MS-62 Sales Management Solved Assignment 2022

MS-62 Sales Management

Solved Assignment 2022

ASSIGNMENT
Course Code : MS – 62
Course Title : Sales Management
Assignment Code : MS-62 /TMA/JAN/2022
Coverage : All Blocks

Note: Attempt all the questions and submit this assignment to the coordinator of your study
centre. Last date of submission for January 2022 session is 30th April, 2022 and for July
2022 session is 31st October, 2022.
1. (a) Distinguish Selling from Marketing with a suitable illustration.
Explain the linkage of distribution function with sales management in a consumer durable
company of your choice.
(b) What is sales strategy? Discuss the sales strategy formulation for a newly introduced
electric bike.
2. (a) Explain the various Selling Skills that a salesman should possess and why? Comment
on the importance of Interpersonal communication process with an example.
(b) What is Presentation in the context of selling? Discuss the various types of sales
presentation and the situations where they can be used.
3. (a) Discuss the frequently used sources of recruitment for frontline salesman with suitable
examples.
Explain how training needs are identified in a medium size engineering company.
(b) What are the ways in which a sales manager can motivate a salesman? Discuss.
4. (a) What are the various approaches involved in territory design? Elaborate.
(b) When and why field sales organisation are developed? Discuss with an example and
jutify the need for establishing a sales organisation.

MS-62, MS 62, MS62