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1. Dear students get fully solved assignments
Send your semester & Specialization name to our mail id :
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or
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(Prefer mailing. Call in emergency )
AEREN FOUNDATION’S
Maharashtra Govt. Reg. No.: F-11724
Course : MBA 4th
semester
SUBJECT :SALES MANAGEMENT
Total Marks - 80
N. B.: Answer any Four of the following.
All questions carry equal Marks.
1. What are the duties and responsibilities sales manager? (20 Marks)
Answer:Sales management is a business discipline which is focused on the practical application of
sales techniques and the management of a firm's sales operations. It is an important business
function as net sales through the sale of products and services and resulting profit drive most
commercial business. These are also typically the goals and performance indicators of sales
management. Sales manager is the typical title of someone whose role is sales management. The
role typically involves talent development and
AN ISO 9001 : 2008 CERTIFIED INTERNATIONAL B-
SCHOOL

2. Q2. Write short notes on : (20 Marks)
(a) Sales management.
Answer:Salesmanagementfacilitatesthe directionsof activitiesandfunctionswhichare involved in
the distribution of goods and services. According to Philip Kotler, “Marketing management is the
analysis, planning implementation and control of programmes designed to bring about desired
exchanges with target markets for the purpose of achieving organisational objectives.
It relies heavily on designing the organisations’ offering in terms of the target markets needs and
desiresandusingeffectivepricing, communicationanddistribution to inform, motivate and service
the market.”
(c) Sales manager.
Answer:As a sales manager you would organise, coach and lead a team of sales representatives to
worktowardsagreedsalestargets.If you are good at selling and want to manage a team, this could
be the career for you.
In this job you’ll be using your management skills and enthusiasm to motivate others. You’ll also
need to be organised and good at planning.
You will need sales experience and management skills to
Q. 3.What are the sources of recruitment of salesman? (20 Marks)
Answer:Rightsalesmencanhelpcompanyachievemarketingobjectives. Recruitment and selection
are two important decisions in sales force management that concern with ensuring the right type
(right qualities, right qualifications, and right experience) of sales personnel.
Problem of recruitment and selection arises when:
1. Starting a new company
Q. 4.What are the objectives and advantages of training of salesman? (20 Marks)
Answer:Methods of Training of Salesmen

3. Since the workof salesmenisof variednature and differs widely from industry to industry, it is not
possible tosuggestorprescribe anysingle methodof trainingtosalesmenwhichmaysuitall typesof
salesmen.Thatiswhydifferenttypesof salesmenare appointedfordifferenttypesof jobs in a sales
department.Hence,there are differentmethodsof trainingsalesmen.They may be classified under
the following two broad heads :
Individual Training Methods
Q. 5. Define salesmanship. Enumerate functions of salesman? (20 Marks)
Answer:
Q. 6. Explain briefly the law relating to rights of buyers and sellers? (20 Marks)
Answer:
Q. 7. What are the rights and duties of a common carrier (20 Marks)
Answer:
Q. 8. Explain the objectives and scope ofCommon Goods Carrier Act? (20 Marks)
Answer:
Q. 9. Explain the working of Sales Trading Corporation of India? (20 Marks)
Answer:
Q. 10. State the need of voluntary consumer organisation in this Consumerizedera?(20 Marks)
Answer:
Dear students get fully solved assignments
Send your semester & Specialization name to our mail id :
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or
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(Prefer mailing. Call in emergency )