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Get IGNOU MMPM-02 Assignments Soft Copy ready for Download in PDF for (July 2023 - January 2024) in English Language.
Are you looking to download a PDF soft copy of the Solved Assignment MMPM-02 - Sales Management? Then GullyBaba is the right place for you. We have the Assignment available in English language.
This particular Assignment references the syllabus chosen for the subject of Marketing Management, for the July 2023 - January 2024 session. The code for the assignment is MMPM-02 and it is often used by students who are enrolled in the MBA (New), PGDIMM, MBAMM Degree.
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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.
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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