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AEREN
FOUNDATION’S Maharashtra Govt. Reg. No.:
F-11724
Name : UMER MUQUTHER S A Marks : 80
Course : Specialisation
Subject : Marketing Management
Answer the following question.
Question.1.
Explain the steps involved in prospecting
Answer:The steps in prospecting are
(1) formulating prospect definitions,
(2) searching out potential accounts
(3) qualifying prospects and determining
probable requirements, and
(4) relating company products to each
Question.2.
What are the steps involved in setting up a Sales organization. Explain them.
Answer:You can organize a sales force in a number of ways including by region,
product line, market sector or customer size. The number of people on your
sales team, the size and complexity of your product range, the geographical
spread of your business and the type of customers you deal with influence the
structure you choose.
1.
Align
your sales organization with your
Question.3.
Write short notes on :
(a)
Sales management.
Answer:Sales management is a business discipline which is focused on the
practical application of sales techniques and the management of a firm's sales
operations. It is an important business function as net sales through the sale
of products and services and resulting profit drive most commercial business.
These are also typically the goals and performance indicators of sales
management.
(b)
Sales Organizations.
Answer:In committee sales organization the committee is never the sole basis for
organizing a sales department. It is a method organizing the executive group
for planning and policy formulation while leaving actual operations, including
implementation of plans and policies, to individual executives.
Thus, many firms have a sales training
committee (comprised of the general sales manger, his or her assistants, the
sale training manager, and perhaps representative divisional or regional sales
mangers) that meets periodically to draft
(c)
Sales manager.
Answer:A sales manager is someone who is responsible for leading and guiding a
team of sales people in an organization. They set sales goals & quotas,
build a sales plan, analyze data, assign sales training and sales territories,
mentor the members of his/her sales team and are involved in the hiring and
firing process.
What does a Sales Manager do?
Question.4.
Define salesmanship. Enumerate functions of salesman?
Answer:“The personal selling” and “salesmanship” are often used interchangeably,
but there is an important difference. Personal selling is the broader concept.
Salesmanship may or may not be an important part of personal selling and it is
never ‘all of it. Along with other key marketing elements, such as pricing,
advertising, product development and research, marketing channels and physical
distribution, the personal selling is a means through which marketing
programmes are implemented.
The broad purpose of marketing is to bring a
firm’s products into contact with markets and to effect profitable exchanges of
products for money. The purpose of personal selling is to bring the right
products into contact with the right customers, and make
Question.5.
Describe at length sales related marketing policies.
Answer:A sales person's professional life is characterized by various highs and
lows. At times he may clinch a deal and close a sale, at other times he may
have to face the customer's rejection. Thus, the life of a salesperson is
certainly not an easy one. What differentiates a successful company from a
not-so-successful one is its sales force. The sales force of a company
comprises the sales managers and the sales personnel. Both have distinct roles
to play and responsibilities to fulfill toward the achievement of the sales
objectives of the organization.
The sales manager who occupies a middle-level
position in an organization satisfies the demands and expectations of not only
those above him and those whom he is
Question.6.
How motivation place an important role in the Sales management. Explain the
different theories involved in this.
Answer:Motivation is one of the forces that lead to performance. Motivation is
defined as the desire to achieve a goal or a certain performance level, leading
to goal-directed behavior. When we refer to someone as being motivated, we mean
that the person is trying hard to accomplish a certain task. Motivation is
clearly important if someone is to perform well; however, it is not sufficient.
Ability—or having the skills and knowledge required to perform the job—is also
important and is sometimes the key determinant of effectiveness. Finally,
environmental factors such as having the resources, information, and support
one needs to perform well are critical to determine performance. At different
times, one of these three factors may be the key to high performance. For
example, for an employee sweeping the floor, motivation may be the most
Question.7.
What are the sources of recruitment of salesman?
Answer:Right salesmen can help company achieve marketing objectives. Recruitment
and selection are two important decisions in sales force management that
concern with ensuring the right type (right qualities, right qualifications,
and right experience) of sales personnel.
Problem of recruitment and selection arises
when:
Question.8.
Explain briefly the law relating to rights of buyers and sellers?
In the absence of a contract to the contrary,
the buyer and the seller of immovable property respectively are subject to the
liabilities, and have the rights, mentioned in the rules next following or such
of them as are applicable to the property sold:
(1) The seller is bound-
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