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Sales Management-NMIMS-June-17

Sales Management-NMIMS-June-17

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Q1. One of the small Indian company engaged in new product development in the area of surgical instrumentation which are highly specialized. However company is not having strength in the area of manufacturing, Sales & Marketing. You being their Sales & Marketing external consultant, give your recommendations how their products can be marketed and sold in the Indian market. (10 Marks)

Q2. Indian company engaged in the field of manufacturing of Automobile spare parts who are interested in expanding their business portfolio with new products in the same segment. You being their head of Sales & Marketing, what are your recommendations for new products and also how you are going to expand your sales force. Explain your recommendations with logical reasons. (10 Marks)

Q3. One of the largest Indian company engaged in building materials manufacturing would like to go for forward integration of their business what are your recommendations as CEO of the company to achieve the company's objective:

a. Which will be probable area of entry for forward integration of the business keeping in mind the current business they are into? ( 5 Marks)

b. Do you recommend green field project or acquiring route for forward integration? Explain with logical reasons. ( 5 Marks)

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