MM02
Sales & Distribution Management
Assignment No.I
Assignment Code: 2013MM02A1 Last Date of Submission: 15th April 2013
Maximum Marks:100
Attempt all the questions. All the questions are compulsory and carry equal marks.
Section-A
Ques. 1 What is sales management? What are the various functions of sales management?
Ques. 2 Write short notes on the following:-
(a) Sales force motivation mix
(b) Sales force morale building
Ques. 3 What is a sales quota? What are the other different quotas a sales manager can use?
Discuss the merits and demerits of the quota system.
Ques. 4 Describe and differentiate the selling process in consumer durable company (e.g. LG
or Samsung) and service industry (Bank or Hospital).
Section-B
Case Study - 1
You are a sales executive working with M/s Rajeev Motors Ltd. Your showroom stocks various models of Chevrolet Spark cars. You have been speaking to a prospect who is a senior executive in a reputed company. He has told you that one of the reasons why he looking for a small car is that he has not been claiming car allowance from his company.
He has a small family of five persons, which includes his wife, three small children – 9, 7 and 5 years old – and of course, himself. He wants you to give him a stereo and other accessories free as these are being offered by another dealer. He is also very particular about after sales service.
Case Question
1. What will you negotiate on?
Case Study 2
You are a sales officer with DHL Ltd. The courier services offered by you are the cheapest in the market. You are going to meet a client who is representing a big business house. The client has mentioned that they need a courier who can adapt to the flexible requirements of the company – sometimes letters needs to be sent early in the morning and sometimes late in the evening. He has also mentioned that your price is high.
Case Question
1. What will you negotiate on? Please give reasons for your approach.
MM02
Sales & Distribution Management
Assignment No.II
Assignment Code: 2013MM02A2 Last Date of Submission: 15th May 2013
Maximum Marks:100
Attempt all the questions. All the questions are compulsory and carry equal marks.
Section-A
Ques. 1 What kind of cost elements would be most critical in the following cases:-
(i) Distribution of milk products
(ii) Distribution of heavy duty capital equipment
(iii) Distribution of textbooks for schools
Ques. 2 What is the most appropriate strategy for resolving a channel conflict?
Ques. 3 What is logistic strategy? What are the major decisions in warehousing?
Ques. 4 What are the basic principles to be followed in setting up a distribution channel?
Section-B
Case Study
Sumit Product Ltd.
Sumit Products Ltd. Is a company that produces and markets steel cups, teaspoons, knives and forks for the catering industry. The company was established in 1958 in response to the changes that were taking place in the catering industry. The growth of the fast-food sector was seen as an opportunity to provide disposable eating utensils which would save on manpower and allow for speedy provision of utensils to cater to the fast customer flow. In addition, SUMIT Products has benefited from the growth in supermarkets and sells consumer packs through four large supermarket groups.
The expansion of sales and outlets has led Rakesh Mohan, the sales manager, to recommend to S Kumar, the general manager, that the present sales force of two regional representatives be increased to eight.
Rakesh Mohan believes that the new recruits should be experienced in selling fast-moving consumer goods since essentially that is what his products are.
S Kumar believes that the new recruits should also be familiar with steel products since that is what they are selling. He favours recruiting from within the steel industry, since such people are familiar with the supply, production and properties of steel and are likely to talk the same language as other people working at the firm.
Case Questions
1. What general factors should be taken into account when recruiting salesmen?
2. Do you agree with Rakesh Kumar or S Kumar or neither?
Sales & Distribution Management
Assignment No.I
Assignment Code: 2013MM02A1 Last Date of Submission: 15th April 2013
Maximum Marks:100
Attempt all the questions. All the questions are compulsory and carry equal marks.
Section-A
Ques. 1 What is sales management? What are the various functions of sales management?
Ques. 2 Write short notes on the following:-
(a) Sales force motivation mix
(b) Sales force morale building
Ques. 3 What is a sales quota? What are the other different quotas a sales manager can use?
Discuss the merits and demerits of the quota system.
Ques. 4 Describe and differentiate the selling process in consumer durable company (e.g. LG
or Samsung) and service industry (Bank or Hospital).
Section-B
Case Study - 1
You are a sales executive working with M/s Rajeev Motors Ltd. Your showroom stocks various models of Chevrolet Spark cars. You have been speaking to a prospect who is a senior executive in a reputed company. He has told you that one of the reasons why he looking for a small car is that he has not been claiming car allowance from his company.
He has a small family of five persons, which includes his wife, three small children – 9, 7 and 5 years old – and of course, himself. He wants you to give him a stereo and other accessories free as these are being offered by another dealer. He is also very particular about after sales service.
Case Question
1. What will you negotiate on?
Case Study 2
You are a sales officer with DHL Ltd. The courier services offered by you are the cheapest in the market. You are going to meet a client who is representing a big business house. The client has mentioned that they need a courier who can adapt to the flexible requirements of the company – sometimes letters needs to be sent early in the morning and sometimes late in the evening. He has also mentioned that your price is high.
Case Question
1. What will you negotiate on? Please give reasons for your approach.
MM02
Sales & Distribution Management
Assignment No.II
Assignment Code: 2013MM02A2 Last Date of Submission: 15th May 2013
Maximum Marks:100
Attempt all the questions. All the questions are compulsory and carry equal marks.
Section-A
Ques. 1 What kind of cost elements would be most critical in the following cases:-
(i) Distribution of milk products
(ii) Distribution of heavy duty capital equipment
(iii) Distribution of textbooks for schools
Ques. 2 What is the most appropriate strategy for resolving a channel conflict?
Ques. 3 What is logistic strategy? What are the major decisions in warehousing?
Ques. 4 What are the basic principles to be followed in setting up a distribution channel?
Section-B
Case Study
Sumit Product Ltd.
Sumit Products Ltd. Is a company that produces and markets steel cups, teaspoons, knives and forks for the catering industry. The company was established in 1958 in response to the changes that were taking place in the catering industry. The growth of the fast-food sector was seen as an opportunity to provide disposable eating utensils which would save on manpower and allow for speedy provision of utensils to cater to the fast customer flow. In addition, SUMIT Products has benefited from the growth in supermarkets and sells consumer packs through four large supermarket groups.
The expansion of sales and outlets has led Rakesh Mohan, the sales manager, to recommend to S Kumar, the general manager, that the present sales force of two regional representatives be increased to eight.
Rakesh Mohan believes that the new recruits should be experienced in selling fast-moving consumer goods since essentially that is what his products are.
S Kumar believes that the new recruits should also be familiar with steel products since that is what they are selling. He favours recruiting from within the steel industry, since such people are familiar with the supply, production and properties of steel and are likely to talk the same language as other people working at the firm.
Case Questions
1. What general factors should be taken into account when recruiting salesmen?
2. Do you agree with Rakesh Kumar or S Kumar or neither?
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