GLOBAL INSTITUTE OF INFORMATION TECHNOLOGY

ASSIGNMENT-II

MBA-IV SEMESTER

SALES AND DISTRIBUTION MANAGEMENT (MBA MK-03))

SECTION-A

Answer the following question in short:

Q.1. Define the benefits of a good territory design.

Q.2. Explain the purpose of sales budget.

Q.3. Explain the steps involved in designing a compensation plan.

Q.4. Explain the AIDAS theory in brief.

Q.5. What are the non-financial compensation plans?

Q.6. Write a short note on roles and responsibilities of sales manager.

Q.7. Explain the approaches of Sales forecasting.

Q.8. Explain the Buying formula theory of Selling.

Q.9. Explain the right set of circumstances theory of personal selling.

Q.10. Write a short note on sales presentation and its role in personal selling.

Q.11. Write a short note on different selling styles.

Q.12. What is the difference between marketing and selling?

Q.13. Explain different methods of approaching a prospect in personal selling.

Q.14. Write a short note on process of selection of channel members.

Q.15. Explain channel conflicts in brief.

SECTION-B

Answer the following questions in detail:

Q.1. What is personal selling? Outline objectives and importance of selling process.

Q.2. Explain the process of developing a sales organization. Which factors affect the size
of the sales organization?
Q.3. What do you understand by sales territories? Explain the advantage of allocation of
territories.

Q.4. “The sales budget is the pivot of budgetary control.” Discuss the statement and the
method of its preparation.

Q.5. “Sales Quota explains how much and for what period?” Discuss this statement and
explain various types of quotas and procedure involved in setting each of them.

Q.6. Define sales forecasting and discuss various techniques used for sales forecasting.

Q.7. Discuss different methods of training for sales personnel.

Q.8. Discuss the advantages and disadvantages of straight salary compensation plan.

SECTION-C

Answer the questions given at the end of the case:

When the mail from 2 M- Hydraulics was received by Rahul Deshpande, The
CEO of RK Consultant, he immediately talked on the intercom to his Vice President,
Arun Pande, to personally handle this enquiry. “If you succeed to get this order and
execute the same to the complete satisfaction of 2 M-Hydraulics, it would open doors
for many more orders in future,” said CEO.
“Yes, I agree with you, bit for that I will have to fly down to Bangalore
immediately to meet with key people in 2 M-Hydraulics to understand clearly their
needs, before submitting our proposal, ” responded Arun.
“Why not, go ahead, and let me know if you need any help from me, said
Rahul and hung up. Arun looked at the website of 2 M- Hydraulics and gathered
information that the company had a technical tie-up with a German company and
wanted to manufacture and market hydraulic valves, pumps and other accessories in
India. The company had decided on a distribution strategy of selling its products
through dealers, who were expected to design, assemble, sale and service hydraulic
power packs required for various applications for material movements. Arun spoke
with Srinivas Rao, general manager of 2 M- Hydraulics, and fixed an appointment to
meet with him.
Arun generated information about market potential in major metros and cities,
competition, and requirement of 2 M- Hydraulics. His doubt about “ Can we get
dealers in India performing so many tasks” was answered by the German Manager, “
If we can get them in Germany, why not in India?”
Arun came back to his office at Pune, discussed with Rahul, and sent his
proposal to Srinawas Rao. Within one week, Arun received a call from Sriniwas Rao,
asking Arun to come over to Bangalore for a presentation to a tem of senior
executives, to be followed by negotiation.

Questions:
1. How was R K Consultants approach to the customer’s requirements?

2. If you were Arun Pande, which presentation method and closing technique
you would use?