MS-62 Sales Management Solved Assignment 2020
Course Code : MS – 62
Course Title : Sales Management
Assignment Code : MS-62 /TMA/SEM – I/2020
Coverage : All Blocks
|Title Name||MS-62 Solved Assignment 2020|
|Service Type||Solved Assignment (Soft copy/PDF)|
|Semester||2020 Course: Management Programme|
|Product||Assignment of Management Programme 2020 (IGNOU)|
|Submission Date||before 30th April, 2020|
Note: Attempt all the questions and submit this assignment to the coordinator of your study centre
on or before 30th April, 2020.
1. a) Distinguish and discuss the term “Sales” and “Selling” with suitable examples.
What is a sales strategy? Explain the various activities/ tasks that a sales managers should
consider in designing a sales strategy for the firm. Discuss with a hypothetical example.
b) Why it is essential to possess a sound knowledge of computer system and its application areas
in sales management function? Discuss with an example.
2. a) What is Selling process? Discuss the various stages involved in Selling process in the following
i) Salesman selling computer systems for an educational institution.
ii) Salesman promoting banking products for individuals.
b) What do you understand by the term “Skill”? What are the various skills that a salesman ought
to possess in a sales profession? Illustrate with a suitable example.
3. a) What are Sales displays? Explain with examples the different types of displays available to the
retailer in effectively managing for customer pull.
b) Assume that you have been assigned the task of recruitment and selection of sales force. What
recruitment sources and selection tools would you employ and why in the following situations?
i) Missionary Salesmen for Pharma company
ii) Engineering graduates for an automobile company
4. a) Elaborate the importance of training sales force at all the levels in an organization. Discuss the
steps involved in the training process in the following situations.
i) Management graduates joined as management trainee with a MNC firm.
ii) Product knowledge and its application areas (Technical) for Diploma holders.
b) As a sales manager, discuss the key considerations in the preparation of sales budget for sales
department so as to effectively plan, co-ordinate and control all the activities. Prepare an essay
by taking an hypothetical example of your choice.
MS-62, MS 62, MS62