Page 96 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Sales and Promotions Management

Notes 7. ……………..are long lasting prizes given to the salespersons, which they can cherish for
lifetime.
8. …………………..is same for sales as service blueprint is for service.
9. A company doesn’t consider any of its past records for estimating new sales goals. It is
following……………………….method of budgeting.
10. A company sets its budget by looking at its resources at hand. They are using
………………..method for budgeting.

4.7 Review Questions

1. “Sales meeting is not just a sales presentation”. Comment.
2. “Training is often perceived as a cure for weak performance”. Discuss.
3. Analyse the importance of learning in making a good presentation.
4. Explain the technique of a good sales meeting.
5. Examine the relevance of sales contests.
6. Is cash a better reward than merchandise or recognition? Give your viewpoint and justify.

7. “Budget is a blue print to making profitable sales”. Comment.
8. As a sales manager of a software firm, how can you make effective use of sales budgets?
9. Critically analyse the methods used for budgeting. Which one according to you is most
efficient and effective?
10. Suppose you are a sales manager of an insurance company. What factors would you
consider while drafting out your sales budget.
11. Use hypothetical figures to show the sales budget calculation of the sales division of XYZ
Motors.

Answers: Self Assessment

1. Sales meeting 2. Participation

3. Selling campaigns 4. Self esteem
5. S.M.A.R.T 6. 4-6
7. Merchandise 8. Sales budget
9. Zero based budgeting 10. Affordable

4.8 Further Readings

Books Dr. SL Gupta, Sales and Distribution Management, Excel Books, New Delhi.
Johnston and Marshall, Sales Force Management, Tata McGraw Hill, 2007.
Ingram T.N., LaForge, R.W., Avila, R.A., (2006), Sales Management, 6th Edition,
USA; Thomson South-Western.

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