Examination Paper: Sales Management IIBM Institute of Business Management 1 IIBM Institute of Business Management Examination Paper MM.100 Sales and Distribution Management Section A: Objective Type (30 marks) This section consists of Multiple Choice questions & short notes type questions. Answer all the questions. Part one questions carry 1 mark each & Part Two questions carry 5 marks each. Part One: Multiple Choices: 1. Out of the following which gap arise when the sales force does not
SALES MANAGEMENT Sales management refers to the systematic process involving formulation of sales strategy through development of account management policies, sales force, compensation policies, sales revenue forecasts and sales plan. Sales manager is responsible for determination of sales force objectives and goals, reporting to the sales director as well as for the management development and maintenance of advertising sales of the products for the customers in need. Product line refers
Sales management entails numerous objectives which are executed by sales managers. There are mainly three such objectives 1. Sales Volume 2. Contribution to profits 3. Continuous Growth The sales executives in this case are the ones who help implement these objectives. However it is the top management who has to outline the strategies to achieve these objectives of sales management. The top management should provide products which are socially responsible and are marketed in a manner
Mohammed Abdulla S.A Al-Thani Student ID : 10489670 Tutor Name : Maurice Manktelow Moodle Name: SALES MANAGEMENT SALES MANAGEMENT Contents Sales Strategies Sales strategies involve various policies and plans that a company implement to launch or position its products into the market. We-Print of USA have decided to expand its business in UK market. For this reason the company needs to develop strong sales strategies to capture the market of UK. The company should first set its target to acquire the
permission. Copyright belongs to the creator. © 200 2 Timothy M. Smith Term Paper: Sales Management Practice Timothy M. Smith Marketing 4030: Sales Management Purpose This term paper exercise is designed to have you study the specific sales practices of a company of your choice. You are to study a company directly, that is, by personally interviewing one or more key executives (for example, the regional sales manager). This will be a group project. You will select a company for your study
APPENDIX ONE Sales Management 230 Semester 2, 2010 ASSIGNMENT COVER SHEET Name: ____________________________________________ Student ID: ______________________________ Tutor’s Name: ______________________________ Day & time of tutorial: ______________________________ Date submitted: ______________________________ If the given name by which your tutor knows you differs from your name on University records, you should indicate BOTH names above
Sales Management Example Next month you are going to be hired to the position of sales director (CSO) at IT Company. At the moment you work in telecommunications. Your new company is offering professional solutions for computer and networking systems, business solutions, support and consultancy. You are in B2B environment. Your clients are from Telecommunications, Finance, Manufacturing, Energy suppliers and Retail. You have 50 people in sales throughout the Adriatic region. How are you going to
1. What are the pros and cons of Mr. Evans’s e-commerce strategy? What is the best argument that Ms. Miko can make to keep her sales force intact? In your opinion, should Cardinal Connectors Inc. eliminate its sales force? Explain. 2. Assume your company, which sells paper products, has 60 percent of the business at your largest account. What factors would make it relatively easy for you to get a larger share of that customer’s business, and what factors would make it harder? 3. One manufacturer
and benefits 2.2 Knowledge of competitors products and benefits 2.3 Sales presentation planning 3. Conclusion 4. References 1. Introduction Benjamin Franklin once said, ‘By failing to prepare, you are preparing to fail.’ This popular saying can be related to many aspects of life, however it can be especially apparent for sales people. Throughout their career, a sales person will rarely experience sales which are exactly the same; they will need to be adaptable to the needs
developed college-level knowledge in Sales Management through my professional experience working in the retail automotive industry with several dealers for seven years. I worked as an Internet Sales Manager for two different Volkswagen dealers, both New Country Volkswagen and Koeppel Volkswagen from 2001-2004, and Inventory Manager for a Big Apple Hyundai from 2005-2007, and a Pre-Owned department manager with Silver Star Mercedes-Benz from 2007-2008, and as a sales and marketing representative with