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AEREN
FOUNDATION’S Maharashtra Govt. Reg.
No.: F-11724
Course : MBA 4th semester
SUBJECT :SALES MANAGEMENT
Total Marks - 80
N. B.: Answer any Four of the following.
All questions carry equal Marks.
1. What are the duties and responsibilities sales manager? (20
Marks)
Answer:Sales management is
a business discipline which is focused on the practical application of sales
techniques and the management of a firm's sales operations. It is an important
business function as net sales through the sale of products and services and
resulting profit drive most commercial business. These are also typically the
goals and performance indicators of sales management. Sales manager is the typical title of someone
whose role is sales management. The role typically involves talent development
and
Q2. Write short notes on : (20
Marks)
(a) Sales management.
Answer:Sales management
facilitates the directions of activities and functions which are involved in
the distribution of goods and services. According to Philip Kotler, “Marketing
management is the analysis, planning implementation and control of programmes
designed to bring about desired exchanges with target markets for the purpose
of achieving organisational objectives.
It relies heavily on designing the organisations’ offering in terms of
the target markets needs and desires and using effective pricing, communication
and distribution to inform, motivate and service the market.”
(c) Sales manager.
Answer:As a sales manager
you would organise, coach and lead a team of sales representatives to work
towards agreed sales targets. If you are good at selling and want to manage a
team, this could be the career for you.
In this job you’ll be using your management skills and enthusiasm to
motivate others. You’ll also need to be organised and good at planning.
You will need sales experience and management skills to
Q. 3.What are the sources of recruitment of salesman? (20
Marks)
Answer:Right salesmen can
help company achieve marketing objectives. Recruitment and selection are two
important decisions in sales force management that concern with ensuring the
right type (right qualities, right qualifications, and right experience) of
sales personnel.
Problem of recruitment and selection arises when:
1.
Starting
a new company
Q. 4.What are the objectives and advantages of training of salesman? (20 Marks)
Answer:Methods of Training of Salesmen
Since the work of salesmen is of
varied nature and differs widely from industry to industry, it is not possible
to suggest or prescribe any single method of training to salesmen which may
suit all types of salesmen. That is why different types of salesmen are
appointed for different types of jobs in a sales department. Hence, there are
different methods of training salesmen. They may be classified under the
following two broad heads :
Individual Training Methods
Q. 5. Define salesmanship. Enumerate functions of salesman? (20
Marks)
Answer:
Q. 6. Explain briefly the law relating to rights of buyers and sellers? (20
Marks)
Answer:
Q. 7. What are the rights and duties of a common carrier (20
Marks)
Answer:
Q. 8. Explain the objectives and scope ofCommon Goods Carrier Act? (20 Marks)
Answer:
Q. 9. Explain the working of Sales Trading Corporation of India? (20
Marks)
Answer:
Q. 10. State the need of voluntary consumer organisation in this
Consumerizedera?(20 Marks)
Answer:
Dear
students get fully solved assignments
Send
your semester & Specialization name to our mail id :
“
help.mbaassignments@gmail.com ”
or
Call
us at : 08263069601
(Prefer
mailing. Call in emergency )
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