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NMIMS Global Access
School for Continuing Education (NGA-SCE)
Course: Sales Management
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 aspossible.
- 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 theirassignments, 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 otherstudents 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 the formula | 20% | |
| Concepts and Application related to the question | 60% | Procedure / Steps | 50% | |
| Conclusion | 20% | Correct Answer & Interpretation | 30% |
June 2021 Examination
1. Astus Auto, is a new start up dealing with CNG two wheelers. They have hired you as a sales consultant. Can you guide them with the Sales process with regards to their product?
Answer 1.
INTRODUCTION:
Sale: Sale means a transaction involving money between two or more people. In this transaction, the buyer receives goods or services and pays the seller money in exchange. If we talk about the financial market, the sale means an agreement between a buyer and a seller for a security price. If the good or service transferred to the other party involves no money or compensation, it will be considered a donation, not a sale. Hence, we can say that a money transfer is necessary for completing a sales transaction.
2. You are hired as the HR Manager for Sales Force Mumbai, a company dealing with managing contract sales for various apparel brands in Western India. Can you guide your team about the best strategies to recruit, select and train best sales employees?
Answer 2.
INTRODUCTION:
Sales employee: A person or employee of an organization responsible for selling a product or service to the potential consumer.
Recruitment: Recruitment is a process of
3. A newly set up Sales start up, dealing in sales and distribution of different types of soles for shoes to various shoe manufacturers has hired you as their consultant.
a. They are confused between whether they should go a centralization or decentralization in their management style. Can you guide them with features of both along with their benefits and problems? (5 Marks)
Answer 3a.
INTRODUCTION:
Centralized management system: The management system in which a small group of individuals of managers makes the decisions in an organization. This type of management system is prevalent in big and competitive industries.
Decentralized management system: It is quite the opposite of the previous management system. In a decentralized management
b. Also, can you guide them about the various types of Sales Organizational structures they could choose from for their organization?
Answer 3b.
INTRODUCTION:
Sales organization structure: It is the segmentation of the sales team of an organization into specialized groups based on the region, number of products, and services offered by the company. A sales organization structure includes cold calling, business development, incoming sales call processing, etc. A good sales organizational structure will help an organization in keeping and increasing the high conversion rate effectively.
CONCEPT AND APPLICATION:
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