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AEREN FOUNDATION’S Maharashtra Govt. Reg. No.: F-11724
Name : UMER MUQUTHER S A Marks : 80
Course : Specialisation
Subject : Marketing Management
Answer the following question.
Question.1. Explain the steps involved in prospecting
Answer:The steps in prospecting are
(1) formulating prospect definitions,
(2) searching out potential accounts
(3) qualifying prospects and determining probable requirements, and
(4) relating company products to each
AN ISO 9001 : 2008 CERTIFIED INTERNATIONAL B-
SCHOOL

2. Question.2. What are the steps involved in setting up a Sales
organization. Explain them.
Answer:Youcan organize a salesforce ina numberof waysincludingbyregion,productline, market
sectoror customersize.The number of people on your sales team, the size and complexity of your
product range, the geographical spread of your business and the type of customers you deal with
influence the structure you choose.
1. Align your sales organization with your
Question.3. Write short notes on :
(a) Sales management.
Answer:Sales management is a business discipline which is focused on the practical application of
sales techniques and the management of a firm's sales operations. It is an important business
function as net sales through the sale of products and services and resulting profit drive most
commercial business. These are also typically the goals and performance indicators of sales
management.
(b) Sales Organizations.
Answer:Incommittee salesorganization the committeeisneverthe sole basis for organizing a sales
department.Itisa methodorganizingthe executivegroupforplanningandpolicyformulation while
leavingactual operations,includingimplementation of plans and policies, to individual executives.
Thus,many firmshave a salestrainingcommittee(comprisedof the generalsalesmanger, his or her
assistants, the sale training manager, and perhaps representative divisional or regional sales
mangers) that meets periodically to draft
(c) Sales manager.
Answer:A sales manager is someone who is responsible for leading and guiding a team of sales
people inanorganization.Theysetsalesgoals& quotas,buildasalesplan,analyze data,assignsales
training and sales territories, mentor the members of his/her sales team and are involved in the
hiring and firing process.
What does a Sales Manager do?
Question.4. Define salesmanship. Enumerate functions of
salesman?
Answer:“The personal selling” and “salesmanship” are often used interchangeably, but there is an
importantdifference. Personal selling is the broader concept. Salesmanship may or may not be an

3. importantpart of personal sellinganditisnever‘all of it.Alongwith other key marketing elements,
such as pricing, advertising, product development and research, marketing channels and physical
distribution,the personal sellingisameansthroughwhichmarketingprogrammesare implemented.
The broad purpose of marketingistobring a firm’sproductsinto contact with markets and to effect
profitable exchanges of products for money. The purpose of personal selling is to bring the right
products into contact with the right customers, and make
Question.5. Describe at length sales related marketing policies.
Answer:A salesperson'sprofessionallifeischaracterizedbyvarioushighsandlows.Attimeshe may
clincha deal and close a sale,atother timeshe mayhave to face the customer's rejection. Thus, the
life of a salesperson is certainly not an easy one. What differentiates a successful company from a
not-so-successfulone is its sales force. The sales force of a company comprises the sales managers
and the sales personnel. Both have distinct roles to play and responsibilities to fulfill toward the
achievement of the sales objectives of the organization.
The sales manager who occupies a middle-level position in an organization satisfies the demands
and expectations of not only those above him and those whom he is
Question.6. How motivation place an important role in the Sales
management. Explain the different theories involved in this.
Answer:Motivationisone of the forcesthat leadtoperformance.Motivationisdefinedasthe desire
to achieve agoal or a certainperformance level,leadingtogoal-directedbehavior.Whenwe referto
someone as being motivated, we mean that the person is trying hard to accomplish a certain task.
Motivationisclearlyimportantif someoneistoperformwell;however, it is not sufficient. Ability—
or havingthe skillsandknowledge requiredtoperformthe job—isalso important and is sometimes
the keydeterminant of effectiveness. Finally, environmental factors such as having the resources,
information, and support one needs to perform well are critical to determine performance. At
differenttimes,one of these threefactorsmaybe the key to high performance. For example, for an
employee sweeping the floor, motivation may be the most
Question.7. What are the sources of recruitment of salesman?
Answer:Rightsalesmencanhelp companyachievemarketingobjectives. Recruitment and selection
are two important decisions in sales force management that concern with ensuring the right type
(right qualities, right qualifications, and right experience) of sales personnel.
Problem of recruitment and selection arises when:
Question.8. Explain briefly the law relating to rights of buyers and
sellers?

4. Answer:Rights and liabilities of buyer and seller
In the absence of a contract to the contrary, the buyer and the seller of immovable property
respectivelyare subjecttothe liabilities,andhave the rights, mentioned in the rules next following
or such of them as are applicable to the property sold:
(1) The seller is bound-
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