MM02
Sales & Distribution Management
(CNM
Cases)
Assignment – II
Assignment
Code: 2016MM02A2 Last Date of Submission: 30th
April 2016
Maximum Marks: 100
Attempt all the questions. All questions are compulsory and carry equal
marks.
Section-A
1. Many companies recruit competitors’
sales force. The sales manager of these companies have a feeling that let the competitor do
the training and they can hire the trained sales force by paying an additional salary. Is this
ethical? Does this make good business sense?
2. “When training covers the current requirement
of the organization, development looks at the future“. Substantiate the statement with suitable
examples?
3. Valence, expectancy, and
instrumentality are the three key propositions of the expectancy theory? Explain the applications of
this theory in describing the motivation of sales people?
4. How are channels for services different
from channels for products?
Section-B
Case Study
In a campus interview two sales managers
met after a gap of five years. Both of them were visiting the campus for
recruiting sales staff. They were working in the same organization after their
business degrees and then one of them switched over to a competitor’s
organization after five years. They were quite excited seeing each other after
such a long gap. They were discussing about the last interview they conducted
on the campus; that of girl student. The first gentleman commented that the
girl looked very feminine as if she would need someone to take care of her
while at work in an organization and she was not at all serious about a sales
job. When asked to give his comments, the second gentleman said that the girl
was wearing a flowery blouse, flouncy sleeves, and a lace collar. The other
gentleman countered by saying: ‘what’s the flowery blouse, flouncy sleeves, and
a lace collar got to do with job performance?’
5. Give your comments on the above
statements.
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