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Internal Assignment Applicable for April 2018 Examination
Sales Management
1. Explain briefly the frequently used recruitment sources available for hiring salesmen. Besides these sources word of mouth has been very much in vogue and successful in hiring salesmen particularly in pharma selling. What makes this source more effective and efficient?
2. Explain sales force management and discuss the role of sales manager in managing the sales force of the firm you are working with or any other company you are familiar with.
3. International Med Tech Company looking forward to enter Indian market with their novel portable product used as diagnostic tool in faster identification of stroke in patient’s location, so that they can immediately start the treatment. As their Sales consultant, what are your recommendations to them in the following areas:
a. STP – Segmentation, Targeting and Positioning
b. Type and method of Sales force selection
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