NMIMS Global Access

School for Continuing Education (NGA-SCE)

Course: Sales Management
Internal Assignment Applicable for June 2023 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 of 20%
Concepts and Application 60% the formula
related to the question Procedure / Steps 60%
Conclusion 20%
Correct Answer & 20%
Interpretation

1) FMCG companies like Unilever and Procter& Gamble salespeople are known to be given
aggressive sales quotas and targets. Sales quota and target setting has 4 methodologies namely
sales volume target/quota, activity target/ quota, profit target/quota and expenses/target quota.
From your understanding of the FMCG market, what kind of methodology would be used by
you to set targets for the sales team and why? Explain in detail. (10 marks)
 NMIMS Global Access
School for Continuing Education (NGA-SCE)
Course: Sales Management
Internal Assignment Applicable for June 2023 Examination

2) Sales forecasting is one of the most important tools for any large organizations to meet its
revenue estimates. Popular forecasting tools are jury of executive opinion, poll of sales force
opinion, projection of past sales, time series analysis and exponential smoothing. What method
would you recommend for a startup organization and why? (10 marks)

3) HCL is an Indian multinational with its headquarters based in Delhi. It has total revenue of
$11Billion with net income of $2.8 Billion across all its business units which has both
information technology services and products.

Based on the success of its local laptop brands in the Indian marketplace, HCL would like to
enter the high-end laptop/notebook segments by distributing Dell products.

Laptops/notebooks as a product category fall in both the B2B (Business to Business) as well
as B2C (Business to consumer) segments.

As the Vice President Sales for HCL-Dell laptops, you are required to come out with a sales
management strategy covering sales methodology and budgeting:

a) Out of the 5 theories of buying namely AIDAS, Buying Formula theory, Behavioral
equation theory SPIN and Right set of circumstances theory, which would be used by you to
build a sales methodology for HCL-Dell laptops? Please justify your choice of methodology

(5marks)

b) Out of the top down and bottom-up methodology for setting budgets which of them would
be used by you for HCL -Dell laptops and why? (5marks)

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