IGNOU sales management

MS-62: Sales Management

1. a Distinguish and discuss the term Sales and Selling with suitable examples. What is a sales strategy Explain the various activities/ tasks that a sales managers should consider in designing a sales strategy for the firm. Discuss with a hypothetical example.

b Why it is essential to possess a sound knowledge of computer system and its application areas in sales management function Discuss with an example.

2. a What is Selling process Discuss the various stages involved in Selling process in the following situation.

i Salesman selling computer systems f.

ii Salesman promoting banking products for individuals.

b What do you understand by the term skill What are the various skills that a salesman ought to possess in a sales profession Illustrate with a suitable example.

3. a What are Sales displays Explain with examples the different types of displays available to the retailer in effectively managing for customer pull.

b Assume that you have been assigned the task of recruitment and selection of sales force. What recruitment sources and selection tools would you employ and why in the following situations

i Missionary Salesmen for company

ii Engineering graduates for an company