Exam Details
| Subject | Sales Management | |
| Paper | ||
| Exam / Course | Management Programme | |
| Department | School of Management Studies (SOMS) | |
| Organization | indira gandhi national open university | |
| Position | ||
| Exam Date | June, 2016 | |
| City, State | new delhi, |
Question Paper
Explain the role of computerized sales management system in modem marketing environment.
What are sales display objectives? Explain various types of displays.
How do you identify training needs of sales staff? Explain the process.
What is sales strategy? How do you formulate sales strategy for a retail store?
Explain the steps involved in sales territory planning.
What is sales job analysis? Explain the activities involved in managing the sales force.
How do you prepare a sales budget Explain the methods of sales budgeting.
What is transactional analysis? Explain the transactional analysis role in interpersonal communication in a sales situation.
5. Read the case given below and answer the question given at the end.
Kiran Pvt. Ltd. is a 100% Indian confectionery manufacturing and distribution company. Nimal is the National Sales Manager of Kiran which has over 50 varieties of confectioneries. Kiran was the market leader in over 35 varieties. However, due to many macro and micro reasons they have lost the market leadership in all these 35 categories. The Director Marketing, Mohan was a worried man on realising this and embarked on fact finding research and the conclusion was the lack of motivation among the sales and marketing team as the main cause for this. After an intense head hunting exercise, Mohan was able to recruit Nimal as the National Sales Manager for Kiran. Nimal's passionate experience in the industry and his reputation for the excellent interpersonal relationship was the edge he had over others for his selection for the job.
Question:
• Assume that you are Nimal, you are requested by Mohan to provide a sales team motivational plan. Develop the structure of such a plan giving justifications.
What are sales display objectives? Explain various types of displays.
How do you identify training needs of sales staff? Explain the process.
What is sales strategy? How do you formulate sales strategy for a retail store?
Explain the steps involved in sales territory planning.
What is sales job analysis? Explain the activities involved in managing the sales force.
How do you prepare a sales budget Explain the methods of sales budgeting.
What is transactional analysis? Explain the transactional analysis role in interpersonal communication in a sales situation.
5. Read the case given below and answer the question given at the end.
Kiran Pvt. Ltd. is a 100% Indian confectionery manufacturing and distribution company. Nimal is the National Sales Manager of Kiran which has over 50 varieties of confectioneries. Kiran was the market leader in over 35 varieties. However, due to many macro and micro reasons they have lost the market leadership in all these 35 categories. The Director Marketing, Mohan was a worried man on realising this and embarked on fact finding research and the conclusion was the lack of motivation among the sales and marketing team as the main cause for this. After an intense head hunting exercise, Mohan was able to recruit Nimal as the National Sales Manager for Kiran. Nimal's passionate experience in the industry and his reputation for the excellent interpersonal relationship was the edge he had over others for his selection for the job.
Question:
• Assume that you are Nimal, you are requested by Mohan to provide a sales team motivational plan. Develop the structure of such a plan giving justifications.
Other Question Papers
Departments
- Centre for Corporate Education, Training & Consultancy (CCETC)
- Centre for Corporate Education, Training & Consultancy (CCETC)
- National Centre for Disability Studies (NCDS)
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Subjects
- Accounting and Finance for Managers
- Advanced Strategic Management
- Bank Financial Management
- Capital Investment and Financing Decisions
- Consumer Behaviour
- Economic and Social Environment
- Electronic Banking and IT in Banks
- Employment Relations
- Ethics And Corporate Governance In Banks
- Human Resource Development
- Human Resource Planning
- Information Systems for Managers
- International Banking Management
- International Business
- International Financial Management
- International Human Resource Management
- International Marketing
- Labour Laws
- Logistics and Supply Chain Management
- Maintenance Management
- Management Control Systems
- Management Functions and Behaviour
- Management of Financial Services
- Management of Human Resources
- Management of Information Systems
- Management of Machines and Materials
- Management of Marketing Communication and Advertising
- Management of New and Small Enterprises
- Management of Public Enterprises
- Management of R&D and Innovation
- Managerial Economics
- Managing Change in Organisations
- Marketing for Managers
- Marketing of Financial Services
- Marketing of Services
- Marketing Research
- Materials Management
- Operations Research
- Organisational Dynamics
- Organizational Design, Development and Change
- Product Management
- Production/Operations Management
- Project Management
- Quantitative Analysis for Managerial Applications
- Research Methodology for Management Decisions
- Retail Management
- Risk Management In Banks
- Rural Marketing
- Sales Management
- Security Analysis and Portfolio Management
- Social Processes and Behavioural Issues
- Strategic Management
- Technology Management
- Total Quality Management
- Wage and Salary Administration
- Working Capital Management