Management Programme
ASSIGNMENT
FIRST SEMESTER
2018
MS-62: Sales Management
School of Management Studies
INDIRA GANDHI NATIONAL OPEN UNIVERSITY
MAIDAN GARHI, NEW DELHI – 110 068
MS- 62
ASSIGNMENT
Course Code : MS - 62
Course Title : Sales Management
Assignment Code : MS-62 /TMA/SEM - I/2018
Coverage : All Blocks
Note: Attempt all the questions and submit this assignment on or before 30th April, 2018 to the
coordinator of your study centre.
1. (a) Discuss the role and responsibilities of a Sales Manager, associated with a fast moveing
consumer goods firm with pan India operations.
(b) Why is Personal Selling method is still very much in vogue in the current market
environment. Elaborate with suitable examples. Briefly discuss the various situations
conductive for Personal selling other than the list mentioned in the study/ course material.
2. (a) Discuss the AIDAS theory of selling by taking a suitable example of your choice. What are its
merits and drawbacks of this theory.
(b) What are Selling skills. List out and explain the various types of skills. How does these skills
help a salesman in effectively discharging the responsibilities assigned to him.
3. (a) As a Sales Manager of a Publishing House what methods would you adopt in identifying
training needs for the sales force. Discuss briefly the various steps in training process.
(b) What are the basic components of a compensation package? Why and how the compensation
package differ between the companies selling similar and different types of products?
4. (a) Discuss the importance of Sales planning function in the following
(i) Single Product firm targeting North India Market.
(ii) Multi Product firm targeting all India Market.
What is territory Planning? What are the steps involved in territory Planning and its
importance in achieving the sales objectives. Discuss.
(b) Discuss the meaning and importance of Sales Budgeting. What are the different methods of
Sales Budgeting that are generally adopted by a firm.