Q1. Define and explain prospecting. What is the purpose of prospecting?
Q2. Consider yourself as a sales executive of one of the organization (you can choose any organization of your choice). Formulate a prospecting plan to identify the customers to whom you can approach to sell your product.
Q3. What are sales resistances or objections? What are the methods to overcome the same? Explain with practical examples.
Q4. What is trial close? Explain.
Q5. What are the different closing techniques generally used by sales executives to close the deal?
Submission date for above assignment is 16th Aug 2010, 10 a.m.
Friday, August 13, 2010
Assignment 3
Q1. Explain the work load method of calculating the sales force size with suitable example.
Q2. Explain any four sales forecasting methods.
Q3. What is a sales budget? What are the purposes of sales budget?
Q4. Explain percentage of sales method as the method of finalizing the sales budget.
Q5. Identify the steps involved in sales budgeting. Explain them in detail.
Submission date for the above assignment is 16th Aug 2010, 10 a.m.
Q2. Explain any four sales forecasting methods.
Q3. What is a sales budget? What are the purposes of sales budget?
Q4. Explain percentage of sales method as the method of finalizing the sales budget.
Q5. Identify the steps involved in sales budgeting. Explain them in detail.
Submission date for the above assignment is 16th Aug 2010, 10 a.m.
Friday, August 6, 2010
Retailers go the extra mile to woo consumers
Dear Students,
A very good article is published on the Economic Times related to Retail industry and a new trend in sales.
Retailers go the extra mile to woo consumers
KOLKATA: Shoppers, don’t stop; keep reading. Big retailers are finding new and interesting ideas to woo you and they go beyond price discounts, free parking and Facebook presence. So, look forward to attending some workshop on cookery or interior design workshop right inside your colony, conducted by Spencer’s Retail.
Or, to getting your new pair of Bata shoes, which was not available at the neighbourhood showroom, delivered home by courier.
Retailers such as Spencer’s Retail, Shoppers Stop, Future Group, ITC’s Wills Lifestyle and Bata India are trying new tricks to connect with customers and build a relation that will give them an edge in the rapidly growing but increasingly competitive retail market in the country. And they offer a whole lot of services, from home delivery across the country and style advices to workshops in residential localities and free yoga classes.
Such initiatives, retailers say, will help them stay connected with consumers and get crucial insights into what people want.
“Through such initiatives, we can get a fix on what customers want and come up with service initiatives accordingly,” says Sanjay Gupta, marketing head at Spencer’s Retail.
Within a couple of months, the RPG group firm will start a pilot project in Kolkata, dubbed ‘At Home with Spencer’s’, where it will conduct workshops on cookery, art-of-life, health & hygiene, interior designing, fashion and beauty for women at residential colonies.
The programme will be rolled out nationally within months, says Mr Gupta.
Shoppers Stop is already running its ‘Start Something New Today’ campaign in Delhi, Mumbai and Bangalore to push a different fashion product every week through local advertisements and social media. And it hit the bull’s eye.
“The results have been fantastic, nearly tripling the sales of some fashion items,” says Vinay Bhatia, customer care associate and VP, marketing & loyalty, at Shoppers Stop. Shoppers Stop also runs other relationship-building programmes in local catchment areas such as holding yoga classes every day for a group of 15-20 people at its Chembur outlet before the store opens.
“It’s come to a stage when retailers have to think how to be different,” says Kumar Rajagopalan, CEO of Retailers Association of India (RAI).
At a strategic level, retailers want to define their above customer expectations (ACE) model, he says. “It’s all about exceeding customer expectations.”
Such initiatives range from retailers providing free parking at malls and using social networks to increase customer engagement to offers such as Big Bazaar’s promise to pay double the price difference if any product is found to be cheaper at a rival shop, says Mr Rajagopalan.
Bata India, which has the largest network of stores in the country, recently introduced a home delivery service in metros. The service, now available in metros, will soon be available across all Bata stores, according to Bata India MD and CEO Marcelo Villagran.
ITC Wills Lifestyle has gone a step further. If a customer is unable to find any particular size/style that is available in any of its store in the country, it will be made available to him/her without any obligation to buy. Alternations are done within an hour or home delivered.
“If you can meet and exceed customer expectations, it makes a deeper contact and has a more lasting impression,” says Atul Chand, CEO, retail business, ITC Lifestyle.
A very good article is published on the Economic Times related to Retail industry and a new trend in sales.
Retailers go the extra mile to woo consumers
KOLKATA: Shoppers, don’t stop; keep reading. Big retailers are finding new and interesting ideas to woo you and they go beyond price discounts, free parking and Facebook presence. So, look forward to attending some workshop on cookery or interior design workshop right inside your colony, conducted by Spencer’s Retail.
Or, to getting your new pair of Bata shoes, which was not available at the neighbourhood showroom, delivered home by courier.
Retailers such as Spencer’s Retail, Shoppers Stop, Future Group, ITC’s Wills Lifestyle and Bata India are trying new tricks to connect with customers and build a relation that will give them an edge in the rapidly growing but increasingly competitive retail market in the country. And they offer a whole lot of services, from home delivery across the country and style advices to workshops in residential localities and free yoga classes.
Such initiatives, retailers say, will help them stay connected with consumers and get crucial insights into what people want.
“Through such initiatives, we can get a fix on what customers want and come up with service initiatives accordingly,” says Sanjay Gupta, marketing head at Spencer’s Retail.
Within a couple of months, the RPG group firm will start a pilot project in Kolkata, dubbed ‘At Home with Spencer’s’, where it will conduct workshops on cookery, art-of-life, health & hygiene, interior designing, fashion and beauty for women at residential colonies.
The programme will be rolled out nationally within months, says Mr Gupta.
Shoppers Stop is already running its ‘Start Something New Today’ campaign in Delhi, Mumbai and Bangalore to push a different fashion product every week through local advertisements and social media. And it hit the bull’s eye.
“The results have been fantastic, nearly tripling the sales of some fashion items,” says Vinay Bhatia, customer care associate and VP, marketing & loyalty, at Shoppers Stop. Shoppers Stop also runs other relationship-building programmes in local catchment areas such as holding yoga classes every day for a group of 15-20 people at its Chembur outlet before the store opens.
“It’s come to a stage when retailers have to think how to be different,” says Kumar Rajagopalan, CEO of Retailers Association of India (RAI).
At a strategic level, retailers want to define their above customer expectations (ACE) model, he says. “It’s all about exceeding customer expectations.”
Such initiatives range from retailers providing free parking at malls and using social networks to increase customer engagement to offers such as Big Bazaar’s promise to pay double the price difference if any product is found to be cheaper at a rival shop, says Mr Rajagopalan.
Bata India, which has the largest network of stores in the country, recently introduced a home delivery service in metros. The service, now available in metros, will soon be available across all Bata stores, according to Bata India MD and CEO Marcelo Villagran.
ITC Wills Lifestyle has gone a step further. If a customer is unable to find any particular size/style that is available in any of its store in the country, it will be made available to him/her without any obligation to buy. Alternations are done within an hour or home delivered.
“If you can meet and exceed customer expectations, it makes a deeper contact and has a more lasting impression,” says Atul Chand, CEO, retail business, ITC Lifestyle.
Thursday, August 5, 2010
Assignment 2
Q1. List and explain different types of sales positions/ sales job classification.(ref. page 1.5—SDM by Krishna Havaldar)
Q2. Explain in detail, types of personal selling objectives.
Q3. Define and explain (with suitable examples) the following terms:
a. Market Potential
b. Sales Potential
c. Sales Forecast
Q4. What are the different changes in the roles of the modern sales manager? Explain in detail with suitable examples.
Q5. What are the different skills that are required by the sales manager? How these skills help the sales manager in performing his duties?
Q6. Explain different types of sales managers and Sales management positions.
Submission date for the above assignement is 9th Aug. 2010 (10 am)
Q2. Explain in detail, types of personal selling objectives.
Q3. Define and explain (with suitable examples) the following terms:
a. Market Potential
b. Sales Potential
c. Sales Forecast
Q4. What are the different changes in the roles of the modern sales manager? Explain in detail with suitable examples.
Q5. What are the different skills that are required by the sales manager? How these skills help the sales manager in performing his duties?
Q6. Explain different types of sales managers and Sales management positions.
Submission date for the above assignement is 9th Aug. 2010 (10 am)
Assignment 1
Q1. Define Sales Management and explain the evolution of Sales Department.
Q2. What are the core responsibilities of sales executives. Explain with suitable examples.
Q3. Explain Nature and Importance of Sales Management
Q2. What are the core responsibilities of sales executives. Explain with suitable examples.
Q3. Explain Nature and Importance of Sales Management
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