Customized Sep 2023 unique assignments

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Sales Management

1) Is selling a science with easily taught concepts or an art learned through experience? Please illustrate your response with examples (10 marks)
2) As the Vice President-Sales of Procter & Gamble, you must work closely with your colleague in marketing in areas like product policies, distribution policies and pricing policies.

After discussion with your sales team, you would like to relaunch one of the leading shampoo brands like Head and Shoulders in a specific geography. What would constitute the key elements of this relaunch? (10 marks)

3) NEC India is the Indian subsidiary of NEC which is a Japanese multinational with its headquarters based in Delhi. NEC India has total revenue of $200 million with net income of $20 million across all its business units. NEC Globally has revenue of more than $24 billion with more than 150,000 employees across 50 countries.

Based on the success of its laptops, display systems and projectors in the global market, NEC would like to launch these products in the Indian marketplace.

NEC products command a premium in the market for quality and after sales service.

Laptops, display system and projectors from NEC are sold through a direct sales force to corporates as well as through retail outlets like Reliance and Chroma.

As the Vice President Sales for NEC, you are required to come out with a sales management strategy covering sales structure as well as compensation and benefits for the sales force selling laptops, display systems and projectors.

a) There are three types of sales organizational structure namely line sales organization, line and staff sales organization and functional sales organization. Out of these, which one would you recommend for sales force for NEC considering that you will be selling to both the B2B and B2C segments? Please justify your recommendation as well. (5marks)
b) The common methods of compensation are straight commission, straight salary, drawing accounts and salary plus commission plan. Which of them would be used by you as the VP -Sales for the sales team selling NEC products and why? (5 marks)
SEP 2023 Customized Assignments Contact
[email protected]
www.mbacasestudyanswers.co
m
ARAVIND 09901366442 09902787224