SUBJECT : SALES MANAGEMENT

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Course : MBA 4th semester

SUBJECT :SALES MANAGEMENT
Total Marks - 80


N. B.: All Questions are Compulsory.

Q. 1. a) Describe AIDAS theory of selling                                                                                              (5 Marks)

Answer:The AIDAS theory of selling is one of the widest known theories and is the basis for training materials across numerous organizations. AIDAS stands for Attention, Interest, Desire, Action, Satisfaction. The AIDAS theory simply states that a prospect goes through five different stages before finally responding satisfactorily to our product. thus he should be led comfortably through all five stages.

Attention – Gaining attention is a skill and and just like any skill, gaining attention can be improved upon with practice. A common phrase applicable over




b) Explain the steps involved in prospecting                                                                                      (5 Marks)

Answer:The steps in prospecting are:

Formulating Prospect Definitions: Prospective customers must have the willingness, the financial capacity, and the authority to buy, and they must be available to the salesperson. Salespersons waste time when they attempt to sell individuals who have neither need for the product or money to pay for it. Salespersons waste time if they try to sell to the wrong persons; so it is important to ascertain which persons in each firm Have the authority to buy. Although individuals may qualify as prospects in other respects, they may be inaccessible to the salesperson. The president of a large corporation, for example, may need insurance and



Q. 2. Describe at length sales related marketing policies (20 Marks)

Answer:The "marketing objectives" state just where the company intends to be at some specific time in the future.James Quinn succinctly defined objectives in general as: Goals (or objectives) state what is to be achieved and when results are to be accomplished, but they do not state "how" the results are to be achieved. They typically relate to what products (or services) will be where in what markets (and must be realistically based on customer behavior in those markets). They are essentially about the match between those "products" and "markets." Objectives for pricing, distribution, advertising and so on are at a lower level, and should not be confused with marketing objectives. They are part of the marketing strategy




Q. 3. Explain the following in determining the size of the Sales force                                     (15 Marks)

a) Work load method

Answer:For this method, the workload means the calls the salesmen have to make. The method depends on total workload (i.e., calls). Here, salesmen’s duties, functions, or activities are said as ‘calls.’ A call may include a number functions like pre-approach, approach, and sales presentation, abjection handling, and closing sales.

However, a call can be defined by the company as per its requirements or expectations.





Q. 4. What are the steps involved in setting up a Sales organization. Explain them.         (10 Marks)

Answer:Sales organisation which bridges the gap between the market and the productive capacity of the firm. As the market changes, the sales function accommodates through adjusting its organisation and manner of operation. Shifts in size bf market operation, market trends, competitive position and other environmental factors may necessitate changes in existing sales organisations. An effective sales organisation usually provides for growth and adaptability to such changes.

You can compare the role of an organisation to




Q. 5. Identify the different marketing activities and other departments co-ordinating with personnelselling.                                                                                                                                   (10 Marks)

Answer:For a small business, marketing is an ongoing, daily activity. Keeping the name of the business in front of its customers means a healthier bottom line and a business more likely to survive in the long run. Small business owners can choose from a variety of marketing strategies. Three such strategies that a business can engage in on a daily basis include relationship marketing, online marketing and traditional marketing. However, the types of possible marketing are limited only by the creativity of the person doing the marketing, and different types will offer different advantages to any given individual business.




Q. 6. Ennumerate different approaches for making the distribution channel more efficient.(10 Marks)

Answer:


Q. 7. What are the different training methods applicable for salesman? How would you select thedifferent training methods.                                                                                                                            (10 Marks)

Answer:When you think of a natural salesperson, you probably imagine a smooth talker quick to answer your questions before you even have them. And within a few minutes, you’re completely sold on a product you’ll never use.

But the very best salespeople aren’t always the slickest talkers — they’re actually the most effective listeners. Instead of ignoring the client and trying to stay one step ahead, an effective salesperson carefully listens to the client’s needs to really



Q. 8. How motivation place an important role in the Sales management. Explain the differenttheories involved in this.                                                                                                                                 (15 Marks)

Answer:Motivation is a very important for an organization because of the following benefits it provides:

1. Puts human resources into action: Every concern requires physical, financial and human resources to accomplish the goals. It is through motivation that the human resources can be utilized by making full use of it. This can be done by building willingness in employees to work. This will help the enterprise in securing best possible utilization of

Dear students get fully solved assignments
Send your semester & Specialization name to our mail id :

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(Prefer mailing. Call in emergency )


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