EMBA IIBMS CASE STUDY SOLUTIONS: IIBMS MBA CASE STUDY ANSWER SHEETS - _Companies give more importance for training of Sales Force

Thursday, August 8, 2019

IIBMS MBA CASE STUDY ANSWER SHEETS - _Companies give more importance for training of Sales Force_. Elaborate the statement.

IIBMS MBA CASE STUDY ANSWER SHEETS - _Companies give more importance for training of Sales Force_. Elaborate the statement.

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Sales & Marketing Management

Attempt only 8 question.

1. Explain how Sales Management becomes an integral Part of Marketing Management and why it occupies an important role in success of an organisation ?

2. What is Sales forecasting and what are various methods of Sales forecasting ?

3. Why companies form a suitable organisation for sales of their Products ? How the Sales Organisation are different for Industrial Products and Consumer Products ?

4. “Companies give more importance for training of Sales Force”. Elaborate the statement.

5. “Compensating Sales Persons is different from employees of other departments in the organisation”. Explain the reasons as per statement and also write various methods of Compensation.

6. Case study :

7. 25 Private FM radio industry in India is currently as nascent stage. Currently the FM radio market has presence of six domestic players. Govt. of India has intiated the process of expansion in this sector by inviting more private players through auction. ABB is a leading private entertainment company of V.S. having vast portfolio of T.V. and radio channels. The company has approached you for customisation of its FM radio services for PUNE market. You being a marketing consultant.

a) Suggest suitable S.T.P. for the company.

b) What promotional strategies will you suggest company, to grab a major pie of market share ?

8. Write notes on any three of the following :

a) Warehousing

b) Retailing mobile telecom services

c) Store layout

d) Retail marketing promotion methods.

9. Define and highlight the importance of Integrated Marketing Communication (IMC) in present day’s business with example. Outline the IMC Planning Process.

10. Case study : Dr. Reddy’s Laboratories Ltd., is a famous pharmaceutical company in India, with a large trained sales force. To become number one pharmaceutical company in India, they have decided to focus on their distribution channels. What are the criteria of channel performance they should look for ? What should be the distribution strategies they should design to have larger market share ? Advise.

IIBMS MBA CASE STUDY ANSWER SHEETS - _Companies give more importance for training of Sales Force_. Elaborate the statement.