Dear students, get latest JNU MBA Solved assignments by professionals.
Mail us at: help.mbaassignments@gmail.com
Call us at: 08263069601
JAIPUR NATIONAL UNIVERSITY, JAIPUR
School of Distance Education & Learning
Internal Assignment No. 1
Master of Business Administration / DM
Paper Code: MBA/DMM-202
Paper Title: Sales and Promotion Management
Q 1. Answer all the questions:
(i..) What do you mean by sales organization?
Answer : Sales organization: It is a department in company within logistics that designs the company as per the sales requirements. Sales organization is held responsible for the sales and distribution of goods and services. The selling
(ii..) Enlist four limitations of personal selling.
Answer: LIMITATIONS OF PERSONAL SELLING:
- Lack of knowledgeable and skilled salesman: Salesman having the necessary training and aptitude are rare.
- Bad employers: Many employers engaging the services of salesmen are unscrupulous. They violate or circumvent laws an
(iii ) Note down the ethical challenges faced by in context of sales and distribution management in India.
Answer: Challenges faced : Everyone, at some time or the other, must surely have been sold a product that he or she did not need. Selling is a profession that has been widely criticized for the unethical dimensions associated with it. Ethics is the set of rules or standards that govern the conduct of a person or members of a profess
(iv ) Compare “sales management” with marketing.
Answer: Comparison: Sales Management mainly deals with managing a company’s sales operations. Sales management is mainly responsible for meeting the sales targets, hiring sales staff, training sales staff, preparing sales reports, order collections,
.
(v) Write a brief note on functions of distribution channels.
Answer: Functions of distribution channel: The main function of distribution channel is to assemble the goods from different manufacturer and make it available to the consumer. Apart from this, the channel members also perform a number of other functions like buying, carrying inventory, selling, transporting, financing, etc.
Q. 2. Discuss the importance of selling function and sales force management in today’s global world.
Answer: Importance of Selling function
Buying and selling are two branches of exchange process. Selling is a function in which goods are exchanged with money. So, selling
Selling is supposed to be the heart of marketing. The business , which sells goods at reasonable price and satisfies customers, can ge
Q. 3. Describe the various factors determining the sales compensation plan.
Answer: Key Factors Determining the Sales Compensation Plan
A good sales compensation plan must treat all salespeople fairly. Nothing will destroy salespeople’s morale faster than a feeling that their pay is inequitable. Many factors influence the remuneration plans of salesmen. Some of those are as follows:
1. Nature of Product
A product m
The companies that give more emphasis on advertisement and publicity may be able to create and maintain the demand for their products.
Q. 4. Define transportation. What are its means and modes of transport? Also describe the criteria for selecting the effective mode of transport.
Answer: Definition:
Transportation, the movement of goods and persons from place to place and the various means by which such movement is accomplished. The growth of the ability—and the need—to transport large quantities of goods or numbers of people over long distances at high speeds in comfort and safety has been an index of civilization and in particular of technological progress.
Transportation is treated in a number of articles. For the major types of propulsion used in modern forms of transportation, see energy conversion. For forms of transportation for military applications, see military technology. For the engineering infrastructure on which transportation systems depend, see roads and highways; bridge; ca
JAIPUR NATIONAL UNIVERSITY, JAIPUR
School of Distance Education & Learning
Internal Assignment No. 2
Master of Business Administration / DM
Paper Code: MBA/DMM-202
Paper Title: Sales and Promotion Management
Q. 1. Answer all the questions:
(i) What do you mean by pre-interview screening?
Answer: Pre-interview screening: Managers and human resource professionals post job listings in newspapers, on job boards and with professional job placement businesses. The listing can attract multiple candidates for the position, and the manager must sort through these to find the right person for the job. The manager can use a pre-screening interview to eliminate unsuitable applicants before scheduling interviews in person. Hiring managers sort the resumes of interested applicants to develop a list of candidates to call for a pre-screening
(ii) Enlist any four causes of channel conflict.
Answer: There are many unique challenges which can face an indirect sales ecosystem, but perhaps none can be as pernicious -or harmful to long run optimization- than channel conflict. Channel conflict is any situation where there is a conflict of interest between a vendor and their sales channels which, in effect, causes components of the sales ecosystem to fight against each other rather than working together.
Causes of channel conflict are: –
(iii) Differentiate between wholesalers and retailers.
Answer: Wholesalers: Wholesalers generally buy a large quantity of products directly from distributors. High-volume purchase orders typically improve a wholesaler’s buying power. Many distributors provide discounts for a certain number of items purchased or the total amount spent on merchandise. Wholesalers acquire merchandise, such as
(iv) “A good salesman can be made.” Explain.
Answer: Being a salesman takes special skills that not every person possesses. There are personality and attitude traits that make it easy for some people to be successful in the sales business. Others have to work a little harder. That’s why it’s
(v) Write a short note on the basis which a sales manager can use to establish sales territories.
Answer: Basis which sales managers use to establish sales territories are: –
Geographic Location: – One factor in determining territories is geographic location. A territory can be divided by states, counties, cities or even several territories within a city. The size of the territory depends on how often the salesperson has to physically visit the customer. smaller size in order to make this possible.
Q.2 Define a channel of distribution. What factors determine the choice of channel?
Answer. A channel of distribution : A channel of distribution or trade channel is defined as the path or route along which goods move from producers or manufacturers to ultimate consumers or industrial users. In other words, it is a distribution network through which the producer puts his products in the market and passes it to the actual users. This channel consists of: – producers, consumers or users and the various middlemen like wholesalers, selling agents and retailers (dealers) who intervene between the producers and consumers. Therefore, the channel serves to bridge the gap between the point of production and the point of consumption
Q. 3. Explain the following techniques of sales forecasting:
a) Executive Opinion
Answer: Any forecast under this method is done in consultation with person who are directly concerned with the problem. The responsibility is shared by many and the error of judgment is avoided to a great extent. It is based on the committee of experts; as a result better understanding and co-operation are expected in arriving at
b) Sales-Force Composite
Answer: Sales-Force Composite: In this method, the organization asks its sales personnel to come up with their forecasts. It is assumed that such persons who are in direct contact with the customers and other members of the distribution channel will be better informed about the trends in demand for the product. The individual forecasts are then combined to get an overall demand forecast for the organization.
But the results can be
c) Delphi Method
Answer: Delhi Method: This is an improvement over the executive opinion method. This method tries to determine the forecasts on the likely time period of occurrence of certain future events and the probability of their occurrence. In this method, a group of experts and a Delphi coordinator will be selected. The experts give their written opinions/forecasts individually to the coordinator. The coordinator processes, compiles, and refers them back to the panel members for revision, if any. This to-and-fro process continues for several
Q.4 What is prospecting, pre-approach and AIDA approach in personal selling? Explain in detail.
Answer. Prospecting: – Prospecting refers to identifying and developing a list of potential clients. Salespeople can seek the names of prospects from a variety of sources including trade shows, commercially-available databases or mail lists, company sales records and in-house databases, website registrations, public records, referrals, directories and a wide variety of other sources. Prospecting activities should be structured so
Dear students, get latest JNU MBA Solved assignments by professionals.
Mail us at: help.mbaassignments@gmail.com
Call us at: 08263069601