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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.
Answer: When an
organization wants to pitch its products to consumers, it needs to be aware of
two factors viz. the conditions of the market and the nature of customers.
While offering a product or service to the customer, it is important to
understand the demands of the market and the behavior pattern of customers.
These factors, when taken together, provide an edge to the marketing strategy
of the organisation. The organisation will be able to score over its
competition as it understands the
Q.2 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?
Answer: Sales
organization development refers to the formal, coordinating process of communication,
authority and responsibility for sales groups and individuals. An effectively
designed sales organization has a framework that enables the organization to
serve its customers. Once the sales people know what their responsibilities are
and who they report to, they can concentrate on doing their expected jobs to
the best of their ability. After a company has determined the type and number
of salesmen it needs and the applications for the job have been received, the
management is
Q.3 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
Answer: a) The rural
areas are where the markets of the future lie. Urban markets are becoming
increasingly competitive and saturated for many products. On the other hand,
rural markets offer growth opportunities for
Complete
Assignment available for NMIMS
in
rs 250 per assignment only
You
can call us 87-55555-879
Within
1 hour will revert you by mail
Sample only
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