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MS-62 JAN JUNE 2016 SOLVED ASSIGNMENT

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Dharmendra Sikarwar

This document provides a sample assignment for the MS-62 Sales Management course. It includes two questions, the first asking to explain the importance, scope and relevance of sales management in the Indian business environment and discuss examples, and the second asking about personal selling methods, skills needed by salespeople, and examples. The document provides detailed responses to both questions covering topics like importance of sales management, types of selling skills, recruitment sources for different industries, and the role of sales presentations and displays in promotion.

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MS-65SAMPLE MS-62 ASSIGNMENT JAN JUNE 2016 Course Code MS - 62 Course Title Sales Management Assignment Code MS-62/TMA/SEM - I/2016 Assignment Coverage All Blocks MBA Help Material Provided by Unique Tech Publication Unauthorized copying, selling and redistribution of the content is prohibited. This Material is provided for your reference only. The utility of this content will be lost by sharing. Please do not share this material with others. To know price of this assignment & For more inquiry visit: http://ignousolvedassignmentsmba.blogspot.in/ Dharmendra Kumar Singh ignousolvedassignmentsmba@gmail.com Mail Us- ignou4you@gmail.com School of Management Studies INDIRA GANDHI NATIONAL OPEN UNIVERSITY MAIDAN GARHI, NEW DELHI – 110 068
This is sample copy, Only for viewing. You cannot copy or take print of this copy. 1. (a) Explain the importance, scope and relevance of Sales Management Function in the current Indian business environment. Sales Management- Sales management ----------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------the goals and performance indicators of sales management. Importance- Improves Product Development- A sales -------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------offer the optimal product or service to generate high sales volumes and profit margins. Optimizes Distribution- Sales ---------------------------------------------------------------------------------------------------------------------- distribution methods and maximizes their use. For example, if your -------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------promotions and change your product packaging. Better Financial Decisions- Some ---------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------you might want to discontinue selling it. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. Improves Staff Quality- A sales plan is ------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------them work their territories effectively. The following are the other factors showing importance of the sales management: (i) Introduction of --------------------------------------market. (ii) Increasing ---------------------------------------- products. (iii) Reducing ------------------------------------ distribution. (iv) Export ----------------------------------. (v) Development in the ------------------------------------------------------- within and outside the country. (vi) Rise in per capita ----------------------------------------------------- by the consumers. Scope- Sales ---------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------activities of salespersons, including salesmanship and the problems faced by salespersons.
From the organization’s viewpoint, there are three objectives of sales management: achieving sufficient sales and volume, providing ample -------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------are depicted in Figure below. Relevance- Sales management, ----------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------major objectives of the sales function. Sales management revolves around a -------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------of the sales programme are all responsibilities of the sales manager. Thus sales management today is of greater significance and includes marketing activities, like advertising, sales promotion, research, distribution and pricing. Sales alone cannot bring profits to an organization; today, with competition in the marketplace it is of relationship selling that brings success to any organization. Example of Sales Management Function in the current Indian business environment- Tupperware India Pvt. Ltd is a --------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------- containers. Tupperware started its operations in India in 1996 and has been growing steadily over the years.
Tupperware Corporation, parent ------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------------informative and entertaining home parties, retail access points in malls and other convenient venues. The sales organization structure of Tupperware is geographic in nature. TW was earlier headed by Managing Director Mr. Kanwar Bhutani. However, after he left, his place was taken. The Tupperware Party Plan ------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------to spread the Tupperware experience. Tupperware has carved a niche in the market. Currently no other company enjoys the position enjoyed by Tupperware. (b) Why and when personal selling method become’s appropriate and inevitable? Illustrate with two examples of your choice. Personal selling is promotional ------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------with the customer. The average sales call costs about $300. It is difficult to ensure consistency of message when it is delivered by many different company representatives. The credibility of salespeople often depends on the quality of their company’s image, which has been created by other promotion strategies. About 14 million people in the U.S. are employed in personal selling. Today, most salespeople are well-educated, well--------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------. At the other extreme are order getters, whose positions demand the creative selling of products ranging from appliances, industrial equipment, and airplanes to insurance, advertising, and information technology services. The sellers promote the product through their attitude, appearance and specialist product knowledge. They aim to inform and encourage the customer to buy, or at least trial the product. The importance of the personal --------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------amounts of personal selling.
It is important to remember that for many companies the salesperson represents the customer’s main link to the firm. In fact, the salesperson is the company. Therefore it is --------------------------------------------------------------------------- link. Through the efforts of the successful salesperson, a company can build relationships with customers that continue long. Personal selling is an integral of the marketing system, fulfilling two vital duties: one for customers and one for companies. Lacking relevant information, customers are likely to make poor buying decisions. For example: ---------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------best position to act as the intermediary through which valuable information can be passed back and forth between product providers and buyers. Despite the above ------------------------------------------------------------------------------------------------------------------------------------------------ ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------pressure, etc. Lastly, it is difficult to recruit, train and motivate competent salespersons. A good example of personal selling is found in department stores on the perfume and cosmetic counters. A customer can get ----------------------------------------------------------------------------------- with relatively high prices, or with complex features, are often sold using personal selling. Great examples ------------------------------------------------------------------ -------------------------------------------------------------------- businesses to other industrial customers. Personal selling is used to meet the five objectives of promotion in the following ways: 1 Building Product Awareness – A -------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------marketing is leading to personal selling becoming a useful mechanism for introducing consumers to new products. 2 Creating Interest – The fact that personal selling involves person-to-person communication makes it a natural method for getting customers to experience ----------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------- professionals can often accomplish both objectives during the first encounter with a potential customer. 3 Providing Information – ---------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------- with large amounts of sales support including brochures, research reports, computer programs and many other forms of informational material. 4 Stimulating Demand – By far, the most important ---------------------------------------- customers to make a purchase. 5 Reinforcing the Brand – Most personal ---------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------- company’s products and by doing so helps strengthen customers’ knowledge of what the company has to offer. Example 2 Mary Kay Cosmetics, unlike most other consumer product companies, relies primarily on personal selling which takes place in independent interactions or at --------------------------------------------------------------------------------------------- are available online for purchase, customers buy products through thousands of independent consultants nationwide because Mary Kay products are not available in retail stores. Advertisements such as this personal Mary Kay beauty consultant ad communicate the product to customers. This example introduces ------------------------------------------------------------------------------------------------------------------------
------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------the best fit for the consumer’s needs and wants. The purpose of it as not only making sales but building customer relationships. The role of the sales force is crucial ------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------to effectively reach consumers and accomplish objectives just as Mary Kay has done in the beauty industries. For example, you will see that these shirts are made of pure silk and the button holes as well as the buttons are such that they will not tear easily. The material is ‘--------------------------------------------------------------------------------------------------------------- ------------------------------------ than one per cent. The collars are also trubenised…” In this way the salesman agrees with the customer and continues with his sales talk. In case the customer actually goes round, he will bear in mind the various points that the salesman had shown in connection with his goods and would very likely return to make the purchase from him. 2. (a) Discuss the different types of selling skills that a salesman ought to possess in performing and discharging the responsibilities assigned. Types of selling skills- All businesses require some type of --------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------professional. The creative sales skills process consists of eight steps, none of which is less important than any other if the process is to be effective. It should be emphasized to all employees that all steps are vital to the achievement of effective sales. 1. Pre-Customer Contact Selling A smart builder would not -------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------should know: Policies, Procedures, and Rules. Have these in writing for all employees to see and to know. Operation of Equipment. No matter whether the ---------------------------------------------------------------------------------------------- --------------------------------- it works is not after a sale while the customer waits for the change. Target Market Knowledge. The better salesperson knows something of the likes and --------------------------------------------------- -------------------------------------------------------------------------------------------------------------------------------------------- Tell the salespeople about customer's interests and their ability to buy. Product Knowledge. A salesperson gains confidence ----------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------------------------------product on their own. It is management's responsibility to encourage employees to gain product and service knowledge. Management should make such knowledge available to them. 2. Prospecting Selling Although not appropriate to every ----------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------- or to phone about a service. It is concerned with taking the initiative by going to the customer with a product or service idea. Prospecting may be of two types: new or regular customer prospecting. New Customer Prospecting. A ------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------------------------------------------------------------
-------------------------------------------------------------------------------------------------the initiative to contact and create new customers. Regular Customer Prospecting. A --------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------. Don't go to the well too often. Prospecting with the same regular customer on a frequent basis can make prospecting lose the special feeling that it can create in customers. Do not overuse it. 3. Initial Contact The most effective way to close a sale is -------------------------------------------------------------------------------- not open this way. The typical initial store contact begins in this manner: Clerk: "May I help you?" Customer: "No --------------------------------------." This ritual leaves much to be desired. Why? ----------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------------------as an individual by responding differently to each customer. Initial contact also means ---------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------, creative initial contact with the customer can go a long way to promote sales. 4. Presentation of Merchandise (Presentation Sales Skills) In presenting merchandise (or services) to the customer, the salesperson should use product knowledge to best advantage. How? Buyer Benefits. Although it is good to talk ------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------but it is also important to stress the implied benefit that they will also appeal to the opposite sex. Sell benefits! Customer Involvement. Product ------------------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------and let the fun of dancing do some of the sales. The same is true with clothes, perfume, sports equipment, and almost anything else. Use Showmanship. In presenting ----------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------, easy-to-see everything manner. Ask your salespeople to think like a customer, what would I like to see? Message Adaptation. A knowledgeable --------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------------the customer with known facts. It could lose a sale. 5. Handling Objections Remember, if objections are present, -------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------on the part of the salesperson. Common types of customer objections that are faced by a salesperson are:
Product: "That ----------------------------------------of-date." Store: "You ---------------------------------------------- of merchandise." Service: "If I believe ----------------------------------------- from you." Price: "It is just too expensive." Salesperson: "Are you ----------------------------------------- right?" These and other objections can be met by the salesperson in several ways. Using the above product objection as an example, these methods include: These four --------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------will be made. 6. Closing the Sale (Closing Skills) In various ways, the salesperson can assist the ---------------------------------------------------------------- decision. Closing techniques that can aid in this effort include: Offer a Service. "Let us deliver it to you this afternoon." A "yes" implies purchase. Give a Choice. "Do you want the five-piece or eight-piece cooking set?" Either choice implies purchase. Note that "No" was not one of the choices. Offer an Incentive. "---------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------customer. 7. Suggestion Sales Skills The customer has made a ---------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------, what about a light bulb to go in it? If a picture is purchased, what about the necessary hardware to hang it properly? If a suit is bought, what about a new blouse or shirt that goes well with the color? Where appropriate, the creative salesperson will actually get the suggested item and show it to the customer. Or if a person brings in a watch to ----------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------the firm's business. 8. Sales Follow-up Although not apparent to many salespeople------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------------------------of repeat business by the customer. Follow-Up may also concern itself with ---------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------48 hours after cleaning to be sure that everything is satisfactory. Sales follow-up builds goodwill and repeat business. (b) Sales presentation and Sales displays are two critical activities which are increasingly becoming most important for the marketer in promotion of the firms offering. Discuss the above statement in detail giving two examples. In selling technique, a sales presentation or sales pitch is a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of the product or service. A presentation is a ---------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------------------------------------------------------------
----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------- many of them are oral version of a written document. There are a number of people who often question why good presentation skills are needed in the corporate world. The people who usually ask this are those who do not -------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------Therefore, one of the important attributes for successful people in business today is the ability to present well. Today, it’s not just what you know that counts but how you present your knowledge to the world. Delivering accomplished presentations is a vital skill in ---------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------do something about it, i.e., get into action, a reference or to create an impression of credibility and stature. Those who understand how to present effectively understand how to structure their presentations, what to say and how to say it in order to make an impact with their -------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------from presentation to presentation. One cannot be a good presenter overnight. Your sales presentation needs a good, clear framework for your message. Not only does the right structure help you efficiently get from point A to point B, but it also serves some other very important functions:  Organizing your message: You've ---------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------ ------------------------------------------------------------------------------------------------------------------------------------------------ --------------------------------------------------------------------------------------------------------------------------------------A good structure helps you get your arms around all that information, prioritize, and organize it in a way that has the greatest impact on your audience.  Simplifying your message: Without --------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------ ------------------------------------------------------------------------------------------------------------------------------------------------ ---------------------------------------------------------------------------------------------------------------------------------------, at least not daunting for the prospect to adopt and put into use.  Moving your audience: A good structure takes your audience on a journey that leads to a natural and obvious conclusion. Because buying decisions are rarely based on logic alone, your structure should allow room for making a strong emotional case as well. Display is the act of putting ------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------to the eye of the prospects. By sales display, the manufacturer -------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------of purchase. The objectives of sales display are enlisted as below:  It presents the ------------------------------------------------------------ buyers.  It gives an idea ----------------------------------------------------------, quality, size, colour, design etc.
 It assists the ------------------------------------------------------------------------------------ buy them.  Sales display ------------------------------------------------------------------------------ them to purchase.  Sales display reminds ----------------------------------------------------------------------- to buy.  It ----------------------------------------------------------------------- manufacturer.  Wholesalers and retailers ------------------------------------------------------- the goods without hesitation. Thus in light of above discussion we can say that Sales presentation and Sales displays are two critical activities which are increasingly becoming most important for the marketer in promotion of the firms offering. 3. (a) Briefly discuss different recruitment sources being employed by firms in the Indian context. Suggest suitable recruitment in the following situations. Once a -------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------another, mainly with respect to their recruitment sources. The recruitment policy of a ------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------channels and promotional strategy. Recruitment sources for following situations are as follows: a) Textile machinery/capital goods selling The searching of --------------------------------------------------------- is the most important aspect of recruitment process. A clothing/textile technologist works on the ----------------------------------------------------------------------------------------------------- ----------------------------------------------------------- work to make sure the end product performs to specifications. They work on the development of --------------------------------------------------------------------------- liaising with those involved in the production process. The textile and clothing industries are ------------------------------------------------------------------------------------------------------------ and industrial textiles. The candidates may be available inside or ----------------------------------------------------------------------------------------- i.e., internal and external sources. Transfers- For textile -------------------------------------------------------------------------------------------------------------------------------- -------------------------------- similar jobs. These do not involve any change in rank, responsibility or prestige. The numbers of persons do not increase with transfers. Employment at Factory Level – This a ----------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------------” workers. Employment Exchanges – There are certain ----------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------------------. Now-a-days recruitment in government agencies has become compulsory through employment exchange. Employment Agencies – There are certain professional organizations which look towards recruitment and employment of people, i.e. these private agencies run by private individuals supply required manpower to needy concerns. Recommendations – There are --------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------which can later on prove to be inefficient.
Labour Contractors – These ----------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------appointed have to also leave the concern. Unsolicited Applicants – Many job seekers visit the office of well-known companies on their own. Such callers are considered nuisance to the daily work -------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------- Recruitment At Factory Gate – Unskilled workers may ------------------------------------------------------------------- a permanent worker is absent. More efficient among these may be recruited to fill permanent vacancies. b) Banking Products According to sources, the bankers ----------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------- is not good enough to attract good talent and it needs to be revised, sources cited the bankers as saying. Currently, the recruitment in public ---------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------and profitability in the public sector banks to increase. But private banks use some other methods for recruitment of employees to sell their banking products. The general sources of recruitment in this situation are : Advertisement: This is a common ---------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------picture of the company and the working culture. Campus recruitment: There are ------------------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------, it suffers from the limitation that it is suitable only for filling “entry level” positions. Websites: With the advent of the ------------------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------list out people with specific skills. Employee referrals: Some ------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------create nepotism and allows cliques of friends and relatives to form in an organization. Placement Agencies: Placement agencies --------------------------------------------------------------------------- Companies in need of personnel contact these agencies with their profile. The agencies provide them with a list of potential candidates. The placement agencies can also assist in the recruitment process. (b) Pickup any Industrial product firm of your choice or you are associated with and examine the importance of monitoring and performance appraisal of sales force. Monitoring and evaluation ------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------understanding around the many multi-layered factors underlying violence against women, women’s experiences with such violence, and the effectiveness of the response at the service provider, community, national and international level.
This is critically important because while --------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------------in resource poor areas, where difficult decisions need to be made with respect to funding priorities. At the programme level, the purpose of monitoring and evaluation is to track implementation and outputs systematically, and measure the effectiveness of programmes. It helps determine exactly when a programme is on track and when changes may be needed. Monitoring and evaluation forms the basis for modification of interventions and assessing the quality of activities being conducted. Monitoring and --------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------can be judged a “success”. Monitoring and evaluation together provide the necessary data to guide strategic planning, to design and implement programmes and projects, and to allocate, and re-allocate resources in better ways. Example- Tata has strong values where vision and --------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------concern about the well being of its employees and bettering its standards continuously with passion and pride. According to Ratan Tata, in addition to ------------------------------------------------------------- by managers and employees. He's gentle, kind manner give rise to loyalty and yet he encourages his manager to make tough decisions. I am highly inspired ---------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------to perform tasks and high employee satisfaction. This is the reason why the leading brand of Tata group is able to maintain its position and becoming better with its own authenticity. Today, Tata deals with its costumers worldwide countries like China, Japan, Malaysia, Singapore, France, Germany. It is very true that the team works within any organization helps businesses to overcome all kinds of problems whether it is internally or externally. The most challenging aspect of a performance ----------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------that must be administered in order to monitor the performances throughout the appraisal cycle. Thus, it’s very important to ------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------Although the process may be tedious, the end result is one of great importance. Some of the positive results of performance appraisals are: It encourages employees ------------------------------------------ future It presents an opportunity for -------------------------------------------------------------------------------- salary or promotion During the appraisal, employees --------------------------------------------------------------------------------, in effect, allowing employees to discuss personal concerns It --------------------------------------------------------------------------------------------------------------------- job duties and issues with work performance It allows employees to identify what ------------------------------------------------------------------------ There are instances when education provided by ---------------------------------- necessity to advance success overall
It holds employees ------------------------------------------------------------------ that an appraisal is coming, the employee has the opportunity to prepare in advance It provides the opportunity --------------------------------------------------------------------------------------------------- in the achievement of those goals Performance Appraisal information is used to find out whether an employee requires additional training and development. Deficiencies in performance may be due to inadequate knowledge or skills. For e.g. A professor -------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------ the higher level position. Examples- Voltas have evolved a ------------------------------------------------------------------------------------------------------------------------------------------ ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------resource development system. The State Bank of India also -------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------is likely to be resisted even if it is good for the employees and, therefore, should be carefully planned and monitored. 4. (a) Discuss the basic types of sales organizations you are familiar with. Bring out the major differences in terms of activities performed by sales organization Vs. marketing organization in a large manufacturing and marketing firm. The sales organization represents the selling unit in the legal sense. It is responsible for example for --------------------------------- -------------------------------------------; and direct mailing campaigns. It also helps you to offset business operations internally. These are of following types- 1. The line sales organization is the oldest ------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------------------------on the next higher level. Responsibility is definitely fixed, and those charged with it also make decisions and take action. Lines of authority run vertically through the structure. And all persons on any one organizational level area independent of that level. The line sales organization sees its greatest use in ----------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------higher level. For example, the assistant sales manager of ----------------------------------------------------------------------------- sales manager. Similarly, contacts by sales personnel with the office staff flow up through the organization to sales manager and back down through the assistant sales manager in charge of the office to the office staff. 2. The line and staff sales organization is often -------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------time and frees them from excessively detailed work, they make it possible for their chiefs to concentrate their efforts where they have the most skill. If the top sales executive is not equipped, through prior training or experience, ------------------------------------------------------------------------ effectiveness of the department study or providing detailed analysis to staff executives. The top sales executive has more time for planning and for dealing with higher priority matters.
3. Some sales departments use -------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------is utilized to the fullest extent. Duty assignments and delegation of authority are made according to function. No matter where a particular function appear in the organization, it is in the jurisdiction of the same executive. In the functional sales department, salespeople receive instructions from several executives but on different aspects of their work. Provision for coordinating the -------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------put into effect with or without prior approval of the top level coordinating executive. 4. In committee sales organization the ---------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------------. Implementation of these plans and polices, however is the responsibility of the sales training manger, if the company has one, or of the line and or staff executives responsible for sales training in their own jurisdictions. Other committees found in sales organization --------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------likely to be better than under any other organization plan. Co – ordination is of utmost importance in Committee sales organization. Sales organization Vs. marketing organization- A sales organization is responsible for the sale and distribution of goods and services. It represents the selling unit as a legal entity. It is responsible for product guarantees and other rights to recourse, for example. ---------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------------------------------------of SD (such as pricing, availability, etc.). Marketing organisation is ------------------------------------------------------------------------------------------------------------------------------------ ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------marketing functions to be performed by proper coordination among marketing persons. Sales and marketing typically are ------------------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------------internally has a much better chance of achieving success. Sales and marketing have distinct duties, --------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------or services and close the deals. Sales staff bring in the profits directly. Instead of keeping the two divisions --------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------contacts. Instead of competing against ------------------------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------------------------------------------------------------
-------------------------------------------------------------------------------------------. In turn, the executive in charge of both divisions can report more accurately to the entire top management team, creating a more adhesive organization overall. Manager must be mindful of placing too ---------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------------the customer. All internal restructuring efforts should maintain a clear focus on serving your customers. Decisions need to focus on building customer relationships first, followed by an interdependent team with mutual goals. (b) Elaborate the importance of sales forecasting and sales quotas in managing the sales functions of the firm. How do they affect the performance of the sales personnel in discharging their job responsibilities? Discuss. A sales forecast is an ------------------------------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------future. Thus sales forecasting shows the probable volume of sales. “Sales forecast is an estimate --------------------------------------------------------------------------------- is tied to a proposed marketing plan and which assumes a particular state of uncontrollable and competitive forces.” Importance of Sales Forecasting: 1. Supply and demand for the --------------------------------------------------------------------------------------------------- light of the anticipated estimate; and regular supply is facilitated. 2. A good inventory control is --------------------------------------------------------------- of under stocking and overstocking. 3. Allocation and -------------------------------------------------------------------------------------------------. 4. It is a forward planner as all other --------------------------------------------------------------------------------------------, transport facility etc., depend in accordance with the sales volume expected in advance. 5. Sales opportunities are --------------------------------------------------------------------------------------------- success is made. 6. It is a gear, by --------------------------------------------------------------------------------------------------------- forecasting. 7. Advertisement --------------------------------------------------------------------------------------------------- advantage to the firm. 8. It is an indicator to the ----------------------------------------------------------------------------------------------------- helps to overcome difficult situations. 9. It is a measuring ---------------------------------------------------------------------------------------------- whole, can be measured. 10. Sales personnel and ------------------------------------------------------------------------------------------- volume, in advance. 11. It regularizes productions --------------------------------------------------------- rates. It also reduces idle time in manufacturing. 12. As is the sales forecast, so is the --------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------front, an understanding of the reasons for decisions, and a broadened outlook.” Sales Quotas are a reflection of sales ----------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------------------------------------------------------------
--------------------------------------------------------------------------------------------------------as a comparison with quotas being set. Managers use one sales quota plan for the fiscal year. Importance of Sales Quota- A sales quota is a quantitative ---------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------are used to plan, control and evaluate selling activities of a company. They provide a source of motivation,' a basis for incentive compensation, standards for performance evaluation of sales person and uncover the strengths and weaknesses in the selling structure of the firm. For example, a ---------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------typewriter quota outsold the uncontrolled quota group. This example shows that generally speaking sales persons are quota achievers and their motivation may fall off if easy or no quotas are set for them to achieve. Top 3 benefits of automated sales territory and quota management: 1. Connecting sales management and finance. When --------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------. For example, if additional reps are added to their territory, or ------------------------------------------------------------------ one system means they’ll have historical and current metrics that guide the territory definition and quota setting process. 2. Improved processes and efficiencies. --------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------to manually distribute, receive and submit spreadsheets by email and gives reps insight into their territories and targets. 3. Getting Reps Running faster. ------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------new reps can be assigned accounts and the faster quota can be distributed and adjusted, the faster that rep can show their value. Well-defined territories and optimized quota setting directly impact sales results. A self-service territory and quota management solution can help. How do they affect the performance of the sales personnel- Providing Goal and Incentives : -------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------sales quotas, set should be perceived as being realistic and attainable. Controlling Sales Persons Activities: Quotas ----------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------the sales person fails to attain these quotas, the company can take corrective action to rectify the mistake. Evaluating Performance: Quotas ------------------------------------------------------------- territory or distributive network. Performance against quotas also helps identify the strong and weak points of the sales persons. Controlling the Selling Expenses: Quotas --------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------set profit quotas.
Making Effective Compensation Plan: Quotas --------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------basis for calculating the bonus. If the sales person does not reach the minimum desired quota, he/she will not be entitled for any bonus. I am sending sample of MS-62 assignment. If you like then you can buy this assignment. We provide excellent assignments. Assignments Code Assignment Name Price (Rs.) MS-62 Sales Management 130 Following options are available in our below mentioned Account. 1. Click on below link and purchase online from web store This method is very simple. In this method you can purchase assignments like anything you purchases online. Here you can directly pay using your debit card/ credit card/ net banking within seconds. This is a faster method and you will get assignments faster than any other method. https://www.payumoney.com/store/buy/mba-jan-june-2016-solved-assignments 2. If you have Paytm App then you can send money direct to our Paytm wallet using our mail id ignousolvedassignmentsmba@gmail.com or mobile no 8604607390 3. If you have MobiKwik App then you can send money direct to our MobiKwik wallet using our mail id mobile no 8604607390
4. ONLINE TRANSFER USING NET BANKING: Bank details are given below along with IFSC code of the bank branch. You can transfer funds online conveniently from your home/office without any extra charges. 5. CASH DEPOSIT- You can directly walk-in to any nearest branch of bank and deposit cash directly in the given bank account. 6. IMPS TRANSFER- HDFC/CITI BANK ACCOUNT HOLDERS can transfer funds to our account instantly using their net banking. There is a new feature called IMPS transfer. This transfer happens instantly and is very simple Bank Details Bank Name ICICI Bank Account no. 628101546792 Account Type SAVING A/C Account Holder Name DHARAMENDRA KUMAR SINGH IFSC code & branch address IFSC Code- ICIC0006281 Branch- HAZRAT GANJ, LUCKNOW Note- Bank Transaction charges – No extra charge in case of Cash deposit Bank Name STATE BANK OF INDIA Account no. 31436792295 Account Type SAVING A/C Account Holder Name DHARMENDRA KUMAR SINGH IFSC code & branch address IFSC Code- SBIN0003085 Branch- TOWN HALL, SHAHJAHANPUR (UP) Note- Bank Transaction charges – Rs. 50/- applicable for cash deposit/ATM /Cheque payment in SBI A/C. (Rs. 50/- extra on total amount). DHARMENDRA KUMAR SINGH

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MS-62 JAN JUNE 2016 SOLVED ASSIGNMENT

  • 1. MS-65SAMPLE MS-62 ASSIGNMENT JAN JUNE 2016 Course Code MS - 62 Course Title Sales Management Assignment Code MS-62/TMA/SEM - I/2016 Assignment Coverage All Blocks MBA Help Material Provided by Unique Tech Publication Unauthorized copying, selling and redistribution of the content is prohibited. This Material is provided for your reference only. The utility of this content will be lost by sharing. Please do not share this material with others. To know price of this assignment & For more inquiry visit: http://ignousolvedassignmentsmba.blogspot.in/ Dharmendra Kumar Singh ignousolvedassignmentsmba@gmail.com Mail Us- ignou4you@gmail.com School of Management Studies INDIRA GANDHI NATIONAL OPEN UNIVERSITY MAIDAN GARHI, NEW DELHI – 110 068
  • 2. This is sample copy, Only for viewing. You cannot copy or take print of this copy. 1. (a) Explain the importance, scope and relevance of Sales Management Function in the current Indian business environment. Sales Management- Sales management ----------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------the goals and performance indicators of sales management. Importance- Improves Product Development- A sales -------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------offer the optimal product or service to generate high sales volumes and profit margins. Optimizes Distribution- Sales ---------------------------------------------------------------------------------------------------------------------- distribution methods and maximizes their use. For example, if your -------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------promotions and change your product packaging. Better Financial Decisions- Some ---------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------you might want to discontinue selling it. Sales management looks at the profit contribution, opportunity cost and impact of carrying each product on your operations. Improves Staff Quality- A sales plan is ------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------them work their territories effectively. The following are the other factors showing importance of the sales management: (i) Introduction of --------------------------------------market. (ii) Increasing ---------------------------------------- products. (iii) Reducing ------------------------------------ distribution. (iv) Export ----------------------------------. (v) Development in the ------------------------------------------------------- within and outside the country. (vi) Rise in per capita ----------------------------------------------------- by the consumers. Scope- Sales ---------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------activities of salespersons, including salesmanship and the problems faced by salespersons.
  • 3. From the organization’s viewpoint, there are three objectives of sales management: achieving sufficient sales and volume, providing ample -------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------are depicted in Figure below. Relevance- Sales management, ----------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------major objectives of the sales function. Sales management revolves around a -------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------of the sales programme are all responsibilities of the sales manager. Thus sales management today is of greater significance and includes marketing activities, like advertising, sales promotion, research, distribution and pricing. Sales alone cannot bring profits to an organization; today, with competition in the marketplace it is of relationship selling that brings success to any organization. Example of Sales Management Function in the current Indian business environment- Tupperware India Pvt. Ltd is a --------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------- containers. Tupperware started its operations in India in 1996 and has been growing steadily over the years.
  • 4. Tupperware Corporation, parent ------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------------informative and entertaining home parties, retail access points in malls and other convenient venues. The sales organization structure of Tupperware is geographic in nature. TW was earlier headed by Managing Director Mr. Kanwar Bhutani. However, after he left, his place was taken. The Tupperware Party Plan ------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------to spread the Tupperware experience. Tupperware has carved a niche in the market. Currently no other company enjoys the position enjoyed by Tupperware. (b) Why and when personal selling method become’s appropriate and inevitable? Illustrate with two examples of your choice. Personal selling is promotional ------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------with the customer. The average sales call costs about $300. It is difficult to ensure consistency of message when it is delivered by many different company representatives. The credibility of salespeople often depends on the quality of their company’s image, which has been created by other promotion strategies. About 14 million people in the U.S. are employed in personal selling. Today, most salespeople are well-educated, well--------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------. At the other extreme are order getters, whose positions demand the creative selling of products ranging from appliances, industrial equipment, and airplanes to insurance, advertising, and information technology services. The sellers promote the product through their attitude, appearance and specialist product knowledge. They aim to inform and encourage the customer to buy, or at least trial the product. The importance of the personal --------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------amounts of personal selling.
  • 5. It is important to remember that for many companies the salesperson represents the customer’s main link to the firm. In fact, the salesperson is the company. Therefore it is --------------------------------------------------------------------------- link. Through the efforts of the successful salesperson, a company can build relationships with customers that continue long. Personal selling is an integral of the marketing system, fulfilling two vital duties: one for customers and one for companies. Lacking relevant information, customers are likely to make poor buying decisions. For example: ---------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------best position to act as the intermediary through which valuable information can be passed back and forth between product providers and buyers. Despite the above ------------------------------------------------------------------------------------------------------------------------------------------------ ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------pressure, etc. Lastly, it is difficult to recruit, train and motivate competent salespersons. A good example of personal selling is found in department stores on the perfume and cosmetic counters. A customer can get ----------------------------------------------------------------------------------- with relatively high prices, or with complex features, are often sold using personal selling. Great examples ------------------------------------------------------------------ -------------------------------------------------------------------- businesses to other industrial customers. Personal selling is used to meet the five objectives of promotion in the following ways: 1 Building Product Awareness – A -------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------marketing is leading to personal selling becoming a useful mechanism for introducing consumers to new products. 2 Creating Interest – The fact that personal selling involves person-to-person communication makes it a natural method for getting customers to experience ----------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------- professionals can often accomplish both objectives during the first encounter with a potential customer. 3 Providing Information – ---------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------- with large amounts of sales support including brochures, research reports, computer programs and many other forms of informational material. 4 Stimulating Demand – By far, the most important ---------------------------------------- customers to make a purchase. 5 Reinforcing the Brand – Most personal ---------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------------------------- company’s products and by doing so helps strengthen customers’ knowledge of what the company has to offer. Example 2 Mary Kay Cosmetics, unlike most other consumer product companies, relies primarily on personal selling which takes place in independent interactions or at --------------------------------------------------------------------------------------------- are available online for purchase, customers buy products through thousands of independent consultants nationwide because Mary Kay products are not available in retail stores. Advertisements such as this personal Mary Kay beauty consultant ad communicate the product to customers. This example introduces ------------------------------------------------------------------------------------------------------------------------
  • 6. ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------the best fit for the consumer’s needs and wants. The purpose of it as not only making sales but building customer relationships. The role of the sales force is crucial ------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------to effectively reach consumers and accomplish objectives just as Mary Kay has done in the beauty industries. For example, you will see that these shirts are made of pure silk and the button holes as well as the buttons are such that they will not tear easily. The material is ‘--------------------------------------------------------------------------------------------------------------- ------------------------------------ than one per cent. The collars are also trubenised…” In this way the salesman agrees with the customer and continues with his sales talk. In case the customer actually goes round, he will bear in mind the various points that the salesman had shown in connection with his goods and would very likely return to make the purchase from him. 2. (a) Discuss the different types of selling skills that a salesman ought to possess in performing and discharging the responsibilities assigned. Types of selling skills- All businesses require some type of --------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------professional. The creative sales skills process consists of eight steps, none of which is less important than any other if the process is to be effective. It should be emphasized to all employees that all steps are vital to the achievement of effective sales. 1. Pre-Customer Contact Selling A smart builder would not -------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------should know: Policies, Procedures, and Rules. Have these in writing for all employees to see and to know. Operation of Equipment. No matter whether the ---------------------------------------------------------------------------------------------- --------------------------------- it works is not after a sale while the customer waits for the change. Target Market Knowledge. The better salesperson knows something of the likes and --------------------------------------------------- -------------------------------------------------------------------------------------------------------------------------------------------- Tell the salespeople about customer's interests and their ability to buy. Product Knowledge. A salesperson gains confidence ----------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------------------------------product on their own. It is management's responsibility to encourage employees to gain product and service knowledge. Management should make such knowledge available to them. 2. Prospecting Selling Although not appropriate to every ----------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------- or to phone about a service. It is concerned with taking the initiative by going to the customer with a product or service idea. Prospecting may be of two types: new or regular customer prospecting. New Customer Prospecting. A ------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------------------------------------------------------------
  • 7. -------------------------------------------------------------------------------------------------the initiative to contact and create new customers. Regular Customer Prospecting. A --------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------. Don't go to the well too often. Prospecting with the same regular customer on a frequent basis can make prospecting lose the special feeling that it can create in customers. Do not overuse it. 3. Initial Contact The most effective way to close a sale is -------------------------------------------------------------------------------- not open this way. The typical initial store contact begins in this manner: Clerk: "May I help you?" Customer: "No --------------------------------------." This ritual leaves much to be desired. Why? ----------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------------------as an individual by responding differently to each customer. Initial contact also means ---------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------, creative initial contact with the customer can go a long way to promote sales. 4. Presentation of Merchandise (Presentation Sales Skills) In presenting merchandise (or services) to the customer, the salesperson should use product knowledge to best advantage. How? Buyer Benefits. Although it is good to talk ------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------but it is also important to stress the implied benefit that they will also appeal to the opposite sex. Sell benefits! Customer Involvement. Product ------------------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------and let the fun of dancing do some of the sales. The same is true with clothes, perfume, sports equipment, and almost anything else. Use Showmanship. In presenting ----------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------, easy-to-see everything manner. Ask your salespeople to think like a customer, what would I like to see? Message Adaptation. A knowledgeable --------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------------the customer with known facts. It could lose a sale. 5. Handling Objections Remember, if objections are present, -------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------on the part of the salesperson. Common types of customer objections that are faced by a salesperson are:
  • 8. Product: "That ----------------------------------------of-date." Store: "You ---------------------------------------------- of merchandise." Service: "If I believe ----------------------------------------- from you." Price: "It is just too expensive." Salesperson: "Are you ----------------------------------------- right?" These and other objections can be met by the salesperson in several ways. Using the above product objection as an example, these methods include: These four --------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------will be made. 6. Closing the Sale (Closing Skills) In various ways, the salesperson can assist the ---------------------------------------------------------------- decision. Closing techniques that can aid in this effort include: Offer a Service. "Let us deliver it to you this afternoon." A "yes" implies purchase. Give a Choice. "Do you want the five-piece or eight-piece cooking set?" Either choice implies purchase. Note that "No" was not one of the choices. Offer an Incentive. "---------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------customer. 7. Suggestion Sales Skills The customer has made a ---------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------, what about a light bulb to go in it? If a picture is purchased, what about the necessary hardware to hang it properly? If a suit is bought, what about a new blouse or shirt that goes well with the color? Where appropriate, the creative salesperson will actually get the suggested item and show it to the customer. Or if a person brings in a watch to ----------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------the firm's business. 8. Sales Follow-up Although not apparent to many salespeople------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------------------------of repeat business by the customer. Follow-Up may also concern itself with ---------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------48 hours after cleaning to be sure that everything is satisfactory. Sales follow-up builds goodwill and repeat business. (b) Sales presentation and Sales displays are two critical activities which are increasingly becoming most important for the marketer in promotion of the firms offering. Discuss the above statement in detail giving two examples. In selling technique, a sales presentation or sales pitch is a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of the product or service. A presentation is a ---------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------------------------------------------------------------
  • 9. ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------- many of them are oral version of a written document. There are a number of people who often question why good presentation skills are needed in the corporate world. The people who usually ask this are those who do not -------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------Therefore, one of the important attributes for successful people in business today is the ability to present well. Today, it’s not just what you know that counts but how you present your knowledge to the world. Delivering accomplished presentations is a vital skill in ---------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------do something about it, i.e., get into action, a reference or to create an impression of credibility and stature. Those who understand how to present effectively understand how to structure their presentations, what to say and how to say it in order to make an impact with their -------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------from presentation to presentation. One cannot be a good presenter overnight. Your sales presentation needs a good, clear framework for your message. Not only does the right structure help you efficiently get from point A to point B, but it also serves some other very important functions:  Organizing your message: You've ---------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------ ------------------------------------------------------------------------------------------------------------------------------------------------ --------------------------------------------------------------------------------------------------------------------------------------A good structure helps you get your arms around all that information, prioritize, and organize it in a way that has the greatest impact on your audience.  Simplifying your message: Without --------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------ ------------------------------------------------------------------------------------------------------------------------------------------------ ---------------------------------------------------------------------------------------------------------------------------------------, at least not daunting for the prospect to adopt and put into use.  Moving your audience: A good structure takes your audience on a journey that leads to a natural and obvious conclusion. Because buying decisions are rarely based on logic alone, your structure should allow room for making a strong emotional case as well. Display is the act of putting ------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------to the eye of the prospects. By sales display, the manufacturer -------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------of purchase. The objectives of sales display are enlisted as below:  It presents the ------------------------------------------------------------ buyers.  It gives an idea ----------------------------------------------------------, quality, size, colour, design etc.
  • 10.  It assists the ------------------------------------------------------------------------------------ buy them.  Sales display ------------------------------------------------------------------------------ them to purchase.  Sales display reminds ----------------------------------------------------------------------- to buy.  It ----------------------------------------------------------------------- manufacturer.  Wholesalers and retailers ------------------------------------------------------- the goods without hesitation. Thus in light of above discussion we can say that Sales presentation and Sales displays are two critical activities which are increasingly becoming most important for the marketer in promotion of the firms offering. 3. (a) Briefly discuss different recruitment sources being employed by firms in the Indian context. Suggest suitable recruitment in the following situations. Once a -------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------another, mainly with respect to their recruitment sources. The recruitment policy of a ------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------channels and promotional strategy. Recruitment sources for following situations are as follows: a) Textile machinery/capital goods selling The searching of --------------------------------------------------------- is the most important aspect of recruitment process. A clothing/textile technologist works on the ----------------------------------------------------------------------------------------------------- ----------------------------------------------------------- work to make sure the end product performs to specifications. They work on the development of --------------------------------------------------------------------------- liaising with those involved in the production process. The textile and clothing industries are ------------------------------------------------------------------------------------------------------------ and industrial textiles. The candidates may be available inside or ----------------------------------------------------------------------------------------- i.e., internal and external sources. Transfers- For textile -------------------------------------------------------------------------------------------------------------------------------- -------------------------------- similar jobs. These do not involve any change in rank, responsibility or prestige. The numbers of persons do not increase with transfers. Employment at Factory Level – This a ----------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------------” workers. Employment Exchanges – There are certain ----------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------------------. Now-a-days recruitment in government agencies has become compulsory through employment exchange. Employment Agencies – There are certain professional organizations which look towards recruitment and employment of people, i.e. these private agencies run by private individuals supply required manpower to needy concerns. Recommendations – There are --------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------which can later on prove to be inefficient.
  • 11. Labour Contractors – These ----------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------appointed have to also leave the concern. Unsolicited Applicants – Many job seekers visit the office of well-known companies on their own. Such callers are considered nuisance to the daily work -------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------- Recruitment At Factory Gate – Unskilled workers may ------------------------------------------------------------------- a permanent worker is absent. More efficient among these may be recruited to fill permanent vacancies. b) Banking Products According to sources, the bankers ----------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------- is not good enough to attract good talent and it needs to be revised, sources cited the bankers as saying. Currently, the recruitment in public ---------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------and profitability in the public sector banks to increase. But private banks use some other methods for recruitment of employees to sell their banking products. The general sources of recruitment in this situation are : Advertisement: This is a common ---------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------picture of the company and the working culture. Campus recruitment: There are ------------------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------, it suffers from the limitation that it is suitable only for filling “entry level” positions. Websites: With the advent of the ------------------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------list out people with specific skills. Employee referrals: Some ------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------create nepotism and allows cliques of friends and relatives to form in an organization. Placement Agencies: Placement agencies --------------------------------------------------------------------------- Companies in need of personnel contact these agencies with their profile. The agencies provide them with a list of potential candidates. The placement agencies can also assist in the recruitment process. (b) Pickup any Industrial product firm of your choice or you are associated with and examine the importance of monitoring and performance appraisal of sales force. Monitoring and evaluation ------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------understanding around the many multi-layered factors underlying violence against women, women’s experiences with such violence, and the effectiveness of the response at the service provider, community, national and international level.
  • 12. This is critically important because while --------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------------in resource poor areas, where difficult decisions need to be made with respect to funding priorities. At the programme level, the purpose of monitoring and evaluation is to track implementation and outputs systematically, and measure the effectiveness of programmes. It helps determine exactly when a programme is on track and when changes may be needed. Monitoring and evaluation forms the basis for modification of interventions and assessing the quality of activities being conducted. Monitoring and --------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------can be judged a “success”. Monitoring and evaluation together provide the necessary data to guide strategic planning, to design and implement programmes and projects, and to allocate, and re-allocate resources in better ways. Example- Tata has strong values where vision and --------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------concern about the well being of its employees and bettering its standards continuously with passion and pride. According to Ratan Tata, in addition to ------------------------------------------------------------- by managers and employees. He's gentle, kind manner give rise to loyalty and yet he encourages his manager to make tough decisions. I am highly inspired ---------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------to perform tasks and high employee satisfaction. This is the reason why the leading brand of Tata group is able to maintain its position and becoming better with its own authenticity. Today, Tata deals with its costumers worldwide countries like China, Japan, Malaysia, Singapore, France, Germany. It is very true that the team works within any organization helps businesses to overcome all kinds of problems whether it is internally or externally. The most challenging aspect of a performance ----------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------that must be administered in order to monitor the performances throughout the appraisal cycle. Thus, it’s very important to ------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------Although the process may be tedious, the end result is one of great importance. Some of the positive results of performance appraisals are: It encourages employees ------------------------------------------ future It presents an opportunity for -------------------------------------------------------------------------------- salary or promotion During the appraisal, employees --------------------------------------------------------------------------------, in effect, allowing employees to discuss personal concerns It --------------------------------------------------------------------------------------------------------------------- job duties and issues with work performance It allows employees to identify what ------------------------------------------------------------------------ There are instances when education provided by ---------------------------------- necessity to advance success overall
  • 13. It holds employees ------------------------------------------------------------------ that an appraisal is coming, the employee has the opportunity to prepare in advance It provides the opportunity --------------------------------------------------------------------------------------------------- in the achievement of those goals Performance Appraisal information is used to find out whether an employee requires additional training and development. Deficiencies in performance may be due to inadequate knowledge or skills. For e.g. A professor -------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------ the higher level position. Examples- Voltas have evolved a ------------------------------------------------------------------------------------------------------------------------------------------ ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------resource development system. The State Bank of India also -------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------is likely to be resisted even if it is good for the employees and, therefore, should be carefully planned and monitored. 4. (a) Discuss the basic types of sales organizations you are familiar with. Bring out the major differences in terms of activities performed by sales organization Vs. marketing organization in a large manufacturing and marketing firm. The sales organization represents the selling unit in the legal sense. It is responsible for example for --------------------------------- -------------------------------------------; and direct mailing campaigns. It also helps you to offset business operations internally. These are of following types- 1. The line sales organization is the oldest ------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------------------------on the next higher level. Responsibility is definitely fixed, and those charged with it also make decisions and take action. Lines of authority run vertically through the structure. And all persons on any one organizational level area independent of that level. The line sales organization sees its greatest use in ----------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------higher level. For example, the assistant sales manager of ----------------------------------------------------------------------------- sales manager. Similarly, contacts by sales personnel with the office staff flow up through the organization to sales manager and back down through the assistant sales manager in charge of the office to the office staff. 2. The line and staff sales organization is often -------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------time and frees them from excessively detailed work, they make it possible for their chiefs to concentrate their efforts where they have the most skill. If the top sales executive is not equipped, through prior training or experience, ------------------------------------------------------------------------ effectiveness of the department study or providing detailed analysis to staff executives. The top sales executive has more time for planning and for dealing with higher priority matters.
  • 14. 3. Some sales departments use -------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------is utilized to the fullest extent. Duty assignments and delegation of authority are made according to function. No matter where a particular function appear in the organization, it is in the jurisdiction of the same executive. In the functional sales department, salespeople receive instructions from several executives but on different aspects of their work. Provision for coordinating the -------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------put into effect with or without prior approval of the top level coordinating executive. 4. In committee sales organization the ---------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------------. Implementation of these plans and polices, however is the responsibility of the sales training manger, if the company has one, or of the line and or staff executives responsible for sales training in their own jurisdictions. Other committees found in sales organization --------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------likely to be better than under any other organization plan. Co – ordination is of utmost importance in Committee sales organization. Sales organization Vs. marketing organization- A sales organization is responsible for the sale and distribution of goods and services. It represents the selling unit as a legal entity. It is responsible for product guarantees and other rights to recourse, for example. ---------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------------------------------------of SD (such as pricing, availability, etc.). Marketing organisation is ------------------------------------------------------------------------------------------------------------------------------------ ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------marketing functions to be performed by proper coordination among marketing persons. Sales and marketing typically are ------------------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------------internally has a much better chance of achieving success. Sales and marketing have distinct duties, --------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------or services and close the deals. Sales staff bring in the profits directly. Instead of keeping the two divisions --------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------contacts. Instead of competing against ------------------------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------------------------------------------------------------
  • 15. -------------------------------------------------------------------------------------------. In turn, the executive in charge of both divisions can report more accurately to the entire top management team, creating a more adhesive organization overall. Manager must be mindful of placing too ---------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------------------the customer. All internal restructuring efforts should maintain a clear focus on serving your customers. Decisions need to focus on building customer relationships first, followed by an interdependent team with mutual goals. (b) Elaborate the importance of sales forecasting and sales quotas in managing the sales functions of the firm. How do they affect the performance of the sales personnel in discharging their job responsibilities? Discuss. A sales forecast is an ------------------------------------------------------------------------------------------------------------------------------ ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------future. Thus sales forecasting shows the probable volume of sales. “Sales forecast is an estimate --------------------------------------------------------------------------------- is tied to a proposed marketing plan and which assumes a particular state of uncontrollable and competitive forces.” Importance of Sales Forecasting: 1. Supply and demand for the --------------------------------------------------------------------------------------------------- light of the anticipated estimate; and regular supply is facilitated. 2. A good inventory control is --------------------------------------------------------------- of under stocking and overstocking. 3. Allocation and -------------------------------------------------------------------------------------------------. 4. It is a forward planner as all other --------------------------------------------------------------------------------------------, transport facility etc., depend in accordance with the sales volume expected in advance. 5. Sales opportunities are --------------------------------------------------------------------------------------------- success is made. 6. It is a gear, by --------------------------------------------------------------------------------------------------------- forecasting. 7. Advertisement --------------------------------------------------------------------------------------------------- advantage to the firm. 8. It is an indicator to the ----------------------------------------------------------------------------------------------------- helps to overcome difficult situations. 9. It is a measuring ---------------------------------------------------------------------------------------------- whole, can be measured. 10. Sales personnel and ------------------------------------------------------------------------------------------- volume, in advance. 11. It regularizes productions --------------------------------------------------------- rates. It also reduces idle time in manufacturing. 12. As is the sales forecast, so is the --------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------front, an understanding of the reasons for decisions, and a broadened outlook.” Sales Quotas are a reflection of sales ----------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------------------------------------------------------------
  • 16. --------------------------------------------------------------------------------------------------------as a comparison with quotas being set. Managers use one sales quota plan for the fiscal year. Importance of Sales Quota- A sales quota is a quantitative ---------------------------------------------------------------------------------------------------------------------- ---------------------------------------------------------------------------------------------are used to plan, control and evaluate selling activities of a company. They provide a source of motivation,' a basis for incentive compensation, standards for performance evaluation of sales person and uncover the strengths and weaknesses in the selling structure of the firm. For example, a ---------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------typewriter quota outsold the uncontrolled quota group. This example shows that generally speaking sales persons are quota achievers and their motivation may fall off if easy or no quotas are set for them to achieve. Top 3 benefits of automated sales territory and quota management: 1. Connecting sales management and finance. When --------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------. For example, if additional reps are added to their territory, or ------------------------------------------------------------------ one system means they’ll have historical and current metrics that guide the territory definition and quota setting process. 2. Improved processes and efficiencies. --------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------to manually distribute, receive and submit spreadsheets by email and gives reps insight into their territories and targets. 3. Getting Reps Running faster. ------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------- ------------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------new reps can be assigned accounts and the faster quota can be distributed and adjusted, the faster that rep can show their value. Well-defined territories and optimized quota setting directly impact sales results. A self-service territory and quota management solution can help. How do they affect the performance of the sales personnel- Providing Goal and Incentives : -------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- -----------------------------------------------------------------------------------------------------sales quotas, set should be perceived as being realistic and attainable. Controlling Sales Persons Activities: Quotas ----------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------------------------------the sales person fails to attain these quotas, the company can take corrective action to rectify the mistake. Evaluating Performance: Quotas ------------------------------------------------------------- territory or distributive network. Performance against quotas also helps identify the strong and weak points of the sales persons. Controlling the Selling Expenses: Quotas --------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------set profit quotas.
  • 17. Making Effective Compensation Plan: Quotas --------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------------------------------------------- ----------------------------------------------------------------------------------------------------------------------basis for calculating the bonus. If the sales person does not reach the minimum desired quota, he/she will not be entitled for any bonus. I am sending sample of MS-62 assignment. If you like then you can buy this assignment. We provide excellent assignments. Assignments Code Assignment Name Price (Rs.) MS-62 Sales Management 130 Following options are available in our below mentioned Account. 1. Click on below link and purchase online from web store This method is very simple. In this method you can purchase assignments like anything you purchases online. Here you can directly pay using your debit card/ credit card/ net banking within seconds. This is a faster method and you will get assignments faster than any other method. https://www.payumoney.com/store/buy/mba-jan-june-2016-solved-assignments 2. If you have Paytm App then you can send money direct to our Paytm wallet using our mail id ignousolvedassignmentsmba@gmail.com or mobile no 8604607390 3. If you have MobiKwik App then you can send money direct to our MobiKwik wallet using our mail id mobile no 8604607390
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