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IGNOU MMPM-02 Code Details
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University
IGNOU (Indira Gandhi National Open University)
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Title
Sales Management
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Language(s)
English
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Code
MMPM-02
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Subject
Marketing Management
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Degree(s)
MBA (New), PGDIMM, MBAMM
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Course
Specialization Course
IGNOU MMPM-02 English Topics Covered
Block 1 - Introduction to Sales Management
- Unit 1 - Sale Management: Role, Nature and Ethics
- Unit 2 - Diversity of Selling Situations
- Unit 3 - Theories of Selling and Selling Process
Block 2 - Selling Skills
- Unit 1 - Communication Skills
- Unit 2 - Negotiation Skills
- Unit 3 - Merchandising and Managing Sales Displays
Block 3 - Managing the Sales Force
- Unit 1 - Recruitment, Selection and Training of the Sales Force
- Unit 2 - Compensation Management
- Unit 3 - Sales Leadership: Motivation, Coaching and Counseling
- Unit 4 - Evaluation of Sales Force and Monitoring
Block 4 - Sales Planning and Control
- Unit 1 - Sales Planning, Forecasing and Budgeting
- Unit 2 - Territory Management and Sales Quotas
- Unit 3 - Sales Organisation
- Unit 4 - Sales Control, Analysis and Sales Audit
IGNOU MMPM-02 (July 2023 - January 2024) Assignment Questions
1. a) Define the terms sales and sales management. Discuss briefly the sales strategy formulation process and its limitation if any.
b) Trace the evolution and growth of personal selling by the help of secondary data and internet sources as well.
2. a) Why communication skills are essential in sales job? Elaborate when and why nonverbal communication becomes essential in the context of sales situation. Substantiate.
b) Explain the concept of merchandising and its role and functions. Highlight the role of a sales person in the context of visual merchandising.
3. a) What is Job Analysis? Discuss with suitable examples the steps involved in planning recruitment function in an organization.
b) What are the objectives of sales evaluation? Explain the need and purpose of sales evaluation and control systems in the context of sales force management.
4. a) Explain the importance of sales forecasting its meaning purpose and scope. What are the quantitative methods of forecasting that a sales manager can use for the purpose of sales forecasting?
b) What is a sales organization? Discuss the need for a sales organization and the process involved in designing the sales organization.
IGNOU MMPM-02 (July 2022 - January 2023) Assignment Questions
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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