NMIMS Sales Management Solved Assignments December 2024

NMIMS Global Access
School for Continuing Education (NGA-SCE)
Course: Sales Management
Internal Assignment applicable for December 2024 Examination
Assignment Marks: 30
Instructions:
• All Questions carry equal marks.
• All Questions are compulsory
• All answers to be explained in not more than 1000 words for question 1 and 2 and for question 3 in not more than 500 words for each subsection. Use relevant examples, illustrations as far as possible.
• All answers to be written individually. Discussion and group work is not advisable.
• Students are free to refer to any books/reference material/website/internet for attempting their assignments, but are not allowed to copy the matter as it is from the source of reference.
• Students should write the assignment in their own words. Copying of assignments from other students is not allowed
• Students should follow the following parameter for answering the assignment questions
1. Excellent Corporation, a multinational company operating in the consumer goods sector, is restructuring its sales territories. The company’s products range from personal care items to household cleaning supplies, catering to diverse demographics & geographic regions. As the sales manager, you’re tasked with optimizing the sales territory assignments to maximize sales performance &
customer coverage. Outline the key factors you would consider when redesigning the sales territories for ABC Corporation (10 Marks)
2. Prepare a Sales Plan for a brand of consumer durable focusing in rural market
(10 Marks)
3. Read the case & answer the questions based on the case:
Case Background:
You are a sales representative for a leading chemical manufacturing company specializing in high-quality housekeeping and cleaning solutions. Your company has recently introduced a new line of environmentally friendly and highly effective cleaning chemicals suitable for the hotel industry. Your target client is a luxury hotel chain with multiple properties worldwide.
Client Information:
Hotel Chain: Prestige Hospitality Group, a well-established luxury hotel chain with a focus on sustainability.
Decision-Maker: Ms. Rodriguez, the Director of Housekeeping for Prestige Hospitality Group.
Current Suppliers: The hotel chain is currently working with a different supplier for its housekeeping chemicals.
Challenges:
• The hotel chain is already committed to a contract with a different supplier.
• Demonstrating the superiority and sustainability of your chemical products.
• Negotiating a deal that is competitive and aligned with the hotel’s budget.
Objectives:
• Convince Prestige Hospitality Group to consider switching to your company’s housekeeping chemicals.
• Highlight the environmental benefits & effectiveness of your products.
• Negotiate a mutually beneficial contract that meets the hotel’s needs and aligns with your company’s goals.
Questions:
a. Explain various Sales related marketing strategies (5 Marks)
b. What Negotiation tactics will you adopt to close the deal? (5 Marks)
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