Subject : Marketing Management

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Name : UMER MUQUTHER S A                                                                                                       Marks : 80
Course : Specialisation
Subject : Marketing Management


Answer the following question.


Question.1. Explain the steps involved in prospecting

Answer:The steps in prospecting are

(1) formulating prospect definitions,
(2) searching out potential accounts
(3) qualifying prospects and determining probable requirements, and
(4) relating company products to each

Question.2. What are the steps involved in setting up a Sales organization. Explain them.

Answer:You can organize a sales force in a number of ways including by region, product line, market sector or customer size. The number of people on your sales team, the size and complexity of your product range, the geographical spread of your business and the type of customers you deal with influence the structure you choose.

1.       Align your sales organization with your

Question.3. Write short notes on :

(a) Sales management.

Answer:Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. These are also typically the goals and performance indicators of sales management.


(b) Sales Organizations.

Answer:In committee sales organization the committee is never the sole basis for organizing a sales department. It is a method organizing the executive group for planning and policy formulation while leaving actual operations, including implementation of plans and policies, to individual executives.

Thus, many firms have a sales training committee (comprised of the general sales manger, his or her assistants, the sale training manager, and perhaps representative divisional or regional sales mangers) that meets periodically to draft


(c) Sales manager.

Answer:A sales manager is someone who is responsible for leading and guiding a team of sales people in an organization. They set sales goals & quotas, build a sales plan, analyze data, assign sales training and sales territories, mentor the members of his/her sales team and are involved in the hiring and firing process.

What does a Sales Manager do?


Question.4. Define salesmanship. Enumerate functions of salesman?

Answer:“The personal selling” and “salesmanship” are often used interchangeably, but there is an important difference. Personal selling is the broader concept. Salesmanship may or may not be an important part of personal selling and it is never ‘all of it. Along with other key marketing elements, such as pricing, advertising, product development and research, marketing channels and physical distribution, the personal selling is a means through which marketing programmes are implemented.

The broad purpose of marketing is to bring a firm’s products into contact with markets and to effect profitable exchanges of products for money. The purpose of personal selling is to bring the right products into contact with the right customers, and make
             

Question.5. Describe at length sales related marketing policies.

Answer:A sales person's professional life is characterized by various highs and lows. At times he may clinch a deal and close a sale, at other times he may have to face the customer's rejection. Thus, the life of a salesperson is certainly not an easy one. What differentiates a successful company from a not-so-successful one is its sales force. The sales force of a company comprises the sales managers and the sales personnel. Both have distinct roles to play and responsibilities to fulfill toward the achievement of the sales objectives of the organization.

The sales manager who occupies a middle-level position in an organization satisfies the demands and expectations of not only those above him and those whom he is



Question.6. How motivation place an important role in the Sales management. Explain the different theories involved in this.

Answer:Motivation is one of the forces that lead to performance. Motivation is defined as the desire to achieve a goal or a certain performance level, leading to goal-directed behavior. When we refer to someone as being motivated, we mean that the person is trying hard to accomplish a certain task. Motivation is clearly important if someone is to perform well; however, it is not sufficient. Ability—or having the skills and knowledge required to perform the job—is also important and is sometimes the key determinant of effectiveness. Finally, environmental factors such as having the resources, information, and support one needs to perform well are critical to determine performance. At different times, one of these three factors may be the key to high performance. For example, for an employee sweeping the floor, motivation may be the most


Question.7. What are the sources of recruitment of salesman?

Answer:Right salesmen can help company achieve marketing objectives. Recruitment and selection are two important decisions in sales force management that concern with ensuring the right type (right qualities, right qualifications, and right experience) of sales personnel.

Problem of recruitment and selection arises when:



Question.8. Explain briefly the law relating to rights of buyers and sellers?

Answer:Rights and liabilities of buyer and seller

In the absence of a contract to the contrary, the buyer and the seller of immovable property respectively are subject to the liabilities, and have the rights, mentioned in the rules next following or such of them as are applicable to the property sold:

(1) The seller is bound-

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