Sales Management: concepts, questions, projects

Sales territory management

Effective Sales territory management results in several benefits to the company – boost the sales team’s morale, increase sales, provide larger customer base and promote team cohesion.

Management (BBA / MBA) question on Sales management / Sales territory management:

Q.1 Tasty Foods Pvt. Ltd, a contract manufacturer of juices has decided to enter the growing market of juices & drinks by launching its own brand ‘Yogo’, a yogurt-based drink, in different markets in India. The sales manager of this company is deliberating on the issue of developing territories for selling this product. Suggest various factors that should be taken into consideration in this context.

Q) ABN Amro (ABN) bank plans to build new sales force organization to market its credit cards in Vapi. But the market already has some other big players. In such a competitive environment, which factors must ABN consider in order to design an effective sales organization?

Q) Read the case & answer the questions:
One of the largest consumer electronic company in India well anchored in the urban market realized that they have almost reached saturation in their growth in urban markets. As a strategy to trigger sales growth, they have decided to enter rural market. As a sales manager:

a. Do you think the decision of the company was right or it is a disaster to enter rural market to trigger sales growth; give your point of view with logical reasoning?
b. As a head of Sales what will be your strategy as far as sales force deployment without affecting current coverage

Q. Swati and Prashant are both working as sales managers. Swati was chosen for Assessment Centre whereas Prashant for Development Centre, of which they were not clearly aware. Few months later Swati got promoted which agitated Prashant as he thought his performance was also good. Prashant went to the HR head to discuss the same. In context of the case answer these questions:

a. Explain to Prashant why Swati got promoted.
b. Explain to Prashant what a Development Centre is.

studymumbai

StudyMumbai.com is an educational resource for students, parents, and teachers, with special focus on Mumbai. Our staff includes educators with several years of experience. Our mission is to simplify learning and to provide free education. Read more about us.