Evolution of Management Thought

somatic situation analysis 1. Overview of gross revenue management(Group-1) Q. Assume that you are a regional sales manager of Bajaj Auto limited. And you are asked by your General a manager( gross sales and Marketing) to submit your sales force strategy and tactics to achieve an addition in sales volume by 20% for the next financial year( make assumption if required) 2. ? Sales territories and sales Quota(Group-2) Q.Assume you are appointed as head of merchandise of Saragam Aluminium Company, which is a new c each(prenominal)er, manufacturing and marketing aluminum extruded productions, such as door, window and partition aluminium frames, heat sinks and look into panels. Customers include household and business organisation. The factory is located in Hosur govern of Tamil Nadu, and 38 kilometres from Bangalore. You are discussed with your CEO to initially focus sales and distribution efforts in southern regions, consisting of Karnataka, TN, AP, and Kerala. You are required to design sales territories to cover the four southern states.Describe how do you go about your occupation? 3. Distribution in sales management(Group-3) Q. M/SMalhotra is a company reservation shaveblades. They want to enter the market in Hyderabad and AP. Mr. Ramesh Kumar, their marketing manager, is one of the opinions that razor blades need selective distribution by a direct company distribution network. Discuss the merits of the suggestion and give right direction to Ramesh 4. Sales organising and staffing function Q. What pattern of organisational specialisation within sales department do you recommended for each of the following companies? Group-4) a) The textile machinery manufacturing company diversifying into a consumer durable product such as auniquely designed table fan that can be used by household consumers and commercial firms initially in western sandwich India b) A SBU or business Unitof large company selling advertiseconditioning and infrigidation products to households, cold storage and factories, commercial establishments like hotel, theatres, hospitals, and government organisation all over the nation, with wide range of products, such as room-air-conditioners, packaged-air-conditioner, Central air conditioning plants, water cooler, efrigerators, and cold storage plants (Group-5) Q. Some nationalised banks recruit nevertheless experienced persons or promote people from, within the organisation. Some different like ICICI banks and IDBI recruit extensively from management institute. Explain the difference in sources used by these financial organisations selling essentially the same kind of find of financial services and products 5. Sales force motivation and training(Group-6) Q. If you were an state sales manager, how would you motivate the following sales person? ) A senior high school performing sales person, whose morale is down because he did not affirm an expected promotion as a marketing executive, although he has been consiste ntly exceeding his sales target (or quotas) for the past four years. The main responsibilities of marketing executives are selling to a few key accounts, and coaching more or less sales trainees on the job b) An older sales person whose feat has been below expectation for past few years, although he had performed well in the past. He seems to have lost enthusiasm although he has developed dainty relationship with a few key accounts from whom the company get ripe sales volume.