MS-62 Sales Management
Solved Assignment 2021
Course Code : MS – 62
Course Title : Sales Management
Assignment Code : MS-62 /TMA/SEM – I/2021
Coverage : All Blocks
Note : Attempt all the questions and submit to the coordinator of your study centre on or before
30th April, 2021.
|Title Name||MS-62 Solved Assignment 2021|
|Service Type||Solved Assignment (Soft copy/PDF)|
|Semester||2021 Course: Management Programme|
|Assignment Code||MS-62 /TMA/SEM – I/2021|
|Product||Assignment of Management Programme 2021 (IGNOU)|
1. (a) Explain with a suitable example the major differences/ activities performed between Sales
and Marketing function performed in a FMCG Company.
(b) Discuss the sales process that you would adopt in the following situations and why?
(a) IT company selling Banking software
(b) Company selling Buses for State Road Transport
2. (a) What do you understand by selling skills in sales function? Explain with a suitable example
the different kinds of selling skills that a saleman ought to possess.
(b) Discuss the objectives of recruitment and selection functions in any firm that you are
associated or familiar with.
What recruitment sources will you recommend for the following & why?
(i) Missionary Salesman for a Pharma Company
(e) Salesman for promoting Banking products
3. (a) When and why training assumes importance for a Salesman? Discuss. Do you agree that
sales training should be a continued and an on going activity? Elaborate.
What is sales planning? Why territory planning is of strategic importance for sales function?
Briefly explain the approaches to territory design.
4. (a) Explain the need for sales Organisation in a FMCG company of your choice.
(b) Discuss the role and responsibilities of:
(a) Sales Executive of a courier company.
(b) Sales Manager of a Academic Publishing House
MS 62, MS62, MS-62