IGNOU MS 62 SOLVED ASSIGNMENT

Included:

MS 62 (January 2025 - July 2025) - ENGLISH

ASSIGNMENT

Course Code MS-62 :

Course Title : Sales Management

Assignment Code : MS-62/TMA/JAN/2025

Coverage : All Blocks

Note: Attempt all the questions and submit this assignment to the coordinator of your study centre. Last date of submission for January 2025 session is 30th April, 2025 and for July 2025 session is 31st October, 2025.

1.(a) Explain the terms sale and distribution in the context of sales management function. Discuss the role of sales and distribution strategy in the exchange process.

(b) Discuss the term, scope and evolution of personal selling in the Indian context. List out and explain the situations conducive for personal selling.

2.(a) What are selling skills? Discuss the various selling skills that you are familiar. Highlight how these selling skills help enable sales personnel.

(b) Distinguish between recruitment and selection. When and why selection process assume significance? Highlight the most commonly used selection tools.

3.(a) Elaborate the significance and purpose of training in an organisation. Discuss the methods of identifying training needs. What makes sales training a continual activity?

(b) Explain the need and key objectives of monitoring sales function in an organization. Discuss the basic issues that one has to consider in the evaluation of salesmen.

4. (a) Explain the term sales territories. Discuss the steps involved in territory planning and its importance.

(b) Explain the purpose of sales forecast and sales quotas in the context of sales management function.

Discuss the meaning and importance of sales budgeting. What are the various methods that a sales manager would consider in preparing the sales budget?

MS 62 (January 2025 - July 2025) - ENGLISH

ASSIGNMENT

Course Code:MS-62

Course Title: Sales Management

Assignment Code:MS-62/TMA/JAN/2025

Coverage:All Blocks

Note: Attempt all the questions and submit this assignment to the coordinator of your study centre. Last date of submission for January 2025 session is 30th April, 2025 and for July 2025 session is 31 October, 2025.

1.(a) Explain the terms sale and distribution in the context of sales management function. Discuss the role of sales and distribution strategy in the exchange process.

(b) Discuss the term, scope and evolution of personal selling in the Indian context. List out and explain the situations conducive for personal selling.

2.(a) What are selling skills? Discuss the various selling skills that you are familiar. Highlight how these selling skills help enable sales personnel.

(b) Distinguish between recruitment and selection. When and why selection process assume significance? Highlight the most commonly used selection tools.

3.(a) Elaborate the significance and purpose of training in an organisation. Discuss the methods of identifying training needs. What makes sales training a continual activity?

(b) Explain the need and key objectives of monitoring sales function in an organization. Discuss the basic issues that one has to consider in the evaluation of salesmen.

4.(a) Explain the term sales territories. Discuss the steps involved in territory planning and its importance.

(b) Explain the purpose of sales forecast and sales quotas in the context of sales management function.

MS 62 (January 2026 - July 2026) - ENGLISH

ASSIGNMENT

Course Code :  MS-62

Course Title : :  Sales Management

Assignment Code : : MS-62/TMA/JAN/2026

Coverage : All Blocks

Note: Attempt all the questions and submit this assignment to the coordinator of your study centre. Last date of submission for January 2026 session is 30th April, 2026 and for July 2026 session is 31st October, 2026.

1. Describe the key decision areas in sales and distribution management in detail?

2. Do you think computerization in the sales function can be used as a distinct competitive advantage? Explain its role in key areas of sales?

3. Discuss how negotiations and conflicts go hand in hand with each other? Differentiate between deadlock, stonewalling and non-conclusive negotiations.

4. Describe the importance of monitoring and performance appraisal of sales force? Mention some of the parameters used to monitor sales force?

5. What are the advantages of a line sales organisation and line & staff sales organisation? What are the bases used to design sales territories?

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