MS-062: Sales Management last 3 yrs paper
June, 2021
Section-A
- What is Sales Management? How would you formulate Sales Strategy for the following?
(a) Electric car company
(b) Tourist packages - (a) What makes oral and written communication skills critical in a sales job? Pick up a suitable sales situation to explain how these skills complement each other.
(b) Explain the various types of presentations you are familiar with, citing suitable examples
- (a) What are the components of compensation? Explain the different kinds of compensation plans (both direct and indirect).
(b) Why does territory planning assume a key responsibility of a Sales Manager? Discuss the approaches to territory design in managing the sales function effectively.
- Write short notes on any three of the following:
(a) Interdependence of Sales and Distribution
(b) Stages of Negotiation
(c) Responsibilities of a Salesperson
(d) Contents of a Sales Report
(e) Centralization vs. Decentralization in Sales Organisation - . A fast growing mid-sized Indian pharmaceutical company is into the business of formulations for the last 30 years. As a diversification strategy, the company now wishes to foray into speciality chemicals business in view of the ample opportunities it offers.
The sales function of the current pharma business is handled by missionary salesmen across all Indian States. Despite having a huge sales team which can also manage the new line of business, yet top management is of the view that a fresh team would be more appropriate to handle this line of business in view of its nature and the diverse areas of application unlike pharma selling.
(a) As an HR staffing firm, what recruitment sources and methods of selection will be considered for hiring four Regional Sales Managers (RSM)? Clearly specify and furnish how you would go about choosing the right candidates for the said positions.
(b) What advice or tips would you wish to offer to the RSMs while hiring front line salespersons for their respective regions? Discuss.
Section-B
December, 2020
Section-A
- (a) Why is it necessary to set sales objectives both qualitative and quantitative? Discuss these objectives.
(b) Explain AIDAS theory of personal selling. Comment on its merits and demerits.
- Explain the importance of sales presentation. What are the important variables that are to be considered while planning the presentation strategy? Discuss.
- (a) Explain the need and purpose of establishing sales organisation. Discuss functional type of sales organisation structure.
(b) What is a sales budget? Discuss the steps involved in preparing a sales budget.
- Write short notes on any three of the following:
(a) Situations conducive for personal selling
(b) Attributes of a good sales quota plan
(c) Principles of negotiation
(d) Improving territory productivity
(e) Sales management audit. - 5. (a) Assume that you are a sales manager. You will be opening a new branch for which you intend to promote one of the existing salesperson as a branch manager. What qualities you would look for in selecting a person for the position of branch sales manager?
(b) Looking at the current overall status of automobile industry and its severe downturn since the last one year GM (sales and marketing) of an automobile company which offers a wide range of passenger cars is now concerned about the future sales of the company. As a Regional Manager you are asked by the GM to submit details about sales strategy that can be used to increase the sales.
Section-B
June, 2020
Section-A
- (a) What is Sales Management? Discuss its objectives for a business firm.
(b) Distinguish personal selling with salesmanship. Discuss with a specific example the reasons for the growing importance of personal selling in the current business environment.
- (a) What are Selling Skills? Explain the significance of oral communication and nonverbal communication in a sales situation.
(b) Explain the commonly used recruitment sources for hiring salesperson. Why recommendation of present salesperson is considered as a good choice? Discuss.
- (a) What are the objectives of establishing sales territories? Discuss the steps involved in territory planning.
- Write short notes on any three of the following:
(a) Qualities of a good salesperson
(b) Closing the sale
(c) Objectives and principles of sales display
(d) Motivation of sales force
(e) Any two methods of sales budgeting - (a) What are the various steps involved in the sales process? How would the sales process differ in the following cases?
(i) Five star hotel representative selling services to the senior executive of a company.
(ii) Pharmaceutical company salesman calling upon medical doctors.(b) What are the factors influencing the design of compensation schemes for salespersons? Suggest appropriate components of compensation that you would suggest for the following and why?
(i) A young bachelor selling computer software for MSMEs.
(ii) A married senior institutional salesperson with grown-up children selling medical equipment.
Section-B
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