NMIMS Global Access

School for Continuing Education (NGA-SCE)

Course: Sales Management
Internal Assignment Applicable for December 2019 Examination

Assignment Marks: 30

Instructions:

 All Questions carry equal marks.

 All Questions are compulsory
 All answers to be explained in not more than 1000 words for question 1 and 2 and for
question 3 in not more than 500 words for each subsection. Use relevant examples,
illustrations as far as possible.
 All answers to be written individually. Discussion and group work is not advisable.
 Students are free to refer to any books/reference material/website/internet for attempting
their assignments, but are not allowed to copy the matter as it is from the source of
reference.

 Students should write the assignment in their own words. Copying of assignments from
other students is not allowed.

 Students should follow the following parameter for answering the assignment questions.

For Theoretical Answer For Numerical Answer

Assessment Parameter Weightage Assessment Parameter Weightage
Introduction 20% Understanding and usage 20%
Concepts and Application 60% of the formula
related to the question Procedure / Steps 50%
Conclusion 20% Correct Answer & 30%
Interpretation

1. Synergy computer systems has 3 sales executives in Mumbai. Their performance for the
month of April – June 2019 is detailed below. You are the territory manager in charge of
their performance.
 NMIMS Global Access
School for Continuing Education (NGA-SCE)
Course: Sales Management
Internal Assignment Applicable for December 2019 Examination

Name of the executive No. of sales calls No. of orders Actual Sales INR
Sanjay Mishra 1550 350 350,00,000
Tapan Sharma 1100 280 280,00,000
Supriya Ghosh 1600 580 580,00,000

Critically evaluate the performance of the sales executives. What are the steps you can take
to improve the performance? (10 Marks)

2. Connect with a senior sales person from two industries – IT industry (such as TCS,
Infosys or any other company) and consumer product industry (such as P&G, Dabur or
any other company). Study and prepare the sales organization structure of these two
companies.
(10 Marks)
3. Orion Fashions Ltd is a fashion brand in India. They are predominantly in fashion wear
from men and women. The company has 3 plants in India and employs over 800 sales
people. However the company has been hit with the economic slowdown in the country.
To make things worse, cheaper imports of fashion wear and e-commerce has affected
store sales. The sales people are left with slimmer pay cheques and many of them left the
company. The sales people also put pressure on the top management and negotiated a
10% increase in salary for all sales employees.

a. Do you agree with the Top managements plan to give a flat increase in salary to all sales
people (5 Marks)

b. What are some of the non-financial tools of motivation that you can use (5 Marks)

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