NMIMS Global Access

School for Continuing Education (NGA-SCE)

Course: Sales Management
Internal Assignment Applicable for December 2020 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. Study and prepare the sales management structure of any 2 FMCG Companies of your
choice. (10 Marks)
 NMIMS Global Access
School for Continuing Education (NGA-SCE)
Course: Sales Management
Internal Assignment Applicable for December 2020 Examination

2. You are the territory sales manager of Eureka Forbes water purifiers. You have 3 new
recruits under you. Help them prepare a sales plan. (10 Marks)

3. ABC Co. is into selling of skincare products. Since it is new, it is aggressively selling
its products to the markets in which it operates. There is a lot of competition in the
market and so the Co. has to continuously come up with different innovative ways in
which it can make its presence felt. The Salesmen are having high sales targets and
being pressurized to perform well. Amidst this, an existing brand has also branched out
into the same range of skincare products and gaining good customer footfall as they are
already well known in the market. ABC Co. is not just losing out on its customer base
but also on its sales personnel.

a. Analyze the case and explain what could be the probable reasons for the employees
leaving the organization. (5 Marks)

b. What according to you should be the right way to motivate these employees into
staying with the company? (5 Marks)

**********