IGNOU MMPM-02
- Sales Management,
Latest Solved Assignment
(July 2024 - January 2025)

1 a) Distinguish and discuss the terms Sales Vs. Marketing. Are these two terms synonymous? If yes, or no justify giving reasons.
b) As you are aware that the sales management function in an organization is all about managing the personal selling effort. In the light of the above statement classify with suitable examples the various selling approaches that firms can pick and choose based on the nature of their businesses. Who according to you is an effective salesman? Explain the physical traits, the skills and the knowledge that every salesman should possess to evolve as a successful salesman for the organization.

2 a) Why communication skills are important for a salesman? With suitable examples discuss the various verbal and non-verbal communication skills that aid a salesman in their profession.
b) What is negotiation? Highlight the basic principles that a salesman ought to consider during the negotiation stage with the customer. A young working professional from IT industry, wishes to buy a high end sports SUV from one of the leading global automobile manufacturer in India. Assume you have now reached the negation stage of the selling process. How would you equip yourself and what specific preparation you would do to meet the prospect for the final negotiation keeping in mind the nature of the product, the pricing, and the competition in the category?

3a) Discuss the meaning of merchandising and sales displays. Bring out the relationship between them by citing an example. Explain some of the most important and frequently used design principles by marketer in effective display of their merchandising. Suggest a suitable example for each of these design principles.
b) What makes an organization have adequate compensation plan for the company sales force? Discuss. What the major reasons for a change in a sound compensation plan for the sales force.

4a) What is sales force motivation? Discuss some of the crucial and unconventional factors that impact the sales force motivation for success.
b) Discuss the meaning, importance and need for sales territories. Explain the various approaches to territory design that a sales manager can consider based on the need of the coverage, the cost and quantum of sales/business that can be generated.

1. a) Define the terms sales and sales management. Discuss briefly the sales strategy formulation process and its limitation if any.
b) Trace the evolution and growth of personal selling by the help of secondary data and internet sources as well.

2. a) Why communication skills are essential in sales job? Elaborate when and why nonverbal communication becomes essential in the context of sales situation. Substantiate.
b) Explain the concept of merchandising and its role and functions. Highlight the role of a sales person in the context of visual merchandising.

3. a) What is Job Analysis? Discuss with suitable examples the steps involved in planning recruitment function in an organization.
b) What are the objectives of sales evaluation? Explain the need and purpose of sales evaluation and control systems in the context of sales force management.

4. a) Explain the importance of sales forecasting its meaning purpose and scope. What are the quantitative methods of forecasting that a sales manager can use for the purpose of sales forecasting?
b) What is a sales organization? Discuss the need for a sales organization and the process involved in designing the sales organization.