PRINCIPLES OF SALES: ASSIGNMENTS CASE STUDY

PRINCIPLES OF SALES: ASSIGNMENTS CASE STUDY:

ABC COMPANY -: ABC Company implemented a novel marketing and sales organization. Initially, they were dealing with refrigerators and a sales team was responsible for it. Later on, ABC Company introduced new segment in their product line with washing machines, in ongoing sales process it was witnessed the sales force responsible for refrigerators were not efficient to sell washing machines. Furthermore, company added one more segment with ACs. As same sales force was not proving good at sale of all three products, Company bifurcated sales force in two divisions, one for refrigerators and one for washing machines and ACs. The customer’s consumption pattern changed due to change in lifestyle, Eating habits and Income. Company identified this changing scenario and felt the need to alter the sales team. Company also understood the need to give training to dealers and their salesperson. Consumer market experienced the shift in refrigerators basic models to advanced models of higher capacity according to consumer needs. Similarly, dramatic change has been seen, washing machine was used as alternative for domestic help (house maid). With increase in demand for these home Appliance and to meet the supply, company added more dealers to strengthen its distribution network. Further in addition company also focused at multi branded stores. In order to manage the expanded sales network, company came up with a new structure for sales force to sell appliances to the dealers and multi branded stores. Formerly sales as a function was managed by marketing department. In this new structure sales and marketing teams were bifurcated. Regular function of Company was research, innovation, planning, product development, promotion strategy improving volumes, channel management and organize sales promotion activities in alliance with the dealers. Company has a vision to introduce kitchen appliances to its product line and newly bifurcates sales force will be useful to market in future.

Source:

1. Macmillanihe.com

Answer the following questions (in 100-150 words each): (10QX5Marks=50Marks):

1. Analyse how integration between the Sales and Marketing Teams of ABC company can help the company to achieve diversified growth (5mark)

2. On the basis of offerings of ABC Company, discuss the classification of Sales adopted ABC Company. (5marks)

3. Identify and Evaluate how environmental factors (any 2) will influence the sales of ABC company (2.5+2.5=5marks)

4. Suggest and explain any 2 types of sales Organization structure suitable to ABC Company and Draw the structure of sales organization you have suggest. (1.5+1.5+1+1=5marks)

5. As a sales manager of ABC Company, identify the training need for the Salesforce of ABC Company and discuss which method you will used to train the Salesforce. (2+3=5marks)

6. Assume that ABC company want to launch a separate division for industrial selling, and you are being appointed as sales manager for the industrial division, as your responsibility, prepare a basic task of sales process and elaborate how your sales team will execute. (5marks)

7. As sales manager for the industrial division of ABC company, explain how you will Evaluate the Sales Force performance: (5marks)

8. Do “personal selling concept” can be applied to sell the product mix of ABC Company? Give reason in support of your answer. (2+3=5marks)

9. Apply the steps of personal selling approach to sell the air conditioners (AC’s) to an industrial customer. Explain each step how you will executive the process. (5marks)

10. Discuss the sales presentations methods which are effective for ABC Company to deal with its industrial segment prospects. Give reasons in support of your answer. (5marks)