Evolution of Management Thought

Corporate situation analysis 1. Overview of gross revenue management(Group-1) Q. Assume that you argon a regional sales manager of Bajaj Auto limited. And you are asked by your General a manager(Sales and Marketing) to submit your sales force strategy and tactics to achieve an increase in sales volume by 20% for the next financial year( make assumption if postulate) 2. ? Sales territories and sales Quota(Group-2) Q.Assume you are appointed as head of marketing of Saragam aluminum Company, which is a new fellowship, manufacturing and marketing aluminium extruded products, such as door, window and partition aluminium frames, heat sinks and control panels. Customers include household and business organisation. The factory is located in Hosur district 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 territ ories to cover the four southern states.Describe how do you go about your task? 3. Distribution in sales management(Group-3) Q. M/SMalhotra is a caller making razorblades. 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 kind of organisational specialisation within sales department do you recommended for distributively 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 mercenary firms initially in western India b) A SBU or business Unitof large company selling airconditioning and refrigeration products to households, cold computer memory and factorie s, 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 only experienced persons or promote people from, within the organisation. Some other like ICICI banks and IDBI recruit extensively from management institute. pardon the difference in sources used by these financial organisations selling essentially the same kind of find of financial services and products 5. Sales force pauperism and training(Group-6) Q. If you were an area sales manager, how would you motivate the following sales person? ) A high performing sales person, whose morale is down because he did not stand by an expected promotion as a marketing executive, although he has been consistently exceeding his sales target (or quotas) for the past four yea rs. The main responsibilities of marketing executives are selling to a a couple of(prenominal) key accounts, and coaching some sales trainees on the job b) An older sales person whose performance has been below foreboding for past few years, although he had performed well in the past. He seems to have lost enthusiasm although he has developed excellent relationship with a few key accounts from whom the company get good sales volume.