Sales Management
June 2024 Examination
1. Excellent Corporation, a multinational company operating in the consumer goods sector, is
restructuring its sales territories. The company’s products range from personal care items
to household cleaning supplies, catering to diverse demographics & geographic
regions. As the sales manager, you’re tasked with optimizing the sales territory
assignments to maximize sales performance & customer coverage. Outline the key factors
you would consider when redesigning the sales territories for ABC Corporation
(10 Marks)
2. Prepare a Sales Plan for a brand of consumer durable focusing in rural market (10 Marks)
3. Read the case & answer the questions based on the case:
Case Background:
You are a sales representative for a leading chemical manufacturing company specializing in
high-quality housekeeping and cleaning solutions. Your company has recently
introduced a new line of environmentally friendly and highly effective cleaning chemicals
suitable for the hotel industry. Your target client is a luxury hotel chain with multiple
properties worldwide.
Client Information:
Hotel Chain: Prestige Hospitality Group, a well-established luxury hotel chain with a focus
on sustainability.
Decision-Maker: Ms. Rodriguez, the Director of Housekeeping for Prestige Hospitality
Group.
Current Suppliers: The hotel chain is currently working with a different supplier for its
housekeeping chemicals.
Challenges:
• The hotel chain is already committed to a contract with a different supplier.
• Demonstrating the superiority and sustainability of your chemical products.
• Negotiating a deal that is competitive and aligned with the hotel’s budget.
Objectives:
• Convince Prestige Hospitality Group to consider switching to your company’s
housekeeping chemicals.
• Highlight the environmental benefits & effectiveness of your products.
• Negotiate a mutually beneficial contract that meets the hotel’s needs and aligns with your
company’s goals.
Questions:
a. Explain various Sales related marketing strategies (5 Marks)
b. What Negotiation tactics will you adopt to close the deal? (5 Marks)