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Sales Management
Dec 2020
1. Study and prepare the sales management structure of any 2 FMCG Companies of your choice. (10 Marks)
SOLUTION:
Introduction:
Organizational structure helps a company assign a hierarchy that defines roles, responsibility, and
supervision. It’s the plan that outlines who reports to whom and who is responsible for what. The structure of the sales organization is how the sales department carries out the entire sales process. It may include business development, cold calling, lead generation, incoming sales callprocessing, etc.
2. You are the territory sales manager of Eureka Forbes water purifiers. You have 3 new recruits under you. Help them prepare a sales plan. (10 Marks)
SOLUTION:
Introduction:
A sales plan is the forecast for monthly sales expected and how will the same be accomplished. It includes past sales, knowing your customers, strategies to attract new customers, ways to keep the customers engaged with the company’s product. It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals — a sales plan describes how you’ll make those
3. ABC Co. is into selling of skincare products. Since it is new, it is aggressively selling its products to the markets in which it operates. There is a lot of competition in the market and so the Co. has to continuously come up with different innovative ways in which it can make its presence felt. The Salesmen are having high sales targets and being pressurized to perform well. Amidst this, an existing brand has also branched out into the same range of skincare products and gaining good customer footfall as they are already well known in the market. ABC Co. is not just losing out on its customer base but also on its sales personnel.
a. Analyze the case and explain what could be the probable reasons for the employees leaving the organization. (5 Marks)
SOLUTION:
Introduction:
ABC Co. is a new venture in the skincare category. Being new to the market, it aggressively tries to grow and capture the market share. It means long hours and tight deadlines for the employees. Some people thrive in this culture while the other may not persist for long. Amidst the challenging situation, one of the established
Hello MBA aspirants,
Get MBA assignments of NMIMS University solved by educational professionals at a nominal charge.
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