Sales Management-1st-2016-NMIMS

Sales Management-1st-2016-NMIMS
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Q1. What do you mean by "Personal Selling"? Give one example of any one product which requires personal selling, and explain the process of "Personal selling" in detail (10 Marks)

Q2. Why do you think that Sales Management is crucial for an organization? Explain the concept in detail (10 Marks)

Q3. A well known MNC is engaged in the manufacturing, selling and marketing, of FMCG products, is interested in entering Indian market. You as a Head of Sales
a. Work out a Territory and sales force deployment strategy (5 Marks)
b. What kind of sales strategy you recommend to enter the market looking in to competition scenario. (5 Marks)
(Please take any one product of FMCG of your choice for discussion, it should be specific)
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