Sales Management NMIMS Assignment Dec 2019

Sales Management

1. Synergy computer systems has 3 sales executives in Mumbai. Their performance for the month of April &ndash June 2019 is detailed below. You are the territory manager in charge of their performance.

• Name of the executive
• No. of sales calls
• No. of orders
• Actual Sales INR
• Sanjay Mishra
• 1550
• 350
• 350,00,000
• Tapan Sharma
• 1100
• 280
• 280,00,000
• Supriya Ghosh
• 1600
• 580
• 580,00,000

Critically evaluate the performance of the sales executives. What are the steps you can take to improve the performance.

2. Connect with a senior sales person from two industries &ndash IT industry such as TCS, Infosys or any other company and consumer product industry such as P&G, Dabur or any other company. Study and prepare the sales organization structure of these two companies.

3. Orion Fashions Ltd is a fashion brand in India. They are predominantly in fashion wear from men and women. The company has 3 plants in India and employs over 800 sales people. However the company has been hit with the economic slowdown in the country. To make things worse, cheaper imports of fashion wear and e-commerce has affected store sales. The sales people are left with slimmer pay cheques and many of them left the company. The sales people also put pressure on the top management and negotiated a 10% increase in salary for all sales employees.

a. Do you agree with the Top managements plan to give a flat increase in salary to all sales people

b. What are some of the non-financial tools of motivation that you can use.