Brindavan College of Engineering

Dwaraganagar, Yelahanka, Bangalore main road

Bangalore -63
Department of Management Studies

3rd Internal , 4th Sem MBA, May 2019

Sub: Sales Management Max time: 90 minutes

Sub code: MM401 Max marks : 50

Note: Scheme of evaluation

Section-A

1. a) Define Motivation? (03 mark)

Ans: Motivation is the process that produces goal-directed behavior in an individual. It helps to initiate
desired behavior in an individual and direct it toward the attainment of organizational goals.

b) Explain the factors affecting motivation with example? (07 mark)

Ans:
Primary Factors includes:
 Self-efficacy and competence perceptions
 Attributions and control beliefs
 Higher level of interest
 Higher levels of value
 Goals and goal orientation

Secondary Factors includes:

 Relationship between co-workers
 Leadership role at workplace.
 Managing Conflict at Workplace
 Workplace incentives
 Workplace Culture
 Workplace Education or Learning

c) Explain standard sales management process and role of market survey approach? (10 mark)
Ans:
The sales management process monitors and measures each staff member's ability to either
support sales or do the actual selling to customers. An effective sales management strategy includes
setting goals, providing sales support and training, creating or updating the sales strategy, and
monitoring results.
 The process of market research is integral to be able to compete with other players in the same
industry and helps to analyze things like market size, competition and market needs. Market
research makes use of analytical and statistical techniques and methods to gather and interpret
information in an organized fashion.

2. a) What are the characteristics of sales manager? (03 mark)

Ans:
 Positive attitude
 Integrity
 Leadership
 Loyalty
 Motivation
 Master of Change
 Trust Building
 Give Feedback
 Building Enthusiasm
 Building and Improving the Sales Team
 Communication
 Availability

b) Explain the functions of a sales manager? (07 mark)

Ans: Are responsible for motivating and advising their reps to improve their performance, as well as
hiring and training new sales representatives. Achieve their objectives through effective planning,
setting sales goals, analyzing data on past performance, and projecting future performance.

c) Explain time management tips for sales manager? With example? (10 mark)
Ans:
1. Plan - take time to make time
2. Have a list and follow it.
3. Think about what you want to do before you do it.
4. Communicate
5. Focus.
6. Find a system that works for you.
7. Delegate your workload.
8. Use technology to your advantage.
9. Know how to deal with interruptions.
10. Know what to do if it gets too much.

3 a) What is meant by selling on the internet? (03 mark)

Ans: Online selling is a form of electronic commerce which allows sellers to directly sell goods or
services to a buyer over the Internet using a web browser.

b) What are the requisites for selling on the internet? (07 mark)
Ans:

Step 1: Decide on your niche.

Step 2: Choose between drop shipping or holding your own products.
Step 3: Brainstorm a business name and register your domain name.
Step 4: Select products to sell and mark them available.
Step 5: Create your website with an online store builder (we love Shopify).
Step 6: Set up a company and get a sales tax ID.
Step 7: Provide online payment mechanism.
Step 8: Provide home delivery facility.

c) Explain the modes of payment system for selling on the internet with advantages and
disadvantages? (10 mark)
Ans:

The different types of e-commerce payments in use today are:

 Credit Card. ...
 Debit Card. ...
 Smart Card. ...
 E-Wallet. ...
 Net-banking. ...
 Mobile Payment. ...
 PAYTM.
 UPI
 Amazon Pay.
Advantages:

The cost of actually setting up an e-commerce website is lower than that of an offline businesses. The
whole sales system for your business is automated online. You will therefore save on staff, wages and
other business costs, which are usually an expense such as electricity, rent and heating costs.

Disadvantages:

 Resistance to Online Payment. You should start by accepting that you will not always be able to satisfy
every single customer when it comes to online payments. ...
 Impersonal Customer Service. ...
 Legal Guidelines Vary. ...
 Duplicate Content and Copying. ...
 Absence of Key Buying Senses. ...
 Technical Issues Such as Downtime.

Section-B

4. How to make selling on the internet safe? What are the growth prospects of online trading and
advertising in India and why?(10 marks)
Ans:

 Data security
 Personal security
 Reliability
 Theft protection measures
 Fraudster recognition
 Literacy and knowledge
 Awareness
 Infrastructure facility
 Convenience
 Internet connectivity

 Beware of Phishing
 Use technology appropriately.
 Use Digital Signature for payments.
 Use encryption.
 Check the Other User's bid or buy Ratings
 Ask for Contact Details
 Sellers please be extra cautious when dealing with overseas Buyers, especially those from
Indonesia, Nigeria and Romania who insist on paying using credit cards. These Buyers often use
stolen or invalid credit cards.
 Be cautious when dealing with new users or users with no ratings, trying to speed up the process,
pressurising you into shipping goods off immediately.
 Before shipping/handing over any goods, ensure that your money has cleared. For example, a
cheque handed to you at collection may bounce. Even if you receive proof of payment, always wait
for funds to clear before shipping goods off. Be wary of buyers who offer you additional money to
speed up the process or insist on sending goods to another address (different to the order address).

 Educate Yourself

The online trading is growing with a rapid pace with the rising level of education among the customers.
The other factors being that the Indian Investor nowadays wants to deal himself in trading rather than
depending upon other middlemen. They also consider the factors like timesaving in doing the online
transactions, convenience etc. Although some people feel that online trading is not secure but the
people doing the trading online is happy about the increasing security concerns among the companies.
The year 2008 has not been so good for the stock market and the Sensex and Nifty has been dipping and
affecting the business negatively for these companies. This is due to the fact that at these times people
do not prefer to open the DMAT and Trading accounts. So the companies have to reduce their account
opening fees to attract more and more customers. Also people trade very less in the bearish market and
the company’s profits against brokerage fees soars downwards. It is also a found fact that during the
bearish market the ratio of online trading becomes very less. Also there is an intense competition
among the companies and the companies come up with new and new promotion schemes such as
discounted and negotiable brokerages, Zero balance accounts, waiving a/c opening fee and AMC etc.
As the internet penetration is growing in India this business holds a huge potential for growth.

online advertising offers potential benefits like target ability, tracking, deliverability, flexibility,
interactivity, so it is in its developing phase in India. The fact in favor of India is that most of the
western developed economies have become saturated with negligible growth potential while India has
vast untapped markets and enormous growth potential. Now to exploit the vast potential of internet
advertising in India it is imperative that comprehensive policies are made to facilitate growth of the
industry and business conglomerates should foray into the unknown territories of the industry in order
to support its growth and development. This is not an easy task given the complex demographic
variables like socio-cultural, linguistic and religious diversity of India, highly skewed per capita
income, urban-rural divide, etc. There are numerous lacunae that need to be filled before internet
advertising industry can flourish in India.