MS-65 MS-62

Management Programme

ASSIGNMENT FIRST SEMESTER 2013

MS-62: Sales Management

School of Management Studies INDIRA GANDHI NATIONAL OPEN UNIVERSITY MAIDAN GARHI, NEW DELHI – 110 068

b) Why recruitment and selection of sales personnel for an engineering/capital goods company assumes a challenge for a Human Resource Manager? Discuss by making appropriate assumptions.ASSIGNMENT Course Code Course Title Assignment Code Coverage : : : : MS . 3) a) What are the various methods or approaches that a sales manager can manage his sales team? Discuss with suitable examples. b) The key consideration in territory management are forecasting sales and assigning sales quotas to the sales force. 4) a) Planning and controlling functions are key to every successful sales department in an organization. . Discuss with a suitable example.62 Sales Management MS-62/TMA/SEM – I/2013 All Blocks Note : Attempt all questions and submit this assignment on or before 30th April. i) Creating awareness for safe drinking water among rural people ii) Presenting your self the suitability for a senior sales position for the top management of an MNC. 2) a) Discuss the importance of selling skills in personal selling function. Explain in detail the role and relevance of there functions by picking a suitable example of your choice. b) What is Personal Selling? Critically evaluate the growing importance of personal selling in the present market environment. 2013 to the coordinator of your study center. 1) a) Explain the important role of Sales and Distribution in the exchange process with suitable examples. b) Suggest suitable presentation strategy in the following situations.

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