BLOCK END EXAMINATION: OCT 2021

MBA Batch 2020 – 22: Semester - III

Subject Code: 18JBS313

Subject Name: Sales Management

Duration: 1 hour 30 minutes Marks : 40

SECTION –A
1. Answer all Five Questions - Compulsory: 5X5 = 25 Marks

a. Explain the concepts of selling and marketing.

b. Describe the various selling and buying styles.
c. Write a brief note on FAB.
d. Discuss the different types of financial and non-financial compensation plans for sales profession
e. Explain the term sales audit.

SECTION-B
Case Study - Compulsory 1X15= 15 Marks

a BANINGTON SYSTEMS

Chandrika Devan has spent 10 years in the industry before she moved into a new
company called Banington Systems, a company specializing in computer peripherals.
She heads the sales department with six sales staff reporting to her. Out of the six
people, three are not a problem but the other three are trouble makers. Banington
Systems compensates the sales people by a combination of salary and commission
linked to the sales performance. The sales staff receive almost 60 percent of their
income as straight salary and the rest through commissions. A sales person in an
average earns around Rs.10,00,000/- in a year as total compensation.
Chandrike is faced with the problem of motivating these three sales people to
become a part of the sales team and respect the organization’s rules and regulations.
These three people prioritize their own goals to the organization’s policy. She
decided to put down the details of these three sales staff.
Rajat Mukherjee is a graduate from Jadavpur University in West Bengal and tops the
sales figures among all the six people. He has very good relations with customers and
gets his jobs done. He is not a team player. Deepak Sivdasani is with Banington
Systems for last ten years and was there before Chandrika moved to this company.
He is a hard-working sales person, is an average worker, and is well liked by his
customers. He is extremely moody and his sales performance is slipping over the
months. He often complains about company policy and procedures. Ravi Vasudev,
on the other hand, has the good potential for growth and possesses good interactive
 skills and is found to be extremely intelligent. He is a party animal and enjoys life
and is found to be extremely lazy with a poor performance level.
Chandrika thinks that Rajat has to be made a team man. He does not respect her
because he earns more than her. He is egoistic and makes a lot of money. She has
heard that Deepak wanted a managerial position but now he is 40 years old and
knows that it is not possible. He is believed to be living alone after separation from
his working wife. Ravi did not achieve the target last year and will probably have the
same fate this year. He is not applying himself as hard as he can and his annual
performance review is low, but it seems he is not bothered about this evaluation.
Chandrika must find certain ways to motivate these three sales people so that they
can be better controlled and can be made to accept the organization’s policies and
practices. But each one of them has a different kind of problem, which has to be
overcome by her. She wonders what she can plan for these three salespeople in her
organization.

Questions
1. Describe the characteristics of Rajat. ( 5 Marks)
2. Explain the methods to motivate Rajat. ( 5 Marks)
3. Discuss the characteristics of Ravi. (5 Marks)