Description

Sales Management

Jun 2026 Examination

 

 

Q1. TechInnovate, a smart-home start-up, has three years of monthly sales data showing strong seasonal peaks and off-season lows. Recent preference changes and a new competitor have increased demand variability. Using time-series analysis and moving averages, explain how the firm should forecast future sales while capturing both seasonal patterns and recent demand shifts.

Ans 1.

Introduction

Sales forecasting is one of the most important functions in any business. For a smart-home startup like TechInnovate, getting this right is especially critical. The company has three years of monthly sales data with clear seasonal highs and lows. But now, a new competitor and shifting consumer preferences have made demand harder to predict. Relying only on historical averages will not work anymore. TechInnovate needs a structured approach using time-series analysis and moving averages to forecast future sales accurately while accounting for both seasonal patterns and recent demand changes.

Concept and Application

Time-series analysis is a method that uses historical data ordered over time to identify patterns

 

 

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Q2 (A). MicroNova, a SaaS firm, set ambitious SMART sales goals and invested in CRM and AI tools, yet new account growth remained minimal. Internal reviews cite weak marketing-sales collaboration and poor adaptation to new tools. Evaluate how these factors affected sales goal achievement and recommend improvements for the next quarter.

Ans 2a.

Introduction

Setting SMART goals and investing in advanced technology does not automatically translate into sales results. MicroNova’s experience demonstrates that people and process alignment matter as much as tools. Despite clear goal-setting and technology investment, new account growth remained flat. The two root causes identified in the internal review deserve a careful evaluation

 

Q2 (B). GreenLeaf Organics uses a product-based sales force but faces rising costs and overlapping efforts during national expansion. Management is considering shifting to a combination sales structure. Evaluate whether GreenLeaf should adopt a combination sales force structure instead of a product-based structure. Justify your answer.

Ans 2b.

Introduction

Sales force structure is a critical strategic decision that affects cost efficiency, customer coverage, and sales effectiveness. GreenLeaf Organics has grown to the point where its product-based structure is creating problems. Rising costs and overlapping field visits during national expansion are clear signals that the current model needs to evolve. The combination sales