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Sales Management
September 2023 Examination
1) Is
selling a science with easily taught concepts or an art learned through
experience? Please illustrate your response with examples (10 marks)
Ans:
Introduction:
The
art of selling is a complicated and multifaceted talent that calls for a
mixture of each without difficulty-taught ideas and experiential learning.
While some essential principles and techniques may be taught and understood,
the mastery of selling comes through exercise, version, and improving a nuanced
understanding of human behavior and psychology. In this essay, we can explore
the interaction between principles and enjoyment in income, highlighting
examples that illustrate the importance.
Concepts and
applications:
1.
Understanding the customer: one of the core ideas in promoting is
the ability to recognize clients' wishes,
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2) As the Vice President-Sales of Procter & Gamble, you must work
closely with your colleague in marketing in areas like product policies,
distribution policies and pricing policies.
After discussion with your
sales team, you would like to relaunch one of the leading shampoo brands like
Head and Shoulders in a specific geography. What would constitute the key
elements of this relaunch? (10 marks)
Ans:
Introduction:
The
relaunch of a leading shampoo brand like Head and Shoulders in precise
geography requires a comprehensive method encompassing various essential
elements. As the vice president-sales of Procter & Gamble, working intently
with the marketing team, it's vital to consider product, distribution, and
pricing policies. This relaunch allows for revitalizing the logo, improving its
marketplace presence, and capturing new consumer segments. This article will
explore the key factors constituting an effective relaunch strategy for Head
and Shoulder
3) NEC India is the Indian subsidiary of NEC which is a Japanese
multinational with its headquarters based in Delhi. NEC India has total revenue
of $200 million with net income of $20 million across all its business units.
NEC Globally has revenue of more than $24 billion with more than 150,000
employees across 50 countries.
Based on the success of
its laptops, display systems and projectors in the global market, NEC would
like to launch these products in the Indian marketplace.
NEC products command a
premium in the market for quality and after sales service.
Laptops, display system
and projectors from NEC are sold through a direct sales force to corporates as
well as through retail outlets like Reliance and Chroma.
As the Vice President
Sales for NEC, you are required to come out with a sales management strategy
covering sales structure as well as compensation and benefits for the sales
force selling laptops, display systems and projectors.
a)
There
are three types of sales organizational structure namely line sales
organization, line and staff sales organization and functional sales
organization. Out of these, which one would you recommend for sales force for
NEC considering that you will be selling to both the B2B and B2C segments?
Please justify your recommendation as well. (5marks)
Ans:
Introduction:
When
designing an income management strategy for NEC India, considering the sale of
laptops, show systems, and projectors in both the B2B and B2C segments, it's
essential to determine the most suitable income organizational shape. The three
types of corporate income systems commonly used are line income business
enterprise, line and body of workers sales organization, and functional sales
organization. Every shape has its strengths and weaknesses, and the choice
depends on various factors, which include the company's
b) The common methods of compensation are straight commission, straight
salary, drawing accounts and salary plus commission plan. Which of them would
be used by you as the VP -Sales for the sales team selling NEC products and
why? (5 marks)
Ans:
Introduction:
As
the vice president of sales for NEC India, I am tasked with growing a sales
management strategy for launching laptops, show systems, and projectors in the
Indian marketplace. That allows you to inspire and incentivize the income
force; designing a compensation and blessings plan that aligns with NEC's
premium brand positioning, first-class standards and the
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