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AEREN
FOUNDATION’S Maharashtra Govt. Reg.
No.: F-11724
Course : MBA 4th semester
SUBJECT :SALES MANAGEMENT
Total Marks - 80
N. B.: All Questions are Compulsory.
Q. 1. a) Describe AIDAS theory of selling (5
Marks)
Answer:The AIDAS theory of
selling is one of the widest known theories and is the basis for training
materials across numerous organizations. AIDAS stands for Attention, Interest,
Desire, Action, Satisfaction. The AIDAS theory simply states that a prospect
goes through five different stages before finally responding satisfactorily to
our product. thus he should be led comfortably through all five stages.
Attention – Gaining
attention is a skill and and just like any skill, gaining attention can be
improved upon with practice. A common phrase applicable over
b) Explain the steps involved in prospecting (5
Marks)
Answer:The steps in prospecting are:
Formulating Prospect Definitions: Prospective customers must have the willingness, the financial capacity,
and the authority to buy, and they must be available to the salesperson.
Salespersons waste time when they attempt to sell individuals who have neither
need for the product or money to pay for it. Salespersons waste time if they
try to sell to the wrong persons; so it is important to ascertain which persons
in each firm Have the authority to buy. Although individuals may qualify as
prospects in other respects, they may be inaccessible to the salesperson. The
president of a large corporation, for example, may need insurance and
Q. 2. Describe at length sales related marketing policies (20 Marks)
Answer:The "marketing
objectives" state just where the company intends to be at some specific
time in the future.James Quinn succinctly defined objectives in general as:
Goals (or objectives) state what is to be achieved and when results are to be
accomplished, but they do not state "how" the results are to be
achieved. They typically relate to what products (or services) will be where in
what markets (and must be realistically based on customer behavior in those
markets). They are essentially about the match between those
"products" and "markets." Objectives for pricing,
distribution, advertising and so on are at a lower level, and should not be
confused with marketing objectives. They are part of the marketing strategy
Q. 3. Explain the following in determining the size of the Sales force (15 Marks)
a) Work load method
Answer:For this method, the
workload means the calls the salesmen have to make. The method depends on total
workload (i.e., calls). Here, salesmen’s duties, functions, or activities are
said as ‘calls.’ A call may include a number functions like pre-approach,
approach, and sales presentation, abjection handling, and closing sales.
However, a call can be defined by the company as per its requirements or
expectations.
Q. 4. What are the steps involved in setting up a Sales organization.
Explain them. (10 Marks)
Answer:Sales organisation
which bridges the gap between the market and the productive capacity of the
firm. As the market changes, the sales function accommodates through adjusting
its organisation and manner of operation. Shifts in size bf market operation,
market trends, competitive position and other environmental factors may
necessitate changes in existing sales organisations. An effective sales
organisation usually provides for growth and adaptability to such changes.
You can compare the role of an organisation to
Q. 5. Identify the different marketing activities and other departments
co-ordinating with personnelselling. (10
Marks)
Answer:For a small
business, marketing is an ongoing, daily activity. Keeping the name of the
business in front of its customers means a healthier bottom line and a business
more likely to survive in the long run. Small business owners can choose from a
variety of marketing strategies. Three such strategies that a business can
engage in on a daily basis include relationship marketing, online marketing and
traditional marketing. However, the types of possible marketing are limited
only by the creativity of the person doing the marketing, and different types
will offer different advantages to any given individual business.
Q. 6. Ennumerate different approaches for making the distribution
channel more efficient.(10 Marks)
Answer:
Q. 7. What are the different training methods applicable for salesman?
How would you select thedifferent training methods. (10
Marks)
Answer:When you think of a
natural salesperson, you probably imagine a smooth talker quick to answer your
questions before you even have them. And within a few minutes, you’re
completely sold on a product you’ll never use.
But the very best salespeople aren’t always the slickest talkers —
they’re actually the most effective listeners. Instead of ignoring the client
and trying to stay one step ahead, an effective salesperson carefully listens
to the client’s needs to really
Q. 8. How motivation place an important role in the Sales management.
Explain the differenttheories involved in this. (15
Marks)
Answer:Motivation is a very
important for an organization because of the following benefits it provides:
1. Puts human resources into action: Every concern requires physical, financial and human resources to
accomplish the goals. It is through motivation that the human resources can be
utilized by making full use of it. This can be done by building willingness in
employees to work. This will help the enterprise in securing best possible
utilization of
Dear
students get fully solved assignments
Send
your semester & Specialization name to our mail id :
“
help.mbaassignments@gmail.com ”
or
Call
us at : 08263069601
(Prefer
mailing. Call in emergency )
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