Sales Management April 2023 BBA Bcom


Sales Management April 2023 BBA Bcom

NMIMS Global Access
School for Continuing Education (NGA-SCE)
Course: Sales Management December2022 BBA Bcom
Internal Assignment Applicable for April 2023 Examination

1. Mr. ASHOK like to do business, but confused between PRODUCTS OR SERVCIES.
So explain how both areas are different from each other. Suggest me which product or
services should start as business. (10 Marks)

2. To sell luxury pens, personal selling is important, but how to go through process of
personal selling. Explain in detail. (10 Marks)
3. Personal selling facilitates face-to-face meeting with the customers. There is high
customer attention, persuasive impact and message is customized. What we sell does
not matter more but what matters is how we sell. Successful salespeople get into the
psychology of the customers. It is said that selling makes the world go around. For it is
somebody who sold something to someone else, who in turn sold it to us. Mrs.Aparna
Wagle joined lnsta Cook as a salesperson after completing for graduation. Having
completed two years of service now she is assigned the job of door-to-door selling for
non-stick cooking pan. Her calls consisted of 30 visits per day in a work schedule of
eight hours. Mostly she would call on housewives and explain to them the benefits of
using non-stick cooking pan. The customer is allowed to make cash on delivery or
payment by debit and credit cards. Once order is received, delivery is made promptly
because the van carries the supply. She has grown accustomed to handling diversified
complaints and objections. This is the toughest part of her assignment.
a. What benefits could Mrs Aparna Wagle ordinarily explain to the housewives?
(5 Marks)
b. The customer said “My cooking is different.” How should Aparna Wagle handle this
objection? (5 Marks)

Additional information

Solution Type

Normal, Customize


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