ASSIGNMENTS ON SALES MANAGEMENT

1. Assume you are a regional sales manager of Bajaj Autos Ltd and ou are asked by your General manager (sales Marketing) to submit your sales force strategy and tactics to achieve an increase in sales volume by 20% for the next financial year. (Make Assumptions, if required) 2. Assume you are a sales manager, you will be openeing a new branch for which you intend to promote one of the existing sales persons as a branch sales manager. What criteria or qualities you would look for in selecting a person for the position of Branch Sales manager. 3. Assume you are appointed as head of marketing of Saragam Aluminium company, which is a new company, manufacturing and marketing aluminium extruded products, such as door, window, and partition aluminium frames, heat sinks, and control panels. Customers include household and business organisations. The factory is located in hsur distrit in Tamil Nadu, about 38 km from Bangalore. You have discussed with your CEO to initially focus sales and distribution efforts in southern region, consisting of karnataka, Tamil Nadu, Andhra Pradesh, and Kerala. You are required to design Sales territories to cover the four southern states. Describe How would you go about your task. And also assign sales people to territories. What major criteria would you keep in mind in assigning sales persons to different territories? 4. Your company had introduced a sales quota system in a previous year, based on sales territory potential. When you were reviewing the performance of the sales people, you noticed that some sales people could easily achieve their sales quotas as the sales potentials of their territories were underestimated and for some other sales people exactly reverse had happened. What suggestions would you make to your senior sales manager to make sales quotas realistic for saespeople for the present year?

5. Some nationalised banks recruit only experienced persons or promote people within organisations. Some others like ICICI bank and IDBI bank recruit extensively from management Institutes. Explain the differences in sources used by these financial organisations selling essentially the same kind of financial services and products. 6. As a regional sales manager(south), you have decided to promote one of the existing salespersons for the position of the branch sales manager for a new branch at Coimbatore in Tamil Nadu state. Which kind of training program would you conduct for this salesperson? Also discuss briefly the content of this training. 7. Assume you have joined a company as a sales manager for hydraulic products and services. This company was recently selected as authorized distributor for MICO-Bosch Hydraulic products. As a distributor, your company is required to perform various tasks like prospecting, promoting, preparing technical offers, negotiating and getting orders., collecting payments, giving pre and post sales service, and marinating excellent customer relationship. Your company is required to operate in Mumbai Territory (including New Mumbai). Develop a compensation plan for your sales people, including financial and non-financial compensation methods. 8. Suppose you have faced with the following problems, as a sales manager (i) sales people are not spending adequate tie to develop new customers and (ii) salespeople are selling profitable products less than non-profitable and easy-to-sell products to achieve their sales volume quotas. Suggest a compensation plan that can be used to solve these problems. 9. Aroma Teas is a well known branded tea company in central India. Both their leaf and dust tea brands are quite popular. Recently, a marketing consultant has advised them to set up a large number of vending machines to dispense their brand liquid tea. The marketing consultant believes that

this will increase trials, usage and market share of Aroma. Do you agree? What research should the company do before getting into this ? Develop a marketing plan for implementation of this idea. 10. The sales and marketing team of Modern Moors(MM) is getting into the classic debate of whether they should go for a distribution network or continue with their current distribution through wholesalers selling electrical goods. MM is in the business of making electrical goods with electric motors dominating their business. MM grown from Rs. 15 Cr some years back to Rs.32 Cr now. The top management feels that they should contract distributors for their growing business. The sales and marketing team is divided in the opinion. Some of their competitors use distributors and some use freelance wholesalers. Please advise the MM sales team with a clear and logically thought out decision.

P.S: The due date for the submission is 28/10/2011 by 1:30 PM. The submissions should be made in A4 size plain sheets.