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Sales Management
Jun 2025 Examination
Q1. Rajiv, the Sales Director at
Prime Electronics, is preparing the annual sales budget for the upcoming
financial year. He must allocate funds across different sales activities,
including promotions, sales team incentives & distribution costs, while
ensuring profitability. What key factors should Rajiv consider while preparing
the sales budget & how can he ensure it aligns with the company's revenue
goals? (10 Marks)
Q2. Amit is a sales executive at an
insurance company, responsible for selling customized insurance plans to
clients. He notices that many potential customers hesitate to purchase due to
confusion about policy benefits. How can Amit effectively use personal selling
to address customer concerns & close more deals? (10 Marks)
Q3(A). Vikram is the Regional Sales
Manager for a popular FMCG brand specializing in snacks & beverages. His
team covers a large, diverse area with both urban & rural markets. Vikram
has noticed that some territories are underperforming, while others have
overlapping routes that lead to inefficient coverage & missed
opportunities. To improve sales, he needs to redesign the sales territories
& create an effective route plan. Vikram considers several criteria, such
as market potential, customer density & travel time, to ensure balanced
workloads for his sales team. Additionally, he is exploring different methods
for designing these territories to ensure full coverage & minimal overlap.
Finally, he wants a route plan that allows each salesperson to cover their
assigned territory efficiently without redundancy.
What criteria should Vikram use
when designing his sales territories to ensure balanced coverage and maximize
efficiency? (5 Marks)
Q3(B). Vikram is the Regional Sales
Manager for a popular FMCG brand specializing in snacks & beverages. His
team covers a large, diverse area with both urban & rural markets. Vikram
has noticed that some territories are underperforming, while others have
overlapping routes that lead to inefficient coverage & missed
opportunities. To improve sales, he needs to redesign the sales territories
& create an effective route plan.
Vikram considers several criteria, such as market potential, customer density
& travel time, to ensure balanced workloads for his sales team.
Additionally, he is exploring different methods for designing these territories
to ensure full coverage & minimal overlap. Finally, he wants a route plan
that allows each salesperson to cover their assigned territory efficiently
without redundancy.
Suggest an effective method Vikram
could use to design these territories & plan routes that improve coverage
& minimize travel time. (5 Marks)
Dear Students,
Get fully solved assignments by professionals providing since 2012 — trusted by
over 10,000+ students!
100%
plagiarism-free or your money back!
Send
your queries to: help.mbaassignments@gmail.com
( Call/WhatsApp: +918263069601
Fast,
reliable, and guaranteed quality!
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