Sales Management | NMIMS Assignment Help April 2023 Question
1. Is selling a science with easily taught concepts or an art learned through experience? Please illustrate your response with examples
2. As the Vice President-Sales of Hindustan Lever you have to 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 toothpaste brands in a specific geography. What would constitute the key elements of this relaunch?
3. Wipro is an Indian multinational with its headquarters based in Bangalore. It has total revenue of $9 Billion with a net income of $1.4 Billion across all its business units, which has both information technology and FMCG (Fast Moving consumer goods) products. Based on the success of local laptop brands in the Indian marketplace like HCL, Wipro would like to re-enter the laptop segment in India. Laptops as a product category fall in both the B2B (Business to Business) as well as B2C (Business to consumer) segments.
As the Vice President of Sales for Wipro laptops, 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
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 the sales force for Wipro laptops considering that you will be selling to both the B2B and B2C segments? Please justify your recommendation as well.
b. The common methods of compensation are straight commission, straight salary, drawing accounts, and salary plus commission Which of them would be used by you as the VP Sales for the sales team selling Wipro laptops and why?