Sales Management NMIMS Solution
1st Semester NMIMS 2024 – Rs. 3000/- Only
2nd Semester NMIMS 2024 – Rs. 3000/- Only
3rd Semester NMIMS 2024 – Rs. 3000/- Only
4th Semester NMIMS 2024 – Rs. 2500/- Only
1. Excellent Corporation, a multinational company operating in the consumer goods sector, is restructuring its sales territories. The company’s products range from personal care items to household cleaning supplies, catering to diverse demographics & geographic regions. As the sales manager, you’re tasked with optimizing the sales territory assignments to maximize sales performance & customer coverage. Outline the key factors you would consider when redesigning the sales territories for ABC Corporation.
2. Prepare a Sales Plan for a brand of consumer durable focusing in rural market.
3. Read the case & answer the questions based on the case:
Case Background:
You are a sales representative for a leading chemical manufacturing company specializing in high-quality housekeeping and cleaning solutions. Your company has recently introduced a new line of environmentally friendly and highly effective cleaning chemicals suitable for the hotel industry. Your target client is a luxury hotel chain with multiple properties worldwide.
Client Information:
Hotel Chain: Prestige Hospitality Group, a well-established luxury hotel chain with a focus on sustainability.
Decision-Maker: Ms. Rodriguez, the Director of Housekeeping for Prestige Hospitality Group.
Current Suppliers: The hotel chain is currently working with a different supplier for its housekeeping chemicals.
Challenges:
The hotel chain is already committed to a contract with a different supplier.
Demonstrating the superiority and sustainability of your chemical products.
Negotiating a deal that is competitive and aligned with the hotel’s budget.
Objectives:
Convince Prestige Hospitality Group to consider switching to your company’s housekeeping chemicals.
Highlight the environmental benefits & effectiveness of your products.
Negotiate a mutually beneficial contract that meets the hotel’s needs and aligns with your company’s goals.
Questions:
a. Explain various Sales related marketing strategies.
b. What Negotiation tactics will you adopt to close the deal?