Description

Sales Management

April 2025 Examination

 

 

Q1. A leading retail chain has been experiencing inconsistent sales performance across its branches. The management believes that a lack of proper sales training is a key reason for this issue. As the sales manager, how would you design a sales training program to address this problem and improve overall performance?      (10 Marks)

Ans 1.

Introduction

Sales performance is a critical factor in determining the success of any retail chain. Inconsistent sales across branches indicate underlying issues that must be addressed strategically. One of the key reasons behind this inconsistency is often the lack of adequate sales training. A well-designed sales training program enhances employees’ product knowledge, selling skills, customer service capabilities, and overall confidence. Proper training can lead to better engagement with customers, improved conversion rates, and higher revenue. In today’s competitive market, a structured training program not only ensures better sales performance but also improves employee retention by fostering professional

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Q2. Prepare a Sales Plan for a brand of electronic goods focusing in rural market. (10 Marks)

Ans 2.

Introduction

The rural market in India presents a vast and largely untapped opportunity for electronic goods brands. With increasing digital penetration, government initiatives for rural electrification, and rising disposable incomes, rural consumers are becoming more inclined to purchase electronic products. However, the challenges of reaching these markets, such as poor infrastructure, lower brand awareness, and price sensitivity, require a well-structured sales plan. A successful rural sales strategy must focus on affordability, accessibility, and trust-building. The objective

 

 

Q3. Read the case & answer the questions based on the case:

A luxury  hotel  chain,  Grandstay  Hotels,  has  been  facing  challenges  in  increasing  its corporate bookings and repeat customers. The management has decided to focus on personal selling to target high-end corporate clients and loyalty programs to encourage repeat visits. They plan to hire a dedicated sales team to personally interact with potential clients, offering customized packages and services.

As the Sales Manager of Grandstay Hotels, you are tasked with setting clear personal selling objectives and determining sales-related marketing policies to support this initiative.

Questions

1. a) What objectives would you set for your sales team to achieve success in targeting corporate clients and increasing repeat customers? How would you ensure that these objectives align with the hotel’s overall goals? (5 Marks)

Ans 3a.

Introduction

Grandstay Hotels is a luxury hotel chain aiming to enhance its corporate bookings and customer retention through personal selling and loyalty programs. As a Sales Manager, setting clear objectives for the sales team is crucial to ensure focused efforts, measurable outcomes, and alignment with the hotel’s broader vision. The objectives must be designed to enhance brand positioning, drive revenue growth, and establish long-term relationships with corporate

 

1. b) What marketing policies should you implement to support the sales team’s efforts? How would you structure pricing, promotions, and loyalty programs to attract high-end corporate clients and encourage repeat visits? (5 Marks)

Ans 3b.

Introduction

To support the sales team’s efforts in attracting corporate clients and increasing repeat bookings, well-structured marketing policies must be implemented. These policies should focus on strategic pricing, promotional campaigns, and loyalty programs that enhance the perceived value of Grandstay Hotels for business travelers, ensuring customer satisfaction and long-term engagement.

Concept and Application

Marketing Policies

1. Strategic Pricing for Corporate Clients