Class: MMS Subject: Time : Note : Section I is compulsory

Semester: II Date: Marks: 60marks 20marks

Q1. The following evaluation criteria have been provided for evaluation of salesmen. Monthly evaluation criteria, Weightage and Norms Criteria Weighta Norms Basis of Score (Maximum 12 for each, 6 for ge achieving norm, +/- for deviation) Market 30 25% +/- 1 for increase/ decrease by every 5% or part Share Order Value 15 10000 +/- 1 for increase/ decrease by every 100000 or 00 part Batting 10 25000 +/- 1 for increase/ decrease by every 5000 or part Average Sales Value 10 10000 +/- 1 for increase/ decrease by every 100000 or 00 part P/V Ratio 15 40% +/- 1 for increase/ decrease by every 5% or part Marketing 20 20% +/- 1 for increase/ decrease by every 5% or part ROI

COMPENSATION PLUS INCENTIVE PLAN Score Salary Incentive Total earning (Rs.) (Rs.) (Rs.) Up to 6.0 60000 60000 6.1 6.5 60000 10000 70000 6.6 7.0 60000 20000 80000 7.1 7.5 60000 30000 90000 7.6 8.0 60000 37500 97500 8.1 8.5 60000 45000 105000 8.6 9.0 60000 52500 112500 9.1 9.5 60000 57500 117500 9.6 10.0 60000 62500 122500 10.1 12.0 60000 67500 127500 + Special Award

Using these evaluate the performance as per the table given below and decide the total earning of each salesman. Criteria Figure Score Weight ed Score Figure Scor e Weight ed Score Figure Score Weight ed Score

Market Share Order Value Batting Averag e Sales Value P/V Ratio Market ing ROI

32% 800000 27000

24% 1100000 22000

38% 900000 20000

900000 33% 26%

1000000 26% 23%

1300000 32% 28%

Weighted Average Score ________ Ranking

________

________

Please rank the performances from the above data and calculate the total earnings of each representative.

Section II : Attempt any 4 questions from the following; each question carries 10 marks. Q1. First question is Multiple choice one: I. Personal selling involves the two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or a group's: A)self-esteem. B)team spirit. C)relationship model. D)management strategy. E)purchase decision.

II. The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is called: A)order processing. B)personal selling. C)customer value creation. D)relationship selling. E)grooming.

III. The process which consists of six stages; prospecting, preapproach, approach, presentation, close, and follow-up is called the: A)product marketing process. B)sales response function. C)personal selling process. D)consumer purchase decision process. E)relational selling.

IV. At which stage in the personal selling process do you search for and qualify potential customers? A)Prospecting B)Preapproach C)Introduction D)Initial canvassing E)Planning stage

V. Identifying the prospect's role in the buying centre would be typically done in which stage of the personal selling process? A)Prospecting B)Preapproach C)Approach D)Presentation E)Close

VI. Excuses for NOT making a purchase commitment or decision are called: A)rationalizations. B)constraints. C)objections. D)refusals. E)qualifications. VII. At which stage of the personal selling process would you obtain a

purchase commitment from the prospect? A)Approach B)Presentation C)Close D)Follow-up E)Sale

VIII. Which of the following elements is NOT used for determining the size of a sales force in the workload method? A)Number of salespeople. B)Number of customers. C)Length of an average call. D)Number of years in sales experience E)Average amount of selling time available per year

IX. A job description is: A)a study of a particular sales position. B)a sales plan that outlines the tasks of each employee. C)Statement job qualifications, including the aptitudes, knowledge, and skills. D)a written document that describes job relationships and requirements that characterize each sales position. E)none of the above.

X. The use of technology designed to make the sales function more effective and efficient is called: A)decentralization. B)field computerization. C)salesforce automation. D)commercial hacking. E)all of the above.

Q2. Mr. Lancy Dsouza has just taken over as the Sales Manager for Uplan Healthcare. He brings with him about 20 years of experience in handling the sales force at the national level. Having known the Mumbai city, he decides to take charge of it himself. He is a firm believer that all the salesmen in his firm must share the workload equally. He studies the total time being utilised by the representative in the field. A detailed survey is taken up to find out the total number of customers that need to be on the Mumbai list. A total of 4128 customers are short-listed, out of which 384 belong to the A class (the most important class), 864 to the B class and the rest to the C class. He finds that while he needs to have all three classes of customers on his call-list, the call frequencies for all the three types vary considerably. The A class customers must be called upon at least thrice a month, the B class, at least twice a month, while the C class must be met at least once every month. Each call takes 12 minutes to complete. The analysis of a typical working day reveals that a salesman spends only about 20% of his time in actual selling tasks, about 45% of the time in non-selling tasks and about 35% of his time in travel. He also realises that every representative works for 48 hours per week and spends about four weeks away from work due to his privilege leave etc. Please find out the total number of salesmen required by Mr. Dsouza. Q3. Mr. Lancy Dsouza expects to achieve a sales of about 40 lacs from the rest of Maharashtra. He expects every salesman to give him at least 2 lacs productivity per month. However, the problem is that about 25% of his sales team will always leave and go away. How many salesmen should he appoint to achieve the stated objective? Q4. For Madhya Pradesh, Mr. Dsouza has observed that the sales vary directly with the number of salesmen available. He notices however that the cost of goods remains constant at about 50% of the sales. All the salesmen of the company receive a salary of Rs. 50,000/- per annum. They are also paid an annual incentive of 4% on the sales volume. Each salesman also receives Rs. 5000/- per month in the form of travel and other expenses / allowances. He already has about 16 salesmen working in the state. He wants to analyse whether he should add any more salesmen to the existing number. He estimates the following increase in the sales volume. Salesman Seventeen Eighteen Nineteen Twenty Additional sales in Rs. 4,00,000 3,00,000 2,00,000 1,50,000

Please help him decide the optimal number of salesmen he should appoint at Madhya Pradesh. Q5. You have just been promoted to sales manager of one of your companys most productive regions. After several weeks on the job, you find the time management of one of your

successful veterans is not up to the mark. His reports are always late and his standard travel plan shows a zigzag planning. But remember he is successful and he believes that he should go where he can sell and all else is just a matter of paperwork. So he can keep changing his work territory for the day. He has always surpassed his quota in his past sixteen years with the company. Should this really be your concern? Why or why not? Should you put up barriers and ask the top salesman to change? Do you think a more effective time management will truly improve this persons sales performance?