be successful in the sales
business. Others have to work a little harder. That’s why it’s
(v) Write a short note on the basis which a
sales manager can use to establish sales territories.
Answer: Basis which sales managers use to establish sales
territories are: –
Geographic Location: – One factor in
determining territories is geographic location. A territory can be divided by
states, counties, cities or even several territories within a city. The size of
the territory depends on how often the salesperson has to physically visit the
customer. smaller size in order to make this possible.
Q.2 Define a channel of distribution. What
factors determine the choice of channel?
Answer. A channel of distribution : A
channel of distribution or trade channel is defined as the path or route along
which goods move from producers or manufacturers to ultimate consumers or
industrial users. In other words, it is a distribution network through which
the producer puts his products in the market and passes it to the actual users.
This channel consists of: – producers, consumers or users and the various
middlemen like wholesalers, selling agents and retailers (dealers) who
intervene between the producers and consumers. Therefore, the channel serves to
bridge the gap between the point of production and the point of consumption
Q. 3. Explain
the following techniques of sales forecasting:
a) Executive
Opinion
Answer: Any forecast under this method
is done in consultation with person who are directly concerned with the
problem. The responsibility is shared by many and the error of judgment is
avoided to a great extent. It is based on the committee of experts; as a result
better understanding and co-operation are expected in arriving at
b) Sales-Force
Composite
Answer: Sales-Force Composite: In this
method, the organization asks its sales personnel to come up with their
forecasts. It is assumed that such persons who are in direct contact with the
customers and other members of the distribution channel will be better informed
about the trends in demand for the product. The individual forecasts are then
combined to get an overall demand forecast for the organization.
But the results can be
c) Delphi
Method
Answer: Delhi Method: This is an improvement
over the executive opinion method. This method tries to determine the forecasts
on the likely time period of occurrence of certain future events and the
probability of their occurrence. In this method, a group of experts and a Delphi
coordinator will be selected. The experts give their written opinions/forecasts
individually to the coordinator. The coordinator processes, compiles, and
refers them back to the panel members for revision, if any. This to-and-fro
process continues for several
Q.4 What is prospecting, pre-approach and
AIDA approach in personal selling? Explain in detail.
Answer. Prospecting: – Prospecting
refers to identifying and developing a list of potential clients. Salespeople
can seek the names of prospects from a variety of sources including trade
shows, commercially-available databases or mail lists, company sales records
and in-house databases, website registrations, public records, referrals,
directories and a wide variety of other sources. Prospecting activities should
be structured so
Dear students, get latest JNU MBA Solved assignments by
professionals.
Mail us at: help.mbaassignments@gmail.com
Call us at: 08263069601
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