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Sales Management
April 2025 Examination
1. A sales manager notices that one
of their top-performing sales personnel, Ravi, has been consistently missing
targets over the last three months. Upon discussion, Ravi shares that he feels
undervalued and mentions that newer team members receive more recognition. As a
sales manager, what steps would you take to motivate Ravi and ensure he regains
his enthusiasm and performance levels?
(10 Marks)
Ans
1.
Introduction
Sales
management is a dynamic field that requires balancing team performance,
motivation, and individual satisfaction to achieve organizational objectives.
When a top-performing employee like Ravi begins to underperform, it is crucial
to address the underlying causes and implement strategies to reignite their
motivation. Ravi's concerns of feeling undervalued and overshadowed by new team
members highlight the importance of recognition, inclusion, and fair treatment
in fostering high morale and productivity. As a sales manager, it is essential
to recognize the contributions of seasoned employees and create an environment
that encourages growth and
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2. Prepare a Sales Plan for a brand
of electronic goods focusing in rural market (10 Marks)
Ans
2.
Introduction
The
rural market in India represents a vast and untapped potential for electronic
goods. With rising incomes, increasing digital literacy, and expanding access
to electricity and the internet, rural consumers are becoming an important
demographic for electronics brands. However, rural markets present unique
3. Read the case & answer the
questions based on the case:
XYZ Pvt. Ltd., a growing FMCG
company, is planning to expand its market presence in Tier- 2 and Tier-3
cities. The sales manager, Mr. Mehta, has been asked to prepare the sales
budget for the upcoming financial year. He reviews historical sales data,
market demand, and competitor strategies to set a target of a 20% increase in
sales. He allocates funds for promotional campaigns, salesforce incentives, and
distribution enhancements. However, during the budget review meeting, the
finance team recommends a 10% cut, citing cost constraints. This forces Mr.
Mehta to reconsider the allocation of funds without compromising the growth
target.
Questions:
a. How should Mr. Mehta prioritize
his budget allocation to balance cost efficiency with achieving the sales
growth target? (5 Marks)
Ans
3a.
Introduction
Budget
allocation is a critical component of sales planning, especially when cost
constraints challenge growth objectives. For XYZ Pvt. Ltd., achieving a 20%
sales growth target in Tier-2 and Tier-3 cities requires efficient use of
available funds. Mr. Mehta must focus on high-impact areas that drive maximum
sales growth, such as promotional campaigns, salesforce incentives, and
distribution
b. What alternative strategies can
Mr. Mehta consider to optimize resources and still meet the expansion
goals? (5 Marks)
Ans
3b.
Introduction
When
faced with budget constraints, alternative strategies are crucial for achieving
ambitious sales targets. Mr. Mehta must explore innovative approaches to
optimize resources while expanding into Tier-2 and Tier-3 cities. By leveraging
technology, strategic partnerships, and customer-centric initiatives, XYZ Pvt.
Ltd. can overcome financial limitations and meet its 20% sales growth
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