Description

MMPM 02 Solved Assignment MBA Ignou 2024-25

Course – MBA

Sesion – 2024-25

MMPM 02 Solved Assignment MBA Ignou 2024-25

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.

MMPM 02 Solved Assignment MBA Ignou 2024-25