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Sales Management
Jun 2025 Examination
Q1. Rajiv, the Sales Director at Prime Electronics, is preparing the annual sales budget for the upcoming financial year. He must allocate funds across different sales activities, including promotions, sales team incentives & distribution costs, while ensuring profitability. What key factors should Rajiv consider while preparing the sales budget & how can he ensure it aligns with the company’s revenue goals? (10 Marks)
Q2. Amit is a sales executive at an insurance company, responsible for selling customized insurance plans to clients. He notices that many potential customers hesitate to purchase due to confusion about policy benefits. How can Amit effectively use personal selling to address customer concerns & close more deals? (10 Marks)
Q3(A). Vikram is the Regional Sales Manager for a popular FMCG brand specializing in snacks & beverages. His team covers a large, diverse area with both urban & rural markets. Vikram has noticed that some territories are underperforming, while others have overlapping routes that lead to inefficient coverage & missed opportunities. To improve sales, he needs to redesign the sales territories & create an effective route plan. Vikram considers several criteria, such as market potential, customer density & travel time, to ensure balanced workloads for his sales team. Additionally, he is exploring different methods for designing these territories to ensure full coverage & minimal overlap. Finally, he wants a route plan that allows each salesperson to cover their assigned territory efficiently without redundancy.
What criteria should Vikram use when designing his sales territories to ensure balanced coverage and maximize efficiency? (5 Marks)
Q3(B). Vikram is the Regional Sales Manager for a popular FMCG brand specializing in snacks & beverages. His team covers a large, diverse area with both urban & rural markets. Vikram has noticed that some territories are underperforming, while others have overlapping routes that lead to inefficient coverage & missed opportunities. To improve sales, he needs to redesign the sales territories & create an effective route plan. Vikram considers several criteria, such as market potential, customer density & travel time, to ensure balanced workloads for his sales team. Additionally, he is exploring different methods for designing these territories to ensure full coverage & minimal overlap. Finally, he wants a route plan that allows each salesperson to cover their assigned territory efficiently without redundancy.
Suggest an effective method Vikram could use to design these territories & plan routes that improve coverage & minimize travel time. (5 Marks)
Dear Students,
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