Sales management June 2024

Description

Sales Management

June 2024 Examination

 

 

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)

Ans 1.

Introduction:

In the dynamic landscape of consumer goods, the effective structuring of sales territories is crucial for maximizing sales performance and customer coverage. Excellent Corporation, a multinational company operating in this sector, faces the imperative of optimizing its sales territory assignments to stay competitive and meet diverse market demands. As the sales manager entrusted with this task, it is essential to consider various factors that will influence the redesigning process. By meticulously analyzing these factors, ABC Corporation can enhance its market penetration, improve customer satisfaction, and ultimately drive revenue growth. This paper outlines key considerations for redesigning sales territories to ensure the success of It is only half solved

 

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2. Prepare a Sales Plan for a brand of consumer durable focusing in rural market (10 Marks)

Ans 2.

Introduction:

In the realm of consumer durables, particularly in rural markets, crafting an effective sales plan is paramount for success. Rural markets present unique challenges and opportunities due to their distinct characteristics such as dispersed populations, lower income levels, and limited access to modern retail infrastructure. However, they also hold immense potential with their growing purchasing power and evolving consumer preferences.

Understanding the

 

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:

1. Explain various Sales related marketing strategies (5 Marks)

Ans 3a.

Introduction:

Effective sales-related marketing strategies are crucial for achieving success in competitive industries like chemical manufacturing, especially when targeting clients like luxury hotel chains. Understanding the unique needs and preferences of the target client, in this case, Prestige Hospitality Group, is essential for crafting strategies that resonate and drive desired outcom

 

 

1. What Negotiation tactics will you adopt to close the deal? (5 Marks)

Ans 3b.

Introduction:

Negotiation tactics play a pivotal role in closing deals, especially when convincing a client to switch suppliers and secure a mutually beneficial contract. In the context of persuading Prestige Hospitality Group to consider the new line of environmentally friendly cleaning chemicals, strategic negotiation tactics are essential for addressing challenges, highlighting value, and achieving