Indian Institute of Management Raipur

Sales Management Term IV

Assignment Sheet

Group No. Assignment Topic

1 Designing Sales Organization

Factors Influencing and Types of SOs
Live Study of any 10 Companies (Should be mix of
FMCGs, Consumer Durables and Industrial)

2 Hiring for Sales and Sales Training

Job Analysis, Manpower Planning, Recruitment, Selection:
Sources & Methods.
Training Objectives, Need Identification, Various Methods
of Training, ACMEE Model (Details should include
various methods and levels of training including its
evaluation)
Live Study of any 10 Companies (Should be mix of
FMCGs, Consumer Durables and Industrial)

3 Compensating and Motivating Sales Force

Factors influencing, Methods of Compensation; Details
should include the Salary Models of these companies
Factors/ Forces leading to Motivation/ De-motivation.
Various Tools being used in general; Details should include
tools/ techniques being used at different levels of Sales
hierarchy.
Live Study of any 10 Companies (Should be mix of
FMCGs, Consumer Durables and Industrial).

4 Supervision & Controlling of Sales Effort

Factors, Methods, Tools/ Techniques being used for
Supervision & Controlling of Sales Efforts;
Live Study of any 10 Companies (Should be mix of
FMCGs, Consumer Durables and Industrial)

5 Sales Quota and Setting up of Sales Territories

 What, Why and Types of Sales Quota
Concept Definition & Benefits sought in Different
Organizations; Factors to be taken into consideration while
setting up of STs.
Live Study of any 10 Companies (Should be mix of
FMCGs, Consumer Durables and Industrial)

6 Sales Budgets and Reimbursement of Sales Expenses

(Two Separate Topics)
Factors and Methods
Live Study of any 10 Companies (Should be mix of
FMCGs, Consumer Durables and Industrial)

7 Distributive Network Relationships

Live study of any 10 companies wrt Functioning of Sales
Teams in coordination with Distribution Networks How
this coordination

8 Distribution Channels
Types of Distribution Channels; Roles and Functions of
various Channel Members; Factors taken into consideration
while selecting distribution channel members
Live Study of any 10 Companies (Should be mix of
FMCGs, Consumer Durables and Industrial)

9 Physical Distribution
Elements; Factors taken into consideration while selecting
elements of physical distribution
Live Study of any 10 Companies (Should be mix of
FMCGs, Consumer Durables and Industrial)

N.B:
Each group (of 5-6 students) will have a student coordinator.
The assignments are to be submitted by the team coordinator to the faculty in Soft and
well as printed form.
Each assignment should be furnishing the details about the reference material referred,
persons contacted with their contact details etc.
Students and their coordinators are welcome to interact with faculty for academic
interaction and clarifications on the said topics.
Last date of Submission is August 28, 2017