Description
Course Code : MMPM-002
Course Title : Sales Management
Assignment Code : MMPM-002/TMA/SEM-II/2022
Coverage : All Blocks
Note: Attempt all the questions and submit this assignment to the coordinator of your study
centre. Last date of submission for July 2022 session is 31st October, 2022 and for January
2023 session is 30th April, 2023.
1. (a) Trace the evolution of sales management functional. Explain the role of sales function in
marketing and the key decision areas which guide in the formulation of sales strategy.
(b) Explain the reasons for the growing importance of personal selling in the Indian context.
Elaborate the situations conducive for personal selling.
2. (a) How and why communication skills are vital in sales situations that help in better
understanding in sales transactions. Discuss with an example.
(b) Distinguish merchandising and sales displays. Comment on the various types of sales
displays that you are familiar with.
3. (a) Discuss the major sources of recruitment that you would consider for the selection of fresh
management graduates for an FMCG company. Give reasons for the choice.
(b) What is direct and indirect compensation with reference to salesman? Discuss with an
example.
4. (a) What are the objectives of sales territories? Discuss the criteria in establishing sales
territories.
(b) Explain sales management audit as a strategic dimension of sales control.
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