Mba Global Network

Ms-62 December 2012 Sales Management

December 2012

Ms-62 : Sales Management


1.  Briefly explain the personal selling process. Discuss the importance of 'Sales Resistance' in the selling process. How do sales persons cope up with the same ? Support your answer by citing example of a consumer durable good.

2.  Define negotiation. Explain the steps involved in the negotiation process by taking example of an industrial good. Briefly explain the various negotiation strategies involved.

3.  What are the basic objectives of a good sales force monitoring system? List and briefly explain the parameters used to monitor salesforce of a company selling FMCG products.

4.  Write short notes on any three of the following :

(a)  Principles of effective presentations.

(b)  Centralization versus Decentralization in sales organizations.

(c)  I mportance of sales quotas.

(d)  Interdependence of sales and distribution.

(e)  Qualities of good Sales personnel.


5. You have been retained as a consultant to develop sales training programme to improve productivity of middle-level sales managers of a company manufacturing personal-care products like shampoos, creams and moisturizers etc. Describe the key features of the training programme devised by you. 

Ms-62 December, 2011 Sales Management
Ms-58 December, 2009 Management of R&D and Innovat...


No comments made yet. Be the first to submit a comment
Already Registered? Login Here
Friday, 22 September 2023
If you'd like to register, please fill in the username, password and name fields.
You are here: Home Question bank ignou assignments mba 2018 solved